DT Year Book 2015 by Digital Terminal

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Digital TerminaL Year Book 2015

Year Book 2015 Digital Terminal

INDIAâ&#x20AC;&#x2122;S LEADING IT NEWS MAGAZINE

Content2015 DIGITAL TERMINAL

Flash back 2014 64 Big Byte 66 Major Launches 70 Changing Guard 74 Acquistion

Mobility

3D Printing

Cyber Security

Cloud Computing

IoT

Advanced Analytics

Smart Machines

SDN

Web-Scale IT

Risk Based Security

Advertisement Index 2. Ricoh India 3. HP India 4. Fenda Audio 5. Dell India 8. Zebronics 29. Uniline 37. ADATA

42. DT 47. Microtek 57. Kingston 61. Intex 75. Netprotector 85. Maxsecure 101. TP-Link

Digital TerminaL Year Book 2015

18. Dell India 19. Sandisk 20. WD 22. Kaspersky 23. Ricoh 24. Emerson 26. Kingston 27. Trend Micro 28. ADATA 30. Gigabyte

17 111. eScan 113. Cyberoam 121. Kaspersky 122. Sandisk 123. Canon 124. Wintab

31. Seagate 32. Asus 33. TP-Link 34. Fenda Audio 35. Xerox 36. APC 38. Netrack 39. Maxsecure 40. Rapoo 41. Allied Telesis

Channel

Roadmap

43. Astrum 44. Zebronics 45. NNR IT 46. Eset 48. eScan 49. Intex 50. k7 Computing 51. Cyberoam 52. Microtek 53. Sakri

54. Rashi 55. Sophos 56. Amkette 58. Global 59. iValue 60. Smartink 62. Corsair

TOP 10 National

distributors

Meet your boss

78. P Krishnakumar 79. Hemal Patel 80. Rajesh Gupta 81. Altaf Halde 82. Vinay Shetty 83. Manoj Kumar 84. Sanjiv Krishen 86. Rajesh Bansal 87. Govind Ramamurthy 88. Khwaja Saifuddin 89. Manoj Jain 90. Peter Chang 91. R.K Bansal 92. Kris Hagerman 93. Ravi Lakshman 94. Ankesh Kumar 95. Narendra Bansal 96. Sunil Garewal 97. Jason Xu 98. Jagannath Patnaik 99. Richard Tan 100. Rajesh Doshi 102. Vishal Parekh 103. Suneet Singh Tuli 104. Prashant Prakash 105. Sanjay Pradhan 106. J. Kesavardhanan

1. Ingram Micro

6. Rashi Peripherals

2. Redington India

7. Iris Computers

3. HCL Infosystems

8. Supertron

4. Savex Computers

9. Neoteric

5. Compuage

10. Global Infonet

TOP 10 Emerging

distributors

Creative Peripherals

Lalani Infotech

Fortune Marketing

Mediaman Infotech

GoIP

Sakri IT Solutions

Inspan Infotech

Savera Marketing

iValue Infosolutions

V R Infotech

Digita Terminal year book 2015

Publisher & Editor Executive Editor Associate Editor Editorial Coordinator Consulting Art Direction Visualiser Senior Graphic Designer Graphic DesigneR

: Rajeev Ranjan : Jyoti Janda : Rita Sharma : Archana Rawat : Vikas Sharma : Akriti Arora : Jasvinder Singh : Gopal Mandal

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RNI No. DELENG/2010/31992

Administrator Head : Priyanka Singh Production Head : Rajiv Singh Marketing Executive : Balvinder Singh Circulation : Priyanka Marketing & Editorial Office: A-184, 2nd Floor, Jeevan Nagar, Opposite Tikona Park, Maharani Bagh, New Delhi-110014, Ph: 011- 45160276 Email: editorial@digitalterminal.in, info@digitalterminal.in Not For Sale. Complimentary Copy With Our Digital Terminal February 2015 Issue

Year Book 2015 Digital Terminal

Simulating trust through 31 branches, serving at 105+ service centers.

www.zebronics.com

/zebronics

@zebronics

22 Awards 2012-2015

Publisher’s Note

Foreword

We are pleased to share that Digital Terminal is celebrating its 5th Anniversary. In January, 2015, we completed five years of our existence or in other words, five years of service to the IT industry. Since our inception in 2010 we have not looked back and pioneered with the quality and insightful content about the overall growth of IT business. DT Print is honestly working and serving the industry through true, accurate, exclusive and research-based editorial. DT Print is now one of the leading publications for IT channel partners in India. DT has also broken the barriers by pioneering on the digital platform as DT has tried to keep readers always informed on realtime basis through the website. Our sincere effort is at disseminating the news at the earliest. As a result, online medium of DT is currently ranked under 16k best sites in India (Source: Alexa). These milestones are the result of your unconditional support and association. Taking this journey ahead, I am pleased to introduce you to the first edition of DT Year Book. DT Year Book 2015 has been launched keeping in mind the focus required to push the business at the beginning of the new calendar year. This book will help partners to understand their vendors’ channel plans and marketing strategies for year 2015. The Year Book will keep partners informed about their respective brands and their roadmap. More than 50 leading brands have participated in the Year Book and helped us to complete the ‘HANDBOOK FOR THE ENTIRE IT BUSINESS’. I thank all stakeholders for providing valuable inputs which helped us in bringing this highly informative book for the channel fraternity. We are really thankful to all advertisers who laid trust in us and extended their support for the DT Year Book 2015.

This is a very proud moment for our publication as we are announcing the DT Year Book 2015. It makes our 5th anniversary celebrations even more special. First edition of the DT Year Book is a Complete Handbook for Entire IT Business. Of late we have all seen the problems faced by our channel partners though largely due to an encroachment into their territory by e-commerce players. Traditional partners have come united to safeguard their future interests. Even vendors have offered them clear support. To make this bonding much more effective at this crucial stage, DT felt the need to bring a handbook for channel partners who can understand their vendors better right at the start of the year and get a sneak peek into their channel plans as well as roadmap for year ahead. In the section ‘Channel Roadmap 2015’, we have clubbed together vendors’ plan and strategy for their channel partners. ‘Meet Your Boss’ is yet another interesting section in the book which reveals personal facts about the bosses and business heads. ‘Flashback 2014, quickly, runs you through all major news and launches from the turf of IT industry in 2014. ‘Top Ten Tech Trends’ gives you the sense of the industry it is heading towards. These trends will also help partners to understand the upcoming opportunities. We have also prepared the Top 10 National Distributors list based on our own evaluation and information available in open domain. However, the listing of TOP 10 Emerging Distributors has been done purely on the basis of their market reach, product-line and their aggressiveness to change the rules of market. The DT Year Book 2015 will definitely help partners in accessing required information for their growth. We thank all brands for their support and participation in the DT Year Book 2015. Jyoti Janda Executive Editor

Rajeev Ranjan Publisher & Editor

Printed, Published and Owned by Rajeev Ranjan from S-560, IInd Floor, School Block-2, Shakarpur, Delhi-92. Magazine printed at Sangat Printers, Naraina Industrial Area, Phase I, New Delhi. Editor Brajesh Kumar. All rights reserved. Reproduction in any manner, is prohibited. Every possible care has been taken to print this magazine as the content have been sourced from in house writers, as well from other reliable sources including freelancers and content writers. We can not be held responsible for any mistakes or errors. We do not take responsibility for its absolute accuracy. All disputes are subject to the exclusive jurisdiction of competent courts and forums in Delhi only.

Digital TerminaL Year Book 2015

echnology is all set to transform the way organizations work. Keeping in mind all aspects we have compiled a list of hot tech trends for 2015 The year 2015 is going to be a momentous year as far as IT is concerned. Technologies such as big data, IoT, cloud, social and mobility are going to steal the limelight and, that too, for a reason. Businesses have begun to seriously look at these trends. In the year 2015, there is expected to be more growth of mobility devices whereas demand for personal computers will continue to be flat. But this is not a bad news for HP, Lenovo and Dell. They have jumped into the fray with their mobility devices as well. They only need to compete in a highly competitive space where big players such as Apple, Samsung, Blackberry and Microsoft are already struggling for their marketshare in the presence of homegrown companies such as Micromax, Karbon,

Lava and others. Similarly the new government has added spice in the market with their increased focus on digitization and smart cities. Experts believe that these two things will have a huge impact on the tech trends in India. While all of this takes place, we have clubbed a list of hot tech trends for 2015. We have kept in mind various reports and expert articles. Given our sense of judgment coupled with expert opinion, these trends are expected to have a significant impact on organizations over the next three years and may require major investment. As with any changes to business processes, these trends will affect IT departments and end users, as well as long-term planning, programs and initiatives. The coming yearâ&#x20AC;&#x2122;s trends will be focused on merging the real and virtual worlds, data intelligence gathering, and shifting to a digital business model. Here are the top 10 strategic technology trends for 2015. Year Book 2015 Digital Terminal

Tech

Trends Mobility The traditional PC players are still in fray and will exist even in the future but their business is no longer a cakewalk. Users have demonstrated their dislike for one form-factor. They are after new devices inspired by mobile phones. There is a significant rise in tablet and smartphone sales. Even these devices are selling in various form-factors. There is no undisputed champion of this market. With Apple and Android devices ruling the landscape, the market is scattered. Despite this, experts believe that this space will continue to witness growth as enterprises are willing to adopt and adapt to new trends such as BYOD (bring your own device) and cloud. In recentl times, a host of corporate houses have shown interest in adopting mobile devices for their salesforce. Gartner also predicts an increased emphasis on serving the needs of the mobile user in diverse contexts and environments, as opposed to focusing on devices alone. “Phones and wearable devices are now part of an expanded computing environment that includes such things as consumer electronics and connected screens in the workplace and public space,” said one of their analysts recently. “Increasingly, it’s the overall environment that will need to adapt to the requirements of the mobile user. This will continue to raise significant management challenges for IT organizations as they lose control of user endpoint devices.”

Digital TerminaL Year Book 2015

The Internet of Things (IoT) The networks are set to break all boundaries. Enterprises, governments and various other agencies are realizing the worth of investing in technology that gives them automatic updates about everything. It is also described as the combination of data streams and services created by digitizing everything which creates four basic usage models — manage, monetize, operate and extend. These four basic models can be applied to the Internet of Things (IoT). Also known as Maschine2Maschine communication, enterprises are poised to improve the customer experience. Now you need not order goods your refrigerator will do it for you through sensors installed in it. Traffic lights will automatically go off if there are no vehicles on the road and will turn on when there comes one. The IoT is believed to be a one step further in making the world smart. In India, IoT can save millions of dollars with efficient usage of resources. There is huge applicability of IoT in retail, pharma, healthcare and other verticals. We have started to see the usage in the form of NFC, RFID, etc. This will grow beyond we can think of.

Tech Trends 3D Printing Manufacturing products has been always hot. But the advent of 3D printing has changed the dimensions completely. It allows you to print objects at the flick of button. You need not long-drawn, heavy investment manufacturing processes. This is visible from the response to the 3D printing from the world over. In the coming year, worldwide shipments of 3D printers are expected to grow 98 percent, followed by a doubling of unit shipments in 2016. 3D printing will reach a tipping point over the next three years as the market for relatively low-cost 3D printing devices continues to grow rapidly and industrial use expands significantly. New industrial, biomedical and consumer applications will continue to demonstrate that 3D printing is a real, viable and cost-effective means to reduce costs through improved designs, streamlined prototyping and short-run manufacturing. Even in India, 3D printing will play a major role in addressing the demand for different goods. Now a faucet will come out of printer which can be used in a tap in your bathroom. So is with other things.

Advanced Analytics While the world has seen a significant rise in data growth, businesses are struggling to use that data for prediction, prevention and growth. How can this be done? Analytics has been around. But their role is going to be even more critical. Analytics will take center stage as the volume of data generated by embedded systems increases and vast pools of structured and unstructured data inside and outside the enterprise are analyzed. In short, every mobile app now needs to be an analytic app. Organizations need to manage how best to filter the huge amounts of data coming from the IoT, social media and wearable devices, and then deliver exactly the right information to the right person, at the right time. So analytics are going to become deeply, but invisibly embedded everywhere. According to Gartner, Big Data remains an important enabler for this trend but the focus needs to shift to thinking about big questions and big answers first and Big Data second â&#x20AC;&#x201D; the value is in the answers, not the data. Year Book 2015 Digital Terminal

Tech

Trends Cybersecurity Given the amount of attacks on enterprises and government agencies in the previous year, there is going to be renewed focus on safeguarding the systems and networks. In information security circles, 2014 has been a year of what seems like a never-ending stream of cyberthreats and data breaches, affecting retailers, banks, gaming networks, governments and more. We can expect that the size, severity and complexity of cyber threats to continue increasing. This is the reason that enterprises are no longer in a mood to overlook this aspect and will take cybersecurity far more seriously. Incidents such as the Sony Entertainmentâ&#x20AC;&#x2122;s hacking fiasco and US governmentâ&#x20AC;&#x2122;s Twitter account hacking have set the alarm clocks on fire. In India, a number of enterprises are realizing the need to make their networks impenetrable. Industries such as financial services, manufacturing and healthcare are expected to spend huge money on cybersecurity.

Smart Machines Deep analytics applied to an understanding of context provide the preconditions for a world of smart machines. Artificial intelligence added to machines is setting the stage for smart machines. This foundation combines with advanced algorithms that allow systems to understand their environment, learn for themselves, and act autonomously. Prototype autonomous vehicles, advanced robots, virtual personal assistants and smart advisors already exist and will evolve rapidly, ushering in a new age of machine helpers. Well this is like realizing the Star War kind of situation. Experts believe that the smart machine era will be the most disruptive in the history of IT. While this is an early trend, it is believed to be on the rise. A number of smart machines will be used in industries such as manufacturing, healthcare and retail.

Digital TerminaL Year Book 2015

Tech Trends Cloud Computing The convergence of cloud and mobile computing will continue to promote the growth of centrally coordinated applications that can be delivered to any device. Why it is a hot trend even after a couple years is because it has the power and potential to transform the business landscape. Experts still believe that cloud is in its infancy and has to further mature. Organizations have adopted several models of cloud computing. But more of them are bullish to adopt hybrid model which is the combination of public and private cloud. An analysts believes that Cloud is “the new style of elastically scalable, self-service computing, and both internal applications and external applications will be built on this new style.” While network and bandwidth costs may continue to favor apps that use the intelligence and storage of the client device effectively, coordination and management will be based in the cloud. In the near term, the focus for cloud will be on synchronizing content and application state across multiple devices and addressing application portability across devices. Over time, applications will evolve to support

Software-Defined Applications and Infrastructure With the unequivocal emergence of the cloud and virtualization, a simple question arises. Is software taking over everything and anything? According to reports from Gartner, IDC, and others the answer is a resounding yes! Gartner recently published a report on the top ten IT altering predictions for 2015 and their findings were interesting and controversial. How big is the SDN market? Analyst group IDC claims the market will grow from $360m in 2013 to $3.7bn by 2016. Gartner further underlines that agile programming of everything from applications to basic infrastructure is essential to enable organizations to deliver the flexibility required to make the digital business work. Software-defined networking, storage, data centers and security are maturing. Cloud services are software-configurable through API calls, and applications, too, increasingly have rich APIs to access their function and content programmatically. To deal with the rapidly changing demands of digital business and scale systems up — or down — rapidly, computing has to move away from static to dynamic models. Rules, models and code that can dynamically assemble and configure all of the elements needed from the network through the application are needed.

Year Book 2015 Digital Terminal

Tech

Trends Behaving like large tech companies: Web-scale IT Another trend which has begun to show is Webscale IT which will enable organizations to behave like they are large tech companies. It is a pattern of global-class computing that delivers the capabilities of large cloud service providers within an enterprise IT setting. According to Gartner, “More organizations will begin thinking, acting and building applications and infrastructure like Web giants such as Amazon, Google and Facebook.” The changing model of IT and delivery is enabling all kinds of organizations to act like that. Web-scale IT does not happen immediately, but will evolve over time as commercial hardware platforms embrace the new models and cloud-optimized and software-defined approaches reach mainstream. The first step toward the Web-scale IT future for many organizations should be DevOps — bringing development and operations together in a coordinated way to drive rapid, continuous incremental development of applications and services.

Digital TerminaL Year Book 2015

Risk-Based Security and Self-Protection Security is one of the key aspects for any network. Organizations are trying to introduce more security checks and shields to make it difficult. We have kept this a little apart from cybersecurity. Organizations will increasingly recognize that it is not possible to provide a 100 percent secured environment. Once organizations acknowledge that, they can begin to apply more-sophisticated risk assessment and mitigation tools. On the technical side, recognition that perimeter defense is inadequate and applications need to take a more active role in security gives rise to a new multifaceted approach. Security-aware application design, dynamic and static application security testing, and runtime application self-protection combined with active context-aware and adaptive access controls are all needed in today’s dangerous digital world. This will lead to new models of building security directly into applications. Perimeters and firewalls are no longer enough; every app needs to be self-aware and self-protecting. As a step further, organizations are now serious to hire CISOs (Chief Information Security Officers) who will only look the security part. He/she will not be a CIO.

ost of the companies including the top distributors in the country voiced their opinion on several topics and came up with their roadmap for the year ahead. The ‘Partner Focused’ interviews bring forth several interesting facts such as – planned product launches, expansion plans, channel strength, post-sale service, business tactics, market challenges and future roadmap, etc. To sum up, while the year 2014 was full of challenges for some of them, others scaled heights, gained marketshare and won customer confidence. The interviews will also reveal how a majority of channel partners suffered because of the rising force called – E-Commerce. The online wave not only ate their margins but also business. Yet their faith in the traditional channel is intact. However, one thing which e-commerce has done is that they are able to think beyond and bring innovation in their business functioning which is a good sign as well as an indication of their preparation for the future.

Channel

Roadmap

Year Book 2015 Digital Terminal

Channel Roadmap

dell india

“We Streamlined Our Portfolio” Dell India has witnessed a robust growth in India on the basis of its new strategy. However, the company still dreams of reviving the PC adoption in India’s growing cities. P. Krishnakumar, Executive Director, & GM, Consumer & Small Business, Dell India outlines his channel plans with DT.

How do you rate the year 2014 for your company? 2014 has been a year of accelerated growth for us. We streamlined our product portfolio and expanded our device portfolio in 2014 with the launch of new form factors such as the Venue tablet family. We made changes to the way we do business to make Dell easier to do business with. We were focused on building innovative new form factors like the introduction of the Inspiron 2-in1 convertible notebooks, to match the changing usage needs of our customers. We grew our retail presence to 300+ Dell Exclusive stores over the last year to ensure that our consumer portfolio is easier to access. On the business side, Dell has charted sustained growth in the India market, growing over the course of a year from 11.8% in Q3 CY13 to 22% in Q3 CY14 in terms of unit shipment according to IDC’s Quarterly India PC Tracker.

In what ways did the channel help you steer your business forward? 20

Digital TerminaL Year Book 2015

Channel is a key driver for technology adoption in the country, since maximum growth is expected to be spearheaded through Tier 3 to Tier 5 markets. It is in these markets where the channel helps in expanding Dell’s reach, therefore contributing to technology penetration. We believe in thorough engagement with our partners – be it Dell Exclusive Stores (DES), multi-brand retailers or large format retail stores. We have direct contacts with channel partners in over 1000 cities and it is our robust channel network expansion that has accelerated Dell’s efforts to be present across the country, and to be accessible to a widespread audience.

310+ Dell Exclusive Stores. This rapid retail expansion is indicative of Dell’s widespread and growing presence across market tiers. We see immense potential in activating retail and channel presence in these towns and Dell believes in being accessible wherever the customers want to reach us. We are present across retail formats including Dell Exclusive Stores, Multi Brand Outlets, Large Format Retail Stores as well as Dell’s online retail platform – DESA (Dell Express Ship Affiliate) program through which customers can directly log in and make purchases online.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities?

Having worked closely all these years, Dell has come to enjoy a healthy relationship with the channel community. Considering our focus is to expand our presence in Tier 3 to Tier 5 towns in order to increase technology penetration, we believe that growing and nurturing the Channel is a primary consideration when it comes to growing our presence.

India’s growth cities present the next wave of PC adoption, and this will see fruition with an enhanced awareness and understanding about personal computing. We have a presence in 1000+ cities and towns through channel presence and as of early January 2015, have opened

Why should your channel partners feel motivated?

sandisk

Channel Roadmap

â&#x20AC;&#x153;Trending Flash Memory Brandâ&#x20AC;? Sandisk being leading memory brands in India witnessed a strong growth for all its products. Its channel network also supported the company in its growth. Rajesh Gupta, Country Manager India, Sandisk Corporation talks on his plans & strategies for Partners. How do you rate the year 2014 for your company? 2014 has been a very successful year for SanDisk. While we have been trending as the leading flash memory brand in the country, we launched a series of initiatives to engage with the channel and the consumers. Benefitting the channel by building a strong brand to launching leadership products and creating marketing programmes have been some of the key highlights of 2014. SanDisk launched some leadership products in 2014. SanDisk introduced the SanDisk Ultra Club Programme in 2014, an exclusive loyalty programme for top SanDisk partners. Designed to recognize, motivate and reward key partners and privileged members, the programme provides them an opportunity to earn rewards for focusing on SanDisk highperformance products.

In what ways did the channel help you steer your business forward? For SanDisk, channel partners have

always played an important role and we value their contribution to our success. Our strategy has been to work with key partners and to educate and motivate them for selling the broad range of SanDisk products across the country. We work extensively on the availability of our product range to the channel by working on the supply chain. That apart, we conduct regular training programmes for our partners through training event and web-based training tools.

What is your message to the channel community? SanDisk products are sold across 400+ cities in India through a network of 2000+ dealers. SanDisk channel partners are integral to our go-to-market plans in India and play a key role in our storage solutions business. We at SanDisk believe that our growth in India is a result of our strong channel partnerships and value our esteemed channel partner base and are constantly looking at various ways of engaging and connecting with them at different levels.

What will be your go-to-market strategy in 2015? How different would it be from 2014? India is an important market for flash memory storage solutions and has witnessed rapid adoption of consumer electronics such as smartphones, tablets, ultra-books, digital cameras and personal computers. The explosion of digital content is driving the need for more memory, and SanDisk is well positioned to serve the large, fastpaced Indian market. For more than 26 years, SanDisk has been committed to delivering breakthrough technologies that expand the possibilities of storage. We would like our legacy to continue in the years to come. SanDisk is committed to its large and expanding presence in the retail market. The smartphone and tablet markets represent two large opportunities for SanDisk. Today, SanDisk branded solutions for consumers are available in 300,000 storefronts worldwide, and our retail brand is recognized as a leading brand in key markets globally.

Year Book 2015 Digital Terminal

Channel Roadmap

Western Digital

“We Want To Be Part Of Govt’s Digital India Initiative” WD endeavoured to strike a fine balance between its product portfolio and partner-strategy. Khwaja Saifuddin, Senior Sales Director - South Asia, Middle East and Africa, WD shares more insights.

How do you rate the year 2014 for your company? We had an exciting 2014. We launched a whole host of advanced and userfriendly digital storage solutions for our consumers. We introduced our personal cloud solution for consumers, My Cloud, in India. With it also came the freedom to access your files from any location on any device without actually carrying a physical storage drive with you. All you require is an internet connection and a freely downloadable My Cloud application. We also launched My Passport Wireless drive in India. It is a Wi-Fi enabled device that broadcasts its own wireless network and allows connecting with up to eight devices at the same time. In recent times, surveillance has become a priority. We introduced WD Purple line of specialized surveillance drives that are specifically designed for the harsh 24/7 always on, high-definition surveillance environments.

In what ways did the channel help you steer your business forward? Our channel partners are extremely

Digital TerminaL Year Book 2015

important to us and consistently help in steering our business forward. We also conduct channel partner meets and training continually across major cities in India as well as in smaller cities to engage with our partner community. ‘WD Master Blaster’ is a way of reaching out to our channel partners at their doorsteps and updating them on our solutions in a fun-filled manner. ‘WD Ki Paathshaala’ consists of regular training sessions with our channel partners to apprise them of our offerings. ‘WD Contact Program’ helps to initiate and grow relationships with relatively new channel partners in the upcountry markets and provide them direct access to the company. The myWD Partner Program is specifically created to help our resellers, solution providers and system integrators grow their business

Have you chalked out the go-to-market strategy in 2015? We are looking forward to an exciting 2015 where we’ll be introducing new solutions and technology, especially storage for small businesses and enterprises. We would also like to be part

of the Indian Government’s Digital India initiative and the vision of developing 100 smart cities in future. Creative professionals and SMBs are one of the focus areas. We recently introduced personal cloud storage solutions for SMBs and prosumers in India. My Cloud EX2 and My Cloud EX4 systems belong to the My Cloud family of personal cloud solutions and are designed to fulfil data storage needs of creative professionals, prosumers, workgroups and anyone looking for a reliable way to save, share, back up, stream and manage massive amounts of digital data.

What is the X-factor to keep your channel partners motivated? Our channel partners and associates are very critical for us as they help us understand the trends and demands from different regions. They are the link between us and the users and remain the biggest contributors to our sales in India. We want to reaffirm our commitment to our channel partners and resellers through our outreach programs and meets.

Channel Roadmap

Kaspersky

“Poised For A 25% Growth In 2015 In B2C” Kaspersky Lab is focused on a healthy growth trajectory in 2015. Significantly it looks at strengthening its channel network to achieve its growth. DT had a conversation with Altaf Halde, Managing Director, Kaspersky Lab -South Asia on the sidelines of company’s plan for the whole year. How do you rate the year 2014 for your company? 2014 has been a year of consolidation and moderate growth for us. We had a change in our B2C distribution structure but we believe we are poised for a 25% growth in 2015 in B2C as our current distributors are well entrenched in tier 2 and tier 3 markets in addition to tier 1 markets. VR Infotech has a strong channel network that is spread across the country, and with their expertise in channel business, VR Infotech will work closely with Kaspersky Lab to strengthen the market share of Kaspersky Lab in the consumer segment in 2015. In B2B, we expanded our footprint in the large enterprise space even as we consolidated our presence in the SMB space.

In what ways did the channel help you steer your business forward? We are a 100% channel centric company and as our business depends on our partners’ success, we - at Kaspersky Lab - do our best to ensure our partners prosper. We do not sell directly to customers - so all business is managed and fulfilled by our channel partners. Liter-

Digital TerminaL Year Book 2015

ally, our partners’ success is our succes

What will be your go-to-market strategy in 2015? For B2B, our focus would be to work closely with our partners, offering a wide range of benefits: training and enablement, lead generation support, marketing support and rewards to ensure mutual growth and give them a competitive edge. We will ensure our partners have access to resources needed to develop expertise, grow business, increase customer satisfaction, and maximize profitability. For B2C, we would like to establish connect with the last mile reseller to motivate them to increase their business performance and achieve better growth.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? We have made consistent efforts in 2014 to increase our presence through channel partners in tier 2, 3 and 4 cities and we plan to continue the momentum to expand our outreach efforts.

Why should your channel partners feel motivated? What is

your message to them? Kaspersky offers a wide range of benefits, training, certifications, marketing support and rewards to our partners to ensure mutual growth and give them a competitive edge. Our partners will have access to resources needed to develop expertise, grow business, increase customer satisfaction, and maximize profitability. Our message to partners is that we give them an opportunity to secure a competitive edge in the world’s fastest growing sector, IT.

In your opinion, how can partners sell more? Any selling tips. In a tough economic climate it is really tough for IT teams to meet their objectives with limited resources and budget. Well quite simply they need to do more with less. At the same time, today’s customer is the most aware stakeholder of the industry ecosystem. Knowledge is driving their buying decisions. In such a scenario, it is quite important for partners to have up-to-date knowledge about the evolving security threats and industry trends. We foresee that partner awareness is a high opportunity area.

Ricoh

Channel Roadmap

“Channel Contributes 50% To Ricoh India’s Revenue” Ricoh India is rapidly making inroads into all geographies in India through a strong channel network of about 2500 partners. DT quizzed Manoj Kumar, Executive Vice President & CEO to know company’s roadmap for the next year. How did the year 2014 behave with your company?

What will be your go-to-market strategy in 2015?

2014 was an extremely successful year for our company. We were able to consolidate our standing as a holistic solutions provider in the domains of Imaging, IT Services & Communications thereby adding tremendous value towards augmenting the workplace efficiency of our customer workplace. Our emergence as a strong vendor capable of providing industry specific solutions to meet the unique needs of the customers in different industry segments also enhanced our business USP.

We will strengthen our position as a technology centric solution provider with a presence across multiple business domains and diverse industry verticals with a pan India reach. Through these strengths and our emergence as an agile organisation, we will be able to fulfil every diverse need of our customers across the entire market spectrum. Above all, the quality of our products, solutions and services will be the biggest driver of the growth in our market leadership.

In what ways did the channel help you steer your business forward?

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities?

Channel holds a very significant position in growing our business particularly in the interiors of the country where the business opportunities are growing at a very fast pace. The strong connect enjoyed by our channel partners with the customers at a local level also helps us to reach out to customers in every part of the country. The importance of channel to our business is evident from the fact that it contributes to almost 50% of our total revenue.

We are present in all market geographies across the country through our direct presence as well as through the presence of our 2500 plus strong channel network. We have already established leadership position in most territories and our confident of making even deeper penetration in the emerging markets in the remote locations.

Why should your channel

partners feel motivated? What is your message to the channel community? By virtue of our presence across multiple business domains and through our unique multiple industry specific solution offerings, our channel partners get to do business across a much wider basket of products, solutions and services under our single umbrella. No other principal can provide such an exhaustive bouquet of business opportunities to its channel partners. Our message to the channel community will be to stay closely connected to their customers to understand their ever changing needs influenced by the rapidly changing technology and keep strengthening their capabilities to serve those needs better.

In your opinion, how can partners sell more? Any selling tips Cover your accounts and territories exhaustively, strengthen your capabilities to sniff business opportunities, keep yourselves abreast with the changing technologies and and above all, emerge as an integrated solution provider and do not remain just box pushers.

Year Book 2015 Digital Terminal

Channel Roadmap

Emerson

“To Launch Customized Solutions” Emerson Network witnessed a robust growth in the year gone by and is bullish to expand with customized solutions. Ankesh Kumar, Director, Marketing, Emerson Network Power, gives us the sneak peak. How do you rate the year 2014 for your company? We launched new solutions based on the needs of the industry and have received a very positive feedback from them. We received recognition from the industry, winning the Best Innovation Award at ACREX 2014 and The Trust Seal Logo of CIO CHOICE 2014 award in three categories - Data Center Cooling, Data Center Infrastructure Management, and Integrated Data Center Solutions which was chosen from among 300 other CIO’s from the country. Apart from the solutions, our initiatives towards the channel fraternity were lauded which made it an excellent year for us on channel front too. We reached out to our channel community in the form of channel meets, trainings and attractive schemes.

Would you give credit to the channel for your business growth? Emerson Network Power has always endeavoured to maintain effective and regular connect with the channel community. They are extremely crucial to

Digital TerminaL Year Book 2015

our growth and 2014 saw our channel partners bring considerable business for us and helped us achieve our goals. We conducted channel partner meets and trainings across major and smaller cities in India to engage with them and learn about their feedback. We see a big opportunity for the DCIM market in India and as such we’re working with our channel partners on various certification programs to help them prepare for this opportunity. The DCIM market in India is expected to reach $2.03 billion in 2015 and our channel partners will be playing a huge role in the same.

What will be your go-tomarket strategy in 2015? How different would it be from 2014? 2015 will be an exciting year for Emerson Network Power as we have several solutions in the pipeline for enterprises and SMBs. We are coming up with solutions which will cater to customized needs of telecom, government, banking, and healthcare sectors. We will continue to interact with our channel partners in various cities and have already launched an online university for the community

to train them on upcoming technologies and solutions and business development skills.

Why should your channel partners feel motivated? Due to the ‘Digital India’ initiative and the increased adoption of mobile devices in India, the IT spending in the country is projected to increase by 9.4% from the 2014 forecast. According to Gartner, India is expected to be the third largest IT market within the Asia/Pacific region by the end of 2016. This is great news for our channel partners who will play an important role in fulfilling this increased demand from enterprises and SMBs. Our message to channel community is to identify a domain of operation and develop expertise around it. If partners acquire a level of specialization in certain domain, then they will be in a perfect position to identify the specific needs of the customer. Enterprises, these days, value consultants who help them with cost effective solutions which makes partners stand out from others.

Channel Roadmap

Kingston

“Strengthening Our Channel Network” Kingston is poised to strengthen its channel muscle to enhance its India footprint and enhance customer base. In addition the company is willing to strengthen its service network to address the growing demand for its products. Vishal Parekh, Marketing Director, Kingston Technology – India, shares company’s upcoming plans and strategies. How do you rate the year 2014 for your company? 2014 was a fantastic year of launches for us. We entered the gaming peripherals market with the premium HyperX Cloud headset, we demoed the DDR4 memory modules globally and introduced them in India as well. We also introduced the new concept of dual USB drives which went amazingly well with the end users. So, on a whole, it was a very eventful year with better channel and customer relations. This only motivates us, as a brand, to get more interesting products and solutions in the near future.

In what ways did the channel help you steer your business forward? Kingston has always been a channel friendly company and they form a part of our success story. The Indian market has always been volatile and the sheer size and demand fluctuations make it a place for a dynamic mix of channel partners. We have plans to develop a better

Digital TerminaL Year Book 2015

model of communication that gives us an edge. Along with our initiatives and promotional drives, we plan to strengthen our channel network. So on a broader scale, the channel market has been responsive for Kingston and we see a good potential to grow even more.

What will be your go-to-market strategy in 2015? How different would it be from 2014? Kingston recognizes the channel’s efforts and works closely with them for a better business relationship. Our sales and marketing efforts will be focused on reaching out to more end consumers. We are also strategizing on improving the footfalls in the shops and assisting the trade partners to target and reach a wider audience.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? The Indian consumer market is large and volatile. With most industries going digital, the whole storage scenario in the

country is changing for sure. We have a strong presence in the metros and major trade hubs. We have been able to successfully penetrate the tier II markets and will continue to focus on reaching the Tier III and Tier IV markets. Even on the service front, we have consciously made efforts to provide the best quality customer support in the Tier II and even the Tier III cities and towns.

Why should your channel partners feel motivated? What is your message to the channel community? India is poised for a big leap and with Kingston’s lucrative roadmap for the year, there are many opportunities that the channel partners leverage. We have the best quality products, the best-in-class pricing, classy memory and storage solutions and all this is backed by the legendary Kingston reliability. With the dynamism which is set in the industry, the time is now and the partners, that are ready, will reap the benefits.

Trend Micro

Channel Roadmap

“Security On The Cloud”

Securing the user and the multiple devices they use through to the network level and on to the cloud is the cornerstone of Trend Micro's approach in 2015. Dhanya Thakkar, MD, India & SEA, Trend Micro talks on company’s plans for strategic partners and systems integrators to help deliver end-to-end security strategy and protection. How do you rate the year 2014 for your company? At the AWS Summit 2014, Trend Micro announced new initiatives to help organizations fulfill their shared security responsibilities for protecting data and applications within their deployments on AWS. Trend Micro announced its collaboration with HP that combines Trend Micro Deep Discovery, a critical capability of the Trend Micro Smart Protection Platform. Trend Micro announced the latest enhancements to the Trend Micro Smart Protection Platform, building upon a set of unified threat defense capabilities. Trend Micro was named a leader in the Gartner Magic Quadrant for Endpoint Protection Platforms – a position it has held every year the report has been published.

In what ways did the channel help you steer your business forward? The channel is the major way for us to grow, especially with the Small-to-Medium-sized Business (SMB) channel, which increasingly provides the breadth and

depth of the IT security landscape. Our enterprise partners are a major focus, as they are a strategic market for Deep Discovery and Deep Security, which is why we have developed our Partner Program to help Enterprise Partners to focus on specializations.

What will be your go-to-market strategy in 2015? How different would it be from 2014? Trend Micro is working hard to help clients reduce cost and complexity and to provide industry leading security protection. Securing the user and the multiple devices they use through to the network level and on to the cloud is the cornerstone of Trend Micro's approach. We will be working with strategic partners and systems integrators to help deliver end-toend security strategy and protection.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? Trend Micro provides enhanced local support to all its Bronze, Silver, and Gold customers. We are continuing to signific-

antly enhance our technical support for the region, in order to satisfy the growing demands from our customers.We are continuing to recruit quality SMB channel partners, while also increasing the efficiency and effectiveness of our existing channel partners, especially in the SMB sector. This enables us to generate sustainable growth and revenue flow.

Why should your channel partners feel motivated? What is your message to the channel community? Trend Micro’s has launched Global Partner Program in the year 2014 to enhance the productivity and profitability of its more than 50,000 channel partners by enabling them to quickly and fully capitalize on the growing market for Trend Micro security solutions. By combining the best elements from its regional and award-winning North American partner programs, Trend Micro now offer a new and globally aligned program. Roll out of the new program will be completed in Q12015.

Year Book 2015 Digital Terminal

Channel Roadmap

ADATA

“Partners Are Our Backbone” With more than 40% growth rate in 2014, ADATA India is poised to enhance its growth rate in 2015. The company rests hopes on its channel strategy. Sudip De, VP at ADATA Technology shares more insights. How do you rate the year 2014 for your company? Year 2014 was an exceptional year for ADATA India wherein we achieved a 40% growth YoY. Another highlight of the year was that ADATA India also diversified its operations and expanded its portfolio to LED Lighting as well – which has been an instant hit amongst our existing channel partners as well. We also added mobile accessories to our product portfolio and with some unique features inbuilt it has slowly gained momentum.

In what ways did the channel help you steer your business forward? Channels have been the backbone of our business right from the early days and continue to be. Our loyalty program that is now more than 8 quarters old has seen a phenomenal growth and now more than 1400+ partners are enrolled and doing consistent business. Secondly we also revamped our loyalty program and added a new premium category partners list – thus indicating that the confidence on the brand is on upswing. Channels have been playing a pivotal role for our business growth and almost 75 to 80 percent of our business comes through channels.

What will be your go-to-market strategy in 2015? Our GTM will be to keep focusing on strengthening our relationship with channels and also keeping an eye on new opportunities coming our way through e-commerce. To create a level

Digital TerminaL Year Book 2015

playing field amongst channels and ecommerce and to avoid any conflict amongst the channels and ecommerce, we have assigned separate SKUs. Like to example – we recently introduced PT100 power bank with Amazon and for our channels we have separate SKUs. As mentioned channels are our backbone – we will work towards enhancing our relationship further with them through various channel activities including events, expos, POSM etc.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? With our loyalty program we have been able to penetrate well in the tier 2, 3 and 4 cities. At present we can easily boast of our products reaching out directly to end customers in more than 250+ towns and cities.

Why should your channel partners feel motivated? What is your message to them? To have a healthy relationship with channels one definitely needs a motivated channel community and we are not only sure but confident that our channel partners are one of the best motivated. We have not compromised with the product quality, offer backend incentive support and service support.

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Channel Roadmap

GIGABYTE

â&#x20AC;&#x153;Improving Post-Sales Service On Agendaâ&#x20AC;? GIGABYTE Technology enhanced its brand image in the year 2014 and now looks at servicing customers better as it plans to enhance its post-sales service network. Sunil Garewal, Sales & Marcom, Gigabyte Technologies India shares his year long plan for partners.

How do you rate the year 2014 for your company? In 2014, we established ourselves as the dominant player in the Indian PC motherboard market. We are in the process of raising the bar in post-sales service efficiency, by opening a stateof-the-art, expansive service centres in major IT hubs across India, of which the Mumbai and Delhi centres are already opened. For our partners, we have offered a wide variety of GIGABYTE 9 Series motherboards, based on the Intel Z97/H97 chipsets, and which cater to different categories of end-users. The GIGABYTE 9 Series motherboards have been introduced in four distinct product categories, namely Black Edition, Overclocking Series, G1 Gaming and Ultra Durable, with more than 20 models available in India For the Black Edition motherboard series, we are giving a 5-year warranty.

What will be your go-tomarket strategy in 2015? How different would it be from 2014? We see Class B and C cities as growth

Digital TerminaL Year Book 2015

drivers for DiY (Do-it-Yourself) PC in India. Especially because PC penetration level in India is still around 6-7%. We see GIGABYTE emerging as a premium brand for those customers in these regions who are ready to pay a little more money over other T2 brands, for getting superior product features, performance and after-sales service. Shop decoration and shop branding at reseller outlets are two of the initiatives we carry out, especially for the high-end products. We advertise in premier PC and channels magazines, and also ensure that our products are reviewed regularly by the review specialist media and power users. To enhance our brand awareness among end-users, we have recently started investing in outdoor media advertising as well. We also support gaming events, and fests and events of leading engineering colleges. We believe that engineering students, who are techno-savvy, are keener on buying a high-end PC with a high-end motherboard.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? In 2014, we made a conscious effort

to increase sales in the tier 2 and tier 3 regions, as we believe there is still a huge market in these regions that is yet to be effectively properly tapped. our business from non-metro is increasing steadily, but still there is lot of room to be covered.

Why should your channel partners feel motivated? What is your message to the channel community? Nurturing and enhancing relationship with channel partners is undoubtedly the number one priority for us. We basically have three focus areas for channel partners â&#x20AC;&#x201C; Channel Profitability, Product Innovation, and After-Sales Services. We will continue our regular and attractive incentive schemes; ensure utmost channel profitability under any circumstance; provide prompt and efficient after-sales services through GIGABYTE Exclusive Service Centers, which work in tandem with our ATR centers and Accel Service Providers (Accel Frontline is our service partner); regularly conduct SI meets to share technology knowledge; and run loyalty program for Premier Partners that also includes special holiday packages.

Seagate

Channel Roadmap

“Cloud & Big Data Changing The Storage Industry” Seagate will continue to bring an open approach towards building an Intelligent Information Infrastructure for customers of any scale and any size, and apply its experience from working with cloud pioneers to help organizations manage next-generation. Rajesh Khurana, Country Manager – India/SAARC and ASEAN, Seagate outlines the roadmap for the year ahead. How do you rate the year 2014 for your company? 2014 was another good year for us. We continued on our leadership path by making strategic investments to innovate into higher capacity storage and expand capabilities in new cloud systems, flash technology to serve a broader storage customer base in the future. The company launched a plethora of products including Seagate Wireless Plus, Seagate Surveillance HDD Seagate Backup Plus Fast and Seagate Backup Plus Slim (world’s thinnest 2TB external hard drive) in 2014. Technologies like Cloud and Big Data are driving the need for a change in traditional storage industry, and this sea change is creating opportunities for us.

Why should your channel partners feel motivated? What is your message to the channel community? Seagate has been collaborating closely with its partners to deliver an unparalleled record of innovation to the market. Seagate Partner Program, which was introduced in India in 2005, is fully

supporting resellers' unique business requirements. The Seagate Partner Program provides high-powered services to increase profitability of its channel partners and meet their specific business needs. In addition, Seagate enhanced the customer support network reach to areas where there were no SeaCare Centers. Further, introduction of the Seagate Regional Customer Councils, Toll-Free call support, walk-in warranty exchange centers, SMS-based service support, mobile service vans and free pick-anddrop warranty service are good examples of our ground-breaking initiatives.

What will be your market strategy in 2015? How different would it be from 2014? The company is uniquely positioned to innovate across the full information infrastructure stack – from media and devices, enclosures, the management layer, to operating and file systems. We will continue to strengthen our position as a trusted storage solutions leader by delivering cloud systems and solutions for original equipment manufacturers (OEMs), large enterprises, small to

medium-sized businesses, and other organizations. Going forward, Seagate will continue to bring an open approach towards building an Intelligent Information Infrastructure for customers of any scale and any size, and apply its experience from working with cloud pioneers to help organizations manage next-generation workloads with the scale, performance and cost aligned to their business needs.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? In 2008, Seagate announced its collaboration with its channel partners to support a series of retail access points across several of India’s fast-emerging cities to address the country’s expanding market and customer needs. These retail access points are located in cities such as Bhopal, Coimbatore, Dehradun, Jamshedpur, Kanpur, Ludhiana, Madurai, Mysore, Nagpur and Visakhapatnam – bringing information on Seagate’s industry-leading storage solutions to a broader and fast-growing range of consumers.

Year Book 2015 Digital Terminal

Channel Roadmap

ASUS

“Continue To Focus On Retail Channel” ASUS India realizes the length and breadth of the country which is a huge challenge and feels that channel partners can only help reach to a market of this size. Vinay Shetty, Country Head,Component Business, ASUS India talks about his company’s channel plans.

How do you rate the year 2014 for your company? 2014 has been a year of satisfaction in terms of overall goals. We had a clear direction set in the end of 2013 which with the help of our Partners and team, we followed to achieve our goals.

In what ways did the channel help you steer your business forward? I sincerely extend my heartfelt appreciation to all my channel partners to have walked with us in 2014 as in the past and understanding the vision that we shared with them. It is tough to have a synchronization on vision but with their patience and understanding about what we aspire, we all did a good job.

What will be your go-tomarket strategy in 2015? How different would it be from 2014? Asus as a brand has many product lines. Over the years innovation has been the backbone for meeting the user demand. We have products that are channel-focused and products that cater to different verticals. With the introduction of Vivo PC /

Digital TerminaL Year Book 2015

mouse / gaming products we would continue our focus on our retail channel partners.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? India is a diverse market with all of kinds of consumers. It’s not easy for brands to reach out to every corner of this country alone. We along with our partners are continuously working on to cover maximum ground so that the users can have easy access to our products.

Why should your channel partners feel motivated? What is your message to the channel community? Channel partners need to realize one thing that their value is by selling the product in the right way and not just by price. They have the potential to promote and push products that helps them make better profits. But in that process they also should think long term, as overhead keeps growing year after year and sustainability becomes a challenge.

TP-Link

Channel Roadmap

“We Witnessed Steady Growth” TP-Link ably achieved its target in the year 2014 and increased its penetration in the Indian market. Besides, the company added a host of products to its existing portfolio. Atul Jain, VP – Channel & Sales, TP-Link India has a plan for the New Year. How do you rate the year 2014 for your company? We are happy to announce that TP-LINK has seen great achievements in 2014, on Global scale TP-LINK was ranked No.1 with preference to IDC report, and here in India TP-LINK was ranked No.1 by Indian Research firm with reference to commercial router category. We are very thankful to all the love and support given by our channel fraternity to make it a success.

In what ways did the channel help you steer your business forward? Channel played a key role in supporting us in our mission to have the up-growth. Our new product launches, brand awareness, product marketing, trade exhibition participations gave channel a big boost and confidence to stay with TP-LINK. TP-LINK has an array of future proof products and scalable technology which gave partners a roadmap, to be aligned with TP-LINK.

What will be your go-to-market strategy in 2015? How different would it be from 2014? Till now TP-LINK has seen a steady growth in networking market in India as well as on global scale and I believe that networking market has a huge potential in future. The high end applications and faster access of online gaming, online movies,

security, and mobility are the key trends and driving force for faster access on the network. TP-LINK with their faster gadgets and wireless gateways will give the world to get connected faster with the launch of AC series routers..

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? Until year 2014, we had the focus more on metro / sub metro cities as our first priority. However, we already started spreading our business to B&C class citiesl. In year 2015 you may find TPLINK even to D&E class cities as well.

Why should your channel partners feel motivated? What is your message to the channel community? By now we understand that mobility, faster access of data onthe-go, Internet of Things, convergence of all home/business need gadget, networking products have the large opportunity. This has been stated by both IDC as well as Gartner. TP-LINK is one such company globally which provides all home & business infrastructural products We encourage channel partners and promise that we always will be giving the best and premium products as well as technology to the customer at affordable price. It will lead to better customer turnaround.

Year Book 2015 Digital Terminal

Channel Roadmap

Fenda Audio

“Channel Is Integral Part Of Our Biz” Fenda will add more products and improve its presence through strong channel network. Rajesh Bansal, Director – Marketing of Fenda Audio outlines the roadmap for his company for the year ahead. How do you rate the year 2014 for your company? The year 2014 for the company was a good year considering there were many new products which we introduced in the market. We got a positive feedback about the products we launched.

In what ways did the channel help you steer your business forward? Channel has always been an integral part of our business. We would like to thank our channel partners for their support in taking us to consumers. They have given us adequate visibility and presence. With every passing year our relationship with them becomes stronger. We try to enhance this relationship even further. Considering channel is the touch point for our consumers, we believe that channel has played a great role in our growth.

What will be your go-to-market strategy in 2015? How different would it be from 2014? Agenda for us in the coming year is to focus on filling the gaps and find out ways to enhance relationship with partners. In addition, we would be adding more products to our portfolio.

Digital TerminaL Year Book 2015

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? I am glad that someone has asked a question which talks about tier 2, tier 3 and tier 4 cities. In today’s world, the reach has become a little easy, all thanks to smartphones and internet. People have access to information and are exposed to brands. We have enhanced our presence in these markets significantly.

Why should your channel partners feel motivated? What is your message to the channel community? My message to the channel community is that they need to stay focused on their plans to execute them perfectly.

How can channels improve sales? In a category like ours experience and quality assurance are two things that matter most. In my opinion, channel partners can enhance relationship with their consumers and assure them about the brand value and quality.

Xerox India

Channel Roadmap

“Channel Is Our Extended Family” Xerox India was successful in ending the year on a positive note. Balaji Rajagopalan, Executive Director Technology, Channels & International Distributor Operations, Xerox India shares company’s channel plans. How do you rate the year 2014 for your company? In 2014 Xerox ended on a very positive note with quite a few installations of our recently launched marquee digital press – Xerox Versant 2100. We also launched the Xerox Color C60 which also saw similar response in the market and we are sure that these devices will bring in a new dimension to digital printing. Overall the business sentiment was high in 2014 with the new government coming in and we hope that it will only rise in 2015.

In what ways did the channel help you steer your business forward? The channel partners have always played a pivotal role in our success. According to a research report, an estimated 70 percent of companies earn most of their revenue through indirect channels i.e. from dealers, agents, VARs and distributors. Channel partners are our extended team and the face of the company for our customers. They provide the best market feedback, analysis and market updates and helps us steer our business forward.

What will be your go-to-market strategy in 2015? How different would it be from 2014? Our go to market strategy for 2015 will continue to cover the market through our channel partners and strengthen our value proposition for them.

We are bringing in new initiatives for our partners to help and motivate them to do better and that is what is going to be different this time. We are going to work more closely with the partners than ever before, with better communication, regular sessions with the business teams so that the partners are well aware of our strategy and plans to reach out to the targeted market segments.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? We have a strong base of over 200 partners spread across the country. And this makes us well present in the tier II, III and IV cities. We continue to work on developing on the quality of our presence in these locations. Our partners are the best in the industry and we are sure that they will further help us penetrate deeper in tier III and IV cities.

Why should your channel partners feel motivated? Xerox is an organization which pays utmost attention to the development of its partners. In addition to the strong value proposition, we also have various training sessions to help grow the partner & their teams. We enable our partners to understand the business better, equip them to do business better and also help them unleash their potential to help them grow. We alsoencourage partner led activity & organize events to acknowledge and reward our top performing partners.

Year Book 2015 Digital Terminal

Channel Roadmap

Asia Powercom

â&#x20AC;&#x153;We Thank Our Partners For Keeping Confidence In Usâ&#x20AC;? Asia Powercom has always reached out to customers through its trusted partners and aims to do the same in the year 2015. Rajiv Shah, Director, Asia Powercom reveals his GTM and channel plans with DT.

How do you rate the year 2014 for your company? 2014 was very important year and a milestone for us. We shaped our company with new boundaries where we grew the same. We launched many new product categories like Headphones, Music system, Bluetooth speakers, Portable speakers, Data cards and TV Tuner cards and expanded our product segment.

In what ways did the channel help you steer your business forward? We have been channel oriented company from day one. The channel partners have welcomed all our new products and have appreciated them too. So on this platform we would like to thank our esteemed partners for keeping confidence in us and we look forward for yet another growth year.

What will be your go-to-market strategy in 2015? How different would it be 2014? A machine-gun approach of spraying bullets all around is not what we prefer. That is waste of too much of time, effort, energy and money. Aiming specific segments and working closely and

Digital TerminaL Year Book 2015

focused on that target is the chosen method for us. This year we shall penetrate deeper in couple of states and stay focused a lot in these states to rise as a big brand. Same thing will be repeated next year with few other states also.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? Currently we are doing well, but we want to be the best and as answered before we first shall penetrate few more T4 cities too.

Why should your channel partners feel motivated? What is your message to the channel community? The value for money products we offer and the channel schemes for our partners, will be a sweet deal for end-users with quality products and for partners to make more profit.

Channel Roadmap

NetRack

“DC Market Helps Us Achieve Goals” NetRack Enclosures Pvt Ltd, foresees itself as a single window solutions provider for all data, network and server related concerns. NetRack guarantees to offer its clients good customer support services for problem solving and better relations. Ravi Raj, Brand Head, Director Sales & Support at NetRack gives more details How do you rate the year 2014 for your company? The data center market has largely exploded in the past year. This expansion has facilitated NetRack to achieve the goals and has tremendously shown an incremental growth rate this year. NetRack, as a manufacturer have noticed the current trends and faced challenges in order to meet the clients’ requirements. BFSI, IT/ITeS and telecom are the key contributors to the growth of our company.

In what ways did the channel help you steer your business forward? We deliver world class products to our channel partners, which in turn helped us win strategic growth opportunities from channel partners. As IT Infrastructures are growing across the country, we offer them solutions that are designed to support the deployment process and by giving value added services to secure environment. Channel partners are always the driving force for us, as they inspire us to take our business forward and provide growth opportunities.

Digital TerminaL Year Book 2015

What will be your go-to-market strategy in 2015? How different would it be from 2014? NetRack strongly believes in reaching out to each and every customer by doing ATL and BTL activity. We will continuously focus on delivering rich products which are reliable, flexible, scalable, and versatile. We have best-in-class eco-friendly products and new technology products which are capable of reducing the amount of emissions that are indirectly produced. Our team will make sure to resolve the challenges incurred and offer full-fledged services.

Why should your channel partners feel motivated? We offer partners with industry-leading data center solutions and services. Along with this they are also benefited with our exceptional program incentives and discounts. We would suggest our channel partners to take up the initiative of working closely with product management team and technical marketing engineers to understand the product portfolio and competitor weakness.

Maxsecure

Channel Roadmap

â&#x20AC;&#x153;Partner Engagement on Top of Agendaâ&#x20AC;? Sanjay Pradhan, MD, Maxsecure wishes to enhance the channel engagement this year with a strong line of quality products. DT dug out more facts about his company. Excerpts:

How do you rate the year 2014 for your company? 2014 has been an exciting and successful year for our company. We have introduced a number of high-quality products which are doing well in the market. We have also developed strong relations with our channel partners.

will be engaging with them more closely and will be targeting on reaching out more Channel partners.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities?

In what ways did the channel help you steer your business forward?

2014 was a start for us in regards to the market in tier 2, tier 3 and tier 4 cities. Our channel partners have ensured that we have a good hold on the market there.

Channel partners are the key for the success of our company. They are responsible for ensuring that our products reach the end-customers.

Why should your channel partners feel motivated? What is your message to the channel community?

What will be your go-to-market strategy in 2015? How different would it be from 2014? Our go-to-market strategy would be to engage closely with the channel partners. We want to provide our users with quality products and services which will be delivered through our channel partners. The difference from 2014 would be that we

Our channel partners should feel motivated that we always try to put out the best products which will serve the customerâ&#x20AC;&#x2122;s needs. We are very particular in developing an open and trusting relationship with our partners. We focus to ensure that their margins are high and that they are able to retain their customers through our products.

Year Book 2015 Digital Terminal

Channel Roadmap

RAPOO

“Improving Product Quality Is Our Agenda” RAPOO is a lifestyle brand and is more focused on tier 1 and tier 2 markets. However, it is trying to expand its reach and look at the wider picture in this fiscal. Sunil Grover, Country Head – India & SAARC of RAPOO runs us through his company’s plans.

How do you rate the year 2014 for your company? 2014 was a good year for us. We understand the need of the consumers by reaching them more. As a brand RAPOO always makes sure the delivered products are up-to-the mark. We have done the study of the Indian market to understand what consumers want and so are taking all major steps to meet every need of the Indian customers.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities?

In what ways did the channel help you steer your business forward?

Since, we are a lifestyle brand; our major focus goes is on tier-1 and tier-2 cities. We are planning to grab tier-3 and tier-4 in this year.

We believe in channel to reach maximum customers and to gain maximum benefit. We appreciate the support we are getting from the channel partners.

Why should your channel partners feel motivated? What is your message to the channel community?

What will be your go-to-market strategy in 2015? How different would it be from 2014? We are taking all routes (B2B & B2C) to reach to Indian consumers. Along with traditional IT channel, we are also present at few major LFRs such as Croma, Reliance and Vijay Sales. We are also utilizing the strength of online sales through

Flipkart, Snapdeal and Amazon. Our go-to-market strategy will be to raise our product quality and to raise standards by offering better battery life, better efficiency and still more portable devices in 2015.

Digital TerminaL Year Book 2015

RAPOO emphasizes on the experience and multi utility of products for the users whose major focus is on portable, fashion, innovation, more function, and cost-effective products. We will respect our partners and they will be always feeling as a team with us. Of course, they will get more margins and benefits. Channel partners will be happy to work with us, since we ensure that do not get service complaints.

Allied Telesis

Channel Roadmap

“Focused On Catering To Demand” Subhasish Gupta, Country Manager – India & SAARC of Allied Telesis shares insights into his company’s channel strategy and company’s roadmap for the year 2015. How did the year 2014 pan out for your company? 2014 was a very successful year and built on the foundation of previous years. We have seen a number of new products. 2014 has been a particularly good year from sales point of view. We saw impressive sales numbers with a significant addition of customers to our portfolio. All in all the past year saw us thrive. We are keen to continue this trend even in the New Year.

What role did the channel play in your business growth? The channel is very important part of our business, as working together with the channel we all can achieve more. It is very much a symbiotic relationship. Channel partners have always been an integral part of our system. We have aligned ourselves with partners that have the market expertise and they indeed have been of a great support to us.

What will be your go-to market strategy in 2015? How different would it be from 2014? In 2015 we will increasingly focus on creating demand among end users in certain markets. We are targeting and expect to work hand in hand with the channel to assist them in meeting the demands. We intend on sustaining the momentum with which we have been thriving in the market and make 2015 an even better year for us.

What is the level of penetration your company has achieved into the market? Allied Telesis have always provided strong solution approach to enterprises. As a result, we have a lot of customers in education, healthcare, retail and government sectors present in tier 2, tier 3 and tier 4 cities. For half a decade, we have successfully covered almost every city by joining hands with certified partners. With structured distributors like Infotechnologies and ADI, we have further enhanced our reach in all kind of tier cities

Why should your channel partners feel motivated? If channel partners do what they have always done, they’ll receive the same results they always have. If they want to achieve a different outcome, they need to do something different. Working with a vendor who represents an alternative to the dominant player in the market and who genuinely values the relationship with the channel is the first thing they should be thinking about. The second thing is working with a vendor who can help partners differentiate themselves from their competitors in the market. We have a wide range of products catering to the Indian market and the local needs which makes it easy for our channel partners to work with us.

Year Book 2015 Digital Terminal

5th Best Brand & Product Innovation Honor

INDIA’S LEADING IT NEWS MAGAZINE

DT DIGITAL TERMINAL

Nomination to Start Very Soon..

Astrum holdings

Channel Roadmap

“Great First Year in India” Astrum rolled out its India operations in 2014 only and has received a great response from its partners and consumers. The company is bullish to strengthen its reach and the product line. Raymond Li, Sales Head – APAC, Astrum Holdings Ltd, spins the beans about his India strategy.

How do you rate the year 2014 for your company? The year 2014 has been great for Astrum. Being a new comer in the Indian market, we have got a good share of positive feedback from channels and consumers.

In what ways did the channel help you steer your business forward? Channel has enabled and enhanced the distribution of Astrum products in the market. They are constantly involved in enriching the current market and also look for untapped markets. They take the extra effort to educate the customers about new and upcoming technologies.

What will be your go-to-market strategy in 2015? How different would it be from 2014? Apart from being venturing online, our primary goal in 2015 will be to reach more channel partners. We are introducing products in a niche category as well as for the mass. The last year was the introduction of Astrum in India. We are yet to capitalize on the sublime quality of our products. This year would be more about strengthening our channel strategy.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? Till now, we have only focused on Tier I & II regions. It will take another 1 or 2 years for us to spread our distribution networks all over India.

Why should your channel partners feel motivated? What is your message to the channel community? E-commerce being the highlight of the previous year, we are giving priority to channel sales. Our new launches will be done through channels giving them the edge against e-commerce. We also provide a good margin for our products and since a good part of our product portfolio is premium, the margin is skews upwards when compared to other vendors. Our message to the partners is: It is always a great feeling when the customers keep coming back. And here at Astrum we focus on our product’s value for money aspect. We have mastered engineering and aesthetics.

Year Book 2015 Digital Terminal

Channel Roadmap

zebronics

“Business Remained Upbeat” Zebronics, a brand of Top Notch, witnessed a healthy growth in 2014 which it wants to repeat with its continued market strategy for the year 2015. Rajesh Doshi, Director- Purchase & Marketing, Top Notch Infotronix, reveals company’s channel plans. How do you rate the year 2014 for your company? The overall market for our business remained upbeat during the year just gone by. The same was reflected in the channels. Nowadays, smartphones and tablets are becoming common, and these are not just voice-communications devices any more. With over 70% daily users of mobile internet being in the 20-34 years age group (source IAMAI), the young have taken to mobility in a big way being part of the technology driven digital generation. People are carrying their choice of music and videos in small portable devices, using social media on-the-go and generating or downloading rich media content all the time. Easy availability of internet has added to this factor.

In what ways did the channel help you steer your business forward? The channel segment has been extremely responsive to the growing demand as mentioned, and very proactively looked for good quality products to satisfy their customers. We are extremely strong with the channel and there has been in-

Digital TerminaL Year Book 2015

creasingly good acceptance of the Zebronics brand. We were greatly aided in our business by this recognition from the channel.The growth of our brand is also aided by the fact that we are regularly introducing newer models into the market, leading innovating in terms of features, styling, new categories etc.

What will be your go-to-market strategy in 2015? If there is one thing the channel and industry recognize for brand Zebronics, it is that we are prolific in launching exciting and innovative new products, always ahead of market in their category, while still maintaining the brand USP of value-for-money. In that strategic aspect, at least, this year, the strategy will be no different from 2014.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? Top Notch has a very wide network of channel partners numbering over 12,000, where products under the Zebronics brand are available. These offer unsurpassed reach even into next-tier markets

and are backed by more than 100 service locations spread across cities and major towns.

Why should your channel partners feel motivated? Last year (2014), we strengthened the brand visibility by recasting our wellknown ‘zebra-stripes’ look with new colours that really stand-out. Furthermore, we have aggressively taken part in direct on-field activities such as in several schools and also participated in trade shows or roadshows – all to make our brand more recognizable, which ultimately helps the partners. Besides, we have taken partner feedback very seriously and invested in dedicated R&D for better product quality, enhanced the service network and warranty backup with nearly 100 warranty centres, and priced our products in a way that aids in large volume offtake from partners. We want to re-assure our partners that increasing awareness and brand presence for Zebronics will mean good times for the channel community.

NNR IT Solutions

Channel Roadmap

â&#x20AC;&#x153;Channels Are Our Strength Partnersâ&#x20AC;? NNR IT Solutions achieved 5 million revenues per month in the first three months of the year 2014. So it was a fruitful year for the company. They also established their presence in 48 cities through partners and direct presence. Jagannath Patnaik, CEO,NNR IT Solutions shares more details How do you rate the year 2014 for your company? NNR IT solutions started as a distribution house for Max Secure Antivirus in 2014 May and started our operations from July 2014. In the first six months we had seen good acceptability for our MaxSecure products in the market. We have now established as a major player in most of markets across India. We have our resident executives and managers across 38 cities in India. We have established direct distribution partners across India in 48 cities. We have seen good growth for us in the first six months capturing a decent market share. For me personally it is very satisfying as the numbers and revenue of about 5 million per month is achieved in the first three months.

In what ways did the channel help you steer your business forward? I strongly believe in channels and always have expressed that channels are our strength partners. Channels are the mainstay for us they help us in placing the product and reaching to the end customers especially in India. With our channel connect we could establish Max Secure as a challenger in the domestic market within 3 months. We have a strategy to help channels penetrate in to the market by having our sales and support persons across major markets in India.

What will be your go-to-market strategy in 2015? How different would it be from 2014? We have a three tier structure for channels, first Regional distributors and sub-distributors who act like our facilitators to enrol as many Elite partners as possible without causing any market conflicts and disturbances on price as well as stocks. India is still high on piracy and we intend to focus on the customers who use pirated / Free AV through our dealer strength. For this we have planned various BTL and ATL activities in the first half. We have channel schemes benefitting RD, Sub Disty as well as Elite partners. Even a small partner whose revenue is Rs 5000 per month can hope to be a part of immediate 5% cash back scheme and also participate in our long term schemes which will be announced soon.

Why should your channel partners feel motivated? What is your message to the channel community? In my personal opinion channels are the backbone of Indian IT. We have seen of late a lot of talk around online menace. But I believe that this is a passing phase. Only thing channels need to do is change with time.

Year Book 2015 Digital Terminal

Channel Roadmap

ESET

“We’ll Repeat the 2014 Strategy” ESET registered a robust growth in 2014 and looks forward to repeat the same in 2015. The company also organized an offshore partner’s meet that gave it deeper penetration into the Indian market. Excerpts of an interaction with Pankaj Jain, Director, ESET India How do you rate the year 2014 for your company? Year 2014 has been a great year for us. We have increased our sales strength with your people. We have penetrated deep into tier 3 & tier 4 cities. We have also done an offshore partner’s meet with 80 top partners across India. We have launched two great products‘Deslock+ Data Encryption’ and ‘ESET Secure Authentication’. We have bagged many new corporate clients. Overall it was a great year and it has helped us gain a great momentum.

In what ways did the channel help you steer your business forward? Our existing channel has been very kind to us. With their help we are able to penetrate deep in India. Our existing channel understands technology and they are technologically very sound. They do not just sell our products but they create returning customers.

What will be your go-to-market strategy in 2015? How different would it be from 2014? Our go-to-market strategy in 2014 has been very successful and we’ll be following the same. We emphasize a lot on product training.

Digital TerminaL Year Book 2015

We make sure our partners are technically sound. This helps in understanding the customer’s issues as well as understanding the product. We want all our partners to be techno-commercial but not just commercial experts.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? The offshore partner’s meet with 80 top partners across India has yielded a deeper penetration for us in tier 2, tier 3 and tier 4 cities.

Why should your channel partners feel motivated? What is your message to the channel community? If we step into our channel partner’s shoes there will be only two things which will motivate us- ‘Worry Free Product’ and ‘Good Margins’. With ESET our partners enjoy selling the ‘Lightest’, ‘Fastest’ & ‘Most Reliable’ antivirus product and they also enjoy best in industry margins.

Year Book 2015 Digital Terminal

Channel Roadmap

eScan

â&#x20AC;&#x153;Social Media Is Part Of Our GTMâ&#x20AC;?

In 2015, eScan looks forward to build more associations to enhance its reach. Along with activities such as partner and reseller meets, road shows, virus check-up camps, retail branding, it will include social media in its go-to-market strategy aggressively. Anil Gupta, AVP India, eScan shares his channel roadmap.

How do you rate the year 2014 for your company? 2014 was extremely good for us as we received good response to our newlylaunched cloud security products which we introduced during the year. The latest range of security solutions for SOHO that we had launched at the end of 2013 and eScan business product launched in 2014 were very well received in the market by partners and customers alike. Moreover, we had more partners joining our channel team which had resulted in enhancing our reach and market penetration.

In what ways did the channel help you steer your business forward? With a wide channel network across the region, eScan channel network helps the brand to attain maximum market penetration. Their local presence helps us to ensure easy availability of the product as well as ensure best customer support in the minimum time-frame. In addition, we organize security awareness campaigns, roadshows and even participate in all major brands-

Digital TerminaL Year Book 2015

related events worldwide, in association with our channel partners. Our partners have been highly active in branding activities as well.

What will be your go-to-market strategy in 2015? How different would it be from 2014? Last year we associated with new regional distributors in various states and helped their sales team in pitching our products to their channel networks. In 2015, we look forward to build more such associations to enhance our reach. Along with activities such as partner and reseller meets, road shows, virus checkup camps, retail branding, we will include social media in our go-to-market strategy aggressively. eScan has been active on all major digital media initiatives to connect with our partners on regular basis and this year we look forward to increase more engagement with our customers in conversation for building relationships that would help us in B2B sales. We would also be focusing on OEM tie-ups as well as association with more leading ISPs.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? We have extended our direct operations from 18 locations to 38 locations this year, focusing on T3-T4 cities with our sales and technical manpower to help enhance our reach and penetration across these cities.

Why should your channel partners feel motivated? What is your message to the channel community? Excellent product as per demand in the market, higher profit margin than any competition in the segment, excellent local technical support across T3-T4 cities and good business relationship is what the channel network expects. And eScan ensures them all of these to keep them motivated. Moreover, we also have now exclusive channel oriented support online offline as well as on-ground. Our message to the channel community â&#x20AC;&#x201C; We believe, we grow with our partners.

intex technologies

Channel Roadmap

“Exploiting the Potential” Intex insists on taking full advantage of the market sentiments and delivering what the end-customers really desire at this point of time. Nidhi Markanday, Business Head, Consumer Durables & IT shares her marketing strategies for year 2015. How do you rate the year 2014 for your company? Let us take a step back in time and reflect upon this statement a lot more closely. This market that stood at a mere $3.2 billion dollars at the beginning of 2005 is now expected to cross $15 billion by the beginning of next year. Amongst such a thriving market we have tried to exploit our potential to the fullest, keeping with the companies’ aim of innovation of technology and challenging the market dynamics. While, our mobile business contributes the most to the total revenue. Our CDIT business is also doing well and contributes as much as 25-30% to the total revenue. Last year Consumer Durable business has done a sizeable business. In FY 14-15, we are projecting 800 crore revenue from the CDIT business. We enhanced our existing range of speakers, LED TVs and washing machines last year. We are confident in our ability to achieve our goal of 4000 crores revenue turnover in FY 14-15.

In what ways did the channel

help you steer your business forward? Our strategy with our channel partners is very simple. We aim at penetrating to the roots of India and other countries we are present in. Intex has a strong distribution networks across the countries it is present in. In India, our sales are well routed through a distribution network comprising 1100+ distributors and 80,000+ dealers spread across the country. Our products are also available at more than 250 dedicated counters of reputed chains of hyper markets and specialty stores across the country, on TV shopping channels and e-commerce sites. While we have exclusive tie ups with the major e-commerce websites in India, our distributors and dealers contribute significantly to the share that is generated from the tier 2and tier 3 cities. All mediums play an important role in terms of contribution to the total revenue generation.

What will be your go-to-market strategy in 2015? How

different would it be from 2014? At Intex, our business philosophy is customer delight. This year we will add new product categories and enhance existing range, bringing in more innovation at an impeccable price point. To fortify its existing distribution network, Intex will add 10 thousands more retailers for its CDIT Business. Intex aggressively plans to leverage the evolving e-com space in India to drive business. We are planning to launch many products exclusively for sale with e-com partners this year. Intex saw 100% growth last year with some great marketing strategies.

Why should your channel partners feel motivated? What is your message to the channel community? Our channel partners are a vital part of our network. We believe in rewarding them timely and keeping them updated and aligned with Company’s vision. We are grateful to our channel partners for being the backbone of our sales strategy and look forward to their continued support. Year Book 2015 Digital Terminal

Channel Roadmap

K7 Computing

“Had An Eventful Year” K7 Computing had an eventful year and has begun the New Year on a good note with the launch of new security products which it wants to take to the masses using its distribution Sakri. J. Kesavardhanan, CEO, K7 Computing, outlines his company’s plans. How do you rate the year 2014 for your company? Overall 2014 had been an eventful year for K7 Computing. Our company’s revenue touched $10 million in 2014. We launched a new security product exclusively to protect android mobile phones from emerging malware and online threats. K7 security products consistently passed rigorous testing certifications such as VB100 and Av-Test Comparatives and produced immersive results. We have had a good year with many new successful initiatives.

In what ways did the channel help you steer your business forward? Our channel partners have been an active part in our growing success story. They promote our products and help in market penetration. Resellers and distributors have wider access to influence customers who have no clue about current market and trending technologies. In 2014, from the total channel partners, 25% of them were newly embraced to

Digital TerminaL Year Book 2015

the K7 channel partner fraternity. We are sure they will help us achieve better market reach.

What will be your go-to-market strategy in 2015? How different would it be from 2014? K7 Computing kicked off 2015 with a brand new partnership and launch of two new products – K7 Total Security and K7 Internet Security. These products will be our building blocks to secure a large segment of new customers this year. Sakri IT Solutions is our new national distributor, a Pune-based 200 crore group. There is definitely going to be new strategies, product promotions to take our brand forward much intensive this year. We will be rolling out more new, advanced security products especially targeting the enterprise sector. Presently, we do 10% of bundling business; we are looking to grow this base by partnering with broadband provider.

How deeply are you entrenched in the market, especially in tier 2,

tier 3 and tier 4 cities? We have always enjoyed global presence, leading in India and Japan. We have 250 tier-2 partners in 100 towns and strong 20,000 tier-3 channel base. The new partnership with Sakri is expected to bring brand recognition and widen the partner reach in tier -2, tier-3 and tier-4 cities.

Why should your channel partners feel motivated? What is your message to the channel community? K7’s channel partners have a lot to stay motivated. Not only do our channel partners gain handsome margin, they also enjoy the added perks of being associated with K7 Computing. Our reward redemption channel partner program, K7 Virus Hunters offer attractive rewards for the volumes of sales turn over. Our channel partners have always benefitted from numerous lucrative schemes, incentive trips and much more. Every year our top performing channel partners are taken on exotic oversees trip.

cyberoam

Channel Roadmap

â&#x20AC;&#x153;Seized Big Ticket Projectsâ&#x20AC;? Cyeroam had an exciting 2014 because of a host of big ticket customer wins. Since the company treads the channel path completely, its partners enabled the company to grab the market opportunities. Sunil Sharma, VP Sales & Operations, India & SAARC, Cyberoam gives insight of upcoming channel plans. How do you rate the year 2014 for your company? This has turned out to be another successful and eventful business year. So far we continue to clock double digit growth higher than the market rate. We seized big ticket projects into enterprise and government verticals. And for our entrenched presence in SMBs, we are growing more aggressive in tier 2 and tier 3 cities. Our partners are making greater progress and we are poised to grow stronger.

In what ways did the channel help you steer your business forward? We do 100% of our business via channel partners, so this year our partners have helped us to break new records in growth. Our partner program has helped us in binding the relationship more strongly and profitably. Our efforts on partner empowerment and rewards are taking us to new opportunities and new customer segments, strengthening our ties with existing customers and helping us

support emerging security use cases in a wide range of verticals.

What will be your go-to-market strategy in 2015? How different would it be from 2014? We are expanding our focus on security business and setting our eyes on new opportunities and emerging markets. Having set competitive benchmarks in UTM and NGFW markets, we are now also aiming for growing business in endpoint security in all the domains. We are the only company able to offer security solutions across the breadth for all the Pragmatic Enterprise class of customers.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? When company wants to focus, they need to invest into resources and infrastructure and the same has been done by Cyberoam. We are physically present in 15 cities and give presales and sales support in these tier2-3-4 cities for our partners/customers.

Why should your channel partners feel motivated? Cyberoam enjoys a significant share of security business in India. We are proud for being a channel-driven IT security products company that remains steadfast in walking the talk on being a 100% channel-oriented organization. We have already transitioned a significant number of channel partners into network security service providers, empowering their growth, evolving their business beyond box selling. And we are taking these opportunities to partners and prospects in tier 2, tier 3 towns, cities and other emerging locations. We are engaging with both existing and potential partners to make them aware how Cyberoam helps adjust to market trends and shifts in a timely manner, giving them a wide range of benefits, incentives and skills to change with evolving customer and market needs. Not only are we expanding faster and stronger, but also generating greater loyalty from channel partners.

Year Book 2015 Digital Terminal

Channel Roadmap

Microtek

“We Take Care of Partners Growth” Microtek is looking at strengthening its presence in the inverter and UPS space and bets big on its strong network of channel across the country. Manoj Jain, VP, Microtek shares more insights into his company’s roadmap for the New Year How do you rate the year 2014 for your company? The current year 2014-15 has been reasonably good year for our company, as we have seen smooth growth during this period in all verticals of UPS and Inverters.

In what ways did the channel help you steer your business forward? Our main strength is our committed and loyal network of more than 25000 dealers and distributors all across India, and the company along with the channel partners is always moving on a growth track because of mutual support.

What will be your go-to-market strategy in 2015? How different would it be from 2014? Our strategy for 2015-16 will be more or less similar to the previous years’ strategies. We will try to add untapped markets or less reached remote areas to increase our penetration. Also we have launched stabilizers’ complete range and are focussing more on this segment.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? 54

Digital TerminaL Year Book 2015

We have reached into all segments of the market. We believe that our segments have a long term growth.

Why should your channel partners feel motivated? What is your message to the channel community? Our channel partners feel motivated, because we take care of their interests first and provide them necessary promotional support continuously for ease of selling, make available upgraded value-added user-friendly products so that they can always beat the competition and be the leaders. Channel is our core strength and even direct enquiries are passed on to channel partners only.

How can your channel partners increase sales? We give promotional material to our partners highlighting the USPs of the product and presently our USP has been “Microtek Inverter/UPS’ which saves so much electricity that it becomes free in 3 year. They can explain to customers the benefits and sell the products. This product segment is service-oriented as after-sales service is very important. Microtek’s strength is its unmatched after-sales service network of more than 150 own service centers and more than 355 service points all across India.

sakri it solutions

Channel Roadmap

â&#x20AC;&#x153;Revamping the GTMâ&#x20AC;? Sakri plans to revamp its GTM for the entire year so that it can spark a new animation in its sales process and boost the confidence of its channel partners. Ravi Laxman, CEO, Sakri IT Soluions interacts with DT on his year long plans.

How do you rate the year 2014 for your company? The year 2014 was a tough year with a lot of turbulence and changes / expansions. There were a number of challenges that the channel had to go through.

In what ways did the channel help you steer your business forward?

see a huge opportunity in the market. A number of towns and cities are still lying untapped.

Why should your channel partners feel motivated? What is your message to the channel community?

What will be your go-to-market strategy in 2015? How different would it be from 2014?

The motivating factor for channel partners is that we ensure decent margins and a quality product. In addition we try to offer a great post-sales support. However, we would like to urge our partners to have a long-term vision and show faith in a brand. Shifting corners sometimes harms the image and looses the customer trust.

Our GTM for 2015 will be totally different because of the new product portfolio in our basket. We are taking some aggressive steps to transform our GTM strategies for all four quarters.

In your opinion, how can partners sell more? Any selling tips

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities?

Success doesnâ&#x20AC;&#x2122;t come overnight. One should have a long-term goal. I reiterate that they should keep one goal in mind and choose the right product and company.

Loyal channel partners are our strength. Our business revolves around their loyalty and commitment.

We have a significant presence in tier 2 and tier 3 cities. We are in the process of enhancing our penetration further as we Year Book 2015 Digital Terminal

Channel Roadmap

rashi peripherals

“Worst Is Over” The year gone-by was a bad one for the industry and so for Rashi Peripherals. The biggest dent was caused by the online retail. However, the company is hopeful that things will begin to change in the New Year. Rajesh Goenka, VP-Sales & Marketing, Rashi Periherals reveals company’s strategies . What was the year 2014 like? 2014 has been a tough year for the entire IT industry. While there is a lot of optimism across the country, at the ground level the demand is yet to pick up. We are hopeful that the demand would zoom in the coming year. Rashi traditionally has grown from DIYPC player to a large branded pc distribution house. This, coupled with our thriving mobile business, has enabled us to incur a sustainable growth in the year 2014.

How did the channel help you to grow? 2014 has been the year where the channel has really matured. They have come out of the topline mode and have focused upon streaming their business and providing more value-addition. The channel partners have accepted the fact the market this year is flat and there isn’t much of growth. This is the reason that channel partners are realizing their potential and planning appropriately. I vehemently believe that in 2014 the channel business witnessed disruption because of the online stores; however it now seems that dust has settled down and business is almost back to normal.

What will be your go- to-market strategy in 2015? How different will it from 2014 ? Rashi continues to focus on improving our distribution

Digital TerminaL Year Book 2015

network. While we strengthen our channel relationship in the metro locations, through our continued improvement in supply chain management, marketing, sellout and service support. We are also focusing on up-country and smaller locations. This is in line with our corporate vision of providing products and services in each of the 300+ districts of India. We expect closer working relationship with channel partners in 2015.

How deeply are you entrenched in the market, especially in tier 2 &3 cities? Rashi currently bills to about 900 partners across 750 towns and cities, and our goal for 2015 is to reach 900 towns and more. This will be probably the largest IT distribution network in the country. Simply put we are strengthening our metro-base but also at the same time we are rapidly expanding in tier 3-4 towns.

Why should your channel partners feel motivated? What is your message to the channel? 2015 will be a year of growth, the worst is over. Government’s policies of oil reduction will have a positive cost-cutting effect in the coming months. Rashi being a channel company cannot grow without the growth of its partners. Hence it’s quintessential to ensure the growth of our partners too.

Sophos

Channel Roadmap

“Cyber Security Market Grew Manifold” Sophos is 100% channel-driven company that increased its reach in the Indian market and grabbed more market share. Kuldeep Raina, Country Manager, India & SAARC, Sophos reveals company’s plans and market strategies to reach out to tier 2, 3 and 4 markets in India. How do you rate the year 2014 for your company? From business point of view, FY 2014 was better than the previous year for two major reasons. One due to increasing awareness by the businesses, the adoption of cyber security solutions increased manifold. Two we have significantly increased our market share and revenues over the previous financial year, through a tight strategy, focusing on close channel partner relationships and serving the needs of pragmatic enterprise and the often under-served mid-market. This enabled us to double our customer base in India & SARC.

In what ways did the channel help you steer your business forward? As you are aware that our approach is 100 per cent partner oriented, therefore, all our business numbers were through our partners. Our philosophy is to work with our partners as a team and extend them the support, enablement, and tools required to achieve our shared business objectives. Without our partners our business would not be able to deliver to our customers across India. Feedback and a shared business strategy underpin our successful channel relationships.

What will be your go-to-market strategy in 2015? How different would it be from 2014?

There is no doubt that businesses in mid market segment are adopting cyber security solutions mainly due to the fact they have very small teams to handle the IT threat landscape. There an opportunity there and we have already taken certain initiatives to address this market. Also we would be expanding our reach in Tier 2 & 3 cities. While doing this we would also be enhancing our engagement with System Integrators (SI’s) to connect with potential customers we have not been able to address so far.

Why should your channel partners feel motivated? What is your message to the channel community? Sophos is 100% channel-focused, we don't sell direct. This is not going to change. Our brand promise is "Simple", this carries across in the simplicity of our products, how they integrate and the ease with which our customers can manage their IT security. We work hard to ensure this extends to making it 'simple' for our partners to do business with us. We offer endpoint security, encryption, Unified Threat Management solutions, email security, web security and Mobile Device Management solutions. All these solutions coming from one vendor with ease of manageability add lots of value for partners and our shared customers.

Year Book 2015 Digital Terminal

Channel Roadmap

Amkette

“Focusing on Four Areas” Amkette is planning to focus on four broad areas this year i.e. Wearable, Smart TVs, Mobile Accessories and Gaming Devices. According to Rajiv Bapna, Director, Amkette, the company follows a channel-driven model to reach out to its customers.

How do you rate the year 2014 for your company? We launched our key products this year. 2014 witnessed the launch of EVO TV AC&MC, Metal 2 and the Trubeats range of products. The launch of budget smartphones gave a healthy push to the mobile accessories market. The consumers opted for affordable good quality audio. We are already leaders in Smart TV devices and Mobile Audio with our Evo TV and Trubeats range of products and we have existing product line up in Gaming in the coming period.

In what ways did the channel help you steer your business forward? Channel has always been a critical part of our retail strategies. There is a constant conflict of profitability of selling online and offline. Our channel partners have been supportive of us and with their support and encouragement, we have witnessed appreciatory sales in 2014 and we look forward to further strengthening our relation with them.

What will be your go-to-market strategy in 2015? How different would it be from 2014? Amkette in 2015 will be focusing on four broad areas – Wearables, Smart TVs, Mobile Accessories and Gaming devices. With the new line of products we will be launching in

Digital TerminaL Year Book 2015

2015, we aim to provide our consumers a premium yet affordable experience. While in 2014, our focus was largely on tier 1 & Tier 2 markets, in 2015 we aim to expand our presence in the retail channel and reach out to our consumer in the tier 2, 3 and 4 cities.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? Amkette believes in truly enabling a smart digital lifestyle for all its customers across states in the country. We are extremely focused with our initiatives and products that map out to top 60 cities in India. These cities pan out across tier 2 and 3 regions.

Why should your channel partners feel motivated? Amkette is a strong R&D-driven brand. Our products are designed using cutting edge technology and showcase high levels on innovation. Our devices are exclusive and have strong design capabilities. We support our channel network with famed customer service. We also have run trade schemes from time to time that help us provide better margins to our retail partners.

Channel Roadmap

global infonet

“New Brands Contributed 40% Revenue” Global Infonet is one of the fastest growing distributors in India as it has got its 40 percent revenue in the year 2014 solely from new product signups. It further plans to expand its presence in the Indian market. Prashant Prakash, CEO, Global Infonet Distribution reveals company’s plans. How do you rate the year 2014 for your company? The year 2014 was a year of consolidation and growth. Isn’t it interesting ? More than 45% of our revenue came from brands we signed up in FY2014. We turned every branch into a profit centre unit and changed the way a typical distributor works. We introduced a big cultural change within the organisation.

In what ways did the channel help you steer your business forward? Our business model revolves around channel. They advised us to bring right products. We bring fearless culture when we work with our partners. We trust them and they trust us. We are one of the most preferred distributors for our partners because of our engagement and value addition to channel. Global Infonet exists because of its channel.

What will be your go-to-market strategy in 2015? How different would it be from 2014? Top 600 towns coverage, strong engagement with our vendors and value addition for entire ecosystem, be it principle or our channel, are part of our this year’s roadmap. We will execute this plan well. So everything lines in the execution

Digital TerminaL Year Book 2015

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? We serviced 520 + towns during 2014 and we target to take this to 600+ towns during 2015. You will be surprised to know that we have prepared a town-wise target of revenue for each of our salesperson.

Why should your channel partners feel motivated? What is your message to the channel community? We will work with channel to grow them with right ROI. We will work as consultant to our partners to guide them on multiple challenges. Real motivation comes when partner realises right ROI of his hard-earned money. Message to the channel is “ Lets create a right ROI together for years to come for the betterment of IT community on a WIN-WIN basis “

In your opinion, how can partners sell more? Any selling tips Innovation. Gone are days when customers will come to your shop. Retailers, SI need to go out and go to customers rather than waiting for them to come. Value your customer retain them. Sell through reference and innovation.

iValue

Channel Roadmap

“Partner Profitability Is Our Focus” iValue InfoSolutions claims to have direct partnership with 22+ OEM's for Onsite / Capex model and 10+ OEM's for Cloud / Opex model with 6000+ Customers through 500+ partners including global, national, regional and local SI's. DT sought more insights from S Sriram, CEO of iValue on company’s plans for 2015. How do you rate the year 2014 for your company? 2014 was another memorable year for iValue. We achieved impressive traction for most of the new offerings introduced in the recent past. We also recorded higher growth and share of business for all the leading established offerings. Both of our vertical initiatives, BFSI and Government, contributed to growth momentum during the year with big ticket wins. For the second time in a row we won Deloitte Technology Fast 50 award for India and Fast 500 award for APAC. We also won Red Herring Asia 100 Finalist award for 2014.

In what ways did the channel help you steer your business forward? Being a 100% indirect transaction model, channel is an extended family for iValue and its OEM partners. iValue approach of working with select channel for specific offerings together in the market helped in maximizing growth opportunities for our channel and OEM's. It was satisfying to note the contribu-

tion made by channel on growing our niche offerings through cross/up selling at most of their customer base. We see partners focusing both on capex and opex models moving forward in line with evolving hybrid model of most customers.

What will be your go-to-market strategy in 2015? iValue’s focus had been around niche, relevant and compelling offerings over the last 2-3 years. We plan to focus more on popular offerings, the DNA protection and management offerings from 2015 to ensure more business opportunities and volume for our partners. iValue will add many new offerings to help its partners grow their revenue share in each of their current customer base and also help them acquire new ones at a faster clip, with the above.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities?

nical support and in introducing new and relevant offerings for our partners’ business growth. We will continue to leverage on our partner's geography coverage to address emerging needs of new cities beyond tier-2.

Why should your channel partners feel motivated? Our offerings have high relevance to most customers business and IT challenges and hence we are able to grow consistently at 5+ times market growth rates consistently over last 6+ years. Focused partners who are with iValue have been able to capitalize on the niche and relevant offerings and grow their business profitably. iValue compliments its partner effort in the market to grow the business together. We add regularly to our portfolio compelling offerings to enhance growth opportunities to our partners. Hence most of our partners are committed and motivated with business growing at a fast clip over the years.

We will continue to focus on building skills on sales, pre-sales, post sales techYear Book 2015 Digital Terminal

Channel Roadmap

smartlink

“Channel Expansion On Agenda” Smartlink is planning to enhance its reach in all parts of the country. It will expand its partner network, add more products and reach more cities. Aarti Naik, COO, Smartlink discloses her company’s channel expansion plan with DT. In what ways did the channel help you steer your business forward?

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities?

Channel has always played a significant role in the DIGISOL setup. A major contribution to DIGISOL’s revenue is made by the channel. As a result of our extensive partner connections spanning across the country, DIGISOL is able to penetrate well throughout the focus markets. Our partners have endeavored to make us a prominent brand.

Our current reach is quite wide-spread as we are present in almost all locations in India either directly or through our distributors or dealers. We have a strong distribution network of 21 exclusive territory distributors, 500+ dealers and 5000+ resellers across the country. We have been working very closely with most of these partners for the past 2 decades.

What will be your go-to-market strategy in 2015?

Why should your channel partners feel motivated? What is your message to the channel community?

Active Products have been very much part of the company’s core competency right from day one. With in-depth knowledge of networking industry and balanced resources, we have drawn up ambitious plans for the future. We have laid out a roadmap that will focus on high potential verticals. The company will accordingly deploy significant resources to capture opportunities and make strategic investments to improve its competitiveness in the marketplace. We are looking seriously into expanding the channel network along with our product-line.

Digital TerminaL Year Book 2015

We are providing training workshops to our channel partners to gear up for new technologies in order to better understand the customer needs and suggest them the best product/solution. We are additionally preparing them to be well-equipped with the knowledge and expertise to get maximum ROI. We will advise our channel to have a great hold on the basics while upgrading their customer base. Development of skills of their team members will be a certain differentiator.

Channel Roadmap

Corsair

“We’ll Launch More Products” Corsair Memory India had a difficult year. But the company is thrilled by the fact that it successfully secured its ground from the competition. It plans to introduce a new range of products in the new year to tap on the Indian market and reach further. M A Mannan, Country Manager, Corsair Memory India runs us through the company’s New Year strategy.

How do you rate the year 2014 for your company? The year 2014 was a very difficult year but overall happy that we hit the targets assigned and in some segments we have exceeded the expectations of our HQ. With absolute no-growth in IT segment we can proudly declare that we captured competition’s marketshare over the year and also explored newer markets. The popularity of Corsair Vengeance RAMs also increased as it emerged as a brand.

In what ways did the channel help you steer your business forward? Channel has enabled and enhanced the distribution of Corsair products in the market. They are constantly involved in enriching the current market and also look for untapped markets. They take the extra effort to educate the customers about new and upcoming technologies.

What will be your go-to-market strategy in 2015? How different would it be from 2014? Corsair is coming up with entry-level components keeping the Indian masses in focus. The primary focus would be on

Digital TerminaL Year Book 2015

PSUs and cabinets. The entry-level products would define this year for Corsair as compared to the previous year. It would help gain better market share as well as mind-share of the channel partners as well as customers.

How deeply are you entrenched in the market, especially in tier 2, tier 3 and tier 4 cities? We are the market leaders in tier 1 segment in branded high-end products. We have taken the best products like the DRAMs to penetrate into the tier II and III regions in India. We have already made a strong footprint in these regions and are introducing more products here. Introducing the entrylevel product line is a step towards penetrating the Indian market deeper.

Why should your channel partners feel motivated? The margin on sale for any product is roughly 1-2% in the present scenario. Corsair being positioned as a premium brand would also fetch our channel partners a better margin.

Flash back I

n 2014, the power centers entirely shifted, not only in politics but also in business. The IT market – which was once ruled, driven and controlled by hardware stalwarts like HP, Dell, IBM, etc—favored the onset of new technologies in the mobility space. Organizations preferred innovative tools over the traditional monolithic hardware. As a result, experts were not appalled when they saw HP splitting into two companies and IBM selling its server business to Lenovo. In this section, we have endeavoured to capture a snapshot of the entire year with major developments. Microsoft took the full control of Nokia’s phone division and rechristened it into Microsoft Mobiles. Acquisitions are part of the trade. Big fishes try to eat small ones, which is fine. These major mergers and acquisitions give berths to several new market trends. Big players try to capitalize on new things. In 2014, the industry witnessed a few big ones. One that rocked the market was that of WhatsApp by Facebook for $19 billion. Sophos also acquired Cyberoam; Zebra also bought Motorola’s scanner business for a hefty sum. Plus what was in news was that a number of players set up their ties with partners in the hope of growth. Vendors signed up deals with NDs and RDs to boost their business. In the ‘Partnership’ section, we get a glimpse of how the market still rests trust in the traditional channel even the e-commerce has created a lot of disruption. Similarly there were key people movements in 2014. Many senior executives changed guard and joined new companies in roles. Some of them are Harsh Chitale and Vishal Sikka who stole the headlines.

Year Book 2015 Digital Terminal

Flash back 2014

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HP Split into Two Companies HP separated into two new publicly traded Fortune 50 companies: one comprising HP’s market-leading enterprise technology infrastructure, software and services businesses, which continues to do business as Hewlett-Packard Enterprise, and one that will comprise HP’s personal systems and printing businesses, which continues to do business as HP Inc. and retains the current logo. Immediately following the transaction, which is expected to be completed by the end of fiscal 2015, HP shareholders will own shares of both Hewlett-Packard Enterprise and HP Inc. The transaction is intended to be tax-free to HP’s shareholders for federal income tax purposes.

DataWind CEO Bags “Award of Honor” At the 65th World Sikh Educational conference, Suneet Singh Tuli, President & CEO, DataWind was felicitated by the Chief KhalsaDiwan with ‘Award of Honor’ for his relentless efforts and dedication in creating greater access to education through use of technology. Chief Minister of Punjab S. Prakash Singh Badal, presented the award at the global conference organized by Chief KhalsaDiwan (CKD), a 111-year old Sikh charitable society that runs nearly 50 schools, hospitals, old age homes and an orphanage based on the underpinning philosophy and guidelines of ‘Welfare for all’.

Digital TerminaL Year Book 2015

SanDisk Co-Founder bagged US’ Highest Honor

Cyberoam Launches Online Learning Platform

Dr. Eli Harari, co-founder, and retired chairman and chief executive officer

Cyberoam launched the online virtual learning platform for Cyberoam’s network-security certification program – Cyberoam Certified Network Security Professional, CCNSP. According to the company, the training is available 24*7, can be accessed from a connected device anywhere without any restrictions, and comes with the convenience of self-determined pace for the learner. Leveraging behaviour modelling, the training is designed to offer augmented learning to participants and reinforces grasp of technology skills with video and other simulation aids.

of SanDisk, was awarded the National Medal of Technology and Innovation by the National Science Foundation for his significant contributions towards the development and proliferation of flash memory. U.S. President Barack Obama conferred the medal at a ceremony held at the White House, which was attended by leading dignitaries and other medal laureates. Dr.Harari co-founded SanDisk more than 25 years ago with the vision of using flash memory to store data in mobile products. Flash memory – an ideal storage medium due to its small size, ruggedness and low power consumption – has since become ubiquitous in mobile devices.

Uniline bags Projects across Verticals Uniline bagged key projects with various state governments, in the defence sector, the healthcare and the manufacturing sectors. In addition, Orissa, Jharkhand and West Bengal selected Uniline to install Solar Solution to run their Christian Missionary Hospitals. Global Solar equipment manufacturer INVT tied up with Uniline for its distribution business. Uniline has recently been chosen to empower several Defence Network sites in India. Uniline has expanded its footprint in the country.

Dell Claims No. 1 Vendor Position as Storage Supplier Dell was recognized as the No.1 storage vendor in the total number of terabytes sold (internal and external) for the first half of 2014 based on information from the IDC Worldwide Quarterly Disk Storage Systems Tracker Q2 2014. During this period, IDC reported that Dell had shipped 4,311,728 terabytes, or more than 4 exabytes, of storage capacity globally. Dell also was recognized as the leading vendor in both revenue and market share for iSCSI storage and as the leading vendor for external DAS vendor based on revenue share worldwide for the first half of 2014.

Simmtronics Enters Set-top Manufacturing Biz Simmtronics Semiconductors expanded its manufacturing portfolio with the Set-Top Box segment manufacturing in India. Simmtronics claims to be India's first Company which has started manufacturing STB’s at their plants in India. Simmtronics will be manufacturing the entire range of Set Top boxes both for

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the Cable and the Satellite platforms. Simmtronics announced to launch this box at the lowest price in the market.

An era of Nokia Handset ended as Microsoft decided to change Nokia phones into Microsoft Mobile. As you know that Nokia’s handset business was acquired by Microsoft for USD 7.2 billion. Earlier last year the companies had agreed to merge the business. Microsoft had taken the decision to eventually change Nokia handsets to Microsoft mobiles. It is important to note that Microsoft has only bought the handset business.

felicitated in the presence of dignitaries such as Padmabhushan, Ms Rajashree Birla, chairman of Aditya Vikram Birla Group was the Guest of Honour and Justice Thiru V. Dhanapalan of Madras High Court was the Chief Guest. Rajesh Doshi is the driving force behind the brand Zebronics..

Jagannath Patnaik Starts Own Distribution Venture

TP-LINK Inaugurates Delhi Office

After over a decade of experience across IT security solutions, Jagannath Patnaik announced the launch of his own venture ‘NNR IT Solutions’. The Company announced Global Distributionship for Max Secure Software’s Anti-Virus and Mobile Security range of products. This agreement to distribute Max Secure range of products in India and Overseas was signed on 2nd May 2014 during the inauguration NNR IT Solutions headquarters in Pune. Via this agreement NNR IT Solutions is helping Max Secure to grow its business and strengthen its position in the Indian IT market.

TP-LINK India expanded as they opened two new offices in two main cities of India, The opening of new office in Mumbai on 5th august 2014 was followed by opening of another new office in Delhi near Nehru Place on 20th august 2014. The new offices were opened with an aim to help more number of distributors, retailers and customers. The company wants to reach the larger chunk of consumers in the country.

Nokia renamed as Microsoft Mobile

Zebronics Founder Bags Rajasthan Yuva Ratna Award 2013 Zebronics founder, Rajesh Kumar Doshi was recognized and honored with the Rajasthan Yuva Ratna Award 2013 at a function held at the The Music Academy, Chennai on 6th April 2014. The winners of the Rajasthan Yuva Ratna Awards 2013 for outstanding young Rajasthanis were

Top Notch Sets up R&D Centre at Chennai Top Notch Infotronix, a supplier of computer peripherals, consumer electronics and entertainment products under the brand ‘ZEBRONICS', has set-up an in-house Research and Development division. The R&D Division has been structured as a separate unit, co-located at Zebronics headquarters in Chennai. Covering an area of 2,000 sq.ft., it, claims the company, is equipped with dedicated labs covering 5 verticals – Audio Systems, Power Products, Computer Peripheral

Products & Accessories, Telecom and Security Products.

Dell India Opens 250th Dell Store Dell India announced the opening of its 250th Dell Exclusive Store (DES) at Brigade Road, Bengaluru. The company has aggressively focused on expanding its retail presence across market tiers, and further plans to open 400 stores by March, 2015. Strategically located on Brigade Road, Bengaluru, the store offers the entire range of Dell’s consumer products. Dell has taken the dual route – retail and channel.

HP India Strengthens MPS Service with Motorbike Fleet HP unveiled a new Managed Print Services (MPS) service delivery mechanism that will enhance the experience of HP’s MPS customers. Under the new service, authorized HP technicians will use HP’s MPS motorbike fleet to carry optimized parts and supplies inventory, allowing them to pre-empt maintenance and address multiple issues in a single visit. To reduce down time, the HP technicians will also be assigned customers who are closest to them.

Year Book 2015 Digital Terminal

Flash back 2014

Maj0r Launches Dell Launched Latitude Rugged Extreme Devices in India Dell launched Latitude 14 Rugged Extreme notebook and the Latitude 12 Rugged Extreme convertible notebooks in India, for customers who require sturdy machines for ruggedized work environments. Apart from enabling technological capability in any condition, the devices are feature packed with durable pogo-pin docking, a customizable RGB keyboard, native serial ports, a privacy shutter on the webcam and stealth mode. Dell Latitude 12 Rugged Extreme was priced Rs 239999 whereas Dell Latitude 14 Rugged Extreme was priced Rs 229999.

Ricoh Launched Device Manager Ricoh India launched Device Manager NX. Ricoh claims that the product is a new powerful tool which puts control of an entire device fleet in the hands of the customer. Device Manager NX empowers an IT administrator to easily and efficiently manage their entire fleet of networked devices from one central computer. From one intuitive dashboard on their computer screen they can auto-discover their networked devices such as printers, and perform batch configurations to specific device groups or even the entire fleet

Digital TerminaL Year Book 2015

F&D Launched Home Theatre Speaker Fenda Audio (F&D) ventured into 4.1 speaker category with ‘F1200U’ home theatre speakers offering 3600W PMPO. The all-in-one product can be easily connected to various media devices such as USB/SD card, PC, TV, MP3, CD and DVD player. With features that boast a cinema-like experience, this speaker system provides a good sound quality at an affordable price of Rs. 4,990.

ASUS Unveiled New ASUS Transformer Series ASUS announced their all new additions to the Transformer Series – ASUS Transformer Flip Book – a 15.6 inches laptop with 360-degree rotating touch screen that flips in an instant for use as a powerful laptop, a responsive tablet, or anything in between. It also launched ASUS Transformer T200 – a 2-in-1 ultraportable laptop with 11.6 inches tablet and ASUS Transformer Pad TF103 – a tablet with style, ensuring productivity on the go.

Max Secure Announced New Versions of Security Max Secure launched new version at Pattaya during the partner incentive tour to Bangkok and Pattaya. NNR IT ran a ‘Fly-toBangkok’ and ‘Golden Rush’ scheme for the JAS Quarter which saw good response with nearly 100+ partners qualifying in the scheme. 49 partners opted for Bangok-Pattaya tour. Partners were also given insights into the future roadmap by Mr Jagannath CEO NNR IT solutions and Mr Sanjay Pradhan CEO Max Secure. Mrs Rachna Pradhan CTO Max Secure Software gave product insights into the newly unveiled products. Max Secure Total security has added advantage with Vulnerability scanner which tells users about windows updates available and Microsoft security bulletins, Max Safe browser Secure Site blocking.

Maj0r Launches SanDisk Launched Cruzer U Flash Drive SanDisk launched a new line of USB flash drive designed to be for students heading back to school. SanDisk Cruzer U, which has enough capacity to hold homework, photos, music and movies, is easy to carry as it sports a U-clip for attaching to backpacks, bags and key rings. Available in bright and bold design, it aims to be both attractive and hard to lose, with all information safely protected by password. SanDisk Cruzer U is currently available in India in 8GB to 64GB capacities at retail price of Rs 429/- to Rs 2599/- respectively.

Cyberoam Launched CR10iNG UTM

TP-LINK Unveiled TL-PB10400Power Bank TP-LINK, a provider of networking products, has introduced the Portable Power Bank TL-PB10400. It claims that the product has sleek looks and classy design. It also comes with a powerful capacity of 10400mAh which claims to ensure that your smartphone charges 3~5 times. It sports dual USB ports with 5V/2A and 5V/1A capacity and allows two devices to charge simultaneously.

Cyberoam launched CR10iNG, what it claims as the fastest & most affordable UTM (Unified Threat Management) appliance for SOHO/ROBO markets. The appliance aims to extend enterprise level network security to small and branch offices, making them future ready for security needs. With firewall throughput of 400 Mbps and UTM throughput of 60 Mbps, Cyberoam CR10iNG is said to be the fastest UTM security device in its class for small and branch offices.

WD Unveiled Wi-Fi storage device Western Digital unveiled My Passport Wireless, a Wi-Fi enabled storage drive that allows consumers to save, access and share stored content wirelessly with any smartphone, tablet, computer or other device. The company claims that the My Passport Wireless drive is a simple way to connect all computing and mobile devices to content without any wires or Internet connection. Additionally, when users need to transfer large amounts of data, the My Passport Wireless drive provides the option of using a high speed USB 3.0 connection. My Passport Wireless has been priced Rs 11,000 for 500 GB and Rs 13,000 for 1 TB.

Zebronics Introduced Two New External Power Banks Zebronics has introduced external power banks in two capacities. The Zeb-PG4400 with a capacity of 4400mAH and the Zeb-PG2200 with a capacity of 2200mAH are ideal for today’s generation of ‘connected’ mobile enthusiast. The Zeb-PG4400 is not just attractive in design but shaped to easily slip into a back-pocket or a handbag. The device claims soft-touch, scratch-resistant rubber finish and is ultra-light weighing just 120grams. Zebronics has priced the Zeb-PG4400 at Rs.900/and the Zeb-PG2200 at Rs.400.

Year Book 2015 Digital Terminal

Flash back 2014

major launches Lenovo Unveils Yoga Tablet 2 Lenovo announced the India launch of its much awaited line-up of next-generation Yoga Tablet 2 powered by Intel processors. The range of 4 distinct tablets boasts to offer some of the best features in their respective categories. Lenovo launched it in 3 sizes and 2 operating systems so users can choose the model that is right for them.

Logitech Unveils Worldâ&#x20AC;&#x2122;s Fastest Gaming Mouse Logitech claimed to have introduced the fastest gaming mouse ever made, the Logitech G402 Hyperion Fury Ultra-Fast FPS Gaming Mouse. The Hyperion Fury features Logitechâ&#x20AC;&#x2122;s Fusion Engine sensor technology that can reliably track over 500 inches per second (IPS. The Logitech G402 Hyperion Fury FPS Gaming Mouse is available in India for a suggested retail price of Rs 2,495.

Digital TerminaL Year Book 2015

Ricoh India launches Document Process Outsourcing Services Ricoh India launched its Document Process Outsourcing Services Business, with an aim of providing a complete solution to enterprises so that they can outsource their document intensive business processes. Having the entire document process/management outsourced the companies can be more productive. This service will free businesses from managing the print services inhosue.

HP Unveiled Colourful Notebook PCs HP unveiled its latest range of consumer notebook and touch convertible PCs, and a variety of colourful accessories delivering new eye-catching options for consumers in India to express their unique style and personality. The new HP Pavilion Notebook Series, HP Pavilion x360, HP Pavilion 23 All-in-One and the HP ENVY 15 Notebook PC were showcased at the HP APJ Media Summit 2014 in Mumbai in the month of July. Extending colour even further to the HP Slate6 and HP Slate7 VoiceTabs, five new coloured back covers were also been released. The stylish back covers are in pink, purple, green, blue and white colour.

Seagate Unveils Wireless Plus Mobile Device Storage Seagate Technology announced the wireless storage category. Seagate Wireless Plus mobile device storage now consists of a family of capacities at 1TB and 2TB versions to suit every need along with integration with cloud services, such as Dropbox and Google Drive. The drive is now available at 2TB for Rs 18,500 and 1TB for Rs 14,500.

Xiaomi Enters Indian Smartphone Market Xiaomi announced its foray into the Indian market with a range of flagship Mi smartphones and an exclusive partnership with e-commerce marketplace Flipkart for sale and delivery of these products across India. Xiaomi has also set up 35+ service centers, with dozens more to come, across India including two exclusive Mi service centers in Delhi and Bangalore to ensure a robust after-sale service and a hassle-free customer experience.

Maj0r Launches ADATA Unveils XPG V3 DDR3 DRAM ADATA Technology launched the XPGV3 series overclocking memory in India, running at a stellar 3100 megahertz. Its dual channel is designed to offer gamers and PC enthusiasts performance with its Intel Core fourth and fifth-generation processors and the latest Z97 platform. With speed up to 3100MHz and transfer bandwidth reaching 24.8GB/s, the XPGV3 series claims to take gaming to the next level.

Intex Announced Affordable Smartphone with Firefox OS Intex announced its association with Mozilla Firefox as it launched an affordable smartphone, Cloud FX, claiming it as India’s first Firefox OS device. Priced in the sub Rs 2000 category, the smartphone was targeted at first time smartphone users in tier II cities and rural areas. Cloud FX comes equipped with all the key features of a smartphone at a never before price.

Zebronics Enhanced Sound Monster Speakers Line-up Top Notch Infotronix, a supplier of products and accessories for computers, consumer electronics and communication under the brand ‘ZEBRONICS' revamped its Sound Monster line-up of 5.1 channel speakers with a new range. Ranging from 80W to 115W RMS and incorporating USB/ SD direct play as well as FM radio functions, the new devices were aimed at all segments. The star of the range is said to be the ZEB-SW9310 RUCF 5.1 channel speaker system which has elegant looks, thumping bass and VFD.

Dell Unveiled ‘Venue’ Series of Tablets Dell continued to experiment in the tablet space as it launched a new family of tablets – Dell Venue. Designed to address the changing way people live and work today, these all-encompassing devices are dedicated to helping individuals meet their match. With compact designs that make it easy to stay connected on the go, the Dell Venue 7 and 8 Android-based tablets and the Venue 8 Pro and 11 Pro Windows-based tablets, come with appealing looks.

Sakri Unveiled ‘WINTAB’ Tablet Brand Sakri IT Solutions announced its collaboration with Microsoft and Intel and launched Windows-based tablets. The tablets are powered by Intel Processors. The company launched its products in India, Malaysia and Bangladesh under the Brand name “WINTAB”. The WINTAB comes packed with Windows 8.1 and Office 365 and is available in various form-factors. Wintab 8 inches has been aggressively priced at Rs 13,999/-. Wintab 10.1 inches is available at Rs 20,999/-. The product is available across the country at leading IT and mobile retail stores.

Year Book 2015 Digital Terminal

Flash back 2014

Changing Guard

Harsh Chitale Quits HCL Infosystems Last year Harsh Chitale decided to take a role outside the company and relinquished his role as the Managing Director and CEO. The HCL Infosystems Board accepted his resignation with effect from 31st December 2014 and appointed Premkumar, Executive Vice Chairman of HCL Infosystems as the new Managing Director of the company, effective from 1st of January 2015. Earlier in September 2014 HCL Infosystems had appointed Premkumar as the Executive Vice-Chairman of the company. Prior to returning to HCL, Premkumar was the Group CEO of Apollo Hospitals Enterprise Ltd.

Kaspersky Appoints Peter Hewett as MD Asia Pacific Kaspersky Lab appointed Peter Hewett to the position of Managing Director of Kaspersky Lab Asia Pacific. In his new role Peter will be responsible for the company's overall business operations in the Asia Pacific region, including sales, marketing and business development functions. Peter brings a range of expertise in development of regional business strategies to the role, and is helping to build on the company’s continued success in what is arguably the world’s most dynamic region, Asia Pacific. He will be based in Singapore.

Smartlink Appoints Arati Naik with COO Smartlink announced the appointment of Ms. Arati Naik as the company’s Chief Operating Officer. Arati started her career at Smartlink as a Project Consultant wherein she imbibed key elements of product development, people management, developing key strategies for product launches and innovation. The expertise gathered catapulted her to the role of the Chief Marketing Officer. This role was her breakthrough opportunity where she demonstrated her potential and achievements in converting businesses and making new alliances at a much younger age.

Alok Bharadwaj of India Moves to Canon Singapore Alok Bharadwaj, Executive Vice President, Canon India, moved on to an international assignment at Canon Singapore, which is the headquarters of its South East and South Asia business operations. Bharadwaj will be heading the Corporate Strategy Group as the Senior Vice President and will be responsible for strategic business planning and execution as well as corporate communications for Canon’s South East and South Asian regional operations. He will also oversee business development in emerging Asian markets in this region.

Ricoh’s Manoj Kumar Takes Over as Chairman Of CII Manoj Kumar, Executive Vice President & CEO, Ricoh India, has been appointed as the Chairman of CII Office Automation & Imaging Industry Division. He takes over from Alok Bharadwaj, Executive Vice President, Canon India. Kumar is going to lead this industry forum under the CII banner. OA & Imaging Division comprises of members from IT peripherals, office automation, digital printing & finishing and digital photography industries. The division works to build an environment conducive to the growth of this industry in India, partnering industry and government alike, through advisory and consultative processes.

Digital TerminaL Year Book 2015

Changing Guard

Dell Names Ganesh Murthy as Chief Financial Officer

D-Link elevates Tushar Sighat as Executive Director

RAPOO Appoints Saurabh Grover as Country Head

Ganesh Murthy joined as vice president and chief financial officer of Dell Services. He will report to Thomas Sweet, senior vice president and chief financial officer of Dell, and will support the Dell Services business and Suresh Vaswani, president of Dell Services. He will be based in Bangalore. Ganesh joins Dell from Mphasis Limited, a subsidiary of HewlettPackard (HP), where he worked for five years serving as executive vice president and CFO.

D-Link (India) Limited announced the elevation of Mr.Tushar Sighat as Additional Director and also as whole-time Director. With this Mr. Tushar Sighat has now been designated as Executive Director and Chief Executive Officer (CEO) at D-Link at its annual general meeting. Mr.Tushar Sighat is a seasoned professional with a career spanning over 2 decades in ICT industry. Mr.Sighat has been associated with D-Link India for over 12 years and is also a member of the founding team that gradually led D-Link India to great success.

RAPOO announced appointment of Mr Saurabh Grover as Country Head ( India, SAARC & MEA) of RAPOO to strengthen, consolidate early gains and grow further in India & SAARC as well as Middle East and Africa. Mr Grover will be based out of company's India headquarter in Gurgaon. Mr Grover is an industry veteran with 18 years of experience in the consumer electronics and IT space and handled sales and marketing functions for consumer brands like Samsung & AOC.

Vipin Tuteja Leaves Xerox India Xerox India announced that Vipin Tuteja was replaced by Balaji Rajagopalan as its new Executive DirectorTechnology, Channels and International Distributor Operations. The company added that Tuteja decided to pursue his professional career outside of Xerox. Balaji has been with Xerox for over 30 years, most recently being at the helm of post sales operations at Xerox India, and was responsible for setting up the national service network for company.

HCL Services ropes in new CEO HCL Services Ltd., a wholly owned subsidiary of HCL Infosystems, announced a key appointment as it roped in Biswanath Bhattacharya, as the Chief Executive who will be responsible for the Services business. He joins HCL Services from HP, where he was the Vice President and General Manager, Technology Services, HP India. Biswanath had a distinguished career spanning over 25 years across various roles.

Year Book 2015 Digital Terminal

Flash back 2014

Changing Guard Jagannath Patnaik Quits Kaspersky Lab Jagannath Patnaik, Director, Channel Sales, Kaspersky Lab – South Asia quit Kaspersky. Patnaik joined Kaspersky in 2010 as Director Channel Sales and was in charge of sales and distribution in India. He has vast experience of more than 20 years and also worked in Information Security space.

Fujitsu India Appoints Andy Stevenson as MD Fujitsu appointed Andy Stevenson as the Managing Director for India and Territory Leader for Middle East and India. The appointment follows the announcement of Fujitsu’s Global Matrix Organization, and in line with the company goal of expanding its business globally, and creating a structure that enables Fujitsu to serve its regional and global customers more efficiently and effectively.

Yahoo India Appoints Gurmit Singh as MD Yahoo announced the appointment of Gurmit Singh as Managing Director for Yahoo India. As MD, Gurmit will oversee Yahoo’s business in India, responsible for its growth in the country. He will report to Yvonne Chang, VP & Head of India and South East Asia, Yahoo. With over 20 years of experience, Gurmit brings with him a deep understanding of the Media & Entertainment industry in India. Most recently, Gurmit was the CEO of Forbes India at Network 18.

R Chandrashekhar Takes Over as Nasscom Head R Chandrashekhar, former Telecom Secretary under whom a government IT department was set up for the first time recently appointed President of Nasscom -- a body representing the USD 108 billion Indian IT-BPM industry. He succeeds Som Mittal, who served as the President of Nasscom from 2007-13. Chandrashekhar was the Chairman, Telecom Commission and Secretary of the Department of Telecom till March last year.

Rajesh Rege Quits Cisco, joins Red Hat Rajesh Rege of Cisco Systems India resigned from the company to join Red Hat as Managing Director in India. Rege, who was Cisco’s Director and Country Head — Datacentre & Cloud Business Entity, India/ SAARC, will be taking over from Jagjit Singh Arora, who has been the interim head for Red Hat India since midApril after Managing Director Arun Kumar quit after a stint of over 15 years at Red Hat.

WatchGuard Appoints Avinash Shrawan as Country Manager WatchGuard Technologies announced that Avinash Shrawan was appointed Country Manager, India and SAARC. Avinash is responsible for the company's India relations, strategy and growth for channels, mid-market and enterprise businesses. Avinash has over 16 years of IT industry experience across Sales and Marketing functions. Prior to joining WatchGuard, Avinash was Director - Sales at Dassault Systemes.

Digital TerminaL Year Book 2015

Changing Guard

Emerson Appoints A S Prasad as GM India Emerson Network Power announced the appointment of Dr. A S Prasad as the general manager for the Indian product and marketing group. Prasad will lead the products and marketing team, and continue to strengthen the product planning and marketing in India. He will be responsible for growth initiatives through marketing. Prior to joining Emerson Network Power, Prasad was previously with Emerson Process Management and served as director, Solutions Business.

Cyberoam Ropes in Mohit Puri as Head of Presales Cyberoam roped in former WatchGuard Country Manager Mohit Puri as its new Head of Presales for India & SAARC. In his new role with Cyberoam, he will support the sales leadership and will be responsible to drive presales efforts and channel strategy. He will report in to Sunil Sharma, Vice President of Sales & Operations, Cyberoam, India and SAARC.

Infosys inducts Vishal Sikka as CEO Infosys announced Vishal Sikka as their new CEO and MD of the company. The announcement is very crucial at this juncture as company was not doing well. Vishal is Infosys’ first non-founder CEO. Vishal is a former SAP AG executive board member. Narayana Murthy who was Executive Chairman then stepped down on June 14.

F-Secure Appoints Amit Nath as Country Manager

Konica Minolta Appoints Yuji Nakata as New MD India

F-Secure announced a key appointment to strengthen the company’s position in India. Amit Nath joined F-Secure as Country Manager, India & SAARC and is responsible for company’s India relations, strategy and growth for channels mid market and enterprise business. Amit has over 17 years of IT industry experience across different.

Konica Minolta appointed Yuji Nakata as the new Managing Director of Konica Minolta India. He has been associated with Konica Minolta for over 25 years and previously was serving as company's Chief Representative in Thailand. Yuji Nakata has replaced Mr.Tadahiko Sumitani who has been promoted and has assumed a new role as the Global Sales Head in Japan HQ.

Ex-Juniper Jitendra Gupta Joins Avaya Jitendra Gupta joined as Sales Head- Networking, Avaya India and SAARC. Gupta brings with him more than 21 years of professional experience in sales, product management, marketing and channel management with leading networking and security companies. He most recently served as the Director, Partner Sales at Juniper Networks for India & South Asia region with a responsibility of building and leading Juniper’s India partner sales organization.

Year Book 2015 Digital Terminal

Flash back 2014

acquistions

Sophos Acquires Cyberoam Technologies Cyberoam Technologies was acquired by Sophos, a global provider of complete IT security solutions. Originating from Ahmedabad, India, Cyberoam has consistently grown faster than the market and gained cost leadership and operational efficiency advantages in the global network security market. Cyberoam was one of the few IT companies based out of Ahmedabad which has increased its marketshare in the security domain in last few years.

Seagate Completes Acquisition of LSI’s Flash Businesses from Avago Seagate Technology completed its previously announced acquisition of the assets of LSI’s Accelerated Solutions Division and Flash Components Division from Avago Technologies Limited. This technology acquisition immediately boosts Seagate’s range and depth of flash storage capabilities and brings additional engineering expertise to accelerate its roadmap in the growing flash market. LSI’s ASD business has the broadest PCIe flash product offering and intellectual property in the market and its FCD business has SSD controllers with proven support for a wide range of applications.

Micro Clinic India Merges with Hitachi Systems Hitachi Systems completed the

Digital TerminaL Year Book 2015

merger of Micro Clinic, an Indian IT services company, into its business. The company started operations as Hitachi Systems Micro Clinic Pvt. Ltd. from April 2014 when the procedures for changing company names were completed.

Facebook Pays $19 Billion for WhatsApp The year 2014 was a landmark year for Facebook which reached a definitive agreement to acquire WhatsApp, a rapidly growing cross-platform mobile messaging company, for a total of approximately $16 billion, including $4 billion in cash and approximately $12 billion worth of Facebook shares. The agreement also provides for an additional $3 billion in restricted stock units to be granted to WhatsApp’s founders and employees that will vest over four years subsequent to closing.

R&M Acquires AFS in India Swiss cabling specialist R&M acquired the business activities and operating assets of Advanced Fiber Systems (AFS) in India. AFS is said to be a reputed manufacturer of fiber-optic products and solutions for the public network market and has been an R&M certified assembly partner for the E-2000TM connector for several years. AFS was founded in 2002 and has its production facility located in Bangalore. The management and all employees of AFS will transfer to R&M in India.

Lenovo Acquired IBM Server Business IBM was facing a lot of challenges in the server business and struggled to give it a new direction in the middle of laggard demand. This led the company to sell its server arm to Lenovo. After this acquisition, Lenovo became the thirdlargest player in the x86 server business globally. Lenovo claimed that it is committed to following the IBM x86 product roadmap, including Flex and x86-based PureFlex integrated systems. The purchase price is approximately US$ 2.1 billion. Approximately US$ 1.8 billion will be paid in cash at closing after estimated adjustments and approximately US$ 280 million will be paid in Lenovo stock

Google Buys Nest Labs Google added another company to its wide portfolio as it announced to acquire Nest Labs which is a maker of high-tech thermostats and smoke detectors, for $3.2 billion. The deal was the second biggest in Google’s history after Motorola Mobility, which indicated towards Google’s ambitious plans beyond its search advertising business. Through this acquisition, Google wanted to gain a firm footing in the growing Internet of Things market for smart household appliances. Experts are of the opinion that a platform for Internetconnected home devices powered by Google will help both companies capture a bigger share of the $600 billion IoT market.

Flash back 2014

acquistions

Zebra Buys Motorola Solutions’ Scanner Biz Zebra Technologies bought Motorola Solutions’ Enterprise business for $3.5 billion in an all cash deal. This acquisition was announced in April 2014. This was a bold move by Zebra since traditionally the company has confined to its RFID and real-time location solutions. On the eve of the acquisition, senior vice president Philip Gerskovich told Washington Post that Zebra could now capi¬tal¬ize on two trends: the Internet of Things, and an increasingly mobile workforce. Later in the year, Zebra started pitching itself as an IoT player.

infrastructure. Another advantage for Oracle is that it would be able to provide tighter integration between Oracle’s database and software stack for hotel retailers.

Elliot Buys Riverbed Technologies Networking company Riverbed Technology was bought by Elliot for $3.6 billion. Elliot led by Paul Singer, in recent years have done a host of acquisition. Most of them are multibillion dollar acquisitions. After this acquistion, Elliot has taken control over Riverbed through Thoma Bravo and the private equity arm of the Ontario Teachers’ Pension Plan. Riverbed initially rejected Elliott’s demands but the company’s quarterly financial results missed its own forecasts and eventually it succumbed to the selling process. Analysts believe that Elliot offered a fair amount of money, given the lack of growth in the company’s core business.

Oracle Acquires Micros Systems

Apple Acquires Beats Electronics

Oracle swelled its product portfolio as it acquired Micros Systems Company for $5.3 billion. Micros systems, which is based in Columbia, provides hospitality and retail businesses with hardware, software, cloud solutions and scalable point-of-sale services. Market peers saw this deal as a landmark in the history of Oracle. The deal enabled Oracle in the retail vertical. According to market analysts, retail is one of the growing segment which is spending heavily on IT

Apple has indeed purchased Beats, which includes both Beats Audio hardware and Beats Music, the streaming radio service that was founded by rapper Dr.Dre and longtime music industry exec Jimmy Iovine.The price is indeed $3 billion, with $2.6 billion in cash and $400 million in stock. Apple typically makes smaller purchases of startups and companies most people have never heard of, so Beats is a considerable change of course for the company. The last really high-profile acquisition Apple made was NeXT, back when it bought that company to bring Steve Jobs back into the fold.

Digital TerminaL Year Book 2015

SAP Purchases Concur Tech SAP completed its acquisition of Concur Technologies, Inc. (NASDAQ: CNQR), the leader in the multi-billion dollar market for travel and expense (T&E) management solutions. With the acquisition of Concur, SAP advances its business network strategy by delivering a new model for managing business resources, processes and spend in the simplest possible way — through the world’s largest business network. All outstanding shares of Concur have been converted into the right to receive US$129 per share in cash. Concur has notified The Nasdaq Stock Market of the completion of the acquisition and expects trading of its common stock to be suspended pending delisting of such shares.

SanDisk Buys Fusion-io SanDisk Corporation announced it has completed the previously announced acquisition of Fusion-io, a leading developer of flash-based PCIe hardware and software solutions that enhance application performance in enterprise and hyperscaledatacenters.Under the terms of the agreement, SanDisk completed the acquisition for $11.25 per share for the outstanding shares of Fusion-io, and assumed unvested, in-the-money equity awards, for a total aggregate value of approximately $1.1 billion, net of cash assumed.SanDisk’s third quarter financial results will include the results of Fusion-io from July 23, 2014 through September 28, 2014. SanDisk expects to exclusively use non-captive memory for the Fusion-io business for at least the next several quarters.

general perception is that bosses only pass decrees as and when they want. Their sense of urgency is often misunderstood as their authoritative nature. So employees tend to tame a lot of misconceptions: bosses only care about profits, targets; they don’t have a family life; and they don’t feel like average humans do, etc. But our ‘Meet Your Boss’ section is aimed at breaking the archaic myth. Interviews with honchos and business heads tell us the other side. Bosses are as humans as we, all, are. They care about their family, their kins, their parents and their private life. They have their share of successes and failures in life. They have desires to do things differently. They are as much as under pressure from market, family and friends as all of us are. In addition, they care more about their team than their team does for them.

Year Book 2015 Digital Terminal

Meet your boss

P. Krishnakumar

“Sustaining The No 1 Consumer PC Brand In India” What motivates you as a leader? The greatest motivation for a leader comes from the core focus of his role – his people. It is energizing to be able to add value not only to a business, but to take forward a team of talented individuals in the process of working towards a common goal.

What are you most passionate about in your business? My role presents me with the opportunity to reach out and change people’s lives and enabling them to do more through the power of technology. It is a satisfying feeling to know that this process can have considerable impact on the growth and success of a generation and can contribute to achievement in several individuals’ lives.

The best and a not-so-good decision that you have taken? There is no such thing as a bad decision. There is only opportunity. In any business, a leader grows and evolves through taking risks, and learning from the outcomes.

How do you see the role of your family in your life? Family is the reason behind why I can do what I do. Their unrelenting support is what helps to keep me grounded and drives me to continue to learn, grow and be a better professional.

Where do you see yourself in next one year? I see myself managing and sustaining the No 1 Consumer PC brand in India.

What is your success mantra? Succeeding in one task is only a step to the next task at hand.

Your Strength and Weakness Having spent a considerable time in the technology domain, I find ease in taking a step back and strategizing in a contextual manner. Being exposed to a variety of functions in my career, I have come to understand the need for a long term perspective to complement short term goal setting.

Brief about your educational background P. Krishnakumar

Executive Director & General Manager, Consumer & Small Business, Dell India

Digital TerminaL Year Book 2015

I hold a Bachelors of Technology Degree in Electronics Engineering from National Institute of Technology, Calicut and a Post Graduate Diploma in Management from Indian Institute of Management, Lucknow.

Meet your boss

Hemal Patel What motivates you as a leader? Opportunities and challenges to do the new and win against all odds motivates me tremendously.

What are you most passionate about in your business? Building leaders by empowering them and teaching them how to be accountable.

The best and a not so good decision Best: Starting an IT product company from India against all odds. Not so good: Investing in a motel business in the USA.

“Building Leaders Is My Passion”

How do you see the role of your family? My family is my backbone and my biggest support. This strong foundation has given me the wings to fly and take decisions that I have believed professionally and personally.

Where do you see yourself in next one year? Operating among the key industry leaders to drive change and innovation globally.

What’s your New Year resolution? Spending more time with my family is the number one priority this year. I would also like to focus on giving more to society through our CSR initiative.

What is your success mantra? Be focussed. Practice patience. Not to be afraid of failure.

Your role models Lee Iacoca. Like me, even he prefers to take the road less travelled. I recommend reading “Where have all the leaders gone”.

Your Strength and Weakness: Strength: I never lose focus and never run out of patience. I believe in building a collaborative environment at work and can be a persistent motivator. Weakness: I think sometimes I get tough on people to drive desired growth.

Brief about your educational background Bachelor of Engineering in Electronics and Communication from LD College of Engineering; Master of Science in Computer Science from NM Tech, New Mexico, USA; Advance Project management from Stanford University.

Hemal Patel, CEO, Cyberoam & SVP Sophos

Year Book 2015 Digital Terminal

Meet your boss

Rajesh Gupta

“I Like To Create A Big Vision” What motivates you as a leader? The opportunity to mentor and create new leaders.

What are you most passionate about in your business? To build business of our partners and cater to our consumers’ demand.

The best and a not-so-good decision that you have taken The best is when I leverage opportunities and the not-so-good is when I didn’t recognize potential of an idea.

How do you see the role of your family in your life? Our family is an unseen hero in our lives.

Where do you see yourself in next one year? Having built an even stronger SanDisk in India.

What’s your New Year resolution? Have another successful year when I look at on the 31st December.

What is your success mantra? I like to create a big vision, build a great team and then trust the team with the vision.

Your role models? Mahatma Gandhi – “You be the change that you want to see in the world”

Your Strength and Weakness? Being human

Rajesh Gupta

Country Manager-India, Sandisk Corporation

Digital TerminaL Year Book 2015

Brief about your educational background? BS in Electronics & Communication Engineering followed by an MBA specializing in Marketing.

Meet your boss

Altaf Halde

“After 20 Years In The Security Domain, I Feel Great” What motivates you as a leader?

Who are your role models?

A great team, a position to impact stakeholders and society, and to provide/implement solutions that help in saving the world from cyber-threats!

Apart from my parents, and my uncle Mr. Rashad Mujawar who played a very important role in life, I would like to make a special mention of 3 people: Mr. Neville Bulsara and Mr. Peter Theobald, the 2 partners / owners of the company with whom I started my full-time working career, and Mrs. Seema Shetty (my first boss).

most passionate about in your business We are in the business of saving the world from the bad guys on the Internet. I am passionate about this cause and it keeps me motivated day in and day out. Besides, I am passionate about connecting with people and staying connected! After all, good business is all about connecting with people and building relationships.

your educational background. After completing my Bachelors in Commerce from Mumbai University, I completed my MBA from Newport University.

The best and a not so good decision This year, I completed 20 years of working in the IT Security industry. There was a time when I used to think (in a negative way) that I just have an experience in the IT security industry only. But, soon this turned out to be the highlight of my working career. Now after 20 years of work experience in only IT security domain, I feel great and very positive.

How do you see the role of family in your life? I am totally a family person. Like everyone else’s family, they have a certain calming effect on me after a hectic workday. True, I don’t get to spend a lot of time with my kids during weekdays but I ensure I make up for the lost time during weekends. I am particularly thankful to my wife, Hina, and my parents and inlaws for being members of my extended family and being with me through my success and failures.

What’s your New Year resolution? Being healthy, connecting with my friends and investing a part of my time and resources in social work.

What is your success mantra? Building a good equity with people around me (including the channel community), identifying priorities and setting the right expectations

Altaf Halde

Managing Director, Kaspersky Lab -South Asia

Year Book 2015 Digital Terminal

Meet your boss

Vinay Shetty

“I Don’t Stick To Resolutions” What motivates you as a leader? The challenges of experimenting something never done before or in the manner it should be redone motivates me.

What are you most passionate about in your business? The innovation and technology that keeps coming year after year simply is a great feeling.

The best and a not so good decision that you have taken Asus team is blessed with visionaries and their pursuit to deliver new products has helped me to ensure that the team can focus on different segments and establish a strong brand recognition for Asus.

How do you see the role of your family in your life? My family has been my support system. It is their understanding about my working style that has helped me to stay focused.

What’s your New Year resolution? Resolutions are not something I stick to. However, staying healthy is the priority at this moment.

What is your success mantra? I like to give 100% in everything I do.

Your role models? My DAD

Your Strength and Weakness? Understanding and restlessness. Vinay Shetty

Country Head –Component Business, ASUS India

Digital TerminaL Year Book 2015

Brief about your educational background I did my Graduation in Physics from Mumbai University and completed Masters in Software Programming.

Meet your boss

Manoj Kumar

“Perseverance Is My Strength And Impatience My Weakness” What motivates you as a leader? Passion for business growth and development of team keeps me going.

What are you most passionate about in your business? We are passionate about our agility and flexibility to meet the ever changing needs of our customers across the wide spectrum of the market in which we operate.

What is the best as well as a not-so-good decision that you have ever taken? Both these decisions pertain to the strategies for our business.

How do you see the role of your family in your life? My family’s role is very important. It acts like a firm backbone to my very existence.

Where do you see yourself in next one year? One year from now I see myself having progressed several notches in my quest to keep learning and growing.

What’s your New Year resolution? Well in the New Year I’ll try to strike an optimum work-life balance

What is your success mantra? While most people love to be in their comfort zone, I love keep challenging my potential.

Who are your role models? Dr APJ Abdul Kalam and Jack Welch

What is your Strength and Weakness?

Manoj Kumar

Executive Vice President & CEO, Ricoh India

My perseverance is my strength while my impatience to achieve my goal is my weakness

tell us about your educational background. Chartered Accountant

Year Book 2015 Digital Terminal

Meet your boss

Sanjiv Krishen

“Chocolates Are My Weakness”

What motivates you as a leader? Setting aggressive targets of 30% growth per year for the team and then ensuring we achieve them year on year motivates me.

What are you most passionate about in your business? I am a strong believer of “What you cannot measure you cannot manage”. I am passionate about monitoring growth and profitability operating along with my team and being close to the ground setting strong processes to monitor performance of the company no compromises on business ethics & fair play.

The best and a not so good decision that you have taken The best decision I have taken is getting into my own business and setting up Iris. There have been many not so good decisions like extending wrong credit to wrong parties but I have no regrets.

How do you see the role of your family in your life? My family has always been very encouraging, participative and understanding about my desire to set up my own business. Their support has been invaluable. My wife, son and daughter understood my passion and always were always there to back my decisions.

Where do you see yourself in the next one year? I see a very positive business environment in India now with the Government focussing on modernising the country, both in digital India and in infrastructure.

What is your success mantra ? I am a believer in fair play and being straight forward. I feel that at the end of any meeting both parties should get up happy and smiling. Sanjiv Krishen,

Your role models

Chairman, Iris Computers Ltd.

My parents! My father for his integrity and knowledge; and my mother for her dedication and go getting attitude.

Your strength and weakness Business acumen and chocolates!

Brief about your educational background I graduated as an Electronics Engineer from BITS Pilani in 1971.

Digital TerminaL Year Book 2015

Meet your boss

Rajesh Bansal

“Being Honest Is My Success Mantra” What motivates you as a leader? Motivation comes when people talk about your brand. It inspires me to go and enhance it further.

What are you most passionate about in your business? I’m passionate about my products and building the brand.

How do you see the role of your family in your life? They play a big role in my life, as I love spending time with them. Indeed, their presence around me rejuvenates me.

Where do you see yourself in next one year? I wish to take Fenda Audio brand to the international markets.

Your success mantra? Being punctual and being honest.

Your role models? My ex-boss and my mentor from Philips India.

Rajesh Bansal

Director- Marketing Fenda Audio

Your strengths and weaknesses. Punctuality and honesty are my core strengths. My weakness is that I barely find time spend with my family.

Your educational background? I’m an IIT Mumbai management graduate.

Digital TerminaL Year Book 2015

Meet your boss

Govind Altaf Rammurthy Halde

“Focused And Hardworking” What motivates you as a leader? The fact that I and my team can make a difference to Information Technology is what motivates and inspires me as a leader.

What are you most passionate about in your business? Passionate about all the new devices and technologies that I get to learn and play with.

The best and a not so good decision that you have taken The best decision has been to start MicroWorld Technologies. Not-so-good decision was to delay launch of our products in the Indian markets.

How do you see the role of your family in your life? A big role! They support the insane work hours I end up putting.

Where do you see yourself in next one year? To be present in a big way in some of the countries, where we do not have much presence at this point of time.

What is your success mantra? I’m consistently focused and hardworking.

Your role models

Govind Rammurthy,

Bill Gates of Microsoft and Andy Grove of Intel

CEO & MD, eScan

Your strengths and weaknesses. Strengths: Focus, hard-work, determination, Positive Attitude Weakness: Emotionality

Brief about your educational background B.Tech Computer Science - VJTI, Bombay. Year Book 2015 Digital Terminal

Meet your boss

Khwaja Saifuddin

“Step Up, Take Charge, And Go Beyond”

What motivates you as a leader? Hierarchy does not make leaders; instead credibility, accountability and influence go a long way in determining her or his effectiveness. A leader needs to make constant efforts to improve one’s skills and ensuring a non-complacent attitude. The thought of learning and growing each day motivates me and helps me start my day on a positive note.

What are you most passionate about in your business? I work with a high-energy team whose passion and drive is infectious. Despite having spent almost a decade with this organization, it continues to amaze me that every day seems as fresh and as vibrant as it was on day 1.

The best and a not-so-good decision that you have taken I have been faced with many good and many not-so-good decisions and it is difficult to attribute a superlative status to them. My not-so-good decisions have been overlooking the incorrect choices I have made and never realizing them.

How do you see the role of your family in your life? My family provides me a sense of belongingness. It’s the nest that I come back to. I have learned some of the most important virtues—humility and resilience from my family members.

Your success mantra? Step up, take charge, and go beyond the call of duty to deliver the best we can.

Your role models My parents have been my biggest role models.

Your Strength and Weakness There is something central to most superheroes beyond their supernatural powers—it’s their ability to bounce back quickly. I may not have the resilience of a superhero, but it is reasonable. My weaknesses are latest gadgets and high-speed cars! Khwaja Saifuddin,

Senior Sales Director - South Asia, Middle East and Africa, WD

Digital TerminaL Year Book 2015

Brief about your educational background I completed my schooling from La Martiniere School, Lucknow and graduation in commerce from the Lucknow University. Thereafter, I obtained masters in International Business Management from the same university.

Meet your boss

Manoj Jain

“Exiting IT Segment Wasn’t A Good Decision”

What motivates you as a leader? As a leader the greatest motivation is to always remain ahead of others, by providing user friendly value for money range of products to the masses.

What are you most passionate about in your business? We are most passionate about customer satisfaction from the products and after-sales service which we deliver.

The best and a not-so-good decision that you have taken The best decision for us has been to diversify in inverters/UPS at the time when the segment was very nascent and take the segment to its peak. Not-so-good decision perhaps has been exiting the IT segment.

How do you see the role of your family in your life? The family is always the hidden force and strength behind you to keep you on your toes and keep moving in the right direction.

What’s your New Year resolution? To infuse new energy into our team and to motivate them to be able to achieve greater heights and more success.

What is your success mantra? Hard work, clear vision and cool temperament.

Your role models Mr. Ratan tata and Mr. Narayan Murthy

Your strength and weakness? Our strength has been our ground level working and taking our team along with our vision of growth.

Brief about your educational background. BTech-Computer Science from Punjab Engineering College Chandigarh.

Manoj Jain,

Vice President, Microtek International Pvt. Ltd.

Year Book 2015 Digital Terminal

Meet your boss

Peter Chang

“I Like Building Teams” What motivates you as a leader? Establishing a team from scratch to hundreds of people, and seeing them gradually being able to contribute their ideas to the organization and work independently

What are you most passionate about in your business? We not only sell product piece by piece, we build up a platform combining different angle to create the best customer satisfaction.

How do you see the role of your family in your life? They’re very important but the nature of my job always keeps me at work. But we have to strike a fine balance.

Where do you see yourself in next one year? I want to contribute towards the growth of Asus in India

What’s your New Year resolution? To learn the dynamics of the new business (smartphone).

What is your success mantra? Working hard and working smart

Your role models Every people I work with as I learn from them.

Your Strength and Weakness Strength : Being organized and logical Weakness: Thinking too much Peter Chang,

Regional Head - South Asia & Country Manager - ASUS India

Digital TerminaL Year Book 2015

Brief about your educational background International Business Management, Taiwan University

Meet your boss

R K Bansal What motivates you as a leader? Customer delight is our motto right from the beginning. We try to go out of way to satisfy the customers. We maintain the leadership position by keeping track of technology changes.

The best and a not-so-good decision that you have taken The best decision is to have an all-India customer support centres and offices. The bad decision is that we have not yet entered into consumer products i.e. domestic inverter segment.

“Customer delight is our motto”

How do you see the role of your family in your life? The role of family in my life is very important as they motivate and encourage me. We have to strike the balance between personal and professional life.

Where do you see yourself in next one year? In next one year, we want to become No. 1 in the UPS segment and also want to attain a good position in the solar segment.

What’s your New Year resolution? We want to ensure that whole company works in one direction i.e. growth.

What is your success mantra? My Success Mantra is integrity.

Your role models J. R. D. Tata

Your Strength and Weakness My strength is our technical ability to connect whereas weakness is to trey to keep everyone happy.

Brief about your educational background I’m an electronics engineer and have completed my management education from Indira Gandhi National University. Besides, I also completed Effective Personal Productivity Course from Leadership Management International, Waco, Texax (India Branch). I worked with various companies from 1978 to 1989 including 8 years experience with APLAB (India’s reputed UPS company). R K Bansal, MD, Uniline Energy Systems

Year Book 2015 Digital Terminal

Meet your boss

Kris Hagerman

“My Resolution Is To Listen More”

What motivates you as a leader? “To be the best in the world at delivering complete IT security to small and mid-market enterprises and the channel partners that serve them.” This gets me out of bed every day.

What are you most passionate about in your business? I value authenticity, openness, intelligence and innovation. Simple done right can be incredibly hard, but incredibly powerful.

The best and a not so good decision that you have taken My best decisions have always been those that challenge me, take me out of a comfort zone and let me try something new. I put joining Sophos at the top of the list! The first startup I founded was a huge success in the first 12 months but then the market shifted and we failed to keep up.

How do you see the role of your family in your life? My family are my inspiration and my foundation.

What’s your New Year resolution? Listen more.

What is your success mantra? I learned from the success of Steve Prefontaine. A middle and long distance runner in the late 60’s and early 70’s who at one time held every American record from the 2,000 meters to the 10,000 meters. He came from humble roots. He only knew one way to run and compete, which was to give his all, right from the start of the race. By the time of his tragic death at the age of 24, he had co-founded Nike and his spirit is at the core of the company.

Your role models Kris Hagerman CEO, Sophos

My father was a huge influence on me. The list would also include Steve Jobs (Apple), Jeff Bezos (Amazon), Richard Branson (Virgin), and Howard Schultz (Starbucks); they all have an eye toward changing the world in a positive way.

Your Strength and Weakness Strength: Building world-class teams Weakness: I’m a little short on patience.

Digital TerminaL Year Book 2015

Meet your boss

Ravi Laxman

“Karna From Mahabharata Is My Role Model” What motivates you as a leader? A loyal team both within the organisation and the channels is my main motivation.

What are you most passionate about in your business? The principle of loyalty and transparency is the most passionate thing in our business.

The best and a not-so-good decision that you have taken I believe whatever happens is for our good. So no regrets for taking a decision as we can’t undo the past.

How do you see the role of your family in your life? Family is the main motivation in life.

Where do you see yourself in next one year? To be respected and recognised as a decent sized national distributor with a group turnover of Rs 250 cr.

What’s your New Year resolution? Continuing hard-work without compromising with our values

Your role models Karana, a mythological character from Mahabharata

Your Strength and Weakness My loyal channel partners are both my strength and weakness.

Brief about your educational background I am from a Finance back ground Ravi Laxman

CEO, Sakri ITSolutions

Year Book 2015 Digital Terminal

Meet your boss

Ankesh Kumar

“I Value Creativity And Professionalism” Your motivation I value professionalism and creativity so the thought I am making a significant difference in an organisation and introducing innovation in the market place motivates me.

most passionate about in your business It’s unpredictability and challenges of our current businesses which come forth in a dynamic fashion that provides me limitless learning opportunities. This is what makes me passionate professionally as well as personally. One has to keep innovating and delivering solutions to complex challenges and that ignites the passion to do more.

The best and a not so good decision The best decision I took was to pursue my Masters in Marketing and choose Marketing as a career. One of the decisions that that I would like to revisit in the future is the chance to work in the sales teams.

The role of your family in your life My family has been supportive and always bears with my busy schedule, they understand my commitment to work which has helped me to grow

What’s your New Year resolution? Our hectic work schedule demands that we get more of sleep and stick to a regular exercise regime and I hope to get back to regular exercise schedule and sleep early

Success mantra Be sincere and committed to whatever I do at work or on a personal level.

Your role models Sir JRD Tata

Your Strength and Weakness? Ankesh Kumar

Director Marketing, Emerson Network Power (India)

Digital TerminaL Year Book 2015

I believe that my key strengths lie in my ability to be creative, remain optimistic despite challenges and take on challenges with a Can-Do Attitude. I am prone to occasional bouts of short temper and want to close everything asap which is why I consider myself to be impatient.

Meet your boss

Narendra Bansal

"Yoga and Meditation Help Balance Business and Personal Life" Story Behind this Journey Mr. Bansal identified the high growth potential of IT hardware in India way back in 1990’s at a time when the manufacturing of IT products was limited. Keeping India’s evolving market scenario in mind, he incorporated Intex Technologies in 1996 with just one product Ethernet card.

Over The years Mr. Bansal has built the company’s brand image with recognition of the immense potential in the mobile market, and his profound market insights have taken Intex Technologies to the stallion as a leading player in the handset and consumer durables market today.

Key Strength of IT Business A visionary leadership, technology insights and operational expertise are some key factors in IT business.

Milestone Achieved Under the leadership of Mr. Bansal, Intex clocked a turnover of more than Rs. 2000 Crore in FY 2013- 14 – a phenomenal 100% growth over FY 12-13. The company’s mobile vertical alone has grown by more than 300 percent from the year before and is considered as a future growth driver.

Making A Balance Mr. Bansal diligently practices yoga and meditation, which he believes are helpful in striking a judicious balance between business, family, friends, health and spirituality. He is also a humble initiator of several philanthropic and charitable endeavors.

Narendra Bansal,

CMD, Intex Technologies

Year Book 2015 Digital Terminal

Meet your boss

Sunil Grewal

“I Never Compromise on Working Hard”

What motivates you as a leader? The determination to create a competitive environment. Setting up seemingly unattainable goals / targets and working towards achieving them.

most passionate about in your business I am passionate about innovative technology and how it can change people’s lives.

How do you see the role of your family? I can say my family have been my backbone and the biggest stressbusters. Since I am frequently on business tours and whatever time I get with my family help me get renewed vigour.

Where do you see yourself in next one year? That’s a tough one. I would like to keep enjoying work and life, like I am doing now. Ideally, at an even higher level.

What’s your New Year resolution? I don’t make New Year Resolutions, because I believe making resolutions once in a year is simply not plausible. I would like to continue building a passionate and committed team and also, stretch myself more by setting bigger goals.

What is your success mantra? I prefer to take the road less taken, and also make my own rules. The success you achieve after taking risks consistently, tastes much sweeter.

Your role models First and foremost, my parents. I am inspired by Swami Vivekananda , He has shown that hard work and dedication to your work will always hold you in good stead in life and profession.

Your Strength and Weakness

Sunil Grewal,

Director – Sales & MarCom, GIGABYTE Technology (India)

My strengths are my ability to deal appropriately with people, I rarely get upset and keep pushing myself, and I never compromise on working hard. My weakness is that I am very picky and choosy about almost everything. I want everything to be perfect, and feels let down when I don’t get it.

your educational background I hold a Bachelor of Science (Electronics and Telecommunication) degree from the University of Nagpur, and also a Post-Graduate Diploma in Business Administration (PGDBA).

Digital TerminaL Year Book 2015

Meet your boss

Altaf Jason Halde Xu

“To Lead The Team In Enhancing The TP-Link’s Share” What motivates you as a leader? When faced with difficulties, I try to keep a clear understanding of my target, remain alert to the problems and keen to work out solutions. In addition, I tried to take the initiative and share to others what I had learned in the due course.

Your passionate about in your business There are those who prefer the simple and easy life, trying to stay clear of challenges. However, in my perspective, my value as an individual is based upon how I overcome these challenges at work.

The best and a not so good decision During the time of TP-LINK's entrance into the Indian market, we discovered tons of business opportunities, with much potential in the channel market, ISP market and other markets. However, due to limited resources, I decided to focus solely on the channel market, keeping our other opportunities aside. We held fast to this strategy and welcomed a remarkable increase over the past 4 years. Even so, I believe we missed out on potential partners and business opportunities due to this single focused strategy. And the result, inspite of a successful output, was not perfect.

The role of your family in your life? Family has remained the core element of my study, work and existence. My family is the source of my strength.

What’s your New Year resolution? To lead the team in enhancing the TP-LINK’s share in the local market, to provide more professional, satisfactory products for consumers, and to create more opportunities and profit for partners.

What is your success mantra? Impossible is nothing.

Jason Xu

Director, TP-link India

Brief about your educational background Graduated from Faculty of Mechanical and Automotive, HeFei University of Technology Year Book 2015 Digital Terminal

Meet your boss

Jagannath Patnaik What motivates you as a leader?

“My Team Is My Motivation”

My team motivates me as a leader. In addition, my team of dealers keeps me going.

What are you most passionate about in your business? I’m passionate about our dealers and resellers. I always felt everyone in the chain right from vendor, distributor and reseller must get their share. My passion is guiding small resellers to sell more and become a player to reckon with in the Industry. In my two decades of career I had the opportunity to work with many partners who are now major players in the industry.

The best and a not so good decision that you have taken Nothing I can think of . I believe whatever decision is it is a decision and should not be rated as good or bad but one has to go with it and provide dynamic corrections to get success.

How do you see the role of your family in your life? Family plays major role and without their support I would not have achieved whatever I have in my career. My wife and son have been very supportive and have always came out with suggestions and inputs to me.

Where do you see yourself in next one year? To be among the top 3 Av companies in India.

What is your success mantra? Simplicity, straightforwardness and honesty!

Your role models Swami Vivekananda and Mahatma Gandhi are my role models. I admire Dhirubhai Ambani as a business leader.

Your strength and weakness Team work is my strength. My weakness is my softness. N Jagannath Patnaik, CEO, NNR IT Solutions

Brief about your educational background

I did My Degree &diploma in Electronics and communication engineering From ETI Indian Airforce and MBA in Marketing from PUMBA, Pune university.

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Meet your boss

Richard Tan

“I Like To Lead By Examples” What motivates you as a leader? I like to lead by example and lead a team of professionals who can provide results consistently against all adversaries for business growth.

What are you most passionate about in your business? It’s speed. The speed with which the memory-based product segment works gives a kick and keeps us on the toes.

The best and a not so good decision that you have taken The best is to be able to work and lead Indian business unit whereas the worst is yet to come.

The role of your family in your life The family is an eternal backbone for an individual and their role in supporting you provides the calmness that you need to lead a business with its varied dynamics.

Where do you see yourself in next one year? Generally I do not like to share my goals and make it public as it may lose its intensity.

New Year resolution To keep working towards a set of goals and help grow our new baby (LED Light) in India at a pace which others can envy.

Your success mantra To consistently improvising on one’s performance and help make the world a better place by my deeds.

Your Strength and Weakness Strength: A team player and a person who leads by example.

Mr. Richard Tan

MD & Director, ADATA Technology India

Brief about your educational background Post Graduate in International Business Management degree from Fu Jen University – Taiwan.

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Meet your boss

Rajesh Doshi

â&#x20AC;&#x153;Leading By Exampleâ&#x20AC;?

What motivates you as a leader? Being able to learn every single day motivates me the most. I always believed in leading by example. And to do that, I learn and grasp from everyone which includes my team. I take great pride in all the success and learn from every failure. Hope and determination is every leader's ladder to success.

What are you most passionate about in your business? Being passionate about technology and the aesthetics of the products excite me and makes me work every day with vigor.

The best and a not so good decision you have taken Reaching out to people with Zebronics was the best. Analyzing decisions before putting them to work had never gone wrong for me. So, there haven't been any decisions which I regret yet.

How do you see the role of family in your life? It's been very crucial. The unity we maintain is what drives me in my life.

Where do you see yourself in next one year? I believe not to rely on miracles but Karma. I expect to see myself and Zebronics climbing up a lot more steps.

What's your New Year resolution? Though not easy but would try and maintain the best balance between business and family life.

What is your success mantra? Being confident and bold about my decisions has helped me save time and surge ahead.

Your role models Rajesh Doshi,

Director- Purchase & Marketing, Top Notch Infotronix

My grandparents. The amazing amount of patience they had was incredible at that time which has become feeble these days. They are my inspiration and my role models for life.

Your strengths and weakness. My biggest strength is to encourage team work. I try my best to correct any weakness the moment I know.

Brief about your educational background. Gold medallist in BSc Botany from Loyola College, Chennai,

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Meet your boss

Vishal Parekh

“Taking The Company Foward” What motivates you as a leader? But to be selective, it would be the support from my family and the opportunities at work. The key word here is ‘achievements’ which motivates me.

What are you most passionate about at work? The best part about working at a lifestyle technology brand like Kingston, is its dynamism and the superb work culture.

The best and a not-so-good decision that you have taken There was a time when most of the industry leaders said that the SSDs wouldn’t fit the Indian market. However, we still went ahead and created that niche for ourselves and the product.

How do you see the role of your family in your life? My family has the most important role to play in my life.

Where do you see yourself in next one year? I only see myself taking the company to the top rung of the ladder.

What’s your New Year resolution? The New Year resolution is to make the entire calendar year fruitful for Kingston.

What is your success mantra? I do not believe in Luck but in Making things happen.

Your role models My role models include my parents, Scott Chen, Vice-President of APAC region, Kingston, Sachin Tendulkar and Nelson Mandela. Vishal Parekh

Marketing Director, Kingston Technology India

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Brief about your educational background I hold a PGDBM degree in Marketing from CIMR and a B.Com degree from Mumbai University.

Meet your boss

Suneet Singh Tuli What motivates you as a leader? The ability to positively impact people’s lives is my primary motivator.

What are you most passionate about in your business? The enormous potential and opportunity for greater empowerment that the internet beholds for all of us is something that really drives me to focus my energies.

The best and a not-so-good decision that you have taken?

“Free Internet For Everyone Is My Resolution”

The best decision was to focus my business on bridging the digital divide by breaking affordability barriers. There are plenty of not-so-good decisions, but I perceive those as learning experiences and experiments along the journey.

How do you see the role of your family in your life? I travel literally 3 weeks in a month. The success that we have achieved today wouldn’t have been possible for the strength that I receive from my wife and kids who have been extremely supportive of me and recognising the importance that I place on empowerment through internet. I am today whatever I am, thanks to the generous and strong support provided to me by my family and friends.

What’s your New Year resolution? To launch free mobile internet allowing anybody and everybody to have ubiquitous access to the internet.

What is your success mantra? There is not one but a few: 1) Create value for your customer and focus on resolving their key pain points; 2) Honesty and a combination of hard and smart work always pays off; 3) Get the best of people along and don’t let them go; 4) Don’t load up costs for unreasonable profits; and 5) Make it more affordable; drive the price lower for the customer

Your role models The Sikh Gurus are my role models.

Suneet Singh Tuli,

President & CEO, DataWind

Your Strength and Weakness Weakness and Strength: I’m passionate to the point of being stubborn about my beliefs.

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Meet your boss

Prashant Prakash

“Result Motivates Me”

What motivates you as a leader? Result . I set high standard to perform and achieve. My team motivates me a lot.

What are you most passionate about in your business? Speed, doing things differently and setting high standards.

How do you see the role of your family in your life? My family is my real strength. Without their support I couldn’t have made what Global Infonet is today.

Where do you see yourself in next one year? Execute what I said.

What’s your New Year resolution? Accelerating the speed of execution

What is your success mantra? My team

Your role models Amar Babu

Your Strength and Weakness Strength is to finish work the same day whereas my impatient is my weakness.

Brief about your educational background I’m an Electronics Engineer and an IIM Ahmedabad Alumni.

Prashant Prakash CEO, Global Infonet Distribution Pvt Ltd.

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Meet your boss

Sanjay Pradhan What motivates you as a leader? Passion for delivering quality products along with a great team motivates me.

What are you Passionate about in your business? About seeing satisfied customers at the end of the day and also building an ethical work environment within our company and with our channel partners.

â&#x20AC;&#x153;My Father Is My Role Modelâ&#x20AC;?

The best and a not-so-good decision Recognizing NNRIT Solutions as our partner has been a strategic decision to adding to the success of our company this year. We have seen good growth in our company since this relationship was started.

the role of your family in your life Family is very important in providing support and motivating me to perform my best throughout the years. Ms. Rachna Pradhan is the CTO of our company and looks in the technical details in the working of our company.

Where do you see yourself in next one year? We see our company growing further and winning greater accomplishments in the next one year to become one of top companies in the IT Security domain.

Your New Year resolution My New Year resolution is to keep fit and have a balanced lifestyle, having enough time for work, family and recreation.

Your success mantra Always believing in myself and being positive. Also, having the passion to provide quality products to our customers has helped me come a long way.

Your role models

Sanjay Pradhan

My father has always inspired me and taught me a lot of things which have me shaped me as a person.

MD, Maxsecure

Brief about your educational background I received my B.S in Chemical Engineering from Indian Institute of Technology (I.I.T.) Kanpur in 1986. I did my M.S from Carnegie Mellon University, (C.M.U.) Pittsburgh, USA in 1988, in Artificial Intelligence and Optimization.

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Meet your boss

J. Kesavardhanan

“My Experience Is My Degree”

What are you most passionate about in your business?

What motivates you as a leader?

The best and a not-so-good decision that you have taken

Passion drives me to contribute, implement great ideas. My quest to attain perfection in everything I do has made me what I am today.

At K7 Computing, we are constantly striving about arriving at clean and robust solutions. We are passionately, immensely proud to promote “Made in India Tag”. For over 22 years, we have consistently proven than indigenous products built in a R&D ab in Chennai, can surpass international products easily.

I appreciate the association that K7 enjoys with SourceNext , Japan. This partnership put us on top of the market in Japan. However, trying to adopt the same distribution model here in India was futile.

How do you see the role of your family in your life? My family is my prime source of motivation, success and happiness.

What is your success mantra? When you do the right thing, everything falls in place. When I started writing anti-virus programming, many temptations to join the Silicon Valley came my way. But it did not hold any fascination for me. I wanted to build world class security products at home, Chennai. I felt this was the right thing to do, and it worked.

Your role models The Bible inspires me; kindness, simplicity and sense of duty, these many essences give great insights to life and work.

Your strength and weakness. The trust that one has on another human being can be either boon or bane. Hence this is both my strength and weakness.

J. Kesavardhanan,

Brief about your educational certification.

The 22 years of experience of developing world class security solutions is my degree and the University of Knowledge is K7 Computing. I dropped out of school in the 10th class to pursue my passion for writing computer programs. I taught my 11th class friends while making plans to start my very own firm. Apart from my experience, I took 3 months off to study and earn Assembly Level Program Certification from CIT.

CEO, K7 Computing

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TOP 10 National

distributors D

istributors play a vital role in establishing any brand in India. These distributors help vendors in selling their products to consumers through their strong channel network across India. Despite all downturn and challenges, they need to perform for the well-being of IT industry. Simply we canâ&#x20AC;&#x2122;t even think of IT business without these distributors.Digital Terminal has tried to broadly capture the Indian distribution space through its list of top ten distributors in India. The list is largely based on the revenues which we have tried to estimate or source through other media. However, it is not our claim that this is the perfect list. It certainly gives us the sense of the distribution space in India. These top ten distributors are the backbone of entire hardware industry in India today. The fate of every vendor depends on their overall performance in year 2015. But with current growth trend and market demand, we expect them to perform very well. Take a look on these top ten National Distributors of India.

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Top 10 national distributors

1 Ingram Micro Ingram Micro is India’s largest distributor with its revenues close to Rs 14,200 crore (Source: Dataquest’s DQ Top 20). The company has wide presence in India and reaches out to almost every city in the country. Every big brand is associated with it and lines up to use its network for wooing customJaishankar Krishnan ers. In short, Ingram Micro Managing Director is the world's largest wholesale technology products distributor which reflects in its distribution strength in India. Ingram Micro distributes and markets a large variety of electronics which it sources from manufacturers such as Acer Inc, Apple, Cisco, Hewlett-Packard (HP), IBM, Lenovo, Microsoft, Samsung and others. The company proudly sells top brands in India including Apple products which has taken its revenues to significant heights. Globally the company ranks 69th in the 2014 Fortune 500.

Registered Office: 5th Floor, Block B, Godrej IT Park, Pirojshanagar LBS Marg, Vikhroli West, Mumbai 400079. Tel +91-22-39894645 Website: www.imonline.co.in

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Digital TerminaL Year Book 2015

Redington India Redington India is the 2nd largest distributor in India with its revenues at Rs 13,657 crore (Source: Dataquest’s DQ Top 20). The company has constantly strengthened its position in India and built up a reliable and trusted network of channel partners. It gives PS Neogi President -IT Products tough competition to Ingram Micro at every front. Its logistics processes and supply chain are said to be the best in the world. It supplies more than 100 leading brands of IT, telecom, lifestyle and consumer electronics players. Redington is firmly positioned as a leading supply chain solutions provider in the world. A strong management team, robust and automated order processing systems, professional business development team supported by a dedicated execution team makes Redington a Distributor of Choice to both vendors and resellers. However, it recently suffered a setback as Apple roped in another distributor in India for its products.

CORPORATE OFFICE: Ground Floor, "Centre Point" Plot No. 8 and 11 (SP) Thiru-Vi-Ka Industrial Estate, EkkaduthangalGuindy, Chennai - 600 032, Ph:04442243353 Website: www.redingtonindia.com

3 HCL Infosystems HCL Infosystems stands third in our list, given its last year’s revenue at Rs 7267 crore. But its revenue this year is further expected to go down. The company has reduced its presence in its own brands and had started focusing on distribution and services big time. Even though the company is going through a difficult phase, it has a strong presence in the distribution space and supplies a host of top brands pan India. It has tried to diversify in the distribution space by adding a host of products and enlarging its vertical strength. The company’s distribution network reaches more than 100,000 retail outlets, over 800 direct and micro distributors and over 12,400 channel partners across 15,000 towns and 664 districts in the country. The company is also a leader in IT Services and Solutions with a comprehensive portfolio of Infrastructure Managed Services, Enterprise Application Services, System Integration Premkumar Seshadri Services, Office AutoVice-Chairman and MD mation Services, MPS, Multi-Vendor Technology Services and After-Sales Support Services.

Corporate Office E-4,5& 6, Sector 11,NOIDA 201 301, UP, India Tel: +91 120 2526518/19, 2520977 Website: www.hclinfosystems.in

Savex Computers Savex Computers is one of the top ICT distributors in India with its strong network of 72 offices and 42 warehouses across the country. With a turnover of Rs. 5678 crores in last financial year, Savex is well positioned to service the distribution needs of its customers and partners Jayant Goradia CEO across the country. With a Pan India presence and over two decades of expertise in distribution, Savex claims to offer its vendors access to more than 7000 channel partners, retailers, corporate resellers, VARs & system integrators. The company claims a healthy bottomline because of its ability to draw profits. The company is an example of driving business forward even in times tough. The company has strong supply chain, well-managed logistics and innovative credit financing for customers and partners.

Corporate Office 124, Maker Chambers III, 12th Floor, Nariman Point, Mumbai – 400 021, Ph; 022 - 2279 9999 Website: www.savex.org

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Top 10 national distributors

5 Compuage Infocom Next in our list of top 10 distributors stands Compuage Infocom. Its revenue was Rs 2275 crore (Source: Dataquest DQ Top20). Compuage is India’s leading IT distribution company which has emerged as a top option for global IT brands to take their products to the masses in India. Having a nationAtul Mehta wide presence, Compuage CMD claims to be a system-oriented and process-driven company. It claims to have a strong IT enabled distribution backbone, a solid financial and inventory management system, a young and dynamic sales team and a committed channel spread across the country. Headquartered at Mumbai, Compuage is steadily growing its presence in the country.

Corporate Office: “D” Wing, 601/602, Graham Firth Steel Compound, Ram Mandir Road, Behind Raheja Titanium, Western Express Highway, Jay Coach Signal, Goregaon (E), Mumbai – 400 063 Ph: 022-67114444 Website: www.compuageindia.com

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Rashi Peripherals With its turnover at Rs 2197 crore, Rashi Peripherals has grabbed the sixth place in our list. Rashi has emerged to be one of the leading value-added distributors in the country with 25 years of presence in IT distribution. Today Rashi has 53 branch offices and 58 centers Suresh Pansari spread across A, B, C & Managing Director D class cities of India and more than 9000 partners/ customers in 750 cities/towns. Its distribution brands include ADATA, AMD, APC, ASUS, ECS, GOOGLE, HP, INTEL, LOGITECH, LENOVO, LEADTEK, MOBOTIX, NETGEAR, NVIDIA, PLANTRONICS, SANDISK, SAMSUNG, TARGUS and TOSHIBA. Established in the year 1989, Rashi has come a long way. Rashi has a team of 300+ sales & marketing professionals to help in building the brand and also strong channel engagement.

Corporate Office: Ariisto House, 5th Floor, Junction of N.S. Phadke Road, TelliGali, Andheri (E), Mumbai – 400 069, Ph;022-61771771/72 Website: www.rptechindia.com

Top 10 national distributors

7 Iris Computers Iris Computers stands 7th in our list of top 10 distributors in India because of its revenues at Rs 2010 crore. Founded in 1996 as Iris Computers, Iris has been introducing new hardware products & technological solutions to its channel partners across country since its inception. Over the years Iris has formed strong partnerships with reputed IT vendors. Iris has more than 35 billing locations across the country with fullfledged sales operations to support channel partners. Iris claims to distribute more than 1000 laptops & 400 desktops on an average per day to more than 2500 partners across nation through its 35 locations. At present its channel base consists Sanjiv Krishen of 2500 channel partners, Chairman aggregators, regional distributors & large SIs.

Supertron Electronics Supertron Electronics has more than Rs 1575 crore turnover and so is a leading Information Technology and telecom distributor player in India. Established in 1993 in Kolkata, the company's flagship business is the distribution of a wide variety of IT products including servers, desktops, laptops, netbooks, PC components, peripherV.K. Bhandari CMD als, memory modules, storage products, networking products and consumer electronic products of brand-enhancing international vendors like Dell, Seagate, Acer, Buffalo, IBM, LG, Samsung, Transcend, Digilite, Digisole, Cyber Power, Toshiba and Philips among others. The company also markets a range of PC components and peripherals (UPS, keyboards, speakers, mouse, cabinets, TV Tuner, add-on cards, headsets, motherboards, webcam , Projectors etc.) and Security & Surveillance products (CCTV, DVR Cards, Standalone DVR and accessories) under its own brands Supercomp.

Corporate Office: No. 2, Cooper Lane, Off R. N. Mukherjee Road, Kolkata â&#x20AC;&#x201C; 700 001, Ph: +91-33-2213 1221 Website: www.supertronindia.com Corporate Office: A-155, Road No. 4, Mahipalpur, New Delhi â&#x20AC;&#x201C; 110 037 Telephone: 91-11-2678 2505 Website: www.iriscomputers.net

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The Fastest UTM appliances for SOHO/SMBs With best-in-class throughputs, NG series network security appliances are the fastest UTM appliances for SOHO/SMB segments and provide best security RoI. Cyberoam NG Series. Future-ready security.

Key Highlights: Intelligent Cyberoam OS | On-Appliance WAF | Advance Application Control | On-Appliance Reporting

www.cyberoam.com Year Book 2015 Digital Terminal 115

9 Neoteric Infomtaique Neoteric significantly grabs the market because of its strong hold on the channel network and indepth understanding of the market. What makes it a leader in its space is its ability to offer a broad array of future-bound, well-structured core technology solutions across diverse paras shah verticals. Neoteric was CEO & Founder founded in 1991, as a value added re-seller but today is a well-known distribution house. Over the years, the company has formed strong relations with vendors such as Acer, AJA, Alcatel-Lucent, Apple, Avocent, Belkin, BenQ, Brother, Cisco, Corsair, Dell, Edimax, EverFocu, GE, Gigabyte, Hitachi, Imation, Iomega and Kingston, among others. The in-depth understanding of the channel business and close association with leading vendors has enabled neoteric to be the vital link in the technology value chain, connecting solution providers in India with vendors worldwide. It offers unique marketing programs to its partners along with post-sale service support to enable over 10,000 partners spread across 500 cities in India.

Global Infonet Distribution Commencing the operations in 2001, Global Infonet Distribution has successfully positioned itself as a focused distribution player in India. The company is one of the leading players in the country which has flexed its partner muscle in the country. The company Prashant Prakash boasts of a strong product CEO portfolio from global brands. The company has a robust supply network to meet the growing demand of products in several cities. Within a short span of 14 years the group has successfully transformed itself from a regional IT products distribution firm to a leading cross continental IT distribution company. It covers 450 towns in India for more than 50 brands and serves more than 4000 plus customers.

Corporate Office: D-98, Okhla Industrial Area, Phase-I, New Delhi- 110020 Tel: 011- 48317000 Website: www.globalinfonet.in Corporate Office: Matulya Centre, Unit No. 201, 2nd Floor, SenapatiBapat Marg, Lower Parel (West), Mumbai â&#x20AC;&#x201C; 400 013, Ph: 022-40859600 Website: www.neoteric.co.in

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TOP 10 D

istribution plays a key role in driving the growth and adoption of any brand. Almost every product vendor relies on them for sales. In a country like India, their dependence on the strong distribution players becomes even more critical, since a brand canâ&#x20AC;&#x2122;t reach on its own to buyers in small and remote cities. But the distribution business is no longer the same. It has changed. Market is crying margins. A number of other challenges such as change in adoption and consumer behaviour is creating a lot of problems of distributors. But there are a few distributors which have grown despite the challenges. Their different stance makes them top emerging distributors in India. Digital Terminal has endeavoured to club their feat in the top emerging distributor list. The listing of all these emerging distributors is based on our own evaluation and their performance in year 2014. These top ten emerging distributors have been arranged alphabetically only.

Emerging

distributors

Top 10 emerging distributors

Creative Peripherals & Distribution Incorporated in 1992 with just 3 people Creative Peripherals & Distribution Pvt. Ltd. has successfully achieved the status of being a focused player in distribution of I.T. as well as non I.T. products like telecom and CE products with a significant reach across India. Currently the company has swelled to the size of more than 100 employees and a robust network of more than 2000 channel partners. Within a small span of 18 years the company has successfully transformed itself from a trading organization to a value-added distribution firm with a leading integrated Supply Chain Solution Provider for IT, Telecom and CE products, among others. Its portfolio includes AOC, ADATA, Rapoo, Strontium, Sandisk, Netprotector, Digisol, Portronics, and others.

Ketan C Patel Director _______________________ Corporate Office: 375/377, Babu Bldg., Office. No. 20, 2nd Floor, Lamington Road, Grant road (E), Mumbai - 400 007. India Tel: +91 22 40811234: Website: www.ecreativeindia.com

Fortune Marketing

Manoj Gupta MD & CEO _______________________ Corporate Office: 201-202, Gedore House, 51-52, Nehru Place, New Delhi - 110 019 (Delhi) Tel: 26414468; Website: www.fortune-it.com

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Fortune Marketing was incorporated in the year 1994 with the sole objective of providing electronic security and IT range of quality products in India. With a turnover of Rs 500 crore and 1000 employees, Fortune Marketing is making significant strides in the market. It is an emerging national distributor which has popular brands in its product portfolio including Seagate, Nortan, PNY Canon, Liton, Secureye, Raid store and Tenda, ZOOOK, Adata Lighting etc. It is a 20 years old company and has 22 branches across India. It caters to various verticals like Surveillance- CCTV, Peripherals, Networking, and IT storage (DAS, NAS and SAN). It has also its own brand name by â&#x20AC;&#x153;Enterâ&#x20AC;? which has more than 500 products in its range.

Top 10 emerging distributors

GoIP Global Services GoIP Global Services has also been able to make to the list of top emerging distributors in India because of its strong presence and growth. An India-based leading IT Solutions and Services company it has also presence in South East Asia and North America. They provide end-to-end technology solutions and services within the Infrastructure domain to telecom operators, services providers, government, large and SME customers. The company offers Infrastructure services including public cloud services, infrastructure management and infrastructure optimisation. Through their extensive technical strength and manpower, they execute large system Integration projects in IT and telecom. They have a strong presence in the SMB segment through a pan India network of 16 offices and 500+ business partners. Its product portfolio includes TP-Link, Dell, HP, Siemens, Huawei, Dialogic, RAD, Brocade and others

rahul swaroop CEO & Managing Director _______________________ Corporate Office: H- 68, Sector -63, Noida, U.P/ - 201307 Tel: 0120- 4533200 Website: www.goip.in

Inspan Infotech

sudhir s. Managing Director _______________________ Corporate Office: Office No - 6, Bishop Wallers Avenue South (Off: TTK Road), Alwarpet, Chennai - 600004 Tel: +44 - 42088250 / 51 Website: www.inspaninfotech.com

Inspan has also manifested its ability to grow against the market sentiments. It is one of the fastest growing and leading distribution companies which has carved a niche for itself with its innovative out of box distribution. In the second year of operations the company was listed as the Top 20 IT distribution company in India. In a short span it successfully captured a significant market share with its penetration in A, B, C and D class cities. The distributor provides a basket of offerings that are closely aligned with the needs of the industry. The company claims to have in-depth sales knowledge that the company has acquired in various industry segments over the years. The company aims at becoming the leading distribution company by the end of 2015. With 17 branches across all regions of the country and 3,000 channel partners, Inspan is poised for the next big jump based on its strong product-line: Mercury, IXA, Genius, Corsair, Cyberclean, Numeric, Silicon Power and others.

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Top 10 emerging distributors

iValue Infsolution Claimed to be a premium technology enabler, iValue InfoSolutions drives "Go-to-Market" for niche and complimentary offerings such as in the Digital Asset Protection (DAP) and Data, Network & Application (DNA) management areas, and in Capex - Onsite and Opex - Cloud models. iValue was ranked 39th fastest growing in India and 239th in APAC by Deloitte Fast 50 and 500 for 2013, with 140% CAGR over the last 3 years. iValue was a Red Herring 100 Finalist in 2014 for Asia. iValue has direct partnership with 22+ OEM's for Onsite / Capex model and 10+ OEMs for Cloud / Opex model with 6000+ customers through 500+ partners including global, national, regional and local SI's. iValue has a direct presence across 10 cities in India, with channel, solution, vertical & customer focused teams, addressing pre-sales, sales & post sales needs of customer & partner, for both onsite - capex and cloud-opex models.

sunil pillai Managing Director _______________________ Corporate Office: Shree Arcade, 19th Main, 17th cross, HSR Layout, 4th Sector, Bangalore- 560102 Tel: +91 80 65329944 / 66 Website: www.iValue.co.in

Lalani Infotech

K L Lalani Chairman _______________________ Corporate Office: Lalani Complex, 25, G.C. Avenue, Kolkata - 13 Tel: 033- 66126400 Website: www.lalaniinfotech.in

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Lalani Group, established in 1978, has been the pioneer of Office Automation Service in Eastern India since about 3 decades. It has been explored every opportunity to grow itself by synergizing the latest and the best products in the IT industry. The company had initially started its operations dealing in copiers and allied products and then gradually diversified its product portfolio into IT, Telecom and Office automation sectors. Today, LalaniInfotech is a major distributor of products with a healthy network of more than 5,000 dealers, resellers, franchise , corporate customers, SME & SOHO Segments and deals with all top brands in the IT , Office Automation and Telecom catering to an array of clientele. The company has spread across whole of Eastern India with branches in Bhubaneswar, Guwahati, Ranchi, & liaison Offices Franchise all over eastern region.

Top 10 emerging distributors

Mediaman Infotech Headquartered in Mumbai, the company was founded in 1987 as Mediaman by Dushyant Mehta, and later incorporated as Mediaman infotech (P) Limited in 1996.The company today is among the 15 largest information technology distributors in India. Mediaman has 40 sales offices and stock locations spread across the country. With over two decades of expertise and experience in distribution and close relationship with channels Mediaman claims to offer its vendors access to more than 5000 channel partners, retailers, corporate resellers, VARs & SIs. Its core competencies in distribution are, better Logistics, efficiently monitored Inventory management, flexible credit financing for dealers, a national channel reach and an excellent reseller account management system. Mediaman is a valuable resource for the vital connection for vendors and brands from out of India and the Indian ICT companies for the world.

dushyant mehta Chairman & CEO _______________________ Corporate Office: 14th Floor, Gold Filled Tower B, Sion Bandra Link Road, Sant Rohildas Marg, Sion, Mumbai - 400017 Tel: 022- 24061200 Website: www.mediaman.co.in

Sakri IT Solutions

ravi lakshman CEO _______________________ Corporate Office: 301, Block-A, World Trade Centre, Kharadi, Pune - 411014 Tel: 020- 65111017 Website: www.savkri.in

SAKRI is yet another distributor which has been able to make to DT list of top emerging distributors because of its growth and market presence. As the preferred product re-seller and distributor of technology assets since its inception in April, 2009, SAKRI claims to have created value for partners, customers and individual users through its cost competitive, customer-centric, comprehensive partner network and an operational infrastructure. SAKRI today has over 300 employees spread over 12 branches across India with a presence in every state. SAKRI’s capabilities across service lines – Network Security Products, Software Services, and KPO – translate into a differentiated value proposition. SAKRI has continued to manage high-end complex engagements to build a growth-led and sustainable business. Company recently unveiled its tablet brand with the launch of “WinTab” tablets. Its tablets are based on Windows. It deals in products from brands such as K7 Computing, Microsoft, Micromax, Airtel, Tech Titan and WinTab.

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Top 10 emerging distributors

Savera Marketing Agency Savera Marketing is yet another growing distributor which has moved forward in the market. The company has created a strong network of partners in all major cities. Established in 1995, Savera has come a long way in distribution and is today rated amongst one of the top distribution companies. Savera Marketing Agency has 20 branches offices and service centres spread across A, B, C & D class cities of India. Plus it hasmore than 2600 partners/customers in 600 cities/towns. Its product portfolio includes ADATA, AOC, Asia Power, Rapoo, Thermaltake, Gainward, Canon, Dell, HP, Lenovo, Norton, Microsoft, Intel, Seagate, Samsung, WD, Optima, D-link, Asus and others.

gopal pansari Managing Director _______________________ Corporate Office: 67, Bentink Street, 1st Floor, Suite No 4, Kolkata , West Bengal Tel: 033- 22255191 Website: www.savera.co.in

V R Infotech

vikram mehta Director _______________________ Corporate Office: 5B, Tinwala Bldg, Ground Floor, Tribhuvan Road, Near Dreamland Cinema Hall, Grant Road - E, Mumbai - 400004 Tel: 022-23896076 Website: www.vrinfotech.in

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Established in 1997, V.R. Infotech claims to be a proven, future-bound distribution house. The company has tried to experiments with a host of products and thus claims to understand what customersâ&#x20AC;&#x2122; needs are. To address its growing customerâ&#x20AC;&#x2122;s needs, it makes quick changes to its strategy. It constantly updates its OEM and reseller network to make gainful decisions. Special emphasis is given to resellers and OEMs post-sales services and support functions. V.R. Infotech believes that selling the product is not the end. However, it believes that it is just the beginning of a long relationship with the consumers. The company distributes all Kaspersky retail products in India.

www.wintab.in

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