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IBM Strengthens its Geographic Presence /08
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Belkin: Belkin Can be the Third Horse
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Cisco: Cisco Reiterated Commitment to Partners at APJC Partner Led
TREND SETTER
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Netgear: Making the Business Smarter
CAN
APP STORES REPLACE IT MARKETS? The year 2012 is not very far from now. The tech providers and partners have already started getting ready for the realignment – at least at the mental level. It is very much for the reason that people should invest on latest and right technology. /26
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Iomega to Redefine Video Surveillance Technology /10 www.smechannels.com
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DECEMBER 2011
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CASE STUDY
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AGC Networks: “Growing Aggressively on SME turf“
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Tally: Nutan Agencies Trusts Tally.ERP 9 for Profit Loss And Balance Calculation
PARTNER CORNER
/50
Epson Organizes nSolution Programme in Delhi
MY EXPERIENCE
EDITORIAL
TRAIL OF THE YEAR… SANJAY MOHAPATRA editor@smechannels.com
IT is time to say good bye to 2011 but the trail of the year appears to remain longer because towards the fag end, the scenario seems to be turning uglier. We have been brought to the anvils of uncertainty - dollar price has gone up verses Indian rupee and there is a big financial slowdown. The export market has been hit badly because of the slow demand although the software industry earning numbers is higher. There is apprehension about poor performance this year and inflation is all around. The domestic market has gone into slumber due to the higher import cost of all the products whether it is finished or semi-finished products. Adding salt to the wound, the natural disaster like earth quake and tsunami in Japan and great flood in Thailand, have pushed back the world economy and have surely impacted the markets of India. Even though India did not have any natural disaster but political uncertainty, large scams and remaining in a connected world, have taken market to a bad shape. Due to the shortage of HDD and exorbitant rise in the cost, the PC market has come to a standstill. Adding to this the Euro zone and US market slowdown has also brought weakness in the market. When the industry increasingly trusted the consumer and SME market, the large market did not show encouraging numbers. The industry pundits before two quarters were of opinion that the complete slowdown will end towards the first quarter of 2012 but given the present situation, it will take at least four quarters. However, the ray of hope is the domestic market size. We have already weathered the 2007-08 market slowdown because of the population and this time also the same thing is going to happen. It will be much easier to surpass the difficult times because the technology price has come down, people in India have more money and there has been evolution in the end point technology. Cloud computing and virtualization will be two rescuer for the enterprises in tough time. Similarly, the social networking and mobility will help the enterprises to yield high at a lesser cost. It will be good in a way that enterprises will adopt modern technology out of situation. Otherwise they would have continuing investing in the old technologies. There is surely a rise in the price of technology products now but those people who will buy for the second time will have some issues in buying but the new users will not have so as they might not be aware of the price before a quarter. So there will be a growth but not the way it was predicted at the beginning of this year. Wish all our readers a Happy & Prosperous 2012 ahead!
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Canon Digicam IXUS1100HS CANON DIGICAM IXUS 1100 HS is an ultra-compact fusion of high-class styling and superb technology one can easily keep in the pocket! A camera with a Canon lens that lets users get close with 12x optical zoom, while 28mm wide-angle fits more in the frame for great group shots and sweeping landscapes. The Intelligent IS featuring in the camera, automatically adjusts the optical Image Stabilizer to the scene from 7 modes to prevent blur and deliver sharp, detailed photos and videos. The camera also features the Smart Auto mode that lets users shoot high quality photos or movies by detecting the scene and selects the perfect settings from 32 variables (21 in movie) effortlessly. The HS System in the camera excels in low light.
SPECIFICATIONS It comes with Digital Zoom of 4.0x, Optical Zoom of 12x and Effective ISO of 100, 200, 400, 800, 1600, 3200 and Auto. FINAL WORDING Priced at INR 24,995/-, it does not look cheaper though but you can grab it for touch screen, solid built and good looks. OVERALL RATING
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contents
DEC VOLUME 02 ISSUE 10
2011
ER COV RY STO
india’s first IT magazine for sme business
Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Reporters: Neeta Israni, Aparajita Choudhury Web Designer: Vijay Bakshi Visualizer: Manas Ranjan Lead Visualizer: DPR Choudhary MARKETING Senior Manager: M Raj Executive- Marketing: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/101, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-46151993 / 9313891660 E-mail: raj@smechannels.com Bangalore Subrat S NO.661, 10th Main, 5th cross, 4th Block, Koramangala, Behind Old Maharaja, Bangalore-560034 Phone: 9886107294 Mumbai Hemal Shah B/14, Neel Ashish 92, J.P.road, Andheri (West) Mumbai - 400058 info@smechannels.com Kolkata S Subhendu BC-286, Laxmi Apartment, Kestopur
Can App stores replace it markets?
Kolkata-700101
The year 2012 is not very far from now. The tech providers and partners have already started getting ready for the realignment – at least at the mental level. It is very much for the reason that people should invest on latest and right technology.
info@smechannels.com
/26
Phone: 9674804389 EDITORIAL OFFICE Delhi: 6/102, Kaushalya Park, New Delhi110016, Phone: 91-11-41055458 Bangalore 136/ 9, Ground Floor, Eden Crest Apartment, Grape Garden, Ejipura Vivek Nagar PS Bengalore-560047 news@smechannels.com
SME CHAT AGC Networks /38 “Growing Aggressively on SME turf“
KINGSTON /47 “Reliability and Consistency are Key to Success”
SME TRENDS CISCO /44 Cisco Reiterated Commitment to Partners at APJC Partner Led
more inside Editorial~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 04
TREND SETTER NETGEAR /40 Making the Business Smarter
BELKIN /51 Belkin Can be the Third Horse 6
Snippets~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 08
Printed, Published and Owned by Sanjib Mohapatra Place of Publication: 6/101-102, Kaushalya 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 110020, India.
Partner Corner ~~~~~~~~~~~~~~~~~ 24, 42, 50
All rights reserved. No part of this publica-
Guest Talk~~~~~~~~~~~~~~~~~~~~~~~~~~~ 28
tion can be reproduced without the prior
Case Study~ ~~~~~~~~~~~~~~~~~~~~~~ 43, 46
written permission from the publisher.
Tech Corner~~~~~~~~~~~~~~~~~~~~~~~ 48, 49
Subscription: Rs.200 (12 issues)
Products~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 52
All payments favouring: Accent Info Media Pvt. Ltd.
SME CHANNELS DECEMBER 2011
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SNIPPETS PRODUCT | CHANNEL | CONSULTING | SERVICES
for more log on to smechannels.com
IBM Strengthens its Geographic Presence Aligning the growth of tier- 2 cities in India, IBM has opened New Branches in Guwahati, Raipur and Dehradun to grow its business in these cities. With these three offices the company takes its geographic
presence to 18 branch offices across India to date though IBM plans to establish presence in 40 Indian cities by 2013. By doing so the company is strengthening its ability to deliver
more advanced technologies and services to its clients across the country. IBM is experiencing particular demand for information management, security, cloud computing and business analytics
solutions as businesses and government organizations turn to IT to reduce costs and gain competitive advantage. IBM is also investing in the education system in these regions with a number of partnerships and academic initiatives especially to support the growth of Open Source technologies. For example, IBM is partnering with the Indian Institute of Technology (IIT) in Guwahati to foster innovation. Small and medium enterprises have long been the engines driving economic growth across India and play a key role in regional development. IBM is committed to the success of this segment and is working its business partners to provide small and medium enterprises with the tools they need to compete in a global economy. “These are dynamic times for Indian regional development and there is tremendous market potential in these cities that we are expanding into,” said Nipun Mehrotra, Vice President, General Business, Geographic Expansion, IBM India/South Asia. We are seeing increasing demand for advanced technologies as business and government leaders transform the way they work and look for ways to gain competitive advantage.”
Thoma Bravo Acquired Blue Coat at $25.81 Per Share Blue Coat Systems has been acquired by San Francisco-based private equity investment firm Thoma Bravo, LLC, in a transaction valued at approximately $1.3 billion. The Blue Coat Board of Directors have approved the agreement and resolved to recommend that the shareholders of Blue Coat adopt this agreement. Blue Coat will continue to operate with its focus on Web security and WAN optimization. The investor group is led by Thoma Bravo and includes the Ontario Teachers’ Pension Plan (Teachers’) through its private investor department, Teachers’ Private Capital. Under the terms of the agreement, Blue Coat shareholders will receive $25.81 in cash for each share of Blue Coat common stock they hold, representing a premium of approximately 48% over Blue Coat’s closing price on December 8, 2011 and a premium of approximately 62% over the 60-day trailing average for the period ended December 8, 2011.
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Fujitsu Unveils Delivery Centre at Bangalore
Iomega to Redefine
Video Surveillance Technology
Fujitsu will expand its footprint in India by opening a new delivery centre in Bengaluru. This initiative is part of the company’s expansion plan to increase its presence in key growth markets and expanding its IT services offerings to its global client base from India. With the opening of this centre, Fujitsu will now have delivery centres at Pune, Noida, Hyderabad and Bengaluru. The Bengaluru centre will serve the IT giant’s clients in industry verticals i.e Consumer Packaged Goods, Logistics, Energy & Utilities and Retail.
Brocade bings new channel initiatives Brocade has introduced several new channel initiatives designed specifically to enhance partner enablement and profitability. The new initiatives encompass a wide range of updates to the Brocade Alliance Partner Network (APN) program, including elements tailored to attract new partners who are looking for a compelling vendor alternative, as well as new aspects to better reward existing APN partners. The APN program updates represent Brocade’s ongoing commitment to the channel in helping partners establish and maintain viable business models to continue driving success. The continual maturation of cloud technologies, coupled with end customers’ growing interest in integrating virtualization and cloud solutions into their IT environments, represents a tremendous opportunity for channel partners. End customers are increasingly looking to the channel for guidance and technical expertise to help them successfully navigate the journey to the cloud.
D-Link Concluded phase-1 of Connections 2011 D-Link has successfully concluded the first phase of it channel engagement program titled ‘Connections 2011’. Held with the key objective of reaching out to more & more channel partners, Resellers, System Integrators (SIs) & Solution providers (SPs) present across the country, Connections 2011 helps to educate customers about D-Links’ end-to-end range of networking product with special emphasis on a solution centric approach. “Continuous partner engagement & enhancing our partnership with channel has always been of utmost priority for us at D-Link. Thus ‘Connections 2011’ provides us with an ideal platform to meet & reach-out to partners in an effective manner. Our core objective is to be accessible to partners present in B, C & D class cities also, so that we can have direct communication with them & strengthen D-Links’ position as a leader in networking segment” said Tushar Sighat, CEO, D-Link (India) Ltd.
Iomega launches video surveillance storage management solutions in partnership with Tulip Telecom and MindTree Limited. The partnership will provide India’s first video surveillance services based on cloud technology. The cloud solution involves Iomega StorCenter network storage devices, Tulip’s national broadband network with cloud data centers, and MindTree’s video management software. The solution provides superior yet economical local cloud video surveillance solutions for SMBs and distributed enterprises. The solution will be made available on all Iomega StorCenter ix and px series in India. “Iomega is helping to redefine video surveillance technology by delivering a high performance, low cost all-in-one IP solution targeting small businesses and distributed enterprises,” said Jonathan Huberman, President, Iomega Corporation. “
SOCOMEC UPS
MY POINT
“We need to get back to the business fundamentals in fiscal 2012, including making prudent investments in the business and driving more consistent execution.” MEG WHITMAN PRESIDENT& CEO, HP
INDIA organizes Green Power Day SOCOMEC UPS has recently organized “Green Power Day” seminar in Bangalore. The seminar was attended by CIO’s, CTO’s, Consultants, Facility managers, System Integrators and Business Partners. The topic of the seminar was how to maximize the investments using a high efficient UPS, followed by a technical session on how the UPS work on its environment. During the technical seminar Socomec presented the recent Green Power range completion of 10 to 400kVA, the first and only one with innovative 3-level technology inside. This technology not only ensures total business protection, it also means the maximum level of energy efficiency on the market (independently certified). SOCOMEC UPS, leader in power solutions for critical applications, applied this innovative idea to develop a complete range that offers unique characteristics. This is the 3-level topology that, when applied to uninterruptible power systems with double conversion technology, makes it possible to achieve maximum energy efficiency, equivalent to 96% (certified by Bureau Veritas and TÜV SÜD), while guaranteeing total load protection at all times and in all conditions.
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Abacus Concluded 10 Cities Roadshows Abacus Peripherals has concluded a 10 City Mega Road Show across India in association with NVIDIA, PALIT, BIOSTAR COOLER MASTER, and GENIUS. The objective of these Road Shows was to promote Abacus’s range of products and introduce new products to channel partners and also to enlighten channel partners about the innovative and customer friendly product features. The Road show commenced on 12 Nov. & covered Ahmedabad, Pune, Raipur, Bhubuneswar, Patna , Chennai, Lucknow, Bangalore, Ludhiana and Secunderabad. Each city witnessed a large participation from partners and received overwhelming response. The main highlights of Road Shows were recently added GENIUS range of products and PALIT Graphics Cards, Abacus also showcased the G.ONE (SRK) signature edition of PALIT GeForce GT 520 and 560Ti which have been signed by SRK in a gala event on 14th October.
ZYXEL ORGANIZES ZYCAMP MEET HELD AT CHENNAI ZyXEL Communications has organized ZyCAMP- a partners’ meet on November 17, 2011 at Benzz Park, in Chennai. There were more than 100 participants in ZyCAMP including the partners, technical team and sales team of ZyXEL. ZyCAMP was aimed at providing hands on technical training to all the participants and also strengthen and expand the current partner network. Highlighting the crucial role of its channel partners in making ZyXEL’s products available to valued customers across the country, Rishi Samadhia, Vice President, Operations, ZyXEL Technology India Pvt. Ltd. said, “We keep on organizing partner meets on a regular basis to keep our channel partners, sales teams and technical teams well informed about the new developments taking place in our company. They are our guiding force. This meet is a good platform for effective interaction with our valued channel partners.” Ever since ZyXEL has set up office in India, ZyXEL has been able to provide more sales and marketing activities and technical support to the market.
Office 365 Offers Privacy and Security Standards
Lite On launches Dhamaka scheme
Microsoft announced that Office 365, the company’s next-generation cloud productivity service, is the first and only major cloud-based platform to offer leading information privacy and security standards for customers operating in the European Union and United States. As part of its contractual commitment to customers, Microsoft will now sign the EU’s Model Clauses, which will help customers certify compliance with the European Commission’s stringent Data Protection Directive, and the U.S.mandated Health Insurance Portability and Accountability Act (HIPAA). Microsoft also announced the availability of the Office 365 Trust Center. The site provides in-depth information about the privacy and security practices for Office 365 and was recently redesigned to be more accessible and easy to understand. The new site can be accessed at http://trust.office365.com. In February 2010, the EU released these standard contractual clauses (commonly referred to as “Model Clauses”) to legitimize the transfer of personal data via international networks to locations outside the European Economic Area (EEA). When included in service agreements with data processors, the Model Clauses assure customers that they have taken appropriate steps to safeguard personal data, even if it is stored in a cloud-based service center located outside the EEA.
“Buy LITE On DVD RW and get exciting rewards” is what LITE On is tell to its partners. Towards this the company along with distributor partner neoteric infomatique has launched ‘Dhamaka Scheme’. This scheme is another step towards providing integral support to the channel partner community, a core part of neoteric’s value added approach as a distributor. The scheme offers glorious and exciting rewards on purchase of LITE On products, including an 8 GB pen drive, 1u SATA, a Sony Ps2, a 22inch LCD TV, and an iPad 16GB.
Kaspersky Lab Signs MOU with Mahindras Kaspersky Lab and Tech Mahindra and Mahindra Satyam have signed up an MOU for broad range collaboration in Information Security solutions. Under the MOU, Kaspersky Lab, Tech Mahindra and Mahindra Satyam have agreed to leverage their strengths in security products and services to develop joint security solutions in the areas of Mobility and Endpoint Security, and Cloud Security Services. These solutions will aim to address the ever-increasing security threats to consumers and corporates in India and Asia Pacific. The focus of Mobile Security solutions will be to secure the growing number of smartphone users, who access the internet on the move for official and personal purposes. Security analysts have identified mobile malware as one of the key emerging sources of security threats, due to the increasing acceptability and penetration of such devices into the corporate environment. Kaspersky Lab will also work with Tech Mahindra to create a range of managed security services offerings aimed at the SMB sector in the sub-continent and beyond.
HUNKTEY Showcased Products in India HUNTKEY along with its partner TEXONIC successfully showcased products in India. The showcasing happened in various cities including Chennai, Bangalore, Hyderabad, Mumbai and Delhi where the company has its sales branches. Texonic and Huntkey presented the product and technology differences between Huntkey and competitors. Texonic also promised the best after sales service and support to all the customers in India.
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Philips Moda Monitor gets Award for Excellent Design
GOIP LAUNCHES PUBLIC CLOUD ON DELL PLATFORM
MMD announced that the new Philips Moda line of Monitors was selected for the prestigious iF Design award for 2012. As “seal of good design”, the iF award honors outstanding achievements in design. MMD, the company behind Philips monitors, introduced the two monitors that combine leading edge technology with stunning design to the market this summer. “We’ve received an overwhelming response from our customers for the unique combination of design and performance of the Moda Monitors” said Mayank Christian, Director of global product management at MMD Taiwan. “This recognition by iF reconfirms our commitment to design innovation.” With their super-slender bodies and their ultra-stable, sleek aluminium die-cast bases the two 24” and 21.5” inch widescreen Philips Moda monitors exudes exquisite craftsmanship that underpins their tag line “Design and Performance perfected to an art”. The Philips brand promise of “sense and simplicity” has been adhered to religiously. Furthermore, the two-tone glossy finish makes them a real attraction on the desk.
Go IP Global Services launches a Public Cloud Infrastructure for SMB customers in India on the partnership with Dell. This state-of-the art infrastructure will be built on Dell’s leading edge products and technologies. The Cloud Services to be offered by Go IP will be based on Dell’s 11th Generation PowerEdge Blade Servers, Dell Force 10 Switches and Dell EqualLogic and Dell Compellent Storage Arrays, all deployed in a High Availability Mode. In the first phase, the services will be rolled out in the 1st quarter of 2012 from Go IP’s Global Managed Services Centre at Noida with more centers coming up in the near future. Go IP also announced its Cloud’s Ubiquitous Service Partner (CUSP) program, where it intends to leverage its 500 plus Channel Partners to jointly address the ever demanding needs growing SMB Customers in India. Go IP will jointly work with and through its Channel Partners to deploy and support its Cloud Based Services. Commenting on this partnership Rahul Swarup, MD and CEO of Go IP said “We found that Dell’s portfolio of technology products and its strategic roadmap in integrating its enterprise products like servers and storage is ideal for building a resilient and scalable Public Cloud Infrastructure. It concurs with the business vision of Go IP to establish Thought Leadership in the space and create a Total Cost of Ownership based ‘IT as a Service’ framework for the SMB Customers to address their entire eco-system; including their internal IT needs and the needs of their Community and Vertical. We intend to traverse the learning curve of the Cloud based Services along with our Channel Partners and continuously empower them to create the first-ofits-kind knowledge based partnership in the emerging space of Cloud Computing.”
EXECUTIVE MOVEMENT
INDIA PRINTER COPIER AND MFP MARKET GOES SLOW IN Q3 ‘11
Nexans announces the joining of Chintak Dalal as Country Sales Manager-LAN Systems, in October 2011. Dalal brings in over one decade of expertise in promoting passive components and networking products across the country.
HP MARKET SHARE GOES DOWN BY 4.1 POINT
The combined serial inkjet and page printer, copier and multifunction product (MFP) market in India totaled 6,65,172 units in the first quarter of 2011, a 2.5 percent decline compared to the first quarter of 2010, according to Gartner, Inc.
409
431.4
-5.2%
HP
Canon Q3 2010
-17.7%
Epson
Samsung Q3 2011
57
44.8
67.9
27% 57.6
72.2
22.4% 58.9
190
195.6
2.9%
Others Growth
Note: Totals may not add up to 100 percent due to rounding Source: Gartner (November 2011)
INDIA PRINTER, COPIER AND MFP UNIT SHIPMENT ESTIMATES, 3Q11 (THOUSANDS OF UNITS)
SAP AG has appointed Eric Verniaut to lead the Next Generation Services organization as SVP. To bolster customer adoption and success with new offerings from SAP, Verniaut and his team will focus on an incubator approach. HP today announced it has appointed Marilyn Crouther senior vice president and general manager of HP Enterprise Services, U.S. Public Sector region. Avaya announced the appointment of Gary B. Smith to the Avaya Board of Directors. Mr. Smith is Avaya’s first nonaffiliated Director since 2007.
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Kaseya Launches AMS in Autopilot
DIGEST
Addressing the challenges faced by of CIOs and Service Providers in automating the IT Infrastructure, Kaseya launches a product called ‘AMS in Autopilot’. This new solution pre-automates the most of the IT activities and further automates the automation to make AMS processes simpler, responsive, and effective. The ‘AMS Autopilot control center’ gives the real time information of all the IT activities which will enable all the levels of IT Department to automate the routine and rudimentary IT activities. With this control center, CIOs now can move out of handling crisis management of keeping IT infrastructure up and focus on the business development and enablement activities. This would move allow the CIOs realize the dream of making the IT department into a profit center from a cost center.
GLACIALTECH INTRODUCES SNOWPAD COOLING PAD
HCL TO INTEGRATE 22 BCPS IN MAHARASHTRA HCL Infosystems has been awarded a contract to computerise and integrate 22 Border Check Posts (BCPs) in the State of Maharashtra. HCL Infosystems will design, supply, install, commission and subsequently maintain the system for the next 10 years. This first of its kind project in the country brings together three Maharashtra State Government bodies – the Department of Transport, Department of Sales Tax and the Department of Excise in this project who will share and use the common ICT solution simultaneously for their respective functional benefits. The integrated BCPs shall have the combined facilities for clearance and checking of commercial traffic for all the three departments. The proposed modernization with computerized BCPs will facilitate road users and reduce clearance time thereby increasing efficiency of the departments. The project entails Lane Automation like Automatic Vehicle Identification (RFID), Automatic Vehicle Classification, License plate recognition, etc.
Lenovo Launches Do Network Lenovo has launched the Do Network in India, an online platform designed to inspire people to take action and turn their big ideas into positive outcomes. Building on Lenovo’s ‘For Those Who Do’ global brand campaign, the Do Network extends Lenovo’s brand promise to empower the communities they operate in with the best tools, technology and resources. The focal point of the Do Network is an online space where like-minded Indians can unite to share and discuss ideas that they are passionate about, and to form project teams to develop these ideas into workable and concrete plans. The Do Network also serves as a platform to connect these project teams to other people in the community who can provide advice and lend their skills and expertise. Lenovo will be providing the top ten teams with valuable resources in the form of mentors and Lenovo technology. The winners will receive the prize money of USD 25,000 meant as seed funds to turn their projects into tangible reality. Lenovo will be setting up a Do Lab in India where the top 10 finalist teams will work with the mentors to discuss and refine their projects. A full-scale promotional campaign will also be run by Lenovo to excite audiences in the Do Network, the project teams and their inspired ideas. The Do Network will comprise a series of four 90-day contest cycles, with different themes.
eScan ties up with Acer eScan 11 has formed a strategic OEM alliance with Acer India to provide eScan security solution along with their PC/Laptops running on both Windows & Linux OS. Keeping with the ever increasing security threats for the desktop and laptops used across segments from SOHO to enterprise, the alliance is going to provide all Acer users a proactive, protective environment not only from the internet based threats but also from the endpoints security threats, such as from USB based portable devices, Applications, etc. eScan Anti-Virus being one of the leading players with the strong R&D to support its products and 24 x 7 technical support, provides best protection against raising cyber threats such as Malware infections, objectionable content and identity thefts.
GlacialTech has launched another two SnowPad series cooling pad A1 & A2 which fit laptop from 7” to 12” and the A1 series includes two 70 mm cooling fans with much superior air flow which provides the best cooling performance and not only this the light weighted and portable designed A1 series is convenient for use also. The ergonomic designed A1 series snowpad gives great comfort to the user. This can be accommodated with most of the notebooks, dimensions and wide screens wise. The A1 series snow pad consumes power directly from the notebook with ON/OFF power button. The Anti-slip rubber pads of the A1 series prevent the notebooks from sliding. It is available in black colour.
TARGUS LAUNCHES LASER PRESENTATION REMOTE
Targus introduced Targus Laser Presentation Remote (AMP13AP), a wireless multimedia laser presenter with a unique, patent-pending KeyLock technology that prevents accidental pressing of buttons during a presentation. Targus Laser Presentation Remote (AMP13AP) is an addition to Targus Multimedia Presentation Remote (AMP09AP) which is already available in India. In addition to all the normal features that one has come to expect from a presentation remote, this device sports a button that helps flash a blank screen at any stage of the presentation; very helpful to bring the attention of the audience to the speaker or to facilitate a meaningful discussion. The same button can be used to restore the presentation to the same slide as well.
OM NANOTECH UNVEILS 4GBDDR3-1600MHZ MEMORY Om Nanotech has launched 4GBDDR3-1600MHz Desktop Memory in Indian market. These are specifically engineered and designed to meet the rigorous requirements of PC and gaming enthusiasts. The 1600 MHz DDR3 Memory Modules offer faster speed, lower latencies, higher data bandwidths and lower power consumption. The 1600MHz modules are backward compatible with 1333MHz systems, without any modification. The newly launched 4GB DDR3 1600 MHz Desktop Memory is priced at Rs 935/-.
SALESFORCE.COM TO ACQUIRE RYPPLE Salesforce.com has entered into a definitive agreement to acquire Rypple, a cloud-based social performance management company. The acquisition signifies salesforce.com’s entry into the human capital management (HCM) market for the social enterprise. Salesforce.com plans to re-launch Rypple as “Successforce” and create a new HCM business unit, which will be run by John Wookey. Rypple’s unique social technologies will also extend the value of salesforce. com’s existing core products. The transaction is expected to close in salesforce.com’s fiscal first quarter ending April 30, 2012, subject to customary closing conditions. “Salesforce.com and Rypple share a vision for extending the social enterprise to transform the way we work,” said Marc Benioff, chairman and CEO, salesforce.com.
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Sparsh Launches its OmniSurv IP cameras at IFSEC India Sparsh launched its OmniSurv IP camera A-series & S-Series and the eYe and Elegant series of network DVR at IFSEC INDIA, 2011 organized at Pragati Maidan, New Delhi. The feature-rich solution comes with superior low-light performance and ONVIF compliance that seamlessly integrate with major NVR management platforms. Award-winning product lines were also exhibited as part of the SPARSH complete video surveillance solution tailored for diverse industry segments and applications. Apart from this, Sparsh showcased the most extensive range of products including new Bravura 480/650 TVL EFFIO-E Series Cameras, Indoor IR Speed Dome Cameras, Laser Speed Dome, Elegant & eYe Series Cameras, , 4/8/16/24/32 Full D1 DVRs and special cameras that attracted so many visitors. Sparsh is looking forward to explore the latest technologies and successfully establishing a solid position in the local market. The company is also taking huge interest in the Channel market than before.
Check Point Extends 3D Security
DIGILITE INCREASES VARIETY OF MOBOS FOR ALL-IN-ONE PCS Smartlink Network Systems has launched three new motherboard models DL-425IX3-FC, DL-H61S and DLH67S specially designed for ALL-IN-ONE PC Segment under its motherboard brand Digilite. All-in-one computers are desktop computers that combine the CPU and speaker into the same case as the monitor. All-In-One computers are said to be the future PCs. DIGILITE is closely working with Intel in aligning channel with its motherboards and have already started aggressively shipping its motherboards in the market. Rajan Sharma, VP – Sales, DIGILITE said, “It is our delight to work with Intel, world’s largest semiconductor chip maker. At Digilite, we bring constant innovations with changing technology and crave to satisfy needs of our consumers. All-In-One computers are definitely the next big thing in the market and DIGILITE will make a mark in this segment with the help of its new motherboard models.” DL-H61S & DL-425IX3-FC comes with Intel Sandybridge processors; CPU onboard & Intel Atom TM Singal-core D425 processor mounted onboard respectively. DL-H61S supports Intel H61 Chipset with Dual channel DDR3 1333/1066 x 2 DIMMs, Maximum 8 Gb memory and 1 PCI22.0 x 16 expansion slot while DL-425IX3-FC supports Intel NM10 Chipset with DDR3 800MHz x DIMM, maximum 4 GB memory and 1PCI expansion slot. Both the models DLH61S & DL-H67S support Gigabit Lan and 2 SATA II.
Check Point has acquired privately held company Dynasec Ltd., a leading provider of Governance, Risk Management and Compliance (GRC) solutions. The acquisition extends Check Point 3D Security that enables companies to view security as a business process, focusing on policy, people and enforcement. The combined security and GRC solutions will enable customers to manage their entire 3D Security process from corporate objectives, to policies and security enforcement – maintaining a continuous holistic security and compliance picture. Organizations today face a growing number of industry standards and government regulations that require CIOs and security officers to implement a consistent security framework that adheres to GRC requirements without disrupting the flow of business – a nearly impossible task when done manually. The acquisition will help organizations accelerate the path to 3D Security by enabling customers to easily translate compliance. r
GIGABYTE supports World Cyber Games
Avaya Introduces Ethernet Switches
Helping the online gaming flourish in India, GIGABYTE has embarked on a focused strategy of supporting LAN and video gaming competitions across the country. In line with this strategy, GIGABYTE Technology sponsored the recentlyheld World Cyber Games (WCG) India Final, and plans to have a similar association with BYOC 2012, said to be India’s largest gaming festival, slated for January next year. Sunil Grewal, Sales Head – India, GIGABYTE Technology, said, “Being the company which earlier this year had launched G1-Killer, the world’s first motherboard series designed solely for elite gamers, GIGABYTE Technology is naturally delighted to do its bit for the Indian gaming enthusiast.”
Avaya has recently announced future-ready Ethernet switches that will bring the capabilities of Avaya’s Virtual Enterprise Network Architecture (VENA) to the edge of the campus network. The new additions to the Avaya Ethernet Routing Switch (ERS) 4000 portfolio are designed to help enterprises optimize networks for communication and collaboration, and simplify the convergence of voice, video and data communications. The ERS 4000 Series can handle up to five times more traffic, consumes up to 50 percent less energy and provides a total cost of ownership that is up to 50 percent lower than competing solutions. Avaya Energy Saver functionality offers an additional 25 percent power savings.
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THECUS unveils 1U Storage Server for SMB Thecus Technology has launchED 1U4500 - a Ultra-high Performance 1U Storage Server - for the SMB market. The family of RAID enabled network attached storage is available in four-bay hot swappable network attached storage with enhanced system performance for storage computing. The newest storage server is optimised to deliver multilingual support and in addition with the quick RAID feature one doesn’t have to wait several hours before one using it for the first time as RAID is built within a snap of a finger. With SATA II hard drives and eSATA connection for easy expansion, Thecus 1U4500 can fulfill the needs of most SMBs which are looking for more storage space on their network. Its SATA II drive bays give the 1U4500 up to 8TB of storage capacity and also give users the option of RAID 0, 1, 5, 6, 10 and JBOD Support. With the function of load balancing and fail over, 1U4500 provides better throughput and non-stop connectivity. Further, it is priced at INR 79,900/- and available with M. B. Solution (P) Ltd.
AMD LAUNCHES OPTERON 6200 AND 4200 SERIES AMD has launched AMD Opteron 6200 and 4200 Series processors (formerly code-named ‘Interlagos’ and ‘Valencia’). The new AMD Opteron processors are designed to give enterprises 84 per cent higher performance, increased scalability for Virtualization with up to 73 per cent more memory bandwidth, enabling servers to host more virtual machines and also handle increasing workloads and efficient economics for the Cloud with half the power per core, etc. “Our industry is at a new juncture; virtualization has provided a new level of reliable consolidation and businesses are now looking to the cloud for even more agility and efficiency. Leading OEMs are now offering cloud, enterprise and HPC customers a full suite of solutions based on the industry’s most comprehensive server processor portfolio, the new AMD Opteron family of processors which deliver an inspired balance of performance, scalability and efficiency,” said Paul Struhsaker, corporate Vice President and General Manager, Commercial Business, AMD.
Strontium Launches 8GB DDR3 Memory Strontium has brought out with 8GB DDR3 memory modules for desktops, laptops and workstations. These high-density DDR3 modules feature a 1600MHz operating speed for multitasking, web browsing and gaming. They are fully downward compatible with 1333MHz and run at 1.5V for maximum compatibility. The 8GB memory upgrade would immensely help users who need to work with large data sets. Users like CAD/CAM engineers, professional and gamers
can now have the option to load 32GB in their desktops or 16GB in their laptops. Ajay Kogta, Country Manager, India Subcontinent, said, “Like all Strontium products, these 8GB modules use only major brand chips such as Micron and Hynix and are built to JEDEC specs.” 8GB DDR3 memory module will consume less power. These modules are ROHS compliant and backed by a lifetime warranty.
HP Launches a Tiny Projector HP launches small form factor projector as a perfect companion of the notebooks. Known as HP Notebook Projection Companion, this projector is remarkably compact and can easily fits into a notebook carrying case. With dimensions of just 3.6 x 1.6 x 4.4 inches and weighing less than a pound, this ultra-portable mini projector is the perfect projection accessory for any notebook PC. Compatible with HP Business and Consumer Notebook PCs and other notebooks with a VGA connection, this ultra-portable accessory is powerful and durable. Designed for use in smaller settings, the HP Notebook Projection Companion is the ideal notebook accessory for highly mobile users. Based on DLP technology offers a lower total cost of ownership (TCO). The projector features an LED light source with up to 10,000 hours of usage life (up to five years of typical use), thus there are seldom any bulbs to buy or parts to replace—the initial purchase price of the projector is your only cost. Further, the HP Notebook Projection Companion is available INR29, 990.
AOC Introduces new 27” LED monitor AOC recently launched its 27” wide LED monitor, e2795Vh in India. AOC’s e2795Vh, with its sharp WLED panel, renders livelier and brighter pictures with a fantastic contrast. The slim widescreen monitor with a response time of 2 ms, a resolution of 1920 x 1080 pixels (Full HD) and wide viewingangles is perfect for fast-paced games and movies as well as making official presentations. A full range of digital connectivity including VGA, DVI and HDMI ports and a four-way USB hub makes it easy to connect the display to almost any output in the home or office. Built-in stereo speakers ensure great sounds come to life while eliminating the need for external speakers.
Umax to Provide Variety of Gaming Casing UMAX launched a new series of casings. UMAX now with its exclusive distributor Neoteric Infomatique is now focusing on providing a wider range of choice to its customers. This fantastic new range of stylish and chic casings boast of strength and superior quality, with a UV finish and versatile look that sets them apart. UMAX is focusing on providing a varied range to its customers, and now offers 8 models in the mid-range and 9 models in the Hi end range in addition to its entry level casings. Mrugesh Devani, Senior Business Manager, Neoteric added, “Our launch of a new series of casings is a step forward in bringing great products at competitive prices, to our valued customers. We will soon be launching a brand new range of dynamic gaming casings as well.”
Rajasthan gets RITO The North West state of India Rajasthan gets Information Technology organization (RITO) with a commitment of the betterment and promotion of IT, IT related products, IT HR, IT Education and IT services in the entire state. In unanimously election Tarun Taunk (Chief Editor IT Voice) is elected for the post of President, Mr. Ramesh Yadav (Proprietor of Yash Enterprises) for Vice President, Mr. Sooraj Khatri (Director Indian Overseas Bank) for General secretary, Mr. Rahul Mehta (Director - GIPL) & Mr. Manish Jain (Head Vighneshwara) for Joint secretary, Mr. C.L. Yadav (Charted Accountant) for Treasurer, Mr. Ritesh Sharma for PRO in Rajasthan Information Technology Organization.
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RICOH Selects Accel Frontline As Service Partner Ricoh India appointsAccel Frontline Service as its Strategic Warranty & Service Support Partner for Laser Printers. The alliance with Accel Frontline Services extends the reach of RICOH’s after-sales support across the country. Customers can contact Ricoh’s Centralized Tech Help Desk No.(1800 116600 /1800 103 0066.) for On-Site Warranty and service related support. A dedicated technical staff of Accel will provide doorstep repair & replacement services for in-warranty & out-warranty products. With 170+ On-Site Service Centers across the country, Accel Frontline has excellent control over logistics and technical know-how to service RICOH’s Printers customers. “We are proud to partner with RICOH for their support services. RICOH has a huge customer base spread across the country who can expect timely, efficient and high quality services through our joint efforts,” said Damodar Sahu, General Manager-Strategic Initiatives, Accel Frontline Services Limited, India.
HP IPG Turns to SOHO and SMBs with New Solutions
QNAP EXPANDS ITS TURBO NAS PRODUCTS RANGE QNAP Systems is extending the number of compatible peripherals for its Turbo NAS products. The additions, including two external storage devices, two 3.5-inch hard drives, four IP cameras, and three 3rd party backup applications are now fully compatible. The Turbo NAS series models are now compatible with the Astone RD-230 Dual Bay and Tandberg Removable Cartridges (160GB & 640GB) external hard drives and the following 3.5-inch internal hard drives: Hitachi HUA723020ALA640 and HDS5C3030ALA630. Three new 3rd party backup applications from FarStone now work with QNAP Turbo NAS including: Total Recovery Pro, Total Backup Recovery Advanced Server, and Total Backup Recovery Advanced Workstation. To provide Turbo NAS users with more IP camera options, the following models are newly added to the compatibility list: D-Link DCS-900(A) and DCS-900(B1/ B2), Panasonic BL-C111 and Vivotec IP 7330.
In a bid to intensify its presence in SOHO and SMB segment, HP IPG has added a new range of imaging products with monochrome, color LaserJet single and All-in-Ones (AiOs) functionality. The new printing systems are designed to allow cost-conscious SOHOs and SMBs the ability to print professional quality documents at an affordable price. As per the company release, the new products are high on ‘green’ quotient with features like HP Auto-On/Auto-off technology and HP Smart Web Printing. The new printers include HP LaserJet Pro P1108, a single function monochrome priced at Rs. 6,599/-. However its other variant - HP LaserJet Pro P1106 - is available for Rs. 5,999/-.
Transcend Drive for iOS & Wi-Fi Transcend launches its new StoreJet Cloud Wireless Portable Drive. Featuring small dimensions, long-lasting battery, and capacity of up to 64GB, the portable StoreJet Cloud significantly extends the storage space available on Apple iOS and other Wi-Fi enabled devices. Photos, documents, eBooks, music, and movies are accessed via a dedicated wireless network, providing much-needed freedom from cables. StoreJet Cloud offers support to the capacity limitations of mobile devices and presents an excellent value alternative to the ongoing expense and coverage demands of Internet storage. Further, Transcend StoreJet Cloud is currently available in two capacities: 32GB (approx. INR 8,700); 64GB (approx. INR 15,399), and backed by Transcend’s two-year limited warranty.
SAP HANA Appreciated by Industry Dr. Vishal Sikka, member of the SAP Executive Board, Technology & Innovation has announced that the leading independent software vendors are adopting the open SAP HANA platform for their existing products and building completely new applications. The company also revealed that SAP HANA is at the core of its platform roadmap, powering both renewed applications without disruption as well as unprecedented new applications. The announcement was made at the SAP Influencer Summit 2011, being held in Boston from December 13-14. SAP also showcased the latest customers to experience the power of SAP HANA across industries, giving them instant access to massive amounts of information and the ability to make real-time decisions.
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PARTNER CORNER
GLOBAL DISTRIBUTION TO TOUCH US$ 1000 MILLION IN 2012
Fairly a young company Global Distribution has reached US$629 million in 2010 and is projected to reach US$850 million in 2011.
G
lobal Distribution Group is a renowned international IT distribution company spread all over the world. Founded in March 2001 as a limited liability company in Dubai, Global Distribution Group has a customer base of 20,000 in 20 countries. The group turnover has steadily increased since 2005 reaching US$629 million in 2010 and is projected to reach US$850 million in 2011 and US$ 1000 million in 2012. Headquartered in Dubai, Global Distribution Group has various subsidiaries in Europe, USA and its subsidiary in India, Global Infonet Distribution Pvt. Ltd. V.M. Chandra Sekar, the Chairman and Managing Director of the group attributes its success to the three key enablers viz, People with proven track record, credible Vendor relationship built through market growth and penetration and Working capital provided by the Group’s inherent financial strength and the supporting financial institutions. Chandra Sekar has recently taken over as the Managing Director of Global Infonet Distribution Private Limited, India (the Company) devoting majority of his time to the growth and development of this Indian subsidiary. The Mission Statement for the Company is ‘To become one of the Top 3 Indian IT distributors by the Year 2013’. With a huge presence in India covered by 38 branches, the Indian operation has projected a turnover of INR.900 Crores for 2011 with a very steady growth pace for the coming years. The three business segments of the Indian operations will be: 1. Value Added Distribution (represented
by PC brands, Components and Others) 2. Pure Fulfillment for B2B business, and 3. Retail Distribution. The Global Distribution Group has infused immediate cash and credit facilities to support the Indian operations. With these new infusions, while strengthening its relationship with existing vendors, the Company is also actively involved in engaging new Vendors in various segments of the IT distribution. The Company is planning to increase its manpower by 30% all over India. The Company is also planning to increase its Upcountry presence by enhancing incountry logistics, credit availability and its Partner reach. “We are a Global Company with a LOCAL MIND. I am quite excited to take over as Managing Director of our Indian subsidiary. We will bring our International experience in IT arena into India, also our Financial resources which combined with our Local expertise will definitely help us to achieve our Mission statement by 2013. As a Group we are also actively pursuing to acquire more IT Companies within India to increase our overall Portfolio,” said Chandrasekar. The Company recently held its All India Sales Meet in NCR, where more than 200 Company employees participated. This event was a great success and was also attended by Representatives of the Company’s Major vendors. Mahesh Bhalla, Executive Director and General Manager of Dell India graced this event and gave a scintillating speech. During this event. Mr. Mahesh Bhalla also awarded a Certificate of Appreciation recognizing the strong partnership between Dell and Global Infonet and to commemorate the achievement of completing Rs.1,000 Crores turnover.
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COVER STORY
TECHNOLOGY TRENDS 2012
CAN
APP STORES REPLACE IT MARKETS? BY SANJAY MOHAPATRA sanjay@smechannels.com
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TECHNOLOGY TRENDS 2012
The year 2012 is not very far from now. The tech providers and partners have already started getting ready for the realignment – at least at the mental level. It is very much for the reason that people should invest on latest and right technology.
COVER STORY
AS PER GARTNER, THE TOP 10 STRATEGIC TECHNOLOGY TRENDS FOR 2012 WILL REVOLVE AROUND MEDIA TABLETS, MOBILE-CENTRIC APPLICATIONS AND INTERFACES, CONTEXTUAL AND SOCIAL USER EXPERIENCE, INTERNET OF THINGS, APP STORES AND MARKETPLACES, NEXT-GENERATION ANALYTICS, BIG DATA, IN-MEMORY COMPUTING, EXTREME LOW-ENERGY SERVERS AND CLOUD COMPUTING.
W
ith the gradual fading of 2011, partners and SMEs are waiting for the forecasts and predictions about technology trends for next year by the major vendors so that they could wait and invest on the right technology. As per Gartner the Top 10 Strategic Technology Trends for 2012 will revolve around media tablets, mobilecentric applications and interfaces, contextual and social user experience, Internet of things, app stores and marketplaces, next-generation analytics, big data, in-memory computing, extreme low-energy servers and cloud computing. Woven throughout that list are opportunities that involve mobility, both on the front-end and back-end, and the incorporation of consumer mobile devices in the enterprise. Similarly, Deloitte Consulting’s principal and CTO Mark White, says that Mobility, social, analytics, cloud and cyber are technology forces each impacting business today. The intersection of these represents an opportunity for new business technology value and innovation. Truly mobile computing, social media, virtualization and cloud computing are going to be major base of technology in coming year and beyond. As per Ajay Goel, Managing Director, India and SAARC, Symantec, “Among the various security incidents that made waves in 2011, it will go down as the year in which the foundation for the successor of the infamous Stuxnet was laid. It will also be remembered as the year the mobile malware movement began in real earnest. Finally, 2011 was undoubtedly the year of the targeted attack; with a concerning number of incidents involving compromised legitimate digital certificates. Looking back on 2011 also gives us a per-
spective of what we can expect to see in 2012, including: Advanced persistent threats (APTs) continued to target industrial control-related organizations, while critical infrastructure protection program awareness and engagement waned. A recent Symantec Critical Infrastructure Protection (CIP) Survey found that companies are generally less engaged in their government’s CIP programs this year when compared to last. In fact, only 37 percent of companies are completely or significantly engaged in such programs this year, versus 56 percent in 2010. When combined with recent revelations around the Duqu threat whose purpose was to gather intelligence data and assets from organizations such as manufacturers of components commonly found in industrial control environments, the findings of the CIP Survey are particularly troubling. At this point in time, there is no reason to assume the attackers behind Duqu were unable to gather the intelligence they were looking for. As the use of smart mobile devices has exploded, the risks surrounding them – particularly mobile malware and data loss – have also experienced unprecedented growth. According to Gartner, sales of smartphones will exceed 461 million by end of the year, surpassing PC shipments in the process. This explosion has captured cybercriminals’ attention and as a result, the year 2011 saw significant real growth in the amount of mobile malware. From malware seeking to embarrass victims to malware exploiting premium rate number billing, to malware focused on information theft, it’s undeniable that 2011 was the first year mobile malware presented a true threat to enterprises and consumers. The rise of the tablet has also presented concerns around the
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COVER STORY
TECHNOLOGY TRENDS 2012
“WE WILL CONTINUE TO DEVELOP TECHNOLOGIES, SERVICES, AND SOFTWARE PLATFORMS THAT ENABLE OUR CUSTOMERS TO LEVERAGE THE NETWORK TO SOLVE THEIR GREATEST BUSINESS CHALLENGES.” B RAGHAVENDRAN, VICE- PRESIDENT AND HEAD PARTNER ORGANIZATION CISCO INDIA AND SAARC threat of well-meaning and malicious insiders that can fly under the radar of IT. Cybercrime’s spread from the criminal underground to the business mainstream was highlighted by a surge in targeted attacks Symantec’s November Intelligence Report shows that targeted attacks are becoming more prevalent in 2011. Large enterprises with more than 2,500 employees, received the greatest number of attacks, with 36.7 targeted attacks being blocked each day. By contrast, small-tomedium sized businesses, with less than 250 employees, had 11.6 targeted attacks blocked daily during the same period. The increasing number of targeted attacks is being driven at least in part by competitive advantage as companies explore digital espionage to acquire sensitive, proprietary data from competitors. High-profile hacks of Secure Sockets Layer (SSL) Certificate providers and malware threats that misuse SSL certificates became an issue in 2011 Publicity and public ire about SSL-related breaches such as DigiNotar and Comodo reached an all-time high in 2011. Malware threats increasingly came from sources using SSL Certificates that cyber criminals either stole or fraudulently acquired. As per Kaushal Veluri- Director, Channels & Alliances, India Subcontinent, Citrix, the key trend in 2012 will be BYO3, Workshifting and Desktop Virtualisation. Indian market will witness increase in tablet adoption, people adapting to workshifting and employee base demanding workshifting concept. According to Citrix Improved information security drives 92 percent of desktop virtualization deployments. Ninety one percent of organizations surveyed have implemented desktop virtualization or plan to do so before the end of 2013 according to new global research commissioned by Citrix. Of those organizations, 92
percent are adopting desktop virtualization to improve information security. Allowing employees to be more mobile instead of being locked in at an office location, to use their own device for computing, to use cloud based applications/services, using 3G wireless access will be a norm in many companies and technologies like Desktop Virtualization will enable companies to adopt these changes and enable mobile workstyles. Syed Masroor-Head, TESCO,NetApp India predicts that there will be Scale Out of NAS besides other things.
“2011 WAS UNDOUBTEDLY THE YEAR OF THE TARGETED ATTACK; WITH A CONCERNING NUMBER OF INCIDENTS.” AJAY GOEL, MANAGING DIRECTOR, INDIA AND SAARC, SYMANTEC
According to IDC, non structured file- type data is increasing at the fastest rate and is predicted to occupy 80% of the total storage capacity by 2012. Network Attached Storage (NAS) is the best option for storing non-structured data that maybe scattered throughout millions of files. Scale-out NAS marks a new trend in storage. The scale-up model is coming to an end, be it NAS or SAN, much in the same way CPU technology is evolving from frequency improvement to kernel enhancement. Scaleout NAS, though helping enterprise users to take on the challenges in surging demands for storing non-structured data with its scalability and manageability, has weaknesses in some functions such as snapshot management and restoration, remote duplication-based disaster tolerance, and multi-protocol support. Despite its weaknesses, scale-out NAS shall witness its users increasing constantly and its ability to deal with the explosive growth of data Moving to One Wire Network convergence shall be a big trend for both storage and networking segments. Network convergence is bringing together Fibre Channel, iSCSI, NAS, IP and clustering into a single physical layer that can be shared and optimized to make the other trends we outlined here possible. Without the right network, none of the other trends would be changing the world. The move to one wire will happen in many phases, over a number of years, but it will happen, and 10Gb Ethernet (10GbE) with the new Data Center Bridging (DCB) enhancements will be the key technology to enable network convergence. The India Enterprise Storage market is evolving and the momentum is shifting towards Ethernet in a big way. The underlying reason for this is a ten-fold increase in Ethernet speeds. We are seeing increased adoption of 10G in data centers, which will drive economies of scale. This in turn is catalysing the shift towards deployment of Ethernet Storage. Significant advances in Ethernet technology like 10 Gigabit and FCoE driven by key storage networking players have made this a promising option. It offers the speed and reliability of Fibre Channel at the cost of Ethernet. NAS for Desktop Virtualization will gain further momentum in the year 2012 along with NAS for industry players like that of Oracle and Microsoft. Rajiv Bhalla, Associate Vice President & Country Head, Sales & Marketing, NEC India Pvt. Ltd. says that the unified communication market in India is estimated at Rs. 6,000 crore for the year 2010-2011. The market grew by 35-40 percent; over last year. The UC market is
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COVER STORY
TECHNOLOGY TRENDS 2012
“AS WE ENTER 2012, TWO KEY AREAS THAT WOULD BE CRITICAL TO THE GROWTH OF BIG ENTERPRISES AS WELL SME BUSINESSES ARE CLOUD COMPUTING AND MOVING INTO THE ERA OF BIG DATA.” RAJESH JANEY, PRESIDENT, INDIA AND SAARC, EMC CORPORATION
moving into a significant phase where overall awareness and customer hand-holding is necessary. Greater UC effectiveness like reduced TCO, greater efficiencies and optimization of resources need to be validated through case studies. Among the verticals where we have seen and will see greater adoption of UC are: hospitality, SME & healthcare. There has been a massive evolution and adaptability of unified communications in Hospitality segment of late. Hoteliers are effectively using unified communication solutions to improve their guest experience, reduce the total cost of ownership and provide access to their customers anytime, anywhere. With the influx of technology and sophisticated solutions, conventional sources of earning revenue have dwindled. With the intention of increasing revenue the hotels are looking at offering a bouquet of value added services like movie on demand, music downloads, interactive games which will entice the guest and also add revenue. Companies today are aware of the potential that exists in the SME sector and are introducing customized and cost effective communication solutions for small and medium enterprises. According to a survey by Access Markets International (AMI) Partners, Inc. India SMBs spent approximately $165 million on unified communications (UC) in 2010, with close to three fourths of all businesses deploying UC applications. Instant messaging applications are ubiquitous and hosted audio & web conferencing applications show significant usage among businesses having 10+ employees. Going forward, I foresee the SME sector to be big adopter of UC solutions. Another lucrative vertical for UC is healthcare. Healthcare is a communication intensive business. Good communication has a profound effect on the quality of delivery in healthcare
organization. Healthcare organizations are increasingly facing challenges – the ongoing pressures to improve operating margins while meeting the increasing demands for high-quality patient care. Implementing a Unified Communications (UC) framework can address these concerns by providing solutions that improve collaboration between medical and administrative staff, enabling faster and better decision making.
“CONSUMERIZATION OF IT, MOBILITY, CLOUD COMPUTING, STORAGE, ETC. WILL CONTINUE TO GROW AND SMBS WILL BRING THE NEXT WAVE OF GROWTH FOR OUR COUNTRY.” BOBBY MON, HEAD-ENTERPRISE BUSINESS, SMB, DELL INDIA
The overall UC market has matured and evolved significantly in 2011. The most notable change has been the shift in emphasis from broad UC portfolios toward fuller UC suites. UC is set to become all pervasive and is set to be a game changer in the way we communicate. Adoption of UC will come from unconventional verticals like SMEs, healthcare and hospitality. As the technology becomes more main stream its adoption is only going to increase. Bobby Mon, Head-Enterprise Business, SMB, Dell India predicts of IT being the key enabler, consumerization of IT, mobility, cloud computing, storage, etc. will continue to grow and SMBs will bring the next wave of growth for our country. IT is now being seen as a key enabler for almost all business activities - from sales and marketing to internal organizations, training and customer outreach - and is no more just about automating the back office. Also, most customers, especially the larger enterprises, will continue to look for vendors that offer a heterogeneous approach and do not tie them into proprietary technology costs. Today’s Virtual Era is best defined by the blurring of lines between consumer and commercial technology. People no longer differentiate between consumer electronics, computing and even entertainment industries – they just know they want seamless, always on connectivity to their social networks and content. Consumerization is driving a new mindset – one of open collaboration and freedom with the blurring of work and home, emergence of new mobile devices and changing expectations of IT and their work experience. There is a huge change underway in end user devices. We see the rapid adoption of mobile devices such as broadband-enabled handhelds, tablet PCs, laptops and other portable Internet endpoints creating new opportunities and challenges for Dell, our partners and customers. This phenomenon is creating the first truly mobile workforce and virtual workplace, giving people the ability to work when and how they choose. We, on our part are investing heavily in these areas; not just devices like smartphones, tablets, laptops, etc. but in the systems management appliances, desktop virtualization, etc. Given the focus on driving cost efficiencies, productivity and business growth, we will continue to see technologies such as virtualization lead the way. Desktop virtualization would be critical in this aspect. As more and more medium and large-sized companies accelerate the need for dynamic and converged infrastructure to support the business needs of next eco-
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COVER STORY
TECHNOLOGY TRENDS 2012
“THE KEY TREND IN 2012 WILL BE BYO3, WORKSHIFTING AND DESKTOP VIRTUALISATION. INDIAN MARKET WILL WITNESS INCREASE IN TABLET ADOPTION, PEOPLE ADAPTING TO WORKSHIFTING AND EMPLOYEE BASE DEMANDING WORKSHIFTING CONCEPT.” KAUSHAL VELURI, DIRECTOR, CHANNELS & ALLIANCES, INDIA SUBCONTINENT, CITRIX
nomic cycle, and look for optimized utilization of resources such as space, power & cooling and people, virtualization will help drive improved ROI and efficiency. Cloud computing is at a tipping point and we see it as a big opportunity for growing businesses to keep up with their growth without having to invest in and manage their infrastructure. IDC predicts cloud computing will capture 25% of IT spending by the year 2012, For the Indian market conditions, this is the right time to offer such services to ease infrastructure management leveraging the cloud. Factors that can trigger this model include companies looking for optimizing resources and reducing capital expenditure. Secondly, this model will be great help to companies who do not have mature IT teams and skilled manpower. Storage, especially for SMBs, is more important than ever. Data is growing at exponential rates, with IDC projecting a 60% growth rate in the digital universe this year, or nearly 1.8 zettabytes of data by the end of the year. That’s a 10-fold increase over the past five years. Today, there’s still a need to secure data but there’s also a demand for data to be shared so that remote workers, partners, customers and even mobile applications have several access points, anytime, anywhere. We believe the future, especially for SMBs, lies in Ethernet-based storage technologies largely because of Ethernet’s ubiquity, customers’ understanding of TCP/IP, lower total cost of ownership and the benefits of Ethernet when dealing with virtualization. For IT professionals, that means faster and safer configuration and monitoring, a single pane of glass for management, lower operational expenses due to a lesser need for training, and a storage offering that scales to meet the growing number of virtual machines.
SMBs will bring the next wave of growth for our country. SMBs cross a wildly diverse mishmash of industries, sizes, and offerings, each with its own unique objectives and visions – but they share the desire to succeed; the challenge is to make their IT a true contributor to that success. Rajesh Janey, President, India and SAARC, EMC Corporation, says, “As we enter 2012, two key areas that would be critical to the growth of big enterprises as well SME businesses are Cloud computing and moving into the era of Big Data.”
“MOVING TO ONE WIRE NETWORK CONVERGENCE SHALL BE A BIG TREND FOR BOTH STORAGE AND NETWORKING SEGMENTS.” SYED MASROOR, HEAD, TESCO, NETAPP INDIA
As per a study in 2011 by EMC-Zinnov Consulting, there is an increased preference of cloud adoption over the next five years in India. The total cloud market in India, currently at US$ 400 million will reach a market value of US$ 4.5 billion by 2015; of which private cloud adoption will dominate and account for US$ 3.5 billion in revenues, growing at over 60 percent. The study also highlights that private cloud market will create 1 lakh jobs by 2015 from 10,000 today – an opportunity for students and the workforce – companies today are under-skilled in addressing cloud computing implementations in India. Though much of the industry is yet to adopt the cloud but due to implementation simplicity and cost saving purpose cloud is going to be the game changer for Indian IT. However EMC believes cloud is not only about cost saving and implementation simplicity but also a new source of revenue generation. The revenue generation can be achieved through adopting the IT as a Service model. Digital data is now everywhere – in every sector, in every economy, in every organization and user of digital technology. While this topic might once have concerned only the data geeks, Big Data is now relevant to leaders across every sector, and consumers of products and services stand to benefit from its application. The ability to store, aggregate, and combine data and then use the results to perform deep analyses have become even more accessible. In a nutshell, the premise behind big data is scarily simple. Many of the newer IT-based value propositions are being built around gathering and leveraging vast amounts of information. More data, more value and it’s a trend to watch out for in 2012. The discussion on Big Data is at a preliminary stage with CIOs and IT Managers today, and the tempo is picking up real fast. Reason for this is that CIOs are faced with enormous amount of important data sets and are turning to mine them for insights for business value. There is a lot of exponentially more raw information available to gather and harvest. Also, most enterprises are contemplating to virtualize and move to the cloud at some point. All this requires a pre-determined plan of moving large data assets, securing them and a plan to drive analytics. Verticals that have been traditionally heavy consumer-centric and IT-savvy, such as retail, BFSI, or others which process significant amounts of information such as Oil & Gas and Healthcare for example are turning to applying existing data for business insight. While a market estimate is difficult to predict right now, it is clear that large enterprises who have gigantic portions of digital data are actively considering Big Data analytics.
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COVER STORY
TECHNOLOGY TRENDS 2012
“AMONG THE VERTICALS WHERE WE HAVE SEEN AND WILL SEE GREATER ADOPTION OF UC ARE: HOSPITALITY, SME & HEALTHCARE.” RAJIV BHALLA, ASSOCIATE VICE PRESIDENT & COUNTRY HEAD, SALES & MARKETING, NEC INDIA PVT. LTD.
Another factor that will fuel the need for Big Data is the ever-increasing growth of digital data. An IDC-EMC study determined that India generated nearly 40,000 petabytes of data in 2010. The report also revealed that over the next decade (2010 to 2020), digital information in India will grow twice as fast as the worldwide rate driven by the roll-out of 3G/BWA networks, digitization of television networks, and increased technology adoption among individuals, SMBs, enterprises and in Government services like the Unique ID project, Census, among others. Cisco is the leader in the networking space and recently they have come into computing space with their data centre and cloud computing offering. B Raghavendran Vice- President and Head Partner Organization Cisco India and SAARC, says, “As the network increasingly becomes the platform for delivering a plethora of services, we have seen a big jump in Internet traffic. Additionally, the proliferation of smartphones and tablets, increased traction in cloud services and virtualization as well as the growing popularity of IP voice and video have all resulted in the amount of data traffic increasing manifold. As the role of the network transforms, it is becoming central to establishing connections between people, devices, and information.” Some of the top trends that Cisco foresees in Networking in 2012 are as follows: n Device and content agnosticism: The network will unify wireless and wired access to support the proliferation of devices (“bring your own device”, or BYOD) and ubiquitous mobility. Virtualization and cloud services will deliver content whenever they provide a lower cost of ownership. n Increased collaboration with customers, staff, suppliers and other partners will grow, using video, data, and voice communications
on a variety of devices. There will be increased emphasis on the ability to quickly and easily collaborate no matter where people are will transform business processes. Video will be the cornerstone of collaboration, for a range of applications from social networking to smart connected communities. n Network security will gain prominence as the amount of data increases. We will see con-
“THE CHALLENGE FOR STORAGE TECHNOLOGY LIES IN KEEPING PACE WITH INFLATING CAPACITY REQUIREMENTS WITHOUT COMPROMISING ON THE EFFICIENCY.” KHALID WANI, SALES DIRECTOR - BRANDED BUSINESS FOR INDIA, MIDDLE EAST, AND AFRICA, WD
vergence of elements such as firewalls, content security, and policy and identity management. As a result, seamless connections and contextaware security that recognizes who you are, what you’re supposed to have access to, what device you’re on, and where you are globally, and then provides access accordingly. Additionally, IP based physical safety and security will also continue to gain prominence. n As the global population heads towards 7 billion, governments and urban planners are looking for smarter ways to use available resources to deliver more with less. Information technology is an important enabler of a more sustainable approach to designing, building, and operating cities. Smart and connected communities are no longer just a vision but will increasingly become a reality. n Network technology architecture will connect any device across any combination of networks, increase cost efficiency by integrating network security and management, and improve business processes, including energy management. Architecture virtualization scales up the efficiency power of the IT infrastructure significantly and enhances the performance of the increasingly complex and consolidated systems. n Data Centre consolidation will become important to ensure optimal utilization of existing resources and assets. Virtualization will play a big role in the near future as IT organizations morph into more and more of a services management framework. n The transition from Internet Protocol version 4 (IPv4) to IP version 6 (IPv6) will continue to gain momentum. The use of globally unique IPv6 addresses simplifies the mechanisms used for reachability and end-to-end security for network devices, functionality that is crucial to the applications and services that are driving the demand for the addresses. n 802.11n wireless networks will continue to see an increase in adoption with the ability to create a seamless working environment by combining the mobility of wireless with the performance of wired networks. Fiscal 2011 was one of the most transformative years we have seen at Cisco. We prioritized, simplified, and took action to drive Cisco’s continued market leadership. We believe the network will continue to grow in importance and could become our customers’ most strategic information technology (IT) asset. We will continue to develop technologies, services, and software platforms that enable our customers to leverage the network to solve their greatest business challenges.
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COVER STORY
TECHNOLOGY TRENDS 2012
As a graphics platform leader AMD expects a lot of changing trends in the industry. As per Raghuram Pattabiraman, Director - Transaction Business, AMD India, Microsoft DirectX 11 is the latest in high-speed, high-fidelity gaming and computing and features technologies like Compute Shaders, Direct2D, Multithreaded Rendering and Tessellation. DirectX 11 can enable not just more visually stunning games, but significant performance improvements when it comes to browsing websites and everyday applications. As users need a graphics card which gives complete support, performance and enhanced image quality for DX11, this surely will be one trend to watch out for. So the technology like AMD Eyefinity technology, AMD HD3D technology, AMD App Acceleration and AMD CrossFireX technology are going to largely influence the multimedia industry. Very recently, due to the natural disaster in Thailand, HDD market had received a strong hit. Even today, the vendors as well as the partners are not able to get out of that impact. Khalid Wani, WD’s sales director - branded business for India, Middle East, and Africa, says, “The quantity of digital information is doubling every two years. The challenge for storage technology lies in keeping pace with inflating capacity requirements without compromising on the efficiency and cost-effectiveness of storage peripherals.” Fortunately, computer storage technology is evolving with hard disk drives (HDDs) at its core. Storage vendors are working together to pre-empt tomorrow’s storage requirements and standards. New possibilities are being discovered and evaluated everyday to deliver innovative products that will address the tomorrow’s storage demands. Industry analysts anticipate that the digital universe will grow to about 1.8 trillion gigabytes of data in 500 quadrillion ‘files’ this year. Interestingly, only about 25% of this data will be generic – the rest will consist of redundant copies! This information is contained in IDC’s report titled ‘Extracting Value from Chaos,’ on the exponential growth of the digital universe. To paint a clearer picture, it states that about 57.5 billion 32 Gb iPads are required to store 1.8 ZB of data. Or, 200 billion high definition movies, each 120 minutes long, and it would take one person 47 million years of viewing around the clock to watch every movie. The paper goes on to reveal that notwithstanding a global economic recession in 2010, the digital universe set a new record by breaking the ZB barrier. By 2020, it will be at least 44 times its current size.
So now that electronic data is set to exceed the 2 ZB barrier let’s take a look at the factors that are driving the demand. Let me point out first, that ‘shadowing technology’ has contributed more to the demand than actual user-generated content. Digital lifestyles, streaming and personal content creation for home entertainment, Social Media, cell phones, security and surveillance applications, and finally Cloud Computing are going to push the erstwhile boundaries of data storage more than ever. As highlighted earlier, Redundancy of stored data is responsible for a large portion of the demand. For instance, anything stored on a smartphone or tablet is either duplicated or backed up elsewhere. Enterprises are increasingly embracing the Cloud for storage and services. Critical data store on the Cloud is backed up several times in multiple datacenters across locations. Clearly, the enterprises’ need for storage and secure backup is only going to increase. Social platforms such as Twitter or Facebook
“AS USERS NEED A GRAPHICS CARD WHICH GIVES COMPLETE SUPPORT, PERFORMANCE AND ENHANCED IMAGE QUALITY FOR DX11, THIS SURELY WILL BE ONE TREND TO WATCH OUT FOR.” RAGHURAM PATTABIRAMAN, DIRECTOR - TRANSACTION BUSINESS, AMD INDIA
backup users’ data at least 3 times. Data is created around online transactions and purchases, and continuously updated streams of analysis are stored, directed and accessed in the vortex. As capacity and density requirements spiral upwards, storage companies face barriers with current technical standards. For SSDs, as NAND Flash reaches semiconductor limits for lithographies below 1X nanometers, new technologies such as vertical NAND or 3D stackable NAND are striving to extend NAND Flash technology. Other technologies contending to succeed NAND are: 3D resistive RAM, phase change memory (PCM) and spin-transfer torque magneto-resistive RAM. Hard drives presently hover at maximum capacities of 3 terabytes in the 3.5 inch form factor. Current magnetic drives employ perpendicular magnetic recording (PMR). Since PMR began shipping in 2005, storage densities have increased as much as eight times from the previous standard, longitudinal recording. Thereafter, improvements in Areal Density have enabled disk capacities to meet demands. However, PMR is reaching its limit. An interim answer may be shingle magnetic recording (SMR) technology. Like shingle tiles layered on a roof, SMR writes partially overlapping data tracks in a particular direction, radially to increase a drive’s areal density, getting more tracks on disk platter surfaces. It provides a 20 – 50% increase over conventional recording. An ideal fit for selective functions such as archive data storage, SMR will likely remain as a technology option in combination with other enablers on a forward basis. Another technology under investigation is that of bit-patterned media (BPM) which involves pre-defining the size and position of bits in the recording medium and is expected to increase storage density on HDDs to 10 terabits or more per square inch when used in conjunction with EAMR. Anticipated to come to market in 5 to 7 years, BPM records individual bits on lithographed islands of strongly-coupled magnetic material which retain each bit’s magnetic charge, thereby allowing the bits to be far smaller than would otherwise be possible with continuous media. Speed-bumps to BPM’s implementation are significant cost and fabrication concerns.
Finally... Overall, there will be evolution in all technology space but the enteprise applciations will largely revolve arround cloud computing, virtualization and mobility. Tablets will play a major role in enterprise and cosnumers life.
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SME CHAT
AGC NETWORK
NAVED SHAFI VICE PRESIDENT - SME & CHANNEL BUSINESS, AGC NETWORKS LIMITED
“GROWING AGGRESSIVELY ON SME TURF“
Part of the US$15 billion Essar Group, AGC Networks is India’s leading solutions integrator in enterprise communications. The company has evolved in various phases and adopted technologies that are relevant to the industry. SME Channels spoke to Naved Shafi- Vice President - SME & Channel Business, AGC Networks Limited, to know about their strategy. Excerpts. How AGC Networks perceives SME market in India? What is the potential? Small and Medium Enterprises (SMEs) play a pivotal role for the growth of Indian economy by contributing 45% of industrial output, 40% of exports, employing 60 million people, create 1.3 million jobs every year and produce more than 8000 quality products for the Indian and international markets. SME’s Contribution towards GDP in 2011 was 17% which is expected to increase to 22% by 2012. There are approximately 30 million MSME Units in India and the growth will pace ahead of GDP growth. It is imperative for AGC Networks to be present in this segment. The ‘SME & Channel Business’ of AGC Networks has been identified as one of the major growth drivers for the company as a whole. AGC is known as an organization for the large enterprises, how does AGC address the SME market? SMEs require simple, flexible, scalable solutions that are cost effective and need minimum investment. Keeping these in mind we have tried to reduce the complexity of a large enterprise solution and convert it into a ‘solution in a box’ package for SMEs. For example a ‘Networking’ project for a large enterprise would require a
complex design consisting of servers, switches, routers, firewalls, Wi-Fi, etc. however for an SME a compact ‘all-in one-box’ with limited ports can do the wonder at an affordable price point. We are also taking the channel route to reach these SMEs present at various Tier II & III cities. What kind of offerings you have for the SMEs partners? AGC Networks has designed its SME solutions with a clear objective of enabling them to communicate quickly, increase productivity, develop new business opportunities, and connect to global networks. We are here to help them choose, manage, and provide seamless upgradeability of all their Information & Communication Technology (ICT) related needs, be it voice, data, video or security solutions. We work with best of the breed brands to bring in solutions from basic EPABX systems to Networking Solutions through data switches, routers, Wi-fi, Video Conferencing solutions, IP Surveillance, Information Security & Storage Solutions, IT audit services, Contact Center Solutions & whole lot of other Applications which helps them to run your business smoothly & effectively Whether ‘Channel Partner Connection 2011’ covers SMEs also?
Yes. It very much does. What is the uniqueness about this programme? For the first time AGC Networks is trying to upgrade the channel partners from ‘Product/Box Selling’ to ‘Solution Selling’ through this program. How different is it from others? This program provokes the channel partner to think differently in terms of selling a ‘Solution’ to their customers & also demonstrates how it can be beneficial for the partner in terms of increasing their revenue & win over the competition. What are the criteria of the partners to be your partners? In order to be our partner, we look at if he has hunger for growth. Secondly, he should have Strong customer network and last but not the least he should have inclination towards technology solution selling. What benefits they get as AGC partners? A lot of benefits they get being AGC Partners it could start with expanding their customer base. They get more business from the existing
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SME CHAT
“WE HAVE DESIGNED OUR SME SOLUTIONS WITH A CLEAR OBJECTIVE OF ENABLING THEM TO COMMUNICATE QUICKLY, INCREASE PRODUCTIVITY, DEVELOP BUSINESS OPPORTUNITIES, AND CONNECT TO GLOBAL NETWORKS.” customer. For all AGC products they become the single point contact for all product & technical support. They get easy access to knowledge, venture into new technology segments, enjoy schemes/incentives and finally they become a part of the ESSAR family. Which are the Cities you have presence and which smaller cities you want to penetrate? We have presence across all the metros. We are also planning to penetrate into the Tier II cities starting with Jaipur, Chandigarh, Bhuvneshwar, Guwahati, Nagpur, Ahmedabad, Nashik, Coimbatore, and Indore.
What is the turnover of the company and what kind of contribution SME segment makes to the number? AGC Networks is a Rs.1000 Cr. company. The SME & Channel Business has been into existence for past 8-9 months. We are targeting to contribute around 10% of the overall revenue of the company by the end of this fiscal year. What kind of growth are you expecting and how SME contribution is expected? We have been growing quite aggressively. SME
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TREND SETTER
NETGEAR
MAKING THE
BUSINESS SMARTER A billion dollar company and a leader in Unified storage market, NETGEAR is all set to rule the Indian SME market. NEETA ISRANI
neeta@smechannels.com
ATUL JAIN, COUNTRY MANAGER, INDIA AND SAARC, NETGEAR
“CLEARLY THE TREND IS LESS ABOUT MAKING COMPROMISES AND ADDING COMPLEXITY RATHER IT IS MUCH MORE ABOUT RELIABILITY, AFFORDABILITY AND SIMPLICITY IN SOLUTIONS. THIS IS WHAT NETGEAR CALLS SMART IT”
F
ounded in 1996 at SanJose, California, NETGEAR is global provider of network and network security and storage solution to the home, soho and SMEs. It has branch offices in 26 countries and employees near about 700+
people worldwide. The company has touched a turnover of US$ 1 billion in 2010 and is growing about 42%. Today, when the market is seeing a high-volt growth in the SMEs, NETGEAR has expedited its activities in this space with enhanced products
and service capabilities. They have brought out reliable, affordable, simple and smart IT solutions that are ready to help them overcome most pressing IT business issues. Over the period of 15 years, NETGEAR has influenced over 100Millions homes worldwide. It has enabled over 60 global ISPs and empowered over 20Million businesses worldwide. The products of NETGEAR are being traded by 39,000 worldwide partners. The solutions from NETGEAR can support customers starting from 5 users till 500 users. The products are of global standard but come bundled with local support. It offers Industry-best warranty support complemented by 24x7 tech support in 16 languages. This is perhaps the reason why global consulting houses like Deloitte and Touche have three times named NETGEAR among the 50 fastest growing technology companies in Silicon Valley, California. The company has evolved from time to time to cope with the evolution of the industry. For example, the industry moved from mere network to secure network and NETGEAR acquired a company called CP Secure a couple of years back and matched the industry expectation. Similarly, the mid segment market looked at storage as a big driver of their business and NETGEAR again acquired another company called Infranet and the industry appreciated it. The rationale of such acquisitions was to make the technology simple and smart for the customers because the think tank of NETGEAR knew that gradually the technology will be complex. And they need something very smart to keep them ahead of the competition. There will be pervasiveness of cloud computing, mobility and virtualization and devices will be of no value. Until the enterprises adopt some smart solutions their competitive advantage will be lost. From the geographies presence, India is one of the top of head countries of NETGEAR. Its presence in the country goes back to seven years. It has made a good headway here also. Given the background of the company vis-à-vis the India market condition, the growth of the company in this soil is aptly justified. As a country, India has a huge consumer base and NETGEAR’s first target is consumers and retail market. So also it has millions of SMEs, so also NETGEAR has growing focus on the mid market. And, these customers need enterprise-class solutions at an affordable price, NETGEAR has the product which are quite enterprise in class but affordable. Atul Jain, Country Manager, India and SAARC, NETGEAR, says, “We know that in this time of global economic recovery, customers are re-evaluating costs. We see a trend toward solu-
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NETGEAR
tions that lower costs by implementing modern, non-traditional solutions like cloud computing and highly mobile workforces or by using efficient models like virtualization and converged network infrastructures. In this background we are propagating about Smart IT than Big IT.” “Clearly the trend is less about making compromises and adding complexity rather it is much more about reliability, affordability and simplicity. This is what NETGEAR calls Smart IT,” he adds. Actually, as the market signals are not good enough, one should not expect the customers to invest in large and expensive products. The signal is already there. The projects have started getting deferred. Clearly, there is a budget crunch but they want to safe guard their existing business to run smoothly. They do not want to be committed with a vendor. They are groping for savings opportunities. Having said this they are not ready to compromise with quality and support commitments. Here NETGEAR squeezes in and gets good acceptance. Atul adds, “Our Products offers reliability, affordability and simplicity. We offer the best warranties in its class as we leverage volume manufacturing to achieve quality. Since our global R&D spend is very strong we are able to offer pro-
gressive technology without any price. Last but not the least the products are simple to use. They do not consume much bandwidth of the customer and since plug-n-plan nature reduces installation, training and maintenance time.” Apart from Switches, NETGEAR security and storage products have been appreciated and implemented by the customers. The company has already featured by Gartner as the leader in NAS/ unified storage systems priced under $5,000, number four for those systems under $25,000, and number eight for NAS/unified storage systems overall during 2010. It has also been featured in the Gartner Magic Quadrant’s Challenger Grid for UTM category along with Cisco and Juniper. Its Indian strategy revolves around two distributors i.e. Ingram Micro and Rashi Peripherals, more than 100 VARs and 500 channel partners. The company is engaged with these organizations in various ways to educate and train them about the competitive advantage of NETGEAR. On the other side, for the customers, the company offers life time warranty on most of the products, which establishes trust and confidence. Since the products are simple and small, naturally it takes care of the Capex and Opex of the customers. From the products’ side the industry knows
TREND SETTER
well about NETGEAR switches and wireless products. It is a challenge for them to position storage and security products as the market has been dominated by specialists. But nothing is impossible with right marketing strategy and partner programme any good brand can change the situation. The example is the growth of smart phones in the Indian market. People say it is a cost conscious country but today, high-end smart phones including iPhone, Samsung Galaxy Tab, etc. are selling in good number. There is short supply of these products in the market. So why cannot NETGEAR make it happen for their products.
Finally… The year 2012 is crucial for any company – so also for NETGEAR. The market is at the down side and sustaining the growth will depend on right choice of vertical focus and right marketing strategy. As per Atul, their focus is to grow its channel base focus more on the education and hospitality sector. If dollar price keeps on fluctuating, hospitality sector might feel the pinch but sure not education sector. Having said this, SMB/SME is going to be main stay for them.
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PARTNER CORNER
TALLY AS A COMPANY IS OUR MENTOR We are gearing up for a 3-fold growth
“Tally is our lifeline. We want to go global with Tally” N S SARAVANAN – MANAGING DIRECTOR, YENNES INFOTEC (P) LTD., CHENNAI
How did you come across Tally? A computer hardware friend referred me to JL Informatics who was a Tally dealer. With interest in computers, I took up the job in 1992. My job was to sell Tally 4.0. Gradually, I developed interest and by the way, I learnt data migration which helped me in many sales conversions. What made you decide to take up the Tally partnership? I was always a top performer in marketing Tally in Chennai and outside Chennai. Also being a fast learner I was good at migration of data from other programs to Tally hence was able to build a good rapport with customers. This motivated me to decide Tally as my future and thus started a company called YENNES Computer Services in 1994 for Tally Sales, Service and Solutions. What is unique about your business? Customized solution is our specialty. We have developed Club Module for Madras Cricket Club. Where the membership subscriptions, Restaurant biling, Gym /library/other facilities of the members are incorporated and various reports are generated according to the Club needs. We have also done the Customization for Madras Gymkhana Club, Gandhinagar Club and the Kodaikanal club. We have developed solutions for TAFE and implemented for 170 dealers across the country. Similarly, we have worked with Indian Institute of Technology, Chennai for developing Payroll solution. Besides, we have experience of working of
the industry verticals to customize and developed solutions . How were the initial years? The initial years were the most challenging. What was the breakthrough? Doing the 100 package deal as it was huge achievement as a starter company in the year 1994 the same year we started our partnership.To top this and to motivate ourselves we got the IBM thinkpad - the notebook computer which we used to proudly carry for our demos. This 100 package deal gave us the belief that we could achieve any numbers if we had the vision and the drive to go and get the customers. From then on there was no looking back! Achievements/implementations which have given satisfaction... Customization for large clients like IIT, TAFE, Lucas TVS and multiple location installations of NRHM have given us happiness. Right now, we are in the process of implementing solution for MRF dealers for 170 locations. Customer knows the best and we understand that. We provide solution based on the requirements and rightly suggest our customers. Your views on Tally as a company... Tally as a company is our mentor and whatever we are today is because of TSPL. I have enjoyed the rapport with many seniors of TSPL and know their seriousness as a team they work in develop-
ing the product and fulfilling the dreams of the company and their partners. There has been a good understanding of our needs and requirements and we hope to carry this further. Tally is a dream product for any business providing information at your fingertips. It is a product ahead of its times as and with each upgraded version / updates. What was the impact on your business? We are gearing up for a 3-fold growth. We are already preparing ourselves for this. We have moved to a new office after 17 years for want of space and facilities. HR management, regular soft skill training for the team to be updated in the present growth scenario. The impact is that we as a team are already seeing ourselves in the corporate world. With a product like Tally, we are sure our dreams will come true. What is your personal benefit? In the past 19 years of association with Tally, I have seen myself transformed. Life has been wonderful. As a business man, I am happy for what I am today. There is recognition in the society. I was the President and Assistant Governor in Rotary. I am satisfied with a good and a reliable team. What is the future plan? I am preparing the team for the much awaited series B. There is a challenge given by Mr.Bharat Goenka to do 100 crores business with this new update. We are geared up as a team to get set for this plan.
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TALLY
CASE STUDY
NUTAN AGENCIES TRUSTS TALLY.ERP 9 FOR PROFIT LOSS AND BALANCE CALCULATION
N
utan Agencies is part of the Nutan Industries, which is a two decade old company promoted by Chennai based Ladhani family, managed by Mr.Naresh Ladhani and assisted by Mrs.Meena Ladhani, Mr.Hardeek Ladhani. The registered office of the company is based at Chennai and has a branch office at Bangalore, Karnataka. The company has its own brand as Cheiro. Nutan Industries has captured India’s fastest growing market through its quality products, formidable distribution network and aggressive marketing strategy. Complementing this business, Mr.Hardeek Ladhani, one of the Proprietors of the company wanted to expand the business. He started Nutan Agencies in Chennai in 2006. The purpose of the company was to trade food products from various other companies like Britannia, Unilever, Pepsi Co. Parle, etc. Basically, Nutan Agencies supplies these food products to hotels, restaurants and caterers of the city. Within a year’s time this business became big and they wanted to shift their documentation and official records from manual process to computerized process. They computerized the major action points including, sales, accounts, supply chain, etc. in the company. Initially without any standard software they had to manage the operation. But gradually the quantum of the business went beyond their control and their HR strength also was growing. So finally, Mr. Ladhani, wanted some form of enterprise solution which could help him in managing the business on reporting front. It included sales, accounts, supply and HR processes. He turned to many standard software including Wings but could not find 100% solution.
HARDEEK LADHANI PROPRIETOR, NUTAN AGENCIES
We had only taken one month to try it out then felt that Tally can really help us in our growth ”
CONTACT Tally Solutions Pvt. Ltd. AMR Tech Park II, No. 23 & 24, Hongasandra, Hosur Main Road, Bangalore – 560 068. India.Tel +91 80 66282559; Fax +91 80 30228775; www. tallysolutions.com
BENEFITS l Simplicity l Accuracy l Effective
synchronisation l Desired level of
security l Real time
inventory
Hardeek says, “After a lot of experiments, we decided to invest in Tally because it is a big name in accounting software and a great service team is there to back it up.” “We had only taken one month to try it out then felt that Tally can really help us in our growth accommodating all the needs that we could expect out of this software from the business perspective,” he added. So since 2007, the company has been using Tally and they have migrated to Tally.ERP 9. Hardeek reminds, “It had taken us only 60 minutes to deploy the software. Only thing we had to do during that time was to import the masters, which was only difficult task to say. After that we do not have any issue at all till now with Tally. Secondly, our accounts team is most comfortable with Tally.ERP 9 than any other software.” He added, “I called up Tally’s Toll free number and the closest Master Tally Partner -YENNES Infotec (P) Ltd., Chennai, responded to me. They were the next day with solution at my office. that time Tally had 7.2 version.” He adds, “YENNES Infotec (P) Ltd., is a very good company and they provide fantastic service. I am completely
satisfied with them. Ever since they have implemented the solution, they have been upgrading the version without giving any hassles to us.” N S Saravanan – Managing Director, YENNES Infotec (P) Ltd., Chennai says, “Nutan Agencies wanted to computerize their accounts and the biggest concern for them was to do customization and export reports to Excel format for their external calculation beside other thing. It was only possible with Tally.ERP 9. It was a complete six months activity for us though but I am happy they received the right solution.” Nutan Agencies intially started using it for Billing, Cheque receipts, Outstanding Statements, Stock Tallying, etc. and now there are nearly 10 people working on Tally.ERP 9 for all their accounts and stock related things. Mr. Ladhani says, “To me the best part of the software is its profit loss and balance sheet modules.” Nutan Agencies is growing more than 50% year on year and they find it is apt to tag Tally.ERP 9 as a catalyst to handle the growth. Apart from this, Mr. Ladhani sees the RoI in the software is much higher than any other software.
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SME TRENDS
CISCO
CISCO REITERATED COMMITMENT TO PARTNERS AT APJC PARTNER LED
Caption: heir profitability while increasing loyalty with customers.
Partners are the key to success of every technology business that is targeted at the enterprises. More the principals are clear about their strategy the more is the acceptance from the partners. BY NEIL D’SOUZA info@smechannels.com
O
Caption: heir profitability while increasing loyalty with customers.
ne of its kind events, Cisco Partners Led network 2011, Singapore, hosted for Cisco APJC region, led a path for its future growth in the region. It demonstrated Cisco’s superiority on all its focused areas including core networking, wireless, video, datacenter, cloud computing and collaboration. Addressing the gathering of more than three hundred partners and media persons, Stanimira Koleva, MD, Partner Business Group - APJC, Cisco outlined the company’s motive behind organizing this get-together. She said, “We are trying to enable you to address the changing market dynamics. We are going to invest in endto-end solution capabilities.” Her intention was clear- the company will stand at the back of the partners on their endeavors to tap prospective customers and grow the existing accounts. She adds, “What we want to see this year is acceleration in the business opportunities in the
commercial segment. We expect our commercial segment will stay right on top where our business has gone and this trend to continue. We see cloud adoption is one of the fastest adopted technologies among the low-end of the market. The adoption of cloud solutions among the SMEs is four times faster than the large enterprises as the economics of that delivery model is much better.” “Security and mobility along with data centre solutions will be major stress for us. Your assets and our assets are the customers who have been using our routing and switching platform, when the industry and applications are evolving; we are going to invest in tools and services to migrate customers to enjoy various aspects of technologies going forward,” Stanimira added. Talking about Cisco focus, Andrew Sage, VP, Worldwide Partner Led, Worldwide Partner Organization, Cisco, said, “Cisco has five priority areas including Core Networking, Data Centre, Collaboration, Video Solution and Technology
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CISCO
FINAL QUESTION
ANDREW SAGE VP, WORLDWIDE PARTNER LED, WORLDWIDE PARTNER ORGANIZATION, CISCO
BRIEF US ABOUT THE GENESIS OF CISCO SME INITIATIVE. Actually, four years ago, we made an investment of US$100 million to develop SME ‘centric solutions. Part of that investment we created development team, engineering team to build products only for the small customers. We developed SME channel programme and support organization to address the SME channels. This business is growing fast if not the biggest one. We take care of traditional networking requirements including switching, routing, wireless, security, etc. Part of the borderless network products, these products come with different architecture for the SMEs. Our distributor, Redington and partners are actually happy about these products and we have actually doubled our business in India. these are priced properly, easy to buy, easy to install, etc. The next category is the UC products and we have a SMB specialized product called BE3000, which is real collaboration solution. In the market, our competition does not have the feature sets that this product offers. It is very aggressively priced. Similarly for very small customers we have UC320. Targeted at the 15-20 employees, it is very aggressively priced. It offers networking in a box for the SMEs. We will continue to develop new products. WHAT IS THE BEHAVIOR OF SMES AS FAR AS CISCO IS CONCERNED? Cisco has been known for large enterprises and service providers offerings. As far as mid-size business is concerned, they have the behavior similar to the enterprises. We have been developing products specifically to fill our gaps in the Mid market. We find customers between 250 employees to thousand employees buy UCS products – BE3000 and UC 320 from us than any other. We have launched a new product called OnPlus – an appliance of US$250, which can be sold to the customers to help monitor the systems of the customers through Cisco Cloud application. By this, the partners can monitor the customers networking system from anywhere and from any device and can advise the customers regarding their networking behavior and requirements. And through Partner Led we are offering a comfort level to the partners and we are seeing many of the Customer Led accounts are moving to the Partner Led. WHICH PRODUCTS ARE YOU FOCUSING? We are covering all the products including switching, routing, wireless, security, etc. And with collaboration solution – BE3000 the collaboration opportunity will be much bigger. I think in data centre and virtualization space C- series has a lot of potential specially combined with VMware, EMC and NetApp. Third area will be video solutions. WHAT ABOUT MARGIN? We are going to better job in choosing the partner. We will reward them for their work. We have a programme called Opportunity Incentive Program (OIP). This is designed to maximize their profitability while increasing loyalty with customers. We will put money in consistent training and incentivization. We will provide a service which will help them in pre-sales. It will be a virtual group of skilled engineers who will help you in engaging the pre-sale activities.
SME TRENDS
Architecture and the focus is mainly on the SMB customer where the partners are primarily going to take lead. Therefore Cisco is making a stronger bond with the partners to make their RoI in terms of time and energy spent on Cisco solutions more profitable and meaningful.” Cisco looks at partner engagement, enablement and their profitability more seriously. Cisco invests around 5 billion dollars around R&D to create technology. The fruits of the large investment cannot reach to the customers until the company focuses on enablement of the partners and their technical staff. Everyone in the market knows that to do business with Cisco is to make profits because the company has solutions for all segments of the customers including SMBs and Large enterprises, which help the partners to create stickiness with the customers. Today, customers realize that technology can have a big impact on their business; especially collaboration technology offers a great opportunity for the midsized customers. Similarly, cloud is playing a very active part in helping SME customers to turn them to big companies. Keeping all the aspects intact, Cisco partner programmes have been created. Even the company has divided it in two parts i.e. Customer Led for enterprises and Partner Led for SMB and midmarket for a better addressability. Cisco’s pyramid of customer comprises large 5000 customers at the top. These customers are addressed by Cisco sales persons along with the partners through Customer Led progamme. And the rest of the customers are addressed through Partner Led progamme. As per Andrew ‘Partner Led’ programme is an important approach in the market place as Cisco is a Partner-centric company. The company has globally decided that their priorities are more about to accelerate the Partner Led with global capacities, partner benefits and evolving field deployments. Even for a better partner management Cisco divides this programme in two partners i.e. Partner Led Named for Mid market partners and Partner Led Velocity for SMB partners. However, through Partner Led, the company wants to create clarity in the field engagement with the partners. This will also encompass relevant investment from Cisco to drive growth offering technical and sales support to the partners.
Finally… To grow the Partner Led, Cisco has announced an investment of US$ 75 million dollars globally out of which, US$15 million dollar will be spent on APJC region. This is over and above of the investment that the company has already made in the region in terms of infrastructure development.
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CASE STUDY
ESUPPORT
GBB’S ESUPPORT GETS VERY GOOD INDUSTRY FEEDBACK The brightest part is the fact that a leading Global OEM vendor from Bengaluru has selected eSupport for automating their inside sales process
“SINCE NOV 4TH 2011, SINCE WHEN THE PILOT LAUNCHED, TILL DEC 5TH 2011, WE HAVE GOT CLOSE TO 576 VISITORS TO OUR ESUPPORT WEBSITE AND TODAY WE ARE DOING CLOSE TO 149+ ACTIVE PILOTS ACROSS INDIA ALONE.”
“IT IS REALLY USER FRIENDLY THEREFORE ALL MY ENGINEERS ARE ABLE TO USE IT WITH EASE. I ASSUME PRICING WISE ALSO IT IS EVENLY BALANCED.” HEMAL PANCHOLI, SUPPORT HEAD, MICROHARD IT SOLUTIONS PVT. LTD., SURATH
SUBBARAM GOWRA, MANAGING PARTNER, GBB (GOWRA BITS & BYTES)
“THE FUNCTIONALITY OF THE SOFTWARE IS VERY GOOD ALSO. AS FAR AS LEAD MANAGEMENT IS CONCERNED, WHICH IS MY AREA, IT IS REALLY SATISFACTORY.”
“WE WERE USING OTHER SOFTWARE BUT COMPARED TO THOSE, ESUPPORT IS REALLY SUPERB.” BICKY PAUL, GENERAL MANAGER, RACCA INFOTECH PVT. LTD.
G
owra Bits & Bytes otherwise known as GBB is an integral part of the reputed 100 year old Gowra group that has created its niche in the Indian Information technology industry. Today, riding on the success of it integration business, GBB has developed its own CRM software known as eSupport. Subbaram Gowra, Managing Partner, GBB (Gowra Bits & Bytes) who also founded/conceptualized eSupport says, “Since Nov 4th 2011, Since when the Pilot Launched, till Dec 5th 2011, we have got close to 576 visitors to our eSupport website (www.e-support.co.in) and today we are doing close to 149+ Active Pilots across India alone. We have even got trial requests from countries like Indonesia, Egypt, Pakistan, Bahrain, Iran, Sudan, Morocco, Algeria,& Ukraine to name a few and surprisingly it has happened without even launching our product globally which clearly inspires us to go global.” He adds, “We are conducting all these pilots as this would enable us to launch a stable and
SAHIL ANAND, SYSTEMS MANAGER SALES, NSTPL-JAIN TV GROUP COMPANY, DELHI
proven solution, which is scheduled sometime in early Feb2012. The brightest part is that a leading Global OEM vendor from Bengaluru has selected eSupport for automating their inside sales process and this success story would enable us to replicate the same with other major OEMs like HP, Dell and Acers of the world.” Micro-Hard, an IT company with a vision of being a leader in delivering IT solutions, is also using eSupport as a pilot project. Hemal Pancholi, Support Head, Microhard IT Solutions Pvt. Ltd., Surat: “My overall feedback is that eSupport is a very good CRM software but there are occasions during call logging we find it little difficult to handle but I hope the issue will be dealt with soon. It is really user friendly therefore all my engineers are able to use it with ease. I assume pricing wise also it is evenly balanced.” Similarly, Bicky Paul, General Manager, Racca Infotech Pvt. Ltd., Nasik, says: “We were using other software but compared to those, eSupport is really superb. There are lots of tenders that we get into and this software supports us in tender-
ing processes. There are a lot of features available in this software compared to other software of this category. It is very user friendly and it operates over WAN. It easily gets integrated with our backend system and pricing wise very affordable.” NSTPL, the world-class service provider of broadcasting news coverage, up liking solution, implementation, etc. is also using eSupport as pilot. Sahil Anand, Systems Manager Sales, NSTPL-Jain TV Group Company, Delhi, says, “We are trying to use this software. Right now, I am on the training phase. I find the support system of the company is very good. The functionality of the software is very good also. As far as lead management is concerned, which is my area, it is really satisfactory. I get details of information on my mail box and in my mobile as well. One can also check the details of the tenders. This is important for us as our company provides solutions to the telecom companies and works on various tendering processes. I am sure GBB must be improvising on the existing system and feel it will be much better going forward.”
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KINGSTON
SME CHAT
ANA BAI SALES DIRECTOR, DRAM PRODUCTS, KINGSTON
“RELIABILITY AND CONSISTENCY ARE KEY TO SUCCESS” During 1980s when there was acute shortage of surface-mount memory chips, Kingston entered into the market and became leader. SME Channels spoke to Ana Bai, Sales Director, DRAM Products, Kingston to know about the India strategy. Excerpts.
What is your vision in India as far as Kingston DRAMs are concerned? We need to see double digit sales growth in the market as well as to expand our customer base. Are you a market leader in DRAM segments? Yes, Kingston is the market leader in memory modules and largely surpasses the second place supplier. According to iSupply, Kingston’s market share is up to 51% in 2010. At the same time, Kingston’s global revenues in 2010 soared to a record USD$6.5 billion. How many categories of products you have in DRAM? Kingston offers three main categories in DRAM, they are: • System Specific Memory, which are designed and tested to the specifications of each brand name computer system. • Value RAM Memory, which is among the best memory module for industry standard server memory • HyperX Memory is specially designed for
gamers and PC enthusiasts, who aim to look forward to high capacity and high performance modules. Which are the best selling products? It all depends on customers’ requirements; we have a wide range of products for customers to choose from. How are these different from others in the competition? Kingston offers different products to satisfy different consumers and their different wants. Being a premium brand, reliable, high product quality, and great performance all these make Kingston different from their competitors. We bring out innovative features to our products as well so that consumers can benefit from their use. For instance, Kingston HyperX Plug-and-Play memory (PnP) increases speed without changing system settings which provides the performance along with convenience which other brands cannot afford. All Kingston memory modules come with lifetime warranty.
“KINGSTON INVESTS IMMENSELY TO ENHANCE THE BRAND AND PRODUCT AWARENESS.” What is your structure and focus of marketing in India? Kingston focuses on getting customers aware of Kingston’s world No.1 brand and our high quality products. Kingston invests immensely to enhance the brand and product awareness. For instance, in this year, Kingston had cooperated with some hottest movies to launch special edition products and got lots of exposures with billboards of Kingston in many places in Delhi and other big cities. In retail shops, we also provide decoration sponsor to enhance the image of Kingston in IT shops. is there any specific reason to have so many distributors? Our distributors have their strength to help us penetrate the market in different segments. How are you keeping the partners in good humor? Kingston provides channel partners plenty of product training, marketing support and pre/after sales service to benefit their sales. Kingston values relationship, that’s why most of our partners have been in business with us for a long time. SME
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TECH CORNER
MR. CHENIEI, COUNTRY MANAGER, HUAWEI SYMANTEC
CLOUD STORAGE SET TO DRIVE DEMAND FOR IT SERVICES A multi-service gateway is a viable solution that vastly improves upon the one-size-fits-all approach.
I
n their recently released Cloud Storage Products Emerging Markets Forecast report, analyst firm Taneja Group estimated that the cloud storage industry represents a $4 billion market today and is set to grow to almost $10 billion by 2014. In an era where the volume of information, particularly digital information, is growing exponentially, storage capacity and security have become a major concern for organizations of all sizes across many industries. The traditional model of managing data at the local level or within a single organization is becoming too expensive and unrealistic as it requires heavy investment on storage infrastructure to catch up with the pace of data growth and fails to provide critical functionality like disaster recovery. Data volumes are expected to grow at a rapid rate and in the face of a struggling economy and IT budgetary constraints, companies are looking at the Cloud as a way to deploy infrastructure that can meet IT requirements and budgets. Cloud storage, which consolidates tremendous resources and then seamlessly delivers them to a large number of users, represents an ideal solution for organizations which are seeking to reduce operating costs, expand storage capacity and enhance data security. STORAGE AS A SERVICE Sharing a similar rationale with cloud computing, cloud storage consolidates and coordinates a large number of independent, small-size data centers in a network to establish an integrated data center which is then made available and accessible to all users, at any time. The overarching benefits of replacing separated data centers by a uniform platform are significantly reduced construction costs and more effec-
Government Government organizations are ideal candidates for cloud storage use because it augments data security reduces costs and enables them to provide better public services. In recent years, natural disasters have been wreaking havoc around the world, from high-multitude earthquakes to tsunamis, floods, and volcano eruptions. These devastating events have as a result, forced government organizations to acknowledge the compelling need to improve their storage systems’ disaster tolerance capability in order to avoid irretrievable loss of critical data.
to tackling their challenges through cloud storage solutions and helping them improve operating efficiency. With online back-up and online storage services easily accessible to users, they are able to subscribe to the services they require without any fixed capital investment on software or hardware. Enterprises Enterprises usually have sufficient resources to establish and manage their own data centers. However, amid the global competition that is intensifying day by day, cost efficiency is more critical now than ever before to the sustainable development and business success of large corporations. After the Enron case in 2001, the United States government issued the Sarbanes Bill which requires all companies that are operating or listed in the U.S. to archive related documents for five to seven years, further adding to storage management expenses and risks. The key benefit for enterprises to adopt offsite backup protection and disaster recovery services provided by cloud storage suppliers boils down to cost savings, whether it is in the area of infrastructure construction, data transmission or facility management. This translates to spare cash that can be used for more strategic investments to boost their business and improve bottom lines, stimulating a more competitive marketplace.
Small and Medium Businesses Small and medium businesses (SMBs) typically face two challenges when it comes to IT infrastructure construction. The first being affordability and cost-effectiveness, and the second being their diverse and ever-changing demands for IT services. Telecom operators recognize the unique needs of SMBs and have shown a strong commitment
CLOUD STORAGE IS COMING CLOSER With the benefits of cloud storage becoming more recognized, the demand for reliable, high-performance and cost-effective cloud storage systems has also been growing rapidly. Huawei Symantec has seen strong support for its Cloud storage solutions which include the CloudStor Cloud Storage System (CCS) and the Cloudstor Cloud Storage service Engine (CSE).
tive utilization of resources. It also offers users more choice and flexibility as they can purchase or rent an appropriate portion of the “storage cloud” on an as-needed basis (think pay-per-use model), thus avoiding any unnecessary waste of resources. In addition, the big storage centers established and maintained by telecom operators – typically very costly for a single organization to build up – can serve as a reliable data back-up center, providing an additional layer of security and saving a considerable amount of resources. CLOUD STORAGE AND ORGANIZATIONS
48 SME CHANNELS DECEMBER 2011
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TECH CORNER
NAFIS KAZIM, SR.VICE PRESIDENT, ENTERPRISE & CHANNEL SALES SHYAM NETWORKS
SOLAR POWERED HIGH SPEED DATA TRANSFER, AT YOUR FINGER TIPS As more and more telcos look out for long lasting solutions that can save them big money on the power front, Shyam’s Solar Powered Wireless Product Range is powering High Speed Data Transfer for the telecom ecosystem KEY FEATURES n Solar Powered n Integrated voice, data and video solutions n All weather reliability n Available from 400 Mhz to 6.2 Ghz n Licensed and unlicensed frequency bands n Carrier grade n OFDM technology n Rapid deployment n Optimized transmission cost n Separate Box n Applications
VIDEO SURVEILLANCE n Remotely managed hot standby n Enterprise networking n Broadband access n Backhaul for cellular operators
H
istorical evidences indicate that major reasons of failure in big telecom and data networks have been invariably because of failure of power and eventually result in failure of backhaul capabilities. Today, there lies a huge gap between demand and supply of electrical power has eventually put lot of pressure on the grid. Network planners working close with the telecom industry recommend DG Sets for alternate power backup. However, usage of DG Sets causes air pollution and noise pollution. Increasing cost of fossil fuels increases OPEX for the network and simultaneously puts lot of pressure on foreign currency reserves for the crude oil importing countries. Optical Fibre getting cut has become a big pain and causes headaches to most carriers. The conventional wireless backhauls put dependency on conventional power. Over the years, extensive work has been going on to harness renewable energy sources like solar power and wind power. As they say Dreams, do come true. Who else, other than the pioneers of telecom and wireless industry in India, could come out with a solution to the ages old problem. Shyam Networks, a division of Vihaan Networks Ltd. and part of Shyam Telecom Group ends the long dark night and announces the arrival of a new dawn by bringing out a range of solar powered wireless products. At a time when organisation’s IT managers and the CIO community is always looking at increasing the data output levels when it comes to data transfers,
Shyam’s P2P and P2MP product range is all set to catch the eyeballs of IT decision makers because of its unmatched reliability, resiliency and ease of use. What’s most exciting is the fact that all these products are powered with solar energy. These radios are designed to be deployed where there is a requirement for high speed with increased reliability. These products have capability to seamlessly create secure wireless IP connections between multiple remote locations through high capacity, point to point, point to multi point and multipoint to point links that deliver uninterrupted connectivity for the end customers. With Shyam’s promise of global technology coming with these set of P2P and P2MP product range, it is surely going to benefit the end customer and set to uphold the company’s commitment towards delivering quality and variety to its end customers. When it comes to the usability of P2P and P2MP range from Shyam, these products deliver unmatched high speed data transfer and are ideally suited for GSM backhaul, CDMA backhaul, City Surveillance, E1 Links, WISP, corporate VPN, and last mile connections. Future Outlook As we are moving towards a data era where more and more customers are increasingly getting demanding day by day about making sure that they receive what is being given within the SLAs, Shyam’s solar powered radio range of products will surely go a long way in terms of helping the operators when it comes to delivering on the SLA promise and at the same time saving on the rising energy costs.
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PARTNER CORNER
EPSON ORGANIZES NSOLUTION PROGRAMME IN DELHI Part of the 16 city event, this annual event showcased more than 71 range of products relevant for the enterprises
E
pson has organized its nSolution engagement programme 2011 in Delhi. Targeted at the SIs, corporate releases, office automation partners and key corporate clients, this programme showcased the entire solution of Epson at hotel Leela, Chanakyapuri, New Delhi. The full day walk-in event included a presentation by Epson’s Senior Management on the background and plans for the company. The highlight of the event was a fantastic walk through exhibition where the entire range of Epson products was displayed. The exhibition was an eye opener for the SI’s and Corporate resellers on the extensive range of Epson products. Talking to SME Channels, S M Ram Prasad, Deputy General Manager, Sales & Marketing at Epson India, said, “We have been actively engaging with the Systems Integrators’ community for some time now and this programme will take that engagement to the next level. The programme today has hopefully given these partners an enlarged vision on Epson and its product portfolio and its go to market strategies. “ He added, “It is an open programme and we are expecting 1000 people including customers and SIs to walk in. This is a great opportunity for the partners to showcase all our products to their customers under one roof.” The company has showcased almost 72 products catering to various vertical industries that are relevant to printing, projection, scanning, MFP, PoS, professional graphics, etc. As per Ram Prasad, after getting good feedback from the last year’s programme, they have decided to increase the cover to 6 more cities in addition to the last year’s 10 cities. They have already covered 14 cities by now and rest two cities are to be covered soon.
He added, “Response has been very good therefore we are going to metros, mini-metros and smaller cities. Last year 800 partners had come from 10 cities but this year, we have crossed 1400 partners. We had 300 SI partners enrolled last year that has increased 500 SIs this year.” We have demonstrated three products that are developed in India and for the typical usage of India. We have products which are changing the life of people creating many micro enterprises. For example L series including L50, L100 and L200, are focusing on home, soho and micro enterprises. These products are very affordable and yield high volume printouts. Similarly, our mini photo printers are helping 80 thousand odd photographers to lead their livelihood.” Last year the company has grown 20-25 growth over corresponding year this year the same thing is happening and the company is expecting to close the year with a turnover around INR600650 crore and is well on its way to touch INR1000 crore by 2015. The company has increased its employee strength by 15-20 per cent and its marketing spend is increasing by 30-40 per cent also. This year the company is visible in all the channels including Television channel. The company has gone to C-class cities and invested in manpower. Satyajeet Satpathy, DGM - North & East EPSON India, says, “This is a platform to showcase our solutions related to various applications relevant to various verticals. We are happy that we can see an increased enthusiasm among the SI partners and customers this time. They find it a great value in visiting this programme. We are able to attract and create awareness among more than 80 local-level SIs, who otherwise did not know about our exhaustive range of products.”
“WE HAVE BEEN ACTIVELY ENGAGING WITH THE SYSTEMS INTEGRATORS’ COMMUNITY FOR SOME TIME NOW AND THIS PROGRAMME WILL TAKE THAT ENGAGEMENT TO THE NEXT LEVEL. S M RAM PRASAD, DEPUTY GENERAL MANAGER, SALES & MARKETING AT EPSON INDIA
“WE ARE HAPPY THAT WE CAN SEE AN INCREASED ENTHUSIASM AMONG THE SI PARTNERS AND CUSTOMERS THIS TIME.” SATYAJEET SATPATHY, DGM - NORTH & EAST - EPSON INDIA, SAYS
50 SME CHANNELS DECEMBER 2011
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BELKIN
TREND SETTER
BELKIN CAN BE THE
THIRD HORSE Most of the people ignore the keyboard and mouse as a great contributor to the revenue but like entry level mobile phones, it adds substantially to the bottom-line. BY NEIL D’SOUZA info@smechannels.com
B
elkin India has forayed into keyboard and mice business. Speaking exclusively to SME Channels, Mohit Anand, Managing Director Belkin India subcontinent, says, “By launching mice and keyboard, the company is trying to complete the product categories within their own product portfolio.” He adds, “Secondly, there was a demand in the market due to the gap. Initially I had brought in some sample pieces and found the feedback is good from the partners. According to the partners if we have other peripheral products for the PC why do not we bring the keyboard and mouse?” “Currently, it is a two horse race market where the second horse is weak - as per the market and I feel we can be the strong third horse.” Asked about if the time is right for bringing the products, Mohit said, “No time is right no time is wrong, when the overall market had gone down during 2009, I had invested in India. Today, the situation is much better. It is about right product with right spec at right price that sells in the market. We find it is right time that we have brought in right product and we will go after this big time now. Last but not the least, in this field we have credibility in the market and I am expecting to garner 10% of market share in this segment by the end of the next FY.” As per him, the keyboard and mouse market is about 80 million US$ and Belkin wants to achieve US$8 million. Of course the company’s aspiration is to be No.1 but as per him Belkin wants to place itself as one among the top two. Talking about why Supertron has been appointed as the distributor, Mohit says that Supertron has strength, reach and experience in component distribution. Components are
the basic building block of the assembled PCs. Engaging with Supertron, the company will be able to tap the channel and SI market, which will enable their other products to grow in the channel market. Along with the launch of this product category, Belkin has forecasted a stronger growth in the market. The company has revealed its plans for 2012-2013 with an aggressive strategy to reinforce its strength and spread across product categories. The company has registered a robust growth of 62% in 2011 over 2010 and set a growth target of 60% in 2012. Belkin India recorded revenue of Rs. 150 crore in the year 2011 as compared to Rs. 95 crore in 2010 in the Indian sub-continent. Belkin India aims a target sale of Rs. 250 crore in the year starting from October 2011to September 2012. To support the product marketing and brand building activities in India, the company has earmarked a marketing and advertisement investment of Rs. 12 crore for the year 2012. Mohit maintains, “Since our inception in 2009, Belkin has been able to establish a strong hold in the Indian market. After our success in India, we have begun to establish a strong foothold in the SAARC region. In the year ahead, Belkin plans to consolidate its position as a pioneer in pathbreaking technology, innovation combined with great emphasis on customer relevant products. The company also plans to strengthen its business through an aggressive sales channel expansion in the tier II & tier III market for its business and expansion.” Also, in order to provide better after sales service to Belkin customer, the company has launched a 24x7 technical support in Hindi. This initiative will make Belkin the first IT Company in India to provide this service in the local language.
MOHIT ANAND, MANAGING DIRECTOR BELKIN INDIA SUBCONTINENT
“THE KEYBOARD AND MOUSE MARKET IS ABOUT 80 MILLION US$ AND BELKIN WANTS TO ACHIEVE US$8 MILLION.”
Belkin customers can dial on the nationwide toll free number 1800 419 5546 in case of any technical support required. Also, Belkin has set up more than 50 service centres in the country where all Belkin products can be either repaired or replaced.
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PRODUCT
REVIEW
MILAGROW TABLET - TABTOP PC
DELL LATITUDE ST TABLET
POWERED BY a 1.2 GHz A2918 cortex
BY MANAS RANJAN info@smechannels.com
DELL LATITUDE ST is built for business and ideal for mobile professionals and the IT professionals supporting them to do more while carrying less, in a secure and manageable environment you know and trust. The Latitude ST can be tailored to your specific business or end user needs with certified applications and professional services that help you do more. It is ideal for any organization where employees need to run a core set of applications in safe computing environments. For healthcare, the Latitude ST easily integrates into Dell’s Electronic Medical Records and Mobile Clinical Computing solutions. And for education, the device is certified for use in our Connected Classroom solution. It comes at a convenient 10.1” size and light weight (1.8lbs/816g), 2GB RAM, up to 32 GB SSD ( upgradable to 64/128GB SSD) Storage, Microsoft Windows 7 applications with Intel Atom Z670 1.5GHz processor. It offers longer battery life even with a 13.3¨ auto-bright HD display and backlight keyboard option. It can be based on Intel Core i3, i5 or i7 processors therefore can exude raw power and connectivity options could include WiMAX and mobile broadband. At the same time it offers Dell Data Protection with encryption that can encrypt data and help guard against unauthorized access. Since the four corners are protected with strong magnesium alloy, a highly durable powder coated base, with a spill-resistant keyboard, in a Tri-metal design it stands up to tough defense-grade, MIL-STD-810G testing for dust, vibration and extreme temperature.
FEATURES n Up to 6 hours of battery life on 4-cell n Multi-touch display and pen for
writing. n 3G antenna and mobile broadband
options n 720p front/5.0MP back camera and
Skype video conferencing. n TV connectivity, easy photo sharing,
network printing option along with optional docking station. n Intel Z670 1.5GHz with 1 year NBD,
Stylus & Trusted Platform Module bas e.
PRICE Rs. 36,000 (local taxes as extra and applicable)
WARRANTY One year
CONTACT Dell India, Call 1800-425-4026 / 0802506-8026
OVERALL RATING
processor and 1GB DDRAM, the Milagrow TabTop PC is a smartly-built, full-featured, fully loaded, fast and portable device that offers every feature a professional may need in today’s tech savvy business environment. The tab comes with built-in 3G module, compatible with most Indian 3G providers, direct ports in terms of USB host, Full USB, HDMI, SD card, 8 computer-5 device wifi modem capability, 1080 Full HD, Adobe flash 11, mult-touchA+ grade-LED backlit-Capacitive-4:3 screen, WiFi-Bluetooth-LAN capability, multi task and 10+ hours of battery life (5000 mAh). The tablet showcases the best of the Android 2.3.1 version coupled with 50 customized pre-loaded applications designed specifically to meet the aspirations and usage of Indian consumers. The latest generation of Android ensures an interactive, customizable home screen with moveable widgets, notifications and tabbed browsing – on a brilliant multi touch capacitive 8” screen with LED backlit 1024x768 widescreen HD display, enabling video content that’s richer and clearer than ever before. Support for HDMI enables viewing of videos and movies on larger HD screens. The Milagrow TabTops PC also boasts of dual cameras, Live TV capability, 2 USB slots, LAN networking enabling connectivity for up to eight other computers, Bluetooth connectivity, WiFi modem, and many more features. The tablet supports up to 10 hours of video playback and charges in half the time of some competitive tablets on the market. All of this packaged in a feather weight sleek body which can easily be slipped in any bag and making it an easier option to carry around.
n Price: 16 GB : 24,990/- and 32 GB : 29,990/- Contact: Kripa Sudhakar Kishor, Mobile: +91 9810029350, Email : kripa. sudhakar@gmail.com
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PRODUCT
NEW ARRIVALS
TREND MICRO
WESTERN DIGITAL
WD MY BOOK LIVE PERSONAL CLOUD STORAGE
TREND MICRO TITANIUM 2012
WESTERN DIGITAL My Book Live Personal Cloud Storage helps users keep their content secure at home access it from anywhere in the world through a free app – WD 2Go. The personal cloud storage is enabled by the My Book Live NAS drive that acts as a server and lets users share files and stream media to any device in their home network. WD 2Go is a free remote-access app with a slick interface that works on iOS and Android mobiles and tablets. It lets users access content stored on their My Book Live from anywhere without paying any monthly fee whatsoever. The content remains secure in the My Book Live at home and is not hosted elsewhere on a cloud server, thereby guaranteeing complete security of data.
TREND MICRO Titanium 2012 version ensures maximum security, delivered with optimal performance and ease-of-use. It certifies speed & performance, automatic protection & defense and has an intuitive interface. Titanium is quite light on the system resources and uses less of the PC’s memory and disk space, so it won’t slow the PC down. Focused on providing Maximum protection for the digital life, it authenticates wireless hotspots and Wi-Fi networks. Keeping up to the constant innovations, the 2012 edition helps the user socialize safely on the Internet. Social Networking Security feature automatically scans the wall and identifies safe and malicious links so the user knows it’s safe before he clicks. In addition, the latest edition protects the smartphones and tablets including Android devices, Symbian, iOS (iPhone & iPad) and Windows. The all-new edition also comes with friendly and adjustable parental controls.
n Price: : INR 7,999/- Warranty: Three Year, Contact: Kinny Nayyar - Channel Marketing Manager Western Digital 205, 206 & 207, Ansal Tower, 38, Nehru Place, New Delhi – 110019, Tel.: 011 - 47156700 Email: kinny.nayyar@wdc.com
n Price: INR1300 and INR1900 for 1 year and 1 user and 1 year for 3 users respectively, Contact: Sanjay Kathuria, neoteric infomatique Ltd. Phone: +91 22 40859600, Email: sanjay.kathuria@neoteric.co.in
DIGISOL
DIGISOL DG-GS1526 DIGISOL 24 PORT Giga Ethernet WEB Managed Switch DG-GS1526 comes with 2 Gigabit Small FormFactor Pluggable (SFP) ports under its AZTECA- Web Managed switching Solutions series. DG-GS1526 is a web smart Gigabit Ethernet switch featuring 24 gigabit Ethernet ports with 2 Gigabit SFP slots. The SFP ports add the flexibility of fibre uplink to the switch. DG-GS1526 enables networks of all sizes to introduce Gigabit Ethernet with management features targeted to meet the needs of the SMB network. It provides a flexible web based management interface that simplifies the configuration of switch features such as port settings, security, QoS, link aggregation and VLANs. It’s a great entry level managed switch with 52Gbps switching capacity. Wire-speed switching performance helps to take full advantage of existing high-performance on PCs and laptops by significantly improving the responsiveness of applications and file transfer times. These features can increase throughput and flexibility. In order to meet next generation security requirements, DG-GS1526 comes with added security features. n Price: Rs. 14,999/-, Warranty: Lifetime, Contact: DIGISOL sales support, 1800-209- 3444 (Toll Free) & 022-30616666 / sales@digisol. com or helpdesk@ digisol.com
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RNI No.: DEL ENG / 2010 / 3192
Data of Posting: 22 & 23 of Every Month
Postal Reg. No.: DL-SW-1/4145/10-12
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