January 2016 E-Magazine issue by VarIndia

Schneider Electric leverages IoT Solutions to transform businesses

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Lenovo and Motorola together display Smartphone Technology

Kingston announces encrypted USB Flash Drive

India witnessing new horizon with Start-ups 44pg VOLUME XVII

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January 2016

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The India Growth Story Continues.....

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'Start-up India' unshackles Start-ups from regulatory regime

ith the launch of 'Start-up India' action plan, the government has announced that it will bring a new tax regime for startups so that the new businesses are free from regulatory regime for large companies. Finance Minister Arun Jaitley has announced that new tax rules will be introduced through executive orders and some would be done in the budget. As per the news source, Jaitley said that the government is looking at a regime to give startups complete freedom from the state. The government has also plans to launch "Stand-up India" scheme under which, bank branches will lend to entrepreneurs belonging to SC/STs and women.

Microsoft Launches Surface Pro 4 in India

icrosoft India has launched its most awaited tablet, Surface Pro 4 in India. Microsoft conceived Surface as a tablet that can transform into a fullfledged laptop in seconds, on adding a type cover. Designed to run full Microsoft Office and bring the best of Windows 10 to life – including Windows H e l l o , Surface Pen, Microsoft Edge and Cortana – Surface Pro 4 is the thinnest, lightest and most powerful tablet that can replace your laptop. “Surface Pro 4 - the most awaited tablet is now available in India. Surface Pro 4 is designed to reinvent personal computing. It is a highly prolific and versatile device that will push the limits of performance and productivity in the most elegant way. It is a perfect choice for people who place a premium on portability,” said Bhaskar Pramanik, Chairman, Microsoft India.“

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January 2016

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January 2016

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January 2016

HELLO INDIA

Various Reforms by the Government India the best investment destination G

oing with the report card on the economic growth of 2015, it was a busy year with strong focus on various government reforms. With continued efforts, India has ranked seventh globally in terms of GDP and is expected to grow at 7.5 to 8 per cent in 2016. It is possible with the impact of transformation in banking, technology adoption, urbanization and other structural reforms. Secondly, initiatives like Make in India (Goal is to transform the country into a global design and manufacturing hub, particularly in the electronics sector) and Digital India (connecting across the country) is going to play a vital role in driving the economy. Recently, the start-Up India initiative launched by Modi sarkar has shown a comprehensive set of policies for the entry and exit of private investments like no capital gain tax on personal property sold to invest in startups, simplifying Patent Regime & IPR, Credit guarantee scheme for loans and a 10,000 cr. set up for Startups etc. Going forward, implementation of the GST legislation will play an important role for startups and Entrepreneurs, as they can access the large Indian market as one open market without the complex requirements for inter-state trade that makes it difficult for small business. Everyone feels that there is a huge potential in the domestic market and India is the world's best investment opportunity. All good things are happening in India till now. Like the government received about 1.20 lakh crore worth of proposals for electronics manufacturing under the modified special incentive package scheme (MSIPS). Many of the local and foreign companies that offered to invest had plans on manufacturing mobile phones.It is all about India opening the doors and platform for all local and Global companies to come and invest in India with a level playing field for all. The need of the hour is reliable, fast Internet and ubiquitous mobile connectivity that are the basic necessity for our start-ups to build compelling value propositions for the global audience. It is all about digital disruption and the opportunity it brings along to exchange ideas on digital revolution in businesses with some of the best minds from the industry. There is absolutely no doubt that Digital India has helped citizens for getting incentive through digital means from government departments and making payments digitally. This can go a long way in reducing corruption and increasing the efficiency of the economy. Since, all the transactions are mostly web based, there are various difficult challenges faced by the Government organizations like cyber-attacks, mobile access, data center consolidation, cloud deployments, complex application environments and constantly increasing network traffic. Technology will certainly play a major role in this transformation. There is no magic-bullet technology which S. Mohini Ratna would stop crime being committed. Editor, VARINDIA The challenge and opportunity in front of us is could India be the global hub for providing cyber security mohini@varindia.com solutions in this digital era ???

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January 2016

Channel Chief

From Software to Hardware – Oracle sees a big Transformation Amit Malhotra, Vice-President, Hardware Business, Oracle India, shares with VARINDIA the newer prospects that he sees in the country with respect to business growth for Oracle and how transforming itself into an end-to-end solution company has helped it to leverage it

racle has a lot of focus on Channel. Today, Oracle works with 4–5 system integrators in the channel, where most of them are large players. But it also works with the tier-II channel partners that provide it the reach in the market. “We work with two VADs – Avnet and Redington. Besides, we have a large community of VARs. There has always been a large focus on the development of the channel – to skill them, enable them and to get them trained. We have launched some very specific rebate programmes and have been able to come up with programmes that allow our partners to get very high back-end margins and rebates,” says Amit Malhotra, Vice-President, Hardware Business, Oracle India. Oracle has its channel partners across all of the major cities of Delhi, Mumbai and Bangalore. But now the company is also looking at other cities like Chennai, Hyderabad, Pune, Kolkata and Ahmedabad which are gaining prominence. Within Oracle, there is a separate Channel team that looks after the hardware business. “We have the Engineered Systems, under which we have Exadata, Exalogic, SuperCluster and likewise eight different products. Then, we also have the entire server and the storage portfolio. Our entry-level storage starts at a simple box and then we have flash storage, in which we offer the maximum capacity in any integrated box. We are looking at flash storage to be replacing most of the traditional storage,” Amit says. Initially, Oracle had a team that was completely solution-focussed. But now the company is gradually laying equal focus on hardware as well. Most recently, the company has launched the M7 microprocessor in India – Oracle’s most recent SPARC microprocessor. The M7 microprocessor is not only going to give Oracle an extra edge in the enterprise, big data and cloud applications market but is also going to provide a next-generation security at a time when the world is losing the battle against malicious cyber-attacks. Infosys has already announced that Finnacle’s core banking solution is running on M7 microprocessor and has set a record for the number of banking transactions processed. Oracle – An end-to-end solution company Competition is there everywhere, and nobody can shy away from it. Oracle tries to differentiate its products in two ways – one is the technology solution that it brings to the table. When Oracle’s customers use its products, the performance improvement they get is 10-15x over other traditional products. The second is the overall portfolio of hardware and software products that Oracle offers at present. “Who else can provide you the hardware like us, right from the chip to the cloud; we have the public cloud at the highest end and then we have the microprocessors, cloud applications, middleware, database, compute, storage and networking. It’s a huge portfolio that we bring to the table. So if customers need end-to-end solutions, they can look to us. We understand that today just like competition is increasing for us, it is also increasing for our customers,” explains Amit. Traditional data centers have been built by buying components from different vendors and negotiating prices on each component. Increasingly, customers have come to understand that though they save on individual component pricing, they end up spending much more time and money in integrating all the components. “But if I can bring engineered systems in a pre-integrated form from my factory in a rack, and you can just plug and play, and it will auto provision all of the features to you, and in just two weeks you go live, you save time.

January 2016

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Amit Malhotra Vice-President, Hardware Business, Oracle India We have recruited the right volume of people, we have doubled our salesforce and our pre-sales force, working closely with our channel partners,” assures Amit. Amit further adds that Oracle’s speed to market is marvelous. “The time to the market is a very important thing today. For instance, if our customer needs an analytic solution, we can roll that out in just a two weeks’ time. Our focus is also to make the channel understand this value addition that we bring to the table. Our partners have started to understand this really well,” he says. Besides, if the SI wants to add any third-party applications on top of the product to make it work as per the requirements of the customer, that option is also available. Going ahead… Banking and finance are the verticals that Oracle is, while telecom, government, manufacturing are some of the sectors that Oracle has developed its focus on. E-commerce is yet another big customer for Oracle. “In fact, many of the e-commerce clients have deployed our products. Likewise, in the field of media and entertainment, a number of media houses have used our products. We acquired a company called Front Porch Digital last year, a provider of content storage management solutions that help companies monetize large-scale media assets. Globally, we also have large customers in the media industry. In India, Tata Sky is a big customer of ours and a lot of other TV channels are also there. Many service providers are also using our products,” cites Amit. The business is also slowly opening up for the government and PSU segment, but since it has its own product procurement cycle, it takes a little bit of time. The PSU banks are largely using Oracle products now, and so do the other PSUs. A lot of other projects are also there in the pipeline which will be executed in the coming months. n

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January 2016

CONTENTS Website: www.varindia.com

Publisher: Deepak Kumar Sahu Editor: S Mohini Ratna Executive Editor: Dr. Vijay Anand Assistant Editor: Samrita Baruah Copy Editor: C. M. Dutta Sr. Correspondent: Aparna Mullick Art Director: Rakesh Kumar Network Administrator: Ashok Kumar Singh Manager-IT: Subhash Mohanta Manager-SEO: Bidyadhar Behera BUSINESS: Commercial Manager: Amit Kumar Jha Circulation Executive: Manish Kumar Marketing Manager: Dipendra Kumar CORPORATE OFFICE: VAR House, A-84A/3 Rose Apartment, Paryavaran complex, Ignou Road, New Delhi - 110030 Tel: 011-41656383, 46061809 Email: edit@varindia.com Bangalore: Bureau office Marketing Manager: S. Kamala kar Correspondent: L. G. Swami D-103 G.F., Ashish JK Apartments Thubarahalli Extended Road Bangaluru- 560066 Tel: 080-49530399 Mobile:08904205750/9916134482 E-mail: kamlakar@varindia.com, swami@varindia.com Mumbai: Bureau office Regional Manager (West): Anil Kumar Sr. Correspondent: Mamta S. Anurag Residency, 203 - “B” Wing, Plot No-5, Sector-9, Kamothe, Navi Mumbai-410 209 Tel: 022-65561292, Mobile: 08108017479 E-mail: anil@varindia.com, mamta@varindia.com Chennai: Bureau office Branch Manager: Parthiban K A2, R.C.Residency, Cholambedu Road, Thiruvenkada nagar, Ambathur, Chennai - 600 053 Mobile: 098400 55626 E-mail: parthiban@varindia.com Hyderabad: Bureau office Branch Manager: Sunil Kumar Plot No. 103, Sagacity Apartments, Street No. 10 Himayat Nagar, Hyderabad - 500029 Tel: 040-32989844/ Cell No. 08100298033 E-mail: sunil@varindia.com Kolkata: Bureau office Marketing Officer: Sunil Kumar Correspondent: Kiran Kumar New Korola, Near Alampur, Land Mark Asian International School, Howrah - 711302 Mobile: 08100298033, E-mail: sunil@varindia.com Printed and Published by Deepak Kumar Sahu on behalf of M/s. Kalinga Digital Media Pvt. Ltd. and Printed at Pushpak Press Pvt. Ltd. 153, DSIDC Complex, Okhla Industrial Are ,Phase-I, New Delhi-110020 and Published at A-84A/3 Rose Apartment, Paryavaran complex, Ignou Road, New Delhi 110030, Editor - S Mohini Ratna.

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January 2016

ROUND ABOUT

Disruptive Technologies and Start-ups – Strange Bedfellows M

any may wonder what the connection between disruptive technologies and start-ups is. For that a clear understanding of both concepts is essential. Let me start with start-ups. It is often referred to a young, possibly a first-generation company that is founded by one or multilple entrepreneurs with dreams and new ideas – dreams to change the world. They are Alpha people – dreamers like Steve Jobs or Larry Page. The product/s they/he launch may not be the one that is in the market. Often similar products are already in the market. But these products are first-generations, and they can be improved significantly. Because of lack of financial support from the family or friends, such units depend on institutional finances or venture funding for their existence till the time they become fully functional. There are two types of technologies, i.e. sustainable and disruptive. Sustainable technology, undergoes transformation and moves up in the value chain incrementally till it attains perfection and each generation of the technology is superior to the previous one. The technology moves in a predictable course till the time it becomes perfect. The next category of disruptive technology is the automation of knowledge works or intelligent software systems, where machine aided by chips becomes a friend and responds to your commands. Such technologies triggered the debate man versus machine, which is superior. Internet of Things refers to uniquely identifiable objects and their virtual representations. They include interconnected networks of low-cost sensors and actuators for data collection, monitoring, decision-making and process organization. Such devices are used very widely in agriculture, manufacturing, health, and mining. Advanced robotics with enhanced senses, cloud computing, autonomous or near autonomous vehicles such as drones, satellites, etc, which can penetrate into buildings or any hard surfaces to give thousands of 3D pictures in seconds to track down untoward incidents or to chase a criminal on the run are other categories of disruptive technologies. Next-generation genomics can keep us guessing as to what will be the type of agriculture that will play out in future. In medical sciences also such technologies can have a tremendous impact. Ability to have personal genetic records, gene sequencing, etc has led to breakthrough in cancer treatment and diagnostics. Next-generation energy storage, 3D printing, which can be used for bio printing of tissues and organs, advanced materials that have superior characteristics, such as strength, enhanced functionalities, self-healing capabilities, etc can revolutionize manufacturing. Advanced oil exploration and recovery and renewable electricity are the other known disruptive technologies.

January 2016

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Can these technologies radicalize the startups in the world? Many feel that the 21st century belongs to the start-ups. The reason is simple. There is an unprecedented focus on innovation at every stage. The state-sponsored innovations are designed to reach out to a maximum number of citizens so as to provide them the services at the least cost in a given timeframe. Huge projects run on complex systems and software will fail to reach the people in time. Even if they reach the target group, what is the guarantee that the masses would use them? Secondly, start-ups are capital light. With a limited resource base, one can start a business venture, unlike a massive manufacturing edifice, which needs huge investments and planning –be it for land, machine or organization. To make them turn around, it takes a longer time so also the gestation period for setting up the plant from conception to actual working. In the intervening time, there are uncertainties stemming from resource constraints to execution bottlenecks, creating shoddy revenue flows. Most importantly, large manufacturing projects may have more ecological impact than the start-ups, which are mostly knowledge driven and may not generate pollutants as much as the large brick and mortar enterprises. There is a popular perception that startups are mostly in the purview of information technology, but they go much beyond IT and encompass every segment of economic activity. Recently, it has been found, agribusinesses, across the world, trigger more start-ups than IT in certain situations. Health, tourism, education, trading, etc can create a large number of start-ups. Now let us like at the start-up opportunities.

The portal/s which will be created need vast data collection and updation almost on a daily basis. This can be done only by IT-related start-ups, which are specialized in collation of such data from the public. There is also a talk of creating a unique identification number for each patient so that a database is created about him or her regarding the treatment that he/she has undergone, medicines that have been prescribed from time to time, the present wellbeing, whether the disease has been relapsed or cured etc. No single agency can do such a laborious work. A number of start-ups have to come forward to undertake such activities. Agribusiness accounts for the secondlargest segment of start-ups. Technology has revolutionized this sector. A new branch of agriculture is emerging called precision agriculture, which works mostly with the help of technology and data interpretation. Similarly, every area can be minutely examined to map the scope for technology application and the possibility for creating more avenues of self-employment – be it education, online trading and the list goes on. Happily, on 16th January, 2016, the Government of India has come out with a National Start-up Policy which is billed to be a game-changer. The objective of the policy, which will be unveiled by the Prime Minister, is not only to proliferate the number of startups across the spectrum but also to create an ecosystem for them to prosper and grow overcoming their initial setbacks. The Prime Minister is on record recently that the policies of the Government will be calibrated to create more entrepreneurs rather than multitudes of job seekers. It is a pious dream to take India to the next stage of development. But action has to follow to allow the start-ups develop roots. There are many bottlenecks that contributed to such a situation. Among them are lack of adequate and timely finance, higher risks, inadequate marketing linkages and uneven competition with large enterprises etc. It is hoped that in the start-up policy such problem areas are adequately addressed. Basic to achieving our goals in the digital world is the need for net neutrality. Internet networks should be free to access and do not carry any discrimination or blockades to content. Net neutrality lowers the barriers of entry for entrepreneurs, start-ups and small businesses. Their creativity blossoms when they can access the web at their free will to reach out to their customers and are not obstructed by the gatekeepers. Let that be the guiding principle of the National Start-up Policy unveiled on 16th January, 2016. Let us also celebrate net neutrality on the same day to hammer home they are inseparable. n

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January 2016

HOT BYTES

Odisha IT Department to invest Rs.150 Crore

hubaneswar, the capital city of Odisha, is all set to become a Wi-Fi enabled city. The free Wi-Fi service will help the citizens to access Internet at public places, with the help of handheld devices. As part of the smart city project to make the city Wi-Fi enabled, the state government's IT Department has planned to invest Rs.150 crore. The state nodal agency, Odisha Computer and Application Center (OCAC) and Software Technology Park of India

(STPI) is working closely towards this ambitious project. In a recent meeting to understand the readiness, the senior officials of Bhubaneswar Development Authority (BDA) and Bhubaneswar Municipal Corporation (BMC) are working together. As per a recent development, Sam Pitroda has been appointed as its technology adviser for the development of telecom, electronics, IT, ITeS sectors of the state.

Sify to set up Global Delivery Center in Hyderabad

ify Technologies has announced the setting up a Global Delivery Center at Hyderabad. This will be the Company’s largest delivery center in India and will help drive its global ambitions. K. T. Rama Rao, Minster of IT and Panchayat Raj, said, “We are happy to welcome India’s ICT pioneers, Sify Technologies, Global Delivery Center in Hyderabad. We are determined to position Telangana as the preferred destination for IT

companies in India.” The companies are collaborating to strengthen their global approaches to developing new customers and markets, and to jointly win multiregional opportunities, starting with the North America market. When completed, this 200,000sq.ft. Delivery Center will focus on supporting the partnership through the development of solutions for the Third Platform (also known as Social, Mobile, Analytics and Cloud).

PHDCCI along with DEITY boost electronic manufacturing

HD Chamber of Commerce & Industry in association with the DEITY, Ministry of Communications and IT, has organized a Conference on “Electronics in Security and IoT” in New Delhi. The main objective of the Conference was how small and medium enterprises can be encouraged to take up manufacturing of safety electronics as it would not only boost electronics manufacturing in India but also be a major source

January 2016

of employment in rural India. The Conference also discussed how startups in India which are growing at a brisk rate can take the concept of Internet of Things (IoT) forward and include more applications. The Conference was presided over by N. K. Mohapatra, CEO, Electronics Sector Skill Council of India (ESSCI); Pankaj Mohindroo, National President, ICA and Avinash Sinha, Design Expert, Mecops India Private Limited.

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Sophos commits Cadyce eyes India with keen interest Cadyce has recently adyce is all set to to improve the welcome the New tied up with Dell. With C Year on a grand scale. After this, Cadyce’s entire range life of Ropda making headlines with its of Wireless routers will premium range of certified now be available pan India Village Apple accessories and across Dell stores, thus

n line with its CSR initiative, Sophos has adopted Ropda village which is situated at a distance of 11 km from Ahmedabad, as a part of its CSR initiative to contribute to the welfare of people in rural India. Hemal Patel, Senior VP, IT and Operations Sophos, said, “Our company is committed to improving the quality of life of the economically disadvantaged section of the Indian populace. We believe adopting a village is one of the ways we can contribute to giving back to the community. Our core objective is to become a successful catalyst for positive change and make Ropda self-reliant. The aim is to enhance education, improve living conditions and change the village economy for the better.”

Enkay announces Partnership with Avaya

n k a y Technologies has announced expansion of its partnership with Avaya in India. Enkay Technologies has increased revenue by 60% in 2015, primarily by delivering Avaya solutions to the country’s small and medium enterprises. Dayal Hemrajani, Chairman &Managing Director, Enkay Technologies, said, “We have transformed from an enterprise telephony solutions provider to offering a diverse range of integrated communications solutions, as our customers’ needs have evolved in today’s challenging market dynamics."

computer peripherals, the company is strengthening its presence at the grassroots level across India. Cadyce products are widely accepted in the Indian market due to their excellent quality, pre- and post- sales support and most important being their belief in maintaining and developing amiable relationships with their partners.

expanding its outreach to retail as well as online channels. Cadyce has also launched its Cameo Series of IP cameras, most userfriendly Wireless Internet security cloud camera. It features the latest technology H.264 video compression, OnVIF support and packed with new and exciting features.

Microsoft to open Centre of Excellence in AP

atya Nadella, CEO Microsoft, has promised to open a Centre of Excellence in Visakhapatnam and also vowed to work with the Telangana government’s start-up incubator T-Hub. Microsoft has signed a Memorandum of Understanding (MoU) with the Andhra Pradesh government for deployment and use of information and communications technologies. This will help the company to offer better services to the citizens. Satya Nadella assured

the state government of “total cooperation” in using cloud data to improve citizen services. According to the MoU with Andhra Pradesh, the state government will use technical knowledge from Microsoft India, which will support building of up to three proofof-concept solutions to apply Microsoft Azure Machine Learning and Advanced Visualization in education, agriculture and e-citizen services.

Schneider Electric leverages IoT Solutions to transform businesses

chneider Electric (SE) is seeking to leverage its Internet of Things (IoT) - driven competencies to bring about process efficiency across businesses in India. IoT is an emerging industry in India and is expected to cross $15 billion by 2020. To support this industry, the Department of ElectronicsandInformation Technology (DeitY) has come out with a draft IoT policy that aims at building an entire ecosystem around IoT and to incentivize the players in the ecosystem. Home and building,

manufacturing, consumer electronics, transportation and healthcare are some of the key sectors which are likely to see major spending on IoT. Anil Chaudhry, Country President & MD, Schneider Electric India, said, “Even before the term ‘Internet of Things’ became a global buzzword, Schneider Electric’s technologies and innovative solutions were contributing to the rise of IoT.”

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January 2016

HOT BYTES

Lenovo and Motorola together display Smartphone Technology

enovo and Motorola together have highlighted the key consumer pain points faced by today’s smartphone consumer and how the two brands are combining innovation resources to resolve these problems. The event, hosted by the President of the Mobile Business Group, Chen Xudong along with the global product leads, showcased an impressive range of smartphone technology. The team demonstrated upcoming technologies like world’s fastest-charging, software enhancements and

innovations in smart cameras. “India is an extremely important market for Lenovo,” said Chen Xudong. “Over the last two years, our innovations have seen tremendous success in the Indian market and this has enabled us to reach the #4 position in the last quarter. We are working towards sustaining this growth in the coming years and it all starts with getting the right products.”

NASSCOM supports new ‘Start-Up India’ action plan

ith the launch of ‘Start-Up India’ action plan, NASSCOM has welcomed the Union Government’s focus on creating a culture of entrepreneurship in India. This action plan will not only foster a conducive ecosystem for start-ups to accelerate their growth but will also provide ease of doing business and encourage development of innovative products and solutions in India. Chandrashekhar, President, NASSCOM said, “Startup India is a reflection of young

India’s aspirations and we congratulate the government for launching this comprehensive action plan. NASSCOM once again reaffirms its commitment to support 10,000 technology startups and expand its network of Startup Warehouses across the country that will nurture early stage entrepreneurship. Our ambition is to see India as a startup nation, one that has exponential growth and also enables creation of unique solutions for India’s challenges”.

Thales to extend the ticketing system of the Delhi metro

hales has been awarded by Delhi Metro Rail Corporation (DMRC), the ticketing system augmentation of phases I and II of the Delhi metro. As part of this upgrade, additional ticketing machines and access gates will be provided to improve passengers’ travel facilities and comfort. The project will cover about 100 stations, improving and increasing the ticketing system of Phases I and II of the

January 2016

Delhi metro (respectively the first 65 km of track and the following 125 km) with a new generation of unattended equipment for ticket sale. Thales will deliver a total of 240 additional access gates and will install 300 ticket vending machines (TVM) and 150 automatic vending machines (AVM) dedicated for card top up. The additional gates will be delivered by February 2016 and completed by September 2016.

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Infor enables its ADATA partners with Compuage A T A Alliance Partners ADTechnology has

nfor has announced a new Infor CloudSuite specialization program for alliance partners. The new program allows partners to complete a series of requirements that result in specialization credentials signifying applicable training to help customers move to the Infor cloud. “We are pleased to have alliance partners that are specially trained to help meet some of the unique needs of our customers. This program is designed to help ensure that every customer is able to take advantage of the speed and flexibility of a modern cloud platform, with the added confidence of a trained partner to help guide the transition onto an Infor cloud solution,” said Lisa Pope, Senior Vice-President, Infor.

Transition Systems acquired by Exclusive Group

f sources are to be believed, Singapore head-quartered cybersecurity and infrastructure value-added distributor, Transition Systems Asia has been acquired by Value-added services and technologies (VAST) company, Exclusive Group for an undisclosed amount. The acquisition has been termed to be the largest in the history of Exclusive by the company and this will add further 18 offices in eight countries including India, Indonesia, Malaysia, the Philippines, Thailand and Vietnam. Asia is crucial for the expansion of Exclusive’s global strategy and this will give it a platform to grow throughout the region. The acquisition will bring the Group’s total size of employees to more than 1200 employees.

partnered with Compuage Infocom pertaining to the complete ADATA power bank portfolio. The move extends ADATA distribution range by adding Compuage as a product provider, offering Bureau of Indian Standards (BIS) certified mobile power banks to customers across India. Chris Chang, MD, ADATA Technology India Pvt. Ltd, said, "As part of our growth strategy and expansion drive for 2016, we have partnered with Compuage

Infocom, leveraging excellent reach across India and best business practice implementation to help ADATA gain larger market share in the power bank segment. Our partnership with Compuage in DRAM modules has been very successful for the last couple of years and the addition of power banks will further strengthen our relationship."

Pinnacle enters Indian Market with ESY INDIA

i n n a c l e Technology has announced its foray into the Indian market in collaboration with printing ink leader ESY India, for marketing their POS Printers and solutions in India. With this, the joint venture would be launching two models of ESYAclas POS Printers with 150mm and 250mm speed. V. P. Sajeevan, CEO, ESY India, said, “The Indian POS market size is estimated to be around US$500 million and is

growing fast at a CAGR of 22%.Thermal printers are in high demand with current volumes of approx 130K units. Presently, the market is dominated by a few big brands. However, withthe superior quality and features of ESYAclas products, a robust nationwide sales and service network of 300 centres and a customer base of 5 lakh, we are confident of garnering 15per cent market share or US$75 million before the second half of 2016.”

Alcatel-Lucent ties up with Syntel

yntel has been appointed as Value Added Distributor (VAD) by Alcatel-Lucent Enterprise to offer the entire suite of AlcatelLucent Enterprise high end Data networking, Wi-Fi, Enterprise Voice Communication and Collaboration products and services targeting small, medium and large enterprises. “It is with a lot of excitement that Syntel brings Alcatel–Lucent Enterprise products and services to the Indian market. The AlcatelLucent Enterprise solutions complement

Syntel’s existing Voice, VC and Collaboration portfolio, thus making our business offers bestin-class across all segments of the market. Syntel’s over 300 partners all over India, and our existing Principals, can now extend their market share further with a single source availability of cuttingedge comprehensive, wide range of voice, video and data networking, communication & collaboration products and services,” said VipenMalhotra, Director, Syntel Telecom Ltd.

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January 2016

ON THE RAMP

Kingston announces encrypted USB Flash Drive

ingston has announced the release of DataTraveler 2000 encrypted USB Flash drive. DataTraveler 2000 offers hardware encryption and PIN protection with access through an onboard alphanumeric keypad. DataTraveler 2000 is easily deployable in a work environment where multiple devices and operating systems are in use as the drive is OS independent and features hardware-based, full disk AES 256-bit data

encryption in XTS mode. Encryption is done on the drive and no software or hardware drivers are needed. “We are excited to add DataTraveler 2000 to our USB Flash drives for organizations and SMBs,” said Nathan Su, Flash Memory Sales Director, APAC Region, Kingston. “It is the perfect option to deploy in the workforce where a uniform encrypted data storage solution are in use.”

Barracuda strengthens its Cloud Service Ecosystem

arracuda has announced availability of the new Barracuda Cloud Archiving Service. Barracuda has also outlined its Microsoft Office 365 strategic initiative designed to help organizations manage their businesses more easily, securely, and efficiently when moving to, and operating in, Office 365. The new cloud-based archiving service supports the company’s Office 365 initiative and when used in Microsoft Exchange,

Office 365, or hybrid environments compliance is easy to demonstrate. Rod Mathews, GM – Data Protection, Barracuda, said, “The new Barracuda Cloud Archiving Service extends our cloud strategy and helps organizations address a variety of compliance and eDiscovery requirements, particularly as many organizations are transitioning their businesses to run on cloud platforms like Office 365."

eScan launches MailScan Version 7.0a for Windows eScan has recently released MailScan Version 7.0a for Windows. Administrators can upgrade their current 6.0a MailScan version to MailScan 7.0a without uninstalling the current version. There is a provision for 30 days trial version too. With this new version, it is now possible for the administrators to create email ID groups and define settings for the created groups. The

January 2016

new version of MailScan is very effective against the latest Cryptolocker Govind Rammurthy, MD & CEO, eScan, said, "Currently, we are seeing an increase in the number of Cyrptolocker t h r e a t s targeting businesses. Also, we came across new methods being adopted by cybercriminals to Spam. E-mail is already the trusted and most used medium of communication."

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SanDisk unfurls One Terabyte M.2 SSD

anDisk has announced the availability of the new SanDisk X400 SSD, the thinnest one terabyte (1TB) M.2 solid-state drive (SSD). It is the first singlesided 1TB SATA M.2 form- factor with a mere 1.5mm height. The X400 SSD is designed for fast start-up and application launch, as well as for extended battery life. “Consumers have spoken. They want to work faster, with fewer interruptions. Our ultraslim 1TB2 M.2 X400 SSD enables our OEM customers to build completely new formfactors with outstanding reliability and the nearinstant boot-up and application loading that consumers expect. The X400 SSD is the flexible, highly reliable platform,” said Tarun Loomba, VP & GM of Client Storage Solutions, SanDisk.

Seagate unfurls 10TB enterprise capacity HDD

eagate Technology has launched its first 10TB enterprise capacity hard disk drive (HDD), merging high capacity with the industry’s lowest power and weight available in a 10TB drive, to meet the growing storage requirements for private and public cloudbased data centers. The Seagate Enterprise 3.5 capacity HDD has been selected by enterprise market leaders globally. “Cloud-based data center storage needs are expanding faster than many current infrastructures can sustain, rendering the capacity demands of users a herculean task for cloud managers,” said Mark Re, Senior Vice-President & Chief Technology Officer, Seagate.

GIGABYTE unveils new Desktop Motherboards

I G A B Y T E Technology has launched exciting new high-end desktop motherboards and a new lineup of GIGABYTE BRIX powered by the sixth-Gen Intel Core processors. Featuring support for the Intel Xeon E3-1200 v5 processors on the LGA1151 socket, the GA-X150-PLUS WS (ATX form-factor), GA-X150M-PLUS WS (Micro-ATX form-factor) and GA-X170-Extreme ECCare high-end desktopclass motherboards

designed for enthusiast desktop users that require the raw computing horsepower for content creation, video editing, gaming and design. The X150-PLUS WS has all the connectivity any extreme computer enthusiasts may need to perform at their best. With an onboard PCIe Gen3 x4 M.2 connector that provides fast transfer speeds of up to 32Gb/s, an Intel GbE LAN port and 2-Way graphics support.

Xerox expands its service offerings with DTPS

erox India has expanded its services portfolio with the launch of Document Transaction Processing Services (DTPS). DTPS is designed to deliver value to customers by streamlining, digitizing and automating documentdriven business processes. “It all starts with our three-pronged strategy – Assess and optimize, Secure and integrate, Automate and simplify. Migrating customers to higher levels of print and document management

maturity, including converting paper-based workflows to digital processes, which helps thousands of organizations get more out of their print infrastructure investment and break away from operational barriers. The enhancements help clients manage their information demands more accurately, especially in the areas of security and automating document workflows,” said Sushant Dwivedy, Director – Global Document Outsourcing, Xerox India.

Frontech launches Notebook Cooling Pad – JIL 6018

rontech has announced the launch of its latest Notebook Cooling Pad – JIL 6018. Priced at Rs.650/-, the ergonomically designed JIL 6018 with the sturdy engineering offers five different height settings for better viewing angle which also eases the pain of neck and wrist for heavy users. The adjustable width settings are designed exclusively for accommodating from notebook to large size notebook, including wide screen with LED silent fan and metal grids.

With its unique design, users can use this cooling pad on their lap or desk as rear and side air intakes give the laptop kept on top of the cooling pad steady, unobstructed airflow, even when it is used on lap. In addition, the Cooling Pad is designed with enclosed, durable construction that protects the internal fan from dust and damage.

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January 2016

ON THE RAMP

Dell strengthens its security portfolio with new solutions

ell has announced a new, full range of security solutions. New future-ready solutions from Dell’s security portfolio include a new approach to detecting and blocking advanced persistent threats; expanded user security for cloud apps with multifactor authentication; enhancements to the Dell Data Protection suite of data security solutions and new application security services. Murli Mohan, Director & General Manager, Dell

Software Group, says, “It becomes imperative that companies explore a more holistic and layered security solution that will help them protect their networks. Investments need to be made in robust security solutions that will help detect and protect from observable threats."

Blue Coat comes up with Cloud Generation Web Gateway

fter acquiring Elastica by Blue Coat Systems, the company has introduced a new set of cloud generation products and features to its market-leading Blue Coat Security Platform, integrating essential components required for protecting enterprises in today’s rapidly-changing IT environment. These “Cloud Generation” capabilities represent a major evolution of the Secure Web Gateway, combining Cloud Access Security

Broker (CASB), Advanced Threat Protection (ATP), integrated Web Application Firewall (WAF), and encrypted traffic management (SSL), significantly advancing Blue Coat’s web and cloud security solution. Blue Coat’s Cloud Generation Gateway forms a foundation of the Blue Coat Security Platform, leveraging Blue Coat’s expertise in network, security and cloud to ensure protection of both existing and future computing environments.

Ricoh India launches RICOH THETA S

icoh India has announced the launch of its RICOH THETA S, the newest model in the RICOH THETA series of spherical cameras that capture 360degree scenes surrounding the user. The launched model features extra-high resolution, fully spherical photos and videos in one simple shot, a live preview function and even greater compatibility with social media platforms. Manoj Kumar, Managing Director & CEO, Ricoh India Limited, said, “Ricoh pioneered the spherical camera market and today

January 2016

we are delighted to offer users increased value and richer 360-degree experiences with our new RICOH THETA S. The improved camera is four times faster with enhanced image quality. Industries like real estate, architecture, events, and travel & leisure will be benefited through this innovative solution which capture’s photographer 360°.”

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iBall launches 4G Tablet Slide Cuddle 4G

iBall has unleashed iBall Slide Cuddle 4G that has a dual 4G SIM support. Redesigned for aesthetic perfection, iBall Slide Cuddle 4G emulates the inspired back design with a baby soft feel, superior performance and ultimate 4G connectivity for best user experience ever. The perfect blend of design and functionality, iBall Slide Cuddle 4G represents a unique Metallic Blue back cover that emulates the feel of baby skin, thus giving users all the reasons to cuddle in love once again for terrific performance. Perfectly tuned with Android 5.1 Lollipop, iBall Slide Cuddle 4G exemplifies excellent graphic quality, sporting 17.65 cm (6.95”) High Bright HD IPS fullcapacitive Multi-Touch display.

NETGEAR Launches business product selector tool

ETGEAR has launched its product selector tool, an app, which allows the user to quickly and easily identify the right NETGEAR Business product that will fulfil your networking and storage needs. Simply answer a few questions and find the NETGEAR product for you. The App is intended to work with NETGEAR routers right out of the box, allowing users to setup and manage their networks from start to finish in an intuitive, easyto-use user interface. Users can set administrators and manage other client devices on the network,setting schedules for internet access and providing a 'safe list' of websites that can be accessed via a certain device.

DIGISOL launches CMOS Dome AHD Camera

m a r t l i n k Network Systems has launched of DGCM5320PS, the 1.3MP Sony CMOS Plastic Dome AHD Camera with 3.6mm Lens and IR 20m. The DG-CM5320PS is combined with the costeffectiveness of analog cameras and powerful effectiveness of video surveillance in the sensor dome camera for both indoor and outdoor applications. “We want to extend our security offerings for people who are looking

for budget-friendly security solutions. DGCM5320PS superior built quality, longevity and technical specs at this price are unmatched,” said Venkatesh Kamath, Sales Head, Surveillance, Smartlink Network Systems Ltd.

DataWind brings UbiClass for students

ataWind has l a u n c h e d UbiClass, an educational software application that supports “flipped classroom” teaching, empowering students to learn from anywhere using DataWind tablets. The app will initially be deployed as a free download to students and teachers at select primary and higher educational institutions in India that currently utilize DataWind tablets. The software also includes a one-day instructional module for teachers and

professors on how to best utilize the app. “We believe our lowcost tablets equipped with UbiClass will help close the gap of the existing ‘digital divide’ in classroom education between those that have access to technology and those that don’t. The app reflects our focus on bringing the socioeconomic and educational benefits of the Internet to emerging markets around the world,” said DataWind President &CEO Suneet Singh Tuli.

Emerson Network redefines its Trellis platform

merson Network has announced new capabilities and modules for its Trellis platform-including the addition of Trellis Thermal System Manager, a comprehensive environmental monitoring and management module that tracks the data center’s thermal profile to the device level. Trellis Thermal System Manager offers time savings on equipment installation, enables increased cooling efficiency, and helps to identify and eradicate hot spots. The updated Trellis

platform is available globally. Trellis Thermal System Manager enables real-time, device-level thermal monitoring with 3D visualization – including the ability to pan and rotate to better understand airflow temperature profiles. These capabilities can drive energy reduction efforts by eliminating wasted cooling, ensuring timely response to thermal events.

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January 2016

VOICE-N-DATA

Tata DoCoMo transforms business with Digital Technologies

t “Do Big Symposium”, Tata Teleservices has underscored digital disruption as the key discussion point. With participants, consisting of CEOs, industry experts, entrepreneurs and CIOs, Tata DoCoMo led the discussion around the technologies powering digital disruption, such as IoT, LocationBased Services, M2M solutions, Mobile Device Management and many more. Srinath, MD, Tata

Teleservices Ltd, said, “Digital Disruption is the key to business transformation. New-age technologies are changing things faster than ever before and one of the key challenges facing business owners is how to stay relevant. The adoption of technologies such as big data, mobile broadband, social media, IoT and cloud computing has led to a massive impact on the enterprise business from employees to supply chain, operations, management and customers.”

BT customers to benefit from direct Salesforce connection BT will provide its corporate customers with the ability to connect directly to Salesforce through BT Cloud Connect. Establishing a managed connection to Salesforce’s Customer Success Platform enables BT customers to benefit from the highly predictable performance and reliability that come with dedicated connectivity. Keith Langridge, VP, Network Services, BT Global Services, said, “Organizations look to the cloud to help them

manage and access the vast amounts of valuable data they hold, including the crucial customer data at the core of their business. Our vision for a ‘Cloud of Clouds’ makes it easier for organizations to embrace the cloud by providing direct, secure and high-performance connectivity to the applications hosted in the cloud. Salesforce is an organization born of the cloud – a true pioneer of the technology – so this is an important milestone in the delivery of our vision.”

Idea expands 4G LTE services in South India

dea Cellular has launched its 4G LTE services across all the five states of Andhra Pradesh, Karnataka, Kerala, Tamil Nadu and Telangana. In the first phase, Idea’s highspeed 4G Network will be available across 75 towns in Southern India. Himanshu Kapania, Managing Director, Idea Cellular, said, “Worldwide, 4G technology is gaining widespread acceptance with global 4G subscriptions crossing 1 billion mark. The launch

January 2016

of the services will further expand Idea’s Wireless Broadband network.” Idea is also gearing to launch 4G LTE services by March 2016 in other key markets, namely Madhya Pradesh & Chhattisgarh, Maharashtra & Goa, Punjab, Haryana, North East and Orissa, in a phased manner.

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Foxconn to Telit aims to tap Automotive service Africa Telematics in India l i t Country Manager, Telit and West Asia by TeCommunications India, said, “For the would be playing a automotive industry, we manufacturing leading role in tapping offer Telematics Solutions the untapped potential in for both Public Vehicles in India the field of Automotive (PV) and Commercial

he electronic manufacturing company, Foxconn is planning to make India the manufacturing hub for servicing markets across Africa and West Asia. The company that has already started manufacturing phones and televisions in India is aiming to widen the engagement with the market. According to a news source, Foxconn India Country Head & MD Josh Foulger said that this idea of widening the engagement is to increase manufacturing, employment and investments in India. Foxconn presently has manufacturing presence at three places across India – Sri City in Andhra Pradesh, Sriperumbudur in Tamil Nadu and Navi Mumbai in Maharashtra.

Polycom Solutions to power NATO

olycom has been selected by NATO to be the primary unified communications provider of the organization’s Active Network Infrastructure (ANWI) project within its extensive high-tech new headquarters located in Brussels, Belgium. As part of NATO’s “new ways of working” business capability designed to modernize virtual collaboration across multiple networks, the Polycom RealPresence Platform will represent the first hybrid Video Collaboration (VTC), Voice and Data deployment by NATO. This implementation will extend NATO’s reach to employees, military commands and deployed units.

Telematics in India. As the leading IoT adopting vertical, transportation is reshaping itself with innovation, improvements and additional efficiencies brought about by connected vehicles, smarter fleets, rider experience-focussed public transport and others. Ashish Gulati,

Vehicles(CV) segments such as in-vehicle navigation system, vehicle tracking system. In CVs, vehicle tracking systems have been installed for trucks and buses for Fleet Management Solutions (FMS) and logistics providers. We are also working with the government to understand their challenges."

Spectranet launches 100 Mbps Internet Services

pectranet has launched its symmetric residential internet service – 100 Mbps, at a highly affordable price of Rs.1, 199. Spectranet is currently offering this service in Gurgaon along with a never-before no-obligation 3-month trial offer, with plans to replicate the same across the country. Speaking on the offering, Udit Mehrotra, MD & CEO, Spectranet, said, “In today’s age, India can only attain

global dominance based on its progress on the information superhighway. The current IT infrastructure has to be thoroughly augmented to realize this dream. Our service offering is a step in this direction.” “Every feature of this service from Spectranet reflects its ambition to be an innovative and disruptive technology company, dedicatedly working to advance the lives of the people in urban India by creating and delivering the best internet service.”

Vodafone scouts for options as outsourcing contract with telecom outsourcing IBM nears market over the past decade, according to completion sources familiar with

odafone India is currently exploring options of handing out a bigger chunk of business to other technology vendors and reduce its reliance on IBM. It is in the process of negotiating the extension of its $1-billion outsourcing contract with IBM that expires in March 2016. IBM on its part has dominated the domestic

the development. At the moment IBM is battling hard against domestic and multinational rivals to save a lion’s share of one of its largest telecom outsourcing contracts in Asia. The contract discussions will enter the final round of negotiations over the coming weeks. These discussions are however kept confidential.

PRODUCT OF THE MONTH

SanDisk Ultra II 2.5" 240GB SATA III Internal Solid State Drive The SanDisk Ultra II SSD delivers enhanced speed and endurance with sequential read speeds of up to 550MB/s and sequential write speeds of up to 500MB/s, for no-wait boot-up, shorter application load times, and quicker data transfer. In addition to cooler, quieter computing, the SanDisk Ultra II SSD includes proven shock and vibration resistance to protect your drive. From the company that invented the solid state technology that makes SSDs possible, the SanDisk Ultra II SSD catapults your performance to new levels. Users can get accelerated performance with it. Featuring SanDisk's nCache 2.0 technology, the Ultra II uses a Marvell 88SS9190 controller for the 240GB disk and a Marvell 88SS9189 for the larger capacities. The latter controller is also used by Crucial for its MX100 and M550 SSDs. All the Ultra II drives use SanDiskâ&#x20AC;&#x2122;s 19nm TLC flash memory, with each cell able to store three bits of data per cell instead of the two in MLC NAND. The Ultra II has a SATA3 connector and is 7.5mm thick, so itâ&#x20AC;&#x2122;ll fit in laptops with slim drive bays designed for single-platter hard disks. A spacer is included for fitting the drive in laptops that require thicker 9.5mm drives. With SanDisk Ultra II SSD, a user can get up to 550MB/s sequential read speeds for faster boot-up and better overall system performance. Load and run applications, games, videos, and photos in an instant so you can spend more time doing and less time waiting. With no moving parts, the SanDisk Ultra II SSD is engineered to resist shock and vibration, helping to keep your data safe even if you drop your computer. The SanDisk SSD Dashboard gives you real-time visibility into how your drive is performing. It includes cloning software to help you set up your new drive, tools for disk analysis and alerts for firmware updates.

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January 2016

CHANNEL BUZZ

ITAO organizes Basic Computer Training Programme for Women

nformation Technology Association of Orissa (ITAO) has organized a Women's Empowerment Programme (Basic Computer Training) at CISF, Mundali, Cuttack. It was inaugurated by DIG S. Sindhu in

the presence of ITAO officials. 58 candidates are getting training in the computer lab provided by CISF, inside the CISF campus. ITAO’s mission is to have zero computer illiteracy. As computers become more and more a part of our basic lives, the ability to use a personal computer and related technologies is rapidly becoming an absolute necessity for employment in every industry. From the retail industry to the manufacturing to healthcare and insurance, computer literacy

January 2016

is becoming an important prerequisite to employment, and those who lack such literacy often find themselves left out in the cold when employment decisions are made. There are, of course, many important aspects that should be covered in any basic computer training course, including the features and benefits of the Microsoft Windows operating system, the use of Internet and how to use MS Office in everyday life. Obtaining basic computer training is an essential step for anyone entering the workforce or for anyone who lacks basic computer skills. Understanding how computers work and how to use them for basic functions is critical. Even if one isn’t in the workforce but wants to begin using a computer to enhance household, basic training will give the confidence and skills need. Enrolling in basic computer training ensures that one can handle tasks like sending and receiving emails, typing and printing a letter, or doing research on the Internet.

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TAIT successfully concludes Knowledge Workshop on Cybercrime

rade Association of Information Technology (TAIT) has successfully conducted a cybercrime workshop as part of its very popular TKS – TAIT Knowledge series. The event took place on 12th January, 2016. Rushabh Shah, TAIT President, said that such workshops add a lot of value to members understanding to the increased threats from the online space and how members and their families can take simple steps to protect themselves from a lot of vulnerabilities. The workshop was conducted by Sachin Dedhia, a renowned and much sought-after Cybercrime and Ethical hacking specialist. The session was very interactive and he showed lots of Do’s and Don’ts with live demos. Member volunteers were shown their own Facebook and Gmail passwords with simple techniques much to the amazement of the audience. Vivek Gandhi, VicePresident, TAIT, said, "I thought my Facebook password was secure but in a few seconds it has become public knowledge." Sachin Dedhia also talked

about banking and credit card frauds, credit card cloning, various other credit and debit card-related frauds. Mukesh Mehta, Orno Computers, said that he will be very cautious in Net Banking transactions after knowing the grave dangers of banking frauds. Also demonstrated were call spoofing where person “A” called but called id of person “B” was displayed and gave various incidents of frauds that can be perpetrated using such tools and a combination of email spoofing. Emphasis was also laid on Wi-Fi security and how mobiles, laptops and other equipment are used by hackers. Mobile apps which can cause devastation were also highlighted.

www.varindia.com

January 2016

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January 2016

FACE TO FACE

Paladion bracing to secure its customers from cyber-attacks The cyber security scenario in the country is such that it can be easily counted among the top vulnerable countries globally. Rajat Mohanty, CEO - Paladion Networks discusses this position vis-a-vis the company’s go-to-market strategy for the India market,its latest GSOC in Bangalore and the future roadmap of the company

Please brief us about Paladion Networks Paladion is a specialized partner for information risk management, assisting its partners to improve their business operations by leveraging its industrywide experience, expertise in cutting-edge technology and an extensive portfolio of services. Paladion is a robust managed security service provider, with over a decade of experience, trusted by organizations from around the globe from Asia to the US to EMEA. For over 15 years, Paladion has been actively managing information risks for over 700 customers. It provides a complete spectrum of information risk management comprising of security assurance, compliance, governance, monitoring, security analytics and security management services to large and mediumsized organizations.

Where does India stand in terms of cyber-attack? Considering the technological advancements in the country and the growing popularity of apps and gizmos, India is the cynosure in the global scenario in terms of cyber threat. The highly visible security incidences, increasing financially and politically motivated advanced targeted attacks and renewed regulatory focus on security and privacy indicate that India is one of the most trending markets. It is in fact the third most vulnerable country in the world which makes it stand out in the Global Cyber security market.

How is Paladion's GSOC helping your customers every day? GSOC in Bangalore is equipped to analyse billions of events every day and protect hundreds of its customers regionally and globally from cyber risk. The center helps us expand and help new customers worldwide, while providing enhanced protection for existing ones.

What is your go-to-market strategy? Paladion

OnDemand

January 2016

Cyber

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Rajat Mohanty CEO - Paladion Networks Our GTM strategy for Paladion OnDemand is to build channel network and work closely with channel partners (such as value-added resellers and Managed Service Providers) to achieve extensive reach and market penetration in India and global markets for rapid growth Security-as-a-Service for customers who need instant and robust cyber security outcomes delivered in pay-as-you-go model without making huge investments in software, hardware or security skills. With Paladion OnDemand, customers achieve enterprise-grade cyber security in a simple, affordable and flexible model to meet all their requirements from a single source. Our offerings are built for all organizations, fromsingle location firms with few employees to large enterprises with thousands of employees distributed across the globe and from a wide range of industry verticals, to help them solve their cyber security and compliance challenges. Our GTM strategy for Paladion OnDemand is to build channel network and work closely with channel partners (such as value-added resellers and Managed Service Providers) to achieve extensive reach and market penetration in India and global markets for rapid growth.

What kind of a channel structure do you follow? Our channel partners today primarily include resellers, system integrators and

managed service providers (MSPs). We will broaden our channel partner base to include a many more types of channel partners – telcos, ISVs, security consultants and vertical or horizontal specialist channel partners. We have a robust channel partner program in place that provides our channel partners a simple, powerful and flexible model to engage with us to profitably grow their business with several cyber security offerings in their portfolio of offerings to their customers and achieve strong competitive differentiation with Paladion OnDemand.

What is the future roadmap of the company? Our goal is to empower all organizations, large as well as fast growing firms, to safely embrace modern technologies such as mobility, cloud, business automation and workforce productivity without being hindered by cyber security risks, and our future plans reflect our intent to achieve our goal.. • We will continuously expand our Cyber Security portfolio to help customers effectively manage the evolving cyber security risks as they adopt newer technologies such as IoT and further increase their cloud usage and enterprise mobility initiatives for better business outcomes. All our new offerings will be in line with our core philosophy of delivering enterprise-grade security outcomes in a simple, flexible and affordable manner. • We will enhance our offerings to address the needs of a broader range of market segments and you will see a lot of industry-specific security outcomes that we will offer to customers from diverse verticals including banking & finance, manufacturing, process industries, oil, gas & energy, eCommerce and payment systems, healthcare & pharmaceuticals, education, transport & logistics to name just a few. • We willaggressively expand our channel partner network to increase our market reach and penetration in India and across the globe – both in terms of number of channel partners as well as diverse types of channel partners. n

FACE TO FACE

“Make In India” attracts $3 Billion from Chinese Telcos I

n line with Prime Minister Narendra Modi’s “Make-in-India” vision, the representatives of top Chinese mobile phone and component companies assembled at “China-India Mobile Phone & Component Manufacturing Summit” held at Delhi, sees a huge manufacturing opportunity in India. Jointly organized by the Indian Cellular Association (ICA), the apex body representing the mobile handset and components industry, in India in association with Mobile World (Shoujibao), China’s leading Mobile Industry service platform, the summit aims to boost mobile handsets and components manufacturing in the country. “Chinese companies are usually reluctant to set up manufacturing base in other countries as their own ecosystem is highly efficient and supremely productive. But they are still seeing India as the hottest next destination to set up manufacturing base. This is absolutely great news. This is a huge endorsement of PM Modi’s “Make-in-India” vision. I am greatly delighted that our efforts are bearing fruits. Going by the encouraging response of Chinese companies and definitive

joint collaboration talks between Indian and Chinese mobile and handset manufacturers, Chinese investment of US$2-3 billion over the next two years in this sector looks like a real possibility along with employment for 1-2 lakh people,” said Pankaj Mohindroo, National President, ICA. Top officials from major Chinese companies such as Techno, Gionee, Coolpad, Holitech, Wingtech, Camera King, Galaxy Core, Poxiao, Vivo and Sprocomm participated at the summit and are exploring various avenues to tap the existing and emerging opportunities. The leading Indian mobile companies such as Micromax, Lava, Karbonn, Spice, Vodafone and Intex also participated at the Summit. The Summit was inaugurated by the DeitY Secretary and attendance of a large number of senior officials from the Central and State Governments, along with representatives of the Chinese Embassy. The day-long summit saw presentations on various aspects of the Indian mobile manufacturing ecosystem, including policy framework, incentives, market potential and much more.

It may also be noted that PM Modi’s ground-breaking initiatives were preceded by ICA’s relentless efforts across major ESDM destinations like China, Korea, Taiwan, Japan, US, etc. ICA for long had been working towards creation of a robust mobile manufacturing ecosystem in the country. About a year and a half back, DeitY had constituted a “Fast-Track Task Force (FTTF)” under the chairmanship of Pankaj Mohindroo to create a robust ecosystem for large- scale mobile and component manufacturing in India with the goal of touching production target for 500 million mobile phones by 2019 and generate employment for 15 lakh people by 2019.

Newgen vouches for ‘”Make in India’” to be a success

Virender Jeet -, Senior. Vice-President – Technology, at Newgen Software, gives his insights on the ‘”Make- in -India’” programme and about Newgen’s contributions in terms of its products and services to make it a success

s a pioneer in the Indian Ssoftware product space, Newgen has always promoted the “‘Make -in- India’” concept, with all its products and solutions developed indigenously. It has nurtured the dream of “Making India Digital” since its inception. Through its indigenously manufactured software products &and solutions, Newgen has transformed businesses in India and abroad over the past 23+ years. “We have always believed that, given India’s rich science &and technology heritage, our country has an immense potential to emerge as a world superpower. However, the impetus to the development of homegrown products across industries should come from the government. This is critical to derive the real benefits of ‘Make in India’,” says Virender Jeet -, Sr.enior Vice-President – Technology ,- Newgen Software. However, according to him, if the ‘”Make -in -India’” initiative has to lead India to a position of the global economic superpower, it must combine two critical components – Machines and & Methodology. Newgen’s top priority with regards to “‘Make -in -India’” campaign is to support

the manufacturing units with its proven technology solutions that will expedite the manufacturing cycles and aid in the production of world-class products. The idea is to provide a digital flux to these manufacturing industries in the form of centralization and automation of core organizational processes so that the transactional costs, efforts and

delays can be minimized and the industrial output be maximized. Business opportunities created in the process of ‘”Make in India’” pursuit are immense. In the case of software product industry, there is increased acceptance and a surge in demand for homegrown software products. Led by the government organizations, leading enterprises are increasingly looking to opt for Indian software products over thaoset of their global counterparts. For Newgen, the major client traction comes from the Banking, Insurance, Government and Shared Service organizations. It has increasingly started employing the Digital Media and the SocialMobile channels for tapping new clients. “Our recent success with large government agencies indicates an optimistic future for the reliable, scalable, highly configurable and costeffective‘Made in India’ software products. And with digitization at the heart of ‘Digital India’ initiative, the growing demand for ECM &and BPM -based solutions presents humongous business opportunities for us,” sums up Virender Jeet. n

www.varindia.com

January 2016

COVER STORY

The India Growth Story Continues..... Tech Predictions for 2016 2016 would have been just like any other year, if it was not for some of the ambitious projects of the government which has held hopes of the economy high, and that which is going to lay the foundation for some of the future projects. On the technology front, things are going to remain more or less the same. Top technologies, from Cloud to IoT, to Wearables and Smart devices are going to rule the roost, while making an impact on Indian tech users. The technology predictions by different vendors this year show an aligned and an interesting picture of the overall Indian technology landscape. A quick look at some of the hits & misses of the year -

The IT Enterprise Industry…

produces, but they have yet to bring new executives permanently into the room to drive a digital agenda across their company. That’s about to change. Increasingly Chief Digital Officers will be appointed and tasked with utilizing the latest and greatest technology to make products smarter and create frictionless service experiences for customers,” opines Jeremy Burton, President, Products and Marketing, EMC.

Digital transformation, smart cities, cross modal IT, multicloud, and skills shortages will be some of the key trends that will continue to shape both the IT and business landscapes in Asia Pacific for 2016. Enterprises will experience major digital transformation in the coming years as they strive to improve a host of key tech and non-tech functions. Traditional enterprises will transform into digital natives. There has been resurgence in confidence among CIOs that they will see more of their revenues flowing through digital channels. “The C-suite increasingly understands the value of digital business and the data it

According to Andy Stevenson, Managing Director, Fujitsu India and Head of Middle East and India, Internet of Things will continue being a prominent technology being

evaluated by large corporations. In the Cloud space, Hybrid IT will drive cloud evolution – and cloud services will see a continued uptake throughout 2016. “Hybrid IT helps connect and manage internal IT infrastructure including private cloud and external public clouds which in turn facilitates easy movement of data and applications. Companies would find an increasing need to navigate and manage these two worlds – one of traditional ‘slow’ process orientated IT, and the other of the ‘fast’ IT required to maximize benefits of Big Data, Public Clouds, and IOT, etc.,” he says. “2015 observed a strong adoption of trends favouring hybrid cloud for backup

Vishal Dhupar Managing Director, South Asia, NVIDIA Graphics Pvt. Ltd.

Balaji Rajagopalan Executive Director, Technology, Channels, Xerox India

Andy Stevenson Managing Director, Fujitsu India and Head of Middle East and India

January 2016

www.varindia.com

Cloud, Data, IoT

Balaji Rao India Sales Leader – Veritas

Vinay Sinha Head of Sales – India, Director – Commercial Business, APJ Mega Region - AMD

and recovery in the Asia Pacific and Japan region, and we expect this to follow through in 2016. Also, there is an increased interest from customers in understanding the risks around managing unstructured data. In fact, in general, companies are beginning to understand that just having massive amounts of data is not good for business. Today, only 1.5% of the zettabytes of data backed-up is actually actionable information. In order for data to have real value, enterprises need the ability to get the right data at the right time. Lastly, the Internet of Things will continue to create significant impact and that is a massive opportunity for us as data proliferation and data governance are at the core of our solutions,” adds Balaji Rao, India Sales Leader – Veritas. According to Ettienne Reinecke, Dimension Data’s Group Chief Technology Officer, social, mobile, cloud, analytics, Internet of Things, and bimodal IT are all hot topics in the IT industry which divide IT functions and teams in organisations worldwide. “Where organisations prioritise their budgets and resources, all of these trends and technologies serve a larger purpose, because they enable the transformation of an organisation to become a digital enterprise. In other words, the business uses IT to respond faster to market opportunities and threats, and prioritises the experience of the people it works with, whether they’re customers, employees, or business partners.”

• 2016 will see leading enterprises identify and commit to their Digital Strategy. Digital transformation is high on the corporate agenda because it’s already reshaping the competitive landscape. • Private cloud adoption will increase in 2016 - The next twelve months will see an increase in private cloud adoption, as savvy IT decision-makers with a ‘cloud first’ strategy move to adopt new managed private cloud offerings with consumption-based commercial models. • Skills shortage will spark a talent pursuit - Several factors will impact the technology employment market in 2016, forcing many organizations to look at how they will fill the talent deficit to continue to innovate and remain competitive. • Analytics everywhere will drive customer value - Real-time analytics that enhance the customer experience by linking predictive insights to prescriptive actions will become the new norm. New analytics techniques will use behavior patterns and machine learning to help separate the real customers from the fraudsters and provide more seamless transactions and experiences. • The Storage Industry is undergoing an exciting stage of transformation, driven by disruptive forces such as flash and cloud.

BVR Mohan Reddy Founder and Executive Chairman – Cyient &Chairman NASSCOM

Geoff Stedman Senior Vice President, StorNext Solutions at Quantum

Trends to Effect the Enterprise Market

Jagdish Mahapatra Managing Director, India and SAARC Intel Security

Datacenter business

The Indian datacenter market is soaring and is expected to reach a whopping $2billion in 2016. The Internet of Things (IoT) will not only impact future data center architectures by increasing the volume of data that must be processed, it will also change data center management—and the latter sooner than the former. “Today’s data centers include thousands of devices that speak a host of languages, including IPMI, SNMP, and Mod Bus. But with innovative solutions built with the capability to make these data centers communicate in a common language, this gap can be met,” explains Ankesh Kumar -Director - Product Management (Channel, IT Solution) & Marketing, Emerson Network Power India. While data center technology plays an important role in ensuring efficiency and availability, data center operators are focusing less on technology and more on the architectures in which those technologies are deployed. Companies will now see customers using traditional Tier 3 and Tier 4 architecture asking for help in defining the right architecture for their environment. In the coming years, bigger transformations will take place in the storage space that storage administrators must prepare for. In 2016, converged infrastructure will minimize the drudgery of hardware integration and free up customers to experiment with software innovation. “The All-Flash Data Center

Ranjit Nambiar Director for India and SAARC HID Global www.varindia.com

January 2016

COVER STORY

Jayesh Ghatge Market Partner ThoughtWorks India

Ashish Mutneja Director of Quantum Merchandising Pvt Ltd

Tech

will become a practical reality. In the last few years, one can see a steady increase in the usage of flash. Flash sales are poised to double due to aggressive price cuts as large enterprise storage companies stake out claims on this bright spot in the market,“ states Lee Caswell, VP of Product, Solutions & Services Marketing, NetApp. 2016 will be the year when organizations will take IT complexity by storm, using containers and microservices to simplify the current software architecture and development process. Container technology is set to shape the future of software development standards, making it easier and more efficient for developers to move an application from one system to another. “Microservices will focus on enabling smaller services to be deployed independently, delivering new features continuously without the need to wait until a new version of an entire application is ready. These technologies will completely transform how we build, deploy or upgrade applications today, and are a perfect response to organizations’ increased focus on the need to keep pace with changing market demands,” says Kenneth Arredondo, President & General Manager, Asia Pacific & Japan, CA Technologies. Smart cities have been a topic of interest

for a long time in Asia Pacific, with many countries in the region rolling out their own initiatives to tackle everything from public safety to improved transportation. “However, it has become apparent that few governments have the experience or the financial means to build and run these initiatives on their own. Instead, they are partnering with major industry players who are investing deeply in the Internet of Things (IoT). By bringing their own intellectual property, assembling ecosystems of technology providers and integrating them together, they can develop the solutions needed to make these cities a reality,” remarks Adrian De Luca, chief technology officer of Hitachi Data Systems Asia Pacific.

Kenneth Arredondo President & General Manager, Asia Pacific & Japan, CA Technologies

Ankesh Kumar Director - Product Management & Marketing, Emerson Network Power India

January 2016

www.varindia.com

The Devices Industry…

“As things stand today, 2016 promises to be the year when the IoT “connected” story develops further. The other new trend on the block in the mobile communication space will be VoLTE. Multi-utility gadgets that will help save space and yet maximize utility are the ones that will leave an impact in 2016 that not only save space but have numerous features and are energy- efficient,” says Niladri Datta, Head – Corporate Marketing, LG India. In 2016, in order to stay competitive,

Kenny Ye MD, UCWeb India

brands would have to be very innovative with their product launches. “We shall see some breakthrough innovations. With the concentrated R&D efforts, there are segments which are driving growth. With the demand for faster and smoother data usage, 4G will become more and more popular so access to internet will be much better and faster, making new innovations in this segment more and more usable. India will shine even better than 2015 is what we expect,” assures Ashish Mutneja, Director, Quantum Hi-Tech Merchandising Private Ltd.

Printing Business

The printing industry is evolving rapidly, largely led by the growing need for adoption of new technologies. Today, the print providers need to do much more than matching hardware specifications and ensuring high-quality output; options like printing from cloud, mobile printing, storage solutions, etc have become a must in the MFD space. “Vendors are constantly updating their offerings with new software specifications to meet these growing demands. Software is starting to play a significant role in the MFD market today and will continue to shape the future of the overall hardware ecosystem. We foresee more such technologies to be embedded in printers in the

Tejinder Oberoi Founder Director m1order

Debasis Chatterji CEO - Netxcell Limited coming times,” observes Balaji Rajagopalan, Executive Director, Technology, Channels & International Distributor Operations, Xerox India. i.

Digital Printing

Digital printing is another area in the printing industry which continues to show significant promise. Emergence and growth of sectors like photo-printing, print-on-demand, banner printing, etc has helped the growth of the digital print industry in the country. Furthermore, increasing versioning and personalization have helped make print more targeted to end-users which is increasingly important as the digital world continues to become more and more connected. ii.

Document Management

As businesses become increasingly reliant on IT to deliver products and services and to interact with their stakeholders, a simple, reliable, responsive and secure document management becomes essential to an enterprise. With the IT trends like cloud computing, big data and mobility leading to a rise in demand for more refined document management, new-age challenges and businesses demand require new-age IT solutions. “The next wave of technology advancement in the sphere of Document Management will focus on Digitization and

Sagar Gosalia Sr. Vice President – Marketing & Sales, Matrix Comsec

Bhavin Turakhia Founder & CEO, Directi Analytics. Digital Transformation is NOT JUST replacing analogue processes with digital processes through the use of digital, but there is a significant value-add as well,” remarks Sushant Dwivedy, Director – Global Document Outsourcing, Xerox India. “Digital India initiative is leading to a modernization of record-intensive government services and this initiative can take advantage of advances in big data. Besides, unlike onpremises systems that need to be specially configured to be accessed from one system in the office, today employees are demanding BYOD-based solution that can be easily tapped into from any device with an Internet connection. This in turn gives employees full access to the system, irrespective of their location on the same floor,” says Cássio Vaquero Regional Director, Information Management Division, for Asia-Pacific and Latin America - Kodak Alaris. iii.

Managed Print Services

The managed print services market, on the other hand, continues to gain momentum as enterprises seek to tackle escalating print costs and drive greater business efficiency. This, combined with trends that are affecting the overall print market (mobility, digitization, enhanced integration of documents with workflows, analytics, cloud services, etc), are changing customer’s buying behaviour.

Lalit Mangal Co-Founder and Chief Product Officer, CommonFloor

Govind Rammurthy CEO and Managing Director eScan In the area of networking, 2015 saw increasing business in 10G switches, smart switches, high- end routers, rackmount solutions and SMB wireless solutions. “2015 was a watershed year where we decisively saw e-commerce making an impact on business and we also saw many of our VARs manage to emerge through it unscathed as the online price wars cooled down by the end of the year. 2016 will be focussed on high-end routers and range extenders for home networking market and we will see rapid growth in the SMB IT infrastructure. More people will join the internet there by increasing the demand for networking and storage. Wireless solutions will boom in offices, schools, community places with the increasing need to secure the environment. We hope the VAR business will continue to grow and bring new products and services to customers,” says Subhodeep Bhattacharya, Regional Director – India, Netgear. IP, Wireless and Cloud are the technology trends driving innovation. More and more solutions are adapting IP and offering wireless connectivity. Many significant trends like high-speed wireless, cloud, SAS, mobility, convergence, machine intelligence, etc are on the rise. With these technologies, innovative and improved applications like unified communication solution, biometric

Sunil Sharma VP Sales and Operations, India and SAARC, Sophos www.varindia.com

January 2016

COVER STORY

Sunil Grewal Director, GIGABYTE Technology (India) Pvt. Ltd. identification, IP video surveillance, intelligent building and cities, better law enforcement, increase in safety and many others will be seen on the market in the near future,” says Sagar Gosalia, Sr Vice-President – Marketing & Sales, Matrix Comsec.

Component Business

While the year 2015 witnessed IT vendors increasing their focus on the PC gaming segment, 2016 will foresee more of a flat DiY PC market over 2015. “We expect transition of Intel CPU from Fourth-Gen. to Sixth-Gen. and hence the transition in motherboard mix is expected. There will be more opportunities explored in the gaming segment. In 2015, we reinforced our standing as the motherboard leader in the DiY PC market and we will continue to do that,” replies Sunil Grewal, Director, GIGABYTE Technology (India) Private Ltd. On the Enterprise front, Vishal Dhupar, Managing Director, South Asia, NVIDIA Graphics Private Ltd, expects to see a steep rise in the start-up companies in the areas of Image, Speech, Video and Text analytics, etc. While on the consumer side, NVIDIA considers 2016 to be a year for gaming. “We are anticipating releases of numerous video games, including new installments for several well-received franchises such as Final Fantasy,

January 2016

Trends to watch for in the Device Market

• New Technology in Mobile Communication – With consumers spending more time gazing the screens of laptops, televisions and smartphones, display has come a long way. OLED (Organic Light Emitting Diodes) is one technology that is becoming increasingly popular. The unique amalgamation of 4K technology with OLED will take viewing experience to another level in 2016. • In the mobile communications space, we have moved from feature phones to smartphones with internet to 4G. And the new talk of the town includes VoLTE (Voice Over LTE) and VoWi-Fi (Voice Over Wi-Fi)-enabled devices which allow faster transmission of data and voice. • Virtual Reality and augmented reality will likely go more mainstream this year in events and as well as in gaming, taking advantage of the Microsoft's Hololens and Facebook's Occult. • There will be more advancement of 3D printing technologies, prices dropping for 3D printers along with addition of different types of materials and use-cases. The biggest shift in the ecosystem will be with the changing business models from CAPEX to OPEX.

Sudhin Mathur Director- Smartphones, Lenovo Group

Shakthi Nagappan CEO – BioAsia

Somshubhro Pal Choudhury MD - Analog Devices India

www.varindia.com

Cássio Vaquero Regional Director, Information Management Division, for AP and Latin America – Kodak Alaris Far Cry, Hitman and Mirror’s Edge, etc. And now with easy availability of 4K displays, gaming enthusiasts will soon seek to upgrade their hardware to experience. NVIDIA is very well positioned with a slew of exciting offerings to meet all the needs of the emerging trends in the market,” Dhupar says. Research and development is at the backbone of any technology breakthroughs. As the demand for power consumption by devices continues to increase, innovative material solutions will be required to address demanding requirements related to product mobility and assimilation. “In 2016, AMD will introduce the highly anticipated Zen (x86) CPU core technology, which is expected to provide 40 percent more instructions per clock cycle, repositioning AMD in the competitive CPU space. These will also aid in delivering high-performance graphics processing units (GPUs), which will be useful in virtual reality and augmented reality acceleration, security features and others,” explains Vinay Sinha, Head of Sales – India, Director – Commercial Business, APJ Mega Region, AMD.

ESM Business

With the semiconductor design sector gaining momentum and the impetus being given to manufacturing in the country in

Sushant Dwivedy Director - Global Document Outsourcing at Xerox India

Anshuman Singh Director, Product Management of Application Security, Barracuda Networks recent times, the Electronic System Design & Manufacturing market will in 2016 grab the maximum eyeballs. It is going to see increasingly sophisticated designs coming directly from system companies serving many end-applications including consumer electronics, enterprise cloud/data centers, IoT, and automotive. Additionally, Electronic Design Automation (EDA) has until now been “horizontal”, providing the same solution for all market segments. Going forward, markets like consumer, automotive and industrial will have differing needs and will need optimized tools and IP. “From the India perspective, we are still waiting for manufacturing and start-up activity to really take off. Indian electronics entrepreneurs now have a window of opportunity to develop products for the world. In addition, there is still no ‘killer app’ for the IoT. These are all exciting opportunities for ESDM start-ups. I hope that 2016 sees an uptick in the number of entrepreneurs who take advantage of the Government incentives in the ESDM space,” says Jaswinder Ahuja, Corporate Vice-President & Managing Director, Cadence Design Systems (India) Private Ltd. “2015 was a year with a lot of promise and expression of interest for #MakeinIndia by several countries and companies around the world. Many companies have responded very positively to Modi's invitation with many of the local and foreign companies focusing their plans on manufacturing mobile phones. In 2016, we expect the approved proposals to start breaking ground of the factories and hopefully more proposals will come in and get approved,” says Somshubhro Pal Choudhury, MD - Analog Devices India.

The Security Industry…

As infrastructure and business models continue to evolve, so do the threats against them. According to Anshuman Singh, Director, Product Management of Application Security, Barracuda Networks, “Network dispersion will continue to increase over the next year. Because of the increased adoption of cloud-based business services, traffic flows

Rajesh Maurya Country Manager, India & SAARC, Fortinet

Jaswinder Ahuja Corporate VP and Managing Director Cadence Design Systems (India) Pvt. Ltd.

Trends that will help fuel the Mobility industry in India are: 1. Massification of smartphones will continue in this country primarily catering to the first- time feature to smartphone mover. 2. In 2015, we have already seen proliferation of 4G-enabled devices. However, we believe 3G and 2G users will continue to coexist over the next few years. Mobile commerce will run on 4G/LTE seamlessly. 3. Within the handset industry, clearly a lot of additional capacity will come up as the Chinese and Indian brands/ODMs drive investments into this space with continued policy incentives. India may also witness the beginning of some key component level manufacturing as global component suppliers evaluate their business viability and set up establishments here. The industry will also witness some consolidation, with mergers/acquisitions happening. 4. While in 2015 e-commerce established itself as a significant portion of the Indian handset market, 2016 will see it flattening out. However, the reach will expand to newer towns and consumer segments and will be a key driver of technology adoption. 5. Mobile-led services will become mainstay and mobile internet ecosystem will grow beyond the 150–200 million smartphone users driven by a strong collaboration between the device, access and service ecosystem. The entire mobile ecosystem will come with the launch of a number of services across sectors like entertainment, travel, healthcare and banking. 6. From the hardware standpoint, 2016 will be the year of large screens and videos. With the wide availability data network, content, personalization and hardware in place, a smartphone will become a more preferred source for video consumption. 7. Implementation of GST could again be a turning point for the smart device industry and might prove to be a barrier for an easy-India-entry strategy of a lot of the Chinese brands. 8. 4G will go mainstream with much awaited rollout of Reliance Jio. Plugging holes in the network, massive data usage in hotspots will see the proliferation of Small cells and Picocells to improve coverage and bandwidth. There is a lot of discussion and talk about leveraging white spaces for un-licensed band IoT.

across these dispersed networks will change.” “The coming year will see increased network dispersion in all forms as organizations expand to more locations, leverage cloud-based service and adopt mobility. The growth of branch offices, microsites, and mobile technologies means that users will become more dispersed. Organizations will look to mitigate network complexity by managing dispersion. Network dispersion will also change the traditional role of the Firewall. Remote locations with Internet connectivity can access cloud apps directly, and Branch Office Firewalls can be configured with the appropriate policies to ensure security, reliability and quality of service," he says. Also, BYOD policies will continue to evolve challenging IT administrators to securely manage employee-owned devices

on corporate networks. Besides, with the growth of hybrid data center environments, application traffic flows will be more nondeterministic and non-transactional. New data center architectures will require connectivity across multiple deployment surfaces as well as application security that can migrate and scale with virtualized applications. Sunil Sharma, Vice-President – Sales and Operations, India and SAARC, Sophos, feels that 2016 will be a year when mobile threats will become more than just headline-grabbers. “2016 will see an increase in the number of Android exploits becoming weaponized (as opposed to bugs like Stagefright which was heavily reported earlier in 2015 but was never fully exploited). Interestingly, the iOS platform is also likely to get into the line of fire as the Apple App Store has been seen got hit a few times this year,” he says.

www.varindia.com

January 2016

COVER STORY 2015 saw continued acceleration of threat evolution. What was considered an “advanced” threat in the years past has become a commodity today, with sophisticated malware and exploits available for the price of a movie ticket. “This year was also notably characterized by security vendors claiming to be able to prevent advanced threat breaches when the reality is, they can’t. It was characterized by organizations recognizing the need to monitor and defend their digital environments differently, but continuing to centre their security programs on the same technologies and approaches they have been using – hoping for a different outcome, but not acting differently,” says Amit Yoran, President, RSA, The Security Division, EMC. He further points out that as cyberattack tools and services become increasingly commoditized; the cost of attacking an organization is dropping dramatically, enabling more attacks that do not have financial gain as the primary focus. “Organizations need to realize that financial gain is no longer the only or even the biggest driver of some of their adversaries,” he added. “In the last five years, three major forces have been responsible for the growth of cybersecurity industry, viz. the expanding attack surface, the industrialization of hacking, and the complexity and fragmentation of the IT security market. We are clearly seeing a streak of organized and targeted crime as was also evident from some of the high-profile security incidents from 2015 in India and globally. A clear lack of integrated security technologies, and a shortage of skilled security professionals will also continue to cripple this market,” observes Jagdish Mahapatra, Managing Director, India and SAARC, Intel Security. Govind Rammurthy, CEO & Managing Director, eScan, says that Apple witnessed security breaches in its App Store, once with the Instagram app – InstaAgent after it was found to store usernames and passwords for Instagram users and sends them to an unknown server. “The cybercriminals created an illegitimate version of Xcode, Apple Software for creating apps, which convinced iOS developers to download. When the apps were developed and downloaded, the attackers were able to steal data of users and send it to servers they control.” It has simply become a cliché that breaches are inevitable and that faster detection and more accurate incident scoping are the way forward. To address the business, technology, and threat landscape realities facing them, CSOs and CTOs will require to help organizations get to where they need to be, using technologies that will enable and not hinder their businesses. Simultaneously, they will need to work with security vendors to understand what kinds of threats could be confronting them tomorrow, and far into the future. Rajesh Maurya, Country Manager, India & SAARC, Fortinet, cites, “Each of the security trends for 2016 that have been predicted will

January 2016

www.varindia.com

Trends that will drive Security Industry

• SMBs will become a bigger target for cybercriminals – A recent PwC report revealed that 74% of Small and Medium Businesses (SMBs) experienced a security issue in the last 12 months, and this number will only increase due to SMBs being perceived as easy targets. • Data protection legislation changes will lead to increased fines for the unprepared – In 2016, the pressure on business to secure customers’ data will increase as the EU data protection legislation looms closer. The fear of facing penalties is likely to have farreaching impact on how businesses deal with security. • Ransomware to gain momentum – Ransomware will continue to dominate in 2016. It is one of the easiest ways for a cybercriminal to extract money from victim. Many Ransomware families are using Darknets for either command or control or for receiving payments, as we saw with the likes of CryptoWall, TorrentLocker, TeslaCrypt, Chimera, and many more in 2015. • Payment systems – Cybercriminals would be keen to get their hands on payment systems like Mobile Wallet and untested financial services. • Increase in sextortion – There would be raise in “sextortion” attack as scammers believe they can blackmail and threaten to leak personal photographs and videos of celebrities in return of money. This has set the trend of extorting money from them. • Commercial malware authors will continue to invest heavily – Commercial malware authors will continue to reinvest at ever greater rates, bringing them towards the “spending power” of nation-state activity. This includes purchasing zero days. These bad guys have lots of cash and they are spending it wisely. Many organizations have turned to sandboxing to detect hidden or unknown malware by observing the behaviour of suspicious files at runtime. • Increasing Attacks on Application Service Providers – As organizations become more comfortable with the “as a Service” model, many of their most sensitive applications and data reside in the Cloud. The aggregation of this valuable data from many companies creates an incredibly lucrative target for cybercriminals and cyber espionage. • IoT platforms not yet used as a weapon for commercial malware authors but can be used in the future – Advent of IoT has already produced scary stories on webcams, baby monitors, children’s toys and even cars being easy targets for hackers. However, there won’t be widespread IoT exploits anytime soon. Some industries might even begin to develop guidelines that might address the new risks of information use and data ownership presented by IoT.

represent a significant and novel challenge for both organizations deploying security solutions and for vendors developing them. As we look ahead into 2016 and at the threats associated with increasing connectedness and the proliferation of new devices, Fortinet is committed to deliver uncompromised security and will further enhance our solutions to meet both the current and future needs of our customers.” Ranjit Nambiar, Director for India and SAARC - HID Global feels “Mobilizing” security will make it more pervasive and personalized, with a new, more secure identity lifestyle will be built around the convenience of ever-present mobile devices. “As we do more with our phones and increasingly demand anywhere/anytime online access, there is the opportunity to better protect these activities while creating a more satisfying, mobile-centric security experience at home, in the office, on the road and online. The industry will enter its next new chapter of connected identities, employing multilayered security strategies that also include biometrics in order to bind these identities to their legitimate owners,” he states. The challenges however which will need to be addressed is the lack of standards in the industry at large and how the migration from older technology to newer technology can happen for the end user seamlessly with minimal additional cost investments and least operational issues.

The Mobility Industry…

2015 saw depressed growth in broadband internet subscribers, which was mainly due to the inability of the sector to reach the Indian suburban and rural market. In contradiction, Mobile Internet subscription saw a rapid growth as it served rural India with at least 2G plans. 2015 saw a series of Mobile Shopping apps and mobile-friendly “lite” website being presented. 2016 will bring 3G to indian rurals and 4G to urban users. “This will result in a high number of mobile internet buyers. These sets of buyers will become a target for local retailers. Availibility of local retailers on m-commerce will bring new trust level for online buyers," Tejinder Oberoi, Founder Director, m1order. Says Debasis Chatterji, CEO, Netxcell Limited, “The future is data, no doubt. But voice business is the core business of any telco. It cannot be neglected. The Call drop issue needs to be looked into above anything else. Preventing Call drop will be a major factor for differentiation.” The smartphone industry in 2016 will witness a huge increase in the 4G consumption which would, in turn, have a great effect on the kind of media consumption we have through phones. Masses are expected to prefer bigger screen size, better audio experience, better battery life and an increase in the demand for better streaming services. “We will see a higher number of smartphones offering these features entering the market, as users

Adrian De Luca chief technology officer of Hitachi Data Systems Asia Pacific would want to take full advantage of the 4G services. However, optimal data speeds would be required, since more and more subscribers would be shifting to 4G services,” says Sudhin Mathur, Director – Smartphones, Lenovo Group. Kenny Ye, MD, UCWeb India is of the opinion that there is likely to be a big shift in mobile search. “Also, mobile payments are on the rise around the globe. I expect this trend to take the mobile Internet by storm in the coming quarters. 360° Video is another trend I am bullish on. It will give users complete control over what they want to view and from what angle,” he says. The e-commerce segment will continue to drive a change in consumers buying behaviour and further move up in the growth trajectory. Website-based e-commerce in 2015 has faced loss in profits due to poor penetration of broadband penetration, but gave enough scope for more mobile apps to be downloaded and used as a result of 2G growth. Another important growth area will be the wearable category which will become increasingly mainstream in 2016. 2016 will certainly witness significant progress in another area, which is digital payments. “With liberalization of KYC norms in Mutual Funds investments and various initiatives by NPCI, we will also witness greater financial inclusion and easier investments and transactions for individuals across the country,” points out Bhavin Turakhia, Founder & CEO, Directi. India is on the path of becoming the world's fastest-growing mobile app market where start-ups, financial institutes and even traditional companies are doing their best to keep up with the fast- changing times. The app revolution presents incredible opportunities in several different spaces, including communication, payments, and collaboration.

Digital is the way ahead in every sector… It is going to be an equally great year for

Niladri Datta Head- Corporate Marketing LG India most of the other sectors when it comes to adoption of newer technologies. “Banking and financial services will see a lot more traction in adoption and launch of interesting technology to ensure the brands’ presence through the customer lifecycle. The media and entertainment industry will also leverage the progress in bandwidth availability and hardware optimization for better and lasting engagement. Retail will experiment with Internet of Things, with most retailers already having online or omni-channel strategies ready with them for the year ahead,” notes Jayesh Ghatge, Market Partner for ThoughtWorks India. Digital Solutions will further equal access of health and education across economic and social sectors. The healthcare IT market in India is growing rapidly, as many hospitals are willing to use digital technologies following reduction in errors and the potential to create a seamless treatment process. “With the regulatory support and innovative approaches while leveraging technology for improving patient care, the connected health market will be well-positioned for growth. Healthcare industry players are actively exploring ways to leverage the vast amounts of data that are integrated via connected health devices and services. Currently, the industry is undergoing through a transition phase while India faces the dearth in basic infrastructure facilities to serve the higher demand of quality care services. We believe the opportunities are tremendous only if we connect the dots,” cites Shakthi Nagappan, CEO, BioAsia. In the area of Media & Entertainment, smaller production companies will begin using the cloud in greater degrees for longterm storage, and we will see a greater move of production to the cloud, with companies doing transcode, rendering, editing and QA. In short, 2016 will be the year that the cloud becomes a reality for many production companies. “In the coming 12 months, we will see an acceleration of content being managed in the cloud. We will also see adoption of IP will accelerate rapidly. In some developing areas, in fact, people will leapfrog cable and satellite television services, going directly to IP-based and OTT services — often delivered

Subhodeep Bhattacharya Regional Director India – Netgear

to handheld devices,” says Geoff Stedman, Senior Vice President, StorNext Solutions Quantum. 2015 for the real estate sector was beginning to push the pedal on tech innovation and bring about never-before experience like Virtual Realty, Sky-views, Live-in Tours and locality walk-through. In 2016, property search would see the advent of Artificial Intelligence and virtual search assistants to manage your search. “We would also see new property bookings go online in a significant way,” says Lalit Mangal, Co-Founder & Chief Product Officer, CommonFloor.

To sum up…

“I expect the momentum that started picking up in 2015 in the industry to continue at least until 2017. In my view, Social Media, Mobility, Analytics, and Cloud (SMAC) will drive the next wave of growth for the Indian IT industry, aided further by start-ups. The disruption that is currently being witnessed by the industry is only going to evolve faster in the coming years, catalyzed by the continued migration to a digital world. Newer catalysts like the Internet of Things (IoT) will further provide more opportunities not only for innovations, but also for addressing industry-wide challenges such as that of analytics and cybersecurity,” observes BVR Mohan Reddy, Founder & Executive Chairman, Cyient & Chairman, NASSCOM. Indeed, 2016 holds big promises for the country. With respect to the various developments that is taking place, the coming 12 months is going to be an interesting phase for any industry stakeholder. The Start-up eco-system will transform for better while major initiatives like ‘Digital India’ and ‘Make In India’ will bring the much needed growth to the Indian IT industry. At the same time, while discussing the key technology trends for 2016, it will not be unwise to say that demand for technology will be truly driven by Customers. And it is they who are going to spur these demands for new technologies and innovative products. n

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January 2016

FACE TO FACE

5 reasons why you must nurture your leads NOW By Snehashish Bhattacharjee, Global CEO & Co-Founder, Denave

ead nurturing enables a pathway for every individual in the business of B2B marketing to build meaningful relationships with potential clients/customers.Every organisation has an effective process and mechanism through which qualified leads are generated, what must be noted that not all of those leads make it to the final bucket. What is noteworthy is that buyers don’t necessarily become customers immediately, however what lead nurturing essentially does is, cultivating potential customers. Lead nurturing has therefore become an integral component of a successful marketing strategy by enabling marketers to communicate with their buyers’ cross-channel and cross market. In the B2B scenario especially, where buyers are not impulsive purchasers, lead nurturing becomes even more crucial for success. If you use nurturing to maintain your recall with the prospect, you can influence buying expectation and establish your organisation as the one most able to deliver the desired output. The box on the right throws more light on why lead nurturing is critical as per the various industry studies conducted. Win trust, not just leads Treat lead nurturing as a journey that you would want to gift to your customer/client. By getting back to them regularly and giving them the relevant information, not only do you win them from the business perspective, but you also facilitate trust. It essentially means, the next time they have a requirement, you/ your organisation will be just a call away. “Leads” to a brighter future No marketer will ever have a ‘no qualified lead situation’ if effective lead nurturing strategies remain a part of the plan. As hard boiled sales individuals, we tend to evaluate each situation on the amount of ROI (Return on Investment) it throws back. Though scientifically this may appear like the best possible approach, what we are missing here is the larger picture. As per Gleanster, a market research firm, on an average, 15-20% of the ‘not yet ready to purchase’ opportunities only convert to sales post lead nurturing. Every single call that you make or lead that you touch could hold great potential in future if not now.Therefore, consistent efforts in nurturing have huge possibilities of creating future conversions.

Multiple opportunities unleashed

The world of B2B marketing works largely on instinct and good networking. It is a lot like those human resource driven referral policies we have in our organisations, where we refer a good candidate who we know is looking for a job. A single lead could help open multiple doors for you if you have been successful in nurturing it. The idea is to be the evangelist of your own brand.

Great messaging and consistent efforts

The basic of every lead generation funnel is to make sure each account stays active unless it is a completely dead lead. Strong and repetitive messaging will give your organisation a brand recall of its own and will enable your prospective customers to remember you and your offerings.

The Magic phrase: Cost effective

Think of a situation, where you don’t have to mobilise your budget to hire another team or buy different data to gather leads. Create an action plan, with decent gaps wherein you periodically touch base with each of the leads, chances are newer opportunities

January 2016

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may open up without you looking for newer contacts. Make sure you follow up with each of your lead step by step and be sure to save time, resources and money! The path to effective lead nurturing is not a day long activity; it takes persistent toil and consistent messaging to achieve greater results and to ensure that your qualified leads do not die a silent death. n

FACT-SHEET • 73% of all B2B leads are not sales-ready. (Source: MarketingSherpa) • 50% of leads are qualified but not ready to buy. (Source: Gleanster) • Only 25% of leads are legitimate and should advance to sales. (Source: Gleanster) • 79% of marketing leads never convert into sales. Lack of lead nurturing is the common cause of this poor performance. (Source: MarketingSherpa) • It takes, on average, 10 marketing-driven “touches” to progress a lead from the top of the funnel to the top line (i.e. revenue). (Source: Aberdeen Group) • Buyers can be 90 percent of the way through the buying process before they reach out to a salesperson. This change to the buyer’s journey has made nurturing even more important. (Source: VentureBeat) • 80% of sales are made on the 5th-12th contact. (Source: Sellingly)

Movers & Shakers

ASUS elevates Vinay Shetty as Regional Director

Seagate Announces New Asia Pacific Sales Management

ASUS has elevated Vinay Shetty to Regional Director for India and South Asia for their computer components and peripheral business. Levis Su who was previously serving in this position has moved into the role of Director for Motherboards, Asus Computers China. Vinay Shetty, currently Country Head at ASUS since 2014, will become the first-ever Indian Regional Director for Asus. As the country head, he has led the expansion of the company in India which has about 115 numbers of employees across India. His new role will include (communicating with the headquarters in Taiwan regarding Product Planning, Product Forecast, Pricing Position and Channel Strategy while also overlooking the entire Component Business operations in terms of Sales, Marketing, Service, Finance, HR and Administration for Sri Lanka, Bangladesh, Pakistan, Nepal Maldives. He will be reporting to Karl Chu, General Manager, APAC,ASUS.

Seagate Technology has named Sandy Sun as its vice president & general manager for Asia-Pacific and China sales, responsible for all of the company’s sales, marketing and technical support activities in the region. Ms. Sun was previously Seagate’s vice president and general manager for China stationed in Beijing. She will report to BS Teh, Seagate’s senior vice president of global sales.

Micromax appoints its new Senior VicePresident – Finance

Intel Appoints Dr Venkata “Murthy” Renduchintala to head IoT business

Micromax Informatics has roped in Vikas Thapar as its new Senior Vice-President – Finance. In this role, Thapar will be responsible to build the company’s asset and revenue base while leading the external relationship developments with all the key stakeholders, including bankers, equity partners, investors and government authorities, among others. Thapar will also be responsible for overall financial and management accounting policies and procedures, fund syndication & financial resourcing, group operations, legal entity structuring while providing strategic support for business expansion through operational and functional optimizing activities. He will also be taking charge of risk management, control and compliance.

Ms. Sun joined Seagate in January 2013 as vice president and general manager, China, taking charge of the company’s sales activities and corporate development in the PRC. In that time she has helped establish strategic cooperative partnerships with some of China’s largest corporations including Tencent, Baidu, Kingsoft Cloud, China Telecom, HikVision and Dahua. She has also helped the company improve its market share and brand recognition on the mainland, the company’s largest market globally.

Intel has announced the appointment of Dr Venkata “Murthy” Renduchintala as president of a newly created Client and Internet of Things (IoT) Businesses and Systems Architecture Group. Renduchintala has also been appointed as an executive officer of Intel. Renduchintala brings to Intel a unique blend of technical, operations, business and customer relationship-building skills, as well as extensive expertise from his long career in the system-on-chip (SoC), mobile and IoT areas. Under his leadership, the company will align product design, engineering and business direction to tighten Intel’s strategy and speed execution across the communications, device and IoT segments, which are all core to growth in the smart and connected compute era.

Capgemini Appoints Srinivas Kandula as CEO Wipro names its new Executive Viceof India operations Chairman & CEO

Capgemini has announced the appointment of Srinivas Kandula as the chief executive officer (CEO) of Capgemini in India effective from January 1, 2016. Kandula replaces Aruna Jayanthi, the former CEO of Capgemini in India, who has moved to a global role within the group. Kandula also joins the Capgemini group executive committee. “Since the acquisition of IGATE, India has become even more strategic to our global business roadmap. Srini’s rich and diverse experience across key business functions, notably at IGATE, will help Capgemini in India to play an enhanced role in the Group’s future growth plans,” said Paul Hermelin, group chairman and chief executive officer of Capgemini.

Wipro Limited has announced the appointment of T K Kurien as the Executive Vice-Chairman and Abidali Z.Neemuchwala as the Chief Executive Officer and Member of the Board of the company. Both these appointments are effective February 1, 2016. “Over the past five years, Wipro has been transforming into a next-generation technology and consulting company with defining differentiators in the marketplace. As Executive Vice-Chairman, TK will enable Abid by leveraging his deep relationships with customers and chart out a new technology roadmap for Wipro. In his nine months as the Group President and Chief Operating Officer, Abid has effortlessly assimilated into the culture and ethos of Wipro. The new structure will ensure smooth succession and will build on the solid foundation we have developed to drive superior growth and profitability. I wish both TK and Abid every success in their new roles,” said AzimPremji, Chairman, Wipro Limited.

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January 2016

FACE TO FACE

A clear-cut strategy for Channels Anshuman Haldar, Head – Channel Business, Network Connectivity, Digilink, tells VARINDIA as to what necessitates them to make a strategy that is both channel-friendly as well as benefiting the company in particular Digilink is today very well placed in the market to capture the opportunities in the network connectivity market, not only in India but throughout the Asia-Pacific region. It has now forayed into the ABC (Architect/ Builder/Contractor/Consultant) market while sustaining the IT-Network Installer Market, too. “Our prime strategy is to deliver unparalleled value and enable our customers to excel through lower total network ownership costs, enhanced productivity, total reliability and easy scalability of their networks,” explains Anshuman Haldar, Head – Channel Business, Network Connectivity, Digilink. Digilink’s main customer verticals include IT/ITeS, BFSI, telecom, hospitality, and manufacturing sectors, along with government/PSUs, and retail. The current focus is, however, to offer greater value to customers in India and other parts of the world through innovative and best-in-class products, solutions and services. Digilink has always been a brand for Channels. And that is what makes it imperative for the company to focus on

channel expansion and engagement. “And now we have more reasons to prove ourselves and answer the question for each one of them and that is ‘Why Sell Digilink?’” says Anshuman.

Digilink has a network of Regional Distributors who directly distribute after value addition to IT-Systems Integrators, ITResellers, Electrical Resellers, Electrical and Building Contractors, etc. “Currently, we have a width of 3,000+ Installers throughout the country,” he says. Digilink is also well placed in the TierII and Tier-III cities with the help of a wide network of its channel partners. Some of the initiatives that Digilink has for its channel are: (i) SEEP–2015 – A loyalty programme coined as Schneider Electric Elite Partner Programme (SEEP) has been framed exclusively for System Integrators pan India. In this programme, channel partners earn benefits in the form of rewards by selling more Digilink products in the marketplace. (ii) Digilink is also looking at specific partners as Network Experience Points (Stocking and Demonstration Points) in the major towns pan India. These partners will be directly recognized by Schneider Electric India.

PRODUCT OF THE MONTH

ZyXEL UAG50 Unified Access WiFi Hotspot Gateway Ticket Printer The ZyXEL UAG50 Unified Access WiFi Hotspot Gateway Ticket Printer is a All-in-One wireless hotspot/access gateway that integrates AP, router, AAA gateway and thermal printer functions, and it generates user accounts and passwords for Internet access with just a press of the button to relieve receptionists from complicated operations. With the ZyXEL UAG50 WiFi Gateway Ticket Printer, multi-device deployment, integration and maintenance routines are no longer headaches for venue owners. It integrates AP, router, AAA gateway and thermal printer functions, all in one device. ZyXEL UAG50 is designed with advanced billing, user authentication and access control features. It supports up to 50 users and gives equal bandwidth to each user for them to enjoy WiFi Internet access. It is designed to fulfill the needs of small venue owners with limited resources to provide the best services. It has built-in syslog server that automatically records user account information and MAC addresses for future auditing. The business owners can charge through time or amount of usage while customers can print out Wi-Fi accounts/passwords directly through the UAG50, and pay for the access online by credit card. These functions are possible because UAG50 is not only a gateway but also an automatic authentication machine which can authorize and bill customers for Wi-Fi services. You may say that it is like an extra employee who helps customers use Wi-Fi when everyone else is already tied up. This eventually leads to the increase in productivity and reduce the cost of ownership for offering Wi-Fi at small business venues. The device offers both application control and security in one little appliance. Security features include anti-spam, antivirus, firewall, Web-filtering and intrusion prevention. Many features are enabled right out of the box. Application control makes it possible to optimize traffic.

January 2016

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PRODUCT REVIEW

Acer BluelightShield™ Acer recently introduced Acer BluelightShield™ on its allnew Aspire E5 series and Switch Series notebooks. Acer being a leaderin breaking barriers between technology and people, also believes in bringing the latest and greatest innovationswithin the reach of everybody. It has recognized theimpact of Blue Light emitted from the displays ofnotebooks affects people in multiple ways. Basically BlueLight is very beneficial to human beings but as they sayeven good and beneficial things consumed in excessleads to very harmful effects. With the advent of internetand easy access to information and communication thenumber of devices with screens has grown exponentiallyand the exposure to Blue Light has grown exponentially.Today an average person has a mobile, tablet a computerand of course the LED TV, hence increased exposure toBlue Light to levels that were never designed for humanconsumption. Let us look at some positives of the Blue Light exposure: 1. In its natural form, your body uses blue light from thesun to regulate your natural sleep and wake cycles. This isknown as your circadian rhythm. 2. Blue light also helps boost alertness, heighten reactiontimes, elevate moods, and increase the feeling ofwellbeing. Why Blue Light might be cause of

concern: 1. Blue light waves are the among the shortest, highestenergy wavelengths in the visible light spectrum. 2. Because they are shorter, these "Blue" or High EnergyVisible (HEV) wavelengths flicker more. 3. This kind of flickering creates a glare that can reducevisual contrast and affect sharpness and clarity. 4. Flickering and glare may be one of the reasons foreyestrain, headaches, physical and mental fatiguecaused by many hours exposure computer screen or otherelectronic device. What are the effects of Blue Light on human body: 1. Prolongedexposure to bluelight may causeretinal damage andcontribute toagerelated maculardegeneration, whichcan lead

to loss of vision. 2. Long-lasting exposure to blue light at night can lower theproduction of melatonin, the hormone that regulates sleep. 3. Harvard researchers have linked working the nightshift and exposure to blue light at night to several typesof cancer (breast, prostate) diabetes, heart disease,obesity and an increased risk for depression. Exposure tolight suppresses the secretion of melatonin and lowermelatonin levels might explain the association with thesetypes of health problems. How does Acer’s BluelightShield™ help? Once the user enables BluelightShield™ it helps reducethe amount of blue light being emitted from the LEDDisplay. There are multiple modes in which the customer can use the BluelightShield™: l

PRODUCT OF THE MONTH

D-Link DWR-720, HSPA+ Mobile Router DWR-720, the latest mobile connectivity offering from D-Link makes for a perfect travel mate or an apt solution when there is no wired Internet available. D-Link’s DWR-720 Mobile Wi-Fi Hotspot 21 Mbps uses your mobile 3G Internet connection to give you a simple and fast Wi-Fi network, anywhere you need one. Instead of being confined to one Internet-connected device through a USB dongle, the DWR-720 allows you to create and share Wi-Fi hotspots anywhere you have a 3G signal. The compact size means you can conveniently take it with you and share your connection anywhere; use it in a cafe to send e-mails while your friend reads the news, or have your laptop, phone, and tablet all connected to the Internet at the same time using just one mobile Internet service. To get started, one has to simply insert a dataenabled USIM card and share internet connection anywhere with friends or family, through this handy little device. The built-in firewall keeps connected computers and other devices safe from Internet intrusions, while WPA security encryption prevents unauthorized users from connecting to your network. The compact size of D-Link DWR-720 makes it easy to slip into a pocket or bag, so one can carry it along anywhere. The rechargeable 2000 mAh Li-on battery allows to stay connected for longer period, or use it as a power bank to charge other mobile devices. The DWR-720 also allows you to access files on your microSD card with the built in microSD card slot. Share holiday pictures with your family and friends, or documents and presentations with your colleagues on a business trip by simply connecting the DWR-730 to a computer through a USB. The Mobile Wi-Fi Hotspot 21 Mbps lets you connect with others and share what is important to you while you are on the go.

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January 2016

VAR SPECIAL

India witnessing new horizon with Start-ups next four years, no visit by labour inspectors for three years, etc.

“Start-ups” – the word that has been creating ripples in India during the last few months – are the upcoming enterprises which will shape the future Indian economy. As per the NASSCOM report, India stands in the third position with 4,200 new-age companies among the global start-up ecosystem. The report also highlighted that the start-up ecosystem has witnessed a tremendous growth with innovative start-ups. This ecosystem has further gained momentum with the government’s “Start-up India, Stand-up India”. This new action plan offers a bouquet of initiatives such as making the profits tax free for three years, providing Rs.10,000 crore of government funding in the

Start-up ecosystem in India India, currently, has scaled up its position in the global economy with the new technology start-ups. They have infused hope in the economy with their doughty entrepreneurship spirit as they are open with experiments and innovation and also have the capability of taking risks. “Technology start-up ecosystem in India is ready for the next wave of growth. Government’s clear push with the Startup India initiative, support of industry bodies and think tanks and the indomitable

Vamsi Krishna CEO & Co-Founder, Vedantu Innovations These new-age start-ups are not afraid of experimenting, taking risks and are ready to take established companies head-on. This is really the recipe for innovation

Sharad Srivastava Founder & Managing Director, dStor Technologies India provides a big opportunity and market for technologies products/ services, especially with mobile penetration reaching to almost 70–75% percentage of population

January 2016

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entrepreneurship spirit of the youth of this country, will together spark rapid growth of start-ups. These new-age start-ups are not afraid of experimenting, taking risks and are ready to take established companies headon. This is really the recipe for innovation. They are disrupting every sector whether it is education, retail, healthcare, banking & payments, agriculture, biotechnology and so on. After Israel and China, India’s rise as a start-up capital and innovation hub seems unstoppable,” says Vamsi Krishna, CEO & Co-Founder, Vedantu Innovations. The start-up ecosystem is mostly driven by the youths and a country like India with huge population is also widening the opportunity

Abhesh Verma COO, nexGTV Enabled by the growing broadband uptake,the landscape is transforming and evolving almost real time

Gaurav Sinha CEO, FirstHandle Start-up segment has seen a lot of traction from the investment point of view in the last one year and market for technology products and services. “With huge population and specially with the highest number of youth population percentage in the world, India provides a big opportunity and market for technologies products/services, especially with mobile penetration reaching to almost 70–75% percentage of population,” reiterated Sharad Srivastava, Founder & Managing Director, dStor Technologies. With the growing digital dependency of the people and adoption of broadband, the social scenario of India is constantly transforming and evolving. Taking this as an opportunity, the start-ups with their solutions are bridging the gaps. “The technology product/ digital startup landscape in India is growing by leaps and bounds given the rising penetration and adoption of not just digital devices such as smartphones, tablets, etc, but the rapidlyrising role and integration of technology in

Sunil K Goyal Founder CEO & Fund Manager, YourNest Angel Fund Nearly 80% of the fresh investment by venture capital and angel investors is in the software products or the digital space

Ankit Jain Co-Founder, MyOperator SAAS products have remained a heavily invested zone outside India. The Indian scenario for SAAS products has started to shape up our daily lives. Right from news updates that start our day to traffic and travel updates, shopping, meetings, keeping fit, medical advice, until entertainment, our needs are now being enabled and, at times, even governed by apps and websites extensively. Enabled by the growing broadband uptake, the landscape is transforming and evolving almost real time unlike anything we have seen before and riding on the back of their technology-driven solutions, start-ups are establishing themselves at every step, almost disruptively, to address business and service gaps,” says Abhesh Verma, COO, nexGTV

Scope of investment by VC/PE

This segment has attracted a lot of investment in recent days. The VC/PE investors are fuelling the growth of start-ups in a big way. The investors are investing funds in different segments. The investment rates are quite high so much so that venture capital

Rajat Mittal Co-Founder, Safesavaari No or Not Possible or Restricted’ are the words of the past which means that more and more innovative solutions by way of an App / Website / Mobile Solutions have made life easier

Sanjay Agarwal Co-Founder, LinkLadder Technologies Mobile app and e-commerce will continue to be the favourite investment choice of VC/Ps - Sanjay Agarwal investments in India had reached Rs.15,600 crore till June 2015. “Start-up segment has seen a lot of traction from the investment point of view in the last one year. The fund flow into the hyperlocal segment stands to the tune of $135 million in the last six months,” says Gaurav Sinha, CEO, FirstHandle Segments like SAAS have been the hotbed of investment globally. India is also gearing up in this segment. “Of late, SAAS products have remained a heavily invested zone outside India.The Indian scenario for SAAS products has started to shape up with products like Freshdesk attracting investors,” says Ankit Jain, CoFounder, MyOperator. As India is a nation with large youth population and the mobile and broadband adoption is quite high in the country, so mobile app and e-commerce are the two promising sectors which will continue to attract funds.

Ajay Chauhan Co-Founder, SalezShark It is the innovation that has become a key factor for all start-up ideas, giving us an edge over our competitor markets

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January 2016

VAR SPECIAL

Sandip Kumar Panda CEO Instasafe Technologies Companies like Instasafe will be able to offer the customers the ability to leverage cloud infrastructure through robust products “Mobile app and e-commerce will continue to be the favourite investment choice of VC/PE as India is one of the fastestgrowing market of smartphone and Internet also India has the world’s largest youngest population, who are the main drivers of e-commerce and mobile. It is projected that India will have approximately 230 million smartphones by 2016 and out of this 90% will be on internet,” asserts Sanjay Agarwal, CoFounder, LinkLadder Technologies. “Nearly 80% of the fresh investment by venture capital and angel investors is in the software products or the digital space. This trend of dominance by technology shall continue. However, we see that with the “Make in India” theme, opportunities shall come up in the domain of product engineering, end-to-end hardware design & delivery, manufacturing technologies, etc,” says Sunil K. Goyal, Founder CEO & Fund Manager, YourNest Angel Fund

Start-ups & Innovation Start-ups and innovation go hand in hand. With the passage of time, more innovations are expected from the technology new-age businesses. Innovative technology is the only path of success for these new businesses. “With easy access to technology, the delivery expectation bars have become really high for new Start-ups. ‘No or Not Possible or Restricted’ are the words of the past which means that more and more innovative solutions by way of an App / Website / Mobile Solutions have made life easier. Tech innovation is the key trigger for startup companies and entrepreneurs to dream big and achieve the impossible,” states Rajat Mittal, Co-Founder, Safesavaari. Reiterating similar views, Ajay Chauhan, Co-Founder, SalezShark, says, “The innovation space has taken a new turn with the rise of start-ups in India. In fact, it is the innovation that has become a key factor for all start-up ideas, giving us an edge over our competitor markets. The customer demands and growing needs of the Indian market is pushing young entrepreneurs to offer solutions that are

January 2016

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Praveen Dhabhai COO, Payworld Payworld is targeting the unbanked, non tech savy users to use digital payment platforms

innovative and, at the same time, a perfect match for customer needs. Although many would argue that a large number of start-up businesses in India are just a mere copy of the western ideas, however, it is the innovation aspect that sets our start-ups apart from the rest. Catering to the needs of customers is a need of the hour, and entrepreneurs have surely found their way around it.”

Upcoming Technology Trends

The future technology scenario is going to be ruled by start-ups as they welcome the success and failure of any experiment easily. They are the ones which are going to decide the upcoming technology trends as they are the trendsetters. A few important technologies trends are: “Security-as-a-Service will become a viable option:

As customers look towards moving their investments from Capex to Opex and are becoming comfortable with SaaS offerings, they will expect the same deliverables in the Security segment. Companies like Instasafe will be able to offer the customers the ability to leverage cloud infrastructure through robust products, making Security-as-a-Service an integral part of their IT infrastructure. Cloud Security will take centre stage:

As companies move more and more of their applications and processes to various cloud service providers, the security aspects of access will take center stage,” predicts Sandip Kumar Panda, CEO, Instasafe Technologies. “Mobile and cloud-based product/services will be a big push for this year. However, unavailability of high broadband speed at an affordable price to masses in the country is one of the biggest hindrances in their progress,” says Sharad Srivastava, Founder & Managing Director, dStor Technologies. “2016 is going to be the year where Internet of Things (IoT) will connect people and objects in unprecedented ways for events. The Internet of Things is the connection of objects and people to transfer data over

Aarti Gill Founder, FitCircle Artificial intelligence will continue to evolve in an increasing number of devices and services

a network without the need for human interaction,” comments Gaurav Sinha, CEO, FirstHandle. "Assisted e- commerce will catch up with better implementation and logistics supports in this segment, also with Bill Payments system coming in effect this year this space will be driver for digital payments. Digital payments so far have performed a need gap function making it convenient for individual to send money to their family, make payments, book tickets and many other things. Payworld is targeting the unbanked, non tech savy users to use these platforms and a retailer helping them on usage and providing cash in facility, the services are very convenient and safe with multilingual capabilities," says Praveen Dhabhai, COO, Payworld. “Artificial intelligence will continue to evolve in an increasing number of devices and services. App Store will see an increasing Competition from Bot Store and More Startups will move to develop Bots that help reaching consumers in a faster, cheaper way. Human Connection: Frog Design predicts the rise of Human Connection as a service in 2016. FitCircle’s spectacular early stage feedback and consumer response just makes us realize that the generation that is most connected is yearning for the most human connection,” says Aarti Gill, Founder, FitCircle.

At Last…

With the changing times and the dynamics of the technology ecosystem, the start-ups have become a major contributor in technological innovation and will continue with it as they are flush with fresh ideas. Looking at the current situation, it can be said that new-age business is the new horizon that India is experiencing. Entrepreneurship spirit, innovative thinking, industry body support along with the new government start-up action plan these businesses are surely going to achieve new heights of success and will take the Indian economy to the pinnacle. n aparna@varindia.com

OPEN YOUR EYES

Cisco Outlines its Digital India Vision Jaipur Embraces Digital Transformation in collaboration with Cisco

o mark its twentieth year anniversary in India of its ongoing innovation in technology offerings and new partnerships, Cisco presented its vision for acceleration of digital transformation and collaborative efforts at an event. Over the years, Cisco has established several examples of public-private partnerships, announced local strategic initiatives and expanded collaboration with partners and customers. Cisco’s vision of digital business transformation – the rapid and escalating value derived from the interconnectivity of people, processes, data and things – is to help companies be more innovative, agile and efficient. More than 75% of India’s top 500 companies use Cisco’s technology to increase productivity, deliver more value, and create better experiences for customers and end users. Cisco also announced its partnering with the Jaipur Development Authority (JDA) to help transform the city into a Smart city. At the event, the Government of Rajasthan shared the digital vision for the state. The Honorable Chief Minister of Rajasthan, Shrimati Vasundhara Raje who graced the event outlined her vision of a digital future for Rajasthan by leveraging Information and Communication Technology (ICT) to enable good governance, a better quality of life and

Vasundhara Raje Honorable Chief Minister of Rajasthan “My vision for the state is to digitally empower every citizen to enhance the quality of life, enable ease of doing business in the state and become an innovation and knowledge hub of the country. ‘Digital Rajasthan’ is a powerful platform to realize that vision. We envision Rajasthan as a role model for digital transformation for other states to follow.”

increased employment opportunities in the presence of Shikhar Agrawal, Commissioner, Jaipur Development Authority; Sanjay Malhotra, Principal Secretary, Energy Department, Government of Rajasthan and Dinesh Malkani, President, Cisco India and SAARC. V C Gopalratnam, President, IT & CIO, APJ&C & Chief of Strategy, Planning & Operations, Cisco India said, “India has almost limitless potential and our vision is to help in the digital transformation of the country. Cisco offers unmatched depth and breadth of security, connectivity, and system visibility end to end. And we do it in partnership with other leading companies our customers

Dinesh Malkani President, Cisco India & SAARC "Over our twenty years in India, we have focused on encouraging technology, innovation and entrepreneurship to help enable more successful companies, generate jobs, diversify the economy and support sustainable growth. The foundation for ‘Digital Rajasthan’ will be intelligent networks which will transform the delivery of citizen services. Thanks to the government’s visionary leadership, we believe Rajasthan can be a digital hub for the country.”

Digitization Projects of Cisco Besides Jaipur, a number of other important announcements were made in recent months by Cisco to commemorate the twenty year anniversary of Cisco in India. The milestones include • In December 2015, Cisco announced three new products marking the acceleration of local innovation to enable digital transformation in India. Cisco announced that over its 20 years in India, it had contributed to filing 1000 global patents and 600 such patents had been issued for innovations across all major technologies. • In November 2015, Cisco and CH2M announced a new global strategic relationship to provide urban planning and design, smart-technology integration and program delivery services. The first integrated delivery from Cisco and CH2M is to Shendra-Bidkin, an industrial smart city being developed along India’s Delhi-Mumbai Industrial Corridor. • In June 2015, Cisco announced its commitment to accelerating the digital transformation of India through a series of investments involving education and skills initiatives for the new digital economy, through the Cisco Network Academy program and an expansion of the company’s India facility. • Under the ‘India Innovation Theme', Cisco has helped create a vibrant ecosystem catering to the needs of a rapidly digitising India. With over 25 direct and indirect investments, in the start-up ecosystem, Cisco is collaborating with entrepreneurs across India to discover and accelerate the creation and adoption of disruptive technologies as well as new business models around digitisation.

work with. Our proven industry-specific architectures and technologies give industry customers the edge they need to connect their machines and assets and become more agile.”

Digitalizing Jaipur…

As part of the digital blueprint of the state of Rajasthan, the Jaipur Development Authority (JDA) is focused on developing smart city infrastructure in Jaipur to transform itself into a digital city of the future. In its first phase, the pink city of Jaipur has created digital infrastructure to offer citizens amenities including intelligent kiosks, wireless broadband, safety and security services, traffic management and environmental updates. JDA has set up a City Infrastructure Management Centre as well as a Response Control Room to manage the city with greater efficiency and effectiveness. The digital platform built by JDA can aggregate data from various sensors and solutions conduct data analytics and support a number of urban services. In this phase, JDA has implemented the solutions in Jantar Mantar, Amer, Albert Hall, Jal Mahal, Ram Niwas Bagh, Hawa Mahal, Central Park and Jawahar Circle; the next phase of implementation in another 25 sites will be completed by the end of February 2016. The deployments featured at Amer Fort include connected parking, connected lighting, WiFi, interactive intelligent kiosks with environmental sensors, city surveillance for safety and security and Remote Expert for Government Services (REGS). More importantly, attendees would have the opportunity to visualize these solutions as not only connected, but interconnected, and be able to share data. As part of the digitization program, the state of Rajasthan has also announced the smart grid initiative. The smart grid initiative will be leveraged to handle energy of around 100 BU per annum in the next 4-5 years, reduce transmission losses and ensure stable and reliable operation of the transmission grids capable of carrying large-scale renewable energy. n

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January 2016

VAR CORPORATE

Here’s how Lenovo will reward its ‘Sikandars’ of sales The Partner incentive program aims to reward sales personnel for sales generation as well as effective lead generation Lenovo India has recently launched ‘Lenovo Ka Sikandar,’ its latest partner program targeted towards rewarding partner sales personnel for not only generating sales but also for effective lead generation. It is applicable to all sales representatives of 232 FAFR registered as Lenovo commercial business partners. The program commenced early November 2015 and will go on till the end of April 2016. Healthy sales and having a strong lead pipeline go hand-in-hand. A simple equation of greater the volume in the funnel, bigger the eventual sales revenue. Lenovo firmly believes in this philosophy and aims to incentivize partner sales persons from opportunity to closure level; thereby achieving an increase in the breadth of its small to midticket sales. Lenovo has also set up a portal (www.systemxkasikandar.com) to help streamline and bring in some structure to the lead validation as well as rewards process. Sales people are required to submit details of any impending PC or SystemX deals onto the portal. Additionally the customer proposal should be sent with a CC (or BCC) to Lenovo. The leads are then validated by the Lenovo Regional Sales Managers. If the lead is validated positive, the sales persons will get points, which they can redeem for gift vouchers. The lead validation will happen on a weekly basis. The lead validation criteria include presence of the lead in the SFDC/Cyborg System and validity of end customer name and contact. A similar process is followed for closure validation, which is done on the basis of the end customer purchase or and T1 Invoice.

“By increasing the number of proposals being sent to customers every day, we hope to increase the number of closures happening every day. We believe it’s a great opportunity for us to grow our PC & EBG businesses,” said Pankaj Harjai, CGM, Commercial channel - Lenovo India. “Our Sales teams will be rewarded for their efforts in generating leads too, which we believe is an important part of the sales process.”

Lenovo introduces ‘one-of-a-kind’ Health insurance for Partner Sales Representatives Lenovo has recently announced a distinctive health insurance program called ‘Lenovo Care’ for its sales representatives employed with the partner organizations. Initiated from 13th Nov’15 and applicable for the next one year, this initiative is available for sales representatives of 50 FR registered Lenovo commercial business partners. This initiative from Lenovo aims at easing the burden of sales representatives. Personal exigencies can result in immense pressure due to decreased income and increased expenses. This can be extremely draining, both physically and mentally. This initiative aids representatives having to foot hefty medical bills for themselves and their families. The benefits are available not only for the sales representative but also for his/her immediately family, including spouse and children. The health insurance plan also includes maternity benefits. Lenovo strongly believes that their partners form the backbone of the organization and play an integral role in the eco system. The primary objective of this program is to ensure sales reps at Lenovo feel secure and safe working for the organization and also ensure that their well-being matters to the company as well.

January 2016

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This initiative from Lenovo aims at easing the burden of sales representatives. Personal exigencies can result in immense pressure due to decreased income and increased expenses. This can be extremely draining, both physically and mentally.

VAR CORPORATE

“Working with Lenovo makes us stronger as a team” It has just been a year journey with Lenovo, but Comprint Computers used to be a partner for IBM earlier and that is how it is accustomed with the enterprise segment. After Lenovo’s acquisition of IBM’s x86 Server business, it became a partner of Lenovo. “I have been into this enterprise business for 15 years now. In spite of the enterprise business being new for Lenovo, I have seen Lenovo as a team working intelligently and coming up with some very interesting solutions,” says Pankaj Samcheti, Owner, Comprint Computers. He further adds, “I have seen the team working hard to resolve any issues that partners face. So working with Lenovo makes us stronger as a team. Thanks to Lenovo, within this one year journey, I could achieve several milestones in my business.” The market dynamics changes every day and it is not that if you have made some plans today, it will work for years. “The good part is that people at Lenovo are acceptable of whatever challenges are coming in and that is what is needed today to survive in this market. Lenovo is adapting to every change that is coming in,” he replies. The Lenovo team is, however, not new to Pankaj as most of them have been associated with IBM earlier and they have worked together on several projects. Pankaj finds the incentive programmes of Lenovo to be good and are in compliance of industry standards. “They are efficient in rewarding the channel and I appreciate the swiftness with which they incentivize the partners. After the CEO of Lenovo has visited India, they have gone on a spree to appointing many new partners for several

Pankaj Samcheti, Owner, Comprint Computers, gives his views as to why every partner should work with Lenovo once in his career of its businesses in the country,” he says. Pankaj is confident that his company will grow with Lenovo products on a year-on-year basis. “We have achieved at least 25% growth year-on-year ever since Comprint started and I am optimistic of achieving that further,” he sums up.

“Lenovo has taken its PC business to No. 1 position today” Galaxy Office Automation has been associated with Lenovo ever since the time the latter set up office in India, the time when they have taken over the IBM PC division in 2004. “In fact, we have been associated with the PC brand since 1999, which Lenovo acquired later,” says Sanjay Patodia, Chief Executive Officer, Galaxy Office Automation. Galaxy’s partnership with Lenovo has been very strategic in nature. Lenovo as a brand has contributed to its growth, both from a PC and server perspective. “We consider Lenovo as a preferential brand, 90– 95% of our business happens with Lenovo only. The association is also an emotional one. Prior to the acquisition, IBM PC was presumably at No. 4 or 5, but after Lenovo took it over, it took the PC business to No. 1 position within a period of four years. We see a similar trend for the System X business, in terms of revenue growth, customer acquisition and market presence. This will mean growth to both the company and the partners,” Sanjay assures. For any business that partners do for Lenovo, they have kept the back-end and the rebates intact. According to Sanjay, Lenovo is also not a kind of company where you raise an issue and it goes unheard. “Whenever we have taken any issues to the senior management, it has been heard and responded and proper actions have been taken, which we could see. They might not respond in your favour, but the best part is that they revert with a few action points; so this matters a lot,” he says. Previously, there have been some internal challenges on the service

Sanjay Patodia, Chief Executive Officer, Galaxy Office Automation, tells VARINDIA as to why Lenovo has always been a special company for its business and what it seeks from it in the years to come front, but now most of them have ceased to exist. That happened after Lenovo has taken over the IBM services portfolio a few years back. “It obviously takes time to start from a scratch and with Lenovo never having the proper infrastructure, things will happen slowly. But whatever the matter is, the team is a great one and they have put in excellent efforts to put everything in place and are trying to address every kind of customer concerns,” Sanjay concludes.

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January 2016

Government and PSUs – The Biggest Contributors The growing commercial and industrial complexes, homeland security, public transport, residential, home automation systems, surging crime rates along with hospitality and financial sectors are fuelling the growth of the Indian video surveillance market in India. Moreover, India has become fully digital, due to which the surveillance market has witnessed traction towards IP systems, converting the complete ecosystem to digital from analogue. In a chat with VARINDIA, Prasanjeet Bhattacharyya, Business Head, Security & Mobility, Panasonic India, discusses the current video surveillance market scenario, challenges, strategy and also the opportunities in the industry. Indian Market India is driving its economic expansion by developing high-tech service industries such as IT, financial, and business management, which present high-level business opportunities for the electronic security industry. The rising numbers of brick-and-mortar establishments to service the high-potential commercial and industrial sectors, as well as the residential, retail and financial boom, have been instrumental in the growth of the industry. Growing consciousness and awareness to adopt electronic security systems to protect populations, territory, and infrastructure has escalated the demand across the city tiers. For example, the Indian security market is forecast to be worth $1.23 billion by 2016, with the CCTV camera product segment, which is Panasonic’s security systems forte, accounting for $546.3 million. “We have witnessed a trend towards one-stop shopping in the commercial and industrial markets as buyers are seeking to decrease their systems integration costs. With India well established into the digital business era, IP systems have gained traction with the move from analog to digital, and the system integration of digital IT networks and physical equipment into hybrid models has become the norm. The cost-benefit analysis is clearly in favour of digital, which is more cutting-edge and translates into more coverage achieved through fewer cameras,” says Prasanjeet Bhattacharyya, Business Head, Security & Mobility, Panasonic India. Challenges & Strategy In spite of the fact that the video surveillance is growing at a good pace but a few elements like lack of security standards, poor product quality of local manufacturers and the most importantly grey market have

January 2016

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addressing customer requirements in the digital era,” added Prasanjeet.

Prasanjeet Bhattacharyya Business Head, Security & Mobility, Panasonic India dampened the market badly. “The challenges that hinder market growth have been an absence of security systems standards, low level of local manufacturing, undervalued imports, and the active grey market which accounts for 15,000 different types of units,” says Prasanjeet. As the consumer demand keeps on changing from time to time, Panasonic is also positioning itself in a more strategic way. It is offering a holistic ecosystem to its customers. “With consumers becoming more value, utility and innovation oriented, our market positioning strategy has been to build a holistic ecosystem of security management, including sales and installation, business intelligence, remote monitoring, cloud-based services, prevention of losses, and Softwareas-a-Service. External security services are projected to account for 60% of the market by 2019, as offering implementation and consulting is our key differentiator to

Opportunities Though the market dynamics are changing and the vendors are facing challenges, but a pull for innovative products is being witnessed from hospitality and financial sectors. Not only this, the government sector has been the largest contributor in the growth of video surveillance market in India as they are the biggest buyers of electronic security. “The promising contemporary growth areas among security solutions are homeland security, public transport, residential and home automation systems. We are also witnessing the adoption of innovative security solutions in the hospitality and financial sectors. The electronic security equipment market itself is exploring integrated security solutions, created by integrating multiple systems, including video, intrusion, video analytics, fire, and access control.” The Indian security equipment market is highly diversified, with over 700 players in the organized sector alone. However, recent years have witnessed establishment of a more serious electronic security market. The crowd of manufacturers at the lower end of the market remains, however, the entry of international players, either through local companies, tieups, or imports, have given it a more organized feel. With the rising vigilance around terrorist attacks in India since 2008, the Indian Government has allotted huge budgets for the installation of electronic security equipment. This has led to massive year-on-year growth of the B2G industry, with the government and PSUs accounting as the largest purchasers of electronic security in terms of volume demand,” explained Prasanjeet. n aparna@varindia.com

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January 2016

LG makes “Life Good”

Emergence of 4G has witnessed an upsurge in the handset industry

ommitted to making “Life Good” and driven by the strong philosophy of “Learning From You”, LG has always considered consumer’s needs as a priority and has worked on it. Moreover, the company has always provided its customers premium products and value for money at an affordable price so that it satisfies the needs of the consumers with a budget. Amit Gujral, Marketing Head – Mobiles, LG India, has explained to VARINDIA the importance of customer’s needs for LG, the strategy they are following in this cut-throat competitive mobile handset market and also mentioned about the emergence of 4G to boost the handset industry.

Trends

LG has always held high the needs of the consumers and it has also tried to present the requirement across its handset portfolio. Good design with bigger display, high megapixel camera and a durable battery, these are the basic criteria of an Indian handset buyer. “Our experience in the past has shown that Indian consumers look forward to best performance of their smartphones via good and robust build quality (design), good quality pictures through smart cameras and not just higher megapixels, long-lasting battery and an appealing display. With our core philosophy of ‘Learning From You’, we closely work with consumers and translate their needs into software features and hardware elements for all our smartphones across the price ranges,” says Amit Gujral, Marketing Head – Mobiles, LG India. Commenting on the Phablet and Smartphone concept, Amit explains, “There is a very diminishing line on what constitutes a pure Phablet and a pure Smartphone. With ever-increasing Screen Sizes of Smartphones, the line of difference is thinning. In my definition, not just Screen Size should be segment definer for Phablet, but utilities like software features of Memo, Soft Pads, Office support, etc, and hardware support like Stylus Pen, should define a Smartphone

January 2016

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Amit Gujral Marketing Head – Mobiles, LG India with big size as a Phablet. We believe that both the phablets and smartphones have their individual space in the ecosystem and substitution of one by another is not really an issue of significance. We believe that the evolution of both these devices will lead us to faster and better smartphones and evolved phablets.”

Strategy

In this dynamic handset industry where every vendor faces a neck to neck competition and their competitors are introducing mobile devices every other day, the companies have to have a strong marketing strategy to carve out a niche for themselves. LG has always been inspired by the competition which has helped the company to evolve. “At LG, we have always loved competition and welcome it. Competition keeps us on our toes and we strive more to deliver the best quality products to our consumers. We have always competed with ourselves and have tried to come up with better products every time,” says Amit. LG’s smartphone portfolio has a wide variety of mobile phones that are available across price points. At LG, we strive hard to provide to our consumers

value-for-money products, also premium products at an affordable price point. Our smartphones like LG G4 Stylus 4G LTE, LG Spirit 4G LTE, LG Max, etc cater to all the needs of consumers who are looking for high-quality products without spending extra from their pocket,” asserts Amit. The company considers customer support as an important aspect of a brand to be successful. So highlighting this, Amit says, “Customer support is an integral part of any brand’s success. At LG, we are committed to making ‘Life Good’ for our consumers across categories. Therefore, we take extra care in ensuring that our sales and after-sales service network is available across all major districts and consumer hubs. LG has a network of 600+ service centres across the country, with adequate human resources to cater to all the customers spread across country.”

As the telecom operators are rolling out 4G networks across India, a hike in the demand for 4G- enabled devices has been observed in the market. “With the growing penetration of 4G LTE networks in India, we have seen an upsurge in 4G LTE- enabled smartphone purchases. It is strengthening our belief in our philosophy of working and making us bring Innovative, value-added smartphones to Indian consumers. We expect the industry to grow by leaps and bounds during 2016. In line with our estimates, we have introduced 4 Models so far running 4G services – LG G4, LG Nexus 5X, LG Spirit and LG G4 Stylus and hence we have the firstmover advantage in this market. As more and more operators begin their rollout, we will have more clarity on consumer preferences and acceptable price points for handsets amongst the masses. LG is committed to offer best-in-class premium products to users across categories and has the capability to cater to any such demand,” explains Amit. n aparna@varindia.com

VAR MOBILITY

QiKU Q Terra The QiKU Terra 808 sports features like a 6.00-inch touchscreen display with a resolution of 1080 pixels by 1920 pixel. The smartphone is powered by 2GHz octa-core Qualcomm Snapdragon 808 processor and it comes with 3GB of RAM. The phone packs 16GB of internal storage that can be expanded via a microSD card. It measures 3.6mm on its thinnest edge but due to the curved back design, it measures 8.6mm thick. It weighs around 186 grams. As far as the cameras are concerned, the QiKU Terra 808 packs a 13-megapixel primary camera on the rear and an 8-megapixel front shooter. QiKU Terra 808 sports dual SIM card slot as well as the microSD card slot. On the right hand side you have the volume rocker and power/standby button. The 3.5mm audio jack is present on the top whereas the base had the microUSB port beside the speaker grill section. The true game-changer for Q Terra is its proprietary Android-based OS, the 360 OS. The QiKU Q Terra runs on Android 5.1.1 Lollipop OS but comes with the 360 OS interface. QiKU claims that it offers a lot of the features present on Android Marshmallow through its proprietary OS and has alternatives for Doze mode (Standby+), App Standby (Freezer), App Permission (Authority Manager) and so on. Apart from these features, the 360 OS also letâ&#x20AC;&#x2122;s you uninstall all the preloaded apps, barring messages and the dialer, which is a welcome change from being forced to only disable preloaded apps. The phone has the fastest fingerprint scanner I have seen in any phone.

Asus ZenFone Max ZenFone Max comes with a Qualcomm 8916 (Snapdragon 410) quad-core processor with a 2GB RAM and a 16GB internal memory with an optional expandable memory of 64GB. ZenFone Max comes with a powerful 5000 mAH battery and brings power, luxury and convenience in a unique technology combo. ZenFone Maxâ&#x20AC;&#x2122;s powerful battery requires fewer charging cycles, making it last longer and more efficient. The lithium-polymer battery, when fully charged, offers ultimate ease of usability and peace of mind to users by providing 37.6 hours of 3G talk time or 32.5 hours of Wi-Fi web browsing or 72.9 hours of music playback or 22.6 hours of video playback. The sheer stamina of the battery also makes it possible to turn it into an innovative power bank to charge other devices, enabling uninterrupted work and play. The 5.2 mm thin body of the ZenFone Max also packs in a 13MP rear and 5MP front PixelMaster camera and f/2.0-aperture lens with ultra-fast laser auto-focus that ensures crystal clear and stunning images. The phone employs industry-leading Low Light mode to capture up to 400% brighter photos at night, or in low-light conditions, without the need for a flash. ZenFone Max combines durability with a stunning display and incorporates the exclusive ASUS TruVivid technology for the best clarity, brightness and touch responsiveness. It uses the latest 4G LTE technology for high mobile data speeds. A new UI design ensures seamless performance. The new ZenUI, made especially for ASUS phones, has more than 1000 features and additions to the stock Android interface. The UI also features customizable gestures, such as double tap to wake up. With customizable themes and a new layout, the UI expands white space and places the information you need intuitively.

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January 2016

VAR MOBILITY

TP-LINK forays into smartphone market

P-LINK has announced the launch of its mobile phone Neffos and released detailed technical specifications. Neffos C5 Series is TP-LINK's pioneering generation of smartphones and trio features high running speed, large storage space, smart multithreaded background programme and powerful camera to offer a balanced and joyful experience for users. "Neffos is a new journey for TP-LINK to bring more extension of lifestyle to our users. We expect its performance in global market will provide us references to develop more and better products in the future," said Justin Tu, VicePresident,TP-LINK. "The philosophy of 'Smart and Simple' is reflected in all our products that aim to make user’s life easier." The Neffos C5 is

powered by quad-core 64bit processor, 16GB ROM, 2GB RAM and is equipped with a Super Camera that has intelligent mode and 30 artistic filters. With 5.5-inch FHD IPS display, C5 Max provides crystalclear picture quality that reflects the finest details and accurate colours from any angle. It is equipped with a 13MP rear camera and a 5MP front camera. The large F2.0 aperture of the rear camera allows users to take stunning photos even in low-light condition.

Micromax rolls out Canvas 5 with 4G LTE

he Canvas 5 by Micromax has successfully been the most powerful smartphone launched this year, and an “All-Rounder” in Micromax’s diverse portfolio. The fifth iteration of its Canvas flagship smartphone comes with 4G LTE, reaffirming the company’s growing focus on its 4G devices for the Indian market. Moreover, the Canvas 5 has specifically focussed on powerful performance and its sleek and stylish design. It is powered by 1.3 GHz Octa-Core MediaTek MT6753 processor with 3GB RAM, allowing users to multitask effectively. One can quickly navigate through various functions and apps, without any lags. This allows effective, smooth and powerful performance. Building on

January 2016

its multitasking features in the Canvas series, the Canvas 5 has the added Video Pop-Out feature which allows users to “pop-out” the video from the video player in a separate window, and move it around. To top it all, the smartphone comes with the Smart Wake Gestures which are primarily designed for convenience and quicker accessibility. The Canvas 5, unlike most smartphones today, can be used for an extremely long duration without the handset heating up.

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XOLO unleashes Karbonn brings K9 Smart has XOLO One HD unveiled K9 Karbonn

OLO has launched XOLO One HD – for perfect pictures even in lowlight conditions. It is exclusively available for purchase on Amazon.in at Rs.4, 777. XOLO One HD comes with an amazing 8MP rear camera with an enhanced pixel size of 1.4µm for capturing pictures come alive on your screen. A bigger pixel size with OmniBSI-2 Sensor maximizes the amount of light received, thus producing amazing clicks even in low light. Also, the 5P lens removes distortion delivering best-in-that class image quality.

Smart handset which allows users to access the entire Smartphone in the users’ own local language. Karbonn K9 Smart is an extension of the K9 phone series, which is one of the longest running mobile phone models in the Indian market. Shashin Devsare, Executive Director, Karbonn Mobiles, said, “With the launch of K9 Smart, we aim to dissolve the language barrier which is one of the major impediments inhibiting smartphone adoption amongst non-English speaking population. As per IAMAI, the local language user base grew 47% and touched 127 million in June. The growing consumption of

local language content on mobile phones is a clear indicator of the need for vernacularizing the smartphone ecosystem for bridging the gaping digital divide. With K9 Smart launch, we aim to bridge this divide by offering Indian users an affordable smartphone device which offers access in their native language for ease of use, thereby encouraging adoption.”

Intex unleashes Aqua Star 4G

The 5MP front camera with front flash also comes with a bigger pixel size of 1.4 µm .The 4P lens and 84 degree wide angle helps increase the picture frame size and enables to click great selfies with more precision and clarity. It comes loaded with intrinsic camera features like beautify mode, gesture capture, smile detection, voice commands, etc. XOLO One HD comes with a 12.7cm (5) HD IPS Display that ensures fine colours and details. The sturdy design of XOLO One HD with fine metallic outlining and classy back texture with gentle curves add to the beauty of the phone. Device is powered by 1.3 GHz Quad-Core processor along with 1GB DDR3 RAM. It is equipped with 8GB internal memory which is expandable upto 32GB and is packed with a 2300mAH battery.

ntex Aqua Star 4G by Intex Technologies will sport a new iData Saver feature. This feature is able to reduce data consumption by up to 50% on images, webpages and streaming, especially with image-heavy audio and video apps, such as Instagram, YouTube, Gaana and Saavn.

consumed by most apps. Users will be able to save data by controlling those apps that consume mobile data, allowing them to get more from their data plans. With Opera Max, users can easily track the data consumed by individual apps, giving them better insight about – and control of – their data usage.

Intex is the first Indian brand to integrate Opera Max’s functionality into its operating system for the 4G-enabled device. The iData Saver is powered by Opera Max, a data-management and data-saving app developed by Opera. Once the iData Saver feature is switched on, the new Aqua Star 4G will automatically start compressing the data

The Aqua Star 4G features a 5-inch HD (1280X720) IPS display, powered by a 1GB RAM MediaTek chipset. The device has a 1 GHz quad-core processor for smooth multitasking and runs Android OS Lollipop 5.1. The smartphone sports a sleek design, giving the handset a classy feel coupled with feather-like weight of 150 grams.

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January 2016

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W>K^^K&dtͬ/dͲϭͬZ Ͳϳϭϭ,ϬϬϬϬͬϬϴϭϲͬϴϭͬK ϲϭϮͬϭϱϲϯ

KĐƚŽďĞƌ ϯϭ͕ ϮϬϭϲ

ĂƚĂ DĂŶĂŐĞŵĞŶƚ ^ŽŌǁĂƌĞ Ͳ ^ ^

D^K&dt Z ͬ/dͲϭͬZ Ͳϳϭϭ/ϬϬϬϬͬϬϴϭϲͬϴϭͬK ϲϭϮͬϭϱϲϵ

KĐƚŽďĞƌ ϯϭ͕ ϮϬϭϲ

EĞƚǁŽƌŬ ^ĞĐƵƌŝƚǇ ^ŽŌǁĂƌĞ Θ ^ŽůƵƟŽŶƐ Ͳ ^ ^

E^^^ͬ/dͲϭͬZ Ͳϳϭϭ:ϬϬϬϬͬϬϴϭϲͬϴϭͬK ϲϭϮͬϭϱϳϱ

KĐƚŽďĞƌ ϯϭ͕ ϮϬϭϲ

WůĞĂƐĞ ƌĞĨĞƌ ƚŽ ƚŚĞ ƌĂƚĞ ĐŽŶƚƌĂĐƚ ŽŶ ƚŚĞ '^Θ ǁĞď ƉŽƌƚĂů ;ŚƩƉ͗ͬͬǁǁǁ͘ĚŐƐŶĚ͘ŐŽǀ͘ŝŶ хх ZĂƚĞ ŽŶƚƌĂĐƚ хх Z /ƚĞŵ tŝƐĞ хх WƌŽĚƵĐƚ ĂƚĞŐŽƌǇ хх /ŶƐƉŝƌĂ ŶƚĞƌƉƌŝƐĞ /ŶĚŝĂ Wǀƚ͘ >ƚĚͿ Ğůů ^ĞƌǀĞƌƐ ;Ύ'ƌĞĞŶ ŚĂŶŶĞůͿ

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:ƵŶĞ ϯϬ͕ ϮϬϭϲ

WůĞĂƐĞ ƌĞĨĞƌ ƚŽ ƚŚĞ ƌĂƚĞ ĐŽŶƚƌĂĐƚ ŽŶ ƚŚĞ '^Θ ǁĞď ƉŽƌƚĂů ;ŚƩƉ͗ͬͬǁǁǁ͘ĚŐƐŶĚ͘ŐŽǀ͘ŝŶ хх ZĂƚĞ ŽŶƚƌĂĐƚ хх Z /ƚĞŵ tŝƐĞ хх ^ĞƌǀĞƌƐ хх /ŶƐƉŝƌĂ ŶƚĞƌƉƌŝƐĞ /ŶĚŝĂ Wǀƚ͘ >ƚĚͿ WŽůǇĐŽŵ sŝĚĞŽ ŽŶĨĞƌĞŶĐŝŶŐ ^ǇƐƚĞŵƐ ;Ύ'ƌĞĞŶ ŚĂŶŶĞůͿ

s/ K KE&Zͬ/dͲϯͬZ Ͳ ϭϬKϬϬϬϬͬϬϳϭϱͬϴϯͬK ϲϭϮͬϮϭϮϲ

DĂƌĐŚ ϯϭ͕ ϮϬϭϲ

WůĞĂƐĞ ƌĞĨĞƌ ƚŽ ƚŚĞ ƌĂƚĞ ĐŽŶƚƌĂĐƚ ŽŶ ƚŚĞ '^Θ ǁĞď ƉŽƌƚĂů ;ŚƩƉ͗ͬͬǁǁǁ͘ĚŐƐŶĚ͘ŐŽǀ͘ŝŶ хх ZĂƚĞ ŽŶƚƌĂĐƚ хх Z /ƚĞŵ tŝƐĞ хх sŝĚĞŽ ŽŶĨĞƌĞŶĐŝŶŐ ^ǇƐƚĞŵƐ хх /ŶƐƉŝƌĂ ŶƚĞƌƉƌŝƐĞ /ŶĚŝĂ Wǀƚ͘ >ƚĚͿ

Ύ 'ƌĞĞŶ ŚĂŶŶĞů ʹ EŽ ŝŶƐƉĞĐƟŽŶ ĂŶĚ ĨĂƐƚĞƌ ƚƵƌŶĂƌŽƵŶĚ ƟŵĞ ĨŽƌ ĚĞůŝǀĞƌŝĞƐ

)UHVK ,QQRYDWLYH ,7 6ROXWLRQV IRU \RXU JURZLQJ EXVLQHVV /ŶƐƉŝƌĂ ŝƐ Ă ůĞĂĚŝŶŐ /d ƐŽůƵƚŝŽŶ ƉƌŽǀŝĚĞƌ ƚŚĂƚ ŚĞůƉƐ ĐůŝĞŶƚƐ ŵĂǆŝŵŝǌĞ ƚŚĞŝƌ ƉĞƌĨŽƌŵĂŶĐĞ ďǇ ůĞǀĞƌĂŐŝŶŐ ďĞƐƚ ƚĂůĞŶƚƐ ŚĂǀŝŶŐ ƚĞĐŚŶŝĐĂů ĞǆƉĞƌƚŝƐĞ Θ ĚŽŵĂŝŶ ǁŝĚĞ ĞǆƉĞƌŝĞŶĐĞ͕ ŝŶŶŽǀĂƚŝǀĞ ŵĂŶĂŐĞŵĞŶƚ ƉŚŝůŽƐŽƉŚǇ ĂŶĚ ĐŽŵƉƌĞŚĞŶƐŝǀĞ ƉŽƌƚĨŽůŝŽ ŽĨ ƐĞƌǀŝĐĞƐ͘ /ŶƐƉŝƌĂ ƐƚƌŽŶŐůǇ ďĞůŝĞǀĞƐ ŝŶ ĞǀĂŶŐĞůŝǌŝŶŐ ƚĞĐŚŶŽůŽŐǇ ďǇ ƉƌŽǀŝĚŝŶŐ ŝŶŶŽǀĂƚŝǀĞ͕ ƐĐĂůĂďůĞ Θ ƉƌŝĐĞ ƉĞƌĨŽƌŵŝŶŐ ƐŽůƵƚŝŽŶƐ͘ /ŶƐƉŝƌĂ ŝƐ /^K ϵϬϬϭ͗ϮϬϬϴ͕ /^Kͬ/ ϮϳϬϬϭ͗ϮϬϭϯ Θ /d/> ĞƌƚŝĨŝĞĚ ĐŽŵƉĂŶǇ ĐĂƚĞƌŝŶŐ ƚŽ ĐƵƐƚŽŵĞƌƐ ŝŶ ƚŚĞ 'ŽǀĞƌŶŵĞŶƚ /ŶƐƚŝƚƵƚĞƐ ; ĞŶƚƌĂů DŝŶŝƐƚƌŝĞƐ Θ ^ƚĂƚĞ ĞƉĂƌƚŵĞŶƚƐͿ͕ ĞĨĞŶƐĞ͕ WƵďůŝĐ ^ĞĐƚŽƌ hŶĚĞƌƚĂŬŝŶŐƐ͕ ĂŶŬŝŶŐ &ŝŶĂŶĐŝĂů ^ĞƌǀŝĐĞƐ Θ /ŶƐƵƌĂŶĐĞ͕ /dͬ /dĞ^͕ dĞůĞĐŽŵ͕ ,ĞĂůƚŚĐĂƌĞ Θ ŶƚĞƌƉƌŝƐĞ ǀĞƌƚŝĐĂůƐ͘

ŽƌƉŽƌĂƚĞ KĨĨŝĐĞ͗ /ŶƐƉŝƌĂ ŶƚĞƌƉƌŝƐĞ /ŶĚŝĂ Wǀƚ͘ >ƚĚ͘ Ϯϯ͕ >ĞǀĞů Ϯ͕ <ĂůƉĂƚĂƌƵ ^ƋƵĂƌĞ͕ <ŽŶĚŝǀŝƚĂ >ĂŶĞ͕ ŶĚŚĞƌŝ ; Ϳ͕ DƵŵďĂŝ ϰϬϬϬϱϵ͘ WŚŽŶĞ͗ нϵϭ ϮϮ ϰϬϱϲϵϵϵϵ / &Ăǆ͗ нϵϭ ϮϮ ϰϬϱϲϵϵϲϲ / ͲŵĂŝů͗ ƐĂůĞƐΛŝŶƐƉŝƌĂ͘ĐŽ͘ŝŶ

January 2016

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dŽ ŬŶŽǁ ŵŽƌĞ ĂďŽƵƚ ƚŚĞ '^Θ ZĂƚĞ ŽŶƚƌĂĐƚ ĐŽŶƚĂĐƚ͗ DŽŚŝƚ <ĂŶƚ͗ н ϵϭ ϵϴϭϴϲϴϵϵϳϰ / ŵŽŚŝƚ͘ŬĂŶƚΛŝŶƐƉŝƌĂ͘ĐŽ͘ŝŶ ŚĂƌĂƚ :ĂŝƐǁĂů͗ н ϵϭ ϵϯϭϭϵϱϴϳϰϱ / ďŚĂƌĂƚ͘ũĂŝƐǁĂůΛŝŶƐƉŝƌĂ͘ĐŽ͘ŝŶ

56 pages including cover

ϭϴϬϬ ϭϬϮ ϭϮϰϮ Ϯϰǆϳ ,ĞůƉĚĞƐŬ