E-Magazine May issue 2019

Schneider Electric expands its UPS series with Galaxy VS

Hitachi Vantara brings in DPaaS with Storage-as-a-Service th

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VMware now offers VMware Cloud on Dell EMC

Hitachi Vantara brings in DPaaS with Storage-as-a-Service Cyber security conclave

Growing concern on Cyber-Enabled Espionage Friday, 7th June 2019 Hotel Shangrila, New Delhi

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UNVEILING OF THE 8TH EDITION OF BRAND BOOK Array Networks funds USD 2m in ACTI

Array Networks has announced its investment of over USD 2 million in setting up Array Center for Technology and Innovation (ACTI) located in Bangalore.

ACTI is equipped to support requirements coming in from across the globe. In the initial years, it will support the India and APAC markets. The recently announced 40% year on year growth of Array Networks in 2018 is largely attributed to the continuous development and output from the ACTI in its earlier avatar of Bangalore Center for Technical Assistance (BCTA).

Array hopes for a 5x increase in highskilled technical workforce for ACTI. The lab features state-of-the-art technology and has a fully equipped customer training center capable of providing enhanced support to local and global customers.

ACTI will help Array create custom-made solutions for Indian customers enabling it to launch new products in shorter timelines.

Huawei faces hurdles as US declares national security risk

The executive order signed by US President Donald Trump bars U.S. companies from using telecom equipment made by firms posing a national security risk, paving the way for a ban on doing business with China’s Huawei. Huawei Technologies is facing two major U.S. hurdles - from two developments - that have the potential to block its business growth globally. The United States has been actively pushing other countries not to use Huawei’s equipment in next-generation 5G networks that it calls “untrustworthy.”

The Trump administration hit Huawei with severe sanctions on Wednesday, adding a new incendiary element to the U.S.- China trade dispute.

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HELLO INDIA

Cybercrimes are increasing, reason being skill gap in technology As companies of all sizes are taking advantage of the cloud due to its improved agility and flexibility, at the same time they are also facing unique and new security challenges, especially when it comes to integrating multiple cloud services and platforms into the complex IT environment.

Today, with our phones, tablets, computers, laptops, even Smart TVs and home security connected to the Internet, the need for home security products has never been more urgent. Users are vulnerable to a great extent because one attack on one machine has the potential to devastate one’s entire home system and even wipe out vital financial and personal data.

The rapid pace of technology innovation and the changing threat landscape results in 31% of Indian users being attacked by web-borne threats between January and March 2019. In the same period 52% of users in the country were attacked by local threats which makes the situation even more dire. India is placed on the 14th position worldwide, as the country of origin for global online attacks.

Another eye opening report is on the growing social media and digital advertisement. They have created a fear factor in the Print medium, like digital is going to stay for long. Many technology companies are also getting trapped with the concept of going towards digital advertisement, which seems to be in the cloud and laud concept. A new research on Future Digital Advertising says that Artificial Intelligence & Advertising Fraud 2019-2023, found that advertisers’ total loss to fraud will rise to $100 billion by 2023. The report claims fraudsters will gravitate to advanced techniques such as spoofing advertising networks to falsify ad clicks and displayed ads, rather than labour-intensive activities such as app install farms.

Organizations are choosing to adopt and use cloud resources in the way that suits their business needs. Again this cloud flexibility also creates many security challenges for today's enterprise. Irrespective of how they choose to use cloud resources, end-to-end visibility across the networks is critical to meet security and compliance obligations. With this case we see organizations moving to automate security management across native cloud, multicloud, and hybrid cloud for driving agility while ensuring continuous security for next-generation enterprise environments.

With the growing acceptance of the newer technologies, which are not proven as fully secured, the emerging markets are using on the rapid speed, without knowing the consequences. It is a fact that newer technologies reduce the prices of goods and services to which they are applied. At the same time, it brings serious threats from the cyber criminals.

Lastly, the cybercriminals use email and social media to defraud individuals at home as well as in the workplace. They are growing increasingly sophisticated in their ambitions to penetrate digital defences and wreak havoc on our lives. The online banking features we access through our phones and computers are time savers, but we also we need to be aware that putting our accounts online lets digital thieves and fraudsters know our information as a banquet of goodies.

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CONTENTS

COVER STORY 42

Website: www.varindia.com

Publisher: Deepak Kumar Sahu Editor: S Mohini Ratna Executive Editor: Dr. Vijay Anand Deputy Editor: Samrita Baruah Sub - Editor: Aparna Mullick Correspondent: Lopamudra Das Tech Analyst: Brajendu Das Art Director: Rakesh Kumar Network Administrator: Ashok Kumar Singh Visualizer: Ravinder Barthwal Manager-IT: Subhash Mohanta Manager-SEO: Bidyadhar Behera BUSINESS: Commercial Manager: Amit Kumar Jha Sr. Marketing Manager: Ashok Ranjan Dash Circulation Executive: Manish 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:09886280836 E-mail: kamlakar@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: K. Parthiban F1, Meadows Green Apartments, 64, Chetty Street 1st Cross, Mel Ayanambakkam, Chennai - 600 095 Cell No. : 98400 55626 E-mail: parthiban@varindia.com Hyderabad: Bureau office Branch Manager: Sunil Kumar Sahu 32-161/3, 202 Neha Paradise, Nr. Maissamma Temple, Venketeswara colony Ramakrishna Puram, Hyderabad - 500056 Telangana, Tel: 040-32989844/ Cell No. 08100298033 E-mail: sunil@varindia.com Kolkata: Bureau office Marketing Officer: Sunil Kumar Correspondent: B Kiran Dutta 123 SDF Building, Block GP Sector V, Salt Lake City, Kolkata - 700091 Mobile: 08100298033, E-mail: sunil@varindia.com Mobile: 09903088480, E-mail: kiran@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. Shed No. 203 - 204, DSIDC Complex, Okhla Industrial Area, 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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All payments favouring: KALINGA DIGITAL MEDIA PVT LTD © All rights are reserved. No part of this magazine may be reproduced or copied in any form or by any means without the prior written permission of the publisher. (1999-2016) * All disputes are subject to the exclusive jurisdiction of competent courts and forums in Delhi only.

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REGULARS

INDUSTRY EVENTS

Round About

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26 AWS continues expansion in India

Channel Chief

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28 Dell Technologies Cloud Accelerates Customers’ Multi-Cloud Journey

Hot Bytes

14, 16

On the Ramp

18, 20

Voice N Data

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Channel Buzz

24

Product of the Month

41

Movers & Shakers

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48 Citrix is bridging people and technology TOP 50 START-UPS 34 50 Start-Ups to look for Investment 50 Start-Ups to look for Investment

FACE TO FACE 21 Security and enhancing the mobility experience – the key focus areas for Aruba 23 Honeywell strives to address customers’ toughest challenges through innovation

COVER STORY

25 Adoption of 5G brings opportunities for CommScope

42 Most Popular Partner Program

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VAR MOBILITY

“Dell Technologies has the capabilities to develop a strong digital blueprint and foundation for the smart cities”

33 “A CMO today drives transformational change and plays a pivotal role in the business growth” 47 NUMERIC crosses One Million Installation base in India 51 ITI bullish on a strong growth year in the wake of various opportunities

50 “Our target is to provide more technology in affordable prices to customers”

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ROUND ABOUT

Day Dreaming 5G Technology gazing is one of my favorite hobbies. It is something like day dreaming. I would recommend to all those who do not have any idle time except their office or business work, to indulge in this game, whatever time that they can extract from their busy schedules. I can assure that they will not be disappointed; it will broaden their horizons of thinking and imagination. I can assure you that it would help you to travel miles away from where you are to a new world of fantasy and innocent delights.

I often visualize the impossible: could I travel to the US in one hour, using a space shuttle, which can go faster than light or sound through the outer space; my walking in Mars, chatting with an aliens through mono syllables, etc. Those dreams may have different subjects, fantasies but inevitable focus is on technology.

One day, while day dreaming a strange thought occurred to me. Why should I think about the impossible that may or may not happen in my life time? Why shouldn’t I dream about something that is going to unfold any time either this month, year or at the most by early next year?

Thought about 5G came to me not as a dream but mostly driven by a feeling that I should know more about that innovative platform, which is going to be a reality any time from now. 5G is generally seen as the fifth generation cellular network technology that provides broadband access. Yet it has a dream quotient.

More than the dream content, 5G has let loose both corporate and trade wars. Those who follow technology tractions would vouch for the huge investments that corporations across the world are making to get the first mover advantage in 5G space. Some of them may succeed in their attempts and an equal number of them would come as a cropper in the race. That is part of the game in a highly competitive technology landscape.

5G brings three innovative aspects: greater speed to move more data, better responsive capacity and ability to connect with more devices and equipments. There is always a lag between introduction of one generation and unfolding of its utilities. Video calls using LTE platforms came around in 2013 only. I believe that the last word on 4G is still not spoken. There can be many more applications on the anvil. That way, I believe all Gs are an investment for the next decades.

Every succeeding application is an improvement of the earlier one, an accumulated knowledge, a disruption that can be highly beneficial to the society.

5G with its high speed, responsiveness and capacity to support a wide range of applications and technologies can script a paradigm shift.

5G mobile download speed is around 50 times faster than existing 4G LTE technology. It can accommodate tens of billions of connected devices, smart objects and embedded sensors, thereby giving a critical push to the Internet of Things (IoTs).

A number of companies are vigorously engaged in the development and testing of 5G equipments. One among them is Ericsson, a Swedish telecommunication equipment and services company. The company is developing 5G hardware and undertaking field trials and research programs with mobile operators around the world. Yet another company in the fray is Nokia Corporations, a Finnish telecommunications equipment and data networking company. Nokia has entered advanced testing phases on new 5G radio access products for eventual deployment by mobile operators around the world. Nokia expects to launch 5G capabilities on top of some 4G LTE networks in 2019 with full 5G roll out in the following years.

Qualcomm Inc. is another company heavily into developing 5G. The chip maker, some say is ahead of other companies in chip making for 5G. Sprint is another Corporation readying itself to the challenge. Its

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5G will be on the 2.5GHz band, and will launch its network first in four cities in May, followed by five more in June in the US. Another competitor is T-Mobile, which is building a nation-wide 5G network on the 600MHz and 28GHz bands starting some point in 2019, with full national coverage by 2020. That way, there is no dearth of research and development on 5G. More and more companies are getting onto the bandwagon to get a pie from the exponential market, 5G will unleash.

Many of the Chinese technology companies are pariahs in the US, for that matter in the West. The grapevine had it that Trump is determined to empower the US corporations to derive the first mover advantage in 5G. More than that, he wants to deny any advantage to the Chinese technology firms, which are blocked in one way or the other in entering the US or European market.

In the ensuing debate, I often ask a question whether the mankind really needs such innovations and breakthroughs, which will gradually reduce their involvement in executing day to day activities. Will human being become redundant in this larger technology canvass? Should such innovations and disruptions breed mistrust and hatred among people and countries? Should a highly networked civilization deny its inhabitants their private space?

For a while, assume a world when Uber, Ola and their pedigrees will come out with a driverless car which runs on a smart road. One need not have a driver, a traffic police to regulate the traffic, signals at cross roads, the whole paraphernalia of vehicle inspectors, mechanics, workshops etc. The whole gamut of activities will be undertaken by machine since one vehicle can intelligently connect with billions of sensors fixed in other vehicles, roads, lamp posts and what have you.

Also, visualize a situation, when you can intent from a centralized system or an aggregator the services of an assistant to help you in the household work. A robot can knock at your door in ten minutes, which will make you the best culinary delight of your choice and can act as your bartender and many other things. At the end of the day, one may yearn to see a human being coming to your rescue or nurse you when you are sick, give you tender care when you really need that care. Yes, I can day dream about that situation. You may also do the same.

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CHANNEL CHIEF

Forcepoint desires an extremely frictionless Channel Channel Forcepoint considers its channel as a critical piece for its success. The company wants to make a frictionless channel and the partners to be its extended family.

“At Forcepoint, we have a very clear vision that the channel is going to be critical for our success. We have three major priorities - Firstly, to write the products to cloud, secondly, to make sure that the backend operations are seamless and the highest priority for us is frictionless channel.

My job is to make sure that the channel is extremely frictionless and becomes an extended family of Forcepoint. That is my primary goal to begin with and we are putting all our stakes in it. The objective is to make sure channel becomes a force multiplier for us,” explains Anirban Chakravartti.

A new partner program has been launched by Forcepoint to attain the goal. It is very much focused to work with the partners who are interest to work with the company.

“To achieve this, the first thing we did was to launch a new program, the objective of which was very simple. We want to make sure that we partner with channels who are interested in working with us. We are not here for a volume channel play but for a more committed strategic channel play.

We want to work with partners where we develop them and their channel,” says Anirban.

Partner Program Elaborating on the partner program, Anirban describes, “From a program standpoint there are a couple of things which we did. One, we had created a program where we used to have four tiers- Platinum, Gold, Silver and Associate. Now, we have reduced it to three, to keep it very simple- Platinum, Gold and Bronze. If partners want to grow with Forcepoint, we want to make sure we are giving every possible support to the partner.

Secondly, we are making sure of the deal registration. If somebody brings a deal, we want to protect that partner. A key part of the new partner program is the deal registration process. We ensure that the partners’ who bring in large deals benefit from them. During the renewal process, we ensure that the partners’ interests are protected. We have added this process to make sure that partners who are committed to us are rewarded for their loyalty, throughout our relationship. We want to make sure partners who are committed to us, get benefit in the second and the third year.

Third, if you look at platinum, gold and bronze, the program initially was to provide deal registration to the platinum and gold. This year we opened the deal registration to bronze as well. If a small partner wants to grow with us, we would welcome them and give them the same level of support, provided they work closely with us.

We have introduced a new rebate program for our platinum partners globally that aids in their bottom line growth and allow them to invest in joint business development activities like customer advisory and trainings to further grow their business.

The objective is to enable them to be successful not only by giving them the margin, but also giving them investment from our side, which allows them to build a bench of success with us. We do not want a transactional business but consistency in the relationship and trust built in us.”

Expectation from Channel Forcepoint’s motto is one team strategy which means the company wants to work with its channel as a team to close big deals. In regards to this, the company is coming out with Accredited Services Partners program to help its partners to achieve success.

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The global human-centric cyber security company, Forcepoint aims to grow 70- 80% year on year and wants to make sure channels is successful. This year the company’s approach is very clear and it wants to drive everything through channel. The company wants its partners to be proactive. In a chat with VARINDIA, Anirban Chakravartti, Global Vice President of Channel Sales, Forcepoint discusses about company’s channel, the new partner program and expectation from its partners

“We want our channel to be proactively engaged.

We want to train them to make sure they are enabled properly and proactively enagaging with us as we want to make sure we are a cohesive organization. If a customer’s RFP comes, we want our sales people, channel team and channel partner to go together as one team. The best results, which we have got for the biggest deals is when we started working together as one team.

We want our partners to feel that Forcepoint is going to help grow their business as one team and that is our motto- one team strategy. If they identify a customer, they can come to us and let our sales team shadow them to help, like the Accredited Services Partners (ASP) program we are coming out with. It is an opportunity for our partners who sell our products and have a strong services capability to participate in our services ecosystem and help drive our customers’ success as an Accredited Services Partner.

In the first couple of deals, we will make sure our technical people are delivering and looking into the delivery model. The ASP model is going to be an absolutely different kind of program which we are developing. The partners will love it,” concludes Anirban.

www.varindia.com May 2019

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HOT BYTES

SUSE with Intel transforming challenges of an increasingly data-centric world

SUSE has announced its support for 2nd Generation Intel Xeon Scalable processors, formerly code named "Cascade Lake," following on the heels of becoming the first enterprise Linux optimized for Intel Optane DC persistent memory with SAP HANA workloads earlier this year. With solutions running on SUSE Linux Enterprise Server on Intel Optane DC persistent memory and 2nd Generation Intel Xeon Scalable processors, businesses will be better able to address the challenges of massive data increases with greater speed and agility while incurring lower infrastructure and management costs.

SUSE is committed to enabling enterprises with open source solutions to implement best-of-breed digital transformation and realize the hybrid and multi-cloud workload management they require to power continuous innovation, competitiveness and growth. Support for 2nd Generation Intel Xeon Scalable processors and Intel Optane DC persistent memory is included in SUSE Linux Enterprise 15 and SUSE Linux Enterprise 12 Service Pack 4.

HUAWEI CLOUD extends its partner network agreement with Infosys

HUAWEI CLOUD and Infosys have signed a memorandum on strategic cooperation to help enterprise customers transition quickly to the digital cloud. As part of the agreement, Infosys will join the HUAWEI CLOUD Partner Network (HCPN) and the two companies will develop new cloud solutions leveraging HUAWEI CLOUD and Infosys products and services to help customers securely adopt innovative cloud-based systems for their enterprise workloads.

The HCPN is a global partner program designed to help HCPN partners build success on HUAWEI CLOUD by providing valuable services, and technical, marketing and management support. The HCPN also enables HUAWEI CLOUD customers to identify high-quality HCPN partners who deliver value-added services and solutions on HUAWEI CLOUD. By the end of 2018, the number of HCPN partners exceeded 6,000 and through cooperation with these partners HUAWEI CLOUD has added 2,800 applications which are available in 40 availability zones in 23 geographical regions across the globe including Asia Pacific, China, Russia, and South Africa.

WhatsApp accused of breaking RBI rules by Govt

The government of India has pleaded to the Supreme Court to take action against WhatsApp for operating its payment service in India without complying with the RBI's data localisation norms. SC informs that it would first see to the issue in depth before taking steps.

Centre for Accountability and Systemic Change, a Think tank had challenged WhatsApp's decision of not having an India grievance officer while doing business in the country, along with WhatsApp's decision to conduct trial runs in the country without complying with data localisation norms.

The PIL will be heard in the third week of July. The bench remarks that it would hear arguments at length from all sides and take a call on the issue.

Justice RF Nariman has assured that they would not escape the law, if they are wrong.

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Trend Micro signs partnership with Persistent Systems for virtual server security

Trend Micro Incorporated has been appointed by Persistent Systems to secure its VMware environments, after a successful endpoint security deployment for nearly a decade.

The solutions chosen are Deep Security, Trend Micro’s signature server security solution,and Apex One endpoint security, which Persistent Systems has been using to protect its 11,000 endpoints across the globe for almost ten years.

Featuring a blend of cross-generational security techniques, Deep Security provides multilayered, automated protection and comprehensive visibility needed for today’s increasingly complex IT security tasks. It is also tightly integrated with VMware, allowing it to intuitively protect the VMware infrastructure and automatically shield virtual machines (VMs) from malware and ransomware attacks.

Sandeep Deshmukh, senior general manager, Technology Excellence, Persistent Systems, says, “We were on the lookout for an agentless virus protection solution for our VMware virtualized environment. Trend Micro’s Deep Security helps us protect all the VMs from advanced threats and virus attacks without compromising VM performance.”

ManageEngine deploys Zoho's Zia for its ITSM Solution

ManageEngine has announced that the cloud version of ServiceDesk Plus, its flagship IT service management solution, now includes Zia, Zoho's AI assistant as a virtual IT support agent. Zia can answer simple questions, perform service desk operations, and interact with third-party apps, reducing response times and boosting technician efficiency. End users and technicians can chat with Zia in a conversational interface, or converse with Zia Voice to access more than a dozen out-of-the-box Zia actions, as well as any custom Zia actions created by service desk teams.

Rajesh Ganesan, Vice President of Product Management at ManageEngine, says, "While business end users want on-demand access to IT service desk personnel, IT support staff prefer to focus on higher priority activities and do away with attending to level 1 support. Zia brings perfect balance to service desk operations by offering end users the same quality of support they’d receive from technicians, relieving support staff so they can focus on far more important tasks.”

InstaSafe inks a partnership with ESDS to provide its SDP security

InstaSafe partners with ESDS to provide its powerful SDP Security for ease of hybrid cloud adoption. InstaSafe provides a secure platform to adopt cloud computing that increases the productivity of organizations with its ability to connect remote users, vendors & contractors to work securely from any device or location.

InstaSafe & ESDS come together to offer the powerful SDP (Software Defined Perimeter) security to the businesses adopting cloud with only pre-authenticated and preauthorized users to access applications, thus making the private applications completely invisible over internet and protected from hackers and cyber-attacks.

InstaSafe’s Software Defined Perimeter (SDP) security not only provides the protection against the growing security challenges from DDoS, APT, MITM and Credential Thefts but also helps businesses manage their multi cloud workload management simple.

Under the alliance the two companies are coming together to provide one of its kind value propositions for organizations moving to cloud, by simplifying the complexities faced by CIO & CISOs with today’s conventional & layered security solution that integrates multiple solutions such as; VPN concentrators, 2FA, Encryption, Firewalls, etc.

WE’RE NOT JUST FIREWALLS. SonicWall automated, real-time breach detection and prevention layers proven cybersecurity across your entire organization.

You know SonicWall because of our rich history designing high-performance firewalls. But like your organization, SonicWall has evolved.

Today, the modern SonicWall Capture Cloud Platform delivers automated, real-time breach detection and prevention to safeguard your business or organization.

With this layered approach, you can stop the most malicious cyberattacks, including ransomware and encrypted threats, from compromising your network and damaging your brand.

Physical & Virtual Firewalls

Multi-Engine Cloud Sandbox

Public & Private Cloud Security

Endpoint Protection

Secure Email

Cloud Application Security

SD-WAN

Web Application Firewall

Secure Remote & Wireless Access

Unified Management & Reporting

For more information about SonicWall solutions, contact india@sonicwall.com or visit www.sonicwall.com

© 2019 SonicWall Inc. ALL RIGHTS RESERVED. SonicWall is a trademark or registered trademark of SonicWall Inc. and/or its affiliates in the U.S.A. and/or other countries. All other trademarks and registered trademarks are property of their respective owners.

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HOT BYTES

Qlik announces the acquisition of Attunity

Qlik has announced the completion of its acquisition of Attunity Ltd. Qlik has acquired all outstanding ordinary shares of Attunity for a total value of approximately $560 million. Following the satisfying of all the closing conditions set forth in the merger agreement, receipt of all antitrust approvals and clearances, and the expiration of the mandatory 30day waiting period following the shareholder approval in accordance with Israeli law. Attunity shareholders will receive US$23.50 per share in cash, for each ordinary share of Attunity owned immediately prior to the effective time of the acquisition.

Bringing together Attunity’s data integration solutions with the data management and cataloging solutions of Qlik Data Catalyst, Qlik now provides customers a comprehensive enterprise data integration platform to transform their raw data into a governed, analytics-aware information resource. This platform enables the movement of data in real time across multiple cloud environments and data lakes, which when combined with predictive analytics and artificial intelligence, scales real-time insights throughout an entire organization.

GoPro’s YouTube Channel speeds up to two billion views

GoPro has shared that its YouTube channel has surpassed two billion views, and the YouTube community has spent more than four billion minutes – or 7.8 thousand years – watching the content GoPro has shared.

Nick Woodman GoPro Founder and CEO, says, “GoPro serves as a platform for positivity, celebrating all that’s awesome in our world. We take pride in being a beacon of radness in today’s hectic world. People are amazing, and we’re proud to champion them through our content channels.”

In celebration of this milestone, GoPro has released GoPro: 2 Billion Views with YOU on YouTube, summarizing its journey to today. The video includes a collection of GoPro’s YouTube highlights – from its iconic launch videos to 72-foot backflips and lion hugs.

Tenable with ServiceNow to improve vulnerability prioritization, remediation

Tenable has announced its enhanced integration with ServiceNow to help shared customers improve their vulnerability prioritization and remediation programs by addressing one of the most difficult challenges in cybersecurity - vulnerability overload.

Unlimit forays into the Bengaluru market by opening its new R&D Centre

Unlimit has strengthened its presence in India with the opening of its new R&D Centre in Bengaluru. With this centre, Unlimit aims to create new avenues and innovations in the IoT industry, and will focus on customized projects, supply chain, connected vehicles and industry 4.0.This R&D centre will play an important role in Unlimit’s expansion strategy, and its plans to target close to USD200 million by 2020.

Since its inception around three years ago, the company has successfully built an ecosystem of 500+ certified partners in the country, providing the first inclusive IoT offering right from managed connectivity to device management and application platform to any form of analytics.

Unlimit has partnered with established IoT stakeholders such as BSNL, Cisco Jasper, PTC, Software AG Cumulocity IoT, and IBM Watson IoT to provide dedicated IoT solutions in the field of automotive, industry 4.0 and supply chain.

Kaspersky Internet Security for Android deploys ML to protect against threats

Kaspersky Internet Security for Android has been strengthened with a new feature for combating the evolving malware landscape – Cloud ML for Android. The new feature, based on machine learning technology,

ensures immediate proactive detection of advanced and previously unknown malware, to minimize the risks of mobile devices being exposed to cyber attacks. To this end, malicious applications that may have been downloaded on a mobile device are detected before they launch.

As a step in the fight against constantly evolving and unknown threats, Kaspersky Internet Security for Android has been updated with a new technology called Cloud ML for Android. The new technology benefits not only from machine learning algorithms but also the Kaspersky Security Network - Kaspersky Lab’s complex distributed cloud-based infrastructure that processes anonymized cyber threats related to metadata streams from millions of voluntary participants around the world.

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Prioritizing vulnerabilities with the Common Vulnerability Scoring System (CVSS) presents significant limitations since it scores the majority as 'high' or 'critical.' Tenable recently released Vulnerability Priority Ratings (VPR) as part of Predictive Prioritization to help organizations focus remediation on the three percent of vulnerabilities that are most likely to be exploited. Now, Tenable is bringing VPR to ServiceNow Security Operations. For the first time, security and IT teams can use VPR scores to view, sort and filter the remediation priority of each flaw based on the risk it poses to the business.

The latest integration also enables customers to sync their vulnerability data 400 percent faster by ingesting multiple Tenable vulnerability data streams simultaneously - rather than individually - into ServiceNow Vulnerability Response and the ServiceNow CMDB.

Zebra Technologies observes 50 years of innovating at the Edge

Zebra Technologies Corporation celebrates its 50th anniversary as it continues to empower the front line of business. Since the inception of its first printing prototypes in the late 1960s, Zebra has evolved into a trusted advisor to its partners and customers based on its legacy of innovation to help digitally transform the enterprise.

When Zebra and its partners deliver a performance edge to frontline employees, nurses spend more time at the bedside with a patient resulting in higher quality care, and retail associates check inventory and complete transactions without leaving the shopper’s side. When Zebra integrates mobile printing and data capture solutions with cross-technology indoor location solutions, manufacturing plants and distribution centers become smarter environments in which production, fulfillment and shipping efficiencies are dramatically increased.

Zebra marks this 50-year milestone as a result of its consistent focus on the company’s guiding principles. As digital technology transforms the edge of the enterprise, Zebra’s purpose-driven design builds in ease of use, security and ruggedness with front-line users, workplace and workflows in mind.

Always anticipating.

Always ahead.

What do you see in the future of your network, your business, your industry? CommScope sees nothing but potential ready to be unleashed—and we’re building the solutions that make it happen.

We’re always anticipating, so you can always be ahead. That’s how now meets next.

Learn more at commscope.com © 2017 CommScope, Inc. All rights reserved. AD-112263-EN

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ON THE RAMP

Hitachi Vantara brings in DPaaS with Storage-as-a-Service

Hitachi Vantara has introduced new Data Protection-as-a-Service from Hitachi Vantara (DPaaS) and expanded capabilities for Storage-asa-Service from Hitachi Vantara (STaaS). These services directly deliver the intended business outcomes from storage and data protection that enterprises need.

As more enterprises incorporate cloud technology in their IT environments, interest has grown for cloud like approaches to the onpremise infrastructure. This helps enterprises achieve the scalability, security, flexible consumption and system management they need.

Applying over 25 years of worldwide operational expertise in monitoring and managing information systems, Hitachi Vantara provides a fully managed public cloud experience as an alternative to conventional data protection and to storage leasing and purchasing.

Bobby Soni, Chief Solutions and Services Officer at Hitachi Vantara, says, “Today’s dynamic IT environments require nimble resource allocation strategies. Our new storage and data protection-as-a-service offerings deliver customers more choice and flexibility, providing the keys to higher scalability, enhanced security, and greater resilience.”

VMware now offers VMware Cloud on Dell EMC

VMware has introduced VMware Cloud on Dell EMC, which will provide simple, more secure and scalable infrastructure delivered asa-service to customers’ on-premises data center and edges locations.

Featuring VMware’s high-performance compute, storage and networking software powered by VMware vSphere, vSAN and NSX running on Dell EMC VxRail hyperconverged infrastructure, the service will be fully managed by VMware, enabling customers to focus on business innovation and differentiation.

Modern enterprises rely on hybrid cloud to help accelerate the delivery of innovative services to the business and to ultimately deliver new customer experiences. VMware is investing in solutions that address today’s multi-cloud environments as well as advancing hybrid cloud operations from the data center to the cloud to the edge. VMware Cloud on Dell EMC—a cloud service—will combine public cloud simplicity, agility and economics with the security, control and performance of onpremises infrastructure. This unique approach will simplify the customer experience enabling them to quickly consume the service with maximum agility and efficiency.

ECS brings in a new range of AI & Alexa enabled products

Elitegroup Computer Systems (ECS) has launched LIVA One with Alexa, LIVA M520, Whirlwind and Bora to bolster the existing range of products in India. Keeping the Tagline “Live Smart with ECS’s New Range of AI & Alexa Enabled Products”, the brand sees to deliver high-end AI & Alexa enabled Products to the Indian masses. The event also witnessed the latest AI-based applications/ platforms for smart living.

Artificial Intelligence has become an essential part of the technology industry today. Smart living is becoming a new trend in modern society; in sync with the latest technological advancements towards AI based smart living, ECS brings in the latest series of products across multiple platforms such as Amazon Alexa, Google Assistance or Windows Cortana to help people accomplish daily tasks, entertainment, home devices control and more via simple voice control.

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Hikvision brings AI applications to drive the surveillance market

Hikvision is all set to drive the future of surveillance in India with an intuitive integration of Artificial Intelligence (AI) into its cutting-edge products and solutions.

When it comes to delivering the insights today’s organisations need, Hikvision is a pioneer in security and beyond.

The company’s industry leading smart video surveillance cameras and infrastructure solutions engineered with AI technology integrate a range of tools to support smarter decision making, from people counting and facial recognition, to vehicle recognition and automated security alerts. The application for Hikvision’s smart technologies is virtually limitless. They can help banks to protect employees, customers, branch offices and ATMs; retailers to understand footfall in their stores and optimize their merchandising strategies and even city authorities to reduce congestion and pollution with smart traffic management solutions.

With its cutting-edge technological innovations, Hikvision has established itself as a trendsetter and has played a key role in setting new benchmarks in the security and surveillance industry.

Aruba introduces automated security and wireless solutions to simplify IoT adoption

Aruba, a Hewlett Packard Enterprise company has announced two new offerings to help enterprise customers simplify the adoption of IoT. First, Aruba ClearPass Device Insight delivers a single pane of glass for device visibility employing automated device discovery, machine learning (ML) based fingerprinting and identification. Additionally, Aruba introduced the Aruba 530 and 550 Series access points, an extension to the industry’s most advanced family of 802.11ax (Wi-Fi 6) IoT-ready access points. Together, these solutions allow enterprises to remove IoT security and connectivity barriers, while decreasing associated operational costs and complexities.

When addressing their IoT strategies, organizations globally are faced with new security and connectivity challenges. There are more than 14 million new connected devices being added to the network every day. The explosion of these vastly different and unpredictable device types renders manual device profiling techniques inadequate and makes automation a key requirement for securing IoT.

Mindtree introduces QuikDeploy to increase SAP S/4HANA Transitions

Mindtree has announced the availability of QuikDeploy, an IP-driven approach to help customers maximize their use of the SAP Solution Manager. This flexible industry accelerator is tailor-made to rapidly deploy SAP S/4HANA into Microsoft Azure cloud.

Mindtree is introducing QuikDeploy to ensure enterprises kick-start both their SAP S/4HANA journey and cloud journey using the Azure platform. Serving as the central command console within an organization’s SAP landscape, QuikDeploy simplifies and accelerates the deployment of SAP Solution Manager.

Arun Rangaraju, Global Head of SAP at Mindtree, says, “The dramatic shift in customers’ expectations is driving organizations to partner with a team of experts that can reduce risk and bring value through consistent, high quality support. This enables rapid digital transformation and customer-focused improvements. QuikDeploy is our latest accelerator that underscores our commitment to help clients run as an intelligent and data-driven enterprise.”

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19

ON THE RAMP

Tech Mahindra safeguards mobile subscribers L&T Technology Services organizes from spam calls using Blockchain Solution the 3rd season of TECHgium

Tech Mahindra has announced the successful deployment of a cuttingedge solution leveraging Blockchain Technology for the telecom sector in India impacting 300Mn+ mobile subscribers. The solution aims at mitigating the issue of unsolicited commercial communication (UCC) or spam calls In 2018, Tech Mahindra designed the Blockchain solution, constituting more than 25% of the Indian market share, in compliance with the regulations and guidelines of TRAI (Telecom Regulatory Authority of India) in order to enable Telecom providers prevent unauthorized access of their subscribers’ data.

Further, Tech Mahindra is also demonstrating Blockchain capabilities in diverse sectors including Telecom, Manufacturing, Hi-Tech Industries and Financial Services. For instance, in the Financial Sector, Tech Mahindra has designed a solution for one of the largest public sector banks in India to provide an immutable record of audit transactions and enable single view of transaction data from multiple systems on the blockchain.

Poly unveils Calisto 3200 and 5200 portable USB speakerphones

Poly has announced the availability of Calisto 3200 and Calisto 5200 portable in India. With 360-degree audio in a compact device, the new Calisto 3200 and Calisto 5200 share a simple plug-and-play design so individuals or groups of people can have a professional audio conferencing experience, from any room or remote location.

Both Calisto models integrate 360-degree microphones that transmit conversations with high-quality audio and voice clarity. The speakerphones are intuitive to use with simple touch-sensitive controls and visual indicators, coupled with voice prompts and mute alerts that can provide immediate feedback of call status.

Both Calisto 3200 and Calisto 5200 are compatible with Plantronics Manager Pro, Plantronics’ industry-leading cloud solution designed for IT professionals. This software-as-a-service allows enterprise IT managers to administer and support audio devices from a central location, as well as empowers IT decision making by providing valuable insights that ensure consistent and exemplary communication and audio performance on the device. Plantronics Manager Pro is sold separately.

Schneider Electric expands its UPS series with Galaxy VS

Schneider Electric has introduced the Galaxy VS, a highly efficient, modular, easy-to-deploy, 10-100 kW, three-phase Uninterruptible Power Supply (UPS) designed to meet the critical power requirements of IT, commercial, and industrial facilities.

With its compact and flexible design, the Galaxy VS addresses the unique requirements of edge computing and small data centers where space and access are at a premium. Up to 99% efficient and with optional Lithium-ion batteries, doubling battery life, the Galaxy VS Total Cost of Ownership (TCO) is unmatched in the industry.

Christopher Thompson, Vice President, 3 Phase Line of Business, Schneider Electric, says, “With its impressive TCO and availability, the Galaxy VS is a new technically superior offer that resonates with customers because it solves numerous modernization challenges while providing Schneider Electric reliability. Our newest UPS strikes the right balance for edge and cloud customers who need innovative solutions that are easy to deploy in this hybrid ecosystem.”

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L&T Technology Services has announced the winners of the third edition of its national futuristic technology-based innovation competition TECHgium. Kick-starting in January, the event received record-surpassing 19,000 applications from over 270 reputed colleges & universities across India clocking a 200% increase in participants from its inception year 2016.

On this special occasion, the Postmaster General of Bengaluru HQ Region, Col. Arvind Varma, has launched the TECHgium stamp to mark the successful conclusion of the 3rd season of TECHgium. The one-of-its-kind stamp bears the hallmark of LTTS’ culture of engineering excellence and innovation. The artwork of the stamp is an ode to the potential that engineering students in India hold and how industryacademia collaborations such as TECHgium can propel this talent to greater heights.

The winning teams are facilitated with awards worth over Rs10 lacs with additional benefits such as continuation of work on the PoCs of interest as a paid project, pre-placement offer and recognition by reputed industry professionals.

Red Hat introduces the Red Hat Enterprise Linux 8 OS

Red Hat has announced the general availability of Red Hat Enterprise Linux 8, the operating system designed to span the breadth of deployments across enterprise IT. For any workload running on any environment, Red Hat Enterprise Linux 8 delivers one enterprise Linux experience to meet the unique technology needs of evolving enterprises. From deploying new Linux workloads into production to launch digital transformation strategies, the next-generation enterprise is built on top of the world’s leading enterprise Linux platform.

Red Hat Enterprise Linux 8 is the operating system redesigned for the hybrid cloud era and built to support the workloads and operations that stretch from enterprise datacenters to multiple public clouds. Red Hat understands that the operating system should do more than simply exist as part of a technology stack; it should be the catalyst for innovation. From Linux containers and hybrid cloud to DevOps and artificial intelligence (AI), Red Hat Enterprise Linux 8 is built to not just support enterprise IT in the hybrid cloud, but to help these new technology strategies thrive.

Nutanix introduces Nutanix Mine to deliver intelligent data backup services

Nutanix has announced Nutanix Mine, a new open solution that integrates secondary storage operations with the Nutanix Enterprise Cloud Platform, delivering a complete platform for primary and secondary storage within the private cloud. Through native integration with industry-leading backup vendors Veeam, HYCU, Commvault, Veritas and Unitrends, customers will be able to manage their HCI environment and backup operations from a single management console, reducing the operational cost and complexity of standalone back-up and recovery solutions.

With Nutanix Mine, customers will be able to converge secondary storage operations into the Nutanix Enterprise Cloud Platform to deliver intelligent data backup services for all business applications. Integrated with Nutanix’s native HCI data fabric that provides intelligent tiering and advanced data reduction capabilities, Mine will enable enterprises to choose the best data backup software for their organization, optimized for their Nutanix HCI environment; reducing the time and expense of configuring standalone secondary storage solutions.

FACE TO FACE

Security and enhancing the mobility experience – the key focus areas for Aruba Aruba therefore is focusing on security big time; it is not only securing the perimeter but is also doing Network Access Control (NAC), User and Entity Behavioral Analytics (UEBA) with Aruba IntroSpect. Aruba is also looking at how to ensure continual usage experience without disruption. And for that it bought a company called Cape Networks and is creating an offering called Service Assurance.

“In Service Assurance, we are using artificial intelligence and machine learning to understand how the network is actually behaving from a user application perspective, so that customers have a better experience and face no disruptions. We can actually predict if there are going to be any issues in the network and fix that even before the problem hits it or can pinpoint where the problem is and do a root cause analysis to fix the issues quickly. So Service Assurance using AI and ML is our big focal area,” Says Santanu.

But Aruba differentiates from the rest of the security vendors in a way that it has a 360 degree offering. Besides having its own products, Aruba also collaborates with other security products. Additionally, Aruba considers itself a multi-vendor company, because from a security aspect it just does not secure its devices, but it does it for multiple vendors and is truly neutral about it.

Aruba is a wireless networking subsidiary of Hewlett Packard Enterprise. India being a strategic market, the big India team that consists of both employees and partners are working together to promote the Aruba brand in the market and that is helping the company to win more customers and penetrate into newer cities.

Throwing more light on this, Santanu Ghose, Director – India, Aruba (a HPE Company) also speaks about how the company is bullish about wi-fi & security and how it is working towards bettering the experience As the entire India gets connected, the key focus segment for HPE Aruba remains to be mobility. Wi-fi is becoming a lifeline of the Generation Y and this is what Aruba continues to focus on by improving the technology year over year.

“We are improving the technology year over year. We have just released our Wi-Fi 6 (802.11ax) version of products and this is going to be a much more deterministic technology for connecting various things. The usage will definitely grow,” says Santanu Ghose, Director – India, Aruba (a HPE Company).

India is adopting Wi-Fi in a very big way. Especially in public infrastructure, rural Wi-Fi and urban Wi-Fi hotspots are getting created, which have the capability to run 24x7x365, which Shantanu calls it nonstop Wi-Fi. “That is definitely a characteristic Aruba has,” he says. “We can do online upgrades without disrupting the network. So that's a great example of a continual service that we are bringing. So the key USP of the Aruba brand is having robust Wi-Fi devices, which can run 24x7x365 days and they are non-stop,” he explains.

Aruba is also doing something beyond Wi-Fi; it is looking at security in a very different way. It understands that if the user is connecting multiple devices and gadgets through Wi-Fi, he needs to secure them.

Security and enhancing the mobility experience are therefore the two important areas for Aruba at present.

India – an important market for Aruba India is the fastest growing market with its GDP growing faster than anywhere in the world. And so it happens to be a strategic market for Aruba too.

“The country also throws up a lot of talent; a lot of our R&D activities are done out of India. We have about a large team of R&D working here in India between Bangalore and Chennai. So India is a key contributor to the Aruba business and Aruba technology initiatives. A lot of patents also get generated out of here. We also have plans now to start a manufacturing here in India, apart from the R&D that we have here,” says Santanu.

There are a lot of other things that Aruba does in India from an innovation perspective. The worldwide team is very focused on the India market. It is also looking to contributing to the society by building some very critical networks and taking up key technology initiatives with some large hospitals, educational institutes, public networks, etc. “So, I see a lot of contribution, and a lot of support coming from the worldwide management of Aruba over to India,” asserts Santanu.

Going forward Sums up Shantanu, “We have to grow our share. We are building some of the largest networks today and the most critical networks are with us.

One is the GST network that is run by us. Another one is the WAN network of the Department of Post, which is actually on our routers. Besides we have a lot of endorsements coming from a lot of customers. We are spreading our network in the SMB and the unattended SMB. We are moving to tier II, tier III cities through the partner network and expanding fast.”

Shantanu also believes that Aruba will the market leader very soon in the SMB space as it is growing very fast in this space. This is because they don't have legacy networks to take care of and so they are adopting Aruba’s technology even faster. n Samrita Baruah samrita@varindia.com

www.varindia.com May 2019

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VOICE-N-DATA

Orange brings French companies together for 5G

At the Orange Business Summit, which has brought together more than 1,000 enterprise-customers of Orange Business Services, Stéphane Richard, the Orange Group’s Chairman & CEO, presented Orange’s ambition and commitment to work with businesses to develop future uses of 5G. The event took place in the presence of Agnès Pannier-Runacher, Secretary of State to the Minister of the Economy and Finance and Philippe Varin, President of France Industrie, who respectively underlined the challenges that 5G will represent for the competitiveness of France’s economy and its industry.

Stéphane Richard, Chairman & CEO of the Orange Group, says, “5G will not be just another new development in mobile uses. This is a technological leap that announces a significant transformation of business models for all companies and in all sectors of activity. To take advantage of the opportunities available, companies must anticipate their application cases without delay, and we, operators, must be fully mobilized to support them and develop solutions that meet their needs. The story of 5G has to be written together.”

Ixia permits China Mobile to complete the first 800GE firewall test

Keysight Technologies has announced that China Mobile has completed the industry's first 800 Gigabit Ethernet (GE) firewall test with the award-winning CloudStorm test solution from Ixia, a Keysight Business. This enabled China Mobile to test the firewall at 800GE stateful traffic including bandwidth, connection per second and concurrent connections.

As operators evolve their infrastructures to support 5G and hyperscale data centers, it is necessary to validate that network equipment can support high Ethernet speeds, in addition to ensuring that firewalls can support applications and protect the infrastructure at massive scale such as 800GE. Ixia's CloudStorm 100GE Application and Security Test Load Module delivers unprecedented performance to service providers to test and validate the increased capacity, efficiency and resiliency of hyperscale cloud data-centers and operator networks.

With Ixia's Application and Threat Intelligence subscription, CloudStorm's malware database is updated every day while the applications and threat database is updated every two weeks.

NETGEAR introduces TriBand Wi-Fi 6 routers

NETGEAR has announced the launch of its Tri-Band Wi-Fi 6 routers - the Nighthawk AX4 & AX8.

Wi-Fi 6 — the latest generation of Wi-Fi – delivers up to four times better performance than Wi-Fi 5 (802.11ac) using innovative technologies such as Orthogonal Frequency-Division Multiple-Access (OFDMA) to help maximize the capability to connect multiple devices at the same time, which will help reduce the congestion for the typical bandwidth starved connected home. Wi-Fi 6 will provide a huge boost in total network capacity and reliability, ushering in a new era of speed, performance and capacity for wireless networking in today’s homes.

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IP-COM brings in wire free Enterprise Mesh Solution - EW9

IP-COM has introduced a new wire-free mesh solution, the EW9.

With advanced True Enterprise Mesh technology and innovative builtin antennas design, enterprise users can manage the devices according to the application area with combined of multiple EW9 to form an enterprise Mesh network.

It has been specially designed for offices, hotels, restaurants, and other applications.

EW9 supports router mode, Bridge (AP) mode and Mesh mode (master-slave), which can meet the requirements of a small project with Mesh network, or partial Mesh network for large projects. The device adopts full gigabit network interface design with support for dual WAN. It integrates various enterprise functions such as intelligent bandwidth control, Link aggregation, Load balancing and Captive portal functionality manage by APP with WEB authentication, SMS authentication, Email authentication, and one key authentication and it supports Port forwarding/IPSec VPN and security setting like DDoS Defence, IP Attack Defence, Block WAN Ping and can be applied to a variety of application scenarios.

NI, Radisys and CommScope come together for Device Testing

NI, Radisys and CommScope have announced of the collaboration to demonstrate a 28 GHz 5G New Radio (NR) network at the Brooklyn 5G Summit 2019. This first public demonstration of the three companies’ collaboration shows a 28 GHz base station or gNodeB built from a CommScope remote radio unit (RRU) running software developed by Radisys that communicates with an NI Test UE. Commercial rollout of sub-6 GHz 5G networks has begun, and mmWave technology continues to be developed even as this rollout is underway. Research and development teams around the globe have been tackling the challenges that mmWave presents, and early versions of 28 GHz equipment are emerging.An important step in delivering this technology to market is helping to ensure that network equipment (gNodeB) and user equipment (UE) work together properly (commonly referred to as InterOperability Device Testing, IoDT) and that the technology can be used in a variety of scenarios from inside a lab to outdoor field trials.

Vodafone Idea to establish Ericsson’s Cloud Packet Core for network performance

Ericsson has announced of being selected by Vodafone Idea Limited (VIL) to deploy its Cloud Packet Core to enhance its existing core network.

As part of this deal, VIL will benefit from Ericsson’s market leading core network applications and Network Functions such as Ericsson virtual Evolved Packet Gateway (vEPG), Service Aware Policy Controller (vSAPC) and Virtualization Infrastructure (NFVi) solution enabling fast introduction of new services and providing full service continuity.

VIL is partnering with the best of global vendors and equipment suppliers like Ericsson to deploy new age technologies with built-in customizations and novel innovations to deliver rich customer experience while building a robust, future-fit network Vishant Vora, Chief Technology Officer, VIL, says, “Data consumption in India is growing rapidly and users are looking for new, richer experiences every day. At VIL, we endeavor to stay ahead of the curve by investing in technologies and solutions to address the evolving demands of millions of our customers in India.”

FACE TO FACE

Honeywell strives to address customers’ toughest challenges through innovation Honeywell in India has been developing transformative technologies to serve its local and global customers alike across sectors, including aviation, oil & gas, industrial workers, supply chain, and more and has taken active participation in initiatives like 100 Smart Cities, Digital India, and Make in India initiatives. Akshay Bellare, Vice President and GM, Honeywell Technology Solutions, India tells VARINDIA of the opportunities it sees in the country and the digital transformation projects it has undertaken -

What potential does India • Secondly, we are developing software technologies and driving cutting-edge work market show in terms of digital from our global engineering centers set up transformation and other such in India. We contribute a lot to the world initiatives? from here. Our 5,500-engineering workforce India is on the cusp of two major revolutions – first, its transformation into a manufacturing hub and second, the digital transformation of the economy, which is effectively changing the way enterprises operate and function today. With the manufacturing sector attracting investments, we have customers who are coming and talking to us about the Industrial Internet of Things (IIoT).

While most of our peers are on the “Internet” side of IIoT, Honeywell has the unique advantage of being on the “things” side.

Thousands of our products are inside, buildings, refineries, aircrafts, factories, and warehouses are listening, watching, measuring, and monitoring processes, and how the industrial side of Internet of Things (IoT) functions. Given this unique position, we have access to a lot of Big Data.

We are engaging with several manufacturing companies to go out there and do cyber security projects, IIoT projects, data analytics projects, etc. with them. A lot of our industrial businesses are working on that in the manufacturing sector.

Software is a big component of Honeywell’s growth plans over the next few years. To help drive the people, processes, and culture, we are executing our software strategy with a strengthened and centralized organization called Honeywell Connected Enterprise (HCE) that is serving as the software innovation engine for all of Honeywell.

Why is India an important market for you? What business advantages are you able to drive?

For Honeywell, India is a very important geography and there are a few reasons • First, India being the 6th largest economy in the world presents a growth opportunity for Honeywell’s businesses. India is a High Growth Region (HGR) for Honeywell.

Organic growth is one of our core performance criteria and is a key priority for our business here, and India is a big contributor to that. In the past few years, because of the decisions we have been making, we have been growing more than 2X the GDP, which is high and contributes in a big way to the overall growth environment.

is creating technologies that not only tackle toughest challenges in energy efficiency, safety, security, and productivity in India, but for the world.

• Thirdly, all our businesses are well-aligned to the country’s mega trends, which we are watching very closely and are investing ü BS IV to BS VI emission targets is one – we are creating local solutions that are required for refiners and automakers to meet these emission standards by 2020. ü Similarly, with rapid urbanization spurred by the emerging middle class, the opportunity for offering mass-mid products are huge.

AKSHAY BELLARE VP and GM, Honeywell Technology Solutions, India

What new transformative technologies would you be looking forward to in coming days to serve How is the mass-mid segment your customers? evolving and what are Honeywell’s Honeywell transforms the way the world contribution in this space? works, solving our customers’ toughest Today, India is one of the largest economies with a steady increase in purchasing power parity, which is expected to be ~$19T by 2025.

Therefore, the consumption pattern may change dramatically over the next 20 years. Emerging middle class population, rise in purchasing power and consumption, demand for locally suitable products and solutions will continue to be critical drivers for Honeywell to invest in the mid-mass segment space.

We believe that we have tremendous opportunities ahead of us. A lot of customers, both B2B and B2C, are entering the middle-class segment. We are in a great place to customize our products and offerings to serve India’s unique needs. And we’re doing this already on every platform and product in the Indian market, via our Buildings Technology business, our Safety and Productivity Solutions business and our industrial Process Solutions business, just to name a few.

India is soon going to be the ground zero of innovation and production, of the emerging new middle class products and services, for India and for the rest of the world, and we are well-positioned with our diversified technology portfolio to capture the new urban population and 1.2B emerging middle class in HGRs and in India.

challenges through relentless innovation that is grounded in a heritage of innovation. Therefore, we are creating an organization within Honeywell with a singular purpose – to accelerate the creation and invention of products that solve big problems.

Our focus is to bring together the physical world with data and digital intelligence, including next-generation artificial intelligence (AI) technology and advanced analytics.

In India, we have used advanced technologies as part of our smart city initiative.

Artificial Intelligence, Robotics, Block Chain, are all buzzwords today, and as world’s premier technology leader, we are leveraging every technology to provide an integrated experience to our customer.

What will be your future expansion and investment plans for India?

Honeywell has been deeply investing and making in India for the past eight decades, and we continue to do that. In 2017, we invested ~$200M in a new facility in Bangalore that houses ~4,000 employees today.

We have a strong manufacturing footprint in the country with three manufacturing facilities and five global technology development centers already and presence across 50 cities.

www.varindia.com May 2019

23

CHANNEL BUZZ

Compuage hosts Asus Product Meet for Upcountry Partners

Compuage along with Vasavi computers Academy organized 2 day off site channel partner meet at Peter’s park Yealagiri Hills, Chennai.

The objective of the meet was to showcase Asus range of products to the upcountry channel fraternity and share technical advantages available with Asus. Speakers from Asus and Compuage conducted technical training sessions and solved one on one queries of the partners.

Over 45 channel partners from upcountry locations attended the same and got hands on experience, product know how for the latest Asus notebooks.

Atul H Mehta – Chairman& MD, Compuage said, “These meets consistently help us understand the market needs and challenges giving us the opportunity to help channel grow. Upcountry locations are equally important in our business segment and empowering them with more such business opportunities is our motto.”

IAMCP announces its Chennai chapter

The International Association for Microsoft Channel Partners (IAMCP) has launched its Chennai chapter. The chapter has been inaugurated by Rajiv Sodhi, General Manager, Partner Ecosystem, Microsoft India. The launch was open to all Microsoft partners, associated with Microsoft technologies as developers, resellers, systems integrators, in Chennai, and was attended by over 50 Microsoft partners.

Rajiv Sodhi, General Manager, Partner Ecosystem, Microsoft India said, “Worldwide, IAMCP has been at the forefront of driving collaboration, sharing of best practices and P2P business among Microsoft partners. IAMCP has been growing by leaps and bounds in India, and I am delighted to inaugurate the Chennai chapter of IAMCP. Microsoft’s success depends on its partners and their innovative solutions which drive growth for our customers.”

Prashanth Subramanian, Vice President, IAMCP International, said, “In today’s demanding business environment, it is important for partners to forge strong complementary relationships to serve their customers better. Worldwide, IAMCP has been at the forefront of this movement in the Microsoft ecosystem, and with India being one of the most important markets for Microsoft worldwide, we believe IAMCP will play a very significant role in helping partners to acquire new skills, partnerships and synergies as they help customers transform for the digital era.”

iValue with Alcatel-Lucent Enterprise hosts 3 City Partner Summit

iValue InfoSolutions, in partnership with Alcatel-Lucent Enterprise (ALE) has concluded 3 City Business Partner Summit roadshow for iValue's PAN India channel fraternity.

Continuing their 100 years of tradition of bringing in pioneer solutions, ALE has introduced its latest state-of-the-art solutions around Network, Wireless Routing and Voice offerings to the Partner community.

The three-city event majorly focused on products and solutions around emerging trends in IoT, Mobility and Connectivity.

ALE has also introduced Rainbow, an ambitious Cloud-Based, Enterprise-Grade, Unified Communication as a Service (UCaaS) and Communication Platform as a Service (CPaaS) that connects people and systems. The participants of the events were enlightened on how Rainbow works effectively as a hybrid cloud solution for business collaboration and communications while addressing the specific needs of End Customers.

The speakers also explained Rainbow addresses the needs of the small businesses that require cost-effective mobility, to the large multinational looking for a single, standard Unified Communications solution across their complex IT that covers a scattered geography and can be integrated into their business applications.

Prasath L Rao, Country Director- South Asia, Alcatel-Lucent Enterprise, said," It is exciting to witness iValue's Channel community come out in big numbers and resonate with our offerings, this is a testament to iValue's core strength which is their large eco-system. We look forward to empowering these Partners technically and in-turn helping their customers achieve speed and agility which is one of our core values."

Krishna Raj Sharma, Director & CEO, iValue InfoSolutions, said, "Firstly, it is an honour and privilege to be associated with a company which relishes 100 years of excellence. ALE reinforces that with their cutting-edge offerings around Network backed by Rugged switches, Communication, IoT and Cloud. The grand reception for iValue 3-city business partner summit reinforced to our partner community about ALE's Channel focus and our Partners have expressed tremendous confidence in taking these solutions to End Customers. We look forward to great opportunities with ALE." The partners participated in the event were unfolded on the advantages of extensive portfolio, comprehensive and market leading technology, flexible contracts and ease-of-doing business and simple price structuring of ALE.

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ASIRT organizes Techday for TeamViewer and Epson

The Association of System Integrators and Retailers in Technology (ASIRT) has hosted a high powered Techday for April, which was influenced with exciting business opportunities from Gold Sponsor TeamViewer and event Co-Sponsor Epson. Showcasing the leading Remote Desktop access solutions, TeamViewer engaged with ASIRT members through an interactive presentation and exclusive opportunities, while Epson presented its latest range of cost saving, environment-friendly EcoTank Business printers and Large Format Printers. The Evolve session on “Happiness at Work” by actress and motivational speaker, Sonika Chopra, was the highlight of the evening.

The evening opened with the customary National Anthem and President Pankaj Shah welcomed the Sponsors and Members and spoke on different activities in ASIRT. He also requested all to exercise their legal right by positively voting for the impending Lok Sabha elections. Tushar Shah (Vice President), the compere for the evening, called Krunal Patel, Sales Head, India and South-Asia, TeamViewer India Pvt. Ltd., for their presentation. Showcasing their latest innovation, Patel presented the fast, secure, and all-in-one thesolutions that facilitate smooth remote access to connected devices like desktop computers, laptops, mobile devices, and IoT devices from anywhere, anytime. Their range of products, engineered with cloud-based network compression and 256-bit encryption, included varied solutionswith more than 100m installationsthat allow access to computers and networks remotely, useful for maintaining a cloud-based service help-desk and also especially when managing online meetings or conferences. The next presentation for the evening was by Razadad Khan - Manager Corporate Sales - West, Epson India Pvt. Ltd. who embarked on an insightful and interactive session showcasing the features and benefits of Epson Business EcoTank Multifunction Printers- the future of printing, to ASIRT Members.

The evening came to an end on a ‘Happy’ note with Members enjoying a scrumptious dinner over networking and friendly banter.

FACE TO FACE

Adoption of 5G brings opportunities for CommScope NAVIN VOHRA VP - Service Provider Sales, Asia Pacific CommScope

With a robust product portfolio in fibres, CommScope is helping its customers to improve their services. It also helps them to build networks for company deployments. The company sees growth opportunity in India with the growing LTE adoption. In a chat with VARINDIA, Navin Vohra, VP - Service Provider Sales, Asia Pacific, CommScope also talks about CommScope’s product portfolio, growth opportunities and roadmap CommScope sees the growth of LTE network in India as an opportunity in India. With its array of antenna solutions CommScope can help the service provider companies to improve their services.

“In India Reliance JIO is having a huge LTE network and that is putting pressure on other service provider networks in order to match the 4G footprint of Reliance JIO. A lot of expansion is happening and we have solutions for helping our operators customers to migrate. Not only India but also other Southeast Asian countries are migrating from 3G to 4G. We have antenna solutions that help operators, adding to this is backhaul of the base station traffic is mostly done through microwave antenna stations to help the operators with the microwave backhaul, the combining solutions is another area where we are leaders in the market space and we have specific models for specific operators,” says Navin.

The data center market is also bringing scope for the company. He further says, “Data centre is bringing a huge amount of opportunity for us in the enterprise business. We have specialized teams for sales working on some extremely large accounts as well as data centre market.”

5G

5G is bringing a lot of opportunities to CommScope both in India and globe. In India, Government of India initiatives like Digital India and Smart City are opening new avenues for the company.

“5G is bringing in a lot of tasks. There are initiatives from Government of India like Digital India, Smart Cities etc. The 5G technology will be the enabler to help out with the initiatives of government. In the wireless space there are three major hurdles that an operator needs to pass. It is PBS, where P stands for power, B for backhaul, and S for site access.

Whenever anyone is going to put a site, he has to take care of power then backhaul the site with microwave or fibre and third is to get the site access.

These are three major hurdles that an operator needs to build a site. In the big corporate and enterprise networks within the enterprise campus to build 5G network is much simpler because they have the power in the campus, they have the right access to the site as they have the right control over that. One of the first applications for 5G is private network in the big corporate. It’s a huge opportunity in that space. The other areas which are not there in India but are there in other countries is big application as the fixed one to access net , an alternate to the cable TV infrastructure. It

is a huge challenge for cable companies to give connections to homes. So one of the big opportunities 5G brings to the table is connecting these homes on wireless through 5G technology. And that is talked about in 28 gigahertz band. CommScope has built an entire solution for fixed wireless connection in 28 gigahertz band as well as antennas,” explains Navin.

Service Portfolio

As industry is progressing towards 5G, CommScope being a forerunner in this space have solutions to help build 5G. Countries like Japan, South Korea, China and Australia are early adaptors of 5G. “Everyone is aware that the current buzz in the industry is 5G and in this space we have achieved a latest team in India to leap from 4G to 5G. In the Asia Pacific market there is no early adoption of 5G but in Japan, South Korea, China and Australia have already announced about 5G. In the countries of Asia Pacific region we are going to beat early adaptors of 5G. We are the forerunners in the 5G space and we bring solutions to help building 5G. We have antenna solutions supporting the 3.5 gigahertz band, one of the bands that bare 5G in the Asia Pacific. In order to enable and to utilize that frequency band we have solutions to support that. The second one is integrated active passive antenna, which has active components as well as traditional passive antenna in one single redom. And then we have number of inbuilt solutions and can help define 5G,” discusses Navin.

ROADMAP Talking about the roadmap of the company, Navin reveals, “CommScope is providing wireless connectivity for example base station antennas, that are the antennas which grow on the towers to support 2G, 3G, 4G frequency bands and also support data and voice to go out to the subscribers and then from the subscribers back to the network. Micro wave antennas links to connect various base stations to the switching centers. That is an area where we provide solutions. Then in the wireless space we have inbuilding solutions both connecting within the building through something, which is Distributor Antenna System (DAS). We connect the building through passive DAS or active DAS. In one other connectivity solution we have slim time. So many frequency bands are there now, for example Airtel, who has multiple bands and multiple technologies like 2G, 3G and LTE. There is a lot of interference between the networks because of so many bands and technologies running, so filter solutions are very important in order to eliminate the interference. In the wireline connectivity space there are interesting products from CommScope.

We have fibre to homes, it involves distribution of Fibres in terms of splitting it and then combining it.”

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INDUSTRY EVENT

AWS continues expansion in India Announces Winners for India APN Partner Awards 2019 The winners of the Amazon Web Services Partner Network (APN) India Partner award were announced, who have played the key role in helping customers drive innovation and build solutions on AWS Cloud. It recognized five India APN partners as leaders that help AWS customers drive innovation.

AWS offers over 165 fully featured services for compute, storage, databases, networking, analytics, robotics, machine learning & artificial intelligence (AI), Internet of Things (IoT), mobile, security, hybrid, virtual and augmented reality (VR and AR), application development, deployment, and management from 65 Availability Zones (AZs) within 21 geographic regions, spanning the U.S., Australia, Brazil, Canada, China, France, Germany, Hong Kong Special Administrative Region, India, Ireland, Japan, Korea, Singapore, Sweden, and the UK. Millions of customers including the fastest-growing start-ups, largest enterprises, and leading government agencies trust AWS to power their infrastructure, becoming more agile, and lowering costs.

The APN Partner Awards recognize a wide range of born-in-the cloud and traditional AWS Consulting and Technology Partners, whose business models have embraced specialization and collaboration over the past year. The APN Partner Awards also recognize APN Partners whose business models continue to evolve and thrive on AWS Cloud as they work with customers, enabling them to build high-performance, scalable, and managed infrastructure while keeping costs under control, and creating superior customer experience.

The APN is a global partner program, focused on helping the tens of thousands of participating APN Partners build successful AWS Cloud-based businesses or solutions by providing business, technical, marketing, and go-to-market support. The APN Program includes independent software vendors (ISVs) and systems integrators (SIs) around the world.

The APN Partner participation in India has been growing significantly during the past 12 months.

Millions of active customers are using AWS every month in over 190 countries around the world, including hundreds of thousands of active customers in India. Organizations are moving their mission-critical workloads to AWS to drive cost savings, accelerate innovation, and speed time-to-market, that also includes

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in the cloud more efficiently. They add value to customers of all sizes - from breakthrough start-ups to large enterprises across sectors.

The winners of the 2019 India APN Partner Awards have consistently enabled innovation, built powerful products, and delivered superior customer experiences. We are privileged to enable partners innovate for a variety of customers, by helping them access reliable, scalable, and feature-rich AWS services that help solve business problems and create new opportunities.”

A panel of AWS Cloud experts selected the five winners for the below mentioned categories -

NAVDEEP MANAKTALA

Head, Business Development Amazon Internet Services Pvt. Ltd

APN Rising Star of the Year: This is an APN partner, who has gone from zero to hero during the qualifying period.

• Sify Technologies Limited: Sify is the winner of the APN Rising Star of the Year award in India. Sify supported customers across industries including financial services, insurance, manufacturing, and start-ups, as well as use cases ranging from individual workload migrations to large SAP implementations.

Indian customers that are scaling rapidly, and transforming the services they provide to citizens of India. Some of them are ABP News Network, ArisGlobal, Bajaj Capital, Bombay Stock Exchange, Capital Float, Clevertap, Future Group, Hindustan Unilever Limited, Hotstar, India Today, LimeRoad, MedLife, Nazara, Practo, RazorPay, redBus, Shaadi.com, ShareChat, Tata Sky, Wynk, Zeta, and many more.

APN Consulting Partner of the Year: An APN Consulting Partner is the one who has delivered consistently well throughout the period, developed their AWS business, and grown with AWS.

Navdeep Manaktala - Head, Business Development, Amazon Internet Services Pvt. Ltd. said that the diverse character of the APN Partner Award winners reflects the opportunity provided for APN Partners who were focused on helping customers remove the friction of managing IT infrastructure and set the platform for innovation.

• Umbrella Infocare Pvt. Ltd: Umbrella Infocare, an APN partner, maintained its track record of solving customers’ operational problems delivering the benefits of AWS Cloud to top-tier organizations, including Kent RO, Dr. Lal Path Labs, Escorts, Comviva, PVR Cinemas, and Vistara Airlines.

“APN partners help customers design, build, migrate, and manage their workloads

APN Technology Partner of the Year: An APN Technology Partner is the one who has

leveraged the best of AWS Services, the APN and continued to expand.

• Freshworks Inc.: An Advanced Tier APN Partner and India’s first SaaS unicorn, Freshworks deploys innovative AWS services, including Amazon RDS, Amazon DynamoDB, Amazon Kinesis, Amazon Macie, Amazon Polly, and Amazon Redshift.

Freshworks serves over 1, 50,000 business customers through an intuitive full-featured user interface that allows strategic services to be implemented easily.

APN Differentiation Partner of the Year (Consulting Partner): An APN Partner who has gone deep with AWS Cloud in a specific service, industry or competency and delivered results with AWS.

• Minfy Technologies: Specializing in SAP on AWS implementations, Minfy brought meticulous planning and relentless

execution rigour to their customers by conducting multiple events, workshops, and TCO sessions for customers and building a robust SAP on AWS offering as a result.

APN Innovation Partner of the Year (Technology Focus): This is an APN partner who has developed a differentiated capability on or integrated with AWS, and has launched it to market during the qualifying period.

• Capillary Technologies: Capillary Technologies, an industry leading retail ISV, is all-in on AWS, building powerful artificial intelligence and machine learning products for the retail industry. Capillary supports retailers in hyper-personalizing the shopping experience with deep insights about their customers generated through products built on AWS.

AWS on an expansion spree

AWS also announced the expansion of

services with the third Availability Zone in the AWS Asia Pacific (Mumbai) Region to support the rapid growth of the AWS customer base in India. The new Availability Zone provides customers with more choice, flexibility, reduced latency, the ability to replicate workloads across more Availability Zones, and even higher reliability. This launch continues AWS’s expansion of Availability Zones in India to match increasing customer demand, and comes three months after AWS announced the launch of additional Amazon CloudFront and AWS Direct Connect locations in the country.

Currently, AWS provides 65 Availability Zones across 21 geographic regions globally with another 12 Availability Zones across four regions coming online in Bahrain, Indonesia, Italy, and South Africa.

APN Partners across India also welcomed the expansion of the AWS Asia Pacific (Mumbai) Region. n

“Capillary is running 400 brands, 300 million consumers and 35,000 stores on AWS Cloud” Capillary Technologies is a software product company that provides cloudbased Omnichannel Customer Engagement solution for retailers and brands. Since 2008, Capillary has been at the forefront of the constant innovation in consumer experiences. Initially, Capillary co-founders Aneesh Reddy, Ajay Modani, and Krishna Mehra identified the biggest challenge in the retail space; it was unable to capture customer data, identify consumers visiting their stores and to effectively communicate with them. They started as a product company and their first product was aimed at creating loyalty program solution for retailers which was built on cloud.

Today Capillary has an employee strength of 800 plus people with customers present in 30 plus countries, majorly in Asia. They work with 400 plus brands, and some of the leading brands that runs on their platform are Pizza Hut, Starbucks, Madhura Garments, Landmark Group etc. As of now, they have about 300 million consumer data on the platform, and 35,000 plus stores running on their platform.

Built on a cloud platform, the Capillary’s CRM solution enables brands to identify and understand each consumer, and directly communicate with them through mobile technology. Their products also enable retailers to run card-less, mobile first loyalty programs, thus closing the loop on customer acquisition, engagement, and retention.

The Capillary platform can bring in customer transaction, across online commerce, offline stores, and mobile platforms. All of the data can be brought into the Capillary system and within the system, one can run its analytics to gather insights. One can also execute real time promotional events, loyalty programs, customer engagement campaigns across different kinds of channels, including SMS, email, push notifications etc.

One of their major customer, Madhura Garments are running their customer engagement model on Capillary’s platform. They capture their customer’s transaction data on Capillary’s system and define their loyalty program here. This allows them to see their business intelligence reports and enhance their customer experience by using this platform.

Their software is running on top of AWS Cloud and are bringing value addition to their clients via AWS. When any of these retailers are willing to use Capillary’s software, they are willing to use the software in a cloud environment. Since the time Capillary software was launched, they have been on AWS Cloud and are using it for about 10 plus years now.

Capillary Technologies is today present in five different AWS regions. They run thousands of servers and store hundreds of terabytes of data on AWS Cloud. The customers require high availability times and they are using AWS Cloud to deliver a 99.98% availability for their software suite.

They are also leveraging AWS APIs to automate their systems. This allows them to scale up and down programmatically leading to cost benefits.

“AWS has built multiple things, which has helped them drive their cost down and increase their overall revenues. AWS has upgraded its machine types and these newer machines come at cheaper prices with higher capability. AWS has region in Mumbai, India and have been a trendsetter in many ways. As a partner, we are leveraging their capabilities to the maximum.” www.varindia.com May 2019

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INDUSTRY EVENT

Dell Technologies Cloud Accelerates Customers’ Multi-Cloud Journey TheDell Technologies World 2019 was recently held between April 29 to May 2 in Las Vegas, USA. In its annual flagship event, Dell Technologies brings together the latest emerging trends, technologies and gurus, from the edge to the core to the cloud. During the event, experts from different businesses of Dell Technologies demonstrated to customers and partners, on how the connected ecosystem of IT infrastructure, applications, devices and security can enable real transformation across their organizations.

Dell Technologies is a unique technology family committed for securing the digital future of the organizations and transform on how they work and live. Dell’s services portfolio is spanning from edge to core to cloud with the strength of all seven technology stars of the world coming together including - Dell, Dell EMC, Pivotal, RSA, SecureWorks, Virtustream and VMware.

For building a better world, technology is the enabler of progress in every part of the organization. Michael S. Dell, Chairman and CEO - Dell Technologies said in his keynote address, “I believe this will only increase.

Every business, every organization, government and every healthcare organization needs to reimagine itself in this new digital age. When we look at the technologies that are enabling the digital future, it starts a course with data and there is an explosion and a tsunami of data that is sweeping us into this data age. Data is our greatest asset and it's also our most important resource. As technologies generate massive amounts of data, there will be a greater need than ever to organize and process that information at the edge. Turning that data into action and progress and outcomes and success is the heart of the digital transformation,” said Dell.

He further continued, “There have been awesome advancements in computing power, advanced computer science, artificial intelligence, neural networks, machine learning, deep learning, and now highly automated infrastructure. But then, of course, we add, 5G, where the revolution is taking shape. Last quarter, VMware revenue jumped 17% to $2.6 billion, ahead of analysts’ estimates of $2.49 billion. Whereas, VMware has indicated expectations to top $10 billion for the first time in fiscal 2020 on 11.8% growth.”

“I absolutely love working with the world's largest companies.

So whether you are a $2 trillion powerhouse, or you are in a two story farmhouse, starting up a new business, you matter to us. We have the solutions that will help you succeed and enable your digital future. It's a future that is AI enabled and software defined. It's a future that holds

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Michael S. Dell Chairman and CEO Dell Technologies "I believe this will only increase.Every business, every organization, government and every healthcare organization needs to reimagine itself in this new digital age. When we look at the technologies that are enabling the digital future, it starts a course with data and there is an explosion and a tsunami of data that is sweeping us into this data age" incredible opportunity and we are innovating at a record pace to help you realize all these possibilities,” says Michael Dell.

“Dell Technologies and Microsoft are working to simplify our customers’ entire technology environment. Our goal is to provide a single view from edge to core to cloud – an integrated platform for our customers’ digital future,” he further added.

Chris Kelly VP - Infrastructure Solutions Group (Asia Pacific) -Dell Technologies "We help our customers and our partners to develop a competitive advantage through the use of IT. We are now moving forward with this panacea of this flexible, scalable architecture, giving them open architecture, industry standard choice” Satya Nadella, CEO - Microsoft said in his opening keynote address, “At Microsoft, we are focused on empowering customers in their digital transformation journey, through partnerships that enable them to take advantage of the Microsoft cloud, using the technologies they already have. Together with Dell Technologies and VMware, we are providing our mutual customers with an integrated cloud experience and digital workplace solutions to open up new opportunities and meet their evolving needs.”

the winners and losers in the digital economy. The whole portfolio of our Dell Technologies portfolio – from the edge to the core to the cloud - is to help our customers innovate, meet these disruptive challenges head on and win. For many organizations, the increasingly diverse cloud landscape is resulting in an enormous amount of IT complexity, and no one is more qualified or capable to help customers solve this challenge than Dell Technologies,” continued Jeff. “Cloud is not a destination but it’s an operating model,” he said.

Dell Technologies introduces a host of solutions for the IT landscape At Dell Technologies World 2019, Dell Technologies has revealed new, modern infrastructure solutions for the IT landscape, from the edge to core data centers to public and private clouds. These latest technologies can deliver the foundation customers need to create, process, transport, store, protect and consume data – wherever it lives.

Amit Mehta, Director – Modern Data Centre, Dell Technologies, says, “The increasing amount of data led by mobility, artificial intelligence (AI), analytics, Internet of Things (IoT), edge computing, along with traditional workloads, is driving demand for all types of clouds, including public,

Pat Gelsinger, CEO - VMware commented in his speech, “Customers are excited to see us expand our collaboration with Microsoft. These innovative cloud and client offerings will deliver customers even more value, provide more flexibility to accelerate their hybrid multi-cloud and multi-device journey, and accelerate the digital transformation of their business.”

Azure VMware Solutions are built on VMware Cloud Foundation, a comprehensive offering of software defined compute, storage, networking and management, deployed on Azure. With these solutions, customers can capitalize on VMware’s broadly deployed and trusted cloud infrastructure while experiencing the power of Microsoft Azure. The new Azure VMware Solutions will provide a seamless VMware experience on Microsoft Azure.

Azure VMware Solutions are first-party services from Microsoft developed in collaboration with VMware Cloud Verified partners CloudSimple and Virtustream.

Jeff Clarke, vice chairman of Products & Operations, Dell Technologies says that data is the new currency and companies want & need to embrace transformation across their operations, business applications and processes, and extract maximum value from that data.

“Dell Technologies research shows that companies that fail to embrace digital transformation will no longer be competitive. It is revealing new, modern infrastructure solutions for the IT landscape – from the edge to core datacenters to public and private clouds. These latest technologies can deliver the foundation customers need to create, process, transport, store, protect and consume data – wherever it lives,”says Jeff.

“This is the most exciting time I have seen in my 30 plus years in technology,” continued Jeff Clarke.“It’s a digital world. The degree to which organizations harness the power of their data capital will determine

Satya Nadella CEO - Microsoft "At Microsoft, we are focused on empowering customers in their digital transformation journey, through partnerships that enable them to take advantage of the Microsoft cloud, using the technologies they already have. Together with Dell Technologies and VMware, we are providing our mutual customers with an integrated cloud experience and digital workplace solutions to open up new opportunities and meet their evolving needs"

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INDUSTRY EVENT world. The new Dell EMC SD-WAN Edge powered by VMware is an integrated platform that helps improve the customer purchase experience by bundling the award-winning VMware SD-WAN by VeloCloud software as a subscription with Dell EMC hardware and a single support number.

Cloud IT infrastructure industry leader delivers a simpler cloud experience

The Dell Technologies Cloud portfolio consists of the new Dell Technologies Cloud Platforms and the new Data Center-as-a-Service offering, combining the power of both VMware and Dell EMC infrastructure. These enable a flexible range of IT and management options with tight integration and a single vendor experience for purchasing, deployment, services and financing. Dell Technologies Cloud gives customers more control as the operational hub of their hybrid clouds on premises, with consistent cloud infrastructure across all cloud types and a broadset of more than 4,200 VMware Cloud Provider Program providers and hyperscalers.

Jeff Clarke VC of Products & Operations Dell Technologies

Secureworks, part of Dell Technologies in the space of cybersecurity announced the launch of a software-as-a-service (SaaS) application that will transform the way companies detect, investigate and respond to cyber threats. It launched new cybersecurity analytics application that accelerate threat detection and response with its Red Cloak.

Reimagining BIOS security with visibility and integration

"Dell Technologies research shows that companies that fail to embrace digital transformation will no longer be competitive. It is revealing new, modern infrastructure solutions for the IT landscape – from the edge to core datacenters to public and private clouds. These latest technologies can deliver the foundation customers need to create, process, transport, store, protect and consume data – wherever it lives"

Hackers have become increasingly sophisticated and BIOS has become an area of increasing concern for customers. With Unified Workspace, Dell Technologies has introduced a new capability to Dell SafeBIOS, an offhost BIOS verification utility available as a standalone download and also integrated with VMware Workspace ONE, Secureworks and CrowdStrike.

managed and on-premises. The market is in need for more consistent and standardized automated cloud resources. This will enable developers and line-of-business to deliver in real time and achieve cost efficiency."

As almost 90 percent of organizations predict they will maintain or increase their investment and staffing for multicloud deployments over the next two years. Specifically, 87 percent will maintain or increase training investment and 88 percent will maintain or increase investment in managed service support.

Building on the Dell Technologies announcement about its new Unified Workspace, a one-of-a kind Dell and VMware streamlined PC experience focused on easy setup with superior cloud management, the company advanced its edge capabilities in the next step of the data journey – which is at the enterprise edge or branch office.

Multicloud Investments are on the Rise

Dell Technologies has the capability to transform the wide area network (WAN) edge, helping customers to truly modernize and evolve their WANs to handle the demanding requirements of a new, hybrid cloud

On how Bank of America is transforming itself into a leading digital organization, Michael Dell said “If you think about a bank, the data that we have is probably the most sensitive data that anyone could imagine. But the fact today is that we have ever increasing amounts of data in order to be effective. Our relationship with Dell is unique because I think we share a strategic understanding of the importance of trust, and all the work that we do together is architected to help us strike that balance of both use and accessibility and trust and safety.

Technology is the real differentiator there and what Dell helps us do is ensure that we don't get lost in some theory of concept of access. But rather we can use behavioral analysis and advanced technological tools to understand how data is being used, and how it should be used. That's protection, and architecture at its highest level. Our customers in banking are changing incredibly and one of the challenges we face is the pace of change of the consumer.”

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Pat Gelsinger CEO VMware "Customers are excited to see us expand our collaboration with Microsoft. These innovative cloud and client offerings will deliver customers even more value, provide more flexibility to accelerate their hybrid multicloud and multi-device journey, and accelerate the digital transformation of their business"

“VMware Cloud on Dell EMC will allow us to do more with less. We have multiple locations where we have large data requirements but few personnel resources, which would make it ideal for the cloud. Given the large data requirements, the bandwidth it would require makes it cost prohibitive. This is where VMware Cloud on Dell EMC comes into play. It allows us to treat the compute and storage as cloud resources without the added bandwidth expense. Currently we use an OpEx purchasing model for all of our local compute and storage resources. By utilizing VMware Cloud on Dell EMC, we will be able to continue this model while allowing VMware and Dell EMC to manage the end-to-end equipment lifecycle for us. This frees up our limited resources to do more value added work for our business units.” – Todd Pugh, CIO - SugarCreek.

“With the market’s continuing evolution to multicloud, IT decision makers are either hiring or turning to companies with deep expertise in end-to-end migration planning and services as well as deep expertise in automated, secure, highly scalable and high-performance cloud services for their mission-critical enterprise applications,” said Joy Corso, Chief Marketing Officer, Virtustream.

“Distribution is a critical route to the market It gives us wider coverage” In an interaction with VARINDIA, : Joycee Muleen, President, Global Channel, OEM and IOT Solutions - Dell EMC; Tian Beng Ng, Senior Vice-President & General Manager, Channels, Asia-Pacific Japan - Dell EMC; Anwar Dahab, Senior Vice President, Channel EMEA - Dell Technologies talks about the transformation from Dell EMC to Dell Technologies and Dell Technologies cloud. Joycee said that the partner team is growing faster as it sees a business opportunity of $3 trillion market.

“Our investment is helping in achieving the growth numbers. We are seeing very clearly growth for the next 10 years which is pretty exciting for us. So we are pretty confident that we can continue to see growth like this and at the same time we are getting newer opportunities from the partners which are incredible,” said Joycee.

“I think it's pretty exciting that we didn't change the brand here; the Dell Technologies partner program is helping our partners transact and engage across the entire portfolio and then being able to apply any purchases to their credit. It also applies to the certifications across the board and use MDF across the portfolio. Again, a big differentiator to the competitors,” she said.

“Our titanium partners, who are big partners tend to sell to the bigger corporations, while the SMEs tend to be served by the distribution business and selling to go to the authorized resellers. Finally, we want a seamless integration of all our clouds in a multi cloud environment and we are fully geared up to manage our clients for their end-to-end digital transformation between VMware and Microsoft, that will help us to grow further,” said Joycee. “It’s what customers want.We are seeing an data creation and the data consumption era.”

“As a company, we have added 11 billion in a year by bringing two companies together, with the biggest merger ever where the number of people predicted it wouldn't work. But it has worked very well and beyond expectation” Tian Beng Ng says that it is seeing a huge opportunity for Dell in Asia, especially in storage and hiring many resources over the last one year, which have been really focused in this space.

Left to Right: Joycee Muleen, President, Global Channel, OEM and IOT Solutions - Dell EMC; Tian Beng Ng, Senior Vice-President & General Manager, Channels, Asia-Pacific Japan - Dell EMC; Anwar Dahab, Senior Vice President, Channel EMEA - Dell Technologies and Deepak Kr. Sahu, Director - VARINDIA Anwar Dahab says that the channel is growing fast in Europetoo.

It's driven by the same investment psychologists. “China is the fastest growing market with a mix of markets between mature UK and Ireland, for example. And you know, Middle East and Africa and central Eastern Europe, which are almost 100% channel regions,” he said.

Tian Beng Ng further says in India that it is seeing smart city as a big initiative. “We are working with both type of partners and bringing a lot of opportunities, which are coming up in the tier three cities,” he said.

“We have a whole bunch of people who are calling on partners and calling out to customers. Inside Dell Technologies, we have 35 - 40,000 sales people and we also have people calling the end users and Medium Enterprises to create preference. In result, more than half of that business gets fulfilled through partners,” he said.

In another exclusive interaction with Chris Kelly, Vice President Infrastructure Solutions Group (Asia Pacific) -Dell Technologies, Chris spoke on the data center Infrastructure transformation. “We help our customers and our partners to develop a competitive advantage through the use of IT. We are now moving forward with this panacea of this flexible, scalable architecture, giving them open architecture, industry standard choice.”

He further continued, “We are looking to deliver with our multi cloud strategy. But then when that comes down to the edge, we are seeing as the data creation era, to the data consumption era. When I look at some of the statistics you see around the world, the vast majority of the data that sits out there is not actually being acted, analyzed, and is not being used to its full potential.

We are developing a strategy on how to go for edge to core to multi cloud environment. It is an ability to give the customers both the choices asit will give the support of interoperability and consistency of management and orchestration through those layers and at the same time it will increase the compute capability at the edge,so that they can analyse and act upon the data in real time.

Lastly, we are addressing one of the top concerns for CIOs at the moment, which are security risk and security threats. So we have got to make sure we are managing that environment to drive digital transformation for our customers.”

KEY TAKEAWAY With the growing adoption of new-age technologies like internet of things, augmented reality and machine-to-machine communications in enterprise connections, the need for deploying edge computing is gaining momentum. However, many companies are struggling to keep pace with the technological advances and upgrading their existing infrastructure, often not designed for today’s IT environment. n

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FACE TO FACE

“Dell Technologies has the capabilities to develop a strong digital blueprint and foundation for the smart cities” For an advanced Smart City, a robust ICT foundation is required and Dell Technologies has been continuously contributing into it. The company and its partner ecosystem together bring offerings and capabilities to help execute Smart City. With the launch of Digital India initiative, India has seen an exceptional growth in various areas. Dell Technologies is witnessing an unexpected growth on several smart city projects which are being implemented in collaboration with state governments and enterprises. In a chat with VARINDIA, Kamal Arora, Sr. Director - Sales (Government), Dell Technologies discusses about the growth drivers of digital transformation, contribution of the company in the transformation, upcoming technologies and roadmap

According to you what would be the growth drivers of India digital transformation market?

What are the innovations that Dell has contributed in this transformation?

According to latest McKinsey published report titled Digital India: Technology to transform a connected nation, India has made unprecedented progress in rapid digitisation of the economy under PM Modi, with a quantum leap in core areas like IT, online retail and digital communication as well as other areas of the economy – financial sector, agriculture and logistics. The drive on healthcare, digitisation of records, extensive work on space communications shall be generating massive data which will be helpful in understanding the current situations and drive future growth engines.

Dell Technologies Smart City Partner Ecosystem brings together players offering different solutions and capabilities to help in the execution of Smart Cities and IoT (internet of things) projects. This opportunity will bring significant growth in IoT and Artificial Intelligence which will be witnessed with the help of smart city projects. The data so created will be humongous and will help city administration to be more proactive for citizen services. The Intelligent traffic management systems deployment will be helpful not only in managing the traffic better but will also make the roads safer. With several systems in place to make a city smart, it is also important to have the right devices for consumption of these services.

Dell’s solutions on compute, storage, data backup and cyber security plays a vital role in managing the big data and at the same time the wide range of PCs and laptops provide citizens with the right devices for consumption of these services.

How do you see the present digital cities/ smart cities landscape in India?

We are seeing a good momentum on several smart city projects being implemented in partnership between various state governments and enterprises across the country. India is currently undergoing a massive digitisation wave and transformation to become a digitally enabled nation and technology is at the heart of this transformation. The Smart Cities project is a tremendous initiative by the government and has created a vast amount of opportunities for the country and its IT industry. Companies across sectors are identifying ways to benefit from India’s Smart Cities project.

How Dell is participating in this transformation?

Dell Technologies has the capabilities to develop a strong digital blueprint and foundation for the smart cities. The solutions to develop and execute smart cities can broadly be categorized into applications and digital infrastructure. Applications for the delivery and monitoring of the services and digital infrastructure will be the foundation on which applications will run. Smart Cities need superior digital architect and digital infrastructure to ensure proper planning and execution. They also rely heavily on a solid digital foundation and smart data management.

We have certainly added value through our solutions such as GSTN – GST Network, for example, is built on our stack. The recent Central Board of Excise and Customs revamp of the infrastructure is on our stack. Aadhar has a large deployment of our storage and server products.

So we are playing a very active role and have taken partnership-oriented approach.

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May 2019 www.varindia.com

What are the upcoming technologies that will enable a smart city?

The continued advancement of technology driven by the four megatrends of big data, always- connected mobile devices, social networks and cloud computing is resulting in an exponential growth of data and the creation of digital citizens who have access to the information at their fingertips. IDC forecasts that by 2020 there will be 30 billion connected devices to the Internet of Things ecosystem. These devices with numerous diverse apps will be constantly sending and receiving data. This digital transformation coupled with the exponential growth rate of urbanization is driving cities to transform themselves into Smart Cities to manage their Citizens expectation, optimize and better allocate their resources, provide a safe and sustainable environment, foster innovation and deliver superior, personalized, always-on end-user experience.

What is Dell's future road map in this regard?

A successful future-proof Smart City must be built on a strong ICT foundation layer that is open, agile, software-defined, and data analytics driven allowing for efficient city management, fast to market services, sustainability, innovation and transparent citizen engagement. Dell Technologies has implemented and executed several smart-city related projects globally and we plan to bring global best practices to India and customise solutions to match Indian necessities. n

FACE TO FACE

“A CMO today drives transformational change and plays a pivotal role in the business growth” While talking about the new business opportunities and the challenges in the market today, Abhijeet Mukherjee, Marketing Lead – India, Crayon Software also tries to emphasize on how the role of a CIO has evolved beyond sales & marketing over time, thanks to the power of digitization and the importance it holds for an organization today in terms of understanding the market and its customers better. An excerpt -

Tips for building an effective marketing team • Be a Tech savvy person & get Social: CMOs need to take the initiatives and be familiar with marketing techniques and technologies, including marketing software, data, analytics, social media, mobile platforms and website designing.

• Maintain Customer-centric focus: The best CMOs take a customerfirst approach to their role. Get involved in the customer’s journey and always look to improve the connections and relationships.

• Join Forces and work closely within other Departments: Be a master in communicators within the organization, work to empower not just your team, but the entire organization and always have a brandforward approach.

• Be open to Newer Ideas: Test out new ideas/channels/campaigns, gauge performance, and allocate spending to whatever tactic works best for your brand.

What new opportunities does Crayon Software sees and how does it leverage them?

We see an increased pace in acceptance & adoption in Indian market. Companies are rapidly embracing modern technologies to transform themselves into digitaloriented businesses. Heading towards DX helps increase in productivity, save cost,customer advocacy and thereby attaining a huge profit margin/revenue.

We at Crayon use different methodologies and tools to gain insight and understand the customer journey, so that we enable our customers to work smart and improvetheir digital services. Crayon will essentially bring to life the same philosophy inIndia and create a niche for ourselves as pure play advisors in the digitaltransformation arena for our customers and partners. Our investments in what we call “THE INTELLIGENT CLOUD” will play a key role in this endeavor.

What trends do you foresee in new technologies?

Today’s businesses demand agility in opening new markets, taking on emerging competitors, bringing in new suppliers, and creating innovative ways of interactingwith customers. Considering the endless possibilities and outcomes, DX is not onlytechnological transition, but an organizational shift at the intersection of technology,business, and people.

• Artificial Intelligence (AI) and Machine Learning (ML) The traditional/legacy infrastructure will not be ideal to cope with the explosion of data volumes generated on a daily basis.

AI and ML are whatcompanies will rely on and will inevitably be making their way into morebusinesses in 2018 and beyond.

• Increased spending on IoT IoT is not a new thing. Sooner, there will be thousands of devices connected from one individual, generating enormous amount of data. By 2020, it isforecasted that there will be more than 20 billion connected devices around the world, placing a major burden on their IT infrastructure.

What role has the channel played in advocating the latest technologies to the customers?

Partners play a major role in our success.

They have contributed in customer acquisition with their skill sets and understanding of customers’ demands. Together,we make a strong team.To keep our partners and customers updated with the latest technologies, we conduct webinars, partner training sessions, workshops, etc. Our partner ecosystemis a combination of various large SIs and tier 1 partners.

How has the role of the CMO evolved in today's digital era?

Everything around us is changing, and so does marketing. The Marketing functions oforganizations have had to adapt the modern ways to engage with customers orretain the relationships.

In recent years, digitization has redefined the marketing and changed the role of CMOs drastically in the digital era. Companies no longer want them as a department that makes ads, but as someone who looks at the brand through the eyes of the customer. While marketing is still the foundation of the CMO’s roles, they need to work cross-functionally with R&D, support, sales and account management team. Newer technologies, increased demands to prove ROI and social media marketing are the main drivers behind these trends, as they enable organizations

to understand the returns basis the dollars spent.

How and in what ways should the digital workforce be skilled?

With digital transformation now a priority for the majority of organizations, the frontline workforce is becoming a more and more vital part of the customer experience. The talented employees who are able to use existing digital technologiesare adapting to evolving methods and newer approaches. To compete in today’sdigital world, companies must ensure that their workforce has the required set of digitalskills and also show employees the benefits of acquiring these new skills.

What are some of the new age marketing tools that are used by a CMO? Today’s CMOs often are tasked with developing B2B marketing strategies. They must quickly react to the changing circumstances in the organization and mustshape the company’s understanding of particular product, sales strategies ormarketing ideas. With the world’s focus shifting from traditional marketing to digitalmarketing, it is important that they must react to these changes. To address these,the CMOs need to use the latest marketing tools to accelerate the product as well as brandvisibility across the market. Some of them are • Content Curation & Amplification • Digital and Online Focused Campaigns • Social Media Campaigns • SEO with Relevant Keywords • Creation of Sales Enablement Tools • Blogs & Thought Leadership Articles • Big Ticket Events • Media led Initiatives • Coalition Marketing with OEMs and Partners. n

www.varindia.com May 2019

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TOP 50 START - UPS

50 Start-Ups to look for Investment

VARINDIA tries to understand how the smart start-ups are disrupting the industry with their innovative technologies and approaches. Various data points reflect on their performance matrices. It is absolutely a fact that the investors are bullish on Indian startups and are betting big on companies that have the ability to grow.The start-up ecosystem is to bring a trillion dollar opportunity.

The Indian start-up sector has already been ignited in the past five years with favourable policies around taxation, investments, ease of doing business, incubation, foreign capital, cross border, start-up lobby groups, and industry associations. The foundation of the ecosystem is already in place with India being the third largest hub for start-ups globally. India is witnessing a rapid rise in the B2B tech start-up landscape, focused on verticals like health-tech and fintech. While Bengaluru, Delhi/NCR and Mumbai retained their position as the key start-up hubs in India, 20 per cent of the start-ups emerged from tier II/III cities.

Investment data also shows an increase in the risk appetite of investors, with a significant jump in the pace and number of deals this year. Investors are also showing interest into the sectors including ecommerce and emerging tech-focused companies, including automation, artificial intelligence etc.

These start-ups have already created value of over $130 billion.

The Indian start-up ecosystem has really taken off and come into focus on its own—driven by factors such as massive funding, consolidation activities, evolving technology and a burgeoning domestic market. From e-commerce and fintech to logistics and consumer services, India is now home to 26 “unicorns” - $1+ billion valued startups that are cumulatively worth more than $73 billion and have raised $24 billion up to now.

There are certain successful start-ups that are growing rapidly and changing how an existing industry works in the process like Paytm, Redbus, InMobi, Housing.com, Zivame, AdPushup, to name a few. They have brought a revolution in the industry.These start-ups in India have given rise to more startups.

The average valuation of an Indian start-up is $2.0 million as compared to $4.0 million of an American one. 45 percent of product/digital organizations are focusing on the global market and 30 percent continue to be technology hotspots. With a 55 percent of B2C, 40 percent of B2B, and 5 percent of B2C/ B2B start-ups, this ecosystem has a lot of ground to cover in terms of securing funding.

ALGOSURG PRODUCTS PVT LTD Founder Name :

Founder Name :

Dr Vikas Karade

Amitabh Saran

Designation :

Designation :

CEO City :

Mumbai GTM: A medical software startup that is on its way to find a replacement for expensive CT scans during knee replacement surgeries.

Developing web-based software Tabplan3D for surgeons to simulate bone surgeries in 3D AlgoSurg making surgeries accurate, faster, costeffective and efficient.

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ALTIGREEN PROPULSION LABS

May 2019 www.varindia.com

CEO City :

Bengaluru GTM: Developer of a 48V hybrid solution, HyPixi, Altigreen Propulsion Labs makes electric powertrains for existing vehicles and custom solutions for OEM engine manufacturers. HyPixi can be retrofitted on to an existing vehicle, to convert it into a hybrid and provide a claimed 20-25% efficiency increase.

ARCATRON MOBILITY Founder Name :

AZURE POWER Founder Name :

Ganesh Sonawane

Inderpreet Wadhwa

Designation :

Designation :

CEO

CEO

City :

City :

Pune

Delhi

GTM: A medical device startup focused on designing and selling innovative products to enhance lives of people with limited mobility.

With the motto of “Purpose Driven Innovation”, Arcatron is reinventing assisted living.

GTM: A developer of utility scale solar power project in 2009, Azure Power produces and distributes solar power to commercial, government, and utility customers in India. Through value engineering, operational performance monitoring and efficient financial strategy, they have lowered the cost of energy.

BANYAN NATION

BIGBASKET

Founder Name :

Founder Name :

Designation :

Designation :

City :

City :

Mani Vajipey

Hari Menon

CEO

CEO

Hyderabad

Bengaluru

GTM: The winner of The Dell Circular Economy People’s choice award, Banyan Nation offers free On-Demand and recurring recyclable waste pickup services to townships, apartments, small and medium businesses. Their technology converts collected post consumer and post industrial plastic waste into high quality recycled granules.

GTM: An online food and grocery store, Bigbasket has marked its presence in 26 cities in India.Servicing about 1 lakh orders per day, the e-retail major has 12 million registered customers across India.

CARDEKHO

CLEARTAX

Founder Name :

Founder Name :

Designation :

Designation :

Amit Jain

Archit Gupta

CEO

CEO

City :

City :

Gurugram GTM: With automotive content such as expert reviews, detailed specs and price comparisons as well as videos and pictures of all car brands and models available in India. CarDekho provides online sales, financing and insurance for autos and vehicles.

COMFORT PRODUCTS

Bengaluru GTM: A financial-technology platform providing solutions for Income Tax filing, GST and Mutual Fund Investments. Federal Bank has partnered with Defmacro Software Pvt. Ltd., an E-Filing service provider, to provide the facility of E-Filing of IT Returns on the ClearTax platform.

CO-OFFIZ

Founder Name :

Founder Name :

Designation :

Designation :

Ashwin Shetty Director City :

Mumbai GTM: A manufacturer of green products, which conserve energy and maximize output for human comfort, worldwide. Their flagship product SwiftChill, an appliance to chill beverages, cools a drink instantly without compromising on the quality to their relishable drinking temperatures.

Prachi Jain

Co-founder City :

Delhi GTM: Strategically located in Preet Vihar (East Delhi), Netaji Subhash Place (North Delhi) and Janakpuri (West Delhi) Co-Offiz offers fully furnished office spaces ideal for all young professionals, start-ups, freelancers and entrepreneurs of all types and sizes.

www.varindia.com May 2019

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TOP 50 START - UPS EDISN.AI

DAILYHUNT Founder Name :

Founder Name :

Virendra Gupta

Ashok Karanth

Designation :

Designation :

CEO

CEO

City :

City :

Bengaluru

Bengaluru

GTM: A news and entertainment app, Daikyhunt publishes news in 17 languages. Earlier it was called Newshunt. Dailyhunt has over 250,000 news articles in 14 languages, licensed from thousands of content partners with readers spending over six billion minutes on the application each month.

GTM: An Artificial intelligence (AI) powered fan engagement platform with state-of-the-art player recognition and contextual content delivery. To build the future of sport, Edisn.ai is working with 2 high-profile teams in the NBA & the IPL on their behind-the-scenes content.

EMOTIX

ENDLESS ROBOTICS Founder Name :

Founder Name :

Designation :

Designation :

Sneh Vaswani

Srikar Reddy

CEO

CEO

City :

City :

Mumbai

Hyderabad

GTM: An advanced robotics company focused at creating intelligent solutions.Their products leverage proprietary and state of the art artificial intelligence, robotics and internet of things. Their flagship product Miko 2 engages, educates and entertains kids.

GTM: Builds intelligent robots to solve dull and dirty problems for construction, maintenance and smart city management.They drive and integrate advances in robotics, computer vision, mechanism design and material sciences to build systems, products, solutions and services that revolutionize everyday life .

EZETAP

FLUX AUTO Founder Name :

Founder Name :

Abhijit Bose

Pranav Manpuria

Designation :

Designation :

CEO

CEO

City :

City :

Bengaluru

Bengaluru

GTM: Ezetap Mobile Solutions is a global payment platform. They make the Ezetap device, a light-weight card reader that can be plugged into any smart device or feature phone used by a retailer allowing anyone to accept cards.

GTM: Flux Auto develops modular autonomous driving technology for trucks.The platform is built to be retrofit into new or in-use vehicles, and doesn’t use LiDARs, making it affordable for customers.

GET MY PARKING

HAPTIK

Founder Name :

Founder Name :

Designation :

Designation :

Rasik Pansare CMO City :

Delhi GTM: Provides Interoperable Smart Parking Platform connecting all parking and mobility stakeholders on a common platform. Get My Parking is launching- ‘Enable’, an IoT module that upgrades the old to the new. Packaged as a small black box, it retrofits existing parking equipment in a plug and play manner.

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May 2019 www.varindia.com

Aakrit Vaish CEO City :

Mumbai GTM: Builds AI chatbots for business to enable automation of critical business processes.It allows users to set reminders, book a cab or flight tickets, recharge phones, pay utility bills, find places in their vicinity or do a web check-in.

INNEFU

HYPERTRACK Founder Name :

Founder Name :

Kashyap Deorah

Tarun Wig

Designation :

Designation :

CEO

Co-Founder

City :

City :

Bengaluru GTM: It is a live location platform in the cloud offering developer tools for mobile application developers. Its toolset contains iOS, and Android SDKs which generate live location data, which is then consumed through webhooks, APIs or visual experiences on the web, iOS and Android.

INSHORTS

New Delhi GTM: An Information Security R&D startup, providing cutting edge Information Security & Data Analytics solutions.Their products Tactical Internet interception and Monitoring System have been used by Law Enforcement Agencies to investigate hacking attacks while their Two Factor Authentication system ensures secure and failsafe online/credit card transactions.

INSTAMOJO Founder Name :

Founder Name :

Azhar Iqubal

Sampad Swain

Designation :

Designation :

CEO

CEO

City :

City :

New Delhi GTM: Provides app based news stories in 60 word bites for busy and uninspired readers. Formally called News in Shorts, the startup has managed to leverage technology to create a scalable content discovery platform.

Bengaluru GTM: Instamojo is an on-demand payments platform, on both web & mobile that allows individuals and small businesses to collect payments online by sharing a link with their audience. The link can be shared through SMS, WhatsApp, email, and social channels or embedded on websites and blogs.

IXIGO

INSTASAFE Founder Name :

Founder Name :

Designation :

Designation :

Sandip Panda

Aloke Bajpai

CEO

CEO

City :

City :

Bengaluru

Gurugram

GTM: It offers cloud based Security-as-a-Service Solution. It delivers comprehensive and uncompromising protection to mobile and remote workers, enabling them to safely and securely access enterprise apps, email, and web from anywhere on any network.

GTM: ixigo is a travel search marketplace. It aggregates and compares real-time travel information, prices & availability for flights, trains, buses, and hotel availability. Ixigo has expanded in India with the inauguration of a new product development center in Bengaluru.

JEEVA WIRELESS

LOGINEXT

Founder Name :

Founder Name :

Bryce Kellogg

Dhruvil Sanghvi

Designation :

Designation :

City :

City :

Co-founder Seattle GTM: A provider of wireless communication, networking, IoT and hardware, Jeeva Wireless’ solution to wireless connectivity consumes just 1/10,000th the power used up by a conventional Wi-Fi network. It is also significantly cheaper and more compact.

CEO

Mumbai GTM: Loginext helps ecommerce and hyperlocal companies in deliveries, line-haul movements, ad-hoc reverse logistics and pick-ups.

With presence in 10 countries, LogiNext is backed by Alibaba through its funded One97 Communication. It is the fastest growing SaaS Company in field workforce and logistics optimization.

www.varindia.com May 2019

37

TOP 50 START - UPS LIV.AI

LINCODES Founder Name :

Pramod Rathi Designation :

Founder Name :

Subodh Kumar Designation :

Co-founder

Co-founder

City :

City :

Jaipur GTM: A well-defined Digital Addressing System that can transform Pin Codes in a detailed and convenient manner.The Lin Codes is the problem solver for locating an exact address without any miscommunication generating a unique 12 digit number for every place.

LUCIDEUS

Bengaluru GTM: It offers Speech recognition in Hindi, English and all major Indian languages. Liv.ai uses Deep Learning to develop products that will, easily and efficiently, take over tasks that are routine, repetitive, mundane and time-consuming. They have also created the biggest GPU based super-computing facilities in India.

MANTHAN SOFTWARE SERVICES Founder Name :

Founder Name :

Designation :

Designation :

City :

City :

Saket Modi CEO

New Delhi

Atul Jalan CEO

Bengaluru

GTM: Lucideus is known for its Artificial Intelligence and Machine Learning backed Enterprise-Wide Cyber Risk Measurement and Mitigation platform called SAFE (Security Assessment Framework for an Enterprise).It has been responsible for the end-to-end security assessment of the BHIM Payments .

GTM: It offers a portfolio of business-ready products in advanced analytics and big data for consumer industries. With a mission to make the most sophisticated analytics products intuitive for the user; they are integrating decision sciences, advanced math and artificial intelligence.

MOOOFARM

NOOS TECHNOLOGIES

Founder Name :

Founder Name :

Param Singh

Koushik Banerjee

Designation :

Designation :

City :

City :

Founder

Gurugram

CEO

Mumbai

GTM: Being an innovative Australian AgTech company, MoooFarm is a project to bridge the gap between technology and dairy farmers. It is working with Microsoft to help Indian dairy farmers solve a problem that leads to a $500 million-loss per year.

GTM: It offers counterfeit-proof solutions for brand protection and tracking.Noos Technologies offerd Machine Vision, Machine Learning and Artificial Intelligence (AI) Technologies to create solutions that solve real world problems. They use SCoT to help prevent revenue leakage while ensuring consumer satisfaction for brand owners.

NOTONMAP

PRACTO TECHNOLOGIES

Founder Name :

Shashank ND

Designation :

Designation :

City :

City :

Founder

Himachal Pradesh GTM: It is a social driven initiative generating alternative livelihood & minimizing unskilled migration from traditional villages. NotOnMap is protecting & promoting the cultural heritage of India by keeping Tourism at the CORE and creating new “Model Villages� for new travel destinations.

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Founder Name :

Kumar Anubhav

May 2019 www.varindia.com

CEO

Bengaluru GTM: It connects patients to health care providers using technology.

Practo Technologies helps patients assess health issues, find the right doctor, book diagnostic tests, obtain medicines, store health records and learn new ways to live healthier.

RAZORPAY

RAPIDVALUE Founder Name :

Founder Name :

Rajesh Padinjaremadam

Harshil Mathur

Designation :

Designation :

City :

City :

CEO

CEO

Bengaluru GTM: It provides end-to-end services and solutions in mobility, omnichannel, IoT and cloud technology. It offers its mobility and cloudbased solutions across many industry verticals, including the retail, education, healthcare, pharma, logistics, financial, manufacturing, media, and entertainment industries.

REDBUS.IN

Bengaluru GTM: It is a provider of payments technology to online merchants.

Razorpay allows online businesses to accept, process and disburse digital payments through several payment modes like debit cards, credit cards, net banking, UPI and prepaid digital wallets, which can be integrated by both web and mobile applications.

SECLORE TECHNOLOGY Founder Name :

Founder Name :

Phanindra Sama

Vishal Gupta

Designation :

Designation :

Co-founder

CEO

City :

City :

Bengaluru

Gurugram

GTM: A bus ticketing company that sells tickets through online and offline stores. redBus is part of the online travel company MakeMyTrip Limited. Apart from India, redBus has a global presence with operations across Indonesia, Singapore, Malaysia, Colombia and Peru.

GTM: It delivers solutions that ensure information remains secure and trackable. Recognized by Frost & Sullivan’s Growth Excellence award’, Seclore automates the protection of documents as they are downloaded, discovered, and shared to ensure rapid adoption with dozens of pre-built connectors.

SHOPX

SHUTTL Founder Name :

Founder Name :

Designation :

Designation :

Amit Sharma

Amit Singh

CEO

CEO

City :

City :

Bengaluru

Gurugram

GTM: ShopX is a Retail Operating system, where Brands, Retailers, and Consumers are connected. It offers a wide range of products in categories such as FMCG, mobile phones, accessories, digital services including mobile and DTH recharge, bus/flight booking, and utility bill payments.

GTM: Shuttl is an office commute service provider in India.It’s a mobile-based minibus service aimed at making daily commute more convenient. Their vehicles are air-conditioned and operate with high frequency on fixed routes, freeing from the hassles of existing public transport options at a very economical price point.

SKILLMATICS

SWIGGY

Founder Name :

Dhvanil Sheth Designation :

CEO City :

Mumbai GTM: It is the developer of learning games for pre-school and primary school kids aged under 10. The team has developed a wide range of products filled with truly innovative content and highly engaging activities, all designed to be age appropriate, skill oriented and infinitely engaging for children.

Founder Name :

Sriharsha Majety Designation :

Co-Founder City :

Bengaluru GTM: It is the leading food ordering and delivery platform in India.

Presently, Swiggy is serving in eight cities with more than 50,000 restaurants on its platform. They have received their series H round of funding and were able to raise an astounding $1 Billion.

www.varindia.com May 2019

39

TOP 50 START - UPS THINGSCLOUD

TAXIFORSURE Founder Name :

Founder Name :

Aprameya Radhakrishna

Amruth Puttappa

Designation :

Designation :

City :

City :

Co-founder

CEO

Bengaluru

Bengaluru

GTM: An aggregator of car rentals and taxis for customers to get an easily accessible, safe, and reliable taxi ride. TaxiForSure facilitated some five million cab rides for users over the years, before being acquired by Ola in 2015, for $200 million (Rs 1,250 crore) in what was largely a stock transaction.

GTM: ThingsCloud is a CleanTech - IoT company, who offers solar inverter solutions for residential energy systems. Their signature product, ThingsHiFi is a solar grid tie inverter connecting the traditional roof-top Solar PV and doubles as a Net-metering device that supplies power back to the grid on command.

UNACADEMY

UNCANNY VISION SOLUTIONS PVT. LTD

Founder Name :

Founder Name :

Gaurav Munjal

Ranjith Parakkal

Designation :

Designation :

CEO

CEO

City :

City :

Bengaluru

Bengaluru

GTM: It is an educational technology company that offers online education in India. Being a free education initiative, the company believes in making high quality educational videos available for free for everyone. The educators consist of either students who have cleared various exams or mentors who have teaching experience.

GTM: It is an AI-based Computer Vision startup focused on making cameras smarter with Real-time, Edge-based intelligence for a safer, secure & more efficient world. Their key products are Uncanny ANPR: High Accuracy Automatic Number Plate Recognition, Uncanny Surveillance - AI-based Real-Time Surveillance solution and Uncanny Vehicam: High Accuracy Vehicle Detection, Classification & Counting system.

URBANCLAP

URBAN STAY TECHNOLOGIES PRIVATE LIMITED

Founder Name :

Founder Name :

Designation :

Designation :

City :

City :

Abhiraj Bhal

Rajesh Kotta

CEO

CEO

New Delhi GTM: It is a managed marketplace for home services.Through the UrbanClap platform, consumers order services like beauty at home, appliance repairs, plumbers, carpenters, cleaners, home painting etc. Working closely with individual service professionals (ISPs), the company transforms them into micro-entrepreneurs.

WEDOSKY Founder Name :

Founder Name :

Designation :

Designation :

City :

City :

Founder Delhi

GTM: It is an Aerial Data company that uses Drones & Computer Vision to generate intelligence from the air. Their fleet of drones is built and curated in-house especially to suit the conditions of Indian Terrain.

The software converts aerial intelligence captured by the drones into comprehensible information which they can use to make data-driven decisions.

May 2019 www.varindia.com

GTM: It is the provider of ‘branded’ co-living homes with presence in Bangalore and managing hundreds of properties. Urban Stay Technologies is connecting people through their Shared Homes, Bachelor Homes, Studio Homes, Serviced Homes, and Co-living Homes.

They have also converted shipping containers into homes.

YEPME

Jaspreet Makkar

40

Bengaluru

Vivek Gaur CEO

Gurugram GTM: Yepme is an online shopping platform. Specialized in the online retailing of men’s and women’s garments and accessories, the company has positioned itself as a fully-fledged private label fashion brand.

PRODUCT OF THE MONTH

Riversong Motive Smart Watch Riversong Motive is a sleek and fashionable smart watch designed for smartphone users compatible with both Android and iOS. Motive comes with 2.5D tempered glass lens which gives protection against dust, shock and scratch. The chassis is made up of zinc alloy metal that adds robustness and durability to the device.

Riversong Motive smart watch comes with a 1.33-inch coloured screen. It helps user to track steps, calories burnt, and distance covered. It also has a sleep monitor to give an idea of user’s sleep behaviour. The smart watch monitors 24-hour real-time changes in the heart rate which assists in the adequate amount of exercise according to the heart rate curve. It notifies the user about incoming calls, messages, emails etc., thus making their lives easier and faster while on the go.

The smart watch also has an in-built multiple sports mode like walking, bicycling, roping, skipping, basketball to name a few. It is IP67 water resistant and sweat-proof and can stay up to 10 min in 1 meter depth of water. User can customize by smart watch face, date, time and can also pick pre-installed background wallpaper or can choose a picture from user’s gallery. When paired with user’s phone, it can be used to control the camera and music. The watch packs 180 mAh battery and claims to offer battery backup of up to seven to ten days. The customizable bands feature comes in handy and the watch can be paired up with any attire.

LARGE Color Screen

REAL-TIME HR monitoring

MULTIPLE Sports mode

IP67 waterproof

CADMiUM Plus CA-C3AM (RED/BLUE) The Cadyce USB-C to USB 3.0 A Type Male Cable, CA-C3AM (RED/BLUE) is a premium quality USB-C CADMiUM Plus Data Cables from Cadyce. Cadyce is reliably well-known e-commerce platform for a qualitative range of Sync and Charge Cables. It is designed to facilitate the connection of the traditional USB3.0 type-A devices to the USB3.1 type-C port and other devices with type-C port, with data transfer speeds of up to 10 Gbit/second.

The Sync and Charge Cable is a 1m / 3.2 feet Type C cable from Cadyce that will sync and charge every mobile device with USB-C port. A standout amongst the most irritating things about gadgets is that each and every one requires an alternate link to charge the battery. Where Mac OS or iOS needs a USB-C connector, Windows utilize other form of connector. It can get disappointing, particularly when your battery is biting the dust. Cadyce USB-C to USB 3.0 A Type Male Cable settles this issue. This cable can quickly sync and charge any Mac OS, Windows and Android device. The Cadyce USB-C cable is manufactured by using quality assured material and advanced techniques, which make them up to the standard in this extremely challenging field.

The materials utilized to manufacture Cadyce USB-C to USB 3.0 A Type Male Cable are sourced from the most reliable and authorized USB Data Cables purveyors, chosen after performing detailed market surveys. USB-C cable proves itself to be the best quality reversible technology cable in various ways. Importantly they have passed the RoHS, CE, and FCC compliance. User have the advantage of being compatible with Thunderbolt 3 port and transfer data from your Mac OS/iOS or Windows up to 10Gbps speed. It has a compatibility of 3A charging port which is a great advantage to get it mentioned while talking on the best USB-C cable for your instant data transfer from anywhere to anywhere.

www.varindia.com May 2019

41

COVER STORY

It is an absolute necessity for every corporate to build alliances to thrive in the business ecosystem. Corporates are always looking for expanding their Partner base to increase their business to address a $1 trillion addressable market in the next 2 years.

A Partner program enables the partners to be innovative and to have capabilities for business model innovation that can extend across the geography. Partner programs vary from company to company, based on their size, volume and expertise. Corporates are spending billions of dollars to grow the partner business annually by giving direct access to all the critical business tools and information they would need to do business with their customers and partners.

Certain corporates follow their Global agenda and some customize the need and demand in the country by embracing partnership and collaboration strategy for its development. Most of the corporates expect its partners to be innovative and to have capabilities for business model innovation that extend beyond a service provider scope.

They can then leverage partner’s competencies and resources to deliver its business transformation goals. The fact is partners are the significant contributor to the company's revenue.

We can’t deny the fact that innovative partner programs help create solutions and services to transform industries, markets, and lives. At the same time, many corporates want partners to be innovative in their thought processes and then evaluate on the potential partner’s certifications and benchmarks.

RAJEEV GUPTA Director channels, India & SAARC Sophos “Our channel partner programs define the way we conduct business keeping them at the center of our business strategy. Our simple, profitable and flexible partner programs help our partners to grow their businesses by providing solutions that are easy to demonstrate, easy to sell, and easy to manage. Our dedicated channel team is always there to offer unparalleled customer support and satisfaction. From deal protection, competitive discounts, ready-to-use lead generation programs, world-class sales tools and training, we offer programs that help our channel partners maximize their revenue.

That said, our award-winning solutions are great on their own, but even better as a system. They have an unbeatable competitive advantage leading to an increase in customer retention. Additionally, our sales strategy is 100% “channel first” and as a result of considerable investment, we now have more than 39,000 global partners.”

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JOYBRATA MUKHERJEE Director - Channel, SI, Alliances and Service Providers HPE India “Our core value of “Partnership first” is our mantra of our partners being at the heart of HPE. We are a channel-focused organization committed to innovating new, collaborative solutions that enable growth for the company and our partners. Today, we are better positioned than any other vendor in the market to achieve this because our solutions are powering the seismic enterprise IT shift taking place worldwide. Moreover, we remain committed to delivering the value, resources and expertise partners have come to trust and expect from our company. Globally, we have over 110,000 channel partners. Our partner advisory council has 20 partners and are closely involved with us in developing geographic specific strategies.

As the most predictable, profitable, and leading program in the industry, HPE Partner Ready is the single HPE global program for partners, that provides enablement resources, incentives and tools to drive revenue growth and partner investment.

Last year, we announced key changes to HPE Partner Ready program to reflect emerging market trends while based on the same core principles. The enhancements to the program were designed to enable channel partners take advantage of the transitions in the market by enabling and rewarding them for investing in and driving growth across Hybrid IT product and services portfolio. Moreover, as we recognized the shift by customers to consumption-based financial models, we introduced a new competency in the HPE Partner Ready Program for HPE GreenLake, our suite of pay-per-use on-premises IT solutions, as well as a robust rebate that rewards HPE Partner Ready for Services partners for their capabilities with consumption-based models.

To help partners adapt to the realities of building pipeline in today’s digital world, we also offer the HPE Partner Ready Digital Marketing Program.

The program provides a suite of marketing offerings including resources, tools, content, campaigns, and education that enable partners to increase their digital marketing proficiency, better connect with customers, and increase their pipeline and revenue. The program unifies all HPE digital marketing assets for partners under one program to make it easier and faster for partners to consume, access and leverage those assets to drive growth.”

NAVNEET SAH National Channel Manager – India RSA – a Dell technologies business “The RSA SecurWorld Partner Program is designed for a mutually profitable relationship. The program has three tiers, each with their own requirements and benefits. The more committed one is to RSA, the higher is their tier and the greater the benefits.

There are 3 RSA SecurWorld partner tiers: 1. RSA SecurWorld Gold Partner – Entry level tier primarily consisting of VARs who manage authentication businesses.

2. RSA SecurWorld Platinum Partner – Mid-level tier who specialise and focus on a few RSA products but are heavily invested in them.

3. RSA SecurWorld Titanium Partner – Top level tier who have strategic focus on RSA products and solutions and are heavily invested in RSA through training and professional services.

PROGRAM BENEFITS: RSA’s Deal Registration program provides upfront product discounts to partners who engage with customers early on in the sales cycle and deliver incremental business to RSA through new customers and/or new projects. Partners holding approved deal registrations will be the sole partner eligible to receive any further cost relief.

All SecurWorld partners receive access to RSA Partner Central, the hub for all program and product information. It is the place to submit deal registrations, access training, and download a variety of sales resources.

The RSA Rewards Program offers additional opportunities for partners to earn margin for finding, developing and closing net new sales opportunities.

It provides an additional backend rebate tied to a percentage of closed, incremental business.

All partners have access to marketing development funds by request and Titanium level partners accrue co-op funds quarterly as a percentage of all eligible products they sell. They can use these funds to support activities such as training, demand generation, demo equipment, or RSA-dedicated headcount.

RSA offers a comprehensive accreditation program for VARs, enabling them to specialize in the solutions that best align to their skillset and GTM initiatives. Most of the training is online to minimize time out of the field, but also includes in-person workshops at the more advanced levels for additional hands-on training.

RSA offers a broad array of marketing tools and resources to help generate demand and promote solutions to customers in the most effective way possible.”

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COVER STORY SHIBU PAUL Vice President – International Sales Array Networks “The Channel is witnessing a gradual transition from the traditional asset model to an asset less model driven by cloud technology. Solutions like AI & ML are becoming more relevant to business.

In such a scenario, our strategy is to empower our partners by offering solutions on our patented Hyper-converged infrastructure (HCI) in Networking & Security platform. Our mantra is to work with handpicked channel partners, train them and help them to create sustainable and profitable business models. We have designed our channel program in such a way that partners get protected margins as well as a wide degree of space in pricing to their customers. With the help of our dedicated channel ecosystem, we are focused on developing a skilled pool of resources. Moreover we will be investing in training and certifying our partners as well as joining customer engagement programs. In order to ensure that channel partners are rewarded for all their efforts, we will be assuring maximum margins in all Array deals.

Our strategy is to offer compelling hyper converged solutions in the area of Networking and Security including ADC,WAF,WVS,DDoS,IPS, NGFW. Our focus will be on customization rather than just offering standard product. For this we have set up Array Center for Technology and Innovation (ACTI) in Bangalore. ACTI features state-ofthe-art technology and has a fully equipped customer training center capable of providing enhanced support to local and global stakeholders.

Blockchain, AI & Machine learning (ML) has huge potential to transform many products and services in the market place. Channel will play a vital role in implementing Blockchain, but first partners must educate themselves about the technology to further help the customers. Traditional HW / SW /Resell models are short term and are deemed as quickly declining markets. In such a scenario the focal point for Channel partners should be the end-client’s product, solutions and competition. Therefore a shift is partner approach is desired which requires them to innovate and include new and emerging technologies into their existing solutions.”

NEERAJ BHATIA Director - Partner, Alliances & Commercial Sales Red Hat India & South India “Partner programs are an integral part of business strategies to grow in unfamiliar and new territories, tap new customers or sell additional products and services. At Red Hat, our success is closely tied to the success of our partners.

Our partner program, Red Hat Connect, supports the evolving needs of our partners — so we can share in both collaboration and success. The Red Hat Connect is a 2-pillar partner program, consisting of Red Hat Connect for Technology Partners and Red Hat Connect for Business Partners.

The first is focused on providing partners early access to technology and enabling certifications and the second is focused on go-to-market activities. We identify partners depending on their contractual relationship with Red Hat. Our program offers a flexible structure designed to accommodate our partners’ individual business models while also providing them access to a variety of benefits that help develop our partners expertise and increase their capability to sell and deliver Red Hat technologies.

We also recently launched the OpenShift Practice Builder Program for SIs in Asia Pacific. This program is uniquely designed to help SIs build expertise on Red Hat OpenShift and Red Hat JBoss Middleware developer tools and enable them to build and modernize applications for the cloud, to help deliver new services at lower cost and accelerate development for faster return on investment. At Red Hat, we always measure ourselves based on our partners’ success.

In 2019, we will continue to support our partners. For instance, we plan to up-skill our partners and build programs that are designed to enable them to take advantage of the opportunity to help enterprises and governments in India accelerate innovation through more agile IT infrastructure and applications. This can also enable partners to differentiate themselves in a saturated market of IT service providers. ”

SUNDARESAN KANAPPAN Vice President and Country General Manager, India Tech Data “At Tech Data India, partner programs are core to our business strategy to encourage channel partners to recommend or sell the vendor's products and associated services.

The program provides Partners with the competitive advantage, enabling them to do more business with transformational solutions.

Through our Marketing services we help our vendors and partners generate leads that turn into sales. Targeting end users with dynamic marketing and lead-generation campaigns, events, outbound marketing, SEO are aimed at increasing visibility.

We also provide education & training tools and resources to assist you in building skills to sell and support solutions. Our goal is to help you solve complex training roadmaps, so you achieve higher levels of authorization and increase revenue.

Besides we provide a wide variety of vendor-specific and cross-platform technical support to help you provide end-to-end solutions for your end-user customers. Benefit from highly skilled, competitively priced assembly, configuration, customization, and installation of IT products.”

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DR. AS PRASAD General Manager – Product and Marketing Vertiv India “India is an extremely important market for us. With the on-going digital transformation, the region holds immense opportunities.

Our partners play a critical role in our go-to-market strategy and we look forward to growing and expanding this network across the country. We invest in educating our partners on technology applications and set a direction for them to approach prospective or existing customers. We are aligning and developing solutions to meet customers’ expectations and also enable our partners to be ready to take these developments to the customers. We offer ourpartners 360-degree support through the enhanced Vertiv Partner Portal, that includes easy access sales tools and other partner related information to help qualify and drive business growth, as well as access to the latest online and face-to-face training courses and partner-only events.

Last year, we changed our go-to market strategy from direct to channel. From being restricted to limited partners, our channel base has expanded. All our products are available through partners, bringing increased agility, decisiveness and investment capability.

Vertiv announced the launch of ‘Vertiv Xpress – Partner Drive’, a partner focused initiative to showcase our complete stack of critical infrastructure solutions. Launched in January, this multi-city initiative will engage partners through programmes and work on collectively growing the partner’s business. From our exhibit of 110 unique partners, 70 have been selected for this campaign and in total, 70 partner locations are considered to organize the partner driven events.”

SUNIL JOSE Senior Vice President and Country Leader Salesforce India “Our partners are at the core of what we do and are critical to our customers’ success, and our growth strategy. Together we are enabling companies to innovate faster, make intelligent, datadriven decisions, and operate at scale. Salesforce created the first and biggest “born in the cloud” partner program, which has become a differentiator for Salesforce as customers are using the cloud to digitally transform. The Salesforce Partner Program offers a truly connected ecosystem approach.

We have one connected partner ecosystem that collaborates to meet every changing need of our customers. Due to customer expectations, we continue to see a convergence of SIs and ISVs, as SIs invest in their own IP, creating solutions that can plug and play to meet customers’ transformation needs. The ecosystem includes global and regional consulting partners, digital agencies, ISVs, system integrators, and resellers focused on accelerating customer success.

In India, a significant portion of our new business was generated with our partners. The Salesforce Partner Community is a “one-stop shop” for education, enablement, and engagement. Most recently in India, we strengthened our association with Ingram Micro. Through this alliance, Ingram Micro will expand and foster the use of Salesforce’s market-leading sales, service marketing solutions and platform to businesses of all sizes across India, empowering them to deliver even greater customer success. One of the key values of our partner Ohana—or extended family—is trust. And this trust is built on transparency in the way we communicate with our partners. The goal of the Salesforce Partner Program is to help partners of all sizes grow and succeed.

Our partner ecosystem remains one of the most important pillars of our success, and we recognize the value that each of our consulting partners contributes to delivering the best customer experience in the industry. Ultimately we aim to satisfy the demand placed by our customers and ensure that Salesforce is a viable platform for our partners to build a business on.”

VAIBHAV KSHATRIYA Director, Channels & Services Sales Avaya India “Any business’s growth is linked to the growth of its partners, no matter which level they sit at.

Avaya & Friends is an initiative to drive our global alliance programs through our open standards approach to business. Through the programs underneath the Avaya & Friends umbrella such as Avaya DevConnect, Avaya A.I.Connect, and the Avaya Innovation Partner Program, we are making highly advanced solutions available to channel partners, who can use them to propose innovative, vertical-specific technologies for their customers. We are making it easier than ever for our channel partners to grow their businesses and to position themselves as leading innovators.

Through Avaya & Friends, we are providing a path for channel partners to move from one value proposition to more advanced ones. Partners will be able to go from box-shifting to solution selling; from solution selling to innovation building; and from innovation building to enabling true business transformation.

A lot of vendors signed onto our technology partner programs are Avaya ‘Friends’. We are working with established and reputable partners such as Verint, Nuance and Sestek to offer conversational and cognitive AI solutions. NVT Phybridge is another important Friend – with this partnership, Avaya is able to make deploying Internet of Things solutions quick, easy and cost-effective.

For partners today, it’s a constant battle to keep ahead of the technology curve and innovation game. That’s the issue we’re addressing with Avaya & Friends. Our alliance programs result in industry-specific solutions that would normally be expensive and time-consuming to deploy."

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COVER STORY KALYAN DEEP RAY Manager - Global Partners CommScope, India & SAARC “Our partners are ambassadors of our brand and trusted advisors of our technologies and solutions to our customers. One of our highest priorities is for our partner community to have the best-in-class workforce to provide services and consultation to our customers. It is just as important for our partners to add value to our products.

CommScope believes that strong collaboration between Partner, CommScope and customer— sharing the goal of solving a problem, is the best way to bring CommScope solutions to the market.

Our partners provide a voice for the customer that leads into our ever-growing innovation pipeline.

That is why CommScope’s PartnerPRO Network is designed to help the channel manage new opportunities in today's competitive and challenging market.

Our PartnerPRO Network consists of consultants, integrators, installers, distributors and alliance partners trained and certified by CommScope to deliver the company’s broad range of network solutions. CommScope builds programs around our six Partner types to support our market solutions.

To keep up with the changing needs of how customers access the information and interact with partners, CommScope introduced the PartnerPRO Portal. This new portal is considered a collaboration software tool that pairs the needs of CommScope customers with our PartnerPRO Network members.

To empower our partners, CommScope has taken a number of steps, including offering partners training and certification through its market leading CommScope Infrastructure Academy, among other benefits.

With the growing partners’ network, it is not enough to just provide partners with innovative solutions and products that is why we also work with them on training to provide an even deeper level of value, in addition to helping them keep abreast of our latest offerings and industry setting standards.

With ARRIS and Ruckus Network joining CommScope, we are able to offer more value to our customers. Our diverse and capable 10,000+ partners support customers in more than 150 countries.”

RAGHURAM KRISHNAN Director – Partner Citrix India “Globally, Citrix partners have delivered an incredible number of new Citrix Cloud customers and helped grow our cloud business by over 300 percent.

We expect this to be a great year for us and our channel partners as they will experience vast opportunities in growing their business with us. From a growth perspective, one of our key strategies is geographic expansion in Tier 3 and Tier 4 cities, as this helps us take our offerings to the underrepresented markets in the country. We are also looking to shift our focus towards significantly growing our addressable market with new offerings. Having recognized the constantly evolving and growing market, we also keep revamping our GTM and marketing strategy.

Additionally, in order to better address customer requirements, we have gone one step ahead and begun training our distributors. This enables them to reach the level where they can make endcustomer calls along with their partners. We want to enable our partners to conduct business with customers, with minimal involvement from our team. We also maintain regular communication with our partners, so we can assist them wherever they need our support.

Along with our standard sales and pre-sales training that we conduct on a consistent basis, we also have 3 levels of certification for our partners – Silver, Gold and Platinum. Any partner who registers with us is a Silver partner, basis the specializations of the partner along with the revenue generated by the partner on an annual basis, the partners further get classified as Gold & Platinum partners with Platinum being the highest level of certification. We believe our partners play a crucial role in enabling our growth. Their industry knowledge and insight backed by technical expertise help us in effectively reaching out to our customers."

ASHISH P. DHAKAN MD & CEO Prama Hikvision India “We have placed considerable emphasis on building our channel network in India through partner program in a focused and consistent manner over the years. Continually developing and growing our partnerships to meet evolving customer need across India, is the heart of our business.

We are implementing a channel partner program to evangelize new technology trends, applications and products. It is time to reimagine partner program by understanding the changing dynamics of channel ecosystem. We are keenly observing the channel data at Micro and Macro level and is helping us to promote new products and technologies like Artificial Intelligence, AI Cloud, Deep Learning, Robotics and Machine Vision.

An effective partner program spurs growth of the channel so it remains the most important part of channel expansion strategy. At Hikvision, we value the partner program immensely as it provides the best for growth. It further helps in maintaining opportunities in legacy products while opening new revenue streams in emerging technologies and solutions.

The key factors that contribute for a successful partner program does not necessarily include the fringe benefits like rebates and front-end discounts. There is a strong need for alignment between capabilities, resources and vendor portfolio of the distributor to the targeted channel partners and their customers." n

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FACE TO FACE

Numeric has been enabling its clients to optimize their business with top-notch power solutions that promise seamless and clean power with controlled environmental footprints. With its 5 world-class manufacturing units, 255 service locations and 900+ trained field technicians, Numeric is one of the leading UPS manufacturers in the country.

Being a part of the Legrand Group since 2012, Numeric is a 34-year-old company and part of 6 billion Euro conglomerate. It has succeeded in building a credible clientele base spread across different domains including BFSI, Government, Telecom, Healthcare, IT/ITES, Datacentres, Process Industries and SOHO. Palash Nandy with his 29 years of experience in the Electrical and Digital Infrastructure industry has garnered rich experience in diverse business functions like strategic planning, market segmentation and product development, in managing a team of 1800+ professionals working at Numeric. He has a reputation for managing diverse teams, incorporating best practices and encouraging cross-functional team participation.

PALASH NANDY CEO, Numeric

NUMERIC crosses One Million Installation base in India FACT SHEET • Rs. 2300 cr turnover with 5500 people • 3 manufacturing units • Power back-up and power conditioning expert company • 1,800 employees • 255 Service Centres • 1,000,000+ Installation base

Talking about the growing market in India, Palash Nandy, CEO, Numeric INDIA - A Group Brand Legrand said, “We are focusing on three-phase UPS, as it is a growing market in the country. Our focus will be on few markets and segments which are growing faster such as IT, data centres, government, infrastructure, education and healthcare. Our strong focus is on both the IT and Enterprise distribution channel that brings 45% business.”

Palash further added, “Our Product range are from the Line interactive UPS, Single phase UPS 3 Phase UPS, Modular UPS, Home Inverter and Industrial Stabilisers and the Products are ranging from 600 VA to 21 MW, achieves more than one million installations and give us the confidence to attend to our customer’s needs at even the remotest location of the country.”

Explaining about the focus areas and the company’s success factors, Palash says, “We are participating in various tenders including the smart city, rural WiFi and a lot of UPS that are been required to empower the digital India. This brings an opportunity for growth. We participate in the GeM (Governments e-marketplace), and this brings us a huge opportunity in terms of reach. We believe that the IT/ITES, Govt, Infrastructure & Healthcare segments will grow faster than the rest of the segments. We are very well placed to take advantage of this potential that India offers today.

We have 252 strong customer base spread over 720 cities with our dedicated 900 technicians present in the country. Our major customers are from the BFSI sectors. Our key success factor is our service quality and it’s a vital part of our business. Numeric has the distinction of being the only company with a vast service network. People are the driving force behind our organisation success. We have a work culture that fosters learning at all stages.”

F5 completes the acquisition of NGINX

Samsung launches #India Ready Action' digital campaign

F5 Networks has completed the acquisition of NGINX, an open source leader in application delivery. On March 11, 2019, F5 announced that it had entered into an agreement to acquire NGINX.

Samsung has launched a nationwide digital campaign called ‘India ReadyAction’ for empowering Gen Z and millennials in India, by capturing and sharing videos of Real India through their smartphones.

Under the month-long campaign, participants are required to capture and share 60-second videos of their vision of ‘Real India’ that will break any stereotypes that may exist about the country in the world.

The combined company will enable multi-cloud application services across all environments, providing the ease-of-use and flexibility developers require while also delivering the scale, security, reliability and enterprise readiness network operations teams demand.

Together, F5 and NGINX bridge the divide from applications to infrastructure—and from developers to operations teams—for the first time – • Their combined solutions provide visibility and capabilities from the application server to application delivery.

• Together, they bring an unmatched portfolio of solutions for customers in a modern world, while maintaining security, manageability, and reliability.

• Today’s application companies can now confidently use modern technologies for every app—and the open source community can expect continued contributions from the global leader in application services.

The campaign is essentially targeted for 'empowering Gen Z and Young Millennials'. Through this initiative, Samsung aims to provide a platform to demolish the stereotypes with content showcasing the cultural richness, diversity and vibrancy of the country, through their lens, the company said in a statement.

The videos needs to be posted on Instagram by tagging @ SamsungIndia and using the hashtags #IndiaReadyAction, #City and #Theme. Videos can be shot using any smartphone. As part of the #IndiaReadyAction campaign, Samsung will announce 7 lucky participants who will get the latest Galaxy A70 smartphone. It will also be organizing a Consumer Workshop in partnership with Instagram at the iconic Samsung Opera House in Bengaluru on May 17, where consumers can learn how to create good videos. The campaign has been conceptualized by Samsung’s creative agency Cheil India and has already been initiated through the launch of a campaign video.

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INDUSTRY EVENT

Citrix is bridging people and technology Citrix Synergy 2019 witnesses how the future works. To understand better on the power of transformation, thousands of technology leaders from across the globe gathered in Georgia World Congress Center, Atlanta, GA. The three day conference from May 21-23, 2019 witnessed how Citrix is bridging people and technology.

employees to work seamlessly across the channels and devices they prefer. Through new integrations with some of the most commonly used collaboration tools, including Microsoft Teams and Slack, content can be delivered to employees in one constant stream, eliminating the need for them to switch context.

Citrix provides specialized solutions to power the future of work. The synergy showcases how Citrix industry solutions can help drive digital transformation for businesses, including Citrix Workspaces, since work is no longer a place, it’s a dynamic activity that people expect to be as adaptable as they are and the Citrix Workspaces deliver just that and Citrix Networking solutions provide complete app reliability.

“We’re bringing the simplicity and utility we enjoy in our personal lives to the workplace and shifting the focus of work from applications that aggravate to actions that matter to engage the entire organization and improve the employee experience,” said Hough. Other solution is also unveiled including - Managed Desktops as a Service, Expanded Workspace Security, Malware Beware, a Superior Experience, a Unified View and a Better Way to Work.

David Henshall, President and CEO of Citrix, said on his Key note address,”As companies move more apps to the cloud, they need an easy, secure way for employees to access them anywhere, anytime from any device. In delivering Citrix Workspace for Google Cloud, we are enabling our customers to accelerate their digital transformations and deliver a simple, intuitive experience for their users.”

“Many of our customers have existing software and infrastructure investments, yet still want the freedom to invest in their cloud future,” said Rob Enslin, President Global Customer Operations, Google Cloud. “In expanding our partnership with Citrix, we can better help these customers with their transformations by enabling them to access and run the apps their businesses depend on anywhere—simply, flexibly and securely.”

Citrix has announced various solutions to make the workspace smarter through nextgeneration intelligence capabilities that allow companies to deliver a unified and contextual experience across any device or network that engages employees and enables them to perform at their best. The enhancements were unveiled at Citrix Synergy.

“There’s a lot of noise in the workplace today that keeps us from doing what we want and are paid to do,” said PJ Hough, Chief Product Officer, Citrix. “At Citrix, our solutions are designed with one thing in mind: eliminate distractions so that people can focus on work that matters and do what they do best.”

“Employees today deal with as many as 11 different apps a day to get their work done. And most of their functionality goes unused or makes tasks more difficult as employees spend too much time — almost 10 hours a week — searching for the information they need. The overload and complexity hinder employee experience and lead to low levels of employee engagement. That must change,” said PJ Hough.

Through Citrix Workspace, companies can provide single sign on access to all the apps and content employees prefer to use in one, unified experience, including out-of-the-box integrations with more than 150 enterprise applications such as Salesforce, Workday, SAP Ariba and SAP Concur, ServiceNow, Microsoft Outlook and G Suite.

Planned integrations with the most widely used identity and access management providers, including Okta, Ping, Radius, and GoogleID, combined with Citrix Workspace security controls will enable them to deliver these apps more securely than operating them natively.

Work without Constraints

Most of us work from an average of four locations a day. With Citrix Workspace, companies can provide a superior experience that enables

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“With more than 400,000 organizations including 99 percent of the Fortune 100 and 98 percent of the Fortune 500 use Citrix solutions to power a better way to work.There’s a lot of noise in the workplace today that keeps us from doing what we want and are paid to do. At Citrix, our solutions are designed with one thing in mind: eliminate distractions so that people can focus on work that matters and do what they do best,” said PJ Hough, Chief Product Officer, Citrix.

A Better Way to Work

“Technology is an engine of innovation. But in many ways, it has stalled and become a barrier to productivity and progress,” Hough said.

“At Citrix, our mission is to deliver the experience, security and choice our customers need to spend less time managing technology and more time harnessing it to deliver a compelling employee experience that transforms business results.”

Enabling Digital Transformation, Citrix is bridging people and technology to bring better experience, security and with varied choices to build work platform for all employees, there have been always a demand for unified and secure work place.

To complement Citrix has launched, workplace intelligent experience- with Local application support, which are Intelligent and compelling experience to power a better way to work anytime, anywhere, with digital workspaces that will help organizations unlock innovation, engage customers and boost productivity.

Lastly, organizations are moving forward in their journey to the hybrid multi-cloud with Citrix as their partner of choice. The Citrix Synergy 2019 witnessed various innovations that will make the customers’ journey into the future of work more flexible and easier. n

Citrix revolutionizing the Workspace segment Citrix Systems, Inc. has announced plans to extend its Workspace to Google Cloud, expanding the flexibility and choice companies have in transitioning to the cloud by enabling them to quickly and efficiently deliver apps to Google devices and operating systems and create a superior digital work experience that unleashes productivity and innovation.

The news came during Citrix Synergy, the premier digital work conference taking place in Atlanta this week.This move has designed to provide companies with greater flexibility and choice in enabling superior digital work experience.

simple, intelligent experience that boosts engagement and productivity by reducing frustration from constantly switching apps and searching for information.

“As companies move more apps to the cloud, they need an easy, secure way for employees to access them anywhere, anytime from any device,” said David Henshall, President and CEO, Citrix. “In delivering Citrix Workspace for Google Cloud, we are enabling our customers to accelerate their digital transformations and deliver a simple, intuitive experience for their users.”

“There’s a lot of noise in the workplace today that keeps us from doing what we want and are paid to do,” said PJ Hough, Chief Product Officer, Citrix. “At Citrix, our solutions are designed with one thing in mind: eliminate distractions so that people can focus on work that matters and do what they do best.”

Extending Citrix Workspace beyond its Virtual Apps and Desktops for companies using Google Cloud will enable them to modernize their apps and deliver unified access across Google devices and operating systems to create a productivity powerhouse for employees and IT administrators alike.

Planned interoperability with Google’s Cloud Identity, for instance, will allow for the seamless authentication of users using G Suite credentials to access Citrix Workspace, which will provide a more secure and unified end-user experience. In addition, the integration of intelligent capabilities into G Suite will enable companies to automatically notify employees of important events from their Google calendars through personalized feeds within Citrix Workspace. This will create a

In another announcement, the company said that it is making work smarter through next-generation intelligence capabilities that allow companies to deliver a unified and contextual experience across any device or network that engages employees and enables them to perform at their best. The enhancements were unveiled at Citrix Synergy.

Through Citrix Workspace, companies can provide single sign on access to all the apps and content employees prefer to use in one, unified experience, including out-of-the-box integrations with more than 150 enterprise applications such as Salesforce, Workday, SAP Ariba and SAP Concur, ServiceNow, Microsoft Outlook and G Suite.

Planned integrations with the most widely used identity and access management providers, including Okta, Ping, Radius, and GoogleID, combined with Citrix Workspace security controls will enable them to deliver these apps more securely than operating them natively.

With the infusion of machine learning and simplified workflows in Citrix Workspace, companies can transform the employee experience by not only organizing work, but guiding and making it smarter.

Synergy 2019 brings Innovations in Digital Workspace

Citrix Managed Desktop announcement comes into play

Citrix has played a significant role for enterprises in bridging the gap between people and technology. The new vision of Citrix is now Workspace and the company is taking it to the next level. In an exclusive conversation with VARINDIA at Synergy 2019 held at Atlanta, USA, Ravinder Kelkar, Area V.P & Country Head, India Subcontinent, Citrix Systems India said, “The modern workspace is going to be a significant change in terms of the impact we want to make on users. At the end of the day, it is all about connecting people with technology and how do we address the whole issue around experience, choice and security, all being integrated together to address user experience.”

Workspace happens to be Citrix’s platform; there is significant demand in the cloud adoption in India. The last 18 months of the company has been ramping up significantly.

As far as digital workspace is concerned, Critrix brings all together whether it is web applications, files data across multiple devices.

Elaborating on the scope in Workspace, Ravindra points out, “We have marked two key growth potential markets for workspace, one is a transformation, there are huge requirement in the IT infrastructure.

Second, public sector is making a huge leap of faith and corporate have been on that journey for some time. So we see huge amount of work that we can do in public sector.”

In an exclusive interaction with VARINDIA, Carisa Stringer, Sr. Director Product marketing-Citrix Workspaces discusses about Citrix solutions.

“When we talk about workspace, UI (User interface) as supporting services, brings a huge value to the it. As far as Workspace UI is concerned, it is the aggregator of all those different resources; it brings virtual absence of desktop. The new intelligence that comes from the micro apps is able to pull some of the top tasks out, we're really trying to make it from the centralized location to get the work done.

Synergy 2019 witnessed, the newer way to do the productivity from a user app. With a whole new era, Citrix is just building and expanding on the opportunities for their existing install base.

Citrix is into very highly regulated industries, strong concern on security.

Historically, Citrix has been referred and known for the virtualization of apps. Now, Citrix SD-WAN can be deployed in several deployment modes and provides the flexibility to integrate the appliances, both physical and virtual, into the customer’s existing networking design is concerned. Second, we see there is an opportunity to do many things with the Device Management. So, right now you have the endpoint management team, to access to apps and desktops to mobile applications that those hold into it. With the announcements, we are enhancing each one of those different services. To address the growing security risks we have cloud services that are becoming much easier for you and you don't need to have a big data center.”

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“Our target is to provide more technology in affordable prices to customers” Amidst hundreds of other home-grown Indian brands Detel does not compare themselves with any Indian Brand. With their in house R&D Team, the focus is on carving a separate space in the market for their products. The handset company hits the market with the most economical feature phones. DETEL believes that technology is no longer a luxury but a necessity. The brand has about 15-20 feature phone models in the market and will be launching more products.

Detel perceives a great opportunity in Indian handset market as the country has a population of almost 1,350 million people and out of that around 400 million are not yet connected. Bhatia observes, “India has a population of almost 1,350 million people, out of which around 400 million, are yet to be connected. The smart phones market share is 38%, rest 62% is feature phone and there is a huge scope which needs to upgrade from 2G phones to smart Phones. Our target is to provide more technology in affordable prices to customers. Resulting to this we upgrade our models regularly, our pricing is aggressive and we have nationwide after sales service for our customers.”

Strategy With 20 years of experience in telecom industry, it has its own R&D teams which help the company to innovate. It aims to provide technology in reasonable price to customers.

“We have an expertise of more than 20 years in telecom industry, also we have our in house R&D Team, which makes us do what we are doing. We do not compare ourselves with any Indian brand. Our target is to provide more technology in affordable prices to the customer. As a result, this we upgrade our models regularly, our pricing is aggressive and we have nationwide after sales service for our customers, says,” Bhatia.

Continuing on this he further adds, “As per Detel’s business philosophy, price is power and customer is a King. With this philosophy, we are filling the gap between desirability and affordability.”

Detel first creates awareness about its products and then its sales team pitch to the partners. The company also takes care of the profitability of its channel partners.

Talking about its go to market strategy for channels, Bhatia highlights, “We first create awareness over product with economical price and good feature then our sales team pitch to the channels.

We ensure profitability to our channel partners.”

Target Verticals The company has a distribution strategy of reaching out tier 3 and 4 cities through LFRs and online retail. It also has a “Our target verticals are feature phones, mobile accessories, LED TVs, refurbished smartphones, speakers. Our distribution strategy is to reach to tier 3 and 4 cities through LFR

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In a chat with VARINDIA Yogesh Bhatia, Founder and MD, Detel shares his views about the feature phone market, strategies, refurbished market etc.

outlets like Mac- Spar, Reliance Market and leading chains,” says Bhatia.

Service Support Speaking about the service support, Bhatia mentions, “Regarding mobile phones we have 500+ service centers and for TV we have onsite warranty through our tie up with around 247 companies which serve as an appliance buddy for all home appliance post-purchase needs i.e. from installation to disposal.”

Refurbished Market Detel has forayed into refurbished market with a new brand entity, PreLoved Device.

The company finds immense possibility in this segment which has pushed Detel to step into this segment.

“In our country all Indian brands are on struggling mode. Looking at the scenario, Detel sales research team identify the huge vacant area in refurbished smartphone segment which made us enter in the same segment in a big way under the brand name PreLoved Device.” n

FACE TO FACE

ITI bullish on a strong growth year in the wake of various opportunities

ITI Limited is a public sector undertaking in the telecommunications technology segment.

It has reported a turnover of 2051 crores for 2018-19, while in 2017-18 it posted 1700 crores, therefore witnessing a 20% growth. The company is aiming at a growth 40- 50% in the next year.

ITI has upgradedits infrastructure in all its plants and is today manufacturing diverse productsthat also includes smart cards.

“We have also started manufacturing smart energy meter which is going to be the future product of ITI. A lot of requirements are going to come from state government like UP and Haryana and also fromEnergy Efficiency Services Ltd. (EESL). As far as smart energy meter is concerned, we are one of the two companiesthat manufactures it in the country.

We just have started manufacturing them and will very soon be deploying them on the field.

We will be in a position to manufacture them in huge quantities,” says K. Alagesan, Chairman and Managing Director - ITI Limited.

The smart energy meter is IoT enabled with a SIM card. ITI has received an order of Rs 25 lakhs for these smart meters.As there will bea huge requirement coming, ITI has started setting up a facility in Bangalore.

“Another project that we are getting into is the BharatNet Phase II project on an EPC (Engineering, Procurement and Construction) model. We are also working onthe Mahanetproject under the Maharashtra Government. We have taken up these projects on behalf of both the state governments and BSNL,” states Alagesan when asked about the current projects that ITI is working on.

Over the years ITI has created its own brand identity. It has started assembling and manufacturing many productsand each of these products speak for the brand that it stands for today. It completely believes in quality products thattries to distinguish the ITI brand from the rest. ITI does not believe in shortcuts and strictly abides by the systems procedures. Sharing further his views, K. Alagesan, Chairman and Managing Director - ITI Limited speaks to VARINDIA on what makes the ITI brand different ITI works together with backend partners.

As per requirement, ITI manufactures and supplies components, which includes solar panels, radio modems, OFC cables, ONT, OLT, which also happen to be its core competency products. But cabling and other things are done by its back-end partners.

ITI is also acquiring a plant in Raebareli for manufacturing core cables. As far as productivityis concerned, it has three lines in Raebarelli and one line in Palakkad.

“We have a strong manufacturing backbone.

Besides supplying products to BSNL, BBNL, EESL, we are also taking up the ASCON(Army Static Switch Communication Network) project, for which we are serving the Defence sector;we are pitching our products for the paramilitary forces, Assam Rifles, Ministry of Home Affairs, NTRO (National Technical Research Organisation) and many more. So for this defence communication network, we have given our end-to-end secrecy solution and the Army, the Air Force and the Navy are together integrated into this network,” explains Alagesan.

Another success story of ITI is that it has its own datacenter for which it has invested close to 200 crores. It has partnered with TrimaxIT Infrastructure & Services who acts as a consultant for the datacenter. It is running as a Tier 3 plus datacenter and has a capacity for 250 -300 racks, which can further be expanded to 1000 racks.

“There are further plans to set up one more datacenter in Naini, Allahabad,” adds Alagesan.

ITI has also setupa smart cardmanufacturing facility, where it has put in four lines.Each line can manufacture 1000 cards per hour.

Itsautomated system can therefore churn out1.5 crore cardsper year.

“So we have the capability to manufacture and supply smart cards too. Getting an accreditation for manufacturing NPR cards or any smart cards is really difficult. But we are fortunate to have received the accreditationby NPCI,” he says.

ITI has also tied up with many as 25 to 30start-up companies, whom it has identified and is in the process of tying with many more.

It tries to create a synergy between thestartupcompaniesand ITI so that it is in a position to meet their requirement.

“We already have a Start-up hub with hundred seats;our aim is to have 1000 more seats. We try to provide them facilities like WiFi, power, table &chair and whatever they need to work on a daily basis,on a weekly basis or a monthly basis. For instance a hardware guy wants to access our 3D printing facility, we will manage it for himor if he wants to the PCB assembly service, we will provide it for him. So any sort of help they require, we are there to help them. Additionally, if any start-up has any good ideas, we can back them up and take it forward,” Alagesan explains. n

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Movers & Shakers

Schneider Electric India names Jaya Mahadevan as Director - Distribution & IT Channel Business

Schneider Electric has announced the appointment of Jaya Mahadevan as the Director - Distribution & IT Channel Business for Secure Power, Greater India. Jaya takes over from Gurudutt who is moving into a new role as Director Medium Offer and Special Projects, India and will be responsible for Home and Business Networks (HBN). Gurudutt will be working closely with Tarunjeet Sarao, Vice President, Home & Business Networks, Schneider Electric.

Jaya brings with her 23 years of experience of Channel Sales and marketing to her current role, she has previously led multiple functions at IBM for 17 years and her last assignment was as Country Manager for Software Channel Sales.

Philips India names Kalavathi GV as the new CEO of Philips Innovation Campus

Philips India has announced the appointment of Kalavathi GV as the new Chief Executive Officer (CEO) of the Philips Innovation Campus (PIC) in Bengaluru. Kalavathi, currently the head of Global Customer Service and Operations for Philips’ Healthcare Informatics business, will succeed Srinivas Prasad M R, who as CEO of PIC for the last 6 years was instrumental in establishing PIC as a global innovation hub for Royal Philips.

The new PIC CEO Kalavathi has over 23 years of experience in business, product segment and engineering leadership and has led global teams handling projects that span product, solution development and delivery lifecycles.

CoWrks names Rajat Gupta as Chief Growth Officer

CoWrks has announced the appointment of, Rajat Gupta as Chief Growth Officer. Rajat joins the organisation with twenty-two years of extensive experience in the real estate industry.

Prior to his role at CoWrks, he was Managing Director for Advisory and Transaction Services at CBRE, where he was leading the Office Occupier Services vertical for India.

With more than 25,000 members and 25 centres, CoWrks is one of India’s fast-growing workspace solution providers, offering a collaborative working environment for large enterprises, SMEs, startups and freelancers. Rajat’s new innings with CoWrks will build on this position of strength while pursuing a clear vision for change and value creation. He will report to Abhishek Goenka, Chief Executive Officer, CoWrks.

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Qlik appoints Geoff Thomas as Senior VP to lead APAC business

Qlik has announced the appointment of Geoff Thomas as Senior Vice President for Asia Pacific. Based in Singapore, Thomas is responsible for leading Qlik’s business and operations for the region with a focus on driving customer success and business growth. He will also be responsible for strengthening Qlik’s go-to-market strategy and execution with channel partners while building out Qlik’s team in the region.

Thomas brings over two decades of experience in helping enterprise customers seize new technologies to drive business growth while building and leading high-performance sales teams across Asia Pacific. Prior to joining Qlik, Thomas held key leadership positions with D2L, Polycom, Juniper Networks and Microsoft and most recently served as Vice President of Asia Pacific and Japan at OneLogin.

Mphasis appoints Anurag Bhatia as Senior VP and Head of Europe

Mphasis has announced the appointment of Anurag Bhatia as Senior Vice President and Head of Europe business. Anurag would be responsible for spearheading growth strategies, client pursuits and enhancing client success in the region.

Anurag has over twenty years of technology services experience spearheading multiple large outsourcing projects globally. He joins the European team from Mphasis US, where he has been part of the GTM unit for past five years, leading Service Transformation in his most recent role.This appointment reflects the company’s commitment to aligning the most-seasoned and innovative leader with the critical needs of clients and with growth opportunities in Europe.

Alibaba Executive Chairman Jack Ma rejoins the U.N.’s panel of SDG Advocates

UN Secretary-General António Guterres has reappointed Alibaba Executive Chairman Jack Ma to the U.N.’s panel of Sustainable Development Goals Advocates.

Jack first joined Alibaba group of 17 Advocates in early 2016 – the only representative from China and the only entrepreneur in the group. The SDG Advocates are tasked with raising awareness, inspiring greater ambition and pushing for faster action on the sustainable development goals adopted by world leaders on Sept. 25, 2015. Those goals are a blueprint to achieve a better, more-sustainable future for all. They address global challenges we face tied to poverty, inequality, climate, environmental degradation, prosperity, as well as peace and justice.

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