October 2016 by SME Channels

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HPE: partners all set to address shifting market dynamics /08 www.smechannels.com

indiaâ&#x20AC;&#x2122;s first IT magazine for sme business VOLUME 07 | ISSUE 08 | PAGES 52 | OCTOBER 2016 | RS. 20/-

BIG DATA

OPEN SOURCE

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Cloudera: India Needs More Data Professionals

/36

Red Hat: Putting Software Destiny in Your Own Hands

PARTNER CORNER

/34

Kabeer: Goal is to become an IBM for the SMEs

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PROMISING IS THE FUTURE FOR PARTNERS? In the current scenario the market for surveillance is witnessing better growth and has created more opportunities. /22

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SKU

Product Name

Description

866233-375

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Oracle beats AWS in Head-to-Head Cloud Database Comparison /24 www.smechannels.com

india’s first IT magazine for sme business CHANNEL ROADMAP

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EMC: Tremendous growth coming from Tier-II cities

CHANNEL ROADMAP VMware: VMware bullish over the EUC business in India

/27

CHANNEL ROADMAP Zyxel: New Force for Networking Solutions

MY EXPERIENCE EDITORIAL

FESTIVE SEASON CAN ONLY BOOST THE SPIRIT SANJAY MOHAPATRA

sanjay@smechannels.com

WHEN WE CELEBRATED DUSSHERA THIS WEEK, we also saw 3-4 terrorist strikes on the Indian forces at the border; so also the surgical strike across the LOC. We saw the market soaring gaining numbers. So the festive season started with a mixed feeling. Having said that it is a long three months’ season and there is no reason why the product vendors should be disappointed. On the other hand, this is the right season for the large vendors to assess their business and make efforts for take their patrons and prospects to an exclusive location and showcase them the solution. Therefore, there would be a number of technology junkets across various geographies including US, Europe and in APAC, But for the solution providers there is nothing to do with the festive season as this season does not encourage procurement. On the other hand, this season would be a discouraging season for the solution providers as the decision makers would like to travel along with their family and friends. Some of the working days would also be lost due to holidays. Even then security as a technology will remain for trading. There would be startups too will remain committed to their efforts. So it would be light on the workload point of view. So moving on the same lines, we are also bringing out our greatest event known as SME Channels Summit and Awards during the third week of next month. Where we are expecting a gathering of 400+ high profile partners and thought leaders. These people would like to discuss about their future course with senior leadership of the industry irrespective of whether they are engaged with them commercially or not. Another important news that is going to come up is that Nehru Place, the largest computer market in Asia is going to be hawkers free. It has been a very awkward sight in Nehru Place for some time that a customers want to walk into any showroom for purchasing computers or any device would surely be heckled by the hawkers on their way from the parking lot. Courtesy the legal rout that has been chosen by PCAIT enables the market to be clean now. Last but not the least this issue of SME Channels is focusing on the startup technologies which are going to be relevant to the B2B market. I wish a Happy Dusshera and happy reading of this issue.

HP Elite Slice THE HP ELITE SLICE, HP’s smallest desktop, is a desktop built for communications and collaboration. It is the first modular commercial desktop with cable-less connectivity2 and enables customers to build the desktop of their choice. This desktop changes the way office space is designed by creating streamlined work environments that boast productivity. Versatility, performance and enterprise-grade security merge to deliver greater productivity and collaboration between employees while transforming the workplace and workstyles. Its modular design features stunning curves in matte black with polished copper accents to streamline workplaces. It allows customers to pick and choose a factory cover or stackable options to add functionality including the Collaboration Cover or Wireless Charging Cover, or stackable modules such as the Audio Module or ODD (Optical Disk Drive) Module for a beautiful PC that is unique to each business and its employees.

SPECIFICATIONS This is the first commercial desktop powered from a displayvia only one USB 3.1 Type-C cable with a Type-C compatible display FINAL WORDING With starting price is Rs. 62,990/-, this is a an amazing product from HP. OVERALL RATING

SME CHANNELS OCTOBER 2016

/42

contents

OCT VOLUME 07 ISSUE 08

2016

ER COV RY STO

india’s first IT magazine for sme business

Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Asst. Editor: Satinder Kaur Executive Editor: Smruti Chaudhury Sub Editor: Chitresh Sehgal Designer: Ajay Arya Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Marketing Executive: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 / 8587835685 sanjeev@smechannels.com Bangalore #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 Mumbai Tahmeed Ansari 2, Ground Floor, Park Paradise, Kay-Bees CHS. Ltd.,Opp. Green Park, Oshiwara, Andheri (west), Mumbai - 400 053. Ph. +91 22 26338546, Fax +91 22 26395581 Mobile: +91 9967 232424 E-mail: Info@smechannels.com Kolkata S Subhendu BC-286, Laxmi Apartment, Kestopur Kolkata-700101 Phone: 9674804389 EDITORIAL OFFICE Delhi: 6/103, (GF) Kaushalya Park, New

Surveillance: How promising is the Future for Partners? /22

Delhi-110016, Phone: 91-11-41657670 /

In the current scenario the market for surveillance is witnessing better growth and has created more opportunities for the Channel Partners. Product and Technology knowledge, skill set, appealing infrastructure and service oriented mind-set are the major factors which has led the Channel Partners to add Surveillance Range of products to their existing portfolio.

Basavanagudi, Bangalore - 560004

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

Printed, Published and Owned by Sanjib Mohapatra

PARTNER CORNER

BIG DATA Cloudera:/ 38

“India Needs More Data Professionals”

OPEN SOURCE Red Hat/ 36

“Putting Software Destiny in Your Own Hands”

Kabeer / 34 “Goal is to

become an IBM for the SMEs”

SME CHANNELS OCTOBER 2016

Park, Hauz Khas New Delhi-110016

Phone: 91-11-46151993 / 41055458 Printed at Karan Printers, F-29/2, 1st floor, Okhla Industrial Area, Phase-2, New Delhi

more inside Editorial ~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 04

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Place of Publication: 6/101-102, Kaushalya

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SNIPPETS PRODUCT | CHANNEL | CONSULTING | SERVICES

for more log on to smechannels.com

HPE, partners all set to address shifting market dynamics Hewlett Packard Enterprise (HPE) has announced, from its 2016 Global Partner Conference (GPC), new offerings and expanded resources specifically designed to help channel partners navigate and accelerate their growth in a highly dynamic technology landscape.

HPE’s industry-leading Partner Ready program is expanding to deliver additional resources to partners of all sizes and specialties, including: the integration of competencies designed to help partners capture additional market share, a revamped Partner Ready Service

Provider (PRSP) Program, as well as an updated suite of ready-made partner marketing resources. These innovative builds cross HPE product lines, including cloud, storage, hyper-converged computing and more. “HPE is an even more channel-

focused organization committed to innovating new, collaborative solutions that enable growth for the company and our partners,” said Neelam Dhawan, VP & GM, Enterprise Group and Managing Director India, Hewlett Packard Enterprise. “As we work to build and deploy the platforms and tools that accelerate global enterprises, we must work in unison with our partners to move our businesses further, faster.”

educo ERP Draws High Footfall at World DIDAC Summit Konica Minolta developed educo ERP received great response at world DIDAC Summit, Bangalore. During the showcase, Konica Minolta had a large number of ltfootfalls (around 300 to 400 visitors) who were intrigued by the technology and the concept.

SME CHANNELS OCTOBER 2016

Overall, it was an overwhelming experience for Konica Minolta. Balakrishnan, EGM Konica Minolta India says, “DIDAC has come out as a great platform, in a way to showcase our new product and learn about what other players are doing in the market.

Konica Minolta has come out as a new ERP solution provider and we think we are making a great presence in the market. Our cloud based software educo ERP, has came out with innovative technology for smooth transmission of knowledge. educo ERP, will for

sure create an educational ecosystem which will engage teachers, students, parents, and administrators in a more efficient manner. We have started tying -up with many schools in the country and looking for more future prospects.”

At Hewlett Packard Enterprise and IntelÂŽ, IT challenges are unraveled and transformed into endless opportunities with the right product, at the right time and at the right price. Whether small or large organizations, HPE and IntelÂŽ has the perfect IT solution for all to efectually meet their changing workloads while accelerating their business further, faster.

SNIPPETS

HP to simplify, enhance partner engagement Aimed at delivering value to its global network of more than 250,000 partners, at the HP Global Partner Conference (GPC), HP has announced a range of news, product innovations, services and programs. With an agenda focused on reinvention, HP will share its vision and strategy to drive profitable growth and expand its channel business to 87 percent, up from 80 percent. Top speakers include HP CEO Dion Weisler, Microsoft CEO Satya Nadella, and key board members including

TaskRabbit CEO Stacy Brown-Philpot, among others. “The needs and expectations of our customers are changing rapidly, and change creates opportunities for HP and our partners,” said Dion Weisler, president and CEO, HP. HP also announced a definitive agreement to acquire Samsung Electronics Co., Ltd.’s printer business in a deal valued at $1.05 billion. The proposed acquisition positions HP to disrupt the $55 billion copier industry, a segment that hasn’t innovated in decades.

Dell becomes No. in global server shipments in Q2’16: Gartner In the second quarter of 2016, worldwide server revenue declined 0.8 percent year over year, while shipments grew 2 percent from the second quarter of 2015, according to Gartner, Inc. There was some shuffling among the top vendors in the second quarter, as Dell moved into the top spot in shipments, while Hewlett Packard Enterprise (HPE) remained the worldwide leader in server revenue. “The second quarter of 2016 produced some continued growth on a global level compared with the first quarter, although there were some varied results regionally,” said Jeffrey Hewitt, research vice president at Gartner. “All regions showed a decline in shipments except Asia/Pacific and North America, which posted growth of 5.6 percent and 3 percent, respectively.

Matrix bags IETE Award Matrix has bagged the IETE Corporate Award for Performance Excellence in the field of Computer and Telecommunication Systems on the 59th Annual Technical Convention held in New Delhi. The IETE has instituted awards for recognizing performance excellence in the Corporate Sector, in the fields of Electronics Components, Computer and Telecommunication Systems, Development of Software, and Electronic Instruments and Instrumentation. On the occasion, the Managing Director of Matrix, Ganesh Jivani said, “The award reinforces our belief in indigenous R&D and motivates us to work harder on newer technologies. With 40% of manpower in R&D, Matrix designs and manufacturers all its cutting-edge products on its own and consistently delivers these world-class products to its customers. This award is a validation of Matrix’s innovation, engineering, manufacturing and marketing capabilities.” The evaluation criteria for the awards are excellence in engineering, outstanding growth rates in manufacturing, exports, R&D efforts and their commercial deployment, optimum utilization of appropriate technologies and management practices or other initiatives, which have resulted in accelerated growth in the country.

10 SME CHANNELS OCTOBER 2016

MY POINT

“The e-governance initiatives to simplify digital channels are driving investments in the government and are anticipated to grow through 2020.” MOUTUSI SAU, PRINCIPAL RESEARCH ANALYST AT GARTNER

Sophos helps partners to simplify Wi-Fi protection Sophos has announced the availability of Sophos Wireless, its first cloud-based solution for the protection and management of wireless networks. Managed through the Sophos Central platform, Sophos customers and partners can now secure and manage wireless networking in a single console alongside their Sophos endpoint, mobile, web and server protection. According to Nolan Greene, a senior research analyst from IDC’s Network Infrastructure group, the cloud-managed Wi-Fi market continues to be among the fastest growing sub-segments of the Wi-Fi market as many organizations realize its power to enable the benefits of working with mobility in a wireless device-centric world. “Unified wired and wireless management and security are also becoming more important in ensuring quality of user .

In2IT Technologies becomes Gold Partner for Oracle In2IT Technologies has achieved another milestone and attains the status of Gold Partner in the Oracle Partner Network (OPN). Oracle has paved the ways for In2IT Technologies to further benefit its customers with specialized services and solutions from Oracle’s growing product portfolio. After being recognized as an Oracle Gold Partner, In2IT Technologies is all set to offer the full suite of Oracle solutions, including comprehensive Oracle applications, middleware and database solutions. “The journey of In2IT Technologies in India has been quite exciting so far. We have already been Oracle Gold Partner for a long time now in South Africa. The extension of this partnership for Indian market would enable our customers to increase efficiency, reduce costs and improve their bottom line through the implementation of Oracle’s leading IT products,” said Rudra Shankar Shatapathy, Group CEO and MD, In2IT Technologies.

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SNIPPETS

Oracle beats AWS in Head-to-Head Cloud Database Comparison

Ignite 2016: Microsoft Infusing Intelligence into Everything

Oracle Executive Chairman and Chief Technology Officer, Larry Ellison has demonstrated that Amazon databases are 20 years behind the latest release of the Oracle Database in the Cloud. In his keynote presentation at Oracle OpenWorld 2016 in San Francisco’s Moscone Center, Ellison shared detailed analysis that showed that Oracle Database-as-a-Service (DBaaS) is up to 105X faster for Analytics workloads, 35X faster for OLTP, and 1000+X faster for mixed workloads than Amazon DBaaS. Ellison also showed that the Oracle Cloud is optimized for running Oracle Database while Amazon Web Services (AWS) is not. “Oracle’s new technologies will drive the Cloud databases and infrastructure of the future,” said Ellison. “Amazon are decades behind in every database area that matters, and their systems are more closed than mainframe computers.” Ellison also announced the availability of Oracle Database 12c Release 2 in the Oracle Cloud with the launch of the new Oracle Exadata Express Cloud Service.

At its annual Microsoft Ignite conference on Monday, Microsoft announced new products and services spanning security, productivity, intelligence and the cloud that will make it easier for IT professionals to drive digital transformation throughout their organizations. The announcements address some of the most pressing challenges and opportunities facing technology professionals, such as security amid an increasingly complex and dynamic threat landscape, and the need to balance end-user preferences with technology investments that scale and deliver value. At Ignite 2016 - Microsoft CEO, Satya Nadella outlined the company’s vision of building intelligence across capabilities that span agents, applications, services and infrastructure transform what’s possible for people and organizations. The announcements included: • Security enhancements across Microsoft’s products, including Windows 10, Office 365 and Enterprise Mobility + Security, offer powerful protection against security threats. • New AI capabilities that span agents, applications, services and infrastructure transform what’s possible for people and organizations. • Building on the industry’s richest hybrid cloud portfolio, the release of Windows Server 2016 and System Center 2016 helps transform customers’ infrastructure to support future-ready cloud applications, while advances in the Microsoft cloud infrastructure provide a path toward an AI supercomputer in the cloud. • New free training and educational resources will help ensure that IT professionals have the know-how and expertise to help companies complete their digital transformation. At Ignite 2016 - Microsoft CEO, Satya Nadella outlined the company’s vision of building intelligence across capabilities that span agents, applications, services and infrastructure transform what’s possible for people and organizations.

INDIA HAS MOVED UP TO 3RD POSITION AND HAS THE FASTEST GROWING BASE OF START-UPS WORLDWIDE Technology Driven Product Startups by Key Countries

United States

47,00048,000

United Kingdom

4,5005,000

4,2004,400

-700

2013

70%

2015

12 SME CHANNELS OCTOBER 2016

75%

Israel

3,9004,100

China

-2,100

2020P

Quick Heal Technologies has appointed Vijay Mhaskar as Chief Operating Officer, effective September 16, 2016. Brocade has announced the appointment of Joe Poehls to the role of principal systems engineer for Asia Pacific Japan (APJ).

3,3003,500

Quick Facts

Technology Startups by Year of Inception (year on year)

-1,200

India

EXECUTIVE MOVEMENT

Strong Growth Indicators - India

-156

Active VCs/PEs in 20151

-292

Active Angels in 20151

-110

Incubators/ Accelerators

Persistent Systems has announced that Jacqueline White has joined the company as Chief Customer Officer. RAPOO Elevates Mukesh Chaudhary as Country Head for India & SAARC

SNIPPETS

Cisco signs Pact to accelerate digital transformation Cisco has announced a series of strategic initiatives to help accelerate the digital transformation of Telangana. Digital disruption is a reality and is transforming every country, state and city. A digitized state aims to drive GDP growth, create jobs and foster innovation, enhance education, stimulate entrepreneurship, accelerate business innovation, develop economic cluster initiatives, and support infrastructure. Toward that end, Cisco and the Government of Telangana have signed a (MoU), which includes the Digital Zone smart city project in Hyderabad, establishing an Internet of Things (IoT) Innovation Hub and a Living Lab near Hi-Tech City in Hyderabad, a Center of Excellence and Living Lab in T–Hub premises, the largest building in India to be entirely dedicated to entrepreneurship, remote education in 10 schools in Karimnagar, and deploying digital solutions at the historical landmark monument of Hyderabad.

QUADRA SYSTEMS BECOMES CITRIX’S SPECIALIST PARTNER IN INDIA As a recognized Citrix Specialist, Quadra is able to better differentiate capabilities and offerings to ensure customers can optimise their investments in Citrix technologies. With access to advanced Citrix technical content, resources and enhanced competencies related to the Citrix portfolio, Quadra will be able to better deliver benefits to its customers. After being named as India’s first Citrix Virtualization Specialization partner, Prashanth Subramanian, Executive Director, Quadra Systems Pvt. Ltd., said: “We at Quadra are thrilled to have become a Citrix Specialist Partner. Achieving this recognition is a validation of all the hard work, effort and dedication we have invested in achieving this unique milestone. As a CSA Specialist Partner, we now have the perfect platform to showcase our extensive skills on Citrix technologies. We are optimistic that this recognition will give our customers the confidence that they are dealing with a qualified partner who has deep expertise in delivering advanced Citrix implementations. Being a specialist partner will also help us deliver projects faster and more efficiently through access to advanced technical resources and methodologies.” Citrix Specializations are the cornerstone of the CSA program, and provide a framework for partners to demonstrate technical competency, end-to-end sales capability, and service delivery to customers. To achieve Specialist status, Quadra was required to complete a series of e-learning courses and the most advanced technical certifications, provide customer testimonies, and demonstrate design and implementation competencies.

Brocade debuts new routing solution Brocade has announced the Brocade SLX 9850, a next-generation data center routing solution designed to support the exponential growth in network traffic and deliver the advanced functionality that organizations require as they accelerate their digital transformation. The extensible SLX 9850 provides industry-leading density, scale and performance for 10/40/100GbE data center use cases. Leveraging a unique combination of hardware and software innovations, the SLX 9850 router includes the embedded Brocade SLX Insight Architecture that delivers pervasive network visibility for unparalleled insight to meet increasingly stringent service levels. The SLX 9850 also takes advantage ofBrocade Workflow Composer to provide server-based, DevOps-style network automation that integrates across IT domains for end-to-end workflow automation. Gartner forecasts that 6.4 billion connected things will be in use worldwide in 2016, up 30 percent from 2015, and will reach 20.8 billion by 2020. In 2021, video will account for about 70 percent of mobile data traffic.

Public Cloud market to grow 17% in 2016; predicts Gartner As per the latest report released from Gartner Inc, the highest growth will come from cloud system infrastructure services (infrastructure as a service [IaaS]), which is projected to grow 42.8 percent in 2016. Cloud application services (software as a service [SaaS]), one of the largest segments in the global cloud services market, is expected to grow 21.7 percent in 2016 to reach $38.9 billion. “Growth of public cloud is supported by the fact that organizations are saving 14 percent of their budgets as an outcome of public cloud adoption, according to Gartner’s 2015 cloud adoption survey,” said Sid Nag, research director at Gartner. “However, the aspiration for using cloud services outpaces actual adoption. There’s no question there is great appetite within organizations to use cloud services, but there are still challenges for organizations as they make the move to the cloud. Even with the high rate of predicted growth, a large number of organizations still have no current plans to use cloud services.” IT modernization is currently the top driver of public cloud adoption, followed by cost savings, innovation, agility and other benefits.

14 SME CHANNELS OCTOBER 2016

Extreme Networks all set acquire Zebra Tech’s LAN Biz Extreme Networks and Zebra Technologies Corporation have jointly announced that Extreme Networks has agreed to acquire Zebra’s wireless LAN (WLAN) businessin an all-cashtransaction.The transaction is expected to close in the fourth quarter of 2016 (which is the second quarter of fiscal 2017 for Extreme Networks),subject to customary closing conditions including regulatory approvals. “Combining Zebra’s WLAN technologies and marquee retail, transportation and logistics, and hospitality customers with Extreme Networks’ wired and wireless capabilities, recognized as visionary in the Gartner Magic Quadrant, creates the industry’s number three WLAN enterprise campus powerhouse,” said Ed Meyercord, President and CEO of Extreme Networks. “WLAN is the fastest growing segment in the networking industry. Our heritage of delivering innovative and pioneering technology is reinforced with today’s announcement, underscoring our commitment to providing customers worldwide with unified visibility and control across their wired and wireless networks.”

SNIPPETS

Rashi Peripherals becomes Belkin’s National Distributor

HID Global presents new solutions for IoT Apps

Intending to modernize the Indian market and streamline the network channels across the country, Belkin has announced Rashi Peripherals as their authorized National distributor in India. Rashi Peripherals, the pioneer IT & mobile distributors will distribute Belkin’s complete range of products begging September 2016. Speaking on the occasion, Kartik Bakshi, Country Manager Belkin India, said,” Looking at the current opportunities in India around technology, we at Belkin are extremely keen to focus and amplify our channel network to strengthen our presence in the country. We have partnered with Rashi Peripherals as our national distributor to ascertain the finest coverage of the Indian market, embracing all the industry segments, geographies and vertical markets. With their domain proficiency, post-sales support and comprehensive reach, we look forward to not only having a strong foothold in the market but also add great value to our customers.” Belkin’s distributor has extensive reach with 53 offices located in India.

HID Global has announced new solutions that secure Internet of Things (IoT) applications to improve the convenience and effectiveness of monitoring heating and cooling systems, along with a variety of manufacturing and safety equipment. The company’s latest HID Trusted Tag Services solution for Computerized Maintenance Management Systems (CMMS) joins HID Global’s trusted identity solutions that solve key challenges faced by facility managers in an IoT and smart building ecosystem. The HID Trusted Tag Services solution seamlessly integrates with CMMS systems to link physical assets to cloud-based maintenance systems and IoT applications. This automates service calls, with a simple tap of a mobile device, to streamline monitoring and maintenance of fire safety, back-office systems and cafeteria equipment. The offering enables field service teams to easily acquire service history and repair manuals, as well as open service tickets and confirm service call times, duration and status. All service events can be monitored and tracked locally, regionally or globally using a mobile device. The solution can also be used to more effectively manage compliance and inspection workflows for regulated equipment. “HID Global is known for leveraging the power of mobile to protect people, assets and data, and we continue to drive innovation with new HID Trusted Tag Services use cases that meet the expanding requirements of today’s facility manager,” said Mark Robinton, Director of Business Development and Strategic Innovation. “HID Trusted Tag Services is the missing link to take a CMMS to the next level for secure, intuitive and mobile management of high-value facilities equipment and assets across an organization. Optimizing facility operations is now an imperative, and HID Global is ahead of the demand curve with offerings that help make buildings smarter.”

Canalys all set to kick off Channels Forums 2016

Digital transformation is taking place in every industry around the world. But for every step forward the IT industry makes, new challenges emerge. Only companies that are managing this transformation correctly are succeeding. This disruption is changing the addressable market for channel partners. Keeping these things in mind, Canalys is all set to host the Channel forum in Macau on 25 -27 October 2016. The event will unite senior executives from leading technology vendors, distributors and channel partners to discuss industry trends, forge new business relationships and create sales opportunities. The theme for this year’s Canalys Channels Forum is ‘Digital First’

Ricoh unleashes new projectors for large screen apps

Zyxel to secure payment network with next-gen PCI DSS

Ricoh India has announced the launch of high – end projectors RICOH PJ6181 series and RICOH PJ KU12000. The new launch is in line with the company’s philosophy to cater to the varied requirements from home entertainment to the new world of work. The new products will be launched at Infocomm 2016 being held from 12 Sept to 14 Sept, one of the leading AV events in India at Bombay Exhibition Centre, Mumbai. RICOH PJ6181 series combines versatile connectivity and are ideal for projecting multimedia content in large lecture halls and auditoriums. The new projectors offer a choice of resolutions, including WUXGA to meet the needs of audiences from 10 to 100 people and comes with three brightness options 6,200 lumen, 6,700 lumen and 7,200 lumen.

Zyxel’s complete threat protection provides a seamless firewall gateway solution to comply with all PCI DSS conditions, making individuals business no longer need to worry about fulfilling complex compliances criteria. Zyxel’s Security solutions provide powerful real-time protection that ensures service continuity, best CP performance and improves network control. The There are many types of advanced security threats out there and each is driven by differing motives, whether they are hacktivists, cyber-spies, or malicious insiders. Add to this list, the cyber-criminals who seek their illicit fortunes through theft or extortion. They look to steal money, obtain information, or hijack computing resources for their own financial gain.

16 SME CHANNELS OCTOBER 2016

SNIPPETS

RAH Infotech, WinMagic host Channel meet in Mumbai RAH Infotech in association with WinMagic have held channel meet in Mumbai on 23rd September 2016. The meet received an overwhelming response with 48 channel partners from 25 organisations gracing the moment despite thunderstorms, heavy rains and militant movements in the city. The meet was aimed at introducing partners to the latest offerings from WinMagic and also enhancing their knowledge on the existing solutions. Session was kicked off by Suchit Karnik,

Senior Vice President, RAH Infotech with an introductory note where he briefed the partners about the strength, capabilities and solution offerings of RAH Infotech. Rahul Kumar, Country Manager, WinMagic India, appraised partners about the latest encryption solutions from WinMagic and said how these solutions can help partners not only offer best of security solutions to their customers but also enhance their bottom-line in a competitive market.

Govt. IT spending to top $7.2 billion in 2016: Gartner The government in India is on pace to spend $7.2 billion US Dollars (USD) on IT products and services in 2016, an increase of 2.4 percent over 2015, according to Gartner, Inc. This forecast includes spending on internal services, software, IT services, data center, devices and telecom services. Government comprises state and local governments and national government. IT services (which includes consulting, software support, business process outsourcing, IT outsourcing, implementation, and hardware support) is expected to grow 9.3 percent in 2016 to reach $1.8 billion USD – with the business process outsourcing sub-segment growing 21 percent. Telecom services will be a $1.6 billion USD market, with the mobile network services subsegment recording the fastest growth with 5.2 percent in 2016 to reach $909 million USD.

Cognitive Product Support can help ISVs to bring down costs HCL Technologies (HCL), in collaboration with HfS Research, facilitated a study on software product support to illustrate the challenges and opportunities faced by enterprises to re–architect their operations in the age of digital disruption, while grappling with an increasingly complex global business environment. Moving into the ‘As-a-Service-Economy’ means changing the nature and focus among enterprise buyers, service providers and advisors, and also unleashing people talent to drive new value through smarter combinations of talent and technology focused on business results beyond cost reduction. There is a guiding framework of eight ideals that can help service buyers and hi–tech product vendors become an ‘As-a-Service Enterprise’ to achieve the solution ideals of Intelligent Automation, Accessible and Actionable Data, Holistic Security and Plug and Play Digital Business Services. These eight ideals include – Write-off Legacy, Design Thinking, Brokers of Capability, Collaborative Engagement, Intelligent Automation, Accessible & Actionable Data, Holistic Security and Plug-And-Play Digital Services.

AMD announces desktops with PRO Processors AMD at the Canalys Channels Forum has announced the first PCs featuring 7th Generation AMD PRO APUs (formerly codenamed “Bristol Ridge PRO”). Built for business, AMD PRO APUs deliver increased computing and graphics performance, improved energy efficiency, while providing a secure and stable platform to protect customers’ IT invesents. Jim Anderson, Senior Vice President and General Manager, Computing and Graphics Business, AMD shared, “We are thrilled to have PC market leaders like HP and Lenovo expanding their use of AMD technology in their business client portfolios.”

18 SME CHANNELS OCTOBER 2016

DIGEST VIEWSONIC ANNOUNCES ‘GOLD BONANZA’ FOR PARTNERS ViewSonic has launched Gold bonanza festive offer for its valued partners. After their successful re establishment in Indian market distribution , dealer , reseller & retailer pipeline, they are aiming to become leader mid to high end monitors of 24″ to 27″which includes professional, color, 4k, gaming, IPS and touch monitors. This tier 3 scheme is to ensure that all stockiest get benefit of demand generation for 24″ and above size monitors, who in turn buys from ViewSonic’ distributors and can enjoy the demand generation from the reseller and small time dealers from IT market. Eligible tier3 finch partners of ViewSonic will win two gram gold on every 10 units of ViewSonic 24″ & 25″ monitors and One gram gold on every 5 units of ViewSonic 27″ Monitors.

SUSE, ESDS BECOME CLOUD SERVICE PARTNERS SUSE has announced the appointment of Exuberant Support for Data Services (ESDS), a Nashik-based cloud hosting firm, as its first Indian Cloud Service Partner. SUSE is the first open source company to sign up with an Indian cloud service provider to offer hosted services in the market. Both companies will collaborate to offer an extensive computing environment for enterprises to run their business-critical applications and workloads. Rajarshi Bhattacharyya, Country Head at SUSE, India, says “We are very excited to have an Indian cloud service provider to cater to our customer base in the local market. This is part of our efforts to encourage entrepreneurs in the country to build highly competitive products locally and support Make in India.”

ECS LIVA X GETS BIS CERTIFICATION In order to fulfill more users expectations, and achieve our high standard of product safety, ECS proudly announces our bestselling mini PC LIVA X become the first Mini PC acquire certificate of BIS in India, which will be available in October, 2016. Along with users raising importance of electronic items safety, BIS and the Deparent of Electronics and Information Technology (DeitY) issued the Compulsory Registration scheme. Manufacturers are required to apply for registration from BIS. With ECS’s high standard of product safety, LIVA X has passed product test from BIS recognized labs and obtained Certificate of BIS in September, 2016.

AXIS CELEBRATES 20 YEARS OF NETWORK VIDEO CAMERAS AXIS 200 was the world’s first network video camera to connect directly to the Internet or an intranet, an extension of Axis’ original focus of connecting printers, and then optical storage devices, to networks. At the time, Axis had pioneered what it called ‘ThinServer’ technology, which drove a shift away from mainframe computers by utilizing more flexible, lightweight servers and was to become the enabling concept behind IoT.

SNIPPETS

Kaspersky empowers SMBs with new business solutions Kaspersky Lab has announced a new solution that will provide small and medium-sized businesses with multi-layered IT security – Kaspersky Endpoint Security Cloud Despite the wide range of security products on the market today, small and medium-sized businesses (SMBs) may struggle to find a comprehensive solution they can implement and afford. Kaspersky Endpoint Security Cloud has been developed to meet the evolving needs of SMBs and their under-resourced IT teams. The solution provides businesses with effective protection for Windows workstations, file servers, Android and iOS mobile devices, all through a simple and intuitive console. Based on advanced, multi-layered security technologies, Kaspersky Endpoint Security Cloud leverages industry leading protection features.

Quantum strengthens its Partner ecosystem Targeted at bringing enhanced multi-tier storage solutions to security and surveillance customers worldwide, Quantum has announced joint development initiatives with four industry-leading Video Management System (VMS). Aimetis Corp., On-Net Surveillance Systems Inc. (OnSSI), Qognify and Verint Systems Inc. have joined the Quantum Advantage Program, and certified interoperability with Quantum offerings, including StorNext 5 data management and Quantum QXShybrid storage. Quantum’s surveillance partner ecosystem has tripled in size over the last six months and now includes more than 30 partners. This growth reflects a shift in how the security community views storage, increasingly treating it as a foundational element of a surveillance strategy. Quantum’s multi-faceted validation testing with VMS partners such as Aimetis, OnSSI, Qognify and Verint ensures that customers have access to thoroughly tested and integrated storage solutions suited to their unique environment. Quantum’s multi-tier storage makes the combination of storage performance and data retention more affordable, enabling customers to retain surveillance data longer and incorporate real-time analytics into their surveillance program. This economical approach to storage leaves more budget available to spend on cameras and analytics, for a more effective video surveillance environment.

Symantec, VMware sign strategic Alliance

Dell Launches Diwali Offers

At Connect 2016, Symantec and VMware have announced the development of a strategic partnership to bring together endpoint management and threat security where Symantec joins the VMware Mobile Security Alliance. Effective cyber security requires understanding and leveraging the latest in information intelligence, machine learning, behavior analysis, zero-day threats and big data. It is crucial to bring this type of intelligence into mobile security as devices and apps have increasingly become the target for cyber attacks ranging from malware to ransomware. In the 2016 Internet Security Threat Report, Symantec reported that new mobile vulnerabilities increased by 214 percent in 2015. This validates the need to complement threat intelligence with comprehensive endpoint management to achieve end-to-end security from the device to inside the data center.

Dell has announced compelling consumer offers up to November 1st, 2016 on its range of Vostro and Inspiron notebooks and desktops to fulfil its desire to delight consumers with the gift of technology this festive season. Dell’s range of consumer products are the perfect companion for techies, gamers, budding entrepreneurs, musicians, fashionistas and more, looking for a system for school, work and entertainment. With ultimate visual experience, mobility, design and industryleading battery life, coupled with compelling offers designed to amp the excitement around the festive season, Dell has created an inspired line up for consumers to choose from and add a dash of delight to the Indian shopper’s spirit of festivity. Considered an auspicious time to make new purchases and present gifts to loved ones, the month of Diwali is filled with tradition and family celebrations in Indian homes. Technology plays a crucial role in enabling people to partake in the festivities, despite distances due to professional or personal circumstances. With that understanding, Dell hopes to make this festive season more memorable and inclusive by inspiring customers to bring home the gift of technology.

Siris Capital completes Polycom acquisition Polycom announced the completion of its acquisition by affiliates of Siris Capital Group (“Siris” or “Siris Capital”) in a transaction reflecting an equity value of approximately $2.0 billion in cash. Polycom’s stock will cease trading on the NASDAQ under the ticker symbol PLCM. Daniel Moloney, Executive Partner, Siris Capital said, “We are excited to be a part of Polycom’s next chapter as we jointly work to create sustainable, long-term value for customers and partners. Together, with Mary and her team, we will enhance Polycom’s strategy to lead the market in audio, video and content collaboration solutions and continue to provide customers with the same high level of commient, focus, innovation and support.” Mary McDowell, who succeeds Peter Leav as CEO and board member, is a technology executive who has led global multi-billion dollar businesses in the mobile, consumer and enterprise sectors. Prior to joining Polycom, Ms. McDowell was an Executive Partner at Siris Capital and was formerly the EVP, Mobile Phones at Nokia, where she held global P&L responsibility for the feature phone business and associated software and digital services. She joined Nokia in 2004 to lead the Enterprise Solutions business and later served as Chief Development Officer. McDowell has also held senior positions at Compaq Computer and Hewlett Packard. She serves on the boards of Autodesk, Bazaarvoice and UBM.

SME CHANNELS 19 OCTOBER 2016

SNIPPETS

Dell-EMC all set for a new era of Digital Transformation This digital revolution is transforming how organizations interact with customers and employees, and can tap countless new business opportunities. To address these new demands, showcase advanced solutions to overcome the new challenges and elevate IT to the next level, the Dell EMC will be hosting their flagship eventDell-EMC Forum 2016 on 13 and 14 October with more than 35 sessions across 5 tracks for Tech enthusiasts. In its 7th edition, the format is larger and bigger than previous years with outreach across Mumbai, Delhi and Bangalore. The 2 day event in Mumbai and day long sessions in Delhi and Bangalore are geared towards sharing the new company vision, learning for the attending executives/practitioners and immense networking opportunity amongst peers. It is for the first time ever in India that we will have speakers from Dell-EMC address the gathering together at the same platform.

ORACLE TO ACCELERATE DIGITAL TRANSFORMATION IN MAHARASHTRA Oracle and the Government of Maharashtra have signed a Memorandum of Understanding (MoU) intended to accelerate the state’s digital transformation initiatives. According to the MoU, Oracle and the Maharashtra Government will create a Center of Excellence (CoE) to help accelerate its smart city program and modernize the Government’s technology solutions. The CoE, housed in Mumbai, will serve as a research platform to design, develop and test new capabilities that will deliver better government-to-citizen (G2C) and government-to-business (G2B) services. Benefiting from the power of the Cloud, the CoE will enable rapid innovation with minimal capital expenditures. In addition, the CoE will offer a flexible and scalable common framework, as well as a team of experts, allowing individual cities to scale and replicate its solutions. This follows Oracle’s recent commitment with the Prime Minister of India, Shri Narendra Modi, to support the country’s global digital leadership. Oracle unveiled a massive, state-of-theart campus centered in Bengalaru, nine incubation centers throughout India, and an initiative to train more than half a million students each year to develop computer science skills.

Kodak Alaris expands scanner portfolio Big Data and unstructured information are among the greatest challenges that modern businesses face. Keeping this in mind, Kodak Alaris has launched a new solution to support business and IT managers in organizations of all sizes, in their quest to master “Data Chaos.”It will quickly and affordably digitize paper-based documents to make information easily accessible across an organisation and help decision makers and knowledge workers respond faster to customer needs. The new Kodak i3500 Scanner is the latest addition to the i3000 Scanner family from Kodak Alaris. With speeds up to 110 pages per minute in colour, it is ideal for general office settings in a wide range of industries and vertical markets, including government, banking, insurance and healthcare. The included software tools extract critical data from documents and seamlessly feed it into existing business processes and workflows.

IoT Devices increasingly becoming DDoS attack carriers: Symantec report Symantec has revealed new research demonstrating how cybercriminal networks are taking advantage of lax Internet of Things (IoT) device security to spread malware and create zombie networks, or botnets, unbeknownst to their device owners. Symantec’s Security Response team has discovered that cybercriminals are hijacking home networks and everyday consumer connected devices to help carry out distributed denial of service (DDoS) attacks on more profitable targets, usually large companies. To succeed, they need cheap bandwidth and get it by stitching together a large web of consumer devices that are easy to infect because they lack sophisticated security. More than half of all IoT attacks originate from China and the U.S., based on the location of IP addresses to launch malware attacks. High numbers of attacks are also emanating from Germany, the Netherlands, Russia, Ukraine and Vietnam. In some cases, IP addresses may be proxies used by attackers to hide their true location. Many are Internet-accessible but, because of their operating system and processing power limitations, they may not include any advanced security features.

20 SME CHANNELS OCTOBER 2016

Lenovo boosts marketing with new offers This festive season, Lenovo is introducing a first of its kind offer to its customers. On the purchase of premium Lenovo laptops, customers can also avail two years of Accidental Damage Protection (ADP) and two years of additional warranty at no extra cost. In today’s hectic lifestyles where customers are always on the move and laptops are prone to accidents, ADP will be a big boon and customers can use their laptops, worry free. ADP covers damage due to accidental drops, spills, electrical surges or failure of the integrated screen. If repair is not possible, the entire system will be replaced at no additional charge with a comparably configured system. This Diwali, customers can choose between offers that include additional warranty up to three years, accident protection up to three years and exciting accessories like a hard drive, power bank or gaming gear. Speaking about ADP, Rajesh Thadani, Head & Executive Director – Consumer, Online and E-commerce, Lenovo India said, “Our aim is to provide a hassle free and enhanced computing experience to our customers.”

SME CHAT

CHANDRAHAS PANIGRAHI, SR. DIRECTOR AND CONSUMER BUSINESS HEAD, ACER INDIA

ACER BELIEVES IN GROWING WITH PARTNERS With the increasing online commerce the part of channel partners does not change, in fact the growth of online commerce enhances the business visions. Channel partners who have understood the implication of online presence are acquiring the benefits and enjoying the ease of selling online.

How would you define Acer in three aspects? Also, share its vision. Acer has always been a technology vendor that has been ahead of the curve. With an aim to break barriers between people and technology, it has always aimed to position itself as powerful brand cutting across different verticals including high end devices thus going beyond market’s current perception of a computing-only brand. Acer’s passion for innovation and customer-centricity has taken the company to unprecedented levels, and the company is well poised to change growth orbits and venture into new horizons.

India? Working in line with our growth strategy, we were expanding our retail presences through Acer flagship stores. The idea behind launching these stores is to provide consumers with an immersive experience of Acer’s vast range of products and services under one roof. Recently, Acer opened exclusive stores in Hyderabad, Chennai, Patna, Kolkata, Siliguri, etc. We are also planning to expand our retail presence in other cities including Mumbai suburbs, Indore, Gwalior, Indore, Tumkur, Ghaziabad and many more.

What initiatives has Acer linedup for SMB market this year? We have undertaken various initiatives like mission critical support services, help desk etc. for SMB/Start ups to ensure they do not face any significant system downtime. By offering products in various price range, Acer has moved a step ahead to provide flexibility in terms of price and product features, this has helped us understand the SMB’s requirements even well. Besides, SMB space we have significant share in pharma industry and online education space.

What is your channel strategy to encourage and support channel partners to sell and service Acer products? Our partners have played a crucial role in positioning Acer as a leader in the technology segment and remain the key medium to reach out to our target audience. We are aggressively strengthening our partnership with the channel community to expand our presence in the SMB market segment. Our association with our channel partners has always been extremely rewarding, and further we believe in strengthening and supporting our partners .

Please share your retail expansion plans across India. What innovative and new are you doing in terms of marketing and promotions in

What is your channel base in India? What are your unique initiatives for the channel nourishment? How do you ensure partners’ profitabil-

“WE ABSTRACTED HARDWARE OUT OF OUR EQUATION AND HENCE DO NOT DEPEND ON HARDWARE STANDARDS OR VENDORS.” ity along with the revenue growth? Speaking about Acer’s channel base, we have a robust channel base with over 2000+ partners across India. We are planning to expand our retail presence by introducing 100+ exclusive stores soon across India. We believe, both the platformsOnline and offline have their own positives. Our partner policies ensures that their incentives are clearly secured to ROI and we also ensure that our new strategies and policies will help our partners sell machines with higher regular selling price hence improving profit for them. Are you looking at partnering channels at Tier 2, 3 & 4 level? What is the adoption & awareness rate there? Acer has forged strong partnerships with all the key retailers with an aim to increase Acer’s brand presence in tier II and III locations; Acer has introduced the Acer outreach program, through Acer Galleries. We have a robust distribution network comprising of Acer Malls and Acer Points, and is planning to expand it even further.

SME CHANNELS 21 OCTOBER 2016

COVER STORY

22 SME CHANNELS OCTOBER 2016

COVER STORY

SURVEILLANCE: HOW PROMISING IS THE FUTURE FOR

PARTNERS?

he surveillance market in India is in the midst of a significant upsurge and undergoing major technology advancements. The security industry is seeing trends in the increased use of video analytics, video resolution, and refined optics, making the future of video surveillance virtually endless in possibilities. Analog cameras’ market share is shrinking as customer is moving towards IP based surveil-

lance solutions. Market is converging towards solution centric approach where customer wants to collaborate multiple solutions like intelligent functions, video management, and analytics on a single platform. According to 6Wresearch, the total market of video surveillance in India is estimated to reach around $500 million in 2016. Government & transportation sector accounts for majority of the revenue share, owing to increasing government IT security spending and projects.

With the focus of government on digital India and smart city projects these sectors are expected to contribute maximum for the next six years. Other key growing sectors include- banking & financial, retail, and commercial offices. According to Gopal Pansari, Managing Director at Manzana, “Government and transportation vertical has generated majority of the market revenue owing to increasing spending and rising public infrastructure.” SME CHANNELS 23 OCTOBER 2016

COVER STORY

“THE PRIMARY REQUIREMENT FOR THE PARTNER ENTERING SURVEILLANCE BUSINESS IS TO UNDERSTAND THAT THIS IS NOT A BUSINESS OF SELLING PRODUCT BUT OF PROVIDING SOLUTION.” MANOJ KHADKIKAR, HEAD- CHANNELS GROUPS AND SOLUTION – ZICOM ELECTRONIC SECURITY

Indian surveillance market Today’s consumer is sensitive towards the operating cost involved in the overall solutions. They try to minimise the operating cost and demands are up for the products which consumes low bandwidth thus reducing the data consumption and storage cost. Customer also looks for excellent optics capability in the cameras which can be easily integrated with other platforms. Also, consumers are looking out for solutions which can be easily integrated with multiple platforms. With growing incidence of crime & untoward incidence is public, individuals/ organizations are keen on deploying solution that will provide a safe surrounding. Residences/ complexes, Retail, BFSI, Hospitality, Public transport authorities are looking at feasible options to meet the surveillance needs. Both Residents & Corporates have increased their security budgets in recent times & are investing in securing their premises. This is a clear indicator of the huge potential that IP Surveillance segments hold. Govt and transportation vertical has generated majority of the market revenue owing to increasing spending and rising public infrastructure. Increasing penetration of video surveillance systems in hospitality and

education has resulted in the emergence of commercial as a key growth vertical.

The Driving Force The driving factors for the technology roadmap will be all pervasive, online and proactive solutions. As IP cameras become less expensive, more customers will incorporate them into varied applications. Major trend will be the integration of business intelligence software to the video surveillance system. Also, cloud based & mobile operated security solutions will play major role as trend setters in the surveillance business. Kaushal Kadakia Marketing Manager: IPVS, Matrix Comsec excerpts, “The major technologies that will influence the video surveillance market are video analytics like face recognition, people counting, traffic management and centralized management. . This is a clear indicator of the huge potential that IP Surveillance segments hold. According to Raj Jadhav, VP –Solution Consulting, Technical Support & IT, D-Link (India), “Following the recent demand trends, there is a lot of traction for community and society surveillance which is largely contributing to the growth of surveillance market in India.”

“GROWTH OF VIDEO SURVEILLANCE IS BOUND TO RISE WITH LOWER COSTS AND SERVER HELPING IN SMOOTH AND COST EFFECTIVE INSTALLATION OF SURVEILLANCE SYSTEMS.” KAUSHAL KADAKIA, MARKETING MANAGER: IPVS, MATRIX COMSEC

24 SME CHANNELS OCTOBER 2016

“OUR PARTNERS ARE THE STRONGEST LINKAGE BETWEEN US AND OUR CUSTOMERS.” K BHASKHAR, VICE-PRESIDENT, BUSINESS IMAGING SOLUTIONS (BIS), CANON INDIA SHARES

The non-residential electronic security market in India witnessed fluctuating contributions in terms of revenue, nevertheless, the future of the India electronic security market is expected to be favourable on account of rapidly growing urban population, improved residential, commercial, industrial construction and public infrastructure, enabling the rise GDP of India. Sanjeev Gulati, Country Manager-India & SAARC at VIVOTEK says, “The rising awareness about benefits of the electronic security equipment amongst the Tier-I, Tier-II, and Tier-III cities of the country will encourage players in the electronic security market to expand their centers across the potential markets in India.” Internet of Things is catching up as people are talking about it and also trying to see how analytics can get to the next level than just recognizing somebody’s face or a number plate. Secondly, too much video is being generated and big data in analytics is also coming into the picture, and so compression is also going to the next level. Talking about the current shift from analog to IP - based security across all market segments, Sudhindra Holla, Country Manager, Axis Communications India & SAARC shares, “Small and medium-sized businesses (SMBs) are particularly benefiting from the modular, cost-effective and easy-to-deploy solutions available, these cameras have an efficient networking and storage approach

COVER STORY

“THERE IS A LOT OF TRACTION FOR COMMUNITY AND SOCIETY SURVEILLANCE WHICH IS LARGELY CONTRIBUTING TO THE GROWTH OF SURVEILLANCE MARKET.” RAJ JADHAV, VP –SOLUTION CONSULTING, TECHNICAL SUPPORT & IT, D-LINK (INDIA)

and provide a sophisticated security system at an affordable price.” Along with so many benefits, there are various roadblocks that vendors in surveillance industry face, one of them being the lack of awareness of the benefits of an IP-based security system. Most of the SMBs have an issue trusting their vendors because they feel that because cloud technologies are used, the data will be accessible to all, which can be a threat according to them.

“THE RISING AWARENESS IN TIERI, II, III CITIES WILL ENCOURAGE SECURITY VENDORS TO EXPAND POTENTIAL MARKETS.”

Role of Channel Partners in surveillance market The role of channel partners is the most critical when it comes to successful implementation of video surveillance. Channel partners are the face of manufacturers when it comes to the customers. Surveillance business as such is driven by system integrators/ channel partners. The need of the business is required to provide a complete solution to the end customer. System Integration

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SME CHANNELS 25 OCTOBER 2016

COVER STORY

“CHANNEL PARTNERS WILL NEED TO ALIGN THEMSELVES WITH THE CHANGING DYNAMICS OF THE INDUSTRY.” RAVI CHANDRAN, BRANCH MANAGER, OCTAL NETWORKS – CHENNAI

partners brings that capability where they provide a single window to the end consumer and stitch all the pieces of customer requirements via single solution. Any channel partner who understands how to capture requirements of the customer and design a complete solution from cabling to selecting right cameras, video recorders, bandwidth, storage and servers, should be ready to dip toes in the surveillance market. In general, the ideal partner for taking up this business without much struggle would be people into networking as the decision of video surveillance is taken at the time of finalizing the cabling. Moreover, partners dealing in fire systems, access control, etc. should find it easier due to integration he can offer, along with making it simpler for the customer to deal with one vendor. Partners are crucial for any business to make them grow in the industry. Keeping a note of this, K Bhaskhar, Vice-President, Business Imaging Solutions (BIS), Canon India shares, “Our partners are the strongest linkage between us and our customers. We have very strong channel ecosystem & currently have approximately 200 channel partners covering length & breadth of India.” However, with the increasing online commerce,

the role of partners is changing. Looking at the latest scenario, Ravichandran, Branch Manager, Octal Networks – Chennai opines, “Channel partners will need to align themselves with the changing dynamics of the industry. As of now, a few partners are piloting the idea to resell their security products online. Get involved with a local trade association, business owner group, or networking group. Once involved with these business groups, look for like-minded business owners you resonate with and Attend business owner workshops and events. Cultivate the mentors and advisor team to give you objective feedback.” According to industry experts, IP surveillance in India has enhanced its reach into verticals such as government, SMBs and SOHOs. This market will continue to grow roughly at 25-30% yoy as organizations and authorities understand the advantages that IP-based surveillance brings with it. “The primary requirement for the partner entering surveillance business is to understand that this is not a business of selling product but of providing solution. Therefore besides the sales set up the partner needs to have resources for implementation and support”, opines Manoj Khadkikar –Head- Channels Group – Zicom Electronic Security.

“GOVT. AND TRANSPORTATION VERTICAL HAS GENERATED MAJORITY OF MARKET REVENUE OWING TO INCREASING SPENDING, RISING PUBLIC INFRASTRUCTURE.” GOPAL PANSARI, MANAGING DIRECTOR AT MANZANA

26 SME CHANNELS OCTOBER 2016

“SMBS ARE PARTICULARLY BENEFITING FROM MODULAR, COSTEFFECTIVE AND EASY-TO-DEPLOY SURVEILLANCE. “ SUDHINDRA HOLLA, COUNTRY MANAGER, AXIS COMMUNICATIONS INDIA & SAARC

Benefits for Partners As this industry is growing rapidly a partner can take advantage and can grow his business continuously. Because of the nature of this industry requiring service, the returns that a partner can expect are manifold multiple or the returns the partners get in other industries like IT & Telecom. In general, an ideal partner needs to have:l Clear understanding of various technologies l Focus on all aspects of security instead of only CCTV l Technical presales and post sales resources l Focus on selling services as a key differentiator.

Future Hold As the awareness of the benefits of IP-Based systems spreads, features of surveillance products will increase, and technology will evolve. According to industry experts, IP surveillance in India has enhanced its reach into verticals such as government, SMBs and SOHOs. This market will continue to grow roughly at 25-30% year on year. According to 6W research, The market for IP surveillance is forecast to reach $359.6 million, where the overall video surveillance market is expected to touch less than $1.5 billion by 2022.

VMware

ChANNeL RoADMAp

VMwARe BULLISh oVeR eUC BUSINeSS IN INDIA For years, businesses have struggled to address the proliferation of mobile devices, playing defence against employees with their own devices and customers with mobiledriven expectations. CIOs very often rank mobility at the top of their list of priorities, but mobility is not just transforming business – its transfixing business. transformation. SUNDAR BALASUBRAMANIAN, SR. DIRECTOR, GENERAL BUSINESS (COMMERCIAL SALES & PARTNERS) AT VMWARE

By: SAtInder kAur skaur@smechannels.com

n the mobile cloud era, employees, devices, apps and data increasingly live beyond the physical walls of the workplace, the datacenter, or the network. Digital enterprises are struggling to deliver a unified digital workspace due to disjointed technology and teams. Keeping pace with the same, VMware’s vision is to enable organizations to achieve new levels of business process transformation. The company’s strategy aims to free businesses from more than a decade of client-server focused IT designed to enable a limited number of productivity applications and deliver a more user- and application-centric experience for the enterprise. VMware’s EUC portfolio has helped the company leap into leading positions across desktop, mobile and content collaboration.

Challenges while adopting Mobility as a business driver Data security is a key challenge faced by organizations when adopting mobility as a business driver, simply because it increases the number of end points through which a data breach can occur. According to the 2016 Data Breach Investigations Report, prepared by Verizon, the three most common mobile security breach incidents were a result of configuration or end user issues. VMware Airwatch, an enterprise mobility management solution, is a simple yet scalable way to get business-critical data, email, apps and content onto users’ smartphones, tablets and computers in the most secure way. VMware recently introduced AirWatch Express, which reduces security risks

by enabling companies to control these configurations, prevent data leakage, remotely wipe the device of work data if it’s lost or stolen, and more. Providing user privacy pertaining to personal information and actions in a business environment is another challenge organizations are facing .

Channel Strategy

VMware’s channel strategy revolves around adding value to its End Customers, in terms of further consolidation of technologies and deeper integration to simplify business processes. Through the channel and partner program VMware want to establish itself as market leaders in terms of healthy and comprehensive Eco-System suited to the needs/wants of the local markets. VMware is looking to have its Sales team and Partners co-sell company’s product and run joint pipeline generated events. Sundar Balasubramanian, Sr. Director, General Business (Commercial Sales & Partners) at VMware excerpts, “Our focus in 2016 has been on EUC, network virtualization and cross-cloud architecture. While we have spoken about the EUC side of things, we would also like to encourage our channel partners to take keen interest on VMware NSX, which is the network virtualization and security platform for the software-defined data centre. NSX brings virtualization to an existing network and transforms network operations and economics. At our recently concluded VMworld 2016 in Las Vegas, we have laid out our cloud strategy with the introduction of VMware’s Cross-Cloud Architecture.”

“we wILL ReVAMpINg oUR pARtNeR pRogRAMS to pRoVIDe A MoRe RAtIoNALIzeD AND SIMpLeR INfRAStRUCtURe to eASe pRoCeSS of DoINg BUSINeSS wIth VMwARe.” VMware has now shifted its focus to get the partner ecosystem completely aligned to its evolved end user computing strategy. This will be achieved through a series of training programs, enablement activities and hands on experience labs specifically designed for partners.

Finally... Intending to gain top spot in the EUC market, VMware is extensively building a strong Partner ecosystem around EUC business. To enable this, VMware has rolled out multiple channel programs to build capabilities of its partners. The VMware Partner Network is the framework for collaboration between VMware and partners, offering a wide range of benefits, training, certifications and rewards to ensure mutual success.

SMe channels 27 october 2016

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MATRIX OFFERS ‘MORE’

IN EVERYTHING - TECHNOLOGY, QUALITY, GENUINENESS

The telecom market is innovative and growing at a rapid pace. The constant updates in terms of cost effective solutions pushes the channel partners to remain abreast with the technological advances in the telecom industry. This helps them to provide clients with solutions that are cost effective and meet their needs. Brief us about your company? We started our company in 2004 as a reseller of Matrix Telecom products with a small team. As an individual, I started my career by selling Matrix EPABX systems and building intercoms/Telecom products, before starting my own business. What is your turnover and growth percentage? Our turnover in the previous financial year was Rs.1.2 Crores and we expect more than 20% growth this year. What kind of solutions and products you are dealing in? We provide Matrix Telecom and Security solutions to clients as per their requirements. We want to be a solution provider for office automation and maintain after sales support with proper service management team. What kind of telecom solutions you have? We have many telecom solutions with Matrix

28 SME CHANNELS OCTOBER 2016

products like GSM integration with PBX for making and receiving calls with low costing and VOIP integration. How do you find Matrix products in terms of its advantages vis-àvis other brands? Matrix is a brand that stands for ‘SUBSTANCE’ in terms of technology, depth, genuineness and going beyond the mere outer façade and offering more values in all areas. This is what differentiates Matrix from its competitors. It strives to offer MORE in everything it does – technology, applications, functions, features, performance, flexibility, reliability and support. What is your strength in terms of market reach? We have our own service team for supporting our clients. We regularly provide technical knowledge to our service engineers when Matrix conducts technical training. As a partner, how are you gearing up with the latest market

“MATRIX IS A BRAND THAT STANDS FOR ‘SUBSTANCE’ IN TERMS OF TECHNOLOGY, DEPTH, GENUINENESS AND GOING BEYOND THE MERE OUTER FAÇADE AND OFFERING MORE VALUES IN ALL AREAS.” trends? What kind of excitement do you see among your customers? Internet is a common tool with customers through which they can find a reliable and trustworthy seller. It is important for customers to find a person who possess the required knowledge to cater to their requirements. What kind of benefits you are getting for being MATRIX COSEC’s partner? During software license installation we used to get additional margins, providing clients with web based access control solutions. Furthermore, once a customer starts using Matrix COSEC products, they become loyal customers of the brand.

FEATURE

TODAY’S

START-UP....

TOMORROW’S

ENTERPRISE...

The foundation of a good business is the problem it solves and its sustainability to the market it is serving. Any start-up that meets these two criteria will succeed, customers will continue to buy and investors will continue to fund them. BY SATINDER KAUR skaur@smechannels.com

he startup ecosystem in India is evolving at a fast pace. Coming up with a new idea is not enough; implementing the idea is the where the challenge lies. Giving an impetus of the Government of India’s Make in India and Skill India initiative, there is support from both the center and industry bodies for various

30 SME CHANNELS OCTOBER 2016

policies and recommendations at the state and central level. However these are mostly restricted to the cities and the focus has to move towards the Tier 2 towns where there is immense potential. If you compare 2015 with 2016 you will find Startups are now working by keeping unit economics as its base metric for growth rather than rolled up metrics (2015). Unlike other economies, India

is a developing economy where we, as startups see untapped opportunities in every domain. According to Atul Rai, CEO and Co-founder, Staqu, “If you will study the Indian business space you will find tech startups are the most successful businesses in contemporary Indian economy. Infosys, Wipro, TCS, HCL are some of the some of the successful examples.”

FEATURE

MN VIDYASHANKAR, PRESIDENT, INDIA ELECTRONIC & SEMICONDUCTOR ASSOCIATION

“MY ADVICE TO ENTREPRENEURS IS TO CONCENTRATE ON CONCEIVING NEW IDEAS INSTEAD OF WORRYING TOO MUCH ABOUT THE FUNDING.”

Over the past few years, India has emerged as a hub of innovation and technology, and is therefore gaining a lot of attention from big VC funds internationally, helping the businesses grow in India. Sharing his views, Shivkumar Ganesan, Co- Founder & CEO, Exotel shares, “Running a successful startup is about venturing into new territories and solving problems that haven’t been solved before. This requires a certain kind of risk appetite. However, we regularly encounter startups that don’t really understand the kind of involvement required and the challenges entrepreneurs face. To avoid any surprises later on, entrepreneurs should understand the industry and the challenges they’re trying to solve before taking the plunge.”

Growth drivers The initiatives spearheaded by the Indian government in the recent years, has introduced a new dimension to the economy of the country. In terms of the volume of the start-ups, India is now directly behind US and UK. Synergizing

‘Startup India’ with ‘Make in India’ and ‘Digital India’ initiatives is expanding the startup ecosystem for more entrepreneurs to join in. sharing his views, Sai Srinivas, CEO and Co-Founder, CREO opines, “The main focus of these initiatives is to boost investments in India and foster innovation. In order to achieve these goals and encourage startups, government has relaxed a lot of laws for businesses right from the registration process to the taxation policies.” This is an opportune time for budding entrepreneurs to showcase a good idea/product in the market. These initiatives by the Indian government have made the environment conducive for more and more ventures to enter and thrive. However, a lot more still needs to be done in this space by the government. Lack of adequate infrastructure is a major setback for the growth of startups in India. According to Samar Singla,CEO& Co-founder, Jugnoo, “A change in the regulatory system to make compliance procedures for start-ups easier to adhere to have a good turnaround time is much awaited.” In addition, there is a lot of difference in the way audience

ATUL RAI, CEO AND CO-FOUNDER, STAQU

“IF YOU WILL STUDY THE INDIAN BUSINESS SPACE YOU WILL FIND TECH STARTUPS ARE THE MOST SUCCESSFUL BUSINESSES IN CONTEMPORARY INDIAN ECONOMY. INFOSYS, WIPRO, TCS, HCL ARE SOME OF THE SOME OF THE SUCCESSFUL EXAMPLES.” reacts to a particular idea across different geographies in India. What may work in metros, might not work in small towns and vice versa.

Initial Hurdles The past couple of years have witnessed a huge boom for start-ups in India, owing largely to the growing market, technology, and accessible funding. There are many start-ups that do really important work and show promise, but however, they are not without challenges. As with all start-ups across the globe Indian start-ups also have their ups and downs. One of the biggest challenges in India is the highly fragmented market. We are a heterogeneous market as distinct from one another as citizens of different countries would be. Lacking the resources, it is very difficult for start-ups to diversify enough to cater to this variety. Secondly, the capital market in our country in conducive to entry but not as a means for raising and exiting. Thirdly, there is a lot of capital being invested in a few good ideas. It is time that Indian entrepreneurs

SME CHANNELS 31 OCTOBER 2016

FEATURE

VISHAL TRIPATHI, RESEARCH DIRECTOR, GARTNER

“THE BIGGEST ISSUE IS CASH CRUNCH, BECAUSE OF THE FACT THAT INITIALLY STARTUPS ARE GETTING FUNDING BUT THEN, THEY HAVE TO EARN IT THEIR OWN.” stop looking to the west for inspiration but look at finding solutions for existing problems or gaps in India. And lastly, a great idea is only brilliant if it is executed properly. Young entrepreneurs need a network of mentors & contacts who can guide them, help them develop their business and connect them to the right customers. Sharing his opinions on the initial hurdles, Gaurav Burman, VP and Country President, 75F excerpts, “Initially, getting the first few customers is the hardest phase in the journey of any entrepreneur, be it a B2B or a B2C startup. The second major challenge is creating a minimum viable product (MVP) and showcasing that the idea/product has mettle is one of the initial hurdles that a startup must overcome before the idea/product can be widely accepted and adopted.”Also, Cash burn and funds’ crunch is another one of initial hurdles that a startup faces as funds are required to build an effective MVP where as an MVP is required to get enough funds! Another important aspect is the lack of proper infrastructure. In addition to the fact that funding is not as easy to find, irregular power supply, network availability, procedural hassles, enormous paperwork, etc. can be a hindrance to the growth of any business. Corruption free environment, friendly regulations, good connectivity, healthy environment, efficient logistics support, can help a great deal in encouraging startups.

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SAMAR SINGLA, CEO& CO-FOUNDER, JUGNOO

SHIVKUMAR GANESAN, CO- FOUNDER & CEO, EXOTEL

“A CHANGE IN REGULATORY SYSTEM TO MAKE COMPLIANCE PROCEDURES EASIER TO HAVE A GOOD TURNAROUND TIME IS MUCH AWAITED.”

“RUNNING A SUCCESSFUL STARTUP IS ABOUT VENTURING INTO NEW TERRITORIES AND SOLVING PROBLEMS THAT HAVEN’T BEEN SOLVED BEFORE.”

The industry is quickly growing and evolving, and hence there is a constant struggle for the survival of the fittest. Even with a lot of excitement observed in the beginning, there has been a dip in the investor interest and a hesitation to continue funding. What can be marked as a startup winter, is a period of disdain for all budding entrepreneurs. Sumesh Menon, Co-Founder, U2opia Mobile says, “The need for the hour is to educate, inspire and support the next generation of entrepreneurs and that’s what they are going to do.” Vishal Tripathi, Research Director, Gartner shares, “The biggest issue is cash crunch, because of the fact that initially they are getting funding but then, they have to earn it their own. Another significant thing is execution, initially one may have a great idea, but without proper execution it may fail. Then there is valuation; there may be a conflict when a investor evaluate any startups or any individual evaluates it.”

needs to have is patience. It takes time to build great and enduring businesses. So hopefully, in the next 2-3 years we will see the emergence of a large profitable Indian startup comparable to the likes of a Tencent, Alibaba, Google etc. Currently, most of the funding for startups come from VCs and investors. The government and industry associations like IESA are also working towards bridging this gap. They provide platforms like the recently concluded DEFTRONICS, incubation and mentorship to many startups. This year during DEFTRONICS, we saw good participation from startups that are working in the A&D sector, aerospace and even space technology and which created a platform to showcase innovative ideas and networking opportunities. There is no dearth of funding as of now. If the idea is sustainable, funding will come one way or another. IESA has recently launched an Electropreneur Park in Delhi which is doing its bit to support the startup ecosystem. The aim is to empower startups working in the field of electronics product design and development to boost domestic manufacturing. MN Vidyashankar, President, India Electronic & Semiconductor Association says, “My advice to entrepreneurs is to concentrate on conceiving new ideas instead of worrying too much about the funding. Unique ideas don’t always have to be in the service sector.

What’s Next? India is the home to third largest number of technology driven startups in the world. The disruptive innovation in the technology sector in India is encouraging newer startups to join the space every day. All startups have to answer this question of whether or not it will be a sustainable business. I think the one thing that the ecosystem

FEATURE

SUMESH MENON, CO-FOUNDER, U2OPIA MOBILE

GAURAV BURMAN, VP AND COUNTRY PRESIDENT, 75F

“THE NEED FOR THE HOUR IS TO EDUCATE, INSPIRE AND SUPPORT THE NEXT GENERATION OF ENTREPRENEURS AND THAT’S WHAT THEY ARE GOING TO DO.”

“INITIALLY, GETTING THE FIRST FEW CUSTOMERS IS THE HARDEST PHASE IN THE JOURNEY OF ANY ENTREPRENEUR, BE IT A B2B OR A B2C STARTUP.”

There are startups working in the electronics manufacturing industry, space technology, defence and aeronautics. These are the startups that need stimulus as they will impact the growth of the nation in the future.” Technologically India is very different from the West, especially the US. It is less homogeneous, and has different market realities. Most start-ups look at supplanting a successful business model from the West to India. However, It is important to look at the local picture – look for solutions that solve genuine local problems & create new categories rather than extending a successful global model. The second aspect is price.

Finally... The initiatives carved out by the government have been fruitful so far. The present government has successfully sourced many job opportunities in the manufacturing sector and we applaud the initiatives taken by them. But the task at hand now is to make India sustainable by making it a world leader in exports as well. This can be done by accelerating startups in the manufacturing space. There is hope that as these initiatives will take stronger roots; it will become easier for Indian start-ups to grow into global brands.

SME CHANNELS 33 OCTOBER 2016

PARTNER CORNER

KABEER CONSULTING

KABEER CONSULTING:

GOAL IS TO BECOMEAN IBM FOR THE SMES

Kabeer Consulting, the SAP partner from North India, does not only have integration and solutioning capability but also consulting and training too. With combination of three essential customer needs, Kabeer stands out as differentiator in the highly competitive market. BY: SANJAY MOHAPATRA

sanjaysmechannels.com

ith an objective to become an IBM or an Accenture for the SMEs, Kabeer Consulting, the SAP partner from Ghaziabad, had a very systematic debut in 2011.The strong sense of training and consulting was inbuilt in the thought process of the founder - Dilip K. Sadh, today’s CEO & President of the company. He wanted to create an organization which can enable the organizations from three aspects including integration or solutioning, consulting and training. That is probably the secret sauce behind creating such a strong organization having its presence in 13 countries including US and India. The vision of Dilip is clear that he or his organization would enable the SMEs in developing countries. He has chosen the countries which fall under developing economy and have strong SME presence. After working in various companies including Capgemini and IBM in US since 2001, when Dilip wanted to have his own business, he chose training as the stepping stone. Therefore, in 2008, he started his first training organization as he had an uncanny knack for academic, which he is pursuing till date. But in 2011, the real twist came when he opened Kabeer Consulting out of US in New Jersey. Dilip says, “The idea behind starting Kabeer Consulting was that after working in large companies, I realized that no consulting firm was there in real sense

34 SME CHANNELS OCTOBER 2016

for the small - or mid-size organizations. So that is when I started the companyin US and in 2012 I extended this operation to India.” Since then the journey has been very good. It has covered 13 countries. India chapter specifically to the growth perspective has been very interesting. Kabeer Consulting works in the domain SAP Business One and SAP R/3. It also does Microsoft Dynamics integration when there is an opportunity. But primarily the company pursues the practice around SAP. Dilip said, “The SME customers are the backbone of the country’s growth. Therefore, Kabeer Consulting pursues the practice to enable these customers from enterprise application point of view. We not only enable them with technology fulfilment but also offer consulting and training.” He maintained, “We want Kabeer Consulting to be an IBM or Accenture for the SMEs in India. India has a large number of SMEs. And there is a lot of sense of entrepreneurship in Indian culture. There are a lot of new companies coming up. So I will call ourselves as very successful in terms of acquiring new customers over the past years.” In last four years Kabeer Consulting has acquired more than 150 customers in India. These customers are valued in between Rs.10-80 crore. Most of them are are into manufacturing and some are into distribution too. Kabeer Consutling’s growth strategy spans

DILIP K. SADH, CEO & PRESIDENT, KABEER CONSULTING

“BY VIRTUE OF OUR GLOBAL PRESENCE, WE BRING GLOBAL LEARNING TO THE TABLE WHICH NO OTHER PARTNER CAN EVER DO.” across various activities. One of those is creating market awareness through events. Dilip added, “We are focusing a lot on education. Most SMEs do not have the right knowledge and awareness about their technology requirement. So there is a huge knowledge gap in the market. India is a unique market. Companies within Rs.30-80 crore bracket is huge in number. Therefore, the market possibility is really big.” Kabeer Consulting’s India office is very strategic from its global operations point of view. It houses a business development arm, marketing, implementation and development team. But its India operation is focused on Delhi and NCR, which also covers Rajasthan, Utrakhand and Chandigarh. Dilip adds, “We want to go to western India market like Gujrat and Maharashtra; therefore, would like to work with business partners on a revenue sharing basis.” From the capability point of view, Kabeer Consulting has 90 head count. For implementation and technology practice, there are 55 resource. (For reading compelete coverage log on to www. smechannels.com)

EMC

CHANNEL ROADMAP

TREMENDOUS GROWTH COMING FROM TIER-II CITIES The IT landscape is changing globally with the advent of Cloud Initiatives and Platform 3 influence on data centre technologies. Channel Partners will also need to shed cumbersome old school techniques for agile ones that can work at the pace of dynamic customers and disruptors

BY: SATINDER KAUR

PRAVEEN SAHAI, VP CHANNELS OF EMC INDIA

skaur@smechannels.com

nterprises recognize that data loss represents a business risk. Both monetary value and the negative effects on operations are extremely significant. In many cases, corporate operations can be so adversely affected that companies feel the need to mention the risk in regulatory filings and shareholder reports. Put simply, from a technology perspective, EMC is one of the well-equipped company to enable Indian customers to become softwaredriven enterprises and consume IT as a service. In an interaction with SME Channels regarding EMC focus in India, Praveen Sahai, VP Channels of EMC India shares, “Our focus over the past four years has been on making EMC solutions accessible to enterprises across the country, by strengthening sales and channel reach. The second has been on increasing customer satisfaction, and of course growing revenues by taking market share, focusing on rapid-growth markets in India, creating new opportunities and focusing on hot products. We’ve seen business grow across verticals such as manufacturing, ITeS, education, media & entertainment.”

Channel management is not luck, but is a method EMC in India has over 850 signed partners out of which 250+ partners transact with EMC on annual basis. The uniqueness of its channel program starts with Preferred Distribution program where both partner & distributors co-invest in business for a common agenda. Clarity of strategic intent and execution prowess delivers value for

EMC partners with 3P tenets – Profitability, Pipeline & Performance. Praveen Sahai further adds, “Over the next several years, we will see nonstop shifts in vendor fortunes, with almost one-third of today’s leading suppliers acquired, merged, downsized, or significantly repositioned. Partners with the right skillsets will be needed to take on custom, on premise consulting-based initiatives and also hybrid cloud deployments.” The partner networks will re-align with enterprises preferring partners that are leaders in the 3rd Platform and Digital at scale marketplace, even as new entrants disrupt, traditional players consolidate, and critical capabilities shift. The level and quality of contextual, personalized experiences will be a key determinant of who wins mindshare and share of wallet. We must provide a framework for more effectively dealing with customer data, processes, and interactions to improve customer relationships and increase customer lifetime value. CIOs will aggressively rationalize and streamline the core IT landscape to make room for and rapidly grow investment in business technology and leaders will evolve loyalty programs to work with their customers, fundamentally changing the meaning and strength of affinity.

Expansion Plans: EMC now have a footprint in over 159 cities, something that very few enterprise technology companies in the Indian subcontinent can claim. The company has invested heavily in empowering its sales team and channel partners, who are

“AS A CHANNEL PARTNER, THE RELATIONSHIP WITH CUSTOMER NEED TO BE BASED ON PERSONALIZATION , CONTEXT. ALSO, INVESTMENTS NEED TO CREATE THE REQUIRED AFFINITY.” well equipped to deliver solutions to customers across the country. It has seen tremendous growth coming from tier-II cities such as Pune and Hyderabad as well. EMC’s 2016 endeavour is to have EMC dedicated distributor led offices in 8 new cities namely – Chandigarh, Jaipur, Lucknow, Indore, Kochi, Vizag, Ahmedabad & Guwahati. These offices will serve as Hub for neighbouring cities in a hub-spoke model. With the Dell EMC announcement, EMC foresee a very positive impact in the Indian market and partners are getting restless to take the combined solution to the market for differentiation and technology leadership. Joint company will has 21 Garner Magic quadrant leadership position in terms of products and leverage into almost every data center solution. According to Praveen Sahai, At EMC, he will continue to enable all the partners to help them build right solutions based on EMC technology for customers.

SME CHANNELS 35 OCTOBER 2016

Open SOurce

red hat

Open SOurce:

puTTing SOfTware DeSTiny

in yOur Own HanDS

India as a market was never so interesting as it is today. Courtesy Make in India, Digital India, Smart City and GST initiatives, the infrastructure modernization is the priority for all government, PSUs and vertical markets. This offers ample opportunity to the technology vendors to position their solutions.

By: Sanjay MohaPaTra sanjay@smechannels.com

he domestic infrastructure market growth has certainly given opportunity to the technology vendors to make their solutions available to the larger audience – be it government, PSUs, manufacturing, healthcare, hospitality, retail and a lot many vertical industries. But a trend quickly emerging is that the ICT infrastructure market is becoming more software driven at the core. It means the CXOs are making themselves ready for the future transitions and adaptability. They might be looking at VDI today but in a few months’ time they would definitely look up to embracing mobility or adopt BI and Analytics applications or some other management applications. So if the core is software defined with software defined storage and networking, they can easily adopt the new application. So in their pursuit of excellent solution, often they face up with situations where they need to decide on embracing Proprietary Software or Open Source. Because once the investment is made and they are locked in it is irrevocable. If they would like to make any change in their software choice they would certainly have to change their entire fabric because the language would be different, the database would be different, the plugins would be difference. So the cost of switching would be too high for any organization to justify. As per Rajesh Rege, Managing Director, Red Hat, Open Source solution and Red Hat should be

36 Sme channels october 2016

the choice of corporate India or govt. of India and PSUs India reason being we are a growing economy and all of our enterprises are on high growth momentum. And, only Open Source solution can put their software destiny in their own hands and this can enable their growth too. He further said, “Open Source solution is a community developed product vis-à-vis the proprietary solution, which is developed by a bunch of people in a closed door environment. It means the speed of innovation is much more in the case of Open Source.” “I am very bullish about Open Source adoption for India. As India opportunity is beginning to unfold in front of us, there are very many initiatives under way. Given the size, scale and complexity of India, those initiatives can be brought to fruition only on a foundation of technology. That is where Open Source piece plays a big part because you need to have your software destiny in your own hands. You need to build size and scale and work around the challenges you have in India,” he added. The power of collaboration and the power of participation accelerates innovation. And, that is recognized by government and enterprises alike. As a result of which, Red Hat solutions and other Open Source communities have been appreciated and embedded in the IT infrastructure of Govt. banks, telecom providers, oil and gas sectors. Pretty much, every sector of economy that are using the technology, are increasingly deploy-

ing Open Source solution. Earlier there used to be incorrect assumption about Open Source but today there are number of use cases in every sector. Rajesh maintains, “The biggest example is the BSE, which uses Open Source for their entire trading environment. Every body’s requirement is ‘Mission Critical’ but I would like to believe that a bank or a stock exchange is much more mission critical than the regular customers. And for BSE, to completely build their entire trading engine on Red Hat speaks very powerfully for the scalability and reliability that Open Source offers. Almost all fortune 500 companies globally have Open Source and Red Hat implementation. In India as well, there are many companies which are referenceable.” India is a focused market for Red Hat globally. Therefore, India houses some of the critical assets of the company. For example, Red Hat engineering team is based out of Pune and Bangalore. The company has an important leg of follow the sun support locations in Pune, which is third apart from the one in US and other in Australia. In addition to that a number of its back office processes are also available in Pune. India is a vibrant market from the perspective of community development. Innovation happens if there is a large community coming up with interesting solutions for solving business. Red Hat works very closely with various educational institutes and various developer communities to build

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• Product and documentation Certifications like cloud andthousands virtualization. We also a rich and foster Open Source in India.• Large ecosystem with of have certified portfolio of partners. All the OEMs Gone are the days when government used to applications, hardware and ISV partners including • Maintenance be the only Open Source friendly organization. Dell, HP, Lenovo, etc. are our partners. They have a genesis delivers of working inupdates, customer’s complex areas of Today, around the globe and in • India Open Redtoo,Hat Network patches operations since ages and offered very robust and Source is being embraced widelyand by allbug sectors in fixes scalable solution. These partners understand the the economy. • Upgrades relevance Open Source most specifically Red Hat success in the Indian• soil is not only get Customers new ofreleases at and no extra charge Red Hat and its portfolio. We have very strong for its capability to innovation quickly but also its • Each release is supported for 3-10 years engagement to address the need of the market capability to reach out • toLevel the customers. Rajesh (e.g. 3 Support Code changes) place. ” says, “Red Hat has a very robust• partner ecosysOnly Red Hat determines what goes into RHEL

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etc. He maintained, “So, to that extent, we have a diversified portfolio. All of these solutions are interlinked to enable us to present a big picture for a bigger solution like Open Hybrid Cloud.” Red Hat’s virtual offering is very much accepted by a number of customers. From the capability perspective, it is a massively scale out hypervisor with some of the world record bench marks. It is platform agnostic. The addressability of Red Hat solutions is quite impressive as in five minutes it can be deployed in production. Today, the new generation of startups are embracing Open Source. But not all startups have strong and deep technology knowledge so they need organization like Red Hat. Rajesh said, “Open Source is mainstream now. We have seen public sector banks, which had implemented core banking solution on Risk Unix platform about a year ago, have now implemented same solution on x86 Red Hat platform.”

Finally… Rajesh concluded, “Already we have a good partner base. We are working with Ingram Micro aggressively. One of our initiatives is geographic expansion as to how we can create impact in tier2-3 cities. How we can make large impact on the neighboring countries – Nepal, Bangladesh, Sri Lanka, etc.” At the global level, 68% of its revenue comes from the partners and the company spends much time in onboarding and acquiring new solution providers and ISVs.

Sme channels 37 october 2016

BIG DATA

CLOUDERA

INDIA NEEDS MORE DATA SCIENTISTS For any country to develop its infrastructure needs the strong presence of technology at the core and BI and Analytics is one of those technologies which needs to have careful choosing. Because it actually makes the entire infrastructure intelligent and smart.

BY: SANJAY MOHAPATRA

Sanjay@smechannels.com

ndia as a country sees growth happening all across the verticals with government (both central government and state governments) and PSUs leading the growth with investment on infrastructure development. Even government is encouraging local manufacturing and trying to make the business environment uniform by bringing in GST. Besides, there is a huge number of large enterprises into various vertical markets – be it Telco’s, Oil & Gas, transportation, healthcare, real estate, retail, hospitality and education – who are trying to adopt digitization and investing in data centre modernization. There are also millions of SMES who are investing in technologies to enable them. So when all these developments happening, there is a huge amount data flow happening through their networks and the organizations who are trying to understand those data and analyze those are becoming more relevant to the customers. The exercise is actually making those organizations smart and allowing them to service their customers quite efficiently. But the challenge is that there is not enough data professionals in the market who could help these organization – be it government or enterprises – to understand the relevance of the data coming to their networks and use those for their advantage. Daniel Ng, the Senior Director for the APAC region at Hadoop based Big Data company Cloudera, says, “All business today runs on data. Most countries would invite investments by giving tax incentives. It is good if you are the only country giving that but if every country is offering the

38 SME CHANNELS OCTOBER 2016

same, it is not good. So now we understand from the countries that before there is any investment comes in, the investors are asking about if there is enough data professional available in the country. And this is also applicable to India.” “Therefore, we have launched an initiative in India called ‘BASE’ which stands for Big Analytics Skill Enablement. This intiative is to work with government to develop more data professionals for the country,” he added. As per Daniel, the situation today is that the market awareness has gone from ‘What is Big Data’ to ‘Why is Big Data’ to ‘How we use Big Data’. But the big challenge today is that there is not enough data processionals in the market place, which impedes the progress of Big Data Analytics for the country as well as it impedes the investment inflow into the country. Today, Cloudera has customers like Airtel and Tata Sky among others. These companies are continuously looking for data professionals to run their business. However, Cloudera does not have enough processionals to help them do that. So these companies need to access the local resources available in the country, which is few and far between at the moment. So BASE initiative is designed to work with countries like India to produce more of these professionals. BASE has many components. The first piece of this initiative is Cloudera Academic Partnership (CAP). CAP allows the companies to tie up with the universities and tertiary institutes. Every tertiary education institute needs to provide education on big data and analytics but they are not

doing that today because their lecturers are not equipped to teach. And, there is no curriculum to enable their teachers too. Daniel added, “In our survey they need five years to train their teachers and develop curriculum and need another two years to develop the first batch of students. What we offer them is first, curriculum for their students free of charge, second, curriculum for the teachers to teach, third, upto 50% discount on training the teachers and fourth, providing enterprise software for their practice. “So universities and tertiary educations really love these because, now they need only two years instead of seven years to develop first batch of their students because they do not need anything. We already have three such institutes who have agreed to be part of the CAP programme,” he added. Post the certification, the students would definitely need internship because it is a practical science. So Cloudera has developed an internship programme, which allows the universities to supply interns to various companies so that they could have the experiences. In turn, these company can look at hiring the best student before they go any where else. This is one way of progressing the data professional piece. What is also important to know that the students coming out of CAP programmeare best fitted to the position of data administrator or data analyst. In order to give them job opportunity the company also has executive search firm. Daniel maintains, “But there are some who would like to pursue further and they would like

CLOUDERA

BIG DATA

DANIEL NG, SENIOR DIRECTOR, APAC, CLOUDERA

“THE SITUATION TODAY IS THAT THE MARKET AWARENESS HAS GONE FROM ‘WHAT IS BIG DATA’ TO ‘WHY IS BIG DATA’ TO ‘HOW WE USE BIG DATA’.”

to be data scientist, so where they would get the courses who would give them the advancements. Under BASE we would link the training partners to these young professionals to take them to the next level.” When this happens, the students are linked to the executive search firm for jobs again. Daniel added, “In this juncture, most of the governments would say that even two years is too long. We want them immediately. Therefore, the fight piece comes into play which is devoloping the community. India is a very rich country with a lot of ICT professional. For example, there are a lot of Microsoft certified professionals in India. This is good and bad at the same time because when you need employees and invite CVs, 995 applicants

would disappoint you because they do not have the skillsets on Big Data. So these people can orm the community by upgrading to Big Data analytics and doing certification. These people are the bright future for the country because companies like Micros, AWS, Red Hat, etc. are all going through Big Data Analytics. So why would not they be prepared for the future with additional certification? There is a survey in the US that a certified Big Data Analytics professional who earns nearly half a million USD per year as package, because there is such a high demand with very low supply. That is what we are experiencing here in India. So when the community participates, the data professionals could be produced in a shortest possible time frame. This actually along with CAP

programme would bridge the gap of data professional’s shortage in the market. To us Government plays critical role in three areas including programme, policy and incentives. Different countries have done it differently. So it is upto the government of India to create its strategy.

Finally… The entire BASE initiative may have a hidden goal of creating a strong customer mindshare of Cloudera, but it certainly helps the country to overcome the data professional paucity. Specially for the governments which are scouting for investment in various industrial areas in order to absorb their young population and achieve strong economy growth for years to come.

SME CHANNELS 39 OCTOBER 2016

InfrasTrucTure BusIness

tyco security

TIme To

Play BIg Believe it or not it is time to push hard the bottom of growth and receive gratification soon in multiple times. These is a positive intent from the government sector to make it happen. The government desire is really high now to take the country to a high double digit growth and the play for the infrastructure players is believably quite large. By: Sanjay MohapaTra sanjay@smechannels.com

t is all written on the walls that the Indian infrastructure sector is on a growth track. The government is very desirous of such and pushing it hard like never before. The good part of this government is that they are open to the private sector to participate. Security being the core of all infrastructure, it is certainly getting much impetus. Rajeev Samanta, Regional Sales Director, South Asia, Tyco Security, says, “In terms of security, for last five years, there has been a sea change in the mindset of the people. From a ‘good to have’, it has become a ‘must have’.” This has enabled many security vendors to put up good numbers but Tyco Security Products, to be specific, is growing stronger and faster than others in the last five years. The customers are demanding a unified and integrated solution now. They want more out of their exiting set ups. That is where the companies like Tyco Security Products sees a bigger role for themselves because their expertise lies in integrated Platforms and offers the customers more from less. In the initial days when the company was new to the market, it had its share of struggle but once the value proposition was well communicated to the customers, the company’s struggle evaporated. It went from strength to strength. Today, Tyco Security has reference customers in all industry verticals – be it Oil & Gas, large enterprises, city

40 sme channels october 2016

surveillances, , police, hospitals, airports, and a lot many sectors. He explains, “Why the customers are speaking about us? It is not only because we offer integrated unified solution but also we have unique solutions for each of these verticals.” There was a time when the competition was big, but now Tyco matches them in revenue and customer base and it has come within a very short span of time. “What we are doing against the competition? Actually need not do much ! Competitors are playing to their strengths, so also we are playing to our strength. Only difference is that we have better story and better value proposition to offer. Because of this, the customers appreciate us more,” Rajeev maintained. “The biggest value proposition for the customers is that we do not provide point solutions. Our offerings are tightly integrated with each other. So when you buy an intrusion system or an access control or a video solution from us, you can use it as a point solution, at the same time if you want to integrate them as a solution, you need not have to do additional customization. These products are plug n play. The other beauty is that all products are integrated with third party standard protocols. Therefore, when you buy Tyco Security solutions, you do not have to worry about your investment, it is very safe.” However, Tyco Security has a clear cut focus area from investment point of view. First of all,

it is transportation industry – be it air transport, land, railways and metros - where the company is investing heavily. He added, “This vertical industry is also heavily funded by the government and large enterprises, hence we see it is an area of good play for us. Other area which is enjoying investment and mindshare is the defense related sectors, we have a good role to play there too. The third areas where Tyco is focusing is the police and courts modernization, which are getting good attention from the government as well.” Last but not the least is the Power and Oil & Gas sector, which offers regular opportunities and is quite critical from infrastructure investment point of view. Historically Tyco Security is very strong in large enterprises; where the company is the leader among the security brands. Rajeev emphasized, “The biggest advantage of Tyco solutions is that we are able to address the smallest of smalls and the biggest of the biggies. That is how our complete solution pans out.” Tyco Security sees a large play for the channel partners in the SME space. This is a space which is really spread out and the number is really large. However, their needs are no different to that of the large enterprises. He maintains, “Reaching out to so many customers in SME market is simply impossible for an entity like ours. Thanks to our extended arms (partners), we are able to reach out

tyco security

InfrasTrucTure BusIness

raJeeV samanTa, REGIONAL SALES DIRECTOR, SOUTH ASIA, TYCO SECURITY

“If a channel ParTner has worked hard To BuIld a ProJecT for us, we wIll ensure The ParTner geTs all ouT suPPorT. If There Is a PossIBIlITy of mulTIPle ParTners To work on IT, There Is a clear guIdelIne around ThaT.”

to the huge population of SMEs. We have a very structured partner enablement programme to address this market.” Tyco Security presently works with around 40 active partners, who are covering the complete South Asia geography. They are free to offer feedback and based on that feedback, the company takes adequate steps for course correction. This has of course resulted in increased loyalty towards Tyco Security Products. “We believe in open communication. Our channel policy is very well defined. If a channel partner has worked hard to build a project for us, we will ensure the partner gets all out support. If there is a possibility of multiple partners to work on it, there is clear guideline around that. We follow those guidelines and communicate that beforehand to our partners. Because of that we are able to address interests of all partners. From pricing, credit and privileges point of view, we treat all the partners equally,” added Rajeev. The biggest component for the success of any company is its support mechanism. As per Rajeev Tyco Security Products from day one has ensured support for the customers. The company has invested in its support infrastructure. It has taken care to enable its partners so that they can ably handle the service calls.

All in all, if you need something in entirety, you can get it from Tyco. You need something as a component, you can get it from Tyco and if you need to make it a solution, the products can seamlessly integrate with each other and emerge as a solution. On top of that these products are future ready. We are clear from day one that we have a huge strength in our stack and we can bring that strength to our customers and make them feel more safe and satisfied.” But having said that Rajeev also acknowledges the fact that the challenges would always remain as one cannot change certain things in the life. So what best you can do is to manage those elements which are under your control and getting better prepared for the ones which are not. Rajeev maintains, “We were better prepared in the past and we are better prepared now. Because of this we are experiencing high double digit growth for us every year for last five years. We are growing multiple times than the industry CAGR in the last five years, which is a positive sign. If you look at the industry growth in CAGR terms, it has been more or less flat, although a little better in last two years. How would we sustain that in the future, even when the market is looking more positive? We have more to offer now. We have remained in synch with how the technology changes have

happened. For example, Tyco is one of those rare companies which offers the ability to use mobile phone to manage the security solutions at home and in office. You can download an application of access control solution from Tyco on your mobile phone and do all policy changes and management from the phone not bothering yourself to go to your desktop that is placed in your office. That is the flexibility and ability that Tyco is bringing to the customers.”

Finally… Rajeev concludes, “I do believe, as the market is changing, Tyco’s faster adaptability to the market changes, allows us to remain in the leadership position or be on the top of the customers’ recall. As a leader of the group, I personally believe that the Prime Minister’s initiative is very close to our thought process.” The company is absolutely gung-ho about that. Much before the ‘Make in India’ initiative, Tyco Security had its manufacturing up and running in India for a limited set of products. But the campaign coming in, the company is pondering over how to increase the manufacturing base and minimize the time to market..

sme channels 41 october 2016

chANNel ROADmAp

Zyxel

ZYxel: New FORce iN SOlutiONS buSiNeSS

With the change in the approach among the Indian enterprises from the product acquisition to solution buying, the technology providers are taking bold steps and adapting to the transition so also is Zyxel. GORDON YANG, PRESIDENT, ZYXEL. By: Sanjay Mohapatra sanjay@smechannels.com

ecently, Zyxel changed its corporate identity from “Making The World Connect” to “Your Networking Ally”. The logo also got changed in the colour combination. The intent is to express the change in strategy from being a product centric company to a solution provider. Gordon Yang, President, Zyxel, said, “What we are trying to do is that we are making a cultural and mindset change. It is not only the change in the look of the logo but also the whole intent. Now when we face the customers on the daily basis, we find the attitude is completely changed. Therefore, we are changing from a device manufacturer to solution provider. In order to be a solution provider, we need to get closer to our customers to know what they need and what we can do to solve their issues. We are standing in the customer’s shoes and thinking best ways to solve their problems.” “We have the advantages of having 24 years of accumulated experience. We have come from the broadband side having understanding of different sizes of service providers. Also we are with the customers providing broadband and Wi Fi devices. In the recent 10 years we have done heavy investments in WiFi, switching and security technologies. So, now, we have good foundation to provider solutions to our customers,” he added. Zyxel has been investing in India for last 3-5 years. Their position was not that great until now.

42 Sme channels october 2016

With the global repositioning, Zyxel realized that India with the present situation, Zyxel can make good use of what they are trying to do. This is the market, the company realized that in last two years with the change of the government and imposition of unified taxation, the infrastructure building is going to drive the business needs in different vertical segments. So when there is development in those areas, it needs more than one solution providers and Zyxel has a good opportunity. Gordon said, “We believe the low cost solution providers are not able to catch up in the country so quickly, so we can be in good position. Our positioning is that we want to be the affordable solution provider. We may be having solution at par with Cisco but we want to be affordable in order to enable the emerging India entrepreneurs.” “In order to be relevant to the market, we are investing in India. We have a new office now. We are also hiring right kind of people. In Taiwan, we are preparing a team of human resources who can support the India operation,” he added.“ We are not focusing the big enterprises, rather our focus is the SME and SMB enterprises, who are sensitive to the price performance ratio.” Zyxel is trying to make a break even this financial year. Gordon maintained, “I know the next two – three years are the years for investment and then only I can see where to go. We have already seen very good growth during past two quarters. I think we are on the right track.”

“we mAY be hAviNG SOlutiON At pAR with ciScO but we wANt tO be AFFORDAble iN ORDeR tO eNAble the emeRGiNG iNDiA eNtRepReNeuRS.” Praising Make in India initiative of government of India Gordon, says, “We are not a product manufacturing company. We may look at developing software in the country in the future times.” As per him, India has created good environment for software development and have good population engineers. So investing in that area would be an easy move when it is indeed.

Finally… Zyxel has presence in Europe, US and Taiwan and many other developed markets and these markets have already in the growth curve of solutions adoption. This experience of the company would certainly help Zyxel in India, which is in the initial stage. Gordon concludes, “We would use the experience of those markets and apply to the vertical markets right here. We would also like to exchange the practices with each other. We know India partners need to be in that stage. So we can help them adopt the steps needed to progress to that level.”

The Biggest Channel Event is Here! Date: 18th November 2016 Venue: Crowne Plaza, Okhla New Delhi

Nominate Your Company latest by 25th October 2016 to Quality for the Awards. www.smechannels.com/channel-event/

“SME CHANNELS SUMMIT AND AWARDS 2016” is a knowledge forum for the channel partners and the vendors to understand the market trend and chart their course of action. The event brings together industry leaders to speak about future missions and their vision of the Indian channel fraternity to be able to yield more proﬁt and grow healthy. It discusses the ethical practices and growth strategy going forward. The awards are about felicitation of top 50 solution providers in the partner ecosystem and the best performing IT brands for the year in diﬀerent categories. So spanning across six hours, from 1.30 PM till 8.30 PM in the evening, the event will see two categories of awards - the Super50 and the Achievers’ Awards. While the Super50 are for the top 50 performers in the partner space, the Achievers’ Awards recognize the top performing vendors. Besides, there will be panel discussion in the afternoon on “Growth Strategy of Indian Resellers.” There will be presentations from thought leaders and industry experts to provide necessary knowledge to the channel partners and the vendors to chalk out the right strategy of growth.

For Award Submissions and General Inquiries: info@accentinfomedia.com or 91-11-41657670 /46151993/41055458 For Sponsorship Packages and Partnerships: Sanjib at sanjib@accentinfomedia.com For PR and Media or Other Inquiries: Editor at info@smechannels.com

SME BIZ

EAZY ERP

TARGETING 100 CRORE REVENUE BY 2020 It is an open story that India’s software development capability is one of the best in the global market. This has already been proved by the growth of myriads of Indian ISVs in the global arena. The capability is so deep rooted that a good number of SME companies are on the fringes awaiting to make to the internal level. BY: SANJAY MOHAPATRA

sanjay@smechannels.com

his is probably the best time in the history of India from the industrial growth perspective because of initiatives like ‘Make in India’, ‘Start up India’ and ‘GST’, etc. But the interesting observation is that much before all these initiative happened, there were many Indian success stories on the global scale. When companies like Infosys, TCS, Wipro and HCL, have created enough mindshare on the global level, companies like Tally, Busy, Marg and Eazy Business Solutions have been very successful in the domestic market. Kunal Singhal, MD, Eazy Business Solutions, says, “Market opportunity in India is really huge. Especially after GST coming in, the requirement for the ERP solutions will grow exponentially. So in order to create awareness about GST, we have embarked on a national campaign – specially in the South and Eastern states of the country.” The focus for Eazy Business Solutions has been the manufacturing sector ever since it started its operations and has got end to end modules in its kitty needed for this sector. But then every ERP vendor is eyeing at this market, how does Eazy ERP make diffrence? Kunal added, “We are able to provide better solution to the Indian SMEs reason being we do not ask them to change their financial systems vis-à-vis any other ERP vendor. Any company in India having 10-50 years of history, has some form of accounting platform. If you say them to switched to a different account platform, it is a natural challenge for them. That is where we come into the picture. We give them the solution, which talks to their existing accounting system. Most of

44 SME CHANNELS OCTOBER 2016

KUNAL SINGHAL, MD, EAZY BUSINESS SOLUTIONS the SMEs have Tally at the core of their accounts and we are partner to Tally as well.” “We talk about zero change management in finance segment. Not only is it helpful for the auditors but also for the finance team and for the management. They can switch to our ERP any time without waiting for the beginning of the financial year,” he maintained. Eazy ERP targets the SMB organizations and the number is reasonably larger in India. Since it offers Tally as the finance module, the ERP vendor finds a large number of takers in India too. Kunal adds, “ERP is there in India for last 20-25 years. But 1/3rd of our customers’ who are from the legacy platform do not have pleasant experience with their erstwhile ERP vendors. So getting them on board and retaining them speaks volume about our capability. Our focus from the day one has been to deliver something, which works fine for the Indian enterprises and does not give resistance while implementing.” Kunal always advocates for starting small and go for more moduels as you progress. He believes, ERP is a huge solution, which does not work within a day or a week, it requires months of efforts. Kunal explains, “If you add more modules from day one, your efforts increase and the customer starts losing confidence. It is a long cycle too and can easily take a year. So I would suggest the clients to start with accounts, inventory and basic product functionality then he can go for other modules.” In terms of competitive advantages, Eazy ERP stands head to head with the branded ones but against the non-branded solutions, the solution

“WE WORK ON AN UNLIMITED USER LICENSE MODEL BECAUSE WE THINK FOR INDIA, IF WE CHARGE PER USER BASIS, THE CUSTOMER NEEDS GET RESTRICTED AS THEIR CHOICE OF GIVING ACCESS BECOMES CURTAILED.” stands ahead as it addresses 15-16 verticals in the manufacturing space. From the roadmap perspective, Easy ERP is available in cloud and the company is enhancing it further. The story of Eazy ERP has certainly attracted the channel interest as the principal rout to market for the company is B2B only.

Finally… Kunal has set a target of Rs.100 crore revenue by 2020. In terms of head counts, the company would grow 2-3 times by the same year. He concludes, “We have 150 customers now but we are looking at 500 customers then and a contribution of 80-85 % of revenue from channel partners.

GUEST ARTICLE

CHANNEL PARTNER PROGRAMS READINESS TO OPERATIONALIZE GLOBAL ALLIANCES In a Global Delivery Model (GDM), where the objective of vendors is to help clients achieve faster time-to-market, higher innovation yields and increased value from R&D investments, it becomes ‘at times’ imperative to partner with marquee alliances to take advantage of global talent pool to strengthen customer experiences.

As the effort and cost to recover failing projects is proportionately greater than the cost to keep projects on track, the strategy ‘at times’ becomes to quickly identify suitable 3rd party vendors worldwide and build a strategic alliance successful portfolios. Following is my articulation on a detailed blueprint for partner enablement programs that have continued to lead a meaningful alliance campaigns and have resulted into successful and strong customer acquisitions: Step 1: Assess internal needs and perform diagnostic

• Identify a partner mix that meets the business’ needs and consolidates spending. Factor in internal management overhead required to manage multiple contracts, contacts, IT systems, etc. Step 2: Identify requirements Objective:

Determine how to meet learning needs l Develop questionnaires and interview business leaders to understand requirements l Interview partner managers and key personnel to understand their spend l Conduct a gap analysis to determine areas of need between the current partners’ support of learning and future learning need l Identify any unique certification requirements or need for customized content Step 3: Identify Partners

46 SME CHANNELS OCTOBER 2016

l Partners can be grouped by industry knowledge and/ or specialization. Localization and capability augmentation opportunities may narrow the potential list of partners considerably, particularly as savings and targeted overall spend are estimated and measured. Step 4: Conduct a Request for Information (RFI) l The scoring matrix provides a consistent approach for partner analysis based on impor-

tance to learning objectives and allow leaders to alter the significance of different areas of the RFI evaluation. Partners are then compared against one another. Here are some sample categories and questions defined in the matrix: Partner profile: a. Number of years providing contextual services b. List of past clients and their experiences Quality assurance: a. Follow-up procedure to determine customer

GUEST ARTICLE

RAHUL GOSWAMI, SALES AND SOLUTION SUPPORT CONSULTING, ENTERPRISE SOLUTIONS CENTER, HEWLETT PACKARD ENTERPRISE

satisfaction b. Continuous improvement plans Staffing and resourcing: a. Number of employees with industrial and technology experience Technology architecture and infrastructure: a. List of development applications and corresponding resources mapping Partner products and service offerings: a. Experience and client examples in several training areas Partner services and product pricing: a. Specific pricing structures using the same cost models across partner matrix for direct comparison of service cost Step 5: Conduct Partner on-site meeting l

Invite selected Partners to discuss:

a. Partner capabilities, pricing, performance, quality, service uniqueness & ROI Step 6: Select Preferred Partners Once the short list of partners has been established, they should be grouped by their skill and specialization. Better pricing scenarios for volume usage or discounts should be attained. Pricing negotiations will also include a broad definition of a service level agreement (SLA). For selected Partners, definite agreements on performance measures, problem management, and length of service is vital. Step 7: Onboard Partners

Incorporate Partners into the organizationâ&#x20AC;&#x2122;s onboarding strategy and implementation. A full onboarding methodology as a part of the talent offering which can be leveraged should include:

a. Company overview b. Organization structure & Governance Mechanism c. Project timelines and templates d. Invoicing requirements and payment expectations Step 8: Track Performance and Evaluate Results

Centralization of partner oversight for recurring partner selection should occur periodically to facilitate a high level of quality and adherence to the SLA, while maintaining partner lists to monitor for changes in capabilities. Sustaining the benefits of partner selection efforts requires continued diligence in driving the right behaviors. The above ingredients mixed in a channel sales strategy should garner resulting benefits for a superior customer experience and healthy lead pipeline.

SME CHANNELS 47 OCTOBER 2016

Guest article

Why inteGrated

security platforms

are a Win-Win for Vars, customers Stewart Fox, EXECUTIVE VICE PRESIDENT, WORLDWIDE SALES, SKYBOX SECURITY brief profile stewart Fox, executive Vice President of Worldwide sales, brings to skybox more than 20 years of technology sales experience in building and motivating sales teams, driving revenue and building strong relationships with both partners and customers. he has had repeated success in the worldwide development and expansion of both enterprise and government sales through direct and indirect channels. Prior to skybox, Fox led the sales team to two years of explosive growth at IronKey, a leader in authentication, encryption and identity management. he has held executive sales leadership roles at both private and public companies including airMagnet, network associates, network General and sco.

48 sme channels october 2016

As cybersecurity strategy and management garners more attention from the c-suite, VARs succeed when selling an integrated security platform that costs less and is easier to manage than an assortment of point solutions. This is due to the fact that customers are consolidating to: narrow the pool of vendors they manage, streamline their security processes and cut costs around deployment and ongoing maintenance contracts.

VARs are always looking for opportunities to position themselves as trusted, strategic advisors and elevate the security discussion to higher levels of management. To effectively align with the CISO, VARs need to focus on the big picture. CISOs are looking for turnkey solutions that address all aspects of data security â&#x20AC;&#x201C; this is why itâ&#x20AC;&#x2122;s difficult for VARs to garner the attention of the CISO when selling individual point solutions. With enterprise networks growing larger and more complex, organizations are moving from point solutions to consolidation with the intent of addressing issues around interoperability, scalability and security gaps. As cybersecurity strategy and management garners more attention from the c-suite, VARs succeed when selling an integrated security platform that costs less and is easier to manage than an assortment of point solutions. There are several reasons for this. First, customers are consolidating. Security leaders are looking to narrow the pool of vendors they manage, streamline their security processes and cut costs around deployment and ongoing maintenance contracts These critical advantages build a stronger business case for the CISO to advocate internally for security budgets. In addition, point products that focus on one problem have created major obstacles in security management and operations, in sourcing talent to wield these products and, most importantly, in comprehensive visibility of the attack surface. Lack of communication and integration between various

vendors and their technologies have created disconnected environments. This makes it difficult to pull together the intelligence needed to understand security status, preemptively strengthen defenses or respond quickly to an emerging threat or ongoing attack. Integrated solutions tear down these data silos and ultimately power a holistic security program. For VARs, integrated security platforms not only reflect the undisputed direction of the market, they also provide the opportunity for upsell while delivering better security protection, more cost-effective deployment and simpler, ongoing management to their customers. When working with channel partners, the last thing a VAR wants is to be positioned as selling a commodity product. To avoid this, they need opportunities to add unique value. They also need products that support long-term account growth, including year-over-year increases in recurring revenue. An integrated suite of products accomplishes both. For customers, migrating to an integrated security platform helps eliminate issues around interoperability, scalability and security gaps. They also achieve better security at lower cost with less organizational impact. Integrated security platforms empower VARs to close the sale by enriching their service offering and elevating the security discussion to decision makers and budget holders. Itâ&#x20AC;&#x2122;s a win-win all around.

REvIEw

Product

Zyxel gS1900 SerieS oF 10/ 100/1000 etherNet

QNAP QuAd-core tS-1635 With 16-bAy StorAge cAPAcity ANd tWo 10 gbe SFP+ PortS By Manas Ranjan

Zyxel’s GS1900 series of 10/100/1000 Ethernet switches are 8-48 port Layer 2 managed switches are designed for small business connectivity. The Zyxel GS1900 Series of 8/16/24/24E/48-port GbE Smart Managed Switch(es) with Gigabit speed brings any business network a higher flexibility and uninterrupted connectivity. ZyxelGbE switches are

info@smechannels.com

enabled with power-saving functions, fanless design and full IPv6 support ensuring the

QNAP SyStemS 16-bAy tS-1635 business NAS that supports twelve 3.5” HDDs and four 2.5” SSDs to accommodate massive data storage. The cost-effective quad-core TS-1635 comes with dual 10Gbe ports and dual Gigabit ports, meeting the demands for next-generation networks, high-speed file transfer, and helping small/ medium businesses to reduce the cost in implementing 10GbE solutions. Equipped with an Annapurna Labs Alpine AL-514 quadcore 1.7 GHz ARM Cortex-A15 processor by Amazon, the TS-1635 supports 4GB/8GB DDR3 RAM (upgradable to 16GB) and provides hardware-accelerated encryption that can deliver up to 700 MB/s throughput. With dedicated 2.5” bays for SSD caching and two integrated 10GbE SFP+ ports, the TS-1635 delivers up to 1228 MB/s read and 874 MB/s write speeds, making it the ideal choice for users looking for high-speed data transfer. The high-capacity TS-1635 provides multiple storage applications. With VJBOD (Virtual JBOD) support, users can leverage the high-capacity TS-1635 to expand the storage space of other QNAP NAS and create virtual storage pools and volumes on virtual disks for operating NAS services. To maximize the storage space of the TS-1635, users can connect up to two QNAP expansion enclosures (UX-800P / UX-500P). With this massive capacity potential, the TS-1635 is especially ideal for storing surveillance videos. Utilizing its 8 free IP camera channels (expandable to 40 channels by purchasing additional licenses), users can deploy a professional network surveillance Video Management System (VMS) center with Surveillance Station on the TS-1635.

FeAtureS

network to be ready for future expansions. In

n TS-1635: Annapurna Labs Alpine AL-514 quad-core 1.7 GHz ARM Cortex-A15 processor

addition, the PoE models GS1900 series Giga-

n 4GB/8GB SODIMM DDR3 RAM;

hardware-accelerated encryption n 2x 10GbE ports & 2x Gigabit RJ45 ports n 1 x PCIe Gen2 (x2) expansion slot;

3x USB 3.0 ports; 1x speaker; 1x 3.5mm audio output.

bit switch complies with the IEEE 802.3 at Power over Ethernet (PoE) Plus standard. The GS1900 Series has been designed for advance performances that empower the networks with higher speed and security and other useful features for any office environment. Zyxel GS1900 Series has an essential portfolio of 8/16/24/24E/48-port compact desktop and rack mount size with GbE

Price

connectivity. All the models support, multiple

On Request

deployment methods to cater to the diverse

WArrANty

needs for small offices and meeting room

2 Year Onsite

coNtAct Indiasales@qnap.com

overAll rAtiNg

environments. These Switches make the connectivity quick and effortless complementing the high-speed business network applications without any hitch. The GS19008HP/10HP/24/24HP/48/48HP is equipped with 2 extra SFP slots.

n Price: On Request, Warranty: On Request, contact: info@zyxel.in

Sme CHAnnELS 49 OCTOBER 2016

Product

nEw ARRIvALS

IsTaR lEnovo

tyco iStAr ultrA Se door coNtroller tyco iStAr ultr A Se is a special edition iSTAR Ultra door controller that supports up to 32 readers, and combines iSTAR Ultra features with a ‘Pro mode’ that ensures flexibility and compatibility with all Software House access control systems. When used in “Pro mode”, the iSTAR Ultra SE has the same capabilities as the iSTAR Pro and is compatible with C•CURE 800/8000 and C•CURE 9000. In “Ultra mode”, advanced encryption and wireless lock support are enabled and wireless locks can communicate with C•CURE 9000. iSTAR Ultra SE can manage up to 500,000 cardholders in local memory and employs two onboard gigabit network ports to provide redundant communications to the host. iSTAR Ultra SE also features AES 256-bit FIPS 140-2 network encryption, with custom key management and DoS protection to protect against potential network threats. n Price: on request Warranty: on request Contact: Tyco Fire and security India, Phone: +91 80 4052 7000 Email : infotspindia@tycoint.com

ideAPAd 710S ANd 510S A FirSt For WiNdoWS uSerS, the newly launched super thin and light Lenovo ideapad 710s is ideal for those who are looking at lightweight laptops that offer heavy duty performance. It packs a crisp 13.3 inch Full HD IPS panel into an elegant metal frame that is made from aluminum and magnesium, contributing to its thin (13.9mm) and light (1.2kg) properties. Equipped with a high-speed PCIe solidstate drive and quick charging facility, the laptop helps users cope with their business demands in an always-on world. This range also has the ideapad 510s, which in addition to being thin and light, enables users who are on-the-move to be productive and entertained with lightning fast charging and Harman Kardon audio system. n Price: ideapad 510s – InR 51,090/- / ideapad 710s – InR 73,390/- , Warranty: On Request, Contact: Call: 1-800-30009990 (Toll free)

lEadTEk

leAdtek NvidiA grAPhicS cArdS the tWo ProFeSSioNAl grAPhicS cards from Leadtek are based on the latest NVIDIA Pascal architecture to fill out the high-end Quadro family, the Quadro P6000 and the Quadro P5000. These new models deliver better visualization and compute performance than the previous generation Quadro products and enable the most detailed, life-like VR experiences possible. The Leadtek Quadro P6000 is the world’s most advanced professional graphics solution ever created, combining the same Pascal GPU used in the recently-announced NVIDIA Titan X Pascal. However, the Leadtek Quadro P6000 has 3,840 CUDA Cores, which is higher than Titan X of 3,584 CUDA Cores. Plus, the Leadtek Quadro P6000 has 24 GB Ultra-fast GDDR5X on-board graphics memory and up to 432 GB/s memory bandwidth, that delivers up to 80% more visualization performance than the NVIDIA Maxwell-based Quadro M6000 24GB. Professionals across of range of industries can now create their most complex designs, solve the most challenging visualization problems, and experience their creations in the most detailed, lifelike VR environments. The Leadtek NVIDIA Quadro P5000 powered by NVIDIA Pascal GPU technology, features 2,560

50 Sme CHAnnELS OCTOBER 2016

CUDA Cores and 16 GB of GDDR5X memory. It delivers up to 70% faster compute & rendering performance and nearly 2 times faster memory performance than the previous generation NVIDIA Quadro M5000. n Price: On Request, Warranty: 3 Years, Contact: http://www.leadtek.com/eng/

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