THE FUTURE OF TECHNOLOGY IS MORE SECURE THAN EVER. In today’s world, connected devices are advancing healthcare, transforming business, and evolving social connections in unprecedented ways. That’s why security must be ubiquitous—always on and on every device. That’s why Intel Security was formed. We’re combining the experience and expertise of McAfee with the performance, innovation, and trust of Intel to deliver secure computing to consumers and businesses worldwide. We want everyone to have the confidence to use technology to its full potential so they achieve their full potential. The future ahead is ripe with possibilities. Join us on this exciting journey.
www.intelsecuritygroup.com 2014 © McAfee Inc. McAfee is a part of Intel Security. McAfee and the M-shield are trademarks or registered trademarks of McAfee, Inc. The Intel logo is the trademark of Intel Corporation in the U.S. and/or other countries. www.mybrandbook.co.in
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Asoke K. Laha President & MD Interra Information Technologies
Key to Success The greatest wealth or springboard has been development, maintenance and scaling up of its great team of engineers and developers who make the best service in the latest technologies possible.
Brand Vision Interra Information Technologies has developed its reputation and brand by providing world-class, cost-competitive solutions to Fortune 1000 clients worldwide. It has been a leader in the Information Technology industry since its founding in 1996. It has also developed a team of competent agile professionals. The trust it has earned helps it to be a recognized brand. The company thrives to meet and exceed customer expectations. In addition, it tries to offer suitable business solutions to customers.
Brand Loyalty
Milestones • Accreditation of CMM Level 5 and ISO 9001-2000 certifications for Quality. • Service spanning vast ranges such as Product Engineering Services, Onsite Consulting, Enterprise IT Services, Mobile & Telecom, Retail, Automobile, Media & Entertainment, Financial Services, Logistics & Distribution, Healthcare, Hi-Tech Manufacturing, Independent Software Vendors (ISVs).
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The company’s survival and success mantra lies in strong pedigree, quality commitment, achievements, robust delivery capability and twenty-four by seven service and handholding to clients. The chief strength originates from its their solid track record of quality delivery, penchant for best and cost advantageous complete solutions. Having worked with customers from varied industries over the last 13 years, the company has consciously aligned itself with specific industry verticals which include Telecom, Retail, Financial Services, Logistics and Independent Software Vendors (ISVs). This has helped InterraIT in developing tremendous domain-specific knowledge and becoming a subjectmatter expertise.
Evolution with Revolution Conceptualized in 1996, InterraIT wishes to be recognized as a domain-focussed industry leader in Mobile, Cloud & Supply-Chain solutions and an Individualized Corporation with a customer-centric culture delivering high-quality, cutting-edge domainbased solutions. Today, it is a diversified services company that caters to many customers worldwide and offers a large team of certified professionals skilled in diverse technologies, products and business domains ready to deliver anywhere across the globe.
www.mybrandbook.co.in
Key to Success It
is
the
willingness
to
evolve
continuously with changing times and keep the organization interest ahead that ensured the company success.
Sunil Pillai Founder & MD iValue InfoSolutions
Milestones Brand Value Language is a means to communicate. But when there is an understanding, communication can happen even without speaking. To reach to the heart beyond,one needs to have a good understanding of the person and address him from his/her perspective, like how a mother understands a child’s need from the body language. iValue Infosystems places enormous emphasis on customer needs and requirements and this has resulted in a win-win proposition for both the company and its customers. It seeks to understand customer IT and business challenges and then offer customized and optimized solutions to effectively address them. For iValue, adding tangible value to customers, partners and OEM in line with evolving business and IT needs ensures strong relevance and recall for the brand.
Brand loyalty & Customer relationship iValue partners with its customers through System Integrators of their choice to identify, protect, comply and effectively manage their “Digital Assets”, for ensuring profitable growth of their business. The customer can expect a consultative approach from iValue to understand and address business & IT challenges of today and tomorrow in a holistic way which is customized and optimized for each one of them. Out of the “best of breed” solutions that were originally developed for the developed markets, iValue brings the right ones to Indian customers at the right time. This way it is ready to address its customer’s tomorrow needs today.
Evolution with Revolution iValue’s Go-to-Market framework is based around product life cycle evolution and customer life cycle adoption frameworks. Besides, it keeps track of top 3000 customers on their products adopted over time. This framework helps iValue to identify the right solution for the right customer at the right time. With its direct presence across multiple locations, iValue partner network is 400+ addressing 5500+ customers. The key verticals of focus for iValue are BFSI, ITes, Government Telecom, Manufacturing, Hospitality and Education. iValue also has an aggregated cloud services initiative in partnership with HDS where all key business applications are offered in cloud format in “pay as you use” model. This is an unique initiative where Partners also can onboard their offering if relevant and offer the services under their brand.
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• Helping key OEMs enhance their market share in double quick time by growing at 3 to 5 times market growth rates • Growing its partner ecosystem to 400+ by focusing on specific offerings in line with their customer base. In turn, the partner eco system has helped it scale its customer base to 5000+ in a short period of 6 years • Maximizing opportunities for partners and OEM’s in Datacenter projects across government and BFSI vertical through consultant engagements • Fastest growing VAD, growing at 5 times market growth rates consistently over the last 6 years • Grew from a 6 location 45 member family to 10 locations 80+ family strength • Hosted 3 international thought leadership events – twice for CXOs and once for partner owners • 15+ awards and recognitions from OEMs, media and Industry including Deloitte Technology Fast 50 for 2013.
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Key to Success
A dedication to developing new, pureplay IP solutions based on a unique single architecture, a single operating system, and a single software release train that ensures performance, reliability, and security at the scale that customers demand of their networks – without compromise.
Amit Chopra Head – Marketing, India and SAARC, Juniper Networks India
Brand Vision Working absolutely according to its mission “Connect everything. Empower everyone”, Juniper has been working hard to create remarkable customer experience. Juniper believes that the world is not going to get less complicated and the people at “Juniper Networks” are there to make it simpler for everyone to interact. Every innovation Juniper envisions, every technology Juniper creates is informed by the desire to help solve its customers’ toughest challenges so that they can compete and thrive today and in the future too. Juniper Networks believes that the network is the single greatest vehicle for knowledge, understanding, and human advancement that the world has ever known. Now more than ever, the world relies on high-performance networks and needs network innovation to unleash their full potential. At its core, the network has become a platform – one that transforms how we interact with our government and institutions, conduct business on a daily basis, and connect with our family and friends.
Brand Loyalty
Milestones
• When Juniper Networks went public on June 25, 1999, it was one of the most successful initial public offerings in history. • Juniper Networks was founded by an Indian – Pradeep Sindhu. • Juniper Networks powers 60% of the world’s Internet transactions and 80% of smartphone traffic runs across our routers and switches. • 2013 was a successful year from an India perspective as well as from Juniper Networks. • Juniper Networks launched SDN and MetaFabric architecture in 2013. • 6 of the 7 world’s largest stock exchanges run across Juniper Networks products – trading over 10 billion shares a day. • Total revenue globally as of Q1 2014 is US$1.17 billion. • Juniper Networks has a fast-growing market share in routing, switching and security. • For the fourth year in a row, Juniper Networks has been recognized as one of the world’s Most Ethical Companies by the Ethisphere Institute
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Branding for Juniper Networks is about creating a strong differentiator for their company which customers can easily relate to. Although there are different definitions of brand positioning, probably the most common is: identifying a market that is niche for a brand, product or service by utilizing traditional marketing placement strategies like price, promotion, distribution, packaging, and competition. The tactics can vary widely, but the goal is singular.
Evolution with Revolution The need for innovation arises from the fact that the world is changing so rapidly. Solutions and technologies tend to become obsolete and organizations have to keep pace with the changing needs of customers. This is what they strive to do at “Juniper Networks”. To achieve the aboves aid level of commitment, it follows committed practice, i.e., “The Juniper Way”. “The Juniper Way” embodies the following five values: 1. Authenticity 2. Trust 3. Deliver Excellence 4. Pursue Bold Aspirations 5. Make a meaningful difference Overall, Juniper Networks delivers the greatest net positive impact for all – colleagues, customers, partners and shareholders. It takes accountability for driving towards a positive purpose as it behaves in a balanced, thoughtful manner that considers every aspect and outcome of its business decisions.
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Key to Success Kaspersky’s strength is its Channel partners. Being a channel-centric company, its growth in India and worldwide can be mainly attributed to its channels, whom it considers as an important pillar of growth. Having an iconic brand ambassador Sachin Tendulkar has also helped it to establish a strong connect with the end-user and channel segment. Kaspersky has been able to have top of recall value, differentiate itself in the competitive landscape and establish emotional connect with the end-users.
Milestones
• 1997 – Eugene Kaspersky and his colleagues formed Kaspersky Lab. Eugene with his colleagues developed the AVP antivirus project, which became the prototype for Kaspersky Anti-Virus. International recognition of the project arrived in 1994. • Kaspersky Lab has more than 80 global partner and technology OEM agreements with companies, including Microsoft, IBM, Cisco, Juniper Networks, Alcatel Lucent, Blue Coat, Check Point, D-Link, Clearswift, Netgear, ZyXel, Alt-N, Parallels, Lenovo, Facebook, Qualcomm, SafeNet, BAE Systems, H3C, Vertu, Trustwave, Cassidian CyberSecurity, Openwave Messaging, General Dynamics, etc. • 2013 – Kaspersky Lab participated in 79 independent tests and reviews. • Kaspersky has been present in India for the last six years and established its local office in 2010.
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Altaf Halde MD Kaspersky Lab – South Asia
Brand Vision Kaspersky has a clear-cut objective – it is here to save the world and give everyone the freedom to get most from technology without intrusion and security worries. While striving hard to maintain its technical excellence and staying ahead of emerging cyber threats, Malware expertise forms its core competency and its positioning as well. It portrays itself as a truly GLOCAL company. While it has appointed Sachin Tendulkar as a brand ambassador in India, in China there is singer-songwriter and actor Jay Chou who endorses the Kaspersky Lab brand. One of the fastest-growing IT security vendors worldwide, Kaspersky has grown faster than competition in the endpoint security market in India. But it still continues to further improve its market position, demonstrating higher growth rates than the market in general.
Brand Loyalty Customers know that Kaspersky is here to make their lives safer. It believes that everyone – from home computer users and small companies to large corporations and governments – has the right to be free from cybersecurity fears. It has, therefore, made it its mission to provide the world’s most effective, responsive and efficient protection against cyber-threats – those from malware, spam, hackers, DDoS attacks, sophisticated cyber-espionage tools, and cyber-weapons that target countries’ critical infrastructure with potentially catastrophic consequences.
Evolution with Revolution
Over 300 million people worldwide are protected by Kaspersky Lab products and technologies. Kaspersky Lab’s corporate client base exceeds 250,000 companies located around the globe, ranging from small- and medium-sized businesses all the way up to large governmental and commercial organizations. This is the rate at which Kaspersky has evolved in the last 16 years.
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Brand Vision
Key to Success The feat has been as a result of Kingston’s classic and innovative products, a fruitful leadership, understanding of this dynamic market and also the positive response from the customers.
Vishal Parekh Marketing Director Kingston Technology India
Known for offering the best quality memory products, Kingston completely recognises the significant role memory plays in computing productivity and takes the necessary steps to guarantee a reliable memory product. Kingston has grown to be one of the largest independent manufacturers of memory enhancement products with over 2,000 products that support over 20,000 systems in its kitty. Reliability is the cornerstone of Kingston’s product strategy and contributes to the high degree of trust between Kingston and its customers. Kingston is dedicated to exceeding the industry standard when it comes to detail, product quality and product reliability. Besides marketing and branding campaigns, Kingston has an equal focus on continual investments in the world-class manufacturing facilities it operates throughout the world that make the brand stand out with a unique proposition .
Brand Loyalty
An important step to ensure Reliability is to screen the products thoroughly and guarantee the use of only highquality components. To ensure this perfection, Kingston provides 100% testing for its memory products which means that its memory modules are tested at all stages of production. Kingston has also developed one of the most stringent and trusted testing processes in the memory industry. Kingston makes continual investments in the world-class manufacturing facilities it operates throughout the world. Kingston has been focused on connecting with the target audience in a way that they can relate to. This enhances their brand recall. Kingston does not believe solely in sales promotions, rather it believes in providing a product that stays with the user for a long time and helps him perform efficiently. Kingston is the market leader and understands the user needs and demands perfectly.
Evolution with Revolution
Milestones
• Re-positioning Kingston from being just a hardware manufacturing company to a lifestyle IT brand. Kingston is the first brand to implement customized in-shop branding across 1000 shops in over 20 cities of India, leading to massive brand awareness and visibility. • Focusing more on relationship management rather than just sales with channel partners. More than just sales promotions, Kingston also offer training for the partners on new technologies, benefits, industry trends etc. • Engaging with the end users to understand them and encourage a better brand recall.
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Kingston takes pride in its proactive role in verifying the quality and reliability of the components used in Kingston products. Kingston is a People’s Brand in Lifestyle Technology and the World’s #1 Independent manufacturer for Memory Modules. Its products are meant for both, the wide audience and also the customer’s specific system requirements. This is backed by a strong customer support. Kingston has not only obtained this high standard certification, but it has maintained and improved its processes to adapt to the demanding memory industry.
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Ambarish Gupta CEO Knowlarity
Key to Success The SuperCaller has catapulted Knowlarity into a big league. Knowlarity was able to market its SuperCaller platform to Naveen Patnaik, the Chief Minister of Orissa, for his election campaign. This success gave it the belief to start hustling for new businesses.
Milestones
• 2013 – Knowlarity goes international. • 2012 – Knowlarity goes global with Freshdesk integration. SuperReceptionist (SR) Mobile Web App launched. Knowlarity Communications was declared the “Best Start-up Company”. Knowlarity was also felicitated as India’s Hottest Start-up. Sequoia Capital invested $6.6 million in Knowlarity Communications. • 2010 – Knowlarity Communications announces the launch and availability of their revolutionary product – the SuperFax. It also puts together a portfolio of digital tools and services. One such service is the SuperCaller. • 2009 – Knowlarity was founded.
Brand Vision Product first, marketing second – this has been the prime focus for Knowlarity ever since the company came into existence. Knowing that the satisfied customer can be the best brand ambassador for a product, Knowlarity believes in building a great product that can meet the expectations of its targeted users. Communication is of utmost importance for any brand to understand a customer’s expectations for it. Every single technology available – telephony, social media, PR – can be used to keep communication open with their customers. With open channels of communications, businesses like that of Knowlarity are in a better position to understand and resolve customer issues in a language that goes to the heart.
Brand Loyalty Being a product-centric and an innovation-led company, customers’ interest remains at the core of Knowlarity’s operations. A customer buying a Knowlarity product can expect it to be world- class, backed up with prompt class service. In the process of constantly finetuning its systems and capabilities, it tweaks more out of its systems enabling customers to attain their moonshots. Knowlarity helps businesses attain their goals by providing the most comprehensive set of communication tools that include cloud telephony, cloud IVR, cloud fax and cloud conference, proving effective in any industry vertical whether it is advertising, real estate, banking or education. It is also on the lookout for newer users of its products and services.
Evolution with Revolution Knowlarity aims to help businesses attain their goals with the best-in-breed and bespoken communication and business performance technologies. It has the skill, knowhow and technology platform to leverage the built-up telecom capacity in India, giving it an edge over its competitors domestically and internationally. It also boasts of its own cloud telephony platform – The Knowlus – powering all cloud telephony offerings. Hence, Knowlarity does not aim to be the best but 10X better than the best in terms of competition.
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V. Balakrishnan EGM – Marketing Konica Minolta Business Solutions India Pvt. Ltd.
Brand Vision
“Give Shape to Ideas” is the stone on which the brand Konica Minolta has laid its foundation. Having had a great legacy of two powerful brands that have dominated the markets, Konica Minolta has established reputations as innovators and leaders in the market since its inception. The brand has won the confidence and trust of the people for generations and continues to evoke the same in the minds of its customers. The brand acceptance has been achieved by conducting roadshows, organized by its partners that help in taking its products to the customers at their doorstep. Moreover, the close relationship that Konica Minolta builds up with its partners as a part of this process is unparalleled. It not just helps its partners understand the products better but also assists them in positioning the products correctly to the end- consumers.
Brand Loyalty Konica Minolta has continuously innovated to create new values and empower its customers to remain agile and efficient to enhance their ability to compete effectively in their marketplace. Its products offer cutting-edge technology through “out-of-the-box” solutions. Customers being its first priority, Konica Minolta programmes and designs its products keeping in mind the former’s convenience and requirements. This is one area where Konica Minolta constantly works on.
Evolution with Revolution… The philosophy of Konica Minolta has remained very clear – to articulate the ideas shared by its members worldwide. It has taken a pledge – a pledge to bring all these ideas of customers and society to life through innovation and contribute to the creation of a high-quality society. Innovation, as it has been its main concern, has driven it to provide and create value and share it with the society for the betterment of people’s lives today and for generations to come. With its commitment to becoming an innovative company, Konica Minolta ensures to remain courageous to provide new value in the face of any challenge.
Milestones • In three years of its presence in India, Konica Minolta has achieved a lot and continues to strive for becoming No. 1 in Customer Satisfaction Brand in India. • It has achieved and sustained its leadership position in production printing and A3 Colour MFP segments.
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Key to Success The number of awards Konica Minolta has won over the years speak volumes of its commitment to constantly innovate and provide value to its customers. Having participated and actively helped its customers to gain value, Konica Minolta has built a special relationship that has grown to be reciprocal in nature and help each other to succeed. www.mybrandbook.co.in
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Bhaskar Choudhuri Director – Marketing Lenovo India
Brand Vision Lenovo is building itself as a global consumer brand and is investing to elevate and resonate with its target youth audience around the world. Lenovo’s “For Those Who Do” campaign communicates a brand position that reflects what Lenovo is as a company and what is the mindset of its target customers – youth, consumers, people who are actively engaged in the world and need technology that helps them do more. Over the years, Lenovo has found a good balance between using global and Indiaspecific communication to reach to the hearts of its consumers. On the one hand, where it creates leading-edge technology; on the other, Lenovo believes that technology must be simplified for what it is and what it can do for its users. Lenovo has had success with this approach in India.
Brand Loyalty Lenovo is no longer just a PC brand. It is eyeing to become a leader in the PC+ space. Lenovo has quickly grown to be amongst the top 5 brands in Smartphones and Tablets globally, while holding on to the #1 position in the PC category. It has consistently topped technology award lists. In addition to this, users expect a high degree of reliability from Lenovo products. ThinkPad is a classic example of this. It is a reputed brand that delivers outstanding dependability through superb engineering.
Evolution with Revolution Lenovo is fully committed to the PC space, where it is driving growth and innovation by expanding (both organically and through M&A) into new formfactors and device categories – like smartphones, convertibles, tablets and smart TVs – as well as the cloud, services and infrastructure hardware – such as storage and servers – that are powering the PC+ era. With amazing products like the Horizon, a “portable” 27-inch desktop which plays a dual role of an All-in-One (AIO) and a family gaming device, along with the Yoga tablet, Lenovo is getting technology to adapt to the human comfort and not vice versa. Where everything was conventional in terms of design, it has created and introduced versatility keeping this in mind that customers are constantly looking for added value.
Key to Success
Milestones
• Lenovo has grown in market share in PCs to consistently be among the Top 3 brands in India. • In Tablets, Lenovo climbed to the #2 position within one quarter of the launch of tablets in India. • It enjoys a 1 million+ strong fan base on Facebook, which continues to expand even further.
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Outstanding products and belief in investing behind the brand Lenovo is its sucess mantra. It is one of the few brands that have consistently invested in doing this. The other end of its strategy relies on a strong focus on exclusive retail and building enduring relationships with its core channel partners.
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Brand Value Choosing LG is a form of self-expression and a promise of satisfaction. Customers choose LG Electronics as a brand for it enhances their life and lifestyle with the range of intelligent product with consumer centric features, intuitive functionality, and exceptional performance. Definitely, its aim has always been to speak the language of its consumers and by doing so, LG has introduced several products that speak their language, which has resulted in the creation of a new loyal partnership.
Brand loyalty Relationship
&
Customer
A strong product line, each with an innovative approach has made LG stand out from the clutter. The innovations are designed to address the desires and need of consumers. LG has always shared and sustained a cordial relationship with the Indian consumers. Over the years, it has developed and strengthened its product line up in sync with the technological evolutions. Its Smart & Indian insight Technology embedded across categories is a step that would gift everybody a more customized and relaxed lifestyle to make life’s good. It has adopted the customer feedback as a philosophy across categories to establish market leadership in development. In its persistent efforts to be the first to bring new technological revolution to its consumers and with an expert R & D team at the backend, LG has always aimed to put its best feet forward.
Key to Success
Sanjay Chitkara CMO LG Electronics India
Technological innovation is what defines LG today
Milestones
• Initiatives like “India Insight” and introduction of unique and world’s first technologies across categories have driven to give its customers substantial value • Currently, LG Electronics is increasing its focus on “Smart Technology based on consumer research” that makes “It’s all possible with LG products” • LG has entered the space of smart home technologies that are going to present users with a more relaxed and comfortable lifestyle
Evolution with Revolution LG is one of the market leaders in the Home Entertainment segment, the fifth largest mobile phone-maker in the world and has about 75 subsidiaries worldwide. LG is seen as a technology giant that constantly innovates so as to never fade away into oblivion. Technological innovation is the hallmark of LG and the company aims to be the first to deliver.
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Pooja Jain Executive Director Luxor Group
Key to Success Luxor’s Chairman had a vision and he dared to dream to bring the finest writing products to India 50 years ago. Products and partnerships proved to be its catapult to success. Today, Luxor proudly showcases the world’s top writing products Brands, viz. Parker, Pilot and Waterman. All of these brands along with Luxor had made a mark in the global space.
Milestones
• Since its inception in the year 1963, Luxor has worked incessantly towards creating great products and reaching out to its customers in all the ways possible. • 1975 – Luxor introduced fiber tip technology in India. • 1976 – Luxor pioneered the launch of Fine liners, Hi-Liters and Markers. • 1982 – It introduced Pilot brand from Japan. • 1996 – It introduced Parker. • 2000 – Luxor launched Waterman. • Today, Luxor makes more than 7 million pens a day.
Brand Vision
“Luxor” is one of the many brands in the country today that stands tall as a Superbrand. With its legacy of 50 years, Luxor’s brand name resonates with the customers because of the value it has provided to them over the years through its products. Ever since it pioneered the industry and built the trust in 1963, the brand has touched over a billion people both in India and globally and it continues to do so with innovation, product range and its quality.
Brand Loyalty The power of Luxor brand is dependability, reliability and trust. Its partnership with its customers and unparalleled innovation and product quality has always kept Luxor ahead of its competitors in its category. The wide range of products caters to a variety of needs – from young learners at the primary level of education when they start bringing colours into their life to students of all age groups in schools, colleges and professional universities to working executives and also for those who aspire to be achievers going forward in their life. It works towards adding value to its products and satisfy the needs of its consumers. Innovation of new products both in aesthetic and functionality addressing need and desirability are a constant at Luxor for all the products.
Evolution with Revolution Quality, innovation and a wide range of products make Luxor stand out in the market. Having created a legacy of 50 years in the Indian writing instruments industry, Luxor has been the pioneer in the true sense of the word. Its consumers also recognize that and hence choose it over the others. Its vision is guided by its core values which require superior and continually improving performance in every area and at all levels of the organization.
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Moninder N Jain VP - Sales & Marketing and Managing Director ASEAN & India, Logitech
Brand Value Logitech is synonymous to quality and reliability and this has helped it position itself as a company that focuses on design and innovation with wide variety of personal peripherals (both cordless and corded), with special emphasis on products for PC navigation, gaming, Internet communications, digital music and home-entertainment control. Logitech designs personal peripherals to help people enjoy a better experience with the digital world.
Brand Loyalty
Key to Success Customer delight is what has driven success for Logitech. Since customer delight is the springboard that can catapult any company to success as repeat sale will only happen when you fulfil brand promise and
Logitech strives to make its consumers’ life as comfortable as possible, which has helped to gain the support and loyalty of all those consumers that the company comes across with. The company believes that technology should help in shaping consumers experience as people today are more emotionally attached to their devices. It goes without saying that building a relationship with customer requires creating value by providing a better experience to the customer. Logitech is of the firm belief that real value is only created when one puts customer at the centre of one’s business. A lot of Logitech products have been developed or evolved based on customer feedback. Logitech, as a brand, meets or in many cases exceeds customer’s expectations. Today customers experience is shaped by every interaction that they have with the brand whether it is replying to a feedback provided by customer on social media or helping the customer with more information on a product when they walk into a retail store.
resulting in a better experience.
Evolution with Revolution Logitech has evolved from being an IT peripherals company to complete digital lifestyle Peripherals Company. With time the needs of the consumers have evolved and they are now demanding cutting- edge technologies that would fulfil all their technological requirements and make their lives simpler. Catering to the ever-changing demands of the consumers is the reason that has encouraged Logitech to spread its wings to other categories.
Milestones
• Conferred 2014 iF Design awards for seven of Logitech products in the computer and audio/video categories.
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Milestones
• The company’s customer list comprises of renowned global companies based in Germany, America, Australia, Middle East and Asia. Matrix has been the winner of globally acclaimed awards and accolades for the quality of design and engineering of its solutions. To name a few, it has been conferred upon with the IF Design Award, Red Dot Award in Germany and the Good Design Award in Japan.
Vijay Parekh Head Marketing Communications Matrix Comsec
Brand Vision When a customer buys a Matrix solution, they can expect more reliability, more performance, more technology, more functionality and more support. Matrix is fanatic about value deliverables to its customers and the firm keeps them in mind even in its postoperations like product installation, training and support.
Key to Success Matrix has its set of strengths which are the contributory factors in the growth of the company. However, its R&D capability to design and develop technologically advanced products has played a pivotal role in the growth of the company. It is the R&D that has kept the company at the forefront in the industry and catapulted the company amongst the most reliable manufacturers of telecom and security solutions globally. Such self-reliance gives Matrix confidence and flexibility to promptly incorporate technological changes in its products and more importantly to design and introduce new innovations – qualities which underline a market leader.
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Brand Loyalty and Customer Relationship Power of brand Matrix is the value it delivers to customers. Unlike other generic and mass-produced products, its solutions are thoroughly engineered keeping in mind the value deliverables to the customers. It is the power of its umbrella brand MATRIX that customers are self-assured about any solution launched under it. Matrix’ fast-increasing loyal customer base is a testament to this. Matrix solutions offer complete genuineness and substance in solutions. When a customer buys a Matrix solution, they can expect tangible advantages of more cost savings, more productivity and more profitability. The company keeps these inherent values in mind while we design and manufacture its solutions.
Evolution with Revolution Introducing innovative solutions consistently since 1994 has been Matrix forte. Substance is in the DNA of Matrix solutions. Substance in the form of technology, depth, genuineness, quality, performance, support and going beyond the mere outer façade and offer more value in all these areas. The company’s existing partners and customers resonate this brand value and they trust any product from Matrix. Matrix solutions are packed with more productivity, more applications, more flexibility, more functions, more features, more cost saving, more reliability and more support. Matrix positioning is based on offering more of these true inherent values which customers expect from infrastructure solutions.
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Brand Vision A subsidiary of Microsoft Corporation, USA, Microsoft Corporation (India) Pvt Ltd. was set up in 1990. The company offers a wide range of products and services designed to empower people through great software - at any time, any place and on any device. It currently has offices in nine cities Ahmedabad, Bangalore, Chennai, Hyderabad, Kochi, Kolkata, Mumbai, New Delhi and Pune. Microsoft Corporation (India) Pvt. Ltd. (MCI) deals with the sales and marketing operations for Microsoft’s software products in India for the enterprise, small and mid-market group and consumer segments, with key verticals being the public sector and communications sector. Six business units in India together represent the complete Microsoft product lifecycle • Microsoft Corporation India (Pvt.) Ltd is the main marketing division of Microsoft in India • Microsoft India Development Center is one of Microsoft’s largest R&D centers outside Redmond • Microsoft Global Technical Support Centre provides technical resolution services to Microsoft’s English-speaking Enterprise customers and partners across geographies • Microsoft IT is the offshore arm of the Microsoft IT Engineering Divisions, developing business applications. • Microsoft Global Delivery Services provides expertise for deploying Microsoft solutions • Microsoft Research India engages in cutting-edge basic and applied research in multiple fields in computing, information technology, and related areas
Milestones
• Microsoft was founded by Bill Gates and Paul Allen in 1975 in Albuquerque, New Mexico, USA, initially selling an interpretation of the programming language BASIC for the Altair 8800 microcomputer • In 1978, Microsoft entered an agreement with ASCII magazine in Japan, opening their first international office there, entitled ‘ASCII Microsoft’ (now Microsoft Japan) • In 1981, Microsoft released the first retail version of Microsoft Windows (Windows 1.0). • In 1986, Microsoft relocated to Redmond, Washington • Microsoft set up in New Delhi, India as Microsoft India Corporation (Pvt.) Ltd. in 1990, the same year as the launch of Windows 3.0 • The India Development Centre in Hyderabad was opened in 1998, Microsoft’s second largest development centre outside the US facility in Redmond • Bill Gates visited India in 2000, and announced an alliance with Infosys • Microsoft India opened its Global Technical Support Center in Bangalore and Microsoft Research India was launched in Bangalore in 2005. Bill Gates, on his visit the same year, pledged a $1.7 billion investment focused on innovating in and for India • The DreamSpark and BizSpark programs were announced in 2008 to provide students and startups support and access to software at no upfront cost. These programs are designed to enhance the local software ecosystem in India • Today, Microsoft entities in India have over 6,000 employees, engaged in sales and marketing, research and development and customer services and support, across nine Indian cities - Ahmedabad, Bangalore, Chennai, Hyderabad, Kochi, Kolkata, Mumbai, New Delhi and Pune. Microsoft is committed to touching and transforming lives and businesses in India through technology.
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Key to Success Listening to customers and catering to
Sanjay Pradhan CEO Max Secure Software
their needs is how Max Secure defines its success.
Brand Vision
It all started with a survey of 6,000 customers in the US to explore the current customers’ needs and locate the loopholes before getting on to the product development and finally developing the Smart Scan Technology. With the strong belief that the customer is king and highly valuing the feedback received from its customers and channels and also incorporating the newly- designed Smart Scan technology, Max Secure Anti-Virus was developed 12 years back as the fastest Anti-Virus in the world using least CPU and memory. From there, the journey started before finally entering India to cater to the needs of the Indian consumers and enterprises for better and faster AV.
Brand Loyalty In today’s competitive AV market, it is very essential to have a USP. Max Secure’s USP is Smart Scan Technology which gives it an edge over others in terms of usability for the common user. The communication strategy is aimed at promoting its aspects through various mediums both Traditional and new. It has helplines active by way of chat and telephone 24x7 365 days, so all its customer queries can be resolved in real time. Max Secure is also planning an extensive recruitment of Channels and training them so that there is onsite help, if needed. For Channels and VARs, the company is planning to create a new business avenue beating the price wars.
Evolution Revolution
Milestones
• Max Secure was started in 2002. • Marketed in the US from 2002 onwards. • Test Launched in India in 2011. • Relaunched in India in 2014.
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with
The company believes in addressing customer pain points and needs and tells him in a simpler way of how it can achieve the objective by sending the message right. It sells what the customer needs. As such, there is a continuous development to meet the demands of consumers. In this era of fast-changing Information Technology, Max Secure keeps its pace with the technological trends as well as the emerging cyber threats so that the consumer is protected always.
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Key to Success The topmost priority for eScan has always been to ensure protection to its customers amidst increasing cyber threats and fulfilling their ever-changing IT security needs. This has always helped to win the confidence of its customers towards the brand. Also, being a channel-centric brand, it has a dedicated team solely focussing on its partners who cater to various segments and verticals and ensure the success of the company.
Milestones
• eScan today is a global Brand, securing IT users in more than 190 countries and is undoubtedly one of the most preferred security software brands amongst IT users. • eScan has subsidiaries in various countries across the globe such as USA, Germany, Malaysia, South Africa, including India. eScan also has local companies in various locations worldwide such as Russia, Middle East, the Philippines and Oceania. • eScan has Monthly Subscription Model for ISPs. The first ISP which eScan did bundling was Atlantic Internet Services and this association is now 14 years old. • eScan even has done special rebranding activities for Telecom Malaysia that has more than 2.1 million customers, which proved to be a huge success. • eScan has entered into the SMB as well as government and education segments with the prestigious clientele such as the Philippines Police, PM Office Malaysia, Malaysian Railways, American University in many countries, as well as the Indian government customers like NFL, KSRTC, Western and Central Railways – and many more.
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Sunil Kripalani Senior VP - Global Sales & Marketing, eScan
Brand Vision eScan has been clear from the very beginning of what it wished to do – to provide secured computing experience to IT users worldwide. It is a proven fact that if you talk to someone in their language, it goes to their heart. Being a global brand, eScan has facilitated its security solutions in multiple languages, while ensuring that its products not only fulfil the IT security needs of its customers, but its communication also sends across the message to them in terms of this growing need and of how eScan helps them to enjoy secured computing experience.
Brand Loyalty eScan offers value for money to its customers. And this is possible with its innovative and user-friendly security solutions that comprise of advanced and futuristic technologies that also help it in extending its reach in ensuring a safe computing environment. It understands that not all IT users are technology-savvy. Hence, it provides 24x7 free immediate online technical support by experts to customers in order to ensure that their issues are resolved at the fastest possible time-frame. eScan being an IT security solutions vendor, it always strives to remain at the cutting-edge of technology through constant innovations.
Evolution with Revolution… With eScan being a global brand, it ensures that language is not the barrier when it comes to serving any IT security needs. The fact that eScan products are available in more than 20 languages worldwide and more are getting added to the list is a sheer evidence of this. Through its roadshows and cybersecurity awareness campaigns, it develops a connect with them personally and updates them with the current scenario of cybersecurity landscape as well as with the essential knowledge that will help them to be safe. It chooses to grow with customers for it is they who eScan attributes its success to.
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“We are excited to be working with M.Tech . We believe that their extensive coverage of both the SME and large enterprise markets will prove to be an invaluable asset to Barracuda, and would make it easier for us to meet the needs of our customers. Most importantly they share our vision to provide powerful yet easy-to-use security and storage solutions for organisations of all sizes, and we are excited to be partnering with them on these efforts.”
“M.Tech is pleased announce the distributorship for Barracuda in India, who is One vendor for security, storage, application delivery solutions and support, who frees your resources. Barracuda offers industry-leading solutions designed to solve mainstream IT problems – efficiently and cost effectively , With this partnership, M.Tech India will work closely with its channel Community to implement its distinct Go To Market Strategies and goals for a customized approach to meet the entire end user requirements.”
Murali Urs Country Manager – India & SAARC Barracuda Networks Inc.
Bhavin Bhatt, Regional Director (India & SAARC), M.Tech ”
Your Preferred i Security Partner M.Tech is now Authorised Distributor for Barracuda ! Brand Vision M.Tech Solutions India Pvt Ltd, has carved its
most recognized VAD for the past two years by customers and also insist s that the change , so media houses. .
that M.Tech can breakthrough with innovation
niche by being clear, consistent and compelling
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support, in-house Technical support and inherent
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attainable. The Brand M.Tech is now extremely
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skills.
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The Power of M.Tech Brand :-
to both our customers and our partners. The other
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facts such as commitment, strong processes, and
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and has hence been awarded as the best and
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keeps track of the changing requirements of its
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Dr. Govind CEO, National Internet Exchange of India (NIXI) and former Sr. Director, Departmnet of Electronics & Information Technolgoy (Deity), Ministry of Communication & IT
NIXI is a not for profit organization set up under section 25 of the Companies Act 1956 for peering of ISPs among themselves and routing the domestic traffic within the country. The initial funding towards infrastructure was from DeitY, Government of India. NIXI supports and promotes the penetration and use of Internet and related technologies in India. NIXI Sponsored projects for NGOs, schools, colleges all over India for increasing Internet awareness in the society, especially amongst people who are totally unaware of Internet and its potential.
Countering Cyber Security NIXI has conducted trainings related to security like DNS sec -
IX Security
• .IN registry is secured behind a 5 layer security ring with all critical components fully redundant hardware software and service provision. It is also one of the few TLDs in the world to have deployed the domain name system security extensions (DNSSEC) technology • This is in fact the first TLD in South Asia to deploy such a high level of cryptographic technology for security at the domain level. • IN registry is also constantly monitored for threats and active measures are taken to mitigate abuse in coordination with CERT-In. • Malicious use of .IN domains is not tolerated and .IN Registry has implemented a domain anti-abuse policy whereby reports for abusive or malicious activity are being drawn.
• IX network is secured behind 4 layer security implemented in the internet exchange operation. • Access Control List configured in the router allows only the known/permitted IP address and prevents unauthorized access. • IX network has md5 authentication configured with BGP peers. NIR Security • IX network is constantly monitored • NIR Infrastructure is secured behind for any attack with help of MRTG graph 5 layer security • For better security in IX, VLAN ( virtual • NIR equipments are physically network separation local area network) is secured and managed by VPN links where configured in devices at all the seven internet users are connected remotely for monitoring exchange location. of servers. All these equipments are behind Firewall where messages entering or leaving .IN Security the intranet pass through it. • Access to .IN domains is performed • MYIRINN portal in NIR is Secure via a highly redundant, global, Anycast DNS Socket Layer (SSL) enabled where it manages network, which protects against massive the security of message transmission on the distributed denial of service (DDOS) attacks. Internet.
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NIXI is responsible for the following operations: Internet Exchange - Seven Internet Exchange Nodes are functional at Noida, Mumbai, Chennai, Kolkata, Hyderabad, Bengaluru, and Ahmedabad. 40 ISPs are connected with the various NOCs of NIXI and the maximum traffic exchanged at all the nodes has grown from 18.5 Gbps to 24 Gbps. .IN Registry - NIXI has been managing the .IN Registry (www.registry.in) since 2005. At present, 102 Registrars have been accredited to offer .IN domain Name registration worldwide to customers. Over 15 lakhs .IN Domain names have been registered till March 2014. NIR- In March 2012 NIXI was recognised by APNIC as the National Internet Registry of India after successful evaluation of the indigenous NIR software developed by NIXI.NIR has been named as the Indian Registry for names and number (IRINN).
Milestones • NIXI has been managing the .IN Registry (www.registry.in) since 2005. At present, 102 Registrars have been accredited to offer .IN domain Name registration worldwide to customers. This has helped in Proliferation of web hosting in the country and enhancement of Indian language content on the Internet. Over 15 lakhs .IN Domain names have been registered till March 2014. Activity related to launch of registration of domain names in Indian languages is in progress. Brand Book 2014
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Key to Success Single-minded focus to make hi-end technology affordable for the broader market has helped NETGEAR establish themselves as a Smart IT provider.
Subhodeep Bhattacharya Regional Director – India and SAARC NETGEAR Technologies
Brand Vision NETGEAR is about Smart IT – and not Big IT. Synonymous with easily manageable technically advanced products for SMB, SOHO and homes, NETGEAR stands for technological empowerment of SMB and internet inclusion for all individuals. NETGEAR completely understands the burgeoning power of the Indian SMB sector and focusses on their needs in the best possible manner. It believes, “Any brand understands the needs of a person, can serve the person better, resulting in brand acceptance, brand communication and repeat business.”
Brand Loyalty Milestones
• NETGEAR is growing fast in India. It is expanding geographically and adding new products. • NETGEAR is also fast gaining acceptance in storage markets through ReadyNAS and ReadyDATA range of products. • NETGEAR’s Platinum II Enclosure (a case design used in most of NETGEAR’s consumer products) won Good Design Award from the Chicago Athenaeum, created in conjunction with NewDealDesign in 2004.
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NETGEAR is constantly engaged in visualizing the future trends in networking, storage, wireless, 3G/4G, Home internet, Home security and storage. It is creating products for the connected future, which has cloud in its centre. NETGEAR is constantly working to create world-leading products to drive new application and features for its customers. The company invests in expanding their feet in the street so that they remain closer to the customers. Basically, NETGEAR turns ideas into innovative networking products that connect people as well as power businesses.
Evolution with Revolution NETGEAR’s vision for countries like India is to be a technology leader and also to provide quality products for the cost-sensitive buyer. Besides this, innovation and support reliability are driving customer preference for NETGEAR. NETGEAR has innovation in various categories that it operates in. If we take the SMB category, NETGEAR is innovating through a very popular product called the ReadyDATA where it is bringing enterprise-class features to a mid-market storage device with a simple manageable interface. NETGEAR is the first in the market to launch 10 Gig 8 and 12 port switch aimed at the media segment requirement. As far as homes users are concerned, NETGEAR is developing high-speed routers for HD multiplayer gaming. Besides this, NETGEAR is bringing innovations in the telecom segment and has just launched SIM independent 3G Dongles in India.
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Diwakar Nigam Managing Director, Newgen Software
Brand Vision
Key to Success The advanced imaging and document management technologies coupled with deep domain knowledge have helped Newgen emerge as an important IT solutions provider in India. The customer centric process design approach while implementing its BPM framework has helped the company to gain significant competitive advantage.
Milestones
• Frost & Sullivan Market Leadership award for Document Management & Workflow Software & Services for 2006 • Celent recognizes Newgen Software as a significant global Document Management player in the document handling category for the banking sector • IDC recognition as a Global Leader in Business Process Management and Document Management System
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Information clutter pose as a challenge for marketers these days and personalization seems to be the only option left for brands to get their messages registered in the consumers’ mind space. On the other side, bombarded with promotional offers and informative messages, consumers look for relevant messages delivered to them. Hence, globalization is fast becoming a reality where brands think global but act local. Newgen has launched many targeted marketing campaigns to establish brand ‘Newgen’ across various geographies. The marketing initiatives can be broadly divided into two main categories –Vertical Focused Awareness Campaigns and Business Development & Market Outreach Programs. The brand work closely with the channel partners to expand market reaches in regions where it does not have a direct presence.
Brand Loyalty Evolving with the market needs and consistent efforts towards improvising solution offerings have helped Newgen to position them as a customer centric IT organization. Its innovative suite of solutions can provide customers with a sustainable competitive advantage that fuels their growth plans. They can fully rely upon Newgen to support their strategic objectives through its rich domain knowledge and technical expertise. Newgen has consistently harbored innovation through key enhancements in its portfolio of products and services to deliver unmatched value to its customers. This has helped them to drive home sustainable competitive advantage.
Evolution with Revolution The customer centric approach and a strong focus on innovation have helped the brand sustain substantial growth in recent times. Newgen helps organizations create Intelligent Business Operations using their product suites. Deep domain knowledge of Banking, Financial Services, Insurance, BPO, Shared Service Centers, Telecom, Government & Healthcare have helped the company to gain market share. Innovation always remains at the centre of the corporate strategy as the brand spends 12-15% of Newgen’s revenues spent on R&D year on year. Another factor that has helped it to achieve market share is its cost-effective solutions that deliver high value for money with sustainable business benefits.
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Key to Success NVIDIA has been able to innovate, create and execute with the speed of light, which keeps it ahead of its competitors. Also, NVIDIA’s relentless focus on the end-users, anticipation of the market trends and bringing the best performing products, has been the driving force behind its robust growth.
Vishal Dhupar Managing Director, NVIDIA South Asia NVIDIA India
Brand Vision For almost two decades, NVIDIA has been pioneering visual computing, the art and science of computer graphics. The inventor of GPU, NVIDIA has thousands of patented inventions, breakthrough technologies and deep industry relationships in its kitty. Whether it is a gaming enthusiast, a gadget aficionado or an animator/film maker, NVIDIA has a slew of offerings for all. Driven by engineering excellence and technological innovations NVIDIA has now moved into the mobile computing market, where it produces Tegra mobile processors for smartphones and tablets, as well as vehicle infotainment systems.
Brand Loyalty With a massive proliferation of mobile devices, high-definition displays and better connectivity, consumer expectation for rich graphics is increasing exponentially – whether it is in the form of videos, games, apps, movies or even professional applications and NVIDIA is perfectly poised to address this, having pioneered visual computing and leveraging two decades of expertise and technology know-how. NVIDIA believes in constantly innovating and breaking technology barriers to convey a message to its customers that they are different. NVIDIA’s philosophy is reflected in its ability to understand consumer and customer needs well, and communicate in an impactful and consistent manner at the right place and at the right time.
Evolution with Revolution Milestones
• NVIDIA is celebrating its tenth year in India this year. India is important not only for the market potential in terms of sales, but also for the amount of development NVIDIA does in the country today.
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Every single year through architectural innovation, NVIDIA brings more computational capability to the GPU. This year, NVIDIA made its GPU roadmap public with the announcement of Pascal at its annual event, GPU Technology Conference in San Jose. Targeting three main verticals, gaming, professional visualization, and high-performance computing and data centers, NVIDIA offers a platform of processors, software, tools, marketing and technology expertise and increasingly, connected services for each. NVIDIA leverages the work they do for these segments by selling components and licensing IP to the leading OEMs who wish to create smart devices differentiated by rich graphics. For now, NVIDIA is betting big on visual computing technologies in India, which has transformed the PC from a tool for productivity into one for creativity and discovery.
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Milestones
• Oracle is a 30-year-old company, having established itself as a complete enterprise
Srikanth Doranadula Senior Director – Distribution Oracle India
technology solutions provider.
Brand Vision A 30-year-old company, the Oracle brand had started as a database company and is, today, a complete enterprise technology solutions provider. Oracle has established a distinct leadership position in the database segment in most parts of the world, including India. Oracle Database continues to be the preferred database by customers. However, with the transformation the company has been through in the last few
years, Oracle has today come to be recognized as a technology company that offers a wide breadth of solutions encompassing servers, storage, database, engineered systems, middleware,
Evolution with Revolution Oracle, today, works with more than a thousand partners in India and more than 20,000 globally. These partners operate across a wide breadth and depth of technologies and have certified on multiple specializations across its entire product lines. Its partner community mix has large GSIs, growth partners, platform providers and application-specific partners and ISVs, which is a great combination. Its endeavour is to increase the base of partners who can clearly sell and position more and position its entire One red stack story in the market space. It wants partners to increase the Oracle specializations among their Oracle practice team and take advantage of its OMM (Open Market Model) initiative specially designed for them to increase their profitability. This is one of the unique benefits an Oracle partner enjoys when enrolled into the Oracle PartnerNetwork. Oracle’s endeavour has been to support partners in building their skill sets and growing the business together and its vision continues to be to work with partners to provide them with unlimited opportunities to succeed.
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applications and industry-specific solutions.
Brand Loyalty In the technology industry, Oracle is the only company uniquely positioned to offer a wide array of solutions across the entire IT infrastructure and enables deployment options on-premise, or in the cloud or as a hybrid model. This clearly gives it a competitive advantage and makes it easy for customers to deal with a single brand. From being a popular name for database to being known as a complete technology solutions provider offering hardware and software, engineered to work together, Oracle’s has been a fantastic journey. It is, today, the second-largest technology company in the world and in India.
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Manish Sharma Managing Director Panasonic India
Brand Vision
Key to Success
Panasonic’s strategy of ‘Indovation’, branching out of the concept of frugal innovation, has helped in making Panasonic India an organization that truly makes it in the top consideration set.
If Panasonic India’s journey is to be documented, it has been a very insightful one as the company has been on a high growth trajectory for the past few years. It has expanded its footprints quite rapidly whether it is in terms of product categories specific to the Indian market, geographies covered, people employed and customers impacted.Localization or Indovation which means India-specificinnovation has been the key driver for Panasonic’s business growth in India, in spite of competition from domestic players, Korean and Chinese brands. Having understood the important role that communication strategy plays, Panasonic has undertaken various initiatives in order to build a stronger connect with the audience. For instance, the way the company has aligned its messaging for the youth is very different than the way Panasonic is targeting adults.
Brand loyalty & Customer relationship
Milestones
• To achieve ‘Indianisation’ of products, Panasonic had earlier established its R&D subsidiary in India • Panasonic India made sure that while entering new business categories, localization happens not just for products but also for marketing and empowering people for an in-depth understanding of the Indian market. The appointment of Manish Sharma as head of both consumer and enterprise solution was clearly a part of this strategy of localization • Panasonic’s first sustainability report for the year 2011-2012 has been another milestone. The report shows how the company is working towards its commitment for a sustainable environment.
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As different individuals have different needs, the focus of Panasonic from the very first has been on creating categories of products for varied segment of consumers.In spite of stiff competition from all quarters, the company has embodied the core philosophy of Rich Communication, Empowerment and Localization. Panasonic has ensured that communication does not remain confined to just interacting with employees, suppliers, manufacturing ecosystem of OEMs and ODMs, but also seeps into engagement with consumers, both existing and potential, through ‘above-the-line’ and ‘below-the-line’ marketing outreach. Also, Panasonic has embraced the new online, social media to build a closer connect with its stakeholder ecosystem. Panasonic in recent times has also started plugging the price gap without compromising on quality. Further, research and innovation have always remained integral to its products,as also its energy saving features which not only reduce power bills but also helps in preserving the habitat.
Evolution with Revolution… Over the last several years, Panasonic brand has been able to craft a market share in many product categories. Consumer households are visited to gather feedback about products and identify the requirement gaps which could help in developing tailor-made products for Indian market. Its philosophy is that products should not just be imported from other countries, but should be specially c o n c e p t u a l i z e d keeping in mind their local needs in mind and should be customized for the Indian consumers.
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Key to Success PeopleLink’s Business model of Inside sales has been a true springboard. It was completely unique and was a huge success in India. PeopleLink is a global pioneer in creating a concept of selling Enterprise grade Video Conference solution over Video conference meeting itself - without physically meeting the customer in maximum cases. We also created our Global Partner Network and trained them using our own Video Conference platform without the need of physically travelling to their locations. This was the ideal example of Practicing before preaching and showing everyone the live benefits of Video Conferencing.
Damanjeet Kaur Director-Marketing & Media Communications Peoplelink Corporate Solutions Pvt Ltd
Brand Vision The name “PeopleLink” speaks perfectly for itself – it is all about collaborating with the people globally. It contains the essence of its business. Today, when consumers think of collaboration – audio or video, they think of PeopleLink as their means of linking them together. It has, thus, created a brand name by which consumers can identify its products and services, which is very crucial for its business. Language is not only a means of communication, but it carries within itself people’s traditions, culture, morals, customs, etiquettes and belief systems. PeopleLink understands that by speaking to a man in his own language brings in a feeling of oneness, togetherness, common origin and a shared cultural value system and so it prefers to communicate after reading the mind of the consumer.
Brand Loyalty It is not just enough to have a brand image in a global market, but it is also necessary to deliver to that image. Brand is not a luxury in the corporate world but a crucial responsibility. The brand “PeopleLink” is synonymous with Trust, Best-in-Class Technology and exceptionally great customer service. When consumers think PeopleLink, they know they are choosing products which are technologically superior, stable and offer the best value for money. It constantly strives to meet its customer expectations by listening to their feedback, suggestions and then building the products around that.
Milestones
• 2010- Launched HD version of Video Conferencing product, followed by Full HD version by end of the year. • 2011 - Launched its own customized HD webcam PeopleLinki5 for small meeting rooms with 5 mts USB cable for customized adjustment. • 2012 - Started international sales with entry in the Middle East market. Launched USB based HD PTZ Cameras for large Boardroom set ups. • 2013 - Launched PeopleLink ICE, a fully integrated 1000 lumens -3D LED projector with 30,000+ hours of lamp life which is one of the best in its class of Projectors. • 2014- Launched its Second Generation Presence based Unified Communications and TelePresence solution for creating immersive TelePresence experience. With its Presence based technology PeopleLink allows point to point as well as point to multipoint HD voice and Video meeting calls. • Successfully started international sales division catering to North American and European markets – becoming one of the first Indian Video Conferencing brand catering to International Market.
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Evolution with Revolution PeopleLink regularly keeps track of competitor technologies in the market and strongly believes it is always healthy to have one or more competitors. Customers can identify clearly the differences in its offerings from that of its competition and it becomes easier to influence the market and win mindshare. Without differentiation and comparison, it takes more time and budget to entice the market to engage. Also, it delivers to its customers service and products that exceeds customer’s expectations by giving them solutions which cater to not only to their current needs but also are capable to meet the growing needs of an organization.
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Brand Vision
Jim Simon Senior Director of Marketing Quantum Corporation India
Quantum is a leading provider of specialized scale-out storage and data protection solutions for sharing, preserving and accessing digital assets over the entire data lifecycle. From small businesses to major enterprises, more than 100,000 customers have trusted Quantum to address their most demanding backup, archive and content workflow challenges. Its goal is to help customers better manage, protect, archive and monetize their organization’s valuable data, irrespective of the size of the company, or the type of industry. Its team works to deliver the right solution to enable customers to cost-effectively manage data growth and get the maximum value from data over its entire lifecycle. With Quantum, customers can be certain they have the end-to-end storage framework to maximize the value of their data by making it accessible whenever and wherever needed, retaining it longer and reducing total cost and complexity.
Brand Loyalty
Key to Success The one success factor that is consistent throughout is its market leadership in every category that Quantum leads.
Milestones
• Quantum has been a Silicon Valley pioneer for more than 30 years. • Quantum churns out solutions that help an IT organization access data that was otherwise at risk – a mission of Quantum.
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Quantum has been known to be a Silicon Valley pioneer and industry leader for more than 30 years. It helps its customers to “Be Certain” so that their digital assets are safe. From a Quantum perspective, it helps end-users and the channel partners who support its end-users with solutions to their challenges related to data sharing, preservation and accessibility. By noting their challenges from their perspective, it is able to communicate the value it provides in solving challenges. As a pioneer and market leader in the field of specialized scale-out storage and data protection solutions for sharing, preserving and accessing digital assets over the entire data lifecycle, Quantum strives to solve challenges in the easiest and most costeffective manner possible.
Evolution
with
In IT, there are frequently However, there are a few out for their innovation, That is why Quantum brings SMB, enterprise or in-
Revolution other options. options that stand reliability, and value. across solutions for between.
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Key to Success
Quick Heal’s dedicated Research and Development Center, product penetration and availability across India are the main reasons for its success. These are factors which make this security vendor standout from the rest.
Brand Value
Kailash Katkar MD and Chief Executive Officer Quick Heal Technologies
Quick Heal believes in creating security solutions that ensure resource availability, business continuity and uninterrupted digital experiences. It is focused on customercentricity, which is the core value behind easily deployable and trustworthy security solutions for defense against real-time risks. Quick Heal delivers reliable partnership, a well-established and internationally certified product family and exclusive services to its customer base spread across 60 countries with over 15,000 partners worldwide.
Brand loyalty & Customer relationship
Every brand must evolve and innovate over time and Quick Heal has lived up to that promise. It has a brand pull like no other security solution in India. That’s because the company not only consistently delivers what it promises and has continuously tried to innovate to come up with simple and effective security solutions. Quick Heal believes in offering tailored approach to customers and inculcate customer loyalty to serve them best possible solutions. It is the trust and reliability which the customers experience while dealing with Quick Heal.
Milestones
• In 1994 the first Quick Heal anti-virus for DOS was released followed by Win 3.1 in 1995 and Windows 95 in 1996. • The Company bagged the first Check Mark anti-virus Level 1 award from WestCoast Labs on Windows XP in 2002 followed by the 1st VB 100% award for Windows 2000 Advanced Server. • The Company opened its first branch in Nashik in 2003 followed by branches in Mumbai and Nagpur. • In 2005, the company took a huge technological leap with the introduction of DNAScan technology capable of detecting unknown viruses in real time without depending on latest signature patterns. • Quick Heal Technologies was the first to detect Black worm in 2005. • New Research and Development Center was established in 2007. • In 2008, Quick Heal Technologies Pvt. Ltd. became a certified Microsoft Partner. The company was also the official host for AVAR 2008 International conference held in Delhi. • The Venture Capital company, Sequoia Capital saw a lot of potential in Quick Heal Technologies and readily invested INR 60 Crore in 2010. • As a company, Quick Heal has continues to grow its global footprint with a string of new offices in the US, Japan and Kenya set up in 2012.
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Evolution with revolution
Quick Heal is translating technological innovations into business for over 20 years. The Research and Development laboratory explores new and emerging trends in the security industry to create innovative solutions that cater to the ever-changing threat scenario. With the advent of real-time attacks and the rapidly changing security trends in the industry, the company has expanded to include solutions that incorporate cloud-based security and work on multiple platforms and devices covering desktops, mobiles and networks. It combines integrated protection with the flexibility of managing and controlling virus protection across any size of networks. Quick Heal’s Advanced DNAScan technology and an improved scan engine reduces system resource usage and avoid repetitive scans thus enhancing the performance. Quick Heal Terminator is the first line of defense against emerging threats including Advanced Persistent Threats. The appliance has robust protection technologies that include the Award winning Quick Heal Core Antivirus Engine, Firewall, Web Security, VPN, Load Balancing, Web Content Filters, Antispam technologies, IDS/IPS (Intrusion Detection/Prevention System) and Bandwidth Manager.
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An ISO 9001:2008 company
Key to Success Key alliances have contributed a major part to RAH Infotech’s revenues and successes. Partnerships with WatchGuard and Dell Software (formerly Quest Software) during its early days and later with ForeScout, Gemalto and Radware have turned the tables for RAH by amplifying sales.
Ashok Kumar MD & CEO RAH Infotech
Brand Vision It is touted as one of the leading value-added distributors that specialize in providing “the right technologies at the right time and at the right price�. RAH Infotech has been positioned as a partner and a customer-friendly brand that understands their requirements and matches their wavelength. Most importantly, RAH tries to communicate in a language that is familiar to customers in business. Traits like these make the brand friendly and reliable as this is what partners or customers expect from a brand.
Brand Loyalty
Every time RAH enters into a transaction, a new ever-lasting relationship blooms up. RAH does not centre itself around selling just a product or a solution, but it packages it with post-sales support, technical assistance, better pricing for customers and better margins for the partners. It also inculcates the trust in the customers that they are with the right people who value not just transactions but also relationships. With a deep focus on educating its partners and customers on the uniqueness of the ForeScout’s product offerings, RAH is running many marketing campaigns to showcase the same.
Evolution with Revolution
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With the prevailing market conditions, businesses have become extremely competitive and cut-throat businesses tend to focus only on the bottom line even at the cost of relationships. While this is a short-sighted vision, RAH Infotech has a far-sighted vision where relationships matter more than the margins. It believes in nurturing the relationships for the long-term gains than for achieving short-term goals. It very well understands the prevailing market conditions and provides to its customers best of valueadded services.
Milestones
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• In its year of inception, RAH Infotech signed up with 14 technology partners which was phenomenal for a start-up. • In the same year, RAH achieved revenue of Rs.25 crore. • In the following year, RAH Infotech ramped up its operations and increased the staff strength to 65 while expanding into four new geographies in India, raising its presence tally to nine cities. • RAH Infotech signed up with very key technology partners like ForeScout, Gemalto and Radware to further boost its revenue.
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Key to Success
At the end of FY’10, Ricoh India put in place an aggressive growth plan for the next three years. The strategy was to strengthen its existing business of A3 Mutifunction Printers, and simultaneously expand into new business areas like Production Printing, A4 Laser Printer and IT Services. Each one of these strategy turned out to be extremely successful, which helped Ricoh grow its business more than three times in these three years. A T Rajan CMO & CSO Ricoh India
Milestones
• In 2013, Ricoh has been positioned in the “Leaders” quadrant of the Gartner “Magic Quadrant for Managed Print Services Worldwide”, fourth year in a row • Ricoh has been rated as one of Global 100 most sustainable corporations in the world, for the tenth year in a row. Ricoh has also been recognized by the Ethisphere Institute as one of the World’s Most Ethical Companies in 2013, for the fifth consecutive year • Ricoh India has grown at a CAGR of around 50% during the last three years to cross Rs 1,000 Crore turnover in FY’13, in spite of an extremely challenging economic scenario
Brand Value Change is driven at Ricoh by always moving ahead with new ideas and new ways of improving people’s lives. This calls for imaginative thinking and the brand experience is best represented by its tagline, imagine. change. This tagline describes the way it works with each other, the way it brings value to its customers’ businesses and the way it interacts with the market. Ricoh’s founding principles is called the Spirit of Three Loves: Love your neighbor, Love your country, Love your work. Drawing inspiration from this, Ricoh has principled its interaction with its customers based on three aspects to help improve his office productivity - Harmonize with the environment, Simplify your life and work and Support knowledge management. For a B2B brand, the vendor has the role of a consultant to understand the customers business and work flows and adapts its products & solutions to fit to the unique needs of the customer. But even then, one needs to go beyond just communication and ‘engage’ with people that will lead to lasting relationships.This ‘engagement’ process also ensures a genuine two-way communication, paving the way for forging a partnership, rather than just a buyer-seller relationship.
Brand Loyalty
The greatest asset of a company is its people, and their creative imagination. However, improving their work efficiency and productivity will be possible only if critical business knowledge is available to them anywhere, anytime. Ricoh makes this a reality through a potent combination of technology, products, solutions, and services, in a wide variety of domains like Printing, Document Management, IT Services and Communication Systems. Through cloud computing, remote monitoring, and other innovations, Ricoh is making information more mobile, and more personal.
Evolution with Revolution Ricoh’s competitive landscape has undergone rapid changes during the last three years, as it expanded its business from Printing and Document Management to IT Services and Communication systems. It has reworked on its competency to offer to its customers a unique combination of these solutions and services for cost optimization, security, compliance, work flow improvement and green solutions, as a one-stop solutions provider across customer requirements.
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Rajesh Goenka VP – Sales & Marketing Rashi Peripherals
Brand Vision
Key to Success Consistency and passion are the two major factors that helped Rashi reach its milestone with success.
Milestones
• Formed in 1989, Rashi is currently celebrating its 25-year Silver jubilee of its inception. • Rashi is among the Top 50 IT companies (hardware and software) in India. It is also among the Top 5 IT distribution companies in India.
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Today, the name Rashi Peripherals comes to the mind when the top 10 leading distributors in the country are recalled. Innovative and persistent programmes have helped the distribution company to make its brand memorable. For a successful transmission of message to happen, the language has to go to his head for a consumer while for channel partners the message has to go more to their heart. Rashi has followed this principle and hence has brought itself and its brand closer to both its partners and customers.
Brand Loyalty
As a National Distributor, Rashi has built a brand based on the strong foundation of Value Addition and it believes that this is the core power of the brand. Customers expect the rare combination of high quality at the lowest price. The prime objective of a transaction is profitability and Rashi’s focus has been on this with an additional factor of Value Addition. Its schemes for various sections of partners have proved the bundling to be helpful in many ways. One source for product offering, attractive schemes, service and personal relationships are the key fundamentals for customer preference.
Evolution with Revolution True to its vision of making big, Rashi takes pride in having a large reach of 58 branches, 60 service centres, 95 locations all over the country and 9,000 customers across 750 towns. A humble beginning with just two employees, Rashi now employs more than 800 people, distributing 18 brands and marketing 18 million units annually.
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Key to Success Staying customer-focussed, understanding their needs and proposing ethically right solutions that meant their needs have been the key to Riverbed’s success.
Anil Batra MD India Riverbed Technology Corporation India
Brand Vision
Milestones
• Riverbed started in 2003, as a WAN optimization company in the Silicon Valley • In 2004, it became a 2 million dollar company • It went public in 2006, and today, Riverbed is a billion dollar company, globally • Ever since its inception, the key focus has been to help enterprises utilize their infrastructure better, improve the performance of applications, improve application control for the IT manager and improve the productivity of an organization • Riverbed today enjoys over 50 percent share in India in the WAN optimization business.
True to its tagline – Think Fast, Riverbed helps organizations attain high performing networks and easy access to information regardless of where the headquarters and the branch-offices are located. Speed being an essential part of its business, Riverbed products have always enabled users to increase their overall IT performance. A leader in Application Performance Infrastructure, Riverbed delivers the most competent solutions for Location-Independent Computing, radically reducing operational costs and maximizing productivity. With disruptive trends emerging in the market, it is becoming imperative for organizations to adopt innovative techniques to address customer needs and to connect with this unique character, organizations need to follow the 4M framework – Methodology, Medium, Message and Market. At Riverbed, customers serve as the best interest. Visiting Riverbed is like visiting a doctor. Instead of having ready-to-use products, Riverbed offers tailor-made solution after analyzing the needs of customers and helps it to connect with the customer on the right platform in the right way.
Brand loyalty & Customer relationship Customers form the basis of Riverbed’s solution offerings and hence it aims at reaching out to them, building them, automating back-end business processes and performing every task critical to business efficiently. Application performance and efficiency not only keeps the customers satisfied but also points out that the IT is on its track. Its value proposition is simple and straight-forward - the Application Performance Platform solution helps customers to consolidate their IT footprint at branches, collaborate among remote offices and headquarters, save money and reduce risks and monitor and troubleshoot performance in highly distributed and virtualized environment.
Evolution with Revolution… Riverbed has expanded its portfolio from being just a WAN optimization controller to Application Delivery Controller and a complete network performance management company. Its greatest achievement has been its pioneering of WAN Optimization with Steelhead product solution that reduces bandwidth requirements for apps for as much as 95% and improving app performance.
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Key to Success R&M believes that quality is the best business model and high quality products will always be well accepted in the market. Structured cabling systems have a long service life and therefore installing high quality solutions will lead to operational efficiency & reliability of the network. The company’s emphasis on training their partners under the R&M Qualified Partner Program ensures that their installations are high quality and are carried out as per global standards. R&M’s technical training is another important success factor.
Milestones • Has been able to grow its business significantly in all segments. • Whilst having a focus on all verticals R&M has been able to gain important customers on board with the company. • R&M’s specialized portfolio of cabling solutions.
Gaurav Ahluwalia Managing Director R&M India
Brand Value A relentless pursuit of excellence and its focus on doing what it does the best have contributed to R&M’s growth as a brand in over 36 countries in which the company has its own market organizations. R&M develops and manufactures passive cabling solutions for high quality communication networks for voice, data and video transmission with its copper and fiber optic systems, has 50 years of experience in the information and communications technology market.
Brand loyalty & Customer relationship Emphasizing on quality and innovation, the prime concern with all R&M products and services is ensuring an uncompromisingly high quality and intelligent modularity. High-quality innovative products have always been a trademark of R&M. That is why Research and Development (R&D) is such an important part of the company. R&M bundles technological competence in the area of high-frequency technology and fiber optics to create the mainstay for constant innovation. With a view to maintaining and strengthening the culture of innovation within the company, the company deploys all available in-house and outside resources to detect trends very early on through internal and external sources. Customers associated with the R&M brand are always interested in the products that we sell as there is scrutiny of quality and time in innovation that has been invested into the product. The value that is given through packaging and intellectual property is just an add-on to the whole R&M experience.
Evolution with Revolution The competitive landscape will always keep growing in a country as large as India. So as a successful organization R&M looks at itself first before looking at its competitors. It enables the company to check the level of effectiveness of its organization and what has to be done to take the organization to the next level. In the picture of the product, there is a letter ‘a’ which has appeared. Kindly remove the same.
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Key to Success
SanDisk expands storage possibilities in three key areas – as an OEM collaborator, as an Enterprise partner and as a consumer goods manufacturer. The SanDisk Advantage, taken as a whole, is what gives the company numerous competitive differentiators in the marketplace, first as a pioneer in the flash memory industry and its excellence in setting up a silicon manufacturing fab in joint partnership with Toshiba in Japan and an assembly, test, packaging and distribution facilities in Shanghai, China. Rajesh Gupta Country Manager – India SanDisk Corporation India
Brand Vision
“Telling Life’s Stories from Memory, Trusting them to SanDisk” – SanDisk products enable that storytelling, from posting pictures of an incredible adventure to archiving memories of an important family event. SanDisk products deliver the peace of mind that comes from using the leading memory brand trusted by both consumers and professionals and some of the best storytellers in the world. Enabling innovation in three mega markets of Mobile, Computing and Consumer, SanDisk’s flash storage solutions enable a connected world of digital content, which is growing every day.
Brand Loyalty
Milestones
• 1988 – SanDisk was founded. • 1992 – SanDisk worked closely with Canon, Kodak and other camera manufacturers to standardize card slots. • 1994 – SanDisk introduced its first CompactFlash cards w/ 4MB capacity. • 1999 – SanDisk and Toshiba formed Flash memory industry’s first NAND joint venture. • 2002 – SanDisk shipped its first USB drives called “Cruzer”. • 2003 – SanDisk reached $1 billion in revenue. • 2004 – SanDisk and Motorola introduced the TransFlash removable card for mobile phones, later renamed as microSD card. • 2013 – SanDisk launched world’s first CFast 2.0 Memory Card.
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For the last 25 years, SanDisk has been a leader in the flash storage industry. Its product portfolio addresses all market segments – from data centers to mobile phones and cameras, to notebooks and tablets – and use cases ranging from the entry level to professional. With such a strong foundation offered to consumers, trust is what SanDisk tries to give to its customers through their products and flash technology. Over the past two decades, SanDisk has also increased the capacity of flash memory by 30,000 times while decreasing costs by 50,000 times, thus driving the wide adoption of flash memory.
Evolution with Revolution
SanDisk continues its leadership as the brand is recognized around the world by consumers. Its SSDs are qualified at almost all of the top storage and client OEMs and its embedded products are used by all the leading smartphone and tablet manufacturers. The company has driven many inventions in flash memory over the years, including formfactor –inventions, cost reduction and capacity increase. The key tenants to its strategy of growth and leadership include vertical integration, technology/system/product leadership and driving the future of the flash storage industry.
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Key to Success With its ability to forecast the upcoming market trend, Sanovi ensures to draw a proactive product road map to meet the varied demands of both customers and partners/service providers and has succeeded in gaining customer confidence and top-ofthe-mind recall among the target group. Its constant product innovation to provide agility, flexibility and robustness has contributed immensely towards the growth of Sanovi. Sanovi’s strategic and technical partnership has always drawn the right plan at the right time for its clients to continue their business activities without any delay/hindrance.
Brand Vision
Ashis Guha President – Global Sales Sanovi Technologies India
As a leader, Sanovi takes a visionary approach to educate and empower the market around the importance of IT Recovery and Business Continuity with an incumbent IT Recovery Management strategy. This safeguards business continuity at lower TCO and faster RoI while adhering to the various GRC (Governance, Risk and Compliance) mandates. Sanovi’s proven solution combines monitoring, reporting, testing and workflow automation to manage recovery of complex IT infrastructure. The result is a unified IT recovery management product family that gives organizations the flexibility to leverage cloud and on-premise capabilities to optimally meet business recovery SLAs.
Brand Loyalty Sanovi’s ability to constantly innovate and flexibility to adapt and evolve to address the ever-changing technology and business landscape enables it to deliver and often go beyond the expectations of customers. Sanovi customers are realizing significant value by deploying DR in minutes, reducing production downtime windows by 60% for DR needs, increasing DR operational efficiencies by 50%, seamlessly scaling up DR program to support hundreds of applications, and increasing DR Drill success rate to 100%. Sanovi delivers the best solutions and services to its customers and provides an attractive value proposition for its robust ecosystem of partners to take to market and grow with it.
Milestones
• Many key government organizations, whose IT applications impact the general public directly/indirectly, have used Sanovi DRM tool to test their DR readiness. • With the confidence gained using Sanovi DRM for automating DR Drills, a large bank has adopted regular practice of minimum two DR Drills annually. • Many customers have performed comprehensive automated DR Drills for the first time considering the ease of execution of automated Drills through Sanovi DRM. • Crossed the 125-customer mark. • Increased adoption of RaaS cloud service by small / medium customers, through its Cloud Continuity Software. • Sanovi is an integral part of ensuring continuous availability of Aadhaar services within the UID project. • Sanovi received the STQC (Standardized Testing and Quality Certification) from the Government.
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Evolution with Revolution Sanovi’s application defined continuity approach is redefining the way deployment and recovery readiness of applications on premise and on cloud are looked at. Sanovi’s core competency is its framework-based life cycle approach to managing DR with the Sanovi DRM software inclusive of the flexibility to customize as per user environments and advanced built-in workflow automation and interoperability capabilities. The newer application centric approach is replacing the traditional infrastructure centric approach to application deployment and protection. Sanovi’s Application Defined Continuity (ADC) is the new way of defining, deploying and managing application continuity in cloud. With ADC, application’s continuity is independent of the underlying infrastructure.
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Key to Success The strong springboard is the fact that SAP has innovated with customers at the
Sunder Madakshira Vice-President – Marketing and Communications SAP INDIA
centre. It believes in fostering an ideal environment for innovation and value creation.
Milestones • 1982 – Creation of SAP R/2 • 1992 – Creation of SAP R/3 • 2010 – Introduction of SAP HANA is one of the distinct milestones in its journey
– a completely re-imagined, modern platform for real-time business.
Brand Vision Any communication is more effective in a language and manner that is well understood and internalized by consumers. Everything about a strong brand indicates and communicates the positioning. A tagline which is based on strong customer insights and how the brand is reinforcing the product positioning as responding to the insight is a smart way to accomplish this. A smart marketer never loses an opportunity to reinforce this positioning to the external world.
Brand Loyalty
The SAP Brand is clear, insightful, approachable and optimistic. It has positioned itself as one of the most powerful B2B brands in the world since 1972. Over the last 42 years, the brand has spread the technology and customer base to cover most industries and countries in the world. It delivers on two crucial parameters which customers always expect from SAP – trust that its products can help them run better and innovations that will help them stay ahead of competition. Customers engage with SAP as they are of the firm belief that it can solve their biggest problems and help them stay ahead in their industry. Constantly innovating is what keeps SAP ahead of competition and also helps its customers stay competitive. Be it on the cloud, mobile and on premise, SAP has provided the best-in-class solutions through a strong ecosystem of SAP consultants and partners.
Evolution with Revolution
Today, SAP is at the forefront of technology revolution, developing innovations that not only help businesses run like never before, but also improve the lives of people everywhere. Innovation and an entrepreneurial spirit enable SAP to continually push what is technically possible and at times impossible. The company has not only established a sound footing in the Indian market but has also built a robust partner network and a large customer base.
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Key to Success
What make SAP truly unique are not just its cutting-edge technologies but its ability to combine them with all the other expertise into a complete solution to help customers meet specific business needs.
Rajesh Kumar Head of Marketing SAP India
Brand Vision
SAP recognizes that a brand is not just about the product and solutions it represents, but it is, in reality, about the people it impacts. It engages with people to deliver not just solutions and technology but an experience that makes their life better and their businesses run better. That experience is the result of SAP’s philosophy of simplified and collaborative approaches, which has helped create within the customer, an acknowledgment or association of a brand with human, relatable, base-level understanding. SAP engages with people to deliver solutions that make their businesses and lives run better – in a simplified and collaborative manner, committed to transform SAP into the Cloud company powered by HANA, in the future.
Brand Loyalty SAP focusses on forging relationships with people all the way through its business, with the employees and customers alike. The SAP brand sets the stage for the development of a community of users who respond to SAP’s core values and personality, thus enabling them to find greater satisfaction in their software and their work. It is its concerted effort to simplify everything, so that customers can do anything.
Milestones
• For more than 40 years, SAP has been helping companies run better – running mission-critical business process across all areas of business. • SAP is the leading Cloud company on the planet – with more business users, the most comprehensive Cloud portfolio and flexible delivery models – all seamlessly integrated with its customers’ existing onpremise investments and all delivered on the HANA Cloud Platform. • As a strategic enabler of today’s global economy, SAP is uniquely positioned to use its innovations to solve any business challenges and help the world run better. • SAP has a deep domain experience in 25 industries and 11 lines of businesses. • SAP engages with 253,500 customers, with over 3,000 products sold in 130 countries.
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SAP helps accelerate business innovation through radical simplification – by simultaneously simplifying across three axes – the technology environment (hardware, services, applications), the consumption of software and the end-user experience. SAP helps customers dramatically reduce their expenditures, shift the savings to business transformation and innovation and empower their people to drive the future transformation of their businesses.
Evolution with Revolution
SAP believes in a brand that is Clear and Insightful, Friendly and Approachable, Honest and Responsive, Listening and Responding and Constantly Improving. Its goal is to create a brand that people connect with on an emotional level. SAP has strived and delivered due to which its customers, partners and the larger community view the company not just as an institution, but as a living entity worthy of their feelings of loyalty, respect and satisfaction.
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Key to Success Schneider Electric is pragmatic in managing and reaching ambitious operational goals, taking appropriate risks and responds with flexibility to shifting priorities and rapid change.
Jaybalan Velayudhan Director - Strategy & Business Development Schneider Electric IT Business
Brand Vision
Creating a world-class experience, connecting to customers, people, for efficiency along with the right investments to build a world class brand forms the crux of Schneider Electic’s brand vision. Schneider Electric works towards achieving partner excellence through positive relationships and provides solution excellence to its customers responsibly. At the same time, it believes in creating a rich workplace of leaders and individuals.
Brand Loyalty & Customer Relationship Milestones • Schneider Electric launched its Services Bureau in India that will cater to customers across the APAC region • In the UPS category, Schneider Electric launched 3 Phase Smart UPS VT with India-for-India features.
Innovation is a constant feature for a company like Schneider Electric. In the last one year, Schneider Electric has focussed on launching products to suit the needs of Indian customers and expanding its channel reach. Schneider Electric IT Business while catering to the needs of Indian customers, believes in providing solutions of global standards and also catering to the needs of Indian customers. Besides driving global innovation into India, Schneider Electric is also developing an India-for-India approach to meet unique customer demands, create competitive pricing and offering to customers and beat competition in the IT market. Schneider Electric has always been committed to the highest standards in product quality. The company also continues to innovate in order to introduce new products with greater technological edge. The key differentiators for its products are highest efficiency, green technology leading to greater energy efficiency and a best-in-class service delivery model. All products designed by Schneider Electric reduce energy costs of organizations by 35–40%. Today, Schneider Electric is an end-to-end solution provider ensuring a one single point of contact for all its customers.
Evolution with Revolution
In the last five years, Schneider Electric IT Business Pvt. Ltd. has made significant acquisitions to improve market reach, increase customer base and become a one-stop solution provider for its customers. The company acquired APC (leaders in critical power supply and data center management), APW President (leader in customized IT racks), and Uniflair (PACs, chillers and raised flooring) and has since then grown exponentially by combining its strength of unique comprehensive offerings, innovative solutions and strong leadership. There is a growing need for localization in the Indian market in the UPS, Racks, power distribution and cooling category. With the acquisition of APW President, Schneider Electric IT Business is now present in the medium to low rack category, the demand for which is quite high. With the acquisition of Uniflair, it has extended its footprint to in-room cooling solutions and with APC, Schneider Electric is now the leader in power management and power distribution units with a focus on creating Smart UPSs with Indiafor-India features.
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Radhika Ghai Aggarwal CMO & CO-FOUNDER Shopclues.com
Brand Value
Key to Success
Being a marketplace, both buyers and sellers form the customer base of ShopClues
Milestones
• ShopClues is currently reporting positive gross profit margins and expects to touch Rs.1000 crores in GMV by 2014-15. It is now eyeing over 1cr orders and 300 million visitors for 2014-15. As of now, ShopClues does over 5 lac transactions on a monthly basis, while the average transaction size is around Rs.900. • Over 15 million visitors access the site every month to shop for 4.5 million products across >2045 listing categories with listed merchandise
Positioned as a brand that is youthful, energetic, mass-market, ShopClues is a name that is suggestive of an engaging pursuit for a product of one’s choice. It is supplemented with its tagline - ‘India’s First and Largest Managed Marketplace’ that defines its positioning in the market. As a marketplace for the masses, it has the widest selection of products at varying price points. Besides offering a rich catalog of products, ShopClues also gives ‘clues’ to the shoppers through product reviews, merchant ratings, detailed Buyer Guides, etc to facilitate a well-informed purchase decision. ShopClues is clearly driven as a mass-market brand that is very Indian in its ethos. It is product and brand agnostic - while all national and global brands sell its site, ShopClues’ catalog is rich in products from unstructured categories and local brands.It creates ample variety and attractive bargains to encourage customers and local brands and small/medium merchants to bring their selections to its platform.
Brand loyalty & Customer Relationship
Largest Selection in the catalog, Lowest Prices, Fast Delivery, Buyer Protection is what ShopClues offers as a brand promise to the masses in its marketplace. It has a robust merchandising portfolio with innovative deals and promotions and has created deal properties like Jaw Dropping Deals and Monthly Mania Sale. These properties have managed to cut through the clutter of deals and discounts and are most sought-after by online shoppers.Its largest chunk of customers comes from tier 2-3 towns in search of the wide assortment that it offers at compelling prices.
Evolution with Revolution…
With an ever-increasing customer base, its community of over 45k empowered merchant partners is its biggest strength, which enables ShopClues to offer over +4.5 million products across +2000 categories, at attractive prices. The Sunday Flea Market is its best performing deal so far. ShopClues has successfully built this deal property through innovative marketing promotions and by offering something new and exciting to customers in every edition.
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Brand Vision
Key to Success The mantra for success followed by Smartlink is simple – to bring out the best quality products at the right price points and as per the clients’ needs.
Bimal Raj CEO Smartlink Network Systems
Like any company, branding is equally important to Smartlink, especially when the market is being flooded with new brands every day. Smartlink looks to educating its customers and helps them understand that it is the only brand that provides a solution to their problems and needs. Sure enough, Smartlink has the right products at the right price point. Most importantly, DIGISOL has well conceived branding strategies, coupled with a business framework that delivers value, quality and efficacy, which are instrumental to its success in a market flooded with competition. Integral to its business model is a widespreading market and distribution network that ensures deeper market penetration. It always helps when it communicates with customers in their language and understands their needs and comes with products for their requirements.
Brand Loyalty
Smartlink is known for quality of its products and for the best service support network. It believes in the need to keep on innovating as technology is ever evolving and has to Smartlink. Today, the market dynamics are changing rapidly and Smartlink deems it imperative to keep in pace with the new requirements which are application driven.
Evolution with Revolution A strong channel ecosystem coupled with a robust infrastructure which they have in India further helped to build itself a solid foundation for growth. Having operated for so many years, it has come to understand better the complexities and the dynamics of the Indian IT market. A few of the key initiatives taken by Smartlink are expansion of channel partners, initiatives towards channel, product expansion and geographic expansion.
Milestones
• In the last couple of years, Smartlink’s primary focus was to introduce an entire gamut of networking and lifestyle products and to reach out to its target audience across the country. • Despite launching the DIGISOL range in 2009, in a short span of time Smartlink has now become visible and is available across the country and is able to capture a good mind and market share.
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Key to Success Socomec has built its success on the confidence of its customers in its solutions.
Milestones • Socomec has built a strong network of partners and resellers across India and has been able to propose a large portfolio of technical solutions adapted to customer needs • Started local UPS production in its factory in Gurgaon.
Olivier Tremouille Managing Director Socomec UPS India
Brand Vision While Branding is important for a brand to be engraved in the sheer consciousness of a consumer, customer referrals can play an equally important proposition for it to build on its prospective customer list. The same is true for Socomec that refers toits installations with prestigious clients which speak about its capacity & position in the market whenever a customer approaches it. For instance, it uses a reference of one of the projects where the company has 100 numbers of 500KVA installed. For Socomec, it always pays off when it has or is able to create a common platform with the consumers. As it is always said “be a roman when in Rome”, Socomec makes sure it uses the right language at the right time to be successful and translates the benefits of the solutions to a customer into his terms or as per his requirements.Its strengths are flexibility, reliability, reactivity.
Brand loyalty relationship
&
Customer
Socomec is a brand that is completely in for customer experience and satisfaction. Customer’s satisfaction is its key driver. To put in simple terms, customers feel confident with Socomec and they believe that it will never let them down as a technology driven brand. Further, it works on the concept of providing what customer wants and not selling just what it has. Before offering a solution to its customers, the same is discussed with the customer to understand his need and then based on his feedback Socomec proposes the right solution. This is where the company draws the difference from the rest of its competitors. It understands the need and speaks the language which the customer understands. The differentiation also comes in terms of its innovative product design and benefits.
Evolution with Revolution
Socomec founded in 1922 saw its evolution from being a manufacturer of switches, fuse links, fuses, bells, rotisseries and sheet metal or lacquered cardboard bridging boxes. After sometime, the company started to manufacture more specific equipment: changeover switches, transformers, rheostat-regulators and high capacity fuse links. Continuing to focus on ambitious profitable growth, Socomec has redefined its development strategy from being a product specialist to a company which is now set to become a Solutions specialist.
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Sapna Sharma Head – Marketing – Devices Spice Retail Ltd.
Brand Vision
The new tagline of Spice “Milaye Sapnon Se” clearly defines its brand vision of connecting to the youth in the tier-II and tier-III cities, where Spice smartphones have become the medium through which people connect to their dreams. In a category characterized by largely undifferentiated feature-based communication, the newlylaunched Spice brand campaign “Milaye Sapnon Se” makes a striking departure from the norm, thereby positioning Spice as a brand that offers technologically advanced products at affordable rates. This tagline enables Spice to commit to people in small towns and cities to not only dream big but also fulfil those dreams.
Brand Loyalty Key to Success
Having established Spice Mobiles as a competitive brand amongst global leaders, it has persistently aimed to achieve ambitious milestones by introducing cutting-edge technology. It thrives to offer to its customers the best technology products at the right price point for a best in class experience.
Spice truly believes in the dreams of its consumers and strives to be the platform that propels these dreams into reality. As a brand, it has been able to build an emotional connect with its customers through its communication and the latter, in turn, relate to its vision. And that is exactly what Spice is working towards. With an objective of enriching the mobile handset industry, it is enabling users with rich technology and reasons to dream big. Spice democratizes the benefits of Mobility to create social inclusion and help people achieve their dreams of a better life for self and the community.
Evolution with Revolution Spice understands the needs of its consumers. Backed with market research and consumer feedback across target markets, Spice has come up with products that not only best suit the requirements of the customers but also help them dream big. It believes in not just having a strong relationship with its customers but also to make a connection. At Spice, communication is tailored to suit the interests of the customers and enable greater customer engagement.
Milestones
• Spice introduced its first 12MP camera smartphone in India. • Introduced India’s first 3D phone for which it has won many awards. • Its achievement also includes introducing the first dual-mode phone and dual-SIM PDA (Spice D-1100 GSM/GSM) in the Indian market. • Spice has established itself as a key technology provider in the Mobile Internet space, distinguishing itself from other companies. www.mybrandbook.co.in
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Key to Success
Sparsh has always been focussed on its true strength of developing and manufacturing video surveillance products which have given it the first mover advantage and an opportunity to work with the technology leaders in this domain. A thorough understanding of its customer’s requirements along with the technical knowledge has enabled Sparsh to provide unique, reliable and value-for-money products and solutions.
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Brand Vision
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Sanjeev Sehgal Managing Director Sparsh
The brand “Sparsh” stands for Trust, Reliability and Innovativeness. In spite of Indian Video Surveillance market majorly unorganized, Sparsh has always stood by its values of delivering the right product to the consumers which has been a big differentiator over the years. India is a country with diverse cultures and this makes it more difficult to achieve success in such a complex market. Also, by nature, Indians are more emotionally attached with their business and business partners. Sparsh understood this quite well and hence all its sales and support team across India is majorly the local people, speaking in their local languages. This helps the company to have a better comfort level with its partners, thus reaching to their hearts.
Brand Loyalty
Milestones
• Manufacturing the first CCTV camera in India in technical alliance with Sony Electronics. • Developing IP camera in technical collaboration with Texas Instruments. • Developing Digital Video Recorder and launching it in the world’s largest commercial security exhibition in China. • Growing at more than 50% CAGR against industry growing at 25% CAGR.
The power of “Sparsh” brand is such that in a competitive and still majorly unorganized market, Sparsh has dedicated partners which only sell “Sparsh” products due to the reliability, robustness and strong after-sales support it offers. It creates value for all its partners and customers and that has been a driving force of its fast growth. With technology advancements happening rapidly, products life cycle has reduced drastically. Moreover, the cyber threats have increased in recent years, thus making it a new form of war. Sparsh bundles its products with security features which help resist the cyber-attacks for critical infrastructures and extend a long after-sales support for all its products, thus providing a value add against its competitors.
Evolution with Revolution
Being the first Indian company to manufacture CCTV cameras in India, Sparsh has gathered a lot of technical, product and true customer requirement knowledge to offer technology that is advanced, reliable and truly secure and value-for-money products which make Sparsh a straight choice over others.
- One
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Kenny Shin CEO STAR CJ Alive
Key to Success Star CJ focusses more on providing a good and a user-friendly experience to its customers in its TV programming as well as in its web page. This is working in its favour and has shown good customer turnout.
Milestones
• Sep 2009 – 6-hour slot operation on STAR Utsav – Mumbai and NCR Area. • Aug 2010 – 24h standalone home shopping channel, STAR CJ Alive launched. • Feb 2011 – Launching of Internet shopping mall www.starcj.com. • Aug 2012 – All India delivery started. • Feb 2014 – STAR CJ Alive celebrates 5 Million Shoppers’ Festival.
www.mybrandbook.co.in
Brand Vision
The key word “Star” indicates that Star CJ Alive to be a broadcasting company and “Alive” establishes the company as a lively and energetic brand identity. It strongly believes in speaking with the customers in the language they are comfortable and ensures that it illustrates its products and offerings on air or even on its website as per the customer’s preference and understanding. It tweaks it as per their way as it believes to be in its customer’s heart. This is also expected to help it in the long-term business.
Brand Loyalty
From the business point of view, Star CJ has many USPs like shopping convenience, deals and unique product portfolio. It does not approach the customer with an emotional marketing or brand establishment. It communicates who it is and that is what its customers today expect from Star CJ – a combination of unique products, good deals and good service. It always believes in delivering extra to the customers. Most of its products are bundled with some offers. The same is highlighted in its episodes in its TV channel. And, of course, the quest never ends to continuously search for unique and innovative products.
Evolution with Revolution
STAR CJ is a joint venture between STAR (No. 1 Broadcaster) and CJ (No. 1 Home Shopping Company from Korea). CJ being a big and experienced player in this industry, helps Star CJ to identify and introduce unique and innovative products from other countries. This helped Star CJ to be customer’s preference over others.
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Vivian Singh President & CEO Strontium
Brand Vision
For Strontium, it is always the people first and hence strives to build relationships that last a lifetime. It makes a difference in the people’s digital lives by embracing the spirit of innovation with the latest in memory. Guided by a two-way flow of information, it also understands the localized concerns of its customers and values the importance of their feedback by acting on it and creating innovating products which address their varied requirements.
Brand Loyalty
Strontium strives to utilize advancements in technology for delivering the best-in-class products. But Strontium’s values that come engraved with the name that makes it a very sought-after brand. It’s efforts to bring cost-effective integrated solutions to consumers never come at the cost of quality. Essentially, its R&D team based in Taiwan focusses on making the highest quality memory products, while also designing latest flash products and new packaging to suit consumers around the world.
Evolution with Revolution
Since its inception in 2002, the company has adopted a two-pronged approach – to cater to the needs of both enterprise and retail consumers with a strong focus on R&D and bring out quality products. The quality products are backed by an impeccable after-sales service and a lifetime warranty. The objectives are achieved and sustained by always placing people first and bringing every relationship to the next level. A wellorchestrated customer relationship programme also determines that once a Strontium customer, always a Strontium customer.
Milestones
• Strontium launched its new logo and retail packaging in 2010 which captures the essence of Strontium products being among the fastest in their category. • Strontium clocked record revenue of Rs.300 million in 2013. It launched its most promising range of flash products called the NITRO series in Q4 2013 across the globe. • To spread the reach and availability of Strontium products around the globe, the company has signed distribution agreements with large-scale distributors like Ingram, Redington, Eternal Asia, Kaira, etc. • For the convenience of the end-consumer, Strontium products are also made available in major retail chains like Mobile Stores, Spice Hotspot, Sangeetha, Univercell, and others. • As of today, Strontium has a total manufacturing capacity of 500,000 memory modules and 7,000,000 flash products every month.
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Key to Success
Being the first in the market with highquality innovative products at competitive prices is what sets Strontium apart in the cluttered market. The cluttered scenario has presented a great opportunity for Strontium to cut through the competition with an exciting product range backed by cutting-edge quality, reliability and excellent after-sales service. This is the principle that has guided the company to success.
www.mybrandbook.co.in
Key to Success Symantec’s ability to successfully integrate newer technologies has helped to become a leader and enabled the company to provide best-of-breed solutions for millions of corporate and individual customers in more than 48 countries.
Sanjay Rohatgi President, Sales Symantec Software Solutions
Brand Vision Milestones
• 2013 – Crossed the 4000 employee mark • 2012 - Opening of Symantec Engineering Center at EON, Pune • 2011 - Opening of Security Operations Center (SOC), Chennai • 2010 - Engineering Center in Bangalore opens • 2007 - Opening of Symantec Chennai Center • 2006 – Opening of Pune Security Response Center • 2004 - Symantec merges with Veritas • 2002 – Development teams for all Veritas products in India
“Symantec is an information protection expert that helps people, businesses and governments seeking the freedom to unlock the opportunities technology brings – anytime, anywhere. A Fortune 500 company, Symantec operates one of the largest global dataintelligence networks, and provides leading security, backup and availability solutions for where vital information is stored, accessed and shared. Ninety-nine percent of Fortune 500 companies are Symantec customers.”
Brand Loyalty Customers of all sizes are faced with one essential challenge: the need to secure and manage an enormous amount of information. Symantec understands this better than anyone else. We all live and work in an information-driven world. Information is the lifeblood of modern business and, increasingly, of modern life. Each year, the amount of information we create increases exponentially and securing and managing our information-driven world becomes even more important and challenging. Customers are increasingly concerned about how to secure and manage their increasing amounts of information – from digital photos to business critical data. Symantec’s strategy is to solve its customers’ problems in three key domains: unified security, information fabric and identity management. It is building one of the world’s most trusted product and services portfolios, through leading point solutions, new integrated offerings, and third-party partnerships that solve its customers’ biggest challenges better than anyone else.
Evolution with Revolution Individuals, businesses, and other organizations use new ways to access their digital information, creating new opportunities for Symantec to develop products and services which address mobile devices, web services, web platforms, and the emerging software defined data center and network. Symantec’s strategy is to establish leadership in this evolving information-centric world by identifying and delivering security and information management solutions that solve large unmet or underserved customer needs.
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Key to Success Gionee focuses on the Smartphone segment and its constant endeavour to provide value for money along with providing best in quality smartphones to its customers. With its own R&D, Manufacturing and Design centres, Gionee has offered the finest quality of smartphones for Indian consumers yet providing value for money across product range.
Milestones • Gionee since its inception last year saw immense growth and in its 10 months of operation has achieved approx 2% market share in India by value • The brand is operative in 2000+ Shop in Shops and plans to expand into 4000 this year. Gionee will also open 250 brand stores across India in 2014
Arvind R Vohra India Head Gionee Smartphones
Brand Vision
Gionee in Chinese means “Golden Quality”. True to its name, Gionee’s brand value clearly reflects of being exceptional with each product, by bringing latest technology and innovation to consumers and giving them an attitude of confidence in its Brand. Living up to its name, the brand has always kept quality and experience at the top. Successful branding is all about establishing and crafting the company’s operations to meet long-term objectives. Also consumer power has grown so much that it can make or break a brand. Keeping this in mind, Gionee tries to establish a long-term vision among masses by reaching to its consumers by understanding their needs and coming out with products that purely touch their heart and help connect with them at various level. The company is not only investing hugely in brand creation campaigns, but it also remains a cut above the rest by introducing innovation.
Brand Loyalty
In order to create a unique image, Gionee has positioned itself by developing innovative products, by offering best in product innovation, quality, features, styling and price.It is one of the brands with the most profound and broadest achievements in design, research and development. Gionee defines itself as a brand that makes consumers’ life better.
Evolution to Revolution Gionee over the years has believed in keeping Innovation as its Core Value Proposition and ensures that its products deliver the latest in technology while keeping in mind the future perspective also. Customers are also getting more and more aware of what goes into a smartphone. In line with this ongoing trend and customer preference, Gionee ensures that they provide best in class hardware along with integrating its customized UI called AMIGO which has seen 2 versions till now in ELIFE E6 & E7 respectively.
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Meera Raman Associate Vice-President Tally Solutions India
Brand Vision
The “Power of Simplicity” is how Tally likes best to describe itself, which basically means that all its stakeholders find it easy to interact with, use its products, avail its services and follow processes that are laid down. In simple words, “simplicity” is in its DNA. But what sets a company apart is as much in its DNA as its achievements. Tally has traversed a long journey ever since it has been shaped for success by the visionary – late Shri S. S. Goenka. Today, more than two decades later, it enjoys the reputation of India’s leading business management software product company by proudly powering 95% of businesses in India.
Brand Loyalty
Tally believes in a very simple principle of “Standing out or Standing aside”. In today’s ever-changing market, it is becoming increasingly difficult for a company to maintain a sustainable competitive advantage over other similar offerings – this is when Branding comes to the rescue. Tally understands that it will grow only when it enables others around it to grow. It is also its inherent belief that when it enables its customers, partners, employees and vendors to grow – it makes them happier. This is reflected in its Purpose statement which is “To make everyone who touches Tally happier”.
Evolution with Revolution
Milestones
• Tally’s first milestone was its successful launch of codeless system and this success continued with each and every new product like Tally.ERP 9, Tally.Server 9, Shoper 9, to name a few. • Tally was the first to introduce codeless software, a natural language interface, path-breaking remote functionality and other unique capabilities. • It was also the first to launch free service and breakaway commercial terms including free upgrades and no charge per seat to transform the ownership experience. • On its path to becoming a $1-billion enterprise, Tally counts Tata DoCoMo, Tata Steel, LG, Madura Garments, Raymond, Kurlon, Samsung, PePe, UltraTech Cement, EPSON and government establishments like NRHM, SSA and the Ministry of Rural Development among its enterprise customers.
www.mybrandbook.co.in
Tally enjoys a Brand Equity amongst business houses in India and commands great respect and loyalty. This has been made possible because of its relentless efforts to bring the best in the product and services to its customers. Its products are designed to make life “Simpler” for business owners and it has in place lucrative partner policies. With the best interests of its two most important stakeholders (Customer and Partner) in mind, it creates products, service models or policies that effect them in any way possible.
Key to Success Tally puts it simply – “We innovate to make
things simple.” Innovation with simplicity is the key to all its endeavours that drives and helps in creating a new identity. It makes everything different that Tally does as an entity.
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Milestones
• 2001 – Toshiba India Private Limited, a 100% subsidiary of Toshiba Corporation Japan, was established. • It has over a decade of proven expertise into customer deployments in the fields of Semiconductors, MFPs, Tablet PCs, Cloud & Solutions and R&D, besides other domains.
Sivakumar VP – Sales & Marketing, PC Business – DS Division, Toshiba India
Brand Vision
Key to Success
For Toshiba, customers are the most important business drivers that enable the company to work towards perfection. Its “Awesome Inside Out” campaign is a testimony to its belief of talking to customers in their lingo. It highlights not only individual style statements but also connects with the target audiences at an individual level.
With a rich heritage of over 135 years of innovation, the brand Toshiba brings “meaningful innovations” to the consumers across the world. This purely reflects the company’s passion for technology to enhance its consumers’ lifestyle which resonates with Toshiba’s brand promise of “Leading Innovation”. It symbolizes its commitment of making life better through innovation, and the belief that life-changing shifts can only be achieved by keeping ahead of the curve and not resting on the past successes. Toshiba has been the pioneers of the commercial PC segment and has introduced many world’s first technologies that have changed the way PCs are used. Furthermore, as a world-leading supplier of visual products and electronics devices, it brings cutting-edge technologies and features to PCs.
Brand Loyalty
Indian consumers have evolved from being price-sensitive to being value-sensitive. Understanding this conviction, Toshiba delivers technology and products remarkable for their innovation and artistry – contributing to a safer, more comfortable, more productive life to its customers. Its customers expect it to bring together the spirit of innovation with passion and conviction to shape the future and help protect the global environment, which also is its shared heritage. To do so, it fosters close relationships, rooted in trust and respect, with customers, business partners and communities around the world. Encompassing meaningful innovations and making products with impeccable quality and exceptional performance, Toshiba continues to push the envelope on innovation to give its customers faster, more powerful and smarter laptops.
Evolution with Revolution With its focus on the mastery of technological innovation and design perfection and with sophisticated craftsmanship and technology, Toshiba has launched products that have created their own niche in the market. With innovative marketing campaigns, Toshiba has reinforced its brand equity over time that consistently conveys the synchronized communication that Toshiba’s brand values reflect.
Z30
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4
Key to Success
TP-LINK aims at building win-win relationships and creates value for its partners. It owns its own manufacturing facilities besides having a complete control of firmware source code, production uniformity and performance stability. It offers the best quality at affordable prices and invests heavily on R&D.
Jason Xu Director TP-LINK India
Brand Vision TP-LINK’s remarkable presence is a result of several aspects, including professional research and development, strict quality control in its independent manufacturing facilities, continuing product improvements and an experienced sales and marketing team backed by supportive management.
Brand Loyalty Branding is one of the major missions to be fulfilled in India. Based on information gathered from the Indian as well as global markets TP-LINK has formulated several strategies and implemented them. It works with the media partners for advertising, press outreach and product testing, as well as branding on social media to make TP-LINK known to end-users. Besides TP-LINK cooperates with its Business Partners and introduces Schemes and Dealer Meetings to motivate the channel market. It also cooperates with online retailers to offer end-users affordable, high quality products at competitive prices and organizes exhibition event and roadshows to expand the brand coverage.
3G Mobile Wi-Fi M5250
Milestones
• Due to its innovative product range, quality products, customer-centric aesthetic design, value for money to the consumers, long warranties and efficient support, TP-LINK has become very popular with consumers in short period of time • TP-LINK has always been timely to market due to its strong R&D team, maintaining a keen commitment to understanding customer needs and building products to suit. • Within a span of 5 years, TP-LINK grew 20 times from its 5 crore base in India in the first year, which is record growth of any networking company in India to date.
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Evolution with Revolution TP-LINK was established in 1996 with its Headquarters based in Shenzhen, China. The company entered the international market in 2005 and now boasts of 33 Operational subsidiaries globally. TP-LINK India operations began in 2009, with the team committed to providing quality products to end-users at competitive prices and providing support to its partners. Ever since its inception, TP-LINK has been providing robust networking with premium quality and has always been progressively adapting its products with the end user experience in mind. It endeavors to give its customers the international quality/brand that they can be confident in and derive maximum value for their money.
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Key to Success
Shalini Pandey Business Head AOC Monitors, India
Pioneering new technologies and innovative display solutions are one of their secrets to success. AOC has carved a niche in the consumer’s mind by understanding their needs and making products to fulfil them. This helped AOC in establishing a brand name that consumers recall with innovation, value and trust. Value offerings clubbed with regional marketing campaigns have also helped the company gain visibility.
Brand Vision
AOC has earned its credentials of being a vision innovator. Its superior position in the Indian market is established by introducing user-friendly, technologically advanced displays. AOC puts dedicated focus on the development of products that fit seamlessly into consumers’ digital lifestyles. To get closer with the customers, AOC tried to speak in a language customers understand better. Its bonding with its regional consumers gets stronger with its marketing initiatives where it displays its products and services through its valuable channel teams.
Brand Loyalty
Consumers buy what they think will fit their need. As a team, AOC does core research on the market and the consumers’ needs and keep on exploring various pioneering ways to reach out to its audiences with strategic marketing activities. These are highly effective for the brand and have a long-run impact on its channel partners and end-customers. Customers expect from AOC to serve them with technologically advanced products without making hole in their pockets.
Evolution with Revolution
AOC products are designed keeping in mind the global standards and aspire to be the best display brand in the coming years. Its products are known worldwide for their excellent display technology and innovations. It takes years to build any brand and that helps to influence customers. AOC is quite competitive in terms of product price, attractive offer and customers’ service in the race of being the “brand of choice” for the consumers.
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Milestones
• 2001 – TPV Technology (Parent company of AOC) started its journey in India and in the last 13 years has earned a huge satisfied customer base. • 2005 – The AOC brand was launched in India. It has been among the top three leading monitor brands in India. • 2012 – AOC expanded its product range with the exclusive range of AOC TVs. • 2013 – AOC introduced AOC range of Breeze Tablet. In the same year, the company incorporated its 100-per centowned subsidiary company in India, known as TPV Technology India Private Limited.
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Key to Success
Delivering timely threat intelligence, service, and support, Trend Micro serves its global customer base and defends tens of millions customers round-theclock through TrendLabs. As new threats and vulnerabilities emerge, the security firm remains committed to timely threat intelligence and ongoing innovation to help customers secure data, ensure compliance, reduce costs, and safeguard business integrity.
Suchita Vishnoi Head Marketing Trend Micro (India & SAARC)
Brand Vision
The tagline “Securing your journey to the cloud” strongly resonates with Trend Micro’s strong leadership in content security solutions that enable users to exchange information securely in a physical, virtual or a cloud environment. Unlike other companies who diversify or narrowly specialize, Trend Micro has grown into one of the largest security vendors in the world while maintaining a singular focus on Internet content security and threat management.
Milestones • In its endeavor to serve its customers, Trend Micro has moved leaps & bounds with innovative products in the marketplace. Planning the Go-To Market for these product lines keeping the best interests of customers & business interests of partners has been a key milestone. Working in tandem with all internal & external stake holders has evolved the marketing function & positioned it very strategically in the overall business planning process.
Brand loyalty & Customer relationship
With a track record of customer satisfaction, Trend Micro powers its solutions with the superior threat detection and continual updates from the Trend Micro Smart Protection Network infrastructure and its powerful correlation engine. The company’s solutions defend millions of consumers, small businesses and enterprises with the efforts of its employees in R & D centers located around the globe. Trend Micro provides a comprehensive range of security solutions that work seamlessly together with round-the-clock security coverage provided by TrendLabs, a worldwide network of threat research and product service and support centers. Trend Micro has Smart Protection Network which is a cloud-based security infrastructure that rapidly and accurately collects and identifies new threats, delivers instant protection for data wherever it resides. Trend Micro Deep Security is an innovative product designed for enterprises. It provides a comprehensive server security platform designed to protect the virtualized data center from data breaches and business disruptions while enabling compliance. This agentless solution simplifies security operations while accelerating the ROI of virtualization and cloud projects. It helps enterprises in maximizing operational cost reductions, prevent data breaches and data disruptions and help them to achieve cost-effective compliance.
Evolution with Revolution
Employees
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Since its inception in 1988, Trend Micro has pioneered innovative security software technologies and services, adapting product strategies to stay ahead of the dynamic threat landscape and serve customers as they evolve their IT infrastructures. It was the first to recognize the need for network and gateway security in the 1990s. When it saw web threats overtake other forms of malware the company took advantage of cloud computing to launch the Trend Micro Smart Protection Network data mining framework that continues to deliver actionable threat intelligence faster than any other security vendor. Trend Micro delivered the first agent-less anti-malware solution as companies moved to virtualized servers and desktops and recognized the need for increased scanning performance. Added to this, the company continued to innovate by delivering the first agent-less integrity monitoring and virtual patching solution as well. Now Trend Micro is tackling the challenges and opportunities inherent in cloud computing and consumerization, including the proliferation of mobile devices and consumer-grade applications.
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In this game, you get only one strike Knock cyber threats out of the park Cyber criminals aren’t playing around with targeted attacks on your business. They know how to crack through a weak defense and steal your data. Take whatever they throw at you See how Trend Micro can help you step up to the plate with the best cyber security available to enterprises today.
trendmicro.com/customdefense
For the past 25 years Trend Micro has beaten cyber crooks at their own game. Our team of threat defense experts and security solutions help over 500,000 organizations protect their critical information every day. Trend Micro Custom Defense is the only cyber security solution that enables you to detect, analyze, adapt, and respond to targeted attacks across your networks, endpoints and servers. It’s a whole new ball game.
©2014 by Trend Micro Incorporated. All rights reserved. Trend Micro, and the Trend Micro t-ball logo are trademarks or registered trademarks of Trend Micro Incorporated. All other company and/or product names may be trademarks or registered trademarks of their owners.
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K.E. Ranganathan Managing Director TVS Electronics Ltd.
Brand Vision Trust, Value & Service – this is what TVS stands for. Associated with the TVS Group, it is an industrial conglomerate which was founded in 1911. Consumers associate with the TVS Group because of the trust which is seen as the most key indication of the brand. India has been divided linguistically, and 20 out of 29 states have literacy rates below 80%. If the product has to reach to deeper touch points in India, the branding a n d marketing strategies have to be made “Desi” and easy to understand to reach to the customers and for a quick brand recall. The strategies need to be specific to the product and the market to be addressed.
Brand Loyalty
Key to Success The POS products business has been the growth factor and the company has grown ahead of the market. The brand is focussing on this segment and is offering a bouquet of products to the customers. The service strength of the company is spread across 400 towns which it is able to capitalize in selling products in this segment.
The quality of products is the power of TVS-E. Customers believe in the quality and life cycle of products. As a proof of its quality, TVS is one of the few top companies in India to win the Japanese Deming Award/ Quality Award. The emotional attachment the customers have with its products is because of the Trust and the delivery pattern. The TVS Group companies are governed by Japanese TQM processes and Customer satisfaction is the key for the company. Also, the company has ethical policies for replacement for any damage of the products. The products are covered under warranty and are serviced by Direct Engineers in the Top 10 towns in India. Services are also offered in 5,000 towns through service network which is the backbone and unique selling preposition for Point of Sale products.
Evolution with Revolution The products that TVS-E offers in the Dot-Matrix and Keyboards have specifications higher than the competitive products and they offer solutions to the customer’s problems. The products are customized for large projects in schools, Government, Railways and banking segments. The POS products selling team is a techno commercial team and products are sold in line with the customer applications and support to customize the products to their applications. The service is the key differentiator over competition by offering next business day service to the products to any location in India.
Milestones
• TVS-E is the manufacturers of Dot-Matrix Printers and enjoys a market share of 40% in the DMP segment. • Point of Sale business started in the year 2007 and this business has grown equivalent to its DMP business. • Participating in retail automation projects and focussing on selling POS products through its distribution sales which has reach of 1,200 resellers across the country.
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Brand Vision VMware customers of all sizes are leveraging a decade of virtualization investments to build cloud operations that will allow them to achieve the peak in automation, flexibility and efficiency. VMware has the vision, strategy and offerings to help customers transform IT and deliver on the promise of cloud computing. Customers rely on VMware to help them transform the way they build, deliver and consume Information Technology resources in a manner that is evolutionary and based on their specific needs.
A L Jagannath Director Marketing, India and SAARC - VMware
partners need to stand out to customers and gain a long-term competitive advantage with their VMware practice. VMware’s rich distribution network ensures that partners have the support they need to sell, close and support the customer’s needs. A partner’s membership level is determined by their investment in VMware training and sales. Increasing their level of expertise and engagement in the Brand & Channel Strategy in 2014 program through VMware training and sales moves a partner into advanced The Indian market is vastly untapped for VMware and this remains an levels of membership. To better support the partner and maximize their opportunity. It is putting its energies behind increasing the awareness for its business opportunities, VMware offers three Solution Provider Program levels: solutions and the benefits they deliver for the business. While it continues to see Professional, Enterprise, and Premier. growth across different segments and sectors, the SMB segment will continue In addition, VMware offers an entry point - Registered, where a partner to be a key focus area as well as emerging sectors such as the government & can learn more about VMware virtualization and cloud infrastructure solutions. defence segments. Today VMware works with a great set of partners at each level. It evaluates its VMware is ramping up its channel strategy around software-defined data partners based on their interest and commitment to the brand as well as their center (SDDC) and End User Computing. It will be working closely with its enthusiasm towards working with VMware. System Integrator partners and OEM partners, while aggressively pursuing the The VMware Partner Network offers three primary relationships to virtualization opportunity in the SMB segment. Besides it will continue to host differentiate partners’ business and drive growth and profitability for their many events and seminars to help educate customers on its solutions, and company: help their organisations to become more agile and responsive to the dynamic 1. Resell Products and Solutions - Companies that want to sell, market business environment. It has seen a phenomenal response to Partner Exchange and deliver VMware products and services on Tour events held across the country over the past month. Other events like 2. Offer Services - Companies who sell and manage services Partner Leadership Summit, Solution Trainings, among others will help enable 3. Technology Partners - Companies that have their own products and VMware partners and their teams to build their business with the company. technologies and incorporate VMware products However, the macro economic conditions that influence customers’ investment decisions will remain a challenge for VMware. This has also Ten Reasons to Partner with VMware impacted the industry in a big way in the year gone by. • Align business with the undisputed industry leader in virtualization VMware is also aggressively pursuing the virtualization opportunity in the and cloud infrastructure products, solutions, and services SMB segment and recently created an SMB unit in India to drive its channel-led • Take full advantage of the industry’s highest attach rate go-to-market strategy. Another strategy that VMware is adopting is to address • Boost profits through financial rewards more partners through its OEM relationships. • Accelerate growth through industry-recognized certification training. To further strengthen VMware Virtual Service Provider program (VSPP), VMware has appointed Ingram Micro along with Kryptos for usage-based Certification training grows revenue 6x licensing business. The program has been uniquely designed to help service • Expand the services business providers develop, promote and sell their cloud products, services and • Strengthen customer loyalty solutions. • Provide flexible end-customer options that enable cost savings to the As partners deepen their VMware expertise, they benefit more, and so do customers customers. • Easily access powerful partner training and sales tools through distribution partners or through VMware’s Partner Central and Partner Network Partner University VMware provides an evolutionary and pragmatic path to the customer’s • Gain a solid competitive edge with comprehensive marketing tools cloud that preserves existing investments, while enabling efficiency, agility and • Benefit from the award-winning VMware Partner Network freedom of choice. The VMware Partner Network (VPN) provides the tools
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Key to Success Wacom believes satisfied customers are the number one indicator of business success, so Wacom constantly tries to maintain good relationship with them so that they remain delighted and loyal towards the company.
Milestones
• Awarded with “Best IR Award for Small & Medium Cap. Companies” by the Japan Investor Relations Association • Wacom India started onsite service in India with a dedicated service centre in Bangalore • Launched WILL, the Wacom Ink Layer Language is an universal inking engine and ink layer framework which connects hardware, software and applications • Samsung adopted Wacom feel IT technology in Galaxy Note smartphone and tablets. • Launched Cintiq Companion – first PC pen tablet in the Market • Launch of Bamboo paper for iPad users to create ideas with handwritten notes
Manu Nanda Managing Director Wacom India
Brand Value As a brand Wacom dreams of a world alive with creativity. Wacom is an essential tool for every creative person, whether an artist or a designer, who is aspiring an innovative tool that can help him to convert ideas to form and let people express their creativity as fluently in the digital world as they would with ink on paper, paint on canvas. Wacom invests heavily in new product development for enhancing the experience for the designers – Product, Animation, Graphic, Fashion, Photo etc. This makes them truly a customer oriented brand and this way Wacom commands a huge brand loyalty and high market share of 95% in most markets around the globe. At the same time, Wacom’s to its partners – whether national level distributors or channel partners or web sellers, is a brand that performs.
Brand loyalty & Customer Relationship Works completely according to the brand idea - Open up and Sense more, drives and inspires its customers to do new things. Customers know of the power that Wacom products bring to their design cycle & processes. Interestingly, Wacom just ensures that the customers are involved in the continuous process of building new products and improving existing ones. Having a robust product line-up for Consumer, Creative & B2B markets, Wacom has products to suit a wide range of pockets, right from the entry range for students to high productivity models for senior designers. Wacom B2B solutions are in use at Corporate Boardrooms, Education, Retail, Banking and Medical.
Evolution with Revolution Wacom completely knows the nerves of customers, because it makes products based on customer feedback. In return customers love Wacom to the extent that it hardly knows what direct competition is. With lion’s share from Indian market, Wacom is not putting its energies to tackle competition, but to better understand future customer needs.
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Key to Success A long-time innovator and storage industry leader, WD has earned its name for having a wide range of innovative, class-leading products. As an industry player for over 40 years, it understands that customers expect nothing but the best from WD. As a result, it is constantly working towards improving its products. It has succeeded in consistently bringing the world’s most advanced and innovative products in storage technology to its customers. The sum of all of this has led to its ongoing success in the industry.
Milestones
• A major milestone for WD has been its extensive tours of B&C class cities. WD has been focussing on a number of smaller cities spread across the country. The goal when visiting these cities is to demonstrate WD’s commitment to its partners and the end-customers, whether it is through face-to-face interactions during partner training sessions or consumer-focussed mall activations or via digital touch points such as social media channels. Visiting a new city week after week and managing the logistics and other variables relating to the campaign has been a challenge but the results have surpassed expectations. • WD is also reputed for having launched unique and innovative products such as the WD VelociRaptor, with a speed of 10,000 RPM, and WD Black2 – the world’s first 2.5-inch SSD + HDD dual drive etc.
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Subroto Das Director – South Asia & India WD
Brand Vision
Excellence and Innovation – this is what WD stands for. Its brand DNA or WD-NA is to have a relentless focus on producing state-of-the-art products that offer its customers the best possible experience. Its R&D team is constantly focussed on new and innovative technology for this very reason. The reliability for the brand and its immense focus on customer care and satisfaction is another trait that separates WD from the rest of the brands.
Brand Loyalty
Customers are emotionally connected with the things they purchase. Because of the trust customers have in WD, it ensures that it offers them surety by being dependable and reliable. True to its words, its products are engineered according to the highest standards. WD, on its part, also provides doorstep “WD support” warranty service and has WD drop point services in 64 locations across India. As the preferred brand in the personal storage market globally, WD constantly works towards improving its customer satisfaction quotient. Additionally, it constantly innovates on its products and makes it simpler for customers.
Evolution with Revolution WD products are a promise of innovation and reliability made to customers. Besides delivering category defining products and solutions that perfectly suit the needs of the customers around the world, WD also offers its customers the power of choice by providing a wide range of products that enable them to live their digital lives to the fullest.
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Vivek Chandel Executive Director – Marketing Xerox India
Key to Success
Brand Vision
Xerox operates in a B2B marketplace. It has a very strong service legacy which ensures that, while customers buy Xerox products based on hard business facts, they love it because of the lengths Xerox goes to ensure that the customers’ business runs smoothly. Xerox lays a lot of importance to the fact that during its relationship with the customer, it delivers the right experience to the user which touches their heart. Xerox understands the customer business, his urgencies, predicting what he might need before he needs it and making sure that in most cases Xerox takes preventive actions before a machine breaks down.
Starting with replicating documents with the invention of Xerography to offering end-to-end document management solutions driven by datadriven customer insights, Xerox has a strong legacy of big innovations. The Business Process and IT Outsourcing services also carry forward the same legacy – simplifying work for our customers so that they can focus on their real business. This is what Xerox really does and conveys in its communications. Customers value this and this is clearly reflected in the fact that Xerox is the world’s leading enterprise for business process and document management today. It is also an acknowledged world leader in the Managed print services as evidenced by endorsement from all the leading analysts like Gartner, IDC, Forrester, Quocirca, etc.
Brand Loyalty The brand “Xerox” stands for innovation, customer’s satisfaction and delivering quality and excellence. Xerox has always been at the forefront of technology with innovations across products and services. It has today the most comprehensive product portfolio ranging from desktop printers and multifunctional devices for SMEs and enterprises to high-end digital presses for Graphic Communications industry. All these capabilities, innovation and the leadership in the domain it operates in, makes Xerox one of the most respected and valuable brands and it continues to power the business ahead. Milestones
• In 2010, Xerox established its fifth Xerox Research Centre in the world, the first Ever since Chester Carlson founded outside North America and Western Xerox, there has been a common thread Europe, in Bangalore which while being across everything that Xerox has done a part of the Xerox Global Research – simplifying the way work is done. It Network, focusses on innovation for the is like a challenge for the company emerging markets like India. to communicate everything that Xerox • In 2013, Xerox launched Connect Key, offers to its customers and what it stands which is a game changing innovation. for, given the width of offerings that ConnectKey is a software embedded into it has. However, at the end of it all, a Xerox Multi function printers and a set of customer today identifies Xerox as the solutions that address the requirements of world’s leading enterprise for Business a workflow integration, connected devices Process and Document Management that talk to each other, advanced IT security with offerings from office equipment, and the demands of an increasingly mobile consumables, Document Management workforce. Xerox received the Frost and solutions and now IT and BPO solutions Sullivan Technology Innovation Award for across a multitude of verticals like 2013 with its Connect Key offering healthcare, transportation, HR and F&A.
Evolution with Revolution
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Key to Success Cynthia Gokhale Marketing Head Zicom
Zicom’s world-class performance over the years has helped build a strong brand name and carve out a relationship of trust with customers.
Milestones
• Be listed on the Indian Bourses in 1995. • Pioneered the category of Electronic Security In India. • Introduce 24 x 7 Zicom Command Centre (ZCC) in 1995. • Introduce wireless security equipments in the home and retail segments. • Introduce Security Services called e-SaaS (Electronic Security as a Service).
Brand Vision Committed to provide safety to customers by continuously developing and offering new technologies, innovative products, solutions and delightful services by abiding all its commitments to customers, Zicom has carved out a niche for itself as India’s one of the major electronic security services providers, since its incorporation in 1994. With time, Zicom has advanced in the most customer-focussed manner, evolving and transforming with every passing day to cater to the changing customer needs. Besides the fact that it stands out as one of the few companies with the strongest top-of-the-mind recall, Zicom is credited with changing the face of the Electronic Security Industry with the launch of its first of its kind “Electronic Security as a Service (e-SaaS)” business. Currently, Zicom has expanded its Service Network to 12000 customers from 800 cities across the country since it believes that something as essential as Security should not be compromised.
Brand Loyalty Zicom is synonymous with security and surveillance. For Zicom, the perception of its “BRAND” is built by its customer’s experience of the brand. And hence, it take utmost care to ensure that it trains all its staff as well as new recruits on the service standards maintained by Zicom. This enables Zicom to maintain consistency in the brand experience with the customer. The 3N’s that are the strong pillars of Zicom’s growth are, “need from the customers”, “necessity for the customers”, “nerve of the customers” in regard to the products that would make them feel safe. The sense of “Feeling Safe” is what Zicom provides the customer through the selling cycle of Zicom’s products.
Evolution with Revolution Over the years, Zicom has evolved significantly - from a security project-based company to a security products company. And today, it is one of the largest security services provider in India. Zicom’s unique, customer-centric business model helped it deliver world-class security to customers at an affordable rate. With the introduction of Cloud-based solutions, it has expanded its network by establishing a strong Command Centre. Zicom’s products and services deliver safety, security and peace of mind to over a million customers across 400 cities in 22 states.
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Key to Success Focus on Quality, Provide good aftersales service, Continue to innovate – this is the Success mantra for ZOTAC.
Deepak Gupta Country Manager – India, Bangladesh, Pakistan, Sri Lanka and Nepal, ZOTAC India
Brand Vision ZOTAC has always been marketed as a premium brand for VGAs and mini PCs. All its marketing efforts emphasize on two aspects – quality and service. With innumerable awards and accolades, it goes on to prove that it is by far the number one NVIDIA graphics cards in the market. ZOTAC has different strategies for different stakeholders. While profit-oriented marketing and sales collaterals are targeted at the channel, for gamers there are marketing activities which communicate the performance of the products. For industry verticals, ZOTAC promotes its after- sales service, etc. In short, it talks to various stakeholders in their language.
Brand Loyalty From ZOTAC as a brand, customers expect the highest quality of products. ZOTAC has been consciously portrayed as a premium brand. Customers know of every product of ZOTAC to be of the highest quality. Right from its packaging to bundling, ZOTAC pays minute attention to detail. ZOTAC products have always performed better and customers can always expect quality and performance from ZOTAC as a brand. ZOTAC symbolizes quality and performance in the Indian market. By bringing in the latest technology from around the world, ZOTAC is the first brand to launch mini PCs in India. It has a global tie-up with Ubisoft by which it bundles Assasins Creed with all its GPUs.
Evolution with Revolution
Milestones
• ZOTAC was launched in 2007 in India. Within five years of its launch, it was the number one NVIDIA graphics card brand in India. • ZOTAC has grown to 25 service centres, 2 distributors, innumerable retailers and dealers and 3 departments – sales, marketing and service. • ZOTAC was the first company to introduce mini PCs in India. • The market share of ZOTAC graphics cards is 53% of the total NVIDIA graphics card market. ZOTAC grows at the rate of average 40% per year.
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ZOTAC has built a brand image in the past years that does not require a customer to be convinced to buy a ZOTAC product. Since ZOTAC is known for the quality of its products, it is natural for customers to go for ZOTAC. It strives to maintain the quality standards it has set and constantly try to improve the performance of the products through R&D. The end-result is superior products.
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Amit Saxena Director – Marketing ZTE India
Key to Success ZTE products have always been the hero for the company. Its belief in innovating and investing in its products, solutions and services which are directed towards the precise customer needs has resulted in ZTE today enjoying a strong brand recall with its customers. It also invested a lot on research and development which helped it bring innovative products and solutions in the ICT domain.
Brand Vision ZTE envisages a situation where its customers recall only ZTE when they think about the technology in ICT or in telecom. Such an accomplishment ZTE wishes when it comes to building its brand name. It also wants to be perceived not as a mere product company or box seller, but a complete solution provider. ZTE’s tagline “Bringing you closer”, clearly implies that it is innovating and offering the technology which works best for customers’ needs through ground-breaking products, services and end-to-end solutions. ZTE wants its offerings to reach directly to customer’s heart. For instance, when ZTE does global product launches, it always keeps into consideration as to how it can customize these products for the Indian customer’s needs. Its branding and marketing communications also have a regional flavour, in which decent investments have also been made, especially on the online platforms.
Brand Loyalty ZTE takes pride in the fact that whenever customers think about the data cards, they always recall ZTE because of the product quality and reliability of usage it offers. This is also partly credited to the market leadership ZTE enjoyed in the Indian datacard segment, with strong tie-ups through operators. Essentially, ZTE always had a strong focus on the need-centric innovations which have helped it in introducing reliable products. ZTE also does not clutter the consumer’s mindset with a lot of feature additions just for the sake of it. It focusses simply on the niche products with value additions which are really useful for the end-customers. In spite of being an international brand with the leading international certifications and IPR, its products are priced very affordably.
Evolution with Revolution Founded in 1985, ZTE has built up a brand that has emerged as a leader in technology innovation, delivering superior products and business solutions to clients all over the world. It constantly tries to bring in the technology which will offer customers what they desire from the brand ZTE. Constant fulfilment of this is what helps it break the clutter and build the emotional connect with its customers.
Milestones
• ZTE started its business in India closeto 10 years before with a small office and strength of 4 people. It is through constant focus on delighting the Indian customers that today the company has grown to a strength of 1,500 people with 214 service centres across the country. • ZTE enjoys a huge base of 36 million Indian customers from terminals standpoint. • ZTE entered the open smartphone and data cards market and is establishing ZTE’s open smartphone brand with Indian customers. It will continue to innovate while introducing newer and better devices for the Indian customers.
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