CHANNEL LEADERSHIP SURVEY 2014
Channel Leadership Survey 2014
In today’s marketplace, there is no denying that the technology companies are on a fast-track and sell most of the technologies with the help of Channel. Even those who were averse to the idea of doing business with the channel are o e o iled to adopi g the Cha el oute. Ho e e , Cha el la ds ape has u de go e a sea- ha ge o e a pe iod of i e. Toda ’s ha el e i o e t is ha a te ized spe ializaio . As a i elie e i the pi otal ole that ha el pla s, VARINDIA has ee e po e i g the ha el th ough u de s o i g the eed of thei elaio ship ith the e do s. It has, i the past, de o st ated this st o g elief f o i e to i e taki g e , i o ai e i iiai es ea t to help the ha el o u it . VARINDIA as the uli ate oi e of the I dia VAR f ate it i the ou t has o e agai set the to e fo the e t le el of e gage e t ith the Cha el the e do s o du i g the Cha el Leade ship su e . VARINDIA’s su e ethod is uilt o a u i ue o i aio of spe ialist i dust k o ledge a d i -house esea h e e tl o du ted o ou e site . a i dia. o . This app oa h e a les us to a hie e ou goal of uildi g a a ket o se sus ie of dife e t atego . We ha e e ei ed a o e hel i g espo se to ou su e a d o e tha 7, pe so s had pa i ipated i the su e i all the atego ies. The e do ith the highest o e all a e age ai g i ea h atego as a ed the Cha el Leade .
Smartphones The Indian mobile phone market which is primarily driven by smartphones category is up for a transformation. The country is now the quickest-expanding smartphone market globally and the thirdlargest market after China and the United States. Sales in the country rose by 84 per cent in the quarter to June as users traded up from basic handsets to more sophisticated models. Local and foreign companies alike are sacriicing proit margins to build market share in India. Smartphone sales in India are expected to reach 80.57 million units by the end of this year. Also, the sales would continue to grow at a CAGR of about 40% over the next ive years.
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13% 12%
What is new? • Mozilla s the latest entry into India's cheap smartphone market by recently partnering with Intex and Spice • Android continues to lead over all other operating systems in the worldwide sale of smartphones
14%
18% 19%
24%
Key Vendors Blackberry, Nokia, HTC, Samsung, Karbonn, Micromax and Lava
Enterprise Mobility Enterprise Mobility is an emerging discipline within the enterprise over the past few years. In today’s mobile world, as more workers continue to use smart devices and tablet computing devices as well as accessing cloud services, to conduct their business on a day-to-day basis, enterprise mobility has become all the more important. Enterprise mobility refers to this shift in business practices, where more employees work outside the oice and must access secure corporate data to conduct daily tasks. The usage of this technology is not constrained to tech industry but also to other verticals. Today with enterprise mobility, it has become easier for employees to work outside the oice as they can access secure corporate data to conduct daily tasks.
Focussed Key Partners System Integrators
Distributors
VADs
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IT Consultants
What is new? • Enterprise mobility market is expected to touch $1.8 billion by 2017 as more and more irms are turning towards mobility apps • The potential is marred by inhibitors such as security and data breach, integration issues, regulatory compliance and high cost
Key Vendors HP, Dell, Microsoft, VMware, EMC
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12% 25% 13% 10%
15% 25%
CHANNEL LEADERSHIP SURVEY 2014 UTM The term “UTM” was originally coined by IDC. With threats becoming more complex and sophisticated with the passage of time, UTM, as in the past, is considered the way out. By installing UTM, which combines multiple security features – irewall, gateway antivirus, VPN and network intrusion detection and prevention on a single platform, one can rest assured that the network-security solutions remain onpremise. More advanced markets will, undoubtedly, prefer virtual UTMs and cloud security, but the less mature markets like India will witness the growth of UTMs (physical appliances). Mobile devices are going to be the biggest driver for the UTM market.
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What is new? • Sophos acquires Cyberoam Technologies, the second UTM acquisition for Sophos after having acquired Astaro three years back. • The UTM market is a high-growth market that is forecasted to grow at a rate of 17.3 per cent from 2011 to 2016
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17% 14%
22%
11%
Key Vendors
20%
Fortinet, Palo Alto, Check Point, SonicWall, Palo Alto, Cisco and Cyberoam
PC Market When it comes to PC adoption, the country is still performing better than other countries in the Asia-Paciic. Where the proliferation of mobile devices and smart handheld devices has resulted in the cannibalizing the PC market in the rest of the world, India is still a beacon of hope for the market. The PC market is expected to bounce back further with the increase in the consumer spending owing to festive buying and this growth will increasingly come from tier-II and -III cities. However, the country still has a very low PC penetration.
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What is driving the market? • In the Indian PC market, HP and Dell were neck and neck, followed by Lenovo. Owing to its recent channel realignment, improved management of its partners and the addition of new partners, Dell managed to rally to the top 2 position. • Traditional PC manufacturers have started making big inroads into the tablet market.
11% 15% 9%
18%
23%
24%
Key Vendors HP, Dell, Acer and Lenovo
Tablets Tablet is one of the many product ranges that has emerged over the past few quarters and has caught the fancy of many PC vendors. Low-cost tablets that account to 78 per cent of the total tablet market in the country is believed to be an answer to today’s ailing PC and laptop market. The sales number for tablets, however, went down considerably in the irst three months of 2014 due to the emergence of new-age phablets in the country and the regulations by BIS (Bureau of Indian Standards). But, in the new quarter, the segment is showing signs of recovery again owing to improved discretionary spends by end-users and festive buying that will drive its growth, going forward.
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Where is the market heading? • Samsung with 19 per cent market share occupied the top position in the Indian tablet market. • Android continues to be the most preferred OS. • The dominance of tablets with screen size 7 < 8-inch will continue.
Key Vendors Samsung, Apple, BSNL, Micromax, HP and Dell
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17%
13% 8%
15% 23% 24%
Video Conferencing Demand for cloud-based video conferencing and collaboration solution fuels the growth of video conferencing solutions in India. In a recent survey, business professionals have indicated their preference for a uniied service rather than separate tools for video conferencing, web conferencing and audio conferencing to manage business collaboration cohesively. However, economic downturn is limiting this market to grow further as organizations are taking a cautious approach towards overall IT spending. Moreover, the ongoing transition in the video conferencing space from a primarily hardware-based model to the growth of video subscription services has deeply impacted hardware sales growth in the irst quarter of this year.
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CLS o ser aio s i d • Videoconferencing and telepresence equipment market has shown a sharp decline in Q1 2014 and is expected to show declining results in the coming quarters • Cloud-based video conferencing services are gaining momentum
14%
23%
24%
14% 8%
Key Vendors
17%
Polycom, Cisco, Avaya and LifeSize
Digital Camera India Digital Camera Market which was previously dominated by Point & Shoot segment is now experiencing an inclination towards DSLR cameras. This shift is primarily as a result of reducing costs of DSLRs as well as rising income levels and technological advancements. Fortunately for digital camera vendors, there is one thing that smartphones can’t do (yet) that digital cameras can: interchange lens.
I dia headi g to ards Digiizaio ... • India Digital Camera Market registered an annual shipment of 1.99 million units for the year ending June 2014. Nikon, Sony and Canon together holds around 96% share of the market • Growth of Smartphone continues to hinder the market growth
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21%
Key Vendors
7%
8%
Sony, Canon, Samsung and Nikon
14%
39% 11%
MFPs/ MFDs With the increase in business demands and an ever growing market in India, the MFP segment is clearly growing much faster and has been undergoing many changes in its functionalities. Demand for MFPs is increasing as they deliver enhanced functionality and productivity for an organization, thus redeining oice life, helping organizations to consolidate their investment, maximizing the use of space and simplifying worklow processes. There has been an increased adoption of MFPs by small, medium size businesses as well as large enterprises.
Goi g for ard... • The A3 MFP market was led by Canon, followed closely by Ricoh and Konica Minolta occupying the third spot in CY2013 • HP managed to have a strong market share and remained as the market leader in India followed by Canon, Epson and Ricoh in the 1Q 2014. They were closely followed by Samsung with a little margin of diference in terms of market share • MFPs now come with in-built capabilities that enable printing from cloud and mobile devices
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14% 20%
15%
17% 13%
21%
Key Vendors HP, Canon, Epson and Ricoh
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CHANNEL LEADERSHIP SURVEY 2014 MPS The MPS market in India might well be in its early stages of adoption, but it continues to mature and evolve, ofering customers greater value and challenging vendors to continually evaluate and enhance their product and services portfolios. The MPS segment has gained momentum in the last few years as enterprises have started to transition from Capex to Opex business mode of printing. Midmarket businesses currently trail behind large enterprises in MPS deployment, but more than one-third of these organizations are considering a transition very soon. Today service providers delving into true managed service based business models in which MPS is a component of a larger ofering.
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What is new? • BFSI and Telecom sectors being early adopters will continue to dominate the MPS market • MPS vendors ofer diferentiated and extensive portfolio of products that include cloud, mobility and security • The segment is slated to grow to about Rs. 1500 crore by 2015
16%
18% 11%
19%
14%
22%
Key Vendors HP, Canon, Xerox and Epson
ERP ERP market in India steadily growing for the last few years and the main reason for this enormous growth can be attributed to factors like best practices, easy and faster implementation and the need for replacing customized system with standard application packages. It is no longer a software solution used only for back oice functions. With a slump in the software market, an increasing number of SMBs are now looking at adopting ERP solutions on the software as a services (SaaS) model for faster deployment, though it has not yet widely been adopted for mission-critical operations. However, the high cost of ERP packages could pose a challenge to the growth of this market.
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What is new? • SaaS-based ERP adoption to grow further in India market • Major businesses running ERP on Cloud to grow and transform their businesses
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22%
31%
19% 8% 9%
Key Vendors Infor, SAP, Tally, Microsoft, Oracle and Infor
A i-Virus The Indian market is crowded with several vendors dealing in the anti-virus space targeting the end users and can be categorized into consumer (home users) and enterprise segments. The Enterprise security segment is preferably going to make signiicant contribution in the next couple of years in not just antivirus solutions but complete security solutions also. India is the third largest country globally in terms of Internet users. However, statistics show that only 13 per cent are using valid license of antivirus software and 30 per cent tend to re-install trial versions of same or other antivirus software.
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4%
What is new? • India has emerged as the ransomware capital of Asia Paciic with 11 percent of cyber victims falling to this form of virtual extortion • India ranks 4th in the world in Mobile Malware • Homegrown IT irm Innovazion has named its new antivirus software ‘NaMo’
Key Vendors Norton, McAfee, Kaspersky, Quick Heal, Trend Micro, eScan , K7 Computing and Max Secure
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16%
Others
19% 14%
21% 26%
Projectors In India the digital projector market was traditionally dominated by large businesses, but now the home/small oice home oice (SOHO) segment has shown tremendous potential with the launch of new models that support features like HD, short-throw, 3D, Wi-Fi etc. The boom in the demand is attributed to the increasing business demands and the burgeoning education sector in the country. The market is expected to grow at a faster pace due to the revival of delayed projects afected by the Indian general election of 2014.
What is new?
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• High-Deinition (HD) projectors are cannibalizing the Standard-Deinition (SD) projector segment by registering more than 55% market share • The demand for PICO Projectors are likely to increase signiicantly • The DLP based Projectors dominated the Indian Projector Market with 54% market share followed by LCD Projectors
10% 15% 21%
12%
19%
23%
Key Vendors BenQ, Epson, NEC, Panasonic and Canon
Graphic Cards Over the past few years, India has not only seen an increase in the gaming population but also in the use of graphics card. Graphics cards continue to get faster and more powerful, and the options can seem overwhelming. Ideally, the two major players in the graphics card world are AMD and Nvidia, but there are other players too in this space with equally convincing products. However, compared to the emerging markets such as Russia, China and Brazil, India is lagging behind when it comes to graphics penetration. It is only to be hoped that the GPU market will grow much faster than the PC market.Seconly the gaming segment in the world is to reach 26 billion in 2014.
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What is new?
11% 13%
• AMD has announced a new technology partnership with OCZ Storage Solutions to introduce AMD Radeon branded Solid State Drives • NVIDIA is the leader in visual computing with its products like Quadro, Tesla and Tegra and focus on smartphone, tablet and automotive infotainment space
11%
14%
22% 29%
Key Vendors NVIDIA, AMD and Qualcomm
HDD The hard disk drive (HDD) industry experienced a lower growth in the year 2013. The continuing decline in HDD unit shipments in 2013 is believed to be due to longer refresh cycles for PCs, consumer preference to purchase tablet computers rather than traditional PCs and the lack of popularity of Windows 8 PCs. A new generation of ultra-thin notebook PCs using hybrid HDDs is expected to help the recovery of PC HDDs in the upcoming days. However, enterprise storage will deinitely continue to accelerate HDD market, as pointed out by many.
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What is new? • The fate of HDDs lies with cloud storage and ultra-thin notebook computers • Vendors are toying with the idea of coming up with HDDs which would be compatible with tablets
14%
21%
17%
13%
14%
Key Vendors
21%
Seagate, WD and Toshiba
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CHANNEL LEADERSHIP SURVEY 2014 LaserJet Printer In the past few years lasers have become a preferred printer option in business houses for their speeds, superior quality and the ability to handle complex applications. There is a demand for the Laser printer and is growing phenominally and an opportunity for all vendors to expand. The printer segment grew 1.5% in terms of unit shipments in Q1 2014, as per IDC and recorded a signiicant growth of 12.8% driven by surge in government business and stable channel business. Laser printers have emerged as revenue generators for both vendors and partners as they can position them as a must-have product for corporate buyers.
The Fa t sheet • More customers prefer laser printers over inkjets because of features like speed, afordability, lowcost printing, security and continuous drop in prices • Growth of Canon, Ricoh and Epson has been quite satisfactory whereas HP remained on the top slot
Key Vendors
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14%
21%
10% 18%
HP, Canon, Xerox, Samsung
23%
14%
InkJet Printer Inkjet business in India is a Rs. 1,000 crores industry with 12 lakh units and 84 percent of this market is served by the home market segment. Almost all the leading vendors in this segment recorded a decline. While the inkjet category of printers was earlier mostly used by household users, they are now getting signiicant acceptance among the small oice home oice (SOHO) category as well. In spite of vendors investing large budgets on running promotional campaigns, inkjet printers could not sustain interest levels amongst the end user community, reason being low consumer demand across all price bands.
What is o tri ui g to its gro th? • • Inkjet segment has performed weakly due to low consumer demand, resulting in a marginal growth of 1.5% • The inkjet HCP market witnessed a sequential decline of 15.5% in Q1 of 2014
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9% 14% 12%
11%
Key Vendors
22%
HP, Canon, Epson
32%
Notebooks Driven by large commercial orders and higher sales, the laptop market in India grew quite substantially in terms of units. The overall PC market is 4.8 million units with YoY drop of 7.4 percent since 2012. The commercial PC segment recorded a high of 6.7 million units in 2013, with YoY growth of 15.8 % over 2012. It propelled the sales to decline due to delay in public & govt. spending. The refresh buying on Windows XP has driven some volumes amongst enterprises but the market still remains dampened. However, the notebook market has contracted over the past two years, making it harder for smaller players to make a proit.
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What's hot? • Sony decides to exit the PC business and sell of its Vaio laptop division • Windows 8 touchscreen notebook sales stumble as PC buyers lock to tablets
Key Vendors HP, Dell, Acer Toshiba and Lenovo
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8%
19%
15%
21% 23% 14%
WLAN Market As broadband wireless access grows, the overall Indian Wi-Fi market (including WLAN hardware, systems integration and software services, not including embedded devices, laptops) is predicted to grow. WLAN market seems to be growing exponentially with the proliferation of smart devices coupled with the need to be connected has pushed the demand for a wireless last mile connection. The next generation products which promise to deliver gigabit speed in a secured environment coupled with growing traction of BYOD concept is pegged to be the next big driver in the wireless market.
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What is driving the market? • • The Wireless LAN market in India witnessed a 17.6% increase QoQ and 10.5% YoY during 1Q 2014 • With the new government in place, the public hotspots projects is likely to positively impact the networking market in the future
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14%
Key Vendors HP, Dell, Cisco, Huawei, Juniper, Aruba Networks, TP-Link and Netgear
17%
13%
Video Sur eilla e Video surveillance market is gaining a huge momentum in India due to security concerns, government initiatives, and growing awareness. It has a wide application in all the verticals such as government, banking and inance, travel and transport, residential, commercial, healthcare, industrial and retail. There is a steady shift happening from analog based surveillance to IP based surveillance though government and private companies still prefer to install analogue CCTV solutions. Furthermore, the introduction of small network cameras with remote surveillance capabilities (IP cameras) will spur its uptake.
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What is new? • Developing countries like India and China with huge population base will be the key drivers in the Asian market • Demand from Government / Public sector remains high followed by industrial and commercial sector
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17% 14% 13%
Key Vendors Axis Communications, Hikvision, Samsung, Bosch, Zicom, CP Plus, Mobotix, Honeywell and Sparsh
Appli aio Delivery Network A combination of WAN Optimization Controllers (WOCs) and Application Delivery Controllers (ADCs), Application Delivery Networking is a technology that provides application availability, security, acceleration and visibility. A big factor forcing changes in this market are BYOD policies and cloud computing, both of which have been cited time and again as major instigators of evolution in enterprise networks and applications. These factors have had a huge bearing on the application delivery sector, and can be credited for growth in the Global WAN Application Delivery Market.
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What is the new opportu it ? • The Indian ADN market is estimated to grow from $193.9 million in 2013 to $480 million by 2018 • ADN market will be worth $5.82 Billion by 2018
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19% 14% 17%
Key Vendors Riverbed, Blue Coat, Array Networks, F5 Networks, Cisco, A10 Networks and Palo Alto
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CHANNEL LEADERSHIP SURVEY 2014 SSDs The awareness among customers about the Solid-State Drive (SSD) technology and its beneits compared to traditional hard disk drives is increasing. India as a potential market is rapidly growing in the advanced memory technology segment comprising of SSDs. This trend can be attributed to proliferation of devices that use cache drives and enormous growth of digital data. As such, SSDs are well on their way to becoming the mainstream, standard storage mechanism. However, they are currently the default storage device in the Ultrabook category. Having said that, there will always be a market for both HDDs and SSDs, and will continue to ofer them as a storage option for consumers seeking a bit of the best of both worlds.
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What is driving the market? • The global SSD market is expected to rapidly increase from US$11.04 billion in revenues in 2013 to approximately US$14.47 billion in 2014 and US$23.54 billion in 2017. • AMD is the latest entrant in the storage space by having teamed up with Toshiba-owned OCZ Storage Solutions to develop the line of Radeon SSDs
15% 14% 12%
19%
18% 22%
Key Vendors Seagate, Kingston, WD, ADATA, SanDisk and Samsung
UPS The Indian UPS market revenue is forecasted to grow two-fold by the end of 2018, increasing at the CAGR of around 12 per cent during 2013-18, where both multinational and Indian suppliers are jockeying for space. Foreign players are acquiring domestic companies of India in order to have access to wellestablished distribution network and value chain of the UPS systems market in India. The market has been predominantly dependent on low-range UPS systems/single-phase UPS (up to 25 KVA) constituting over half of the total UPS market. However, with the growing utilization of UPS systems in larger industries, the trend is more likely to change and contribute to its growth. The demand for uninterrupted services and power backup in data centers as also the trend towards cloud computing, virtualization and the need for easy data availability is resulting in the growth of the UPS market.
What's hot? • There is a palpable shift in the UPS market towards Modular UPS systems and highly eicient transformer-less UPS. • Single-phase UPS (less than 25 KVA) still continues to contribute a major chunk of the revenue compared to three phase (20KVA and over).
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10% 14% 19% 22% 17% 18%
Key Vendors APC, Emerson, Numeric, Socomec, Delta and BPC
Dot- atri Pri ter The DMP market has stagnated and absence of deals and decreased government buying has seen the segment decline over the years. There is a prediction in the market of the unlikeliness of the DMP market to see growth before 2015. Also known as the impact matrix printer that comprises of a print head it mainly inds usage in mass printing areas such as ticketing, ATMs, cash registers and point of sales terminals. After a recently announced directive from the government, any ministry or government department is required to purchase 50% of their DMP from local manufacturers, thus boosting further sales for this segment.
What's o i g up? • The Union government has recently approved the Preferential Market Access (PMA) policy to support domestic manufacturers to give preference to locally made dot matrix printers.
Key Vendors Epson, TVS-E and WeP
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18%
22%
12% 17%
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24%
CHANNEL LEADERSHIP SURVEY 2014 Server The server market in India is expected to grow, especially in the latter half of the year signalling the efect of positive policies and business sentiments. 2014 began on a favourable note for the x86 server market because of the positive sentiments in the market. The server market in the non-x86 segment saw a sharp decline of 45 per cent in revenue in Q1 2014 as compared to Q4 2013 as large banks and telecommunication companies held back their investments towards the long-pending restructuring of their core infrastructure due to uncertain political scenario in the country.
What is the ne opportunity? • Banking, telecom and government sectors are expected to be the key to this growth, while the SMB segment, healthcare and e-commerce would provide the necessary incremental growth. • In India, in the x86 market, HP continued to lead in Q1 2014 with a revenue share of 36 per cent, followed by Dell with a share of 22 per cent and IBM with a share of 16 per cent. IBM is facing a challenging time in the market due to its x86 business being bought over by Lenovo.
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23%
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Key Vendors
11%
HP, Dell, Lenovo and Oracle
23%
Thin Client Asia-Paciic is the fastest-growing market for thin client, with India being one of the world’s most proliic consumers in the space. Although the commercial desktop PC shipments have started to shrink, the Thin Client market still remains buoyant. Increased security concerns, easier administration, lower maintenance costs and lower power consumption are among the main reasons why companies prefer to choose thin clients over traditional PCs. However, the rise of Cloud Computing is putting a new twist to the recent Thin Client growth which is otherwise an old concept globally. The convergence of virtualized infrastructures with cloud computing is another big factor beneiting Thin Client.
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The Road ahead... • Thin Client is growing as an attractive option for businesses across diverse verticals, such as healthcare, banking, education and retail, looking for a centralized desktop environment with high level of reliability. • The global Thin Client market is expected to expand to 14.36 million units by 2015.
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22% 17% 14%
19%
Key Vendors HP, Dell Wyse, Citrix and NComputing
Storage The Indian Storage market saw a double-digit Q-o-Q de-growth (in revenue), largely due to a drop in vendor revenue in Q4 2013. The overall storage market for CY2013 saw 6.5-per cent growth in vendor revenues compared to CY2012 and it stood at US$56.8 million, the lowest the market has reached ever since Q2 2012. The declining trend was attributed to a combination of uncertainty around the political scenario and the market deferring its investments by a quarter. Cloud-based storage is certainly nothing new, but due to limitations in bandwidth and concerns over security, the concept hasn't really taken of. However, software-deined data center will become the standard in the next couple of years with more organizations reaping the beneits of this model.
The CLS Sur ey re eals...
Key Vendors HP, Dell, EMC, NetApp, Huawei and Hitachi
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19%
• EMC continued to lead the market with an overall share of 33 per cent, whereas NetApp displaced IBM this quarter with a 16-per cent market share, followed by HP and IBM with a share of 12 per cent and 11 per cent, respectively. • Dell registered an impressive growth in the server space mainly due to its change in the strategy and investments in the channels. • Growth is expected in the telecom and government verticals as a combination of fresh investments in business outcome-led technologies and capacity requirements.
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17% 12%
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