PLUS
Chuck Robbins to Lead Cisco /08 www.smechannels.com
india’s first IT magazine for sme business VOLUME 06 | ISSUE 03 | PAGES 48 | MAY 2015 | RS. 20/-
SME chat / 42
SME TREND / 34
SME TREND /32
Emerson: “SMB/SMEs
AWS: AWS Accelerates
ECS: ECS vouches for DIY market
and start-ups present us huge opportunities”
Partner commitment
BE SECURE,
BE SAFE SMB security market has fast emerged as one of the biggest opportunities for IT security vendors. /22
1
PLUS
NNR IT Solutions Expands its Management Team /16 www.smechannels.com
india’s first IT magazine for sme business VOLUME 06 | ISSUE 03 | PAGES 48 | MAY 2015 | RS. 20/-
SME CHAT/ 30 CP PLUS: “The new tagline defines our GTM strategy”
SME TREND/ 33
SME TREND
Konica Minolta: Konica
Minolta to empower its partners’ resellers
India aggressively eyes inkjet market
MY EXPERIENCE
ASUS ZenPower EDITORIAL
MOBILEGEDDON KARMA NEGI
karma@smechannels.com
NO DOUBT, MOBILITY HAS INVADED OUR LIVES, particularly smartphones. Anybody with a smartphone and an internet connection can do things unimaginable a couple of years back -- from sending those urgent mails, getting updated about the happenings around the world instantly, to paying utility bills, shopping, finding routes etc. According to the IDG Global Mobile Survey 2014 Mobile is preferred over the PC for executives conducting research during and after office hours. It further revealed that 92 percent of executives own a smartphone used for business. As we become more on-the-go kind of people smartphones have become irreplaceable and the importance that is being put on mobile friendliness was made evident last month when Google announced major updates to its search algorithms; favouring mobile friendly sites -- content, relevance, appearance on mobile -- over the others, effective 21st April. Dubbed Mobilegeddon, this decision clearly states mobile friendly optimisation is no longer a choice but a necessity. To rank higher in the search engine every site will have to become mobile friendly. For bigger organisations cost factor will not be much of an issue but what does this mean for small businesses, with small budgets and limited workforce? This can play havoc on their business; not being easily found means losing visitors thus harming their business further. SMEs need to see this as an opportunity rather as a daunting task. With the increasing popularity of mobiles, they need to understand how to latch on this opportunity to serve clients needs. They need to see this as another process of evolution in the fast changing technological world where customers’ loyalty can swing in another direction in just a matter of time. Small businesses have advantages over the larger ones because of their size which gives them the nimbleness to adapt quickly. As more and more people take the mobile route to do searching SMEs need to factor in the impact of the mobile traffic on their overall business decisions and make strategies revolved around strengthening their mobile presence too.
THE ASUS ZENPOWER the size of a credit card, is a 10050mAh Power Bank. Weighing only 215g it beautifully fits into the palm and can charge multiple smart devices. The power bank can charge a smart phone with a battery capacity of 1500mA, 2000mA, 2500mA and 3000mA, 4 times, 3 times, 2.5 times and 2 times respectively. It also charges tablets with battery capacity of 4000mA, 4500mA and 5000mA for 1.5 times, 1.2 times and 1.1 times. The price of the black ASUS ZenPower Black color is Rs.1599 onwards and the Silver / Pink / Blue / Gold variants from Rs 1499 onwards.
SPECIFICATIONS Weighs 215g, high-efficiency charging with up to 2.4A output FINAL WORDING Good product; but for the same features there are products priced lower in the market. OVERALL RATING
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SME CHANNELS MAY 2015
/29
Brother: Brother
contents
MAY VOLUME 06 ISSUE 03
2015
ER COV RY STO
india’s first IT magazine for sme business
Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Associate Editor: Karma Negi Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Designer: Ajay Arya Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Marketing Manager: Shivani Swaroop Marketing Executive: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 E-mail: Shivani@smechannels.com Bangalore #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 Mumbai Tahmeed Ansari 2, Ground Floor, Park Paradise, Kay-Bees CHS. Ltd.,Opp. Green Park, Oshiwara, Andheri (west), Mumbai - 400 053. Ph. +91 22 26338546, Fax +91 22 26395581 Mobile: +91 9967 232424 E-mail: Info@smechannels.com Kolkata S Subhendu BC-286, Laxmi Apartment, Kestopur Kolkata-700101 Phone: 9674804389 EDITORIAL OFFICE Delhi: 6/103, (GF) Kaushalya Park, New
Be Secure, Be Safe /22
Delhi-110016, Phone: 91-11-41657670 /
SMB security market has fast emerged as one of the biggest opportunities for IT security vendors. However, most of the targeted attacks in 2014 were aimed at small and medium Indian enterprises, which reveal the vulnerability of this sector.
46151993 editor@smechannels.com Bangalore Bindiya Jadhav #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 E-Mail bindiya@
SME TREND AWS / 34
AWS Accelerates Partner commitment
Brother /29
Brother India aggressively eyes inkjet market
SME CHAT Emerson /42
“SMB/SMEs and start-ups present us huge opportunities”
CP Plus /30
“The new tagline defines our GTM strategy”
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ECS /32 ECS vouches for DIY market
more inside Editorial~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 04
Konica Minolta /33
Konica Minolta to empower its partners’ resellers
6
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Chuck Robbins to Lead Cisco Cisco has appointed Chuck Robbins as Chief Executive Officer effective July 26, 2015. Robbins was also elected to the Board of Directors of Cisco, effective May 1, 2015. John Chambers will assume the role of Executive Chairman on July 26,
2015, and will continue to serve as the Chairman of Cisco’s Board. “This is the perfect time for Chuck Robbins to become Cisco’s next Chief Executive Officer. We’ve selected a very strong leader at a time when Cisco is in a very strong
position,” said Cisco Chairman and CEO John Chambers. “Chuck’s vision, strategy and execution track record is exactly what Cisco needs as we enter our next chapter, which I am confident will be even more impactful than our last.”
Robbins joined Cisco in 1997 and most recently served as Cisco’s senior vice president of worldwide operations, leading the company’s global sales and partner team that drives $47B in business for the company. Chuck Robbins, said, “The opportunity that lies ahead for Cisco is enormous, and the ability to lead this next chapter is deeply humbling and incredibly exhilarating. I am focused on accelerating the innovation and execution that our customers need from us. Their success will continue to drive us. At a time when our industry is on the cusp of more disruption than we’ve ever encountered, I couldn’t be more confident in our ability to win, or more honored to lead this great company.” Cisco also announced that John Chambers, currently CEO and Chairman of the Cisco Board of Directors, will remain on the board and assume the role of Executive Chairman on July 26. He will devote his time to supporting Robbins and engaging closely with customers and governments around the world, with a focus on leading Cisco’s role in country digitization.
Lenovo Upgrades x86 Servers for a Growing Business Lenovo has updated its flagship portfolio of scalable, high-performance X6 servers along with an array of prequalified ISV enterprise solutions including offerings optimized for SAP HANA. Updated Lenovo X6 server systems, with just released recordsetting performance results, include
8
SME CHANNELS MAY 2015
two Flex System X6 Compute Nodes and a pair of System x rack servers, both managed by Lenovo XClarity, the company’s recently announced systems management offering. These powerful new solutions improve performance and speed deployment of demanding workloads such as cloud, database,
ERP, virtualization, and business analytics announced the press release. “The rapid pace of change in today’s enterprise data center environment is stressing infrastructure technologies and IT budgets,” said Darrel Ward, vice president, Enterprise Marketing and Storage
Business Unit. “Lenovo’s new X6 servers provide the performance, agility, and resiliency needed for mission-critical applications, while simultaneously providing your business with the advantage to win in an extremely competitive environment.”
SNIPPETS
Socomec Holds Open Day for Northern RDs The Chennai based Socomec Innovative Power Solutions conducted Open Day for its northern region distributors and key customers at its Gurgaon manufacturing facility on April 2, 2015. Present at the occasion were special guests Michel Krumenacker - Deputy CEO, Bruno PLISSON - Group Commercial & Service Director (DCS), Christophe Brule – Regional IAP Director, Olivier Tremouille – Managing Director and Jean Jacques Boulain – Asia Industry Director.
End of last year, Socomec decided to promote Power Control & Safety, Energy Efficiency products directly in to the Indian market through distribution network. The new direction was well received in the market, hence in very short time it appointed 50 distributors against the set the target of 75 distributors by end of this year announced the press release. The “Original Manufacturer logo” was also launched in front of its key audience by Michel Krumenacker at the event.
iValue to Distribute HP Security & Software Solutions
Polycom launches two new Polycom RealPresence Group Series video collaboration solutions that transform small workspaces into high-powered collaboration hubs. Polycom RealPresence Group Convene video collaboration solution is right-sized for any small workspace—from huddle rooms and personal workspaces to open office environments. Designed to work with Polycom’s industry-leading Polycom RealPresence Group Series solutions and Polycom EagleEye Acoustic camera, Polycom RealPresence Group Convene delivers rich 1080p60 video and content collaboration, crisp audio and an easy-to-use interface. It’s sleek and compact design is customisable, with a single or dual screen display and tabletop stand or wall mount, allowing anyone to create a productive work environment tailored to their needs and space. The complete system is easy to set up and also integrates natively with Microsoft Lync 2013.
iValue InfoSolutions has been appointment as value added distributor for HP Enterprise Security offerings, across India. With 6000+ Customers and 500+ focussed partners, iValue has pre-sales and business development team’s for solutions, partners, customer and vertical initiatives. The core team at iValue has been focussed in Networking, Security and Storage offerings over 15+ years. iValue plans to leverage its relationship in the eco system to maximize growth opportunities for HP Enterprise Security solutions, through its focussed partners. Subodh Anchan, Director (Vendor & Channel Alliances), iValue InfoSolutions, said, “We see high synergy in HP Enterprise offerings, adding value to our approach to help business protect data, network, application along with meeting evolving compliance needs, through this partnership.”
NASSCOM Holds Thirds Edition of Product Conclave 2015
Cyberoam Awarded Patent by US Patent Office
Polycom Unveils Video Collaboration Solutions
The National Association of Software and Services Companies (NASSCOM) organized its third regional edition of the NASSCOM Product Conclave 2015 at the Novotel Hotel in Hyderabad. The one day conference served as a vital platform for Indian product start-ups and emerging companies to access knowledge & support available in the ecosystem. The inaugural address was given by Rajiv Vaishnav, Vice President, NASSCOM and the key note address by Ravi Gururaj, Chairman, NASSCOM Product Council. The conference was attended by industry leaders from the products industry, venture capitalist, entrepreneurs and consultants, who shared their views on the evolving product landscape. The Hyderabad edition of the conclave witnessed curated sessions for budding entrepreneurs, early stage founders and start-up product teams on the intricacies of structuring a business entity, protecting your intellectual property, raising initial capital, growing your product business & building market momentum for early stage products.
10 SME CHANNELS MAY 2015
MY POINT
“Top 3 tech priorities for Indian insurance CIOs this year are mobility, BI and analytics, and digitalization/digital marketing.” DERRY FINKELDEY,
RESEARCH DIRECTOR, GARTNER
Cyberoam, a Sophos Company, said it has been awarded a patent for identity and policy-based network security and management by the US Patent Office. The technology, which was created and developed by the Cyberoam team in India, offers a unique capability to connect end user identity with network security policy, allowing IT security managers to more effectively manage activity and access based on individual needs. Traditional firewall security measures are designed to scan network traffic based on sourceand destination IP criteria, to allow or deny request for Internet or network access. Cyberoam’s innovative system and method can apply rules and policies specific to the user, between the source and the destination. This ‘Layer 8’ Technology allows user-specific policies, enabling granular security controls for firewall decisions. Network administrators and IT security managers gain the ability to grant network, bandwidth and application access based on user-identity, time-of-day and other Layer-7 (application layer) controls.
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SNIPPETS
Barracuda Load Balancer FDC Delivers 40 Gbps Throughput Built on Intel architecture and featuring improved packet processing performance by up to ten times, Barracuda Load Balancer FDC delivers high 40 Gbps throughput at an industry disruptive price. Designed for virtualized data centers, Barracuda Load Balancer FDC provides scalability and high availability for websites and cloud services. It monitors the health of servers and evenly distributes server loads - all while maintaining session persistence and a seamless user experience in the event that one or more servers become overburdened or unresponsive. Said Stephen Pao, GM Security, Barracuda. “The Barracuda Load Balancer FDC addresses the needs with high throughput load balancing, leveraging standard Intel® Architecture Processors, to provide customers with a combination of high performance and cost efficiency that is disruptive in the industry.”
VTU GOES HI-TECH WITH CONVERGENT WIRELESS COMMUNICATIONS
Visvesvaraya Technological University (VTU) Belagavi, Karnataka with more than 16 years tradition of excellence in Engineering & Technical Education, Research and Innovations has gone in for total revamp of their networking infrastructure. The network infrastructure of the most sought after Technical University in the country was running with legacy speed using 1G uplinks and 10/100 access speed and the core network was running without any redundancy. “In line with the advancement in technology and being the pioneer in technological education, it was imperative for VTU to keep pace with the changing technologies and make its IT Infrastructure resilient ” says Prof.S.A Angadi, Network Head of VTU who himself spearheaded the upgradation of network infrastructure. University, with an enrolment of over 4 lakh Engineering Students, in the various institutes affiliated to the University, can now provide faster access of information to its students, faculty and guests. The network was implemented by one of the leading networking solution provider in India Convergent Wireless Communications, head-quartered at Bangalore “It was very challenging to upgrade / replace the existing networking infrastructure without disturbing the existing network even for a day and this required a team of skilled resources. We are happy that this was accomplished in a record time to the utmost satisfaction of University”, says Mr. Anil Trikannad Director of Convergent Wireless Communications.
Iris’ Revenue Jumps 30 Percent YoY Iris posted 30% YoY jump in revenue for the 2014-15 fiscal, clocking at a whooping Rs.2600 Crore revenue post its acquirement by InflexionPoint. Iris seemed to have engineered its strategy internally, cleaning the house and making the best use of its handy resources. Sitting at the driver seat, Mr Vishal Sopory, CEO, Iris Computers Ltd, said “ Ours was a simple formula, we just had to comb thru our existing resources on OEMs products and partners, that brought us this result and with better relationships.” With Principals Products and Verticals, Iris went ahead with BenQ Monitors and Projectors, TFT Monitors and PCs with HP and Lenovo Tabs in its bucket. With the coming fiscal, Iris is devising various roadmaps that shall keep the pace going far and beyond.
Satcom Expands Operations in Chennai With the setting of its new branch in Chennai, Tamil Nadu, Satcom Infotech expects this new branch to help boost its revenues from this region and contribute at least 15% in terms of sales volumes. The company currently has about 15 partners in the region, but it aims to significantly ramp up this number in the coming months. The company hopes to further strengthen its market position by setting up more branches in South India. As part of its expansion plans for this year, Satcom Infotechalso aims at increasing its reach in the Eastern parts of the country. With this partners can be assured of faster support and services in the region. “With this branch, Satcom Infotech will be in a much better position to extend localized support to existing as well as prospective partners based in Tamil Nadu, Andhra Pradesh and Gujarat,” announced the press release. Satcom Infotech plans to use this as a base to expand its reach in the southern parts of India and focus better on partners located in this region. The company intends to work more closely with partners and extend support to them in their sales planning and go-to-market strategies. With this new office, Satcom Infotech has successfully established a strong network across the country, with presence in all metro cities like Mumbai, Bengaluru, Delhi, Hyderabad, Jamnagar and Chennai.
12 SME CHANNELS MAY 2015
Cambridge Enters Rackspace Partner Network Cambridge Technology Enterprises, an IT services leader focused on the convergence of big data and cloud, said it has joined the Rackspace Partner Network to provide customers with access to a broad portfolio of managed cloud solutions. This relationship is designed to add mutual value for current customers and increase targeted exposure and reputation for both companies announced the press release. “Collaborating with Rackspace helps us address a key need to integrate public and private clouds and bring the on-premises data to the cloud,” said Aashish Kalra, Chairman of Cambridge Technology Inc. “The Rackspace Managed Cloud helps our customers leverage the power of the cloud without the frustration, cost and time of managing it.” “We’re excited to welcome Cambridge Technology Enterprises into our partner network,” said Chris Rallo, Director of Global Partner Programs and Strategy at Rackspace. “By aligning efforts, we’ll provide customers with a broad range of hybrid cloud solutions and managed support to help them address their unique business needs. We look forward to ongoing collaboration.”
SNIPPETS
Allied Telesis Partners Kaspersky Allied Telesis has selected Kaspersky Lab to provide anti-malware and anti-virus engines for its new series of Next-Generation Firewalls. Using the latest high-performance platforms, and featuring Kaspersky Anti-Virus and Kaspersky SafeStream II to provide comprehensive protection from a wide range of malware, the Allied Telesis Next-Generation Firewalls deliver a powerful, flexible, and highly-configurable security solution announced the press release. As cyber threats continue to evolve and become more sophisticated, targeted and tailored attacks increasingly overpower traditional defenses. The problem now requires a solution with greater intelligence, control, and insight. Allied Telesis has partnered its own specialized hardware with two Kaspersky Lab products to deliver comprehensive protection against a wide range of cyber threats. Kaspersky Lab’s Anti-Virus engine provides protection from viruses, Trojans, worms, rootkits, spyware, and adware. Kaspersky SafeStream II provides wire-speed protection from zero-day malware, server-side malware, web-borne malware, drive-by downloads and more.
KEMP & RAH INFOTECH UNFURL NEW CHANNEL STRATEGY KEMP Technologies and RAH Infotech conducted a KEMP exclusive partner event in Delhi, with the key objective of educating RAH Infotech’s channel partners of the advantages in becoming a KEMP Center Partner. The message was primarily driven to align KEMP with each partners’ go-to-market strategy, build a value chain structure, determine their market segment and form a strong competitive approach to follow the path of rising profits and increase the odds of growth for their businesses. According to Keith Chua, Territory Account Manager for India/SAARC, KEMP Technologies, “We at KEMP Technologies are on a constant lookout for new partners and explore more opportunities for them with our expanding product portfolio and solutions. Our association with RAH Infotech has been instrumental in the growth of KEMP in the Indian market, especially in building a more robust channel environment. Such events help us to recapitulate our continuous support to our channel partners in India.” Ashok Kumar, MD and CEO, RAH Infotech, said, “The purpose of this event is to help KEMP gain the mindshare and connect with the partner community. KEMP products are absolutely cost effective as well as technically sound which helps them gain an edge over their competitors. This event is a platform to let the partners know the value that they will derive by associating themselves with a player like KEMP.”
EXECUTIVE MOVEMENT
APAC DEVICES SHIPMENTS TO GROW 3.2 PERCENT IN 2015 COMBINED SHIPMENTS OF DEVICES (PCS, TABLETS, ULTRAMOBILES AND MOBILE PHONES) IN THE ASIA PACIFIC REGION ARE FORECAST TO TOTAL 1.2 BILLION UNITS IN 2015, AN INCREASE OF 3.2 PERCENT OVER 2014 (SEE TABLE 1), ACCORDING TO GARTNER, INC.
Extreme Networks has appointed Board Chairman Ed Meyercord as its President and Chief Executive Officer effective April 19, 2015.
ASIA PACIFIC DEVICES SHIPMENTS BY DEVICE TYPE, 2014-2017 (THOUSANDS OF UNITS) DEVICE TYPE
2014
2015
2016
2017
93,122
90,983
90,036
89,233
9,531
13,460
16,115
17,936
102,653
104,442
106,152
107,169
67,776
62,816
63,245
63,733
Computing Devices Market
170,428
167,258
169,397
170,901
Mobile Phones
987,725
1,028,389
1,088,987
1,111,488
Total Devices Market
1,158,153
1,195,647
1,258,384
1,282,390
Traditional PC (Deskbased and Notebook) Ultramobile (Premium) PC Market Other Ultramobile (Tablets and Clamshells)
Source: Gartner (March 2015)
14 SME CHANNELS MAY 2015
ViewSonic has named Pradeep Thamman as its new Country Head. Thamman has a diverse experience of handling various products in the gamut of IT Hardware, Mobility and Software across India. Chandrahas Panigrahi has joined Acer as Senior Director – Consumer Business from 04 May, 2015. Symantec has appointed Shrikant Shitole as Managing Director for its enterprise security business in India.
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SNIPPETS
Trend Micro Rolls-out four-city Partner Meet Trend Micro is hosting a four-city partners’ meet from 5–8 May 2015, in Bangalore, Chennai, Mumbai and Delhi respectively. The event series titled ‘Play 2 Win’ endeavours to provide channel partners an opportunity to capitalize on the rapidly growing business opportunity for Trend Micro’s market-leading solutions in order to take their business to the next level announced the press release. Commenting on this forthcoming event, Dhanya Thakkar, Managing Director, APAC, Trend Micro, said, “We know that our partners rely on us and this four-city Partners Meet will help us reconnect with them to an insightful, energizing, and memorable day, helping them in transforming their businesses. The sessions will be directed towards imparting vital insights and information to them, which would guide them towards making the right business decisions in 2015. By the end of the meet, our partners will procure a clear understanding of Trend Micro’s solutions, how to position them and also of the business opportunities awaiting them through us.”
Gigabyte Mobos with 5th Gen Intel Core Processors
D-LINK TO OFFER GAJSHIELD UTMS D-Link has entered into exclusive business alliance with GajShield. With this, D-Link will now offer high-end network security solution to meet the protection requirements of modern enterprise’s mission critical infrastructure, and further strengthens its Security product portfolio. In this rapidly evolving technology arena internet security remains a major concern for most Corporates & Enterprise, as IT network determines the operational efficiency & wellbeing of any business set-up. With Tushar Sighat, Executive Director & GajShield on board D-Link will now be offering endCEO – D-Link to-end network security solution ranging from 25 User UTM to 10000 User UTM, and will cater to SOHO, SMB, SME and Enterprise segment. Gajshield UTM carries Context based Network Data Leakage Prevention, Patent pending Technology, BYOD Security and Enterprise Cloud Security which are major market differentiators. Gajshield is also the first Indian Firewall brand to be certified by ICSA Labs. Sharing his views on this new business alliance, Tushar Sighat, Executive Director & CEO – D-Link (India) Ltd., said, “Since past 2 years we at D-Link have made some significant business alliances that has amplified our Enterprise product portfolio. Our association with GajShield is another in the series of strategic tie-up deliberated toward expanding enterprise product portfolio & reinforcing our presence in Network Security segment. D-Link’s robust business infrastructure & holistic approach along with GajShield’s domain expertise in network security will benefit & empower enterprises.”
Gigabyte’s said its entire line-up of Z97 and H97 motherboards now support the soon-to-launch 5th Generation Intel Core processors. Gigabyte engineers have tested and validated all GIGABYTE 9 series motherboards including Z97 and H97 chipset-based motherboards to ensure optimal performance for 5th Generation Intel Core processors. Users wanting to take advantage of all the features of 5th Gen Intel Core processors have to offer at launch, simply need to download the latest UEFI BIOS from the Gigabyte website.
NNR IT Solutions Expands its Management Team
Lifesize upgrades its Cloud video conferencing service
NNR IT Solutions has appointed K Shiv Shankar and Ashok Mohanty to head the sales and get alliances for Max Secure Antivirus. Ashok will be handling Mobility products besides overlooking markets of East and North, while Shivshankar will take care of alliances, online and markets of South and West for Max Secure Software’s Anti-Virus and Mobile Security range of products. Commenting on getting both the go getters into his team Jagannath Patnaik, CEO, NNR IT Solutions, said “I am happy and glad to welcome back Ashok and Shiv Shankar into my team and I am sure with their strong connect in channels we shall be able to get to our goal of getting in to the top three position this year becomes a strong possibility. I am sure we shall be taking over major foreign player’s market share this year.”
Lifesize has made enhancements to its Lifesize Cloud video conferencing service. The new features provide greater accessibility, control and collaboration to enable every person and every conference room with easy-to-use, powerful performance in video communications technology. These—and regularly scheduled future enhancements to Lifesize Cloud— continue to fuel global adoption of the video SaaS offering and Lifesize Icon family to deliver a truly Connected Experience as more than 1,000 companies have subscribed to the service. Said Gagan Verma, Regional Director India & SAARC Region, Lifesize. “Lifesize Cloud delivers the industry’s most integrated video experience, making it easy to connect across offices, small or large conference rooms and mobile devices in a scalable way.”
16 SME CHANNELS MAY 2015
SNIPPETS
Iris to Distribute BenQ Products BenQ has named IT distribution company Iris Computers as its national distributor. With this association Iris Computers is entitled to distribute the entire range of projectors and monitors from BenQ India. Speaking on the association Vishal Sopory, CEO, Iris Computers Ltd, said, “This association is surely going to be beneficial for both of us. Our market penetration strategy and BenQ’s solutions forms a perfect blend to cater the wider consumer and corporate technology market. We look forward to a long and enriching relationship with BenQ.” Rajeev Singh, MD, BenQ India, said, “We are confident that their rich background in the industry and an exceptional distribution reach will help us strengthen our goal of increased market penetration in the year 2015.”
Eaton Mobile Tech Day Held for HCL Info’s Partners and Customers
Power management company Eaton inaugurated a Mobile Technology Day at its office in Noida. The Mobile Technology Day is hosted on a fully equipped 45 feet long state-of-the-art trailer exhibiting Eaton solutions for the IT/ ITES industry and data center segment. The initiative is aimed at maximizing the Eaton Mobile Technology Day combined strengths of Eaton and HCL Infosystems. This synergy is capable of supporting emerging trends and address rising challenges of the IT/ ITES industry announced the press release. Through this collaborative initiative, Eaton will demonstrate its industry leading offerings for power distribution, power quality and back-up, lighting and safety solutions to HCL Infosystems’ customers and partners across 14 cities in a duration of two months. Eaton aims to reach out to customers in the BFSI, IT/ ITES and PSU space and create cognizance of Eaton solutions that help in addressing the most vital needs of energy efficiency, better uptime in critical operations and reduced risk to protect people, property and the environment.
Genius Embarks on an Aggressive Expanion Drive, Appoints Supertron as ND As part of its expansion strategy Genius has appointed Supertron Electronics as it’s distributor for the India market. Commenting on the development, Gaurav Mathur, Country Business Head (India), Genius, said, “We at Genius have embarked on an aggressive expansion drive this year. The association with Supertron Electronics, one of the biggest players in the IT hardware and accessories distribution market in India, is a step in that direction. This offers us the opportunity to leverage their nationwide distribution network, market knowhow and logistical excellence, as we look at consolidating our position in existing markets and tap newer geographies including smaller cities and towns. We are confident that the association will yield significant results and take us a step closer towards our vision of being among the Top 3 players in the laptop and smartphone accessories and peripherals market.” Vibhor Agarwal Director Marketing, Supertron Electronics Pvt Ltd, said, “Together we hope to propel brand Genius into one of the leading laptop and smartphone peripherals and accessories brand in India.”
MAIT Launches Digital India Action Group MAIT, an apex body representing IT Industry in India, launched the Digital India Action Group (DIAG) to provide ideas for enriching & accelerating the rollout of Digital India Programme across the Country. Drawing its members from major ICT companies as well as from the Government, DIAG will strive to ensure the success of the Digital India Programme by providing strategic inputs to various Committees and Teams that would be constituted under the aegis of the PMO, DeitY and other Government Departments & Ministries. Commenting on the vision of DIAG, Debjani Ghosh, Vice President, MAIT, said: “Technology has the potential to connect the whole of India and benefit each & every citizen. Digital India should enable the percolation of technology to the people and each citizen should be able to access government services with ease.” She further said that MAIT is best-suited to support & compliment the efforts of the Government in implementing Digital India as it has a vast knowledge base from across the IT ecosystem, which can prove to be a game changer for this ambitious program.
Emerson Network Power Unfurls ‘Score To Win’ Program Emerson Network Power has launched the ‘Score To Win’ program for the April-June 2015 quarter. This channel incentive program is designed to offer Indian Network Solution Partners (NSP) and Value Added Reseller (VAR) channel partners higher PAYBACK points for sales of Emerson’s small and micro uninterruptible power supply (UPS) products (up to 20 kVA) during the cricket focused Indian Premier League (IPL) season between April 1 through June 30, 2015. The incentive program has been designed to incorporate a wide range of partners with slabs ranging between 2,080 to 2,08,000 PAYBACK points. Gopakumar Ambujakshan, Director (product management for the small and micro uninterruptible power supplies (UPS)), Emerson Network Power in India, said, “India is a cricket worshipping country and the April-June quarter sees enhanced fervor with the commencement of the IPL season. Accordingly, we have introduced the ‘Score To Win’ program for our partners given that the summer season also sees enhanced traction in sales of small and micro UPS solutions. With this program, we offer our partners the dual benefit of being able to score more points and enjoy better privileges with sales of the Emerson product portfolio.”
SME CHANNELS 17 MAY 2015
SNIPPETS
Dell SonicWALL TZ Series Unveiled
DIGEST
Dell has released the new SonicWALL TZ Series firewalls. Featuring a dramatic increase in network performance to support faster Internet speeds, the ability to analyze encrypted SSL traffic, and an integrated wireless controller, the new solutions deliver enterprise-class security at a price point that is attractive for small businesses and large, multi-site distributed organizations announced the press release. Murli Mohan, Director & General Manager, Dell Software Group, said, “Network security has become a major concern for businesses across sectors. Given the size of business, small businesses in particular, face severe challenge in scanning encrypted traffic and keeping their network safe. They need a solution that can help them eliminate network bottlenecks and increase productivity while also providing secure access to a broad range of mobile devices. Also, it is important for the solution to be powerful alongside offering business-class performance. The Dell SonicWALL TZ series is designed to help such small enterprises that are looking to improve network efficiency. With Dell’s TZ series, small businesses can now afford the same security as large enterprises.”
TOSHIBA 5TB SURVEILLANCE HDD
Prime ABGB and neoteric form Partnership Value-added distributor neoteric infomatique Ltd has entered into a strategic partnership with Prime ABGB, a provider of high-end and premium consumer technology products. As per the agreement, Prime ABGB will move its operations under neoteric and the company’s founder Gulbirr Bhatia will join neoteric as Director, PC Components Business Unit and Emerging Technologies. Many popular brands of Prime ABGB—e-commerce portals, www.primeabgb.com and www. onlyssd.com, and its premium gaming PC brand BRAG—will continue to operate in the market under neoteric announced the press release. “neoteric and Prime ABGB have always shared a common vision and passion for introducing unique and latest technology products in the Indian market. Our new partnership underscores our common goals and aligns our future growth,” said Paras Shah, CEO, neoteric infomatics Ltd.
Matrix Showcases Telecom and Security Solutions at International Police Expo Matrix showcased its telecom and security solutions at International Police Expo, New Delhi. At the show Matrix exhibited its highly engineered telecom and security solutions catering to the specific requirements of the police and other armed forces. “We had quality visitors who showed keen interest in Matrix solutions,” announced the press release.
ZTE Names Modi InfoSol as India Distribution Partner ZTE has selected Modi InfoSol Private Limited as an authorized distribution partner for their surveillance solutions. The agreement includes distribution of ZTE surveillance solutions across India with Modi InfoSol Private Limited acting as open channel business partner. This strategic partnership with Modi Info Solutions will allow ZTE to establish PAN India presence. Under this collaboration ZTE will provide best-in-class product announced the press release. Modi Infosol Pvt. Ltd., formerly known as Modi Peripherals Pvt. Ltd., is a partner oriented IT solution provider which provides a range of IT products and expert services to create competitive advantage for their customers. Modi group’s turnover exceeds Rs. 2000 million, and has Head Office in Delhi with presence in various cities in India. Modi Infosol offers a wide range of offering which starts from video projection system, storage and networking products to develop customized IT solution for all sorts of customer needs. 18 SME CHANNELS MAY 2015
Toshiba Digital Media Network Taiwan Corporation (TDMT), has released the MD04ABA-V Series, delivering a 5TB 3.5-inch, low RPM hard disk drive (HDD) specifically for surveillance applications. The MD04ABA-V series is designed for use in surveillance digital video recorders (SDVR), surveillance network video recorders (SNVR) and hybrid SDVR announced the press release. Designed for surveillance applications, with support for at least up to 32 high definition cameras *2) and 24/7 operation, the MD04ABAV Series also incorporates rotational vibration (RV) sensors, making it suitable for use in RAID/ multi-HDD based surveillance platforms.
NETGEAR READYNAS 3220 SERIES Netgear claims that with ReadyNAS protecting and accessing application data, images, client files, emails, etc. are easy. For example Netgear ReadyNAS3220 Series Network Attached Storage (NAS) delivers high value, high performance storage with enterprise features to small and medium-sized businesses (SMB). Available in 2U rackmount form with 12-bay capacity, the new ReadyNAS3220 enables easy storage for businesses supporting up to 200 concurrent users.
NVIDIA HOLDS ROADSHOW NVIDIA has released the new Quadro M6000 and Quadro K1200 graphics cards for professional design and visualization applications. The company kicked off a four-city roadshow, beginning on April 24, 2015 in New Delhi, to demonstrate the value proposition of the professional graphics cards solutions to customers. NVIDIA will also showcase its Iray technology, an interactive and intuitive physically based rendering process. .
KASPERSKY UPGRADES SMALL OFFICE SECURITY Kaspersky Lab has released the latest edition of the Kaspersky Small Office Security, the company’s security solution built specifically for businesses with fewer than 25 employees. Kaspersky Small Office Security is equipped with enterprise-grade technologies, but it was designed specifically to serve the needs of very small businesses announced the press release. .
AXIS UNVEILS VIDEO DOOR STATION Axis has launched its first video door station for identification and entry management. AXIS A8004-VE Network Video Door Station is an open IP-based door station for two-way communication, high-definition video and remote entry control. AXIS A8004-VE is a weather- and vandal-proof video door station suitable for both indoor and outdoor installations. The door station comes with a high-performing intercom function that provides clear and echo-free two-way speech with visitors and an integrated HDTV camera with WDR and excellent low-light performance. The unit offers reliable 24/7 identification of visitors even in the most challenging environments.
SNIPPETS
CII Launches cloudBuy Powered Online Business Gateway The Confederation of Indian Industry has launched a new online business gateway for its members. The e-commerce platform will enable Indian businesses to promote their products and services, expand their boundaries and trade online, within India, across the region, and globally. The marketplace is powered by the secure technology platform from cloudBuy, the global e-commerce solution provider. TT Ashok, Chairman, CII National SME Council, said, “We are pleased to be able to bring this e-commerce gateway to global supply chains to CII members. We have made sure that the marketplace has low transaction costs and delivers fast payments direct to sellers’ bank accounts. We believe the initiative is a simple way to increase visibility. It will provide Indian businesses with a new gateway to the world.”
MAIT, TAIT HOLD CONCLAVE TO BOOST LOCAL MANUFACTURING MAIT , an apex body representing IT Industry in India in association with TAIT, the premier association of IT Companies in Mumbai organised the ‘National Conclave on IT & Electronics Manufacturing in India’ focused on encouraging entrepreneurship within the ICT Industry to boost local manufacturing in India with an aim to make ‘Make In India’ dream a reality. Hon’ble Cabinet Minister of Industries, Maharashtra National Conclave on IT & Electronics Government Shri Subhash Rajaram Desai was the guest Manufacturing in India of honour at the event with Dignitaries from Central Govt and State Govt of Maharashtra, CEOs of IT Companies and Leadership Team of MAIT. The conclave was themed ‘IT & Electronics Manufacturing in India – Opportunity for IT Channel Partners, System Integrators and SMEs’ that included the panel discussion on Govt Schemes & Policies, Challenges faced by the IT Manufacturers and Opportunities to Manufacture IT Products in India. It opened with a welcome address by KR Chaube, President, TAIT followed by the Presidential Address of Amar Babu, President, MAIT.
Zebra Unveils New Channel Program Zebra has created a new channel partner program, which will enable and reward growth for Zebra’s channel partners who are investing in driving value for end user customers. Built with input from Zebra’s global partner ecosystem, the new program will also make it easier for channel partners to expand their relationship with Zebra and deliver innovative solutions to customers announced the press release. Eileen Eck, VP (Global Channel Strategy, Marketing and Operations), Zebra Technologies, said, “Our partner program will be closely aligned with our vision of creating a smarter, more connected global business community and we will work with our partners to help them differentiate themselves, better serve our end users and seize the opportunities presented by enterprise asset intelligence.” Starting January 2016, Zebra’s new channel program will identify, promote and serve channel partners and make it easier for them to conduct business with Zebra and be rewarded for providing value to customers. The customer-centric partner program will unify the best of Zebra’s award-winning PartnersFirst program and the PartnerEmpower program to encompass a more inclusive channel ecosystem that addresses the needs of distributors, ISVs, resellers and SIs.
Samsung Unfurls new Portable SSD T1 Samsung has unveiled the Samsung Portable SSD T1 which comes with a three-year warranty, and is available in 250GB, 500GB and 1TB. Designed for speed and security along with style, the Portable SSD T1 is ideal for business travellers, creative professionals and content creators with a need for secure local storage they can take on-the-go and use to quickly transfer large amounts of data announced the press release. It also claims that thanks to having no moving parts the T1 gives speeds between three times to seven times as fast as an external hard drive (HDD). The write speed is as responsive as an internal SSD and up to 100 times faster than an external hard disk drive. For users of heavy files like video, this can help in increasing productivity significantly, and comes with 256 bit hardware encryption. Powered by Samsung’s cutting-edge 3D Vertical NAND (V-NAND) technology, the Portable SSD T1 is a high-performance memory storage device that has recently been awarded at the 2015 International Consumer Electronics Show (CES).
Qlik Offers Data-as-a-Service Qlik released its Cloud offering that is comprised of multiple services. As a result of its recent DataMarket acquisition, the Company is introducing Qlik DataMarket, a Data-as-a-Service offering via Qlik Cloud, along with Qlik Sense Cloud for free sharing and Qlik Sense Charts for sharing visualizations on public sites. Qlik DataMarket offers external data sources in the cloud for comparison, validation and context. With Qlik DataMarket users can access a comprehensive library of external data directly within Qlik Sense to allow users to augment and cross reference their internal data to gain context and drive deeper insights announced the press release. With Qlik DataMarket users can combine external data with internal data with equal ease. “Our cloud strategy encompasses more than just an infrastructure or Software-as-a-Service play,” said Anthony Deighton, Qlik CTO and SVP of Products. “At Qlik we see an exciting opportunity for Cloud-based value-added services, like Qlik DataMarket Data as a Service offering, to optimize the visual analytics experience, even at the point of decision. Likewise, because people do not make decisions alone, sharing in the cloud will always be an important part of our collaboration strategy as well.”
SME CHANNELS 19 MAY 2015
GUEST COLUMN
SMART CITIES With the government announcing an outlay of Rs. 7,060 crores for smart cities, care needs to be taken that we don’t get carried away by the jargon
BALAJIMAHALINGAM, Research Director, IDC India BRIEF PROFILE Balaji Mahalingam is the Research Director at IDC India. In this role, he is responsible to manage and orchestrate the research across all of the ICT technology areas in India. Balaji brings over 21 years of IT Industry experience to IDC India, which has been gained while he was based in India and Singapore. He was previously with Hewlett-Packard India, where he was Director of Strategy and Planning for the Printing and Personal systems group.
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With the recent announcement Rs. 7,060 crores budget by the government Smart cities have become a hot topic of discussion. With our cities facing a myriad of infrastructure issues, and the fact that by 2031 approximately 40% of Indian population is expected to live in urban environment according to some study estimates, it is critical that the smart cities are able to improve the quality of life of its residents and provide sustained economic growth as the urbanization of India continues. A Smart City is defined as a finite entity with its own governing authority that is more local than national, which uses a specific set of technologies to achieve the explicit goals of improving the lives of citizens and sustainable urban development. What exactly is a smart city solution? IDC identifies three key attributes which must be included for a solution to be considered smart: first to gather and aggregate data (example- traffic pattern, water consumption, power grid and usage monitoring etc.), second to discover and analyze information, and third mechanisms must be in place to respond to analyzed information. As India embarks on this journey towards implementing the smart city vision, a few critical choice points must be considered. For instance, smart city solutions will require many participants coming together to deliver a solution. Let us take the example of traffic management. At the hardware solution level, there would be a requirement of vendors who can deliver cameras, SIs who can install and integrate them with a central backbone to form interface layer; creating a backbone structure for the camera feeds, storage solutions of the footage, video walls and s/w solutions to zoom in to specific spots etc. to form the management layer. Another important point is around the governance model where the projects could be either a top-down standard architecture, based on a set of selected technology infrastructure projects coordinated by central government or a governance model more oriented towards selection projects by local government services. Also, while looking at implementing these projects across 100 cities, a long term overall roadmap needs to be defined; and based on the roadmap, individual participant cities (in conjunction with central planning team) can select the different projects which are critical for them. Also, project evaluation needs to be based on
long term economic viability and sustainability. It is important for a country like India to ensure that solutions which are touching the common citizen, are affordable by all sections of the society . Otherwise, these initiatives might get perceived as “elitist” and not connected with the reality of the common man. The government departments (like power, water supply etc.) which are in charge of driving these programs , must also be trained to move away from the traditional tender based short term cost optimization focus and instead focus on outcome based long term partnership projects with private participants . Projects should be evaluated against a set of criteria which includes demonstrable ROI and long term viability . Even in the selection of cities, there might be a bias towards cities with huge current/future projected populations (commonly known as Tier I cities) due to economies of scale and potential shorter ROI cycle. However, with new enabling technologies of the third platform like the Internet of things and Cloud computing, the tier II and tier III cities can be developed to form cities that leverage solutions thus driving better ROI and viability. Clarity of the funding models and speed in the funding process is of critical importance for timely execution of the projects and to build confidence among all stakeholders. There is a perception among stakeholders that the pace of funding of government projects often lags the publicity and hype created. Hence, a well thought out “buy or build” strategy and a fast track project management process is of critical importance. Otherwise, many of these projects might end up being in conceptual paper stage or proof of concept pilots. Also, while adopting best practices from smart city implementations abroad, attention should be focused on India specific unique priorities and social challenges. Projects need to be steered by governmental framework for “inclusive growth” using technology. In nutshell, the smart city vision of the government is to enable economic growth, generate employment and also improve the quality of life for urban citizens shows great vision. To translate this vision to reality, a well thought out execution plan needs to be in place and emphasis should be on ‘inclusive development” so that all sections of the society can benefit from this.
MATRIX
CASE STUDY
MATRIX OFFERS MOBILITY TO REAL ESTATE DEVELOPER Matrix and its channel partner OBM Automation jointly offered an IP-PBX – ETERNITY PE with SPARSH M2S – Mobile Softphone as a business mobility solution for seamless connectivity with speed.
CHALLENGES Mumbai is witnessing a vigorous growth in real estate and Neelam Realtors is blooming along it. With high mobility of the workforce and project-based nature of the industry, thrives the need for wireless connectivity and seamless integration with sites and field workers. Moreover, Neelam Realtors required to keep their existing communication system intact with a new cost-effective system in place for mobile workers.
MATRIX MOBILE Established in 1991, Matrix is a leader in Telecom and Security solutions for modern businesses and enterprises.
CASE SUMMARY LOCATION
SOLUTION Matrix and its channel partner OBM Automation PVT. Ltd. jointly offered an IP-PBX – ETERNITY PE with SPARSH M2S – Mobile Softphone as a business mobility solution for seamless connectivity with speed. ETERNITY PE is a cost-effective SMB IP-PBX for futuristic businesses with scalable platform and universal connectivity that can be flexibly configured, expanded and centrally managed to address specific communication needs. Moreover, SPARSH M2S is a mobile softphone application for Android/ iPhone smartphones that redefines the workplace experience for Matrix IP-PBX Users. It delivers one touch access to advance call management features of Matrix IP-PBX system such as call conference, presence, corporate directory access, voice mail and many more. Reduced telecom cost up to 80% with IP telephony between Head
India SYSTEMS INSTALLED IP-PBX – ETERNITY PE with SPARSH M2S – Mobile Softphone
BENEFITS Reduced 80% Internal Communication Cost with IP enabled Mobile Softphone – SPARSH M2S Minimized upfront cost as no license required for activation of Matrix SPARSH M2S – Mobile Softphone application No change in existing communication infrastructure for ease of use and quick execution Easy for field workers to have seamless connectivity through corporate directory access and instant messaging features of SPARSH M2S – Mobile Softphone
Office and field workers Using IP telephony of VoIP network, Neelam Realtors reduced the telecom cost on every call made between head office and field workers up to 80%. With flexible scalability and minimum investment, IP telephony features of ETERNITY PE offers simple 3-digit dialing, conference, call transfer and other call management features bringing diversity to solutions and making it an easy choice for customer. Delivered on-the-move mobility to field workers Business mobility solution from SPARSH M2S – Mobile Softphone empowered the field workers to have one-touch access to co-workers in head office by simply Dial-by-Extension or corporate directory access making them virtually present at the desk. Moreover, Enhanced collaboration with video calling, instant messaging,
presence sharing and voice mail features redefines the workplace experience. Peer-to-Peer connectivity between existing IP-PBX and ETERNITY PE via IP to use existing infrastructure With the help of IP network, existing IP-PBX and ETRNITY PE were connected for expansion of the system without drastically changing the infrastructure. This helped Neelam Realtors to save additional cost on infrastructure because of the future ready technology – VoIP. Remote management of all the systems with Web based GUI With the web based remote management feature, all the systems can be centrally managed by the IT administrators from anywhere through any device.
SME CHANNELS 21 MAY 2015
COVER STORY
BE SECURE,
BE SAFE
SMB security market has fast emerged as one of the biggest opportunities for IT security vendors. However, most of the targeted attacks in 2014 were aimed at small and medium Indian enterprises, which reveal the vulnerability of this sector. But the good news is SMB’s IT security expenditure is seeing a year-on-year growth of almost 15% as per NASSCOM. BY KARMA NEGI
karma@smechannels.com
H
ow many of us reveal our personal stuff online without even thinking twice what might happen if it falls into the wrong hands. By just installing a firewall and antivirus gives us the satisfaction (which we now know is totally humbug) of being immune from the dangers of the cyber attackers and hackers. Every now and then we keep reading about how hackers got through security system of organisations, here I am talking about the big ones, and brought them down almost to their knees. Sony Corp. was left red-face, last year, when sensitive (and almost controversial) data was leaked online. This incident, which is one of many, in recent months brings forth the vulnerability of our data in today’s interconnected world. What is amazing is that most of the big organisations value their data like gold, and parting means disastrous for the business; they are conscious of the need to have several levels of security and have skilled people to handle it. But still such incidents happen. This begs the question, if large organisations too are prone to hacking and cyber attacks where do this leaves the small and medium enterprises with their constrained budgets and lack of skilled people to handle such situations. According to
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Symantec’s Internet Security Threat Report 201534 percent of targeted attacks in 2014 were aimed at small and medium Indian enterprises. This shows that almost no company, whether large or small, is immune from cyber attacks. With methods of attacks increasing faster than defensive techniques SMBs are as susceptible to attacks as any larger organisation. In fact they are much easier targets because of their weak security system. As SMBs are now waking up to the various cyber threats, security becomes a crucial element. There are technologies which can help them from finding themselves in such a soup -- virtualization, cloud computing, mobility, comprehensive security and data protection solutions, can enable SMBs to prepare and quickly recover from potential disasters.
Lowdown on the Security Market Trends like consumerisation of IT and BYOD have made the SMBs more susceptible to attacks. Most fail to realize the importance of protecting internal assets such as switches, and end points. And it is through these weak links that attackers launch targeted attacks. Ravi Prakash, Regional Director, Beyond Security Inc., says, “SMBs are prone to attacks, as they
have not fully built their defense for both internal and external assets. Attackers are leveraging a weak link in a network to launch targeted attacks such as Advance Persistent Threats (APT’s) by multi stage attack techniques notwithstanding internal users can also cause breaches. In a nutshell, SMB’s need to address both external and internal defense, including stringent security policies. According to a recent research by AVG partner Centrify one-in-three users neglects to secure their devices. Many also use basic, easyto-guess passwords that put their employer’s data at risk. “Most start-up and small business owners have been quick to embrace the flexibility and cost benefits of letting employees use their own devices and apps to carry on working outside the four walls of the office. However there is strong evidence to suggest that employees have a rather cavalier approach to security on their own devices,” says Mike Foreman, Senior VP and GM (AVG Business), AVG Technologies. However everything is not that bad; SMBs are finally waking up to the potentially disastrous avenues that lead to data theft or loss. Cyber security is now no longer a concern of just the corporate; even SMBs are willing to spend money to
COVER STORY
ACCORDING TO SYMANTEC’S INTERNET SECURITY THREAT REPORT 2015- 34 PERCENT OF TARGETED ATTACKS IN 2014 WERE AIMED AT SMALL AND MEDIUM INDIAN ENTERPRISES.
SME CHANNELS 23 MAY 2015
COVER STORY
“IMPROVED BUSINESS SENTIMENT IS SEEN AMONG PARTNERS FOR SMALLER CITIES HAVING A GROWING POPULATION OF SMBS THAT DEMAND NEXT-GEN NETWORK SECURITY AND IT SECURITY EXPERTISE.” SUNIL SHARMA, VP SALES & OPERATIONS, INDIA & SAARC, CYBEROAM.
protect them. And this is good news for security vendors. A growing number of SMBs even in smaller cities are also committing investments for UTMs, firewalls and other network and IT security solutions, informs Sharma. Also, on the channel front, with opportunities shifting beyond UTMs and firewalls, partners and resellers want to serve these new customers with different needs. “Improved business sentiment is seen among partners for smaller cities having a growing population of SMBs that demand next-gen network security and IT security expertise,” stresses Sunil Sharma, VP Sales & Operations, India & SAARC, Cyberoam. The SMB security market is one of the biggest opportunities for IT Security vendors. As per NASSCOM SMB’s IT security expenditure is seeing a year-on-year growth of almost 15%. This should result in an estimated IT spending in the sector to over $18.5 billion by 2018. The more established products are ill suited to this environment as the overall total cost of ownership is high and this provides a big opportunity for Indian security vendors. Based on a compound annual growth rate of 7.8 per cent between 2014 and 2017, Canalys has predicted a total content security spend of $3.3 billion per year by the end of the forecast period – up from $2.4 billion in 2013, in which the global market grew five per cent. It further revealed that SMEs accounted for more than a quarter (28 per cent) of all content security investments worldwide in 2013. Co-Founder of Innefu Labs Tarun Wig informs, “As per recent reports in the Industry, SMB in India are on track to cross $133.6 million on beefing their IT Security environment. In India, most SMB’s (with less than 1000 employees) have embraced the benefits of permanent connec-
24 SME CHANNELS MAY 2015
tivity and mobility. Not only has this boosted the IT expenditure but also ensured that IT security has become a focal point for these businesses.” Quoting Gartner report which foresees SMB IT spending to grow over the long term at a faster rate than overall enterprise IT spending Sonit Jain, CEO, GajShield, says, “Currently, Indian SMBs contribute nearly one-third of the UTM market revenue of all India businesses. The biggest growth drivers for UTM have been the rapid adoption of internet and increase in security awareness among SMBs.” SMBs have a long way to go before they can match to their larger counter-parts. “Yet change is there, and it has happened for good,” Sharma highlights. “Although SMBs may not have CXO league like large businesses, the good part lies in the fact that now they realize why security matters and how.” SMBs fall prey to attacks such as phishing or data loss because of unpatched systems, servers and firewalls. Unregulated internet usage also invites other risks like malware infections, spamming attacks and data exfiltration through social media, and unplanned move to virtualization or cloud environments can also pose security risks, resulting in compromising the entire network. Wig informs that the most prominent hacking attacks of the decade have started with a phishing mail. Phishing attacks are the most common type of hacking attacks. Keeping this in mind, it is important for SMB’s to introduce more cyber security technologies to protect their users he emphasises. Attacks have also used the vulnerability of SMBs security system to attack larger organisations. Amitabh Jacob, Director – Commercial Sales & Channels, India, Symantec, says, “Attackers have also targeted smaller businesses that have a relationship with a larger company- using them
“SMBS ARE PRONE TO ATTACKS, AS THEY HAVE NOT FULLY BUILT THEIR DEFENSE FOR BOTH INTERNAL AND EXTERNAL ASSETS.” RAVI PRAKASH, REGIONAL DIRECTOR, BEYOND SECURITY INC.
as pawns in a larger plot; recent example being the Dragonfly cyber espionage campaign that targeted energy and aviation companies in the west. One of the vectors used by hackers to get to the principal victims was via smaller, lesser-protected companies in their supply chain.”
Wake-up SMBs Though it’s amply evident that SMBs are as vulnerable as large enterprises, unfortunately most of them are still under two very false impressions: firstly, they think that they are too small an organisation to attract any attention from hackers; and secondly, having just a single point of protection like firewall will protect them against the security threats. They really need to do some serious thinking on this. This very clearly points to the lack of awareness that still persists among the SMBs. Their overconfidence exposes them to the perils of data loss, leakage and theft. The industry says many still are in the belief that their old security solutions are immune to all kind of recent security breaches. Quick Heal’s MD & CEO Kailash Katkar reiterates on the lack of awareness (among SMBs) about kinds of threats and also about the kind of technologies available for tackling them. “We still
COVER STORY
see lot of SMEs follow the approach of having just anti-virus protection at end points as a sufficient measure against cyber threats. Most SMBs are of the opinion that they are not large enough to be affected by an attack or security breach. As IT security is simply not part of such companies’ core business, it is often neglected.” Most attacks are not focused on a company, but rather are focused on a specific, well-known vulnerability. Prakash emphasises, “It is not a matter of size of the company; it is a matter of how simple the hacking opportunity it presents. Whatever the size, those companies with the easiest to break systems will always get hacked first. The low hanging fruit will get picked first, even if it is not ripe. Possible that even a competing company of equal size may explore attacking for business interests or to tarnish the image.” The end result of such a cavalier approach is Data Loss; which further translates into business loss. And this no one can afford. Data loss in any shape or form can prove disastrous for business—especially small to midsize businesses. And
“INDIAN MARKETS ARE NOW GRADUALLY MOVING TOWARDS REALIZING THE POTENTIAL OF SECURITY STARTUPS – WHICH OFFER COMPETITIVE PRICES, BETTER SUPPORT AND EASIER PRODUCT ADAPTABILITY.” TARUN WIG, CO-FOUNDER, INNEFU LABS
this can happen in innumerable ways -- natural disasters, data breaches from hackers, accidental data deletion -- The need to be able to store, manage and retrieve data quickly and efficiently, especially in this paper free environment has never been greater. In some cases it could prove to
be a serious threat to the viability of the organizations’ future business, public reputation, financial concerns and even legal matters. At its worst, critical data loss can result in business collapse. Studies by the National Archives and Records Administration show that 80% of
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COVER STORY
“THE NEED TO BE ABLE TO STORE, MANAGE AND RETRIEVE DATA QUICKLY AND EFFICIENTLY, ESPECIALLY IN THIS PAPER FREE ENVIRONMENT HAS NEVER BEEN GREATER.” AMITABH JACOB, DIRECTOR – COMMERCIAL SALES & CHANNELS, INDIA, SYMANTEC
companies without well-conceived data protection and recovery strategies go out of business within two years of a major disaster. “SMBs face unbeatable financial liabilities if they lose their sensitive data. Unfortunately, too many SMB owners don’t fully appreciate the risk or their own vulnerability to data loss until it’s too late. These data breaches can result in direct and hefty costs such as compensation to their customers and data recovery costs,” Jain replies. The thought of losing those precious data is nothing short of a nightmare. But a solid, regular backup practices can mitigate the risks of inevitable hardware failures. Today, data is considered as a second currency in any business. “The need to be able to store, manage and retrieve data quickly and efficiently, especially in this paper free environment has never been greater. In some cases it could prove to be a serious threat to the viability of the organizations’ future business, public reputation, financial concerns and even legal matters,” says Jacob. Sharma quotes a recent survey, which men-
tions that Data loss and downtime cost Indian businesses a whopping $54 billion annually. “For a smaller organization it would come like a double-whammy. The smaller you are, the bigger the trouble. Apart from financial burden coming from legal hassles, revenue loss and penalties for regulatory violations, there are other intangible aspects, like loss in customer confidence, dent to brand equity, decline in partner confidence and more.” To begin with, Prakash suggests, SMBs can adopt minimum defense such as periodic Vulnerability Assessment, strong rule based firewalls and slowly migrate its assets to a cloud platform such as Amazon, Azure or Google Cloud as scaling and securing will be lot faster and inexpensive. “Post migration to cloud, SMB’s need not worry about the backup unlike large enterprises that builds redundancy such as disaster recovery sites.” Adding on to further Jain comments, “Beyond the traditional antivirus, firewall and web security, SMBs can improve their security by diligently adhering to context-based security solutions
PRECAUTIONS TO TAKE Implementing appropriate security solutions that provide layers of security Having mobile device management (MDM) in place Planning properly to reduce the risks associated with BYOD Having regular training sessions to educate employees on best practice Backing up of critical data to the cloud
ATTACKS Socially engineered Trojans Unpatched software Phishing attacks Advanced persistent threats (APTs) Authentication and privilege attacks
26 SME CHANNELS MAY 2015
“WE STILL SEE LOT OF SMES FOLLOW THE APPROACH OF HAVING JUST ANTIVIRUS PROTECTION AT END POINTS AS A SUFFICIENT MEASURE AGAINST CYBER THREATS.” KAILASH KATKAR, MD & CEO, QUICK HEAL
along with simple plan that enhance protection against new malware.”
Security on cloud More than 30% of security controls deployed by the small or midsize business (SMB) segment will be cloud-based by 2015 as per Gartner. Undoubtedly Cloud has made things cheaper to do business particularly for those with constrained budgets --everything from storage to security, software etc. are available on cloud today. In this sense hosted security makes sense for SMEs, right? Well, it might but the counter question is, are they adopting it? According to the industry the idea of security-as-a service is still catching up among SMEs and large enterprise. While we might like to think otherwise, but the fact is SMB or even large enterprises, still prefer onsite security which is under their control; but is expected to grow faster in the near future. Earlier, Indian SMBs were focused on deploying stand-alone security solutions comments Katkar, “However, hosted security services are anticipated to grow much faster than traditional security solutions in the near future.”
Mr. Sanjay:- 09953036535 Mr. Vikas;- 09967890946
COVER STORY
“CURRENTLY, INDIAN SMBS CONTRIBUTE NEARLY ONE-THIRD OF THE UTM MARKET REVENUE OF ALL INDIA BUSINESSES. THE BIGGEST GROWTH DRIVERS FOR UTM HAVE BEEN THE RAPID ADOPTION OF INTERNET AND INCREASE IN SECURITY AWARENESS AMONG SMBS.” SONIT JAIN, CEO, GAJSHIELD
“As the initial capital outlay is relatively low or nil, SMBs are very much willing for hosted services such as automated Vulnerability Assessment and management by using on-demand web portal on a pay as you use basis, SIEM, Web Application Firewall on a hosted basis. Hosted services from trusted companies would be a first choice however their decision would go on price performance,” answers Prakash. The rising security awareness has also started giving momentum to manages security services (MSS). Nonetheless, the market for hosted security services is very much in its nascent phase says Sharma. However, he predicts that over the next couple of years, a transition to cloud based model is likely to emerge more evident within small and medium organizations of the country. This will be due to increasing adoption of cloud or virtualization services and rising number of remote offices.
What is there for channels? Today’s SMBs are looking for speed, ease of deployment and a hassle-free user experience. And in a country as vast as India, a strong channel network is necessary to reach out to different market segments. In order to reach out to the larger SMB base, channel partners are the first touch points for reaching out to customers. Constant knowledge transfer, equipping partners to improve their customer’s awareness, understanding the products as well as providing the right guidance for SMBs in protecting their information are vital for security vendors to dig deeper into the opportunities provide by SMB IT security market. Innefu is in the process of setting up a strong channel partner network in India and other countries in South East Asia. It has already tied up with multiple Tier 2 partners across the country and in the final stages of tying up with few Tier 1
28 SME CHANNELS MAY 2015
partners. “We believe that most organizations in the country require 2FA on their mails as well as SAP or other ERP systems. They will also prefer to have this functionality without going through the hassle of requiring a VPN. We intend to capitalize on this unique proposition of ours and take it to multiple customers across the country via our partners,” says Wig. Jacob informs they are simplifying its SMB product portfolio to make it easier for customers to buy, set-up, manage and receive support for Symantec products. Prakash answers, “Channel Partners can partner with security product companies and sell in to SMB’s like any other services or products. Channels can do mass mailing, educate and influence their prospects to procure security products and services. Channels can work with Security Vendors by conducting large webinars and educate them on the importance of security.”
Security startups Since 2010 the Indian technology startup landscape has been on an upward trajectory with the country now emerging as the fourth largest base in the world. With more than 3000 tech/ digital startups, the number is further expected to increase to 11000 by 2020, if the landscape continues to evolve, generating employment opportunities to more than 250,000 people as per NASSCOM. “Indian markets are now gradually moving towards realizing the potential of security startups – which offer competitive prices, better support and easier product adaptability,” says Wig. As per Prakash Some Indian start-ups are making headway in this direction by building products not only for India but also for the global market. However considering the investments towards R&D and the time to market, very few
“THERE IS STRONG EVIDENCE TO SUGGEST THAT EMPLOYEES HAVE A RATHER CAVALIER APPROACH TO SECURITY ON THEIR OWN DEVICES.” MIKE FOREMAN, SENIOR VP AND GM (AVG BUSINESS), AVG TECHNOLOGIES
product companies is successful in India. “Most Silicon Valley startups have been fairly successful not only in building products but also in internationalizing the product as tech savvy VC’s are investing in the valley,” he says. For well-establishes players like Cyberoam the growth of such start-ups opening shop is not alarming, but a positive sign. “More the competition better are the products that get manufactured for the consumer. Moreover, start-ups exist in all business areas. It is important to sustain and grow amongst tough competition,” comments Sharma.
Finally Let’s face the facts, regardless of the size of business -- big or small -- every business is at risk today. No matter what new security solutions come out in the market, cyber attackers or hackers will find new ways to circumvent it. But this does not mean that we become lackadaisical and take a cavalier approach; the time demands that we remain a step ahead of those who are always prowling around to steal our data and keep our business secure by following some best practices. While large organisations have already put strategies in place, it’s high time SMBs too approach it with the same vigour and tenacity.
SME TREND
BROTHER AGGRESSIVELY EYES INKJET MARKET Brother International India has set for itself an aggressive growth plans for FY2015: to increase market share in the A4inkjet printers from 4% to 15% , and 2% to 7% in monochrome laser BY: KARMA NEGI
karma@smechannels.com
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nkjet still makes up the majority of the printer market, but the best market growth is in laser as per IDC’s Worldwide Quarterly Hardcopy Peripherals Tracker, February 2015. It further reveals that Color increased 1.4% from a year ago to 19.2% share versus its monochrome counterparts, which lost one point to account for 80.8% share in 4Q14. Despite the predictions home and business IT peripherals vendor Brother is all set to increase its market share in the A4inkjet printer from 4% to 15% market share, and from the present 2% to 7% in monochrome laser in FY2015. As part of its India strategy the printer vendor is introducing new products suitable for India market, and is confident that with the launch of its new range of Inkjet Multi-Function Centres that features a new Refill Tank System it will be right on target. The latest offering from Brother comprises three 3-in-1 inkjet Multi-Function Centres
TOSHIYAKI ISAYAMA, MD, BROTHER INTERNATIONAL INDIA PVT. LTD
“WE ARE NOT VERY STRONG IN THE INKJET MARKET BUT WITH THESE LAUNCHES WE ARE CONFIDENT TO GET MORE PRESENCE AND MARKETSHARE.” -- DCP-T300 is priced at Rs, 11,100; DCP-T500W is priced at Rs. 12,150; and DCP-T700W is priced at Rs. 14,750.
To improve its low visibility in the market Brother in investing heavily in advertisements, and in-store branding, in addition to channel development, channel support and service support. These series introduces low cost ink bottles with ultra-high 6000 page-yield, with embedded tank to make ink refilling hassle free. Talking about these initiatives Toshiyaki Isayama, MD, Brother International India Pvt. Ltd, says, “We are not very strong in the inkjet market but with these launches we are confident to get more presence and marketshare.” Brother’s new inkjet Multi-Function Centre range are aimed at high print volume users who want lower running cost, and it features 6000 page-yield for black ink. In addition, for convenience the ink tank cover is located at the front of the Multi-Function Centre, and also features a see-through cover at the front, which makes it easy for users to check how much ink is left. Furthermore, the new range’s smart design allows for ink refilling at an optimised 45-degree refill angle. Presently the contribution of India to Brother’s business globally in terms of sales stands at less than 2%. With this launch Brother is also eyeing supplying more printer models from the present one to around seven to DGS&D. Brother has two sets of partners -- Channel One Partners and Brother Select Partners. In the former there are 100 partners who are directly associated with Brother who further take their products inroads; and there are 600 Brother Select Partners, which Brother plans to further increase to 1000. “At Brother, we understand customers are often seeking affordable ink when it comes to printing. Our products are mainly targeted at the small office home office (SOHO) or small business environment,” says Isayama.
SME CHANNELS 29 MAY 2015
SME CHAT
YOGESH B. DUTTA, CHIEF OPERATION OFFICER,CP PLUS
“THE NEW TAGLINE DEFINES OUR GTM STRATEGY” CP Plus has come out with its brand new tagline - ‘security made simpler’ - and hopes to make surveillance a people-friendly concept. In a chat with SME Channels, Yogesh B. Dutta, Chief Operation Officer,CP Plus, talks about the opportunities in the surveillance market.
CP PLUS recently announced its emergence as No.1 brand in video surveillance equipment in India. How did you achieve this? CP PLUS, since inception, has always believed that enterprise should be closer to the customers to better understand their needs and challenges, and with our exhaustive work and products experiences and R&D, we take the challenge to design the solutions to fill in the gap. So, most of our offerings are based on that and we launch our products at an affordable price range that offer value for money proposition to the discerning Indian customers. How do you plan to further this brand in the market? What will be your GTM for this year? Our brand new tagline, ‘security made simpler’, emphasizes the company’s motto of bringing world-class, reliable and durable security solutions that offer true value for money. It positions the brand as cutting through the jargon and myths associated with surveillance to make it a people-friendly concept. The new tagline defines our GTM strategy which is to reach the masses, defying the convention that video surveillance is a prerogative of elite society and high-class businesses. It endeavors to deliver on its value proposition of world-class performance at reasonable cost.
30 SME CHANNELS MAY 2015
What are the other growth and expansion plans for CP Plus? In the past, our focus has been on the expansion of our product base to virtually all sectors of the Indian economy, including private and Government organization, which mainly drive the Indian market. We have expanded significantly in retail, real estate, BFSI, tansportation, airports, and education among others. As of now we will continue to expand in all our core sectors as well as plan our expansion in other sectors, government organizations, highways, infrastructure, city surveillance, and so on. With the new tagline, the brand aspires to make its cutting edge and aesthetic products accessible to every customer, at home or office further reinforcing its supremacy in the realm of advanced security solutions in the Indian consumer mindspace. When it comes to channels what strategy helped you to take CP Plus further in the market and how do you plan to strengthen it? Our focus will be on channel community and system integrators’ training of the products and solutions. We would be continuously bringing innovative and world class products in sync with global security trends, achieve perfect customer satisfaction index, and continue to be a pioneer in the field by our sheer hard work and quest for
excellence. What are your forecasts for the surveillance market? It is hard to peg security market size to a number, due to uncertain factors, yet we expects a huge video surveillance security potential to be realized soon and the projects which could not see the light of the day earlier, are expected to come to life, with additional FDI investments expected in the core segments. However, as per rough estimates, Indian Security industry is expected to grow at least by 15% per year and the figures may cross Rs 6000 Crores by Year 2018. There is a gradual transition from analogue to IP, how do you see the growth for this in the coming years? What factors are driving this growth? IP based solutions are changing the security sector landscape with the advanced features due to the support from internet and applications. Also, a synchronized development in the surveillance hardware is opening a plethora of features, like motion detection, remote and wireless tracking, High Quality, scheduling, email/sms notifications, password protection, etc. The major challenges for customers in the use of IP solutions are the availability, continuity and bandwidth of the internet. Though, this scenario
SME CHAT
“THE INDIAN SECURITY INDUSTRY IS POISED FOR STUPENDOUS GROWTH. ANY GROWING ECONOMY REQUIRES NEW INFRASTRUCTURE LEADING TO DEMAND FOR SURVEILLANCE AND SECURITY SOLUTIONS.”
has changed significantly and this factor will greatly enhance the chances of IP solution adoption in near future. Irrespective of the time of the transition from Analog to IP, we offer HDCVI range that produces HD quality over the traditional analog framework over long distances. With the expansion of video surveillance market how is the role of storage changing? The surveillance industry continues to transition from analog to digital. This transition is taking place on two fronts — how the images are captured and how they are stored. The way surveillance images are stored has also changed from analog-based recording solutions — like VHS tapes and film — to digital storage on hard drives. As a result, most surveillance systems in place today make use of hard disks to store surveillance images digitally. With hard drive capacity doubling approximately every two years and the cost per unit shrinking by 50% surveillance storage is less expensive, more efficient and progressively
powerful. However, the part of the analog to digital surveillance transition — how images are captured — is placing unique demands on surveillance storage technology. These demands require integrators and customers to have a deeper understanding of the storage technologies available and the impact that each storage option has on their surveillance system. What role are the channel partners playing with the growing demand for video surveillance? Channel community has been the backbone of the surveillance sector. They directly communicate with customers and help them to design and figure out solutions keeping their resources in mind. Channel partner’s feedback and inputs help to introduce futuristic innovative products. The more the product meets customers’ needs, the more the demand increases, in terms of both quality and quantity.
What is the rate of adoption of video surveillance among the SMEs? In the last few years, technological advancement in video surveillance has helped in shaping the industry. Consistent with the ongoing demand from heightened security needs, the video security market continues to experience a technology transition from relatively passive analogue CCTV video systems to more sophisticated network-based IP video solutions that include integrated analytics. SME section is adopting the latest technology as soon as it is introduced to the market. Today, market exists for all segments and new solutions like digital, which offer several advantages outweigh factors like cost, storage etc. In sync with global market trends, we foresee that IP technology may drive the future markets driven by continuous technological enhancements, such as Storage Area Network (IP SAN) for storage, scalability, video analytics, and face recognition and so on. What is your expectation in terms of overall market growth? The Indian security industry is poised for stupendous growth. Any growing economy requires new infrastructure leading to demand for surveillance and security solutions. We are hopeful that the government will go ahead with its budgeted plans for development of smart cities, modernize police force, homes for all and focused investment in new projects & executing them effectively in government and private sectors. We expect a large proportion of this will be from sectors like government organization, Infrastructure, Real estate, highways, City Surveillance, Banking, and Hospitality and so on.
SME CHANNELS 31 MAY 2015
SME TREND
ECS VOUCHES FOR DIY MARKET The Do-It-Yourself PC market is on a revival mode, and Elitegroup Computer System is betting high on this market and recently launched its LIVA X mini PC in the market BY: KARMA NEGI
karma@smechannels.com
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or all those who thought Do-It-Yourself PC builders were a dying breed, there is a nugget of information: this market after a decline is on a revival road with many motherboard vendors competing for a share of this market. With the exit of some well known local brands from the PC business -- HCL and Wipro -- has given an unexpected boost to the DIY market and opened up opportunities for some vendors like Taiwan-based electronics vendor Elitegroup Computer System (ECS). The three-decade’s old company has four main business units: motherboards, All-in-One PCs (DIY), notebook computers, and Mini PC. “DIY will always be an important segment of the business, and for a country like India we will continue to play an important role because PC penetration is still in single digits which itself is an opportunity in terms of higher penetration
32 SME CHANNELS MAY 2015
RAJSHEKHAR BHATT, COUNTRY MANAGER, ECS INDIA.
“DIY WILL ALWAYS BE AN IMPORTANT SEGMENT OF THE BIZ, AND FOR A COUNTRY LIKE INDIA WE WILL CONTINUE TO PLAY AN IMPORTANT ROLE” in tier 2-3 cities,” says Rajshekhar Bhatt, Country Manager, ECS India. He further adds that also because of “Make in India’ initiative they are getting requests from partners who are launching PC and wants their help in customising, and these are coming mainly
from C& D cities. With ‘Make in India’ along with a couple of brands DIY will see a boost in the next three years, he assures. Considering this as the opportune movement ECS recently launched its second generation of LIVA X Mini PC. The first generation was never launched in India. Calling it a full-fledged PC and not a thin-client Bhatt says this half-a-litre PC gives all the capabilities of a traditional PC, and is targeting every segment. Rashi Peripherals is ECS’ exclusive distributor and takes care of its entire channel business. Rashi’s VP of Marketing & Sales Rajesh Goenka says, “IDC forecast for DIY is 6-8% growth, and being a distributor for components for DIY we expect more than 10% growth. Also being a distributor for CPU and hard-drives we clearly see a good opportunity for DIY market. DIY PCs have a longer shelf life than normal PCs.” The company is marketing the product by extolling on its three main advantages: while normal PCs weigh around 10 litres, LIVA X weighs just half a kg; it saves space uses just 15 watts unlike traditional PC which consumes minimum of 150 watts. Apart from metros ECS is also targeting this product at smaller cities; the products are available in 52 locations, and services in 57 towns. “The overall PC TAM is around 11 million per year, growing at 5-7% y-o-y. This is a conservative estimate and out of which 50% are desktop. Even if I take 40%, 4.5 million desktops are being sold; and there will be some cannibalisation with laptop category,” says Goenka. “We need to increase people’s awareness about the product as they still are unaware about its usage. Mini PC will create a niche and is a five million worth of opportunity and we will make sure its marketed well, explained well and products are available along with good service. This is what we are aiming at,” says Bhatt. To further increase the reach of its mini PC ECS has tied up with ecommerce giants Flipkart and Amazon. “We are very happy to be the partner of choice for ECS and offer our customers the new LIVA X Mini PC. We see this as a great opportunity to offer customers across India – even those residing in the remote areas of the country- the ease, convenience & joy of experiencing this unique product,” says Samir Kumar, Director Category Management, Amazon India. Windows version with 32GB eMMC storage and 2GB DDR3L for MRP of INR 14,900, and that it comes with Windows 8.1, on the other hand, 32GB eMMC storage and 2GB DDR3L without OS for MRP of INR 11,900.
SME TREND
KONICA MINOLTA TO EMPOWER ITS PARTNERS’ RESELLERS To know more about its partners’ resellers and make them more visible Konica Minolta is coming out with a program named the ‘Inner Circle’ BY: KARMA NEGI
karma@smechannels.com
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hen Konica Minolta set-up its India business in 2010 it supposedly stimulated the production printing market, which last year grew by 5%. Today, the Japanese firm leads the professional production printing market in the country with 51% share. With even less than two percent market share three years back, today Konica Minolta has garnered a market share of 20% in Office segment out of which color commands 29% and monochrome 19%. The Vendor’s business portfolio consists of production printers, A3 printers and A4 printers. Konica Minolta’s A3 printers go mostly into SMBs rather than enterprise -- it does approximately 30% of its business with SMEs. With 110
V.BALAKRISHNAN, EGM MARKETING, KONICA MINOLTA BUSINESS SOLUTIONS INDIA.
“ONCE WE CREATE THIS ‘INNER CIRCLE PROGRAM’ IN A4 WE WILL EXTEND IT TO OUR PARTNERS’ RESELLERS, AND RETAIL SHOPS.” partners the Japanese firm is in the process of strengthening its partners’ capability to offer higher value than just promoting a box, and is
helping them transition towards solutions and services -- the firm started working on this area last year. “We have many solutions which can be deployed by our partners directly and are supported by us. This is an area where we are trying to work on,” says V. Balakrishnan, EGM Marketing, Konica Minolta Business Solutions India. When it comes to A4 printers apart from introducing more products in this category Konica Minolta plans to launch products for the enterprise segment too. “In A4 we will continue to strengthen our enterprise models. We see that the combo of A3 and A4 are very crucial for meeting requirements of SMEs and enterprise. There are lot of SMEs who may not need certain capabilities of A3 devices, and this we have made sure to keep in mind and offer them the products accordingly in enterprise model. And as space is an issue for many SMEs, strengthening A4 is very important,” explains Balakrishnan. Today, Konica Minolta does sales through its channel partners who further push the products into the market through their own resellers. But the drawback here, Balakrishnan informs, is the invisibility of these resellers to Konica Minolta. The vendor wants to work on these resellers: giving them visibility and and value. This, Konica Minolta plans to do through a program named the ‘Inner Circle’. Through this the vendor hopes to rope-in resellers into the program which is expected to open more opportunities for these resellers. “At the end of the day they are promoting my brand,” explains Balakrishnan, “but don’t get the benefits of promoting my brand. Once we create this ‘Inner Circle program’ in A4 we will extend it to our partners’ resellers, and retail shops. We do bit of retailing branding (in 1300 shops in India who are our partners’ resellers).” Covering 140 cities, the channel partners number just 30 due to its small volumes of business. The Company’s focus is more on building a strong network of people who see value in promoting Konica Minolta brand. Growing 25% in revenues last year, Balakrishnan informs they continue to remain #1 in office Color A3, #3 in monochrome and has increased its market share in monochrome. He feels there are gaps where they need to fill in, and expand into more areas for coverage, which it will do thorough its partners. Hence is trying to develop its secondtier system and is looping in their resellers too. Verticals targeted by Konica Minolta include SMBs, government, Jobbers and education. Though it’s present in enterprise it’s not a focus segment at the moment.
SME CHANNELS 33 MAY 2015
SME TREND
AWS ACCELERATES PARTNER COMMITMENT Amazon Web Services recently held a three-city partner summit in the country, reiterating the importance that India holds for this $5billion worth business cloud vendor. BY: KARMA NEGI karma@smechannels.com
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or the first time Amazon Web Services (WS) disclosed its financial results last month, posting $265 million of operating income for 2015’s first quarter on revenue of $1.57 billion. With this AWS, started in 2006, has emerged as the most profitable business segment of Seattle-based Amazon. com, worth $5bn business and is still growing. Amazon has five offices in India (Delhi, Mumbai, Bangalore, Chennai and Hyderabad) with personnel such as marketing, business development, channel development, solution architects, technical support, training and enablement to support our customers and channel partners. AWS has launched two edge locations in Mumbai and Chennai during July 2013, which are part of the global network of edge loca-
tions, for content delivery service, Amazon CloudFront and our Domain Name Services (DNS) service, Amazon Route53. With the local edge locations in India, content is delivered to end users with low latency and high data transfer speeds so that end users in India have a great experience in accessing videos, images etc. Recently, showcasing its commitment to India market, AWS for the first time held a three-city partner roadshow in Mumbai, Bangalore and Delhi addressed by Terry Wise, Director of AWS Worldwide Partner Ecosystem and Bikram S Bedi, Head of AWS India. Throwing more light on this new initiative Wise says, “India is a very important market for us, and we are accelerating our commitment here. The vast majority of our enterprise busi-
ness would be partners led. For the first time we are formally doing this partners’ summit, which is reflective of our overall investment we are making in India. We have lots of demands and great partners, and are just scratching the surface, even though we have been present in India for last six years.” “We have grown our team substantially. -direct sales, marketing, partners -- and are doing lot of customers’ events as well. Through these summits we are teaching our partners about the best practices in building the businesses around managing the managed services on a cloud with AWS etc. We have 1000 ISVs who have deployed their products as SaaS hosting,” he adds. With each city witnessing participation from hundreds of partners the summit also gave them a platform on knowing more about how to build
AWS’S PARTNER PROGRAMS AWS GLOBAL PARTNER PROGRAMS - AWS
program is designed for APN Consulting Partners
APN COMPETENCY PROGRAM - APN
has been developing a number of global partner
who have built their AWS practice to include
Competencies are granted to APN Partners who
programs and are constantly innovating. Here are
professional services and management of end
have demonstrated technical proficiency and
the Consulting and Technology Partner Programs
customer AWS deployments.
proven customer success in specialized solution areas. .
that are designed to support our partners in building out their practice, solutions and go-to-
AWS MANAGED SERVICE PROGRAM - The
market with AWS:-
AWS Managed Service Program is designed for
AWS MARKETPLACE - The AWS Marketplace
APN Consulting Partners who are skilled at cloud
enables qualified partners to market and sell their
AWS CHANNEL RESELLER PROGRAM - The
infrastructure and application migration, and
software to AWS Customers. AWS Marketplace is
AWS Global Channel Reseller Program enables
deliver value to customers by offering proactive
an online software store that helps customers find,
qualified partners to resell AWS services to both
monitoring, automation, and management of their
buy, and immediately start using the software and
commercial and public sector end customers. The
customer’s environment.
services that run on AWS.
34 SME CHANNELS MAY 2015
SME TREND
TERRY WISE, DIRECTOR, AWS WORLDWIDE PARTNER ECOSYSTEM
BIKRAM S BEDI, HEAD, AMAZON WEB SERVICES INDIA
“FOR THE FIRST TIME WE ARE FORMALLY DOING THIS PARTNERS’ SUMMIT, WHICH IS REFLECTIVE OF OUR OVERALL INVESTMENT WE ARE MAKING IN INDIA.”
“AS MORE PARTNERS NEED TO PARTICIPATE, WE WILL BE MOVING INTO DISTRIBUTION MODEL WHICH MAKES MORE SENSE.”
ecosystems, how to build business with AWS, about business opportunities, and also got to know about newly launched services. With its partners numbering in thousands globally, in India it runs in hundreds, and in the last one year it has almost doubled its partners globally and in India too. A couple of years-old, partner program AWS Partner Network (APN) has a heavy emphasis on building the rich partners ecosystems. It consists of thousands of consulting/SI partners and technology/ISV partners across the world. The AWS Technology Partners in India include SAP, Oracle, Microsoft, Adobe, RAMCO, Newgen, Druva, Seclore, Indusface, Freshdesk among many others. The AWS Consulting Partners include CapGemini, Accenture, Wipro, Progressive, Minjar, Team Computers, KPIT Cummins, SaaSforce, SD2labs, Blazeclan, Edifixio, 8K miles and Intelligrape among many others. AWS follows three primary channels to market: first is self service business, where people
buy service online through its portal, even its partners do transactions through this portal. Second is direct sales model, which is a combination of inside and outside field sales, and solutions architecture, and Wise says AWS has made massive investment in the last two-three years in growing this team in India and globally. Third is partners’ ecosystem, which has been structured in a way that it works effectively with the direct sales model for ease of buying for its customers -- mainly enterprise and start-ups. With cloud service startups making their presence felt strongly in the market Wise says the market is massive, with many winners, hence they don’t pay attention to their competition, and it’s on customers they are more focused on. “There are opportunities for people to win in this space. It’s a very capital intensive business -- high volume, low margin -- and becomes more challenging for smaller companies to reach at that scale that we operate in. There would be some winners; the new entrants need to see how they will differentiate themselves.”
Today, majority of AWS’ customers are first time Amazon partners. From start-ups, to media like McMillan or Tata Motors AWS has strengthened its tentacles in every vertical. With over million active customers globally and 12000 in India AWS wants to make its presence stronger in BFSI and manufacturing. Some of its partners include Minjar and Blazeclan and SaaSforce. “While the enterprise space is fastest growing space for us globally, including India, the value proposition for start up is very good, as they don’t have existing infrastructures this gives them the nimbleness to start right away; while enterprises with their own infrastructures and policies are moving slowly,” informs Wise. In India AWS follows tier II model, and with its recent tie-up with Redington, it now has a tier III model. “The market is massive hence we work with the channel. We will do it globally. The vast majority of our tier II partners depend on reach of economy of scales, and as the market matures, as more partners need to participate, we will be moving into distribution model which makes more sense,” says Bikram S Bedi, Head of Amazon Web Services India. Last year saw some aggressive pricing war among the cloud vendors. And since 2006 AWS has done 48% price drop. On this Wise replies, “Our philosophy is when we reach the economy of scales, we drop pricing. We have been very consistent and will continue to do so. The price drop has nothing to do with a competition, it is been ability to do our operation effectively. We are super focused on higher value and innovative services.” Customers are also increasingly demanding for partners with skills and credentials in certain solution areas and this has led AWS since last year to start competency certification and trainings for its partners. It has also created this competency program within APN, to serve its partners more effectively; and is now getting into vertical-wise competency programs like storage and life-sciences. Wise say they are getting feedbacks from their channel partners in India as to how over the last two-three years, they are seeing accelerated interests and change in the mindset among companies, and are proactively asking their channel partners about migrating on-premises workloads and core enterprise applications to AWS. “This thus presents great business opportunities for our AWS Partner Network that has the expertise and experience in using the breadth and depth of AWS cloud services to help organizations move their existing workloads to the cloud as well as formulate migration plans,” he adds.
SME CHANNELS 35 MAY 2015
CORPORATE STORY
CISCO
JOHN CHAMBERS
DISRUPT OR BE DISRUPTED
Out of today’s Fortune 500 companies, only 24% existed 25 years ago, and in the next 25 years 40% of them will be out of business. But there are chances that they willl remain alive and kicking only if the company makes right transformation at the right time.
“E
mbrace Change,” urged Cisco’s CEO John Chambers, to its partners at the annual Cisco Partner Summit in Montreal, Canada, “or join the 40 per cent of today’s successful companies which will no longer exist “in a meaningful way” in the next decade.” And Chambers has no plans to join this 40% club. As the snows melted around Montreal, Cisco, the leader in many IT domains, revealed its ambitious plans on how it will remain relevant in today’s fast changing landscape. With the tagline “Be Bold”, which is basically a call for the partners to transform their business practices and adapt to the demanding business needs of the customers, Chambers took the center stage, unfolding Company’s vision as he paced among the partners seated in the audience, and maintaining constant eye contact. As the gathering of 2000+ partners listened
36 SME CHANNELS MAY 2015
with rapt attention, Chambers outlined his updated vision of rapidly evolving its business model to suit the era of the Internet of Everything (IoE; Cisco’s Internet of Things); and how digitization is taking the centre stage. He says, “Today’s CEOs are under immense pressure; with their customers becoming smarter and competitive, start ups becoming nimble, and IoE becoming all pervasive.” Out of the entire US$19 trillion IoE market, Cisco estimates that the public sector will account for US$4.9 trillion, retail US$1.5 trillion, manufacturing US$3.9 trillion, education US$0.9 trillion, telecom and information US$1.3 trillion, energy and mining US$0.8 trillion, financial services US$1.3 trillion, and healthcare US$1.1 trillion. He brought out an important observation to the audience that of today’s Fortune 500 companies, only 24 per cent existed 25 years ago and in the
next 25 years 40% of them will be out of business. So he said “either you disrupt or be disrupted.” He adds, “Startups don’t think like we do. In terms of growth they don’t think linearly but exponentially; and want to move with a speed that is 10 to 20 times faster.” “So many companies have missed technology transition and fallen apart.You miss one market transition, and you will be left behind in this industry. Look at all the companies including Alcatel, Lucent, Nortel, Digital Equipment and Dell,” he elaborates. He further maintains that the next 10 years will be a period of “explosive growth”, not seen since the glorious days of the internet in ‘90s.This new digital age will be five to ten times the impact of the internet today. He predicts that very soon every business, city, country, home, car, and wearable will become
CISCO
CORPORATE STORY
Chuck Robbins, CEO Designate & SVP, Worldwide Field Operations and John Chambers, Chairman and CEO addressing the media.
digital. By 2020 75% of all businesses will become fully digital, but only 30% of these digitization efforts will be successful as other companies fail to innovate and reinvent. Reinventing itself and creating a better partner ecosystem to create sustainable difference is what has made Cisco successful, says Chambers. For example, to build the agility Cisco had to make some tough decisions like reducing its head count globally. He further urged all the partners - SPs, Con-
sultants, SIs, Influencers, Learning Partners, Intercloud Partners, Technology Partners, Distributors, Channel partners, Cloud Partners and ISVs - to join hands in positive and constructive manner to create value for the customers. Cisco Security, Chambers says, is his /their no.1 priority which requires end-to–end approach. Tomorrow security challenges will become humongous and therefore difficult to handle, hence the vendor will need to do speed-up the innovation in order to protect the customers. This, he says, they cannot do themselves and support of the partners will be an absolute necessity.
Finally… Chambers concluded by exhorting the partners to exploit the unlimited opportunity that is lying ahead for them. “Together with the partners, they can out-innovate, out-compete and out deliver others in the competition.”
SME CHANNELS 37 MAY 2015
CORPORATE STORY
CISCO
B. RAGHAVENDRAN, DIRECTOR, PARTNER ORGANIZATION, CISCO INDIA AND SAARC
EMBARKING ON A STRONG CONNECTED PARTNER ECOSYSTEM The market is completely changed now. The customers are not at all looking at technology to address their technological needs rather they are focussed on addressing their business outcome and challenges around business transformation.
Cisco has got so many solutions today, made some interesting announcements on IOT, InterCloud, and Software partner program,etc.. What does it mean to partners? To capture the potential of IoE, last year Cisco introduced the Cisco Partner Ecosystem to include a much broader, and connected, set of partners. Since then, we’ve seen what can happen when partners connect to deliver business outcomes. Our partner ecosystem is evolving in size, in partner types, in the roles that any one partner can play, and offers. To further strengthen and to build on the momentum and success of the Cisco Partner Ecosystem, Cisco is enhancing its partner programs to help partners grow and capitalize on software and cloud initiatives. Partnering is in Cisco’s DNA. It’s who we are and what we do. It’s our past and our future. As we move to capture the next wave of opportunities – from IoE and cloud, to data analytics and security—we are excited about the opportunity created by our robust ecosystem of valued partners. Can you please elaborate a little bit more on the new cloud and software partner programs look like? With partners continuing to embrace and benefit from a solution-based selling approach, Cisco is introducing a new Software Partner Program. This program introduces new software business roles (Consultant, Integrator, and Lifecycle Advisor) that partners can play within the Cisco Partner Ecosystem. This program is designed to help partners grow and monetize their software busi-
38 SME CHANNELS MAY 2015
ness through a simplified, role-based approach to expand existing expertise and deliver business outcomes to customers. Partners will receive rewards for performance and investments made into their Cisco software practice. As part of the Cisco Partner Ecosystem, Cisco will announce the next-generation Cloud and Managed Services Partner Program, designed to further enable and reward partners for their expertise and investments for selling and delivering Cloud and Managed Services as well as Hybrid IT. Can you elaborate a bit on IOT Specializations/certifications that you offer? As The Internet of Things (IoT) is changing everything and we understand the need to evolve our partner program to help our partners change with market transitions. During the last partner summit in March 2014, we introduced the new Advanced IoT Specializations that provide a roadmap for our partners to capture the IoT opportunity. The program was also designed to introduce existing operational technology (OT) partners to Cisco products and solutions, creating powerful partnerships that will benefit our partners and customers. Today, we offer specialization in various areas of services including connected manufacturing, safety and security, smart cities, transportation, etc. In addition to this and to enable partners who don’t cater to a particular sector but are interested in the opportunities that sector offers – we have all our distributors today certified with architecture certification. So if a partner wants to
venture into a new area of interest, he can partner with one of our distributors to address the market. What is the opportunity for InterCloud in India although the service is yet to be rolled out here? Will it compete with large cloud providers? InterCloud will not compete with any of the cloud providers rather it will complement them by offering the customers the flexibility to decide and buy any cloud solution they can through our InterCloud. We will give the flexibility to move workloads across the services so that he is able to manage whatever services he has from whichever provider to ensure that he gets similar kind of quality of service, security, data sovereignty, etc. So wherever the workload is coming from does not matter - be it from private cloud, cisco-powered cloud or third party cloud, he can pick and choose. The ultimate goal is to simplify management. How many partners do you have in India who have the ACI certification? How many partners’ solutions available in the market place? In India there are three partners who have gone into ACI ATP certification. Having acquired the certification the companies can be able to provide solution to the customers for Cloud infrastructure. Three of our ISVs have created their solutions and put up in our market place. So any of our partners can take those solutions to the customers.
CISCO
CORPORATE STORY
BASTIAAN TOESET, MANAGING DIRECTOR COMMERCIAL SEGMENT AND MARKETING, ASIA PACIFIC AND JAPAN
PRODUCT DIFFERENTIATION MAKES CISCO DIFFERENT Cisco in India has not only been facing a lot of competition at the low end of the market but also at times losing. However Cisco is not bothered by these incidents. How is the India market evolving? In 10 years’ time many things have changes in a dynamic market like India. However, the requirements of the market (India) are different compared to the other markets. The IT landscape in the country, with its large community of SMEs, offers a different performance criteria from that of the other countries. So we are trying to cater those products here specificaly developed for India market. Cloud is definitely an opportunity but timing is an issue. What kind of challenges you face in the market and how do you overcome those challenges? The biggest challenge is the presence of a number of point product competitors who are very persistent in competing with us in some of our mature technologies – more in routing and switching platforms. To tackle them we are continuing to innovate. We are combining a number of functionalities to routing and switching platforms to one specific solutions and adding mobility to that and making it a solution for the SMBs out of one box. This is something which the competition does not have. So through product and solution innovation, we are trying to get over some of our competitors. And in most cases we have been successful though we are not always winning but are clearly having a great momentum in India. Distance is the other characteristics of India. And extending to the tier-1 to tier -4 cities is where we are working very hard on along with our channel partners – specifically through our distributors. .
What are the windows of marketing you have evaluated? We do a number of events in India. NASSCOM event is very important for us. We do enterprise round-tables for public sector. We have a complete event calendar that we run throughout the year. The second component is the brand activities. There is a specific brand investment Cisco is making in India to align with particular digital agenda of Prime Minister Modi. We are the official supporter and sponsor of Digital India. That is not limited to events. That goes into specific knowledge sharing sessions with the partners as well as customers and government officials. That is helping to position us in the market to get along with the government on their future agenda. The third component is revenue marketing, which is fairly new. We have a specific process that helps us to drive demand generation campaigns, which helps us to include partners, and target specific technology for specific market for defined period of time. This year we have done more than half a billion business through this funnel across the Asia Pacific region. And, the fourth comment is digital and social selling. We are doing a lot of inbound marketing to understand what the customers are interested in and we are looking to develop account based market out of that. How much are you spending on marketing in India? For the marketing activities in India for 2015 our spending is to the tune of US$7 million.
This does not include the fund allocated for channel marketing. The biggest thing for Cisco is how to continue the momentum and understand the market better. We have invested in a team of data analysis specialists that look into different source of data collection and convert that into information. The benefit that we have is to fundamentally understand the market better and to do a lot more targeted activities to help the company grow faster. The government policies for the SME/SMBs is helping us. I also think that momentum in India is generally very positive. There is a good understanding of the need to transform and innovate the country at large which is under the digital India project and Cisco is fully committed to that. John Chambers is very close to the developments and offering all sorts of support to the transformation. How has the commercial business group evolved within Cisco marketing? We have moved a number of accounts from the enterprise and public sector to commercial segment. We have fewer accounts in enterprise and public sector and more in commercial these days. For the first six month in the last physical year (from August to the end of January) overall we have growth by 12%. And our business is picking up and so is the market share. There are countries like Nepal, Bangladesh and Sir Lanka where our business is completely covered by commercial but in India we have some business under enterprise group.
SME CHANNELS 39 MAY 2015
CORPORATE STORY
CISCO
INGRAM MICRO INDIA RECEIVES CISCO GLOBAL AWARD Believed to be the first distribution company from India to win Cisco Global Award, Ingram Micro is on its way to change its identity.
I
ngram Micro India won the Distributor of the Year Award at the recently concluded Cisco Partner Summit 2015 held in Montreal, Canada. Opposite to the perception that Ingram Micro is only a distribution partner, the company has moved ahead in the direction of value added distribution business. It has helped Cisco in developing new markets and identifying new partners for its emerging businesses.
B. Raghavendran, Director (Partner Organization, Cisco India & SAARC), says, “The decision happens at the global level. The nomination process not only looks at the revenue but also other aspects like how the distributor has been investing, what are the areas that the company is focusing on; basically the evaluation is about what kind of balance of business the distributor creates for Cisco.”
COMPANIES WHICH WON CISCO GLOBAL AWARDS l Asia Pacific and Japan (APJ) Partner of the Year Award – Dimension Data Asia Pacific l Americas Partner of the Year Award – Dimension Data l Architectural Excellence Partner of the Year Award: Collaboration – Telstra Corporation Limited l Architectural Excellence Partner of the Year Award: Data Center – WWT l Architectural Excellence Partner of the Year Award: Enterprise Networks – Optus Business l Architectural Excellence Partner of the Year Award: Security – Presidio Networked Solutions l Architectural Excellence Partner of the Year Award: Service Provider Architectures – Qware Technology Group Co., Ltd l Cisco Capital Partner of the Year Award – CDW
40 SME CHANNELS MAY 2015
l Cloud Builder Partner of the Year Award – Computacenter l Cloud and Managed Services Partner of the Year Award – Vodafone Group PLC l Commercial Partner of the Year Award – CDW l Distributor of the Year Award – Ingram Micro India Pvt. Ltd l Europe, Middle East, Africa and Russia (EMEAR) Partner of the Year Award – Dimension Data l Enterprise Partner of the Year Award – WWT l Greater China Partner of the Year Award – ECCOM Network Systen l Learning Partner of the Year Award – Global Knowledge l Services Partner of the Year Award – ATEA Norway l Solution Innovation Partner of the Year Award – MapR
Jaishankar Krishnan, MD, Ingram Micro India, says, “What we did differently last year, which enabled us to win this award, is that we worked with Cisco very closely to understand what are their key priorities in terms of strategies and architectures because the architecture-based approach Cisco adopted a few years back was key to building a support system from a distributor to support the partners to focus and grow their business; and this we did very well last year. Internally, we also reorganised our product management team and sales organization to focus on those key strategies around architecture.” Jaishankar maintains, “We had an objective to develop new markets in India as most of the companies only focus on the top 10-15 markets.We needed to penetrate deeper into the market and exploit other geographies, hence we worked very closely with Cisco to develop specific partners and bringing on-boarded new partners.” One major thing Ingram Micro did last year was using business analytics to profile its customers across its products portfolio of. Then together with Cisco, the company identified the partners with the right profile and brought them on-board for engaging their customers for Cisco business. The company realized that these partners have the customer engagement solution focus but do not have access to Cisco business as they never approached them in a programmatic manner. And, this strategy was quite successful in the region. Jaishankar adds, “We grew around 100%
CISCO
CORPORATE STORY
BE BOLD, BE INNOVATIVE, BE PROFITABLE
Bruce Klein, SVP, Worldwide Partner Organization, Cisco
“But it’s impossible for us to look forward without first taking a look back. In the past year, you’ve heard me talk a lot about the Cisco Part-
Jaishankar Krishnan, MD, Ingram Micro India along with his team
ner Ecosystem—and with good reason. At Cisco Partner Summit 2014, we put a firm stake in the ground with regard to how we view partnering
PARTNERS’ SPECIALISATION
and how, inevitably, the Internet of Everything (IoE) is compelling us all to think about new and different partner types—whether independent
ARCHITECTURE
CERTIFICATION
INGRAM MICRO
Base
Small and Midsize Business Specializtion
Certified
Certified
Certified
Certified
Ent. Networking
Express Foundation
Certified
Certified
Certified
Certified
Express Collaboration Specialization
Certified
Certified
Certified
Express Vidio Collaboration
Certified
Certified
Certified
Express Security
Certified
Certified
Certified
Advanced Unified Computing Technology
Certified
Certified
Advanced Unified Fabric Technology
Certified
Certified
Collaboration Security Data Center IOT
REDINGTON COMPUAGE
Connected Safety & Security
Certified
Connected Manufacturing
Certified
INFLOW
software vendors (ISVs), cloud providers, IoE and IoT partners, or others. Many believe that these partner types can’t work together—that even some are competitors. But we’ve found the opposite to be true;
Certified
while others in the industry make moves to split their partner programs to accommodate individual partner types, we know that we can
Certified
do more together. We can ‘Be Bold’ together. We showcased the momentum and success that our Cisco Partner Ecosystem has achieved in just one short year. We are moving onward
last year, and our two-tier business doubled at the same period. I think the combination of all these - working with Cisco team, understanding their strategy and aligning our organisation and approach to their strategy - helped us to achieve the award.” He affirms that while the company would continue to invest in distribution business, at the same time, the it will also create some ability within the organization to develop and deliver services around the products that they distribute. As per Jaishankar, 10-15 years back,Ingram Micro started value added business in India by providing pre-sales support and some enterprise technologies, which was not being offered by many of the channel partners in the country and most of them even were not able to understand enterprise technology. Now pre-sales is no longer
considered to be value-add though but the point is Ingram Micro is very receptive to the call of the hour. So, as the discussions are now happening around solutions business, Jaishankar believes that Ingram Micro needs to start looking at investing in the solutions business and develop capability that could address the vertical market needs.
Finally… All the partners cannot afford to invest in the capability development and retain qualified resources. Therefore organizations like Ingram Micro can play a crucial role to enable those partners by creating service model around the capabilities. This will not only allow Ingram Micro to have more partners to work on Cisco technologies but will also allow the partners to create stickiness with the customers.
with determination, connecting new partner types and turning IoE from a budding opportunity to a profit engine for partners. We also made a number of announcements that will help each of you capitalize on this new era of IT as part of the Cisco Partner Ecosystem. This includes a new Software Partner Program and the next generation of the Cisco Cloud and Managed Services Partner Program, both of which will help partners expand their software, services and hybrid cloud practices through new partner roles and incentives. We’ll further evolve the Cisco Partner Ecosystem, further enable our partners to meet changing market demands, and further extend our investments to drive new revenue opportunities.”
SME CHANNELS 41 MAY 2015
SME CHAT
ANKESH KUMAR, DIRECTOR (PRODUCT MANAGEMENT (CHANNEL, IT SOLUTION) & MARKETING), EMERSON NETWORK POWER INDIA
“SMBS/SMES AND START-UPS PRESENT US HUGE OPPORTUNITY” With the changing outlook of SMBs and SMEs on technology as a business differentiator has resulted in greater appreciation of the need and significance of IT for businesses’ survival in the global environment. In a chat with SME Channels Ankesh Kumar, Director (Product Management (Channel, IT Solution) & Marketing), Emerson Network Power India, talks on how SMEs and start-ups have opened-up opportunities.
What trends have led to the increased demand for smart solutions in Datacenters? Recent initiatives and policy bolsters from the government, has led to India witnessing a burgeoning number of start-ups, SMBs and SMEs. Majority of these companies are based in tier 2 and tier 3 cities and they face a problem of scarce energy supply. For businesses to function in an organized and efficient manner, 24x7 continuous energy supply is crucial and although quite a few of SMBs them have started thinking about datacenters, they haven’t been able to invest in datacenters considering the resource and space limitations. As such, we see that SMEs and SMBs who although are generating large amounts of data, are making do with a limited IT infrastructure and with perhaps two to three servers. They do not have the capacity to invest in huge datacenters on account of space constraints and are always on the lookout for smart solutions that can help them save and manage data without having to build new datacenter space. This approach, helps them increase their data center capacity, improve IT control and business efficiency without having to build a new datacenter, which would involve the company incurring huge costs. Are these solutions on-premise or cloud or both?
42 SME CHANNELS MAY 2015
These solutions are such that they can be assembled on site and therefore are categorized under on-premise physical infrastructure. In a traditional datacenter set-up, balancing datacenter best practices for capacity, space utilization, availability and efficiency had been difficult without making sacrifices. For instance the SmartRow solution solves a problem all too common to IT management, addressing IT needs without building new data center space. SmartRow represents a smartly designed data center in a row solution which encompasses a simple, fully integrated row-based infrastructure. SmartRow combines up to six data center racks with precision cooling, UPSs, power management, monitoring and control technologies, and fire suppression all in an enclosed system. What does the mushrooming of the start-ups, and the strong presence of SMBs in India means for power solution companies like Emerson? The increasing amount of SMBs/SMEs and startups coming up in India has opened up opportunities for companies like Emerson Network Power to play a major role in the day-to-day operations of businesses. SMBs and SMEs belonging to any sector -- be it financial services, manufacturing, IT/ITES -- are always on the lookout for cost efficient IT solutions to help them improve customer
service, increase business efficiency and efficacy. Due to this, these businesses which operate on a small bottom-line are constantly finding ways to decrease OPEX for e.g. upgrading IT infrastructure in the best cost effective way as possible. This is where Smart Solutions can play a huge role in keeping the IT infrastructure agile and secure running 24x7. Considering that Emerson’s go-to-market strategy is through the channel, all our partners too get a unique chance to tap the latent market opportunity for smart solutions for datacenters. Accordingly, we have been promoting various solutions from the Avocent portfolio for partners by incentivizing them through the ‘Avocent Accelerate’ program to help create more traction for our product portfolio. Continuous training and education offered to partners also help highlight how Emerson with their array of smart rows, designs and effective power management systems and solutions can help SMBs and SMEs increase their profits and save on the unnecessary expenditure thereby keeping the operational margins low. How big is the opportunity for you in these two big sectors? SMBs, SMEs and start-ups present a huge opportunity to us. As they are based mostly out of tier 2 and tier 3 cities and therefore have limited infrastructure and face space constraints. We are looking to offer these solutions to com-
SME CHAT
“EMERSON HAS STARTED REACHING OUT TO MANY SUCH SMBS AND SMES ACROSS INDIA AND HAS REACHED OUT TO 700 POTENTIAL COMPANIES. WITH THE INITIAL FOCUS BEING BANKS AND RETAIL, WE ARE NOW FOCUSSED ON AUTO ANCILLARY HUBS AND MANUFACTURING HUBS.”
panies across varied sectors like banking, financial services, IT/ITES, manufacturing, retail, automobiles etc. Emerson has started reaching out to many such SMBs and SMEs across India and has reached out to 700 potential companies. With the initial focus being banks and retail, we are now focussed on auto ancillary hubs and manufacturing hubs. We hope to target a bulk of these businesses by working with our channel partner base as their network affords us reach into tier II and III locations across the country. How much is SMB/SME spending on data centers? The Indian market for datacenter hosting and colocation has shown promising growth. The outlook of SMBs and SMEs on technology and its role as a business differentiator is changing and this has resulted in greater appreciation of the need and significance of IT for businesses’ survival in the global environment. Several monetary and non-monetary challenges have traditionally deterred SMBs from technol-
ogy adoption. A report from AMI partners in December 2014 forecasted that the current market size will grow at 28% CAGR for the next five years. Similarly Gartner research predicts that SMBs will primarily look at building infrastructure to drive business growth in 2015. Why do you thing SMBs/SMEs will or should go for smart solutions for datacentres and not cloudbased alternatives? All data centers, regardless of size, have distinct operational and business objectives. Therefore balancing data center practices for capacity, space utilization availability and efficiency have to be kept in mind without making compromises. Emerson Network Power’s Smart Solutions family of data center infrastructure offerings addresses all data center management needs of adding capacity, increasing IT control and agility as one whole solution. This makes it one of the best offerings for SMEs and SMBs who are always sourcing the best cost-effective and user-friendly
solutions. These solutions are designed in way that utilize very little space making them a very good option for companies that face space constraints and are looking to save on costs. Security is another critical parameter when it comes to storing data. Data security is paramount to any company and SMBs and SMEs are no different. Smart Solutions are extremely safe and its design allows for data to be stored in a manner which is secure and accessible at the same time. A key factor is that of having one’s own infrastructure and this is a key driver for SMEs and SMBs looking out for smart solutions as it requires minimum investment compared to a cloud which would require a more investment from the company as well as requiring separate manpower to maintain and monitor the cloud assets. What opportunities does datacenters open up for the channel? What roles do channel partners have here to reaching out to SME/SMBs? Channel partners play a significant role as they help us in reaching out to so many of these SMBs and SMEs. They in turn transition to becoming a solution provider than being just an IT vendor. The confidence in helping SMBs also ensures that our partners can then evolve to working easily with larger clients. We treat our partners as a natural extension of our business and this helps customers procure the best cost effective solutions that are easily deployable and are user friendly. Lastly it also helps them profit by offering post sales service assistance and technical support.
SME CHANNELS 43 MAY 2015
SME CHAT
PARTHO GHOSH, PROPRIETOR, ZENOR INFORMATICS (PATNA)
TELECOM IN UPCOUNTRY HAS IMMENSE POTENTIAL Pune-based Zenor Informatics offers Matrix’s telecom and security solutions. In a chat with SME Channels Partho Ghosh, Proprietor, Zenor Informatics (Patna), talks about India telecom market.
Brief us about your company? Zenor Informatics is a proprietor based organisation started in April 1998 with Crompton Greaves Digital PBX (OKI) and Matrix Telecom for analogue systems. Initially we concentrated only on telecom sector. Customers’ confidence is our utmost priority with our motto being - “value for money”. Over the years with Matrix’s innovative products we have been offering telecom and security solutions as a “Matrix-one-stop-shop”. What is your turnover and growth percentage? Last year our turnover was around Rs. 68 lacs, and we grew by 10%. What is your strength in terms of market reach and others? Our strength lies in providing effective and affordable solutions. What kind of solutions and products you are dealing in? We only deal in Matrix products – telecom and security. Last year we witnessed good growth in
44 SME CHANNELS MAY 2015
Satatya & Cosec products.
“THE TELECOM MARKET IS DEPENDENT ON INDIA’S GROWTH STORY – MORE AND BETTER MARKETS BETTER THE HORIZONTAL REACH.”
How do you find telecom market in India? The Telecom market is dependent on India’s growth story – more and better markets better the horizontal reach.
support. Matrix positioning is based on offering more of these true inherent values which customers expect from infrastructure solutions.
What kind of telecom solutions you have? We are a dedicated Matrix partner, hence we offer entire Matrix solutions.
What is the potential and challenge for Matrix in the market? Matrix has immense potential as far as security solutions are concerned, and in the coming years, security will be Matrix’s growth engine. Telecom in upcountry region has immense potential.
How do you find Matrix products in terms of its advantages vis-àvis other brands? Matrix is subastance brand. Substance is in the DNA of Matrix solutions. Substance in the form of technology, depth, genuineness and going beyond the mere outer façade and offer more values in all the areas. This is what differentiates Matrix from the lot. Matrix solutions are packed with More. More productivity, more applications, more flexibility, more functions, more features, more cost saving, more reliability, and more
What the company needs to do to improve the market share? I think company needs to improve the market share by meeting customer needs as well as emphasizing on brand promotion at “service point”. As a partner what kind of products you want to add this year? We shall add all newly launched products of Matrix in to our existing portfolio.
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found on motherboards of its class.
info@smechannels.com
THE NETGEAR N600 DUAL-BAND Wi-Fi Router offers you a simultaneous dual-band Wireless-N connection, giving you faster speeds, a better connection, and less interference than other routers. Get the speed you need for high-data transfers at your home or office, so you have more time to play or work. With a variety of features that enhance your Internet experience, including dedicated Wi-Fi for gaming and video, the NETGEAR WNDR3400 makes you browsing experience less frustrating and more productive. The NETGEAR N600 Dual-Band Wi-Fi Router provides you with an easy option for sharing files across your network. Simply plug in any portable USB storage device to the router, and its ReadyShare feature gives users on your network immediate access to files, photos, documents, music, and more. The NETGEAR N600 Dual-Band Wi-Fi Router’s Broadband Usage Meter keeps accurate track of all data transferred across your network, so you can see what users are doing at a glance. It gives you a list of Internet traffic, including sites visited and customizable alerts, with reports laid out in daily, weekly, and monthly formats. Live Parental Controls that are powered by OpenDNS allow you to block access to any site that your children or employees shouldn’t be visiting. Setting up your NETGEAR WNDR3400 N600 DualBand Wi-Fi Router is simple, thanks to its Push ‘N’ Connect feature that connects devices with the push of a button.
both your home and office PC usage, you need not look further than the GIGABYTE GA-B85M-D3H motherboard. Available at a price that won’t put a dent in your wallet, the motherboard provides an extensive array of features and peripheral support normally not For office usage, the feature that makes
FEATURES
the GA-B85M-D3H shine is support Intel®
n N600 technology delivers speeds
Small Business Advantage, a suite of tech-
up to 300 Mbps + 300 Mbps
nologies designed to offer greatly superior
n WPA/WPA2-PSK protocols,
and simplified control over unmanaged
integrated firewall, and DDOS attack prevention n Simultaneous dual-band technol-
IT infrastructure, with a distinct focus on security, data backup and raising the overall
ogy accommodates multiple devices
productivity levels.
n Equipped with USB port and ReadySHARE technology for shared access to an external USB storage device
same category, the GA-B85M-D3H comes
n Broadband Usage Meter ensures
accurate measurement of Internet traffic daily, weekly, and monthly with customized alerts n Live Parental Controls powered
by OpenDNS allow parents to customize their child’s online experience
PRICE Rs. 4300
Comparing it with other brands in the with more VRM heat sinks, power phases, fan headers and audio ports. It also offers beneficial connectivity options including COM support, LPT (Line Print Terminal), SATA 6 Gb/s as well as USB 3.0 support. The GA-B85M-D3H is a part of the GIGABYTE 8 series motherboards, which support 4th generation Intel® Core™ processors and Intel® B85 chipsets. It comes with the HD4600 Intel® processor graphics that provide native 4K resolution playback over
CONTACT Contact details-011-41207446, Email id- salesindia@netgear.com
standard HDMI connectivity, with significantly higher frame rates in the latest DX11 3D game titles.
WARRANTY 2 years.
OVERALL RATING
n Price: Rs. 6,200 (approximately) Warranty: 3 Years Contact: anilkumarr@ gigabyte.in, Phone: +91-99870 68238
SME CHANNELS 45 MAY 2015
PRODUCT
NEW ARRIVALS
VIEWSONIC
VIEWSONIC SMARTER LIGHTSTREAM PROJECTOR LINE
HP
HP SPECTRE X360 VIEWSONIC LightStream Series – multimedia projectors offering exceptional audio and visual features to meet the needs of small- to medium-sized business and consumers from presentation. ViewSonic brings the exclusive SonicExpert technology and built-in ViewSonic SonicMode sound system to deliver higher volume and the absolute best-in-class sound for premium audio experience announced the press release. The exclusive SuperColor technology offers a wider color range for true-to-life image projection. Moreover, the series comes in an elegant glossy design with state-of-the-art ergonomic features provide the ultimate in style and productivity. ViewSonic’s proprietary SuperColor Technology offers a wider color range than conventional DLP projectors, ensuring that users enjoy realistic and accurate colors. The new LightStream PJD5 series of projectors including the PJD5153, PJD5253, PJD5255, and PJD5555w are already available in the market. The PJD6352 from LightStream PJD6 Networkable series will be available in June 2015. n Price: On Request, Warranty: On Request, Contact: sales@ in.viewsonic.com, Toll Free Line : 1800-419-0959
HP SPECTRE x360, a 13.3 inch convertible PC priced at Rs. 1,29,990 comes with Intel Core i7 5th Generation, Quad HD touchscreen, 8GB RAM, 256GB SSD and Windows 8.1 Pro. The HP Spectre x360 is designed with an all CNC aluminum chassis and is 15.9 millimeters in height and weighs 1.48Kg. The device features polished metal on the sides that is achieved using a single machined cut, giving it a jewelry-like finish in a natural silver color. The HP Spectre x360 includes a full-sized, 1.5 millimeter travel keyboard to offer customers a comfortable and familiar experience. The HP Spectre x360 has an extra-wide glass touchpad for improved day-to-day usability. To give customers the battery life they expect, the HP Spectre x360 features a 56-watt hour battery that precisely fits into the CNC aluminum body. Next, HP looked at the biggest driver of battery drain – the highresolution touch display. The HP Spectre x360 delivers up to 10.5 hours of battery life. n Price: Rs. 1,29,990, Warranty: 1 Year onsite warranty with Accidental Damage Protection, Contact: 1-(800)-180-1810 / hpestore.in@hp.com
TRANSCEND
TRANSCEND LAUNCHES E.MMC STORAGE TRANSCEND EMC210 e.MMC (embedded Multi-Media Card) storage solution features simplified interface design, enhanced storage capacities, upgraded performance and a set of comprehensive functions. The small factor e.MMC is an embedded storage ideal for mobile devices, embedded devices and industrial applications, and is compliant with JEDEC (Joint Electron Device Engineering Council) version 4.51 standards. The e.MMC is comprised of the NAND Flash and the Flash Memory Controller in a 153-ball BGA package. By integrating the controller into the flash memory package, the e.MMC supports the MMC interface and streamlines the development of new products that comply with a simpler set of industry-standard specifications for memory management. Further, Transcend’s e.MMC EMC210 memories are offered in 8GB, 16GB and 32GB capacities and carry Transcend’s One-year Limited Warranty. n Price: On Request, Warranty: 1 year, Contact: http://in.transcend-info.com/support/buy
46 SME CHANNELS MAY 2015
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