PLUS
Dell Launches Highest-End Storage Arrays /08 www.smechannels.com
india’s first IT magazine for sme business VOLUME 07 | ISSUE 02 | PAGES 40 | APRIL 2016 | RS. 20/-
PLUS
Lenovo Adopts New Rewards Strategy for Channel Partners /08 www.smechannels.com
india’s first IT magazine for sme business VOLUME 07 | ISSUE 02 | PAGES 40 | APRIL 2016 | RS. 20/-
SME CHAT
/20
EMC: EMC with Dell to Offer More Profitability to Partners
CORPORATE STRATEGY /16 Lenovo: Taking on the Bumpy Ride
EDITORIAL
APPLICATION SELLING TO MAXIMIZE BOTTOM-LINE SANJAY MOHAPATRA
sanjay@smechannels.com
TODAY, MOST OF THE PARTNERS are eager to grow their profitability by adding a lot of innovation to their offerings. But very strangely not many are eager to go into the space which is actually an enabler to make them niche in the market. So my point is while the intent of the partners is very positive but their lies some element of inhibition and resistance to take risk. The appetite is certainly their but a very few partners are able to catapult their appetite to gain maximum from the business. Today, the partners who are transforming themselves are seen upgrading to solutions and services selling from products but maximum are seen restricting them to the infrastructure business. Although the business opportunity in the infrastructure space is still very big but if they start doing more application selling and integration, that will make their position very strong. I know this is a little tough ask for the partners to change but they have to look at it positively. Those partners who are in the application integration space, their topline might be very small compared to the partners who are into infrastructure solution sales and integration, but their bottom line would be higher compared to the latter. So which one is good? You invest less and earn more or invest more and earn less. Infrastructure business is always human centric and needs more investment than the application business and if you look at the market, there is a huge need of skilled application integrators in the market, so also the professionals. The market has already learnt from the impact of applications on the consumer market and for the enterprise market it surely holds high potential. Specially the BI & analytics application today holds a great potential among the customers, reason being the customers want to read the mind of the consumers before creating any product for them. The market is very competitive and no one wishes to lose the customers. So they want to mine the data from all sources possible and run analytics tools to find the future of their companies. But it is very costly specially for the mid-size customers. Therefore, the role of the partners is important and critical to play a big role. By being the right conduit not only they can maximize their bottom line but also maximize the business outcome of their customers. So looking at he potential of BI for the partners, we have brought out a special story on the BI and Analytics for the readers. Hope you enjoy and learn from this.
4
SME CHANNELS APRIL 2016
PARTNER CORNER /26 Proactive Data : Rediscovering Growth in Transition
Special Note SME CHANNEL ANNIVERSARY ISSUE
(March 2016 issue) was a great success. We received a very positive response for the special stories like Top Channel Leaders, Leading Ladies in Information Technology, Top Distributors of India, etc. I wanted to thank you all who have participated in these exclusive stories and those who have appreciated our efforts. But there was a small mistake as we have published the wrong picture of Manoj Khadkikar, Head Channel Solutions Group, Zicom. So the right photograph is as following:
MANOJ KHADKIKAR, HEAD CHANNEL SOLUTIONS GROUP, ZICOM
I also want to thank my team as it requires planning and a bird’s eye for details. We have been fortunate enough to be backed by a team of very motivated and dedicated colleagues of SME Channel who know their job very well and are result oriented.
more
locations
more
flexibility
more control
Traditionally in business, more locations result in lesser control. Not any more. Because there is hardly anything traditional about the futuristic COSEC range of Access Control and Time-Attendance solutions from Matrix. These technological workhorses perform seamlessly across multiple locations - removing all barriers of size, time and distance. They integrate biometrics with RF cards and are engineered to adapt to current and future organisational needs. Thus it is no surprise that Matrix COSEC has been chosen by progressive organisations like Adani, Gujarat Ambuja Exports, Real Image, Sterling and Wilson, Gold’s Gym, Gruh Finance and MRF Tyres.
Functions
Features 10 to 1 Million Users
Access Control
1 to 1,000 Locations
Time-Attendance
Visitor Management
1 to 65,000 Entry Points
Employee Self-service
200+ Features
e-Canteen Management
99 Functional Groups 100+ Reports and Charts
Roster Management
Web based Management
SAP, ERP and Payroll Integration
Time, Role and Zone based Access
Working Hours, Shifts and Holidays
Best-in-class Reporting and Analysis
Late-In, Early-Out and Overtime Policies
Centralised Administration, Control and Monitoring
SMS and Email Notifications
Flexible and Scalable
RF, Fingerprint and Palm Vein Readers
Access Control and Time-Attendance
Enterprise • SME • SMB • SOHO
winner of
Call: +91 95588 19477 | Security@MatrixComSec.com | www.MatrixSecuSol.com
cognito
product design award
contents
APR VOLUME 07 ISSUE 02
2016
ER COV RY STO
india’s first IT magazine for sme business
Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Asst. Editor: Satinder Kaur Executive Editor: Smruti Chaudhury Sub Editor: Chitresh Sehgal Designer: Ajay Arya Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Marketing Manager: Hemlata Lalwani 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 / 8587835685 E-mail: Hem@smechannels.com / sanjeev@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
Big Data & Analytics: A Big Game Play for Partners /22 Considering that the market is expected to grow at over 26 percent compound annual growth rate to $41.5 billion through 2018 as per IDC, there is a massive business opportunity for Channel Partners to make the most out of it.
EDITORIAL OFFICE Delhi: 6/103, (GF) Kaushalya Park, New Delhi-110016, Phone: 91-11-41657670 / 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@ accentinfomedia.com Skype ID: b1diyajadhav
SME TREND Hitachi Data System/ 19 “HDS working hard to create stability for partners”
SME TREND SEAGATE / 35 “We and our partners are interdependent for success”
PARTNER CORNER MATRIX/ 30 Matrix is a brand that stands for ‘SUBSTANCE’
SME CHAT PANASONIC/ 31 Panasonic shifts focus to B2B
Printed, Published and Owned by Sanjib Mohapatra Place of Publication: 6/101-102, Kaushalya Park, Hauz Khas New Delhi-110016
Phone: 91-11-46151993 / 41055458
more inside Editorial~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 04
Printed at Karan Printers, F-29/2, 1st floor, Okhla Industrial Area, Phase-2, New Delhi 110020, India. All rights reserved. No part of this publica-
Snippets~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 08
tion can be reproduced without the prior
Channel Roadmap (TelExcell)~~~~~~~~~~~~ 28
written permission from the publisher.
Products~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 37
Subscription: Rs.200 (12 issues) All payments favouring: Accent Info Media Pvt. Ltd.
6
SME CHANNELS APRIL 2016
SNIPPETS PRODUCT | CHANNEL | CONSULTING | SERVICES
for more log on to smechannels.com
BHASKAR CHOUDHARY, MARKETING DIRECTOR, LENOVO INDIA
Lenovo Adopts New Rewards Strategy for Channel Partners In order to strengthen its existing channel engagement and real time pay out, Lenovo have made a strategic partnership with Paytm.
This collaboration will aim at providing attractive incentives for Lenovo’s Business partners and their sales representatives delivered by a
breakthrough channel engagement program. As part of the tie-up, Lenovo’s Channel Partners will be able to claim their incentives
through Paytm money, available on both mobile and PCs. Kick-started this month, this program is being launched with the ‘Lenovo ka Sikander’ Program for enterprise sales representatives of business partners; star performances rewarded for not just sales, but for effective lead generation contributing to Lenovo’s enterprise success story. Scheduled to continue till end of June 2016, Partners can now access Paytm money and treat themselves to rewards of their choice, as a token of their contribution to Lenovo, the press release said. Speaking on the partnership, Bhaskar Choudhary, Marketing Director, Lenovo India, said “We are constantly seeking new methods to improve Channel Partners relationship and align our objectives towards a common goal. By joining hands with Paytm, we aim to innovate the way we deliver value to our Partners and ensure they are duly recognized for the role they play in Lenovo’s journey.” According to the press release, For Lenovo, Channel Partners are a vital element to business growth and continuity.
WD Leveraging newer opportunities for Channel Partners The security and surveillance market has been getting competitive day by day. With unmanageable data and looming outsider threats, corporate houses has started investing tons of money in surveillance equipment, resulting in a spurt in the number of market player. With this growing competition, WD has
8
SME CHANNELS APRIL 2016
come out with a special program aimed at giving its channel partners complete technical support. According to the press release, the myWD Surveillance Storage Provider Certification Program is designed to offer a comprehensive lineup of benefits for the security and surveillance channel provid-
ers of WD. With the tailor made initiative, WD aims to offer security and surveillance system integrators, installers, and service providers’ training, sales support, value added benefits and incentives to help partners enhance their business opportunities and profitability. The announcement comes as a
recent report by Research and Markets anticipates the video surveillance storage market to grow at a CAGR of 22.41 percent to reach USD $18.28 billion by 2020, as enterprises and governments across the world continue to switch from traditional analogue-based solutions to IP technology.
SNIPPETS
Gemalto Felicitates Partners for Outstanding Contribution Highlighting partner contributions in global business, Gemalto has announced the winners of its 2015 APAC Annual Cipher Partner Awards which were held on March 16 in Hanoi, Vietnam. The awards, according to Gemalto, recognize the individual achievements of Gemalto’s indirect channel partners and their contributions to help protect customers from data security threats. As per the press release, in recognition of the contributions and support by Gemalto’s indirect
channel partners, five awards were presented for Rising Star of the Year, Solution Partner of the Year, Top Contributor of the Year, Cipher Partner of the Year, and Marketing Excellence Award. TIS of Japan and Telecommunications & Security Systems of Hong Kong were recognized with the Rising Star of the Year award for achieving the highest revenue growth in 2015 and for their commitment to expanding Gemalto’s business in the market.
Fortinet signs strategic pact with NATO Fortinet has announced that within the framework of the NATO Industry Cyber Partnership (NICP), the NATO Communications and Information (NCI) Agency signed an industry partnership agreement with Fortinet. The agreement with Fortinet will boost two-way information sharing, in particular on cyber threat intelligence. This is often a high impact and efficient way to enhance cyber resilience and mitigate vulnerability to attack. The agreement with Fortinet is the latest in a series of important partnerships with industry organizations in the framework of the NICP. The NCI Agency is responsible for operating and defending NATO’s networks.
Panasonic introduces Toughbook CF-54 for businesses As a part of Panasonic India’s efforts to focus on product differentiation coupled with developing innovative technological solutions, Panasonic has presented the Toughbook CF-54. With its suave appeal, the Toughbook CF-54 is a semi-rugged PC and the most versatile and lightweight of its kind. With military-grade ruggedness, it is ideal for field work across business verticals and serves the purpose of an all-in-one utility device. Without compromising on the aesthetic appeal of a notebook, the CF-54 can be customized as per user requirements with integrated ports, 3G, dedicated GPS and other preference-based requisites. 29.8 mm thin and 1.99 kg light, the Toughbook CF-54 is a unique tool in its ability to transform the way professionals work on-the-go, wherever and whenever they require computer processing at lightning-speed. The CF-54 is equipped with a 5th Generation Intel® CoreTM i5-5300U vProTM Processor with a 3MB cache, 2.3 GHz up to 2.9 GHz with Intel Turbo Boost Technology with 4GB RAM expandable up to 16GB. It features a sunlight viewable screen that enables visibility while working in extreme outdoor, demanding conditions.
MY POINT
“Through initiatives such as ‘Digital India’, ‘Make In India’, Dell has been an increasing focus on expanding the digital footprint in India” AMIT SINGH, COUNTRY MANAGER, DELL SONICWALL.
Android Malware turns two-fold 2015 vs 2014; says Trend Micro The Android security is becoming a serious concern as the Android Malware was reported to by double in 2015 as compared to 2014. Trend Micro Incorporated released its annual security roundup report which dissects the most significant security incidents from 2015. One of the top activities noted included the rise in Android Malware and impact also included the aggressive adoption of smart technologies. Vulnerabilities found in the component can be exploited to perform attacks using arbitrary code execution. Such attacks could force a device’s system to go on endless reboot, draining its battery. It can also be used to render Android devices silent and unable to make calls due to unresponsive screens.
Business Hacking Catalyzes demand for Advanced DDoS Solutions New analysis from Frost & Sullivan shows that end-users want cost-effective, scalable solutions that can detect and block the largest, most sophisticated threats to online businesses The increasing popularity of distributed denial-of-service (DDoS) attacks as a tool to disrupt, harass, terrorize and sabotage online businesses is boosting the demand for mitigating counter solutions. In the face of universal vulnerability to attacks, end users have started looking for cost-effective solutions that can defend against the sophisticated and large scale cyber attacks. According to the new analysis from Frost & Sullivan, DDoS Mitigation Global Market Analysis finds that the DDoS mitigation market earned revenues of $449.5 million in 2014 and estimates this to more than double to $977.2 million by 2019. As per the press release, basic low-cost DDoS defenses are unable to address such attacks, which results in a strong demand for dedicated DDoS mitigation solutions.
SME CHANNELS APRIL 2016
9
SNIPPETS
IP-COM Unleashes AC2000 Wireless Controller for SMBs Unveils its new Edge Protect Hyperconverged Appliance, delivering SMEs the benefits of enterprise IT to security applications at a cost-effective price point Pivot3 has come out with Edge Protect, its hyperconverged SAN storage solution for mid-sized and remotely distributed surveillance applications. Realizing the demand for affordable converged server and storage appliance for SME surveillance applications, the Edge Protect delivers enterprise-class IT capabilities on offthe-shelf x86 server hardware. As per the press release, the launch of Edge Protect will enable Pivot3 to offer its users the benefits of highly efficient shared storage and built-in failover without the complexity or cost that is typically associated with infrastructure based on separate servers and SAN storage. The demand for high-resolution network video surveillance today continues to accelerate the need for server and storage solutions that deliver high availability and reliability.
Global IT Market to grow at 21% CAGR in 2016-22; Infoholic Research Infoholic Research LLP has published a study titled “Web Scale IT - Global Market Drivers, Opportunities, Trends, and Forecasts, 2016-2022.” Infoholic Research forecasts that Web Scale IT is set to change the environment of datacenters and will become a necessity for large enterprises. The research predicts that theWeb Scale IT market is expected to grow at a CAGR of 21.1% during the period 2016-2022. “Web Scale IT is a niche market offering a lot of opportunities for datacenter players and empowering their decision flexibility. Software providers like IBM, Cisco, and Microsoft will invest heavily in Web Scale in the next four to five years,” said Preeti Wadhwani, Senior Research Analyst at Infoholic Research. Research says that usage of Web Scale IT will have a huge impact on operational investment with increase in workload reliability. Web Scale IT allows an organization to customize its own architecture and design according to the changing demands. In addition, an increase in scalability of stored data over servers, less investment in hardware and accessibility to large amounts of data will continue to drive the market revenue. “The combination of automation, analytics, healing system, and software defined has made enterprises more agile and adaptable to infrastructures required to capitalize on new business opportunities.9.8 million by 2022, at a CAGR of 22%.
INDIA EXTERNAL STORAGE MARKET- VENDOR REVENUE SHARE & GROWTH : Q3 2015 VS Q4 2015
EXECUTIVE MOVEMENT
Panasonic elevated Manish Sharma to President & to CEO of Panasonic India & South Asia.
135%
55%
115% 45%
95%
35%
75%
25%
55% 35%
15%
15% 5%
Toshiba has appointed Tomohiko Okada as MD for Toshiba India. Canon has appointed the C Sukumaran to the designation of Assistant Director of CSP division at Canon India.
-5%
-5%
-25% EMC
IBM
HEWLETT PACKARD ENTERPRISE
Q3 2015 Source: External Storage Tracker Q4 2015
10 SME CHANNELS APRIL 2016
NETAPP
Q4 2015
HITACHI
Growth
DELL
CII Maharashtra State Council has elected Sunil Khanna, MD of Emerson Network Power as its chairman. Hitachi has announced that Jack Domme, will lead Hitachi’s Social Innovation business.
SNIPPETS
SanDisk introduces Next-Gen Mobile Flash Drive New, enhanced 200GB SanDisk Connect Wireless Stick gives consumers the ability to get even more out of their favorite smartphones and tablets. SanDisk Corporation has reportedly expanded its mobile storage portfolio by upgrading its most popular mobile flash drive. The award-winning SanDisk Connect Wireless Stick is now available in 200GB* capacity, with faster transfer speeds, giving users even more options when it comes to expanding the capabilities of their mobile devices. With up to 200GB of capacity, the SanDisk Connect Wireless Stick is SanDisk’s highest capacity mobile flash drive, capable of storing thousands of photos and videos you can access and share at your fingertips. The SanDisk Connect Wireless Stick features the SanDisk Connect app, which enables nearly effortless management of content between devices.
KASPERSKY REVEALS ROADMAP FOR PARTNERS FOR 2016 Kaspersky Lab has held a 2-day meet with its South Asia distributors covering the regions of India, Sri Lanka, Bangladesh, Nepal, Bhutan and Maldives. The meet was held on March 18-19, 2016 at the Hyatt Regency, Mumbai, the conference had Kaspersky Lab South Asia’s leading distributors – VR Infotech, Comguard, SEA Infonet, eCaps, OfficeXtracts & Avian in attendance. The meet began with a review of the year 2015. This was followed by setting a business roadmap for the 2016. Kaspersky Lab discussed their business vertical projections in detail in their one-on-one sessions with their distributors. Kaspersky Lab South Asia team discussed the past year’s performance, set target for the coming financial year and reviewed the technical and marketing support it needs to lend to the distributors. The dynamic industry’s fast changing factors were deliberated upon in great detail. Kaspersky Lab encouraged its distributors to freely discuss the challenges they faced, based on which solutions were worked out. Kaspersky presented to its distributors all the new product offerings that are slated to be launched in the coming financial year, sharing vital information and key feature presentation with its distributors. Endpoint and Security Intelligence Services were at the centre of a wide dialogue. The distributors were apprised with every bit of information that they needed to know on sales, marketing, and technical. The meet concluded on March 19 with a day packed with detailed one-on-one meetings with all the distributors. Kaspersky Lab South Asia is optimistic that this annual dialogue has helped it to bring clarity and depth to their roadmap for the coming year.
QNAP announces Double Server for complex computing QNAP Systems has announced the release of the powerful Double Server TDS-16489U that integrates an application server and storage server into one chassis. Distinguishably powered by dual Intel Xeon E5 processors with up to 1TB RAM, the server-grade TDS-16489U supports Qtier Technology, 12Gb/s SAS and 10GbE/40GbE networks to provide unrivaled performance for Big Data computing and to assist enterprises in mission-critical tasks as a one-device solution for applications, storage and virtualization. “The TDS-16489U resolves the difficulty of building virtualization environment infrastructures for businesses,” said David Tsao, Product Manager of QNAP. “Its unrivaled power from its dual processors also facilitates Big Data computing to process the data deluge created by Internet of Things applications.” With its server-grade hardware design, the TDS-16489U features two Intel Xeon E5-2600 v3 processors (with 4-core, 6-core and 8-core configurations), up to 1TB DDR4 2133MHz RDIMM/LRDIMM RAM (16 DIMM) and three independent SAS 12Gb/s controllers that deliver outstanding performance.
HPE delivers hyper converged system for mid-markets Hewlett Packard Enterprise (HPE) has announced a new all-in-one compute, software-defined storage and intelligent virtualization appliance to help mid-sized and remote office branch office (ROBO) enterprises deploy virtual machines (VMs) in minutes. Built on the world’s most deployed server, the HPE ProLiant DL380, HPE’s new Hyper Converged 380 (HC 380) is empowering organizations to transform to a hybrid infrastructure while simplifying IT operations and reducing overall costs. The current hyperconverged integrated systems market will grow from $371.5 million in 2014, to nearly $5 billion by 2019, or a 68% CAGR, according to Gartner’s Forecast Analysis. Growth is driven by demand for a more cost effective and operationally streamlined approach to virtual servers, virtual desktops, and hybrid cloud infrastructure. However, customers are wary of introducing new silos that limit future business flexibility.
Adobe Summit 2016: Company outlines its growth vision
Showcasing innovations across Adobe Marketing Cloud, Adobe has kicked off Summit 2016, Adobe’s annual digital marketing conference in the U.S. Adobe Summit is the leading industry event focused on the future of marketing and business transformation and attracted a record-breaking 10,000 attendees. At Summit, Adobe unveiled the next generation Adobe Marketing Cloud to drive the Experience Business. The company unveiled Adobe Cloud Platform enhancements, including advancements to its partner and developer program. A new Adobe Marketing Cloud Device Co-op is expected to link up to 1.2 billion devices.
SME CHANNELS APRIL 2016
11
SNIPPETS
LTE Innovation Summit 2016: All set to showcase the future of 4G Nexgen Conferences has announced the first edition of ‘LTE Innovation Summit’, an international Conference cum exhibition. The registration is now open and participants can register themselves. According to Anjani Kumar Singh, CEO, Nexgen Conferences, “The level of enthusiasm we have received from speakers, sponsors and attendees for the LTE Innovation summit is very encouraging. As the Indian telecom industry enters into the 4G era, this summit will provide
a path-breaking platform for industry professionals to come together and deliberate, which will be instrumental for addressing the key issues and charting out new directions for making it a success. The speakers at the summit represent many important facets of LTE which include government, industry, and operators etc.” New genre of 4G smartphones in the country promises to push internet accessibility at an unprecedented level – in terms of high speed affordable rate and usage of content.
DIGEST PORTRONICS LAUNCHES THE NEXT GENERATION SMART PEN Portronics has launched the first of its kind smartpen and the latest in its famous Electropen series of smart pens - the stylish technology marvel: “Electropen 3”. Like all other smart-pens in the Electropen series, Electropen 3 uses a normal pen refill and normal paper. You can write or draw on any normal paper and view in real-time the JPG image on the mobile, tablets and laptops. However, this unique Electropen 3 allows the user to not only view the static JPG picture but also to see the video of entire process of taking notes or drawing a sketch.
DIGISOL presents DG-FS1016D-A Ethernet Switch DIGISOL the networking brand of Smartlink Network Systems has introduced its 10/100 Mbps Ethernet Desktop unmanaged switch DG-FS1016D-A. New switch is designed to enhance network performance in a compact form factor. The switch comes with 16 x 10/100 Mbps ports, offering solutions for accelerating bandwidth needs of small Ethernet workgroups. The switch uses store and forward packet-switching technology which offers reliable data transfer. This switch is ideal for network connectivity for the SOHO environment. The DG-FS1016D-A Switch offers 16x10/100Mbps Ethernet ports which gives small workgroups a flexibility to integrate Ethernet and Fast Ethernet in a single network. This Switch also allows for auto-sensing and auto negotiation of highest available speed (10/100Mbps) and duplex mode, providing an automatic and flexible solution for the network.
Seagate addresses storage demands of cloud-based data centers Seagate Technology has launched its first 10TB enterprise capacity hard disk drive (HDD), merging high capacity with the industry’s lowest power and weight available in a 10TB drive, to meet the growing storage requirements for private and public cloud-based data centers. The Seagate® Enterprise 3.5 Capacity HDD has been selected by enterprise market leaders globally for its ability to address storage demands unlike any other technology in the industry. “Cloud-based data center storage needs are expanding faster than many current infrastructures can sustain, rendering the capacity demands of users a herculean task for cloud managers,” said Mark Re, senior vice president and chief technology officer, Seagate.
Matrix presents UC solution VARTA WIN200 In the modern era of technology, organizations are finding it difficult to cope up with the conventional legacy of telecom infrastructure. Businesses are looking for vigorous growth which gives rise to the need of the next big thing also known as Unified Communications (UC). Keeping this in mind, Matrix launches VARTA WIN200 - The UC Client, redefining communication experience with its variety of collaboration features and intuitive user interface. Powered by MATRIX SARVAM UCS, VARTA WIN200 empowers user to switch or extend the extension to their desktop computer.
12 SME CHANNELS APRIL 2016
NETGEAR AWARDED RASHI NETGEAR awards Rashi Peripherals as ‘Most Valued Distributor’ for 2015. Presenting this award to Suresh Pansari, Director of Rashi Peripherals Pvt Ltd, the NETGEAR CEO & Co - founder Mr. Patrick Lo said, “Rashi Peripherals have been associated with NETGEAR since a long time and over the years they have added a lot of value to the NETGEAR business. Rashi Peripheralshas been instrumental in expanding NETGEAR and helping its products reach in sixty-four locations across India. We are extremely proud to be associated with Rashi Peripherals and thank them for their support”..
HCL ALL SET TO ACQUIRE GEOMETRIC LTD. HCL Technologies Limited (HCL) has announced an agreement to acquire (through demerger) all of the business of Geometric Limited, except for the 58% stake that Geometric owns in the joint venture – 3DPLM Software Solutions Ltd., with Dassault Systèmes. In consideration of this acquisition, HCL will issue 10 equity shares of Rs. 2 each to Geometric shareholders for every 43 equity shares of Geometric of Rs. 2 each held by them. In total, HCL will issue 15,640,546 equity shares of Rs. 2 each. Geometric is one of India’s leading PLM consulting, mechanical engineering and manufacturing engineering services providers. environments.
ESCAN GETS AV-TEST CERTIFICATION eScan has bagged the AV-Test certification for their latest home user product, eScan Internet Security Suite, Version 14 for the tests conducted during January and February 2016. The results showed that eScan Internet Security Suite successfully blocked 98% of malicious malware and Trojans infections in the test conducted by AV-TEST. The average detection rate among all the solutions tested was 94%. eScan range of security solutions has been outstanding due to the rapid and continuous improvements in the level of protection offered by the product. eScan Internet Security Suite has
SNIPPETS
Ricoh bags Energy Star Partner of the Year Award
Intel makes Cloud adoption easier
Commending Ricoh on its outstanding contribution to reducing greenhouse gas emissions by manufacturing energy-efficient products, the US Environmental Protection Agency has recognized Ricoh’s work with the highly coveted 2016 Energy Star Partner of the Year Award. Ricoh has been offering sustainable services and solutions, and educating consumers about energy efficiency. Ricoh’s historical and ongoing commitment to sustainability has been recognized by many environmental organizations. In this past year alone, Ricoh has received a number of awards, including the Energy Star Building Certification for its West Caldwell, NJ facility for 2015 and the Green Excellence in Partnership award from the Coalition for Government Procurement for leading the imaging industry with energy-efficient equipment. Ricoh’s leadership role in advancing the Energy Star efficiency standards was cited as a major reason for the Green Excellence in Partnership win. As a partner, Ricoh strives to create energy efficiency without sacrificing business productivity.
HP Inc. Reinvents Commercial Printing
Intel Corporation has announced a range of new technologies, investments and industry collaborations aimed at making it easier to deploy agile and scalable clouds so businesses can deliver new services faster and drive revenue growth. Businesses want flexibility and choice in cloud deployment models to support innovation while maintaining control of their most strategic assets. Despite a willingness to invest in modern software-defined infrastructure (SDI), businesses find the prospect of doing so themselves to be complex and time-consuming. Intel is easing the path with new processors, solid state drives and a range of industry collaborations to help businesses deliver new services at the scale and speed previously found only in the most advanced public clouds. “Enterprises want to benefit from the efficiency and agility of cloud architecture and on their own terms – using the public cloud offerings, deploying their own private cloud, or both,” said Diane Bryant, Senior Vice President and General Manager of Intel’s Data Center Group. “The result is pent-up demand for software-defined infrastructure. Intel is investing to mature SDI solutions and provide a faster path for businesses of all sizes to reap the benefits of the cloud.”
Reinventing the commercial printing space, HP Inc. has introduced five new Indigo digital presses, three new PageWide Web Presses, and innovative cross-platform enhancements in quality, productivity, versatility and color. The announcement is expected to broaden PSPs’ possibilities for high-value commercial applications to help drive business growth. According to the press release, representing the most significant HP Indigo Liquid Electro photography (LEP) technology breakthroughs in 20 years, the new HP Indigo portfolio includes three sheet-fed presses, the Indigo 12000, 7900 and 5900 Digital Presses, the oversize B1-format duplex Indigo 50000 Digital Press, the Indigo WS6800p Digital Press for photo specialty applications as well as an improved Indigo 20000 Digital Press, now equipped for commercial applications.
GIGABYTE delights partners with Channel-Friendly Policies
Epson outlines its growth plans
GIGABYTE Technology (India) Pvt. Ltd has emerged as the channel partner favourite among IT hardware vendors within India. According to GIGABYTE India’s long-standing partners, the company has struck the right chord with them in all channel-related matters, be it incentives, loyalty programs, enhanced profitability, improved post-sales support or timely provision of marketing support. “GIGABYTE’s supreme commitment to its partners is ably backed by its innovatively featured motherboards, wide range of product, world-class after-sales services, and constant marketing support,” said Lilesh Khakhra of Kolkata-based Crown Trading Co., one of GIGABYTE’s oldest partners in India.
Epson Corporation has announced the establishment of a new long-range corporate vision and a new mid-range business plan. The Epson 25 Corporate Vision outlines the path the company should follow over the next decade, from the 2016 fiscal year ending March 2017 to the start of the 2025 fiscal year. Meanwhile, the Epson 25 Mid-Range Business Plan (FY2016-2018) is a three-year plan for the first phase of work toward achieving the vision. The company will also strengthen IT and business infrastructure in human resources, technology, manufacturing, sales & support and environment to support the achievement of the 25 Corporate Vision.
SME CHANNELS 13 APRIL 2016
SNIPPETS
Channel to Book Profit during 2016: Canalys The channel remains optimistic despite predictions of a challenging 2016, according to a recent Canalys survey of 260 IT channel partners around the world. 75% of partners expect revenue growth in 2016, while 70% expect profitability growth. Revenue growth opportunities for the channel remain abundant in most sectors. Hyperconverged infrastructure, cloud-based applications and software-defined infrastructure were all highlighted as important growth categories. Of all segments, IT security is expected to be the strongest in 2016, with 87% of partners expecting growth. ‘IT security is already the number one priority for end customers, and is only going to grow in importance as they invest in next-generation data centers, digital transformation, cloud, mobility and IoT.
Brocade to buy Ruckus Wireless for $1.2 Billion As companies move to digitize their business, they need an underlying network architecture that supports business agility. Keeping this in mind, Brocade and Ruckus Wireless have announced that Brocade has entered into a definitive agreement to acquire Ruckus Wireless, Inc. in a cash and stock transaction. The acquisition will complement Brocade’s enterprise networking portfolio, adding Ruckus’ higher-growth, wireless products to Brocade’s market-leading networking solutions. It will also significantly strengthen Brocade’s strategic presence in the broader service provider space, with Ruckus’ market-leading Wi-Fi position. Brocade expects the transaction to be accretive to its non-GAAP earnings by its first quarter of fiscal 2017. The Ruckus organization will be led by current Ruckus CEO, Selina Lo, and report directly to Brocade CEO, Lloyd Carney. Under the terms of the agreement, Ruckus stockholders will receive $6.45 in cash and 0.75 shares of Brocade common stock for each share of Ruckus common stock.
EMC expands footprints in India In addition to the current EMCCentre of Excellence (COE) in Bangalore, EMC Corporation has inaugurated a second R&D centre in Pune India. The new centre in Pune expands and strengthens EMC’s presence and innovation engine within India, including plans to increase its workforce. The additional EMC COE in Pune will help EMC to further advance its mission to help customers transform their business by creating their digital future and modernize, automate and transform IT through cloud computing. The news comes at a time when India is accelerating its journey toward digital transformation with the government’s sterling initiatives like ‘Digital India’ and ‘Smart Cities.’ “India continues to be a key sourcefor technology innovation, outstandingengineering talent and significant business potential,” said Howard Elias, President and Chief Operating Officer, Global Enterprise Services at EMC Corporation.“Indiais important toour strategic global growth plans. The EMC COE in Punewill play an important role in helping EMC deliver comprehensive, next-generation technology solutions for our customers.” The new EMC COE in Punewill have137000 square feet of usable office space and includes a state-ofthe-art ExecutiveBriefing Centre.
Lenovo bags 18 Red Dot Design Awards Lenovo has once again been recognized for its industry leading design by winning a record 18 Red Dot Product Design Awards this year. Red Dot is a prestigious annual design competition based in Essen, Germany, where an international panel of 41 renowned judges across design and industry select winning products from more than 5000 entries and over 50 countries. It is the industry benchmark for excellence in product design – like the Oscars is to filmmaking or the Cannes Lions is to advertising. In short, Red Dot honors only the very best. Last year Lenovo took home a record 10 Red Dot Product Design Awards. This year the company is overwhelmed with gratitude at being awarded a record 18 accolades across Lenovo, Think and YOGA branded products. Once again, the legendary X1 products swept the field with each winning an award for groundbreaking design. Year after year, ThinkPad has been recognized not only for its good looks, but also for living up to its heritage of trusted quality, relentless innovation and purposeful design.
14 SME CHANNELS APRIL 2016
CRPF Selects AuthShield To Strengthen IT Security The Central Reserve Police Force (CRPF) has chosen AuthShield to protect CRPF from data stealing, identity theft and online security threats such as phishing, ransomeware and system hacking. CRPF has requested 1500 AuthShield Tokens in the first phase and is expected to deploy it in different parts of the country. AuthShield Authentication security is a unique and patented Multifactor authentication technology that works at the protocol layer and combines device mapping with multiple authentication form factors including Facial Biometrics. Working at the protocol layer offers AuthShield the advantages of integrating Multifactor Authentication with mails clients on smart phones and desktops, SAP, Transaction Authentication and Internet of Things (IoT). These unique features were not available with any existing authentication solution. Some of the top Government institutions such as the Defence Research and Development Organisation (DRDO) and National Housing Bank (NHB) are already using the Innefu Labs’ security solutions.
SNIPPETS
Emerson Transformer- free UPS Emerson Network Power has introduced the new Liebert GXT MT+ CX uninterruptible power supply (UPS) with 1/2/3 kVA capacity in India. The availability of the true double conversion online back-up power feature on this new UPS system makes it a reliable and uninterruptible power supply source for optimal running of small data centers, data networks, voice networks and process automation equipment, even in harsh power. The Liebert GXT MT+ CX model will be sold through various channels including Value Added Resellers, IT Resellers, Distributors and Business Partners in India. A major feature of this product is its adjustable battery charging current of up to 16 Amps. Additionally, this UPS also has a high output power factor of up to 0.8 which allows for more efficient utilization for business continuity. The new Liebert UPS reduces overall energy costs, thereby reducing TCO.
INDIAN HCP MARKET WITNESSED DIP; REPORT According to International Data Corpora- VENDOR SHARE - INDIA HCP MARKET Q4 2015 tion (IDC), Hardcopy Peripherals (HCP) market in India dropped by 17.3 percent Ricoh sequentially in Q4 2015 and reached 7.8% 813,643 units in terms of overall shipments. HP Others Overall, the Government purchasing was 40.7% 13.1% slow, complemented by weak consumer sentiments that prompted this decline. The end of festive season did not pull up Epson 17.7% the demand as expected from the channel 20.7% community which was one of the major factors for decline in the Inkjet market in Canon this quarter. Apart from this, the overall buying sentiments were also weak, specifically in the southern part of India where natural calamity in Tamil Nadu played a crucial role in lowering the overall demand. On the other hand, a decrease in number of large government deals affected the Laser Market complemented by the low pull from the enterprise segment in the A4 printer base segment. Albeit, HP witnessed a dip in this quarter but is still the leader followed by Canon, Epson, Ricoh and others.
Quantum, Milestone modernize surveillance environments Quantum Corp has announced that storage solutions combining Quantum’s StorNext 5 tiered storage platform with Milestone’s XProtect IP video management software (VMS) offer additional long-term data retention options as a seamless part of the video surveillance infrastructure. The file-based plug-in developed by Milestone’s Custom Development team provides a cost-effective storage option to overcome storage challenges posed by migrating from analog to digital network cameras and by increasing IP camera resolutions. This also helps to extend the utility of surveillance video beyond security applications. Combining the StorNext file system and XProtect provides direct access to stored data without requiring a third-party program. This approach allows XProtect to utilize more cost-effective storage technologies and enables the system to easily expand with increased bandwidth, primary storage or secondary tier capacity. If a security system is augmented with new high-resolution cameras, for example, bandwidth and capacity can be seamlessly added to the primary tier of storage.
Eaton to inaugurate Innovation Center very soon Power management company Eaton has announced its decision to establish a global innovation center in India over a state-of-the-art 390,000 sq. ft. facility at Magarpatta City in Pune. The establishment of the new Eaton India Innovation Center (EIIC) is a strategic program that is focused on enhancing organizational capabilities by leveraging high-end engineering talent and best-in-class infrastructure. The establishment of the EIIC will create a vertically integrated engineering organization that will deliver complete product design lifecycle management solutions for Eaton’s global businesses. The incubation center of the EIIC is operational from April 2016. Sudhakar Potukuchi, vice president – Technology, will head the EIIC. Commenting on the significance of the EIIC, Eaton’s Executive Vice President & Chief Technology Officer, Ram Ramakrishnan said, “The EIIC will be an integral part of Eaton’s global engineering footprint. The establishment of this center is in line with Eaton’s commitment to achieving global technology leadership through its focus on innovation.”
Citrix pleases partners with new intensive program As part of its ongoing commitment to the partner community, Citrix has announced updates to its partner program and incentive portfolio. Citrix is delineating its partner incentives to reward distinct sales activities. Specifically, Citrix is introducing a new suggested upfront discount for partner-identified and qualified opportunities, clarifying existing incentives to focus rewards on objective activities, and expanding its marketing development funds to fuel partner growth. Recalibrated incentives will reward Citrix partners for the value they bring to the entire sales cycle focused on two distinct selling functions: identifying and qualifying new opportunities and solution selling in existing and new opportunities. Designed to drive mid-market focused demand generation and enablement activities that target high-potential opportunities, Citrix is introducing a new Strategic Development Fund for Citrix Solution Advisors (CSAs) and distributors. In response to partner feedback, Citrix is updating all aspects of the CAR program with simplified objective processes that reward solution selling activities throughout the sales cycle.
SME CHANNELS 15 APRIL 2016
CORPORATE STRATEGY
LENOVO
LENOVO: TAKING ON THE BUMPY RIDE A US$ 46.296 billion (2015) company with 60,000 employees globally, Lenovo is probably one of the fastest growing company on earth. Whatever it touches it turns out to be gold. Probably its strategy of keeping the brand and growing it stands as a key to the success while others prefer assimilating. BY SANJAY MOHAPATRA sanjay@smechannels.com
L
enovo as an IT company is actually scripting a very good story not only in India but also in global market. It is focusing on its bastion that is APAC and like Apple, if any company is growing faster, it is Lenovo at least in the PC and smart phone segment after Apple. What the company has done is that it has relaunched the brands with a lot of value addition. For example, in IT space, the company has launched IBM PCs and servers with its original names of Think and Idea along with keeping its own brand Lenovo intact. And each productis positioned to address a particular requirement therefore very strategically avoided overlapping. In the laptop and PC segment, there are three sub brands within Lenovo portfolio, i.e. Lenovo, ThinkPad or ThinkCenter and IdeaPad or IdeaCentre. Similarly, in servers the company has kept the original name of IBM that are either System x or Flex Systems. Similarly, in the tablet space the company has also distinguished its offerings under Lenovo and ThinkPad brands. When Lenovo branded tablets are positioned for entertainment and consumers, ThinkPad is more for the business usage. Although in smartphones’ segment the company has only Lenovo branded products but it is for sure that after the acquisition of Motorola from Google, its stature is growing day by day. If that is not all Lenovo has also a range of storage (NAS), networking and hyper converged products – courtesy its tie-up with Nutanix to complete the offering. The company is trying to grow in both the directions in India – in consumer and business or
16 SME CHANNELS APRIL 2016
enterprise. Ashok Nair, Director, Home and Small Business, Lenovo India admits, “Even though Lenovo is transforming from a PC to a consumer technology player, it sees great scope in the PC industry and will continue to focus on it.” Although, Lenovo journey in India is quite smooth in some fronts but in other it is quite bumpy. For example, in the PC market,Lenovo is doing extremely well while in the server and storage, it has a lot of catching up, similar is in the case of tablets, although in the smart phones it is doing fairly well. Although it is a mix bag for the company but so is the journey for others in the competition!What Lenovo is doing right is consistently trying to nurture relationship with its partners. It is looking at the entire geography in two ways. When top eight cities are covered under a particular strategy, rest of the cities and hinterland are covered with a different strategy. The top eight cities it is targeting includingNew Delhi, Mumbai, Kolkata, Chennai, Bengaluru, Hyderabad, Ahmedabad and Puneare addressed with premium PCs from Lenovo; whereas the rest of the markets including tier 3 to 5 cities, are covered under the initiative called ‘Start up with Lenovo’. Ashok adds, “Lenovo is developing products for customers in tier 3-5 cities and is addressing some of the major barriers to PC penetration, such as affordability, after sales service, poor financing options and inadequate communication from PC vendors.” At the same time to address the growing smartphone market, Lenovo has been consistently introducing disruptive technology at an attractive
price with all its devices, which has helped the company to capture an impressive 11.6 per cent market share of the smartphone market within 2.5 years of its commencement and taken it to the 3rd large player in the country. Ashok says, “Our product line-up is particularly designed taking in consideration of the requirements of Indian consumers. We have specialised category segregation within that productline-up based on device USP’s which targets specific consumer groups.” As per him Lenovo has a complete range of phones spanning from $75 to $400 premium phones. Its YOGA devices have evolved over the years. From the IT perspective, the company depends on the channel partners as far as its go to market is concerned. And for last three years, Lenovo has tried to nurture the relationship with them. And in order to do so,the company is careful about three things. One: constant engagement with them through a larger field force spread in all locations. Two: incentivizing the partners and their sales managers,andfinally: enabling them with product training and demand generation programs. Some of the highlighted programs rolled out from the company could easily be differentiator in the market. For example, ‘Lenovo ka Sikander’ is unique in the sense that it not only rewards partner sales reps for generating sales, but also for effective lead generation. Similarly, Lenovo Cares is a unique health insurance program for Lenovo sales representatives employed with partner organizations.
LENOVO
CORPORATE STRATEGY
ASHOK NAIR, DIRECTOR, HOME AND SMALL BUSINESS, LENOVO INDIA
“LENOVO IS DEVELOPING PRODUCTS FOR CUSTOMERS IN TIER 3-5 CITIES AND IS ADDRESSING SOME OF THE MAJOR BARRIERS TO PC PENETRATION, SUCH AS AFFORDABILITY, AFTER SALES SERVICE, POOR FINANCING OPTIONS AND INADEQUATE COMMUNICATION FROM PC VENDORS.” Finally… It is no doubt that the company is facing tough times in the market but with its focus in getting the company into various government and commercial establishments have put them on a growth path. In the past Lenovo has bagged large orders from the state governments including Tamil Nadu and Uttar Pradesh. It is also contributing to the economy of the country by manufacturing in the country. But what will put the company absolutely on the front position is its focus on server and storage, which is growing rapidly owning to the infrastructure growth in the country. This is where also lies the better bottom-line for the company and its ecosystem partners.
RDP Commercial
Desktop PC’s
*The above shown images are for display purpose, Actual may vary.
*The above shown price is for intel celeron processor
HD Graphics
Enquiry - Tollfree
1800 200 2444
High Performance
Beautiful Look Mail Us
sales@rdp.in
Certified Products
3 Years Warranty
RDP Workstations Pvt. Ltd.
#403, Ashoka Capitol, Opp: KBR Park, Road no-2, Banjara Hills, Hyderabad - 500034, TS. Ph.No: 040-6457 1110.
SME CHANNELS 17 APRIL 2016
FEATURE
EPSON
EPSON GUNG HO ABOUT INDIA GROWTH With the assortment of products that address the entire spectrum of market from home, SoHo to the professionals, enterprises and government, the company has touched Rs.1300 crore mark in this FY and replaced a significant portion of laser printers from the market with its ink tank printers. BY SANJAY MOHAPATRA sanjay@smechannels.com
“WE ARE ABLE TO ACQUIRE IN EXCESS OF 5% OF THE ENTRY MONO LASER SPACE AS CUSTOMERS ARE SHIFTING INTO THE INK TANK PRINTERS.” N SAMBAMOORTHY, VICE PRESIDENT, SALES AND MARKETING, EPSON INDIA.
E
pson is always considered to be the underdog in the space of printing solutions market. Whenever people think of printing Epson comes as later but HP, Xerox and Canon as first, however the tag has helped the company to gain good grounds without much of aggressive strategy from the competition against Epson. Very quietly the company has plugged the gaps in the market with some very good products over the years. Today the company has followed its compatriot company - Canon India in terms of technologies and outpaced in some areas too and is on its way to cross Rs.1300 crore turnover this year from Rs.1078 crore last year. Epson has evolved its product ranges. Today along with its normal inkjet printers range there would be similar number of ink tank printers as well in the portfolio of Epson. This has helped the company to address the entire spectrum of market, which was not possible earlier. N Sambamoorthy, Vice President, Sales and
18 SME CHANNELS APRIL 2016
Marketing, Epson India, says, “We are seeing traction not only from the SOHO and enterprise market but also in home users for ink tank printers. This is an area where we are seeing a big increase. Till recent past, in government sectors, laser printer was a popular option; that is an area where we have been able to crack with our ink tank printers.” “To provide a data points, we are able to acquire in excess of 5% of the entry mono laser market as customers are shifting into the ink tank printers,” he added. The other factor, we have been noticing among the consumers is that printing in color is increasing. And Epson could see a growth of 3 - 4 - fold growth in their color printer portfolio. Sambamoorthy added, “The primary reason why we’ ve seen that color printing has increased largely because of the color advantage that customers get from our ink tank printer. We are able to provide the color printout at 28paisa per page.” The company has also introduced the heavy
duty printers with replaceable ink pack. Customers can easily print around 75,000 pages a month in color or mono with 30 paisa / copy for the mono and 70 paisa in color and this is able to replace some of the heavy duty copier machines in the market and even the commercial copier market is adopting this family of machines. This is where Epson is hoping to get great traction in the comming times. As per Sambamoorthy, most of the commercial users have using Epson printers for the commercial printing also so why the customers would not use these heavy duty machines now, which is quite logical. The customers are pretty satisfied with the quality and ruggedness of these printers and it is beyond doubt why they should not replace their high priced laser printers with these new generation ink pack printers. Particularly in the rural market where power fluctuation is rampant, these printers can help because these machines can run using as less as 30 watts. In a comparative matrix the TCO of laser copier includes the price of the copier machines and the running cost using power, which is always at the much higher side. Giving an example, Sambamoorthy explained, “These printers are so less power consuming that the user can use 300 VA battery to run these machines, which is as easy as that. And the copier centers have started adopting these machines as an option. Therefore, the market share for the ink tank printers are growing and able to eat 5% of the entry level laser printer market share.”
Finally… The ink tank printer market is pegged to be 1325, 000 as volume in 2015 and it is believed to grow at 5-7 per cent year on year in next three years. Similarly, the laser market size is around 1500,000 and in last 12-18 month Epson has been able to notch 5% of the entry level laser printer market. And, Epson is optimistic to convert 20% of laser market to inkjet in next 24-76 months.
HITACHI
SME TREND
“HDS WORKING HARD TO CREATE STABILITY FOR PARTNERS” Hitachi data System’s focus for 2016 is to help partners drive revenue around Internet of Things, Big Data Analytics and 3rd Platform Solutions. VIVEKANAND VENUGOPAL, VICE PRESIDENT AND GENERAL MANAGER, HITACHI DATA SYSTEMS, INDIA
BY SATINDER KAUR skaur@smechannels.com
B
est known for its storage and IT infrastructure expertise, Hitachi Data Systems is continuously focusing on its diversifying product and solution portfolios to become more than ‘just a storage company’ for many years now, quietly expanding proficiency in advanced data analytics, Internet of Things and connected intelligence. The Indian market has been a key contributor to the Hitachi Data Systems global business and is one of the fastest growing markets in the region with 40% growth rate. In India, HDS is focusing on BFSI, IT & ITeS, telecom, media & entertainment, government sector among others. It sees the next five years to be promising from a business standpoint. Hitachi Data System sees a lot of opportunity in the government’s Digital India and Smart Cities campaign, not just as a technology provider but more as a Social Innovation specialist. Through its recent acquisitions of Pentaho and Oxya, it is bolstering the analytics portfolio to address both business and society challenges. These acquisitions will help the company to further capitalize on Internet of Things market opportunities and expand the cloud services portfolio beyond IaaS to Application-as-a-Service, where we have high customer demand. Analysing the market, it is observed that customers these days are increasing their investment with Hitachi as they see the company as a stable
organisation bringing out a lot of value on a regular basis. The transformation within Hitachi has set forward a very clear message that in today’s volatile economy we need to really invest with companies who have stability as their number one value proposition. Beyond stability, it’s the value of the technology that HDS brings. When asked about the changing role of Channel Partners with newer technologies, Vivekanand Venugopal, Vice President and General Manager, Hitachi Data Systems, India excerpts, “At HDS we are extremely proud of how closely we are aligning our technology efforts with our key partners both on the technology side as well as the Go-To-Market side. Most of our business is driven through channel partners in India, and they will continue to play a key role in our growth strategy.” Venugopal further adds, “We have also understood that SI community is not going to fulfil all the business and transformation projects in the Indian market. Addressing this need, there are going to be a select bunch of partners who are very focused on a specific industry with specific business proposition and we have categorised them as our regional system integrators. They focus on government initiatives, initiatives on defence sector, railways, smart cities etc. We have identified these partners and categorized them as Regional System Integrators. Our third category of partners is the value added resellers.”
“THE MEASURE OF HDS SUCCESS COMES FROM THE EVALUATION DONE BY THE CUSTOMERS; IF THEY HAVE BEEN SUCCESSFUL IN THEIR BUSINESS OUTCOME AND IF PARTNER’S BUSINESS IS PROFITABLE.” The measure of HDS success comes from the evaluation done by the customers; if the customers have been successful in their business outcome and if partner’s business is profitable. That is the only true measure of success. Venugopal conveyed the message that it will continue to leverage its partners’ capabilities to reach customers while supporting them with new products and professional service offerings so that they in turn can become trusted advisors to their customers. HDS with its expanding portfolio along with its exclusive marketing strategy will create the required stability for partners. In addition, the company is also committed to partners grow revenue, margins and attract new talent to win in this market place.
SME CHANNELS 19 APRIL 2016
SME CHAT
SRIHARI PALANGALA, DIRECTOR &HEAD OF MARKETING, EMC
EMC WITH DELL TO OFFER MORE PROFITABILITY TO PARTNERS With the Duo Shaking the Muscles, it is only partners to gain. SME Channels caught up with Srihari Palangala, Director & Head of Marketing, EMC, to gain more insights of the corporate strategy. An excerpt…
What is in store from EMC for 2016? A whole bunch of things are lined up for 2016. For example, a lot of products announcements are sched-uled to happen and completion of Dell and EMC merger is scheduled to happen. So 2016 is a very exciting year for us not only for the global operations and India operations too. Obviously, we’ve already seen so many things on the radar, but there are many things, which will come out during the course of the year. Will there be any significant change in terms of the India market, or the channel strategy with this merger? There are enterprise customers which are named accounts for us, where EMC has special focus. Outside of the named accounts, there is a whole lot of large space, where traditionally most technology companies are looking to increasing their pie, so also EMC is. That is where the channel or partner ecosystem has a role to play. If you flip it from the channel perspective, not only they have a role to play in the whole large white space but also in the enterprise space. We have the ability to keep our partners really close to us, in terms of enabling
20 SME CHANNELS APRIL 2016
them to resonate our message to the customers or bring out new logo and offerings to the customers, etc., which is very critical and important. We are embarking on a journey of marketing to them and also marketing with them. The mid-market is such a large play that we have to rely on our partners to tap into the growth engine to get new logos and enter newer segments. We will expand the entire engine with more fit on street to ena-ble the partners. The other thing that we will be focusing from the strategic perspective where there is opportunity from the mid- market perspective is really two dimensions. We are looking to expand our geooutreach, as in what can we do for tier-2 and tier-3 cities. Secondly, we have come up with newer products around flash and hyper-converged infrastructure. So when we take these new products to the market, we want to have that marketing tool with the partners, so that they understand our message really well and also carry it on our behalf to the end users. What will be the impact on the EMC partners from this Merger, probably for Dell partners it will not be a surprise as they used to deal with
“SO OUR SIDE OF ECOSYSTEM IS UP FOR THE BIG TASK OF LARGER ENGAGEMENTS. FROM DELL PERSPECTIVE, THEY ARE NOT NEW EITHER.” EMC products? It is obviously hard to read exactly how that alignment will pan out but from the macro-picture perspec-tive, we are offering high end enterprise engagement and that is what is our sweet spot now. Our ability to engage with enterprise accounts, have that level of service and quality, and have that level of response, and guarantee on our product. So our side of ecosystem is up for the big task of larger engagements. From Dell perspective, they are not new either. From my sense, Dell is more comfortable in that sort of an eco-system in terms of much more products foot print, more volume for them also. So, now if you look at how we engage with partners, it is about deep focus on the customers. What is the timeline you have set for this transition in India? To be honest, I don’t have any more information to share but what we are thinking as it is in the public domain that May to October is the time frame of our transition. (For more log onto www.smechannels.com )
VCE
SME BIZ
MID MARKET TO
DRIVE VCE VxRAIL
BUSINESS
For Midmarket situation, Hyper-converged infrastructures are the ideal solutions as these offer quick installation and easy to manage. These solutions also offer a good window for the traditional server and storage partners to enhance their margin opportunity. BY: SANJAY MOHAPATRA Sanjay@smechannels.com
T
here’s no denying that hyperconverged infrastructure is gaining grounds against the traditional infrastructures reason being these machines are faster to deploy and easy to manage. Today’s organizations, which are out of the garages or small setups, but with big ideas to upset the age old businesses, are going with complete IT enablement from the word start. These organizations are finding these solutions more useful than others - though the established organizations are also finding a great value in these machines. Therefore, the analysts believe that this market is growing at 60% YoY to touch USD 4Bn+ by 2020. Specifically, Gartner expects it to go to a $5 billion market by 2019, becoming the category leader by revenue in pre-integrated full-stack infrastructure products. For the India market, these solutions peg to exceed USD 15Mn in FY 2016 itself, of which 50% is expected from midmarket and rest to be from the large enterprises and corporates. This opportunity has prompted the leaders EMC and VMware - to jointly launch a new range of Hyper-Converged solutions VxRail under its VCE brand. The range will include broad portfolio of offerings starting from solutions catering small workloads (100 VM’s) all the way to enterprise DC
RAJESH RAMNANI, REGIONAL DIRECTOR AT VCE. workloads of 3200 plus VM’s in a single stack. EMC already has five certified partners in every region and certified System Integrators in India to ensure appropriate reach and support for this technology across India and associated geographies. EMC certified SI’s and partners will position and lead with EMC Converged Platform solutions. VCE VxRail, which offers perfect blend of EMC rich data services and systems management capabilities with VMware’s hyper-converged software including VMware vSphere, vCenter Server and VMware Virtual SAN. The beauty of the product is that it does away with the complexity in installation and management as comes from EMC factory directly. The second beauty is that it is easily scalable. So for the partners the whole family of VCE VxRail offers an additional opportunity to engage with the customers – whether it is for greenfield or brownfield environment. “Hyper converged industry is a space which will continue to grow and partners now have an opportunity to work with EMC and VMware and redefine this market and establish themselves as leaders in this space,” said, Rajesh Ramnani, Regional Director at VCE. “The launch of VxRail widens the scope of opportunity for our partners.” In India EMC has five certified partners in
“PARTNERS NOW HAVE AN OPPORTUNITY TO WORK WITH EMC AND VMWARE AND REDEFINE THIS MARKET.” every region. And these partners will play a significant role to ensure appropriate reach and support for this technology across India and associated geographies. The question comes if this product needs special training for the partners? Denying the query, Rajeshe said, “No formal training is required for this product as the product is extremely easy to deploy and install. However, EMC is conducting a three city training on messaging and product positioning, we initiated this during product launch and will continue the same in April as well.” Apart from the mid-market organizations, this solution targets the early adopters like IT/ITES, BFSI, Telecom and Federal organizations for large Hyper-Converged systems. Rajeshe maintains, “Purpose built Hyper-Converged systems are good fit in Large Enterprises, Public sector and Manufacturing Units. For low to mid-range hyper converged systems target markets include Enterprise select customers and Remote/Branch offices of large corporates.” (For reading compelete coverage log on to www. smechannels.com)
SME CHANNELS 21 APRIL 2016
COVER STORY
BIG DATA & ANALYTICS:
A BIG GAME PLAY FOR
PARTNERS BY SATINDER KAUR skaur@smechannels.com
Considering that the market is expected to grow at over 26 percent compound annual growth rate to $41.5 billion through 2018 as per IDC, there is a massive business opportunity for Channel Partners to make the most out of it.
22 SME CHANNELS APRIL 2016
COVER STORY
B
ig data with big relevance is helping the entire world. Data is the new currency, Businesses who need to be competitive need insights from the data they are creating, companies that use data are more likely to be successful than their peers, A data driven company is likely to make a large impact on their business as well as the industry they operate in. Businesses have always wanted to increase revenue and reduce costs, this was always the key to their success, however with increased competition and similarity of practices, they are forced to rely on analytics and insight on how to be effective and create more value for their customers, every rupee spent has to pay back the business. Value creation is key to sustained and long term business impact. The latest report from TRAI says that, in a country like India, with a population of 1.252 billion, number of mobile phone subscribers
has almost touched the billion figure mark with YoY growth of around 6.71% .Tapping into this huge trove of information can create fortune for IT services and analytics firms. India offered a huge market opportunity for the IT services and analytics firms of almost $1 billion in 2015, according to a report launched by IT industry body NASSCOM and Crisil. New opportunities emerge across Governments to be ahead of the uncertainties be it agriculture, crime, intelligence, smart cities, national security etc. Banking and Insurance throws up areas around customer churn, loyalty, cross sell and customer value. Manufacturing is adopting IOT solutions to save money and get smarter. Pharma and life sciences are betting on the next big drug innovation. Srikanth Karnakota, Director – Server and Cloud Business, Microsoft India opines, “Every industry is relying on Data. The end result of all this will be to democratize data, so that every individual can create insights that help him to get smarter, his company to get smarter and eventually lead the business. Data is new trend, in every way. � Big data is not just revolutionizing the world of business, it is changing the way the world functions. The data volumes, velocity, veracity and variety are creating new challenges. Accord-
SME CHANNELS 23 APRIL 2016
COVER STORY
“EVERY INDUSTRY IS RELYING ON DATA. THE END RESULT OF ALL THIS WILL BE TO DEMOCRATIZE DATA, SO THAT EVERY INDIVIDUAL CAN CREATE INSIGHTS .” SRIKANTH KARNAKOTA, DIRECTOR – SERVER AND CLOUD BUSINESS, MICROSOFT INDIA
ing to Amit Gupta, Chief Operating Officer, spocto, “The trend in big data today is the shift from volumes to value. While it is important to note that the volumes of big data are huge and are going to keep increasing, without its proper analysis, it is just going to become an information overload.”
A new horizon for Channel Partners to explore Considering that the market is expected to grow at over 26 percent compound annual growth rate to $41.5 billion through 2018 as per IDC, there is a massive business opportunity for Channel Partners to make the most out of it. Anil Sethi, Director & General Manager, Channels, Dell India says, “A partner who has the right approach towards the customer and who has end-to-end solutions capability will succeed than others who provide solutions in silos.”India has always been early in the adoption of new and improved technology solutions and business intelligence is no different. Partners in India are presented with a unique opportunity. Customers are in need of quality consulting and resources, who can understand
both sides of the coin, namely technology and business, and also be able to remain technologically agnostic. “As businesses focus on making data driven decisions, the opportunities for big data analytics are immense. Recently, we are also experiencing a spike in demand for big data analytics coming from emerging startups as well as small businesses which creates an open field for our partners to explore and expand. The rising use of social media and IoT is accelerating this further as companies generate large chunks of data that needs to be analyzed. Platforms such as SAP HANA are helping organisations take efficient business decisions that fuel growth”, says Avinash Purwar, Vice President and Head of Partner Operations – India Subcontinent, SAP . In the past, customers have decided that solutions and chosen technologies were based on point requirements, but now these technologies are no longer suitable with the changing landscape. What is required is a holistic approach with keeping the future in mind and partners who are capable of this will clearly stand out. Keeping this in mind, D. Chethan Kumar, Head of Sales – India, South Asia, TIBCO shares,
“TODAY, WHILE THERE IS A CRITICAL MASS OF SUCH PARTNERS TO ENABLE GOOD CUSTOMER SATISFACTION, THIS NEED IS GROWING RAPIDLY, DUE TO WHICH THE NUMBER OF PARTNERS REQUIRED GROWS DAY BY DAY.” D. CHETHAN KUMAR, HEAD OF SALES – INDIA, SOUTH ASIA, TIBCO
24 SME CHANNELS APRIL 2016
“A PARTNER WHO HAS THE RIGHT APPROACH TOWARDS THE CUSTOMER WILL SUCCEED THAN OTHERS WHO PROVIDE SOLUTIONS IN SILOS.” ANIL SETHI, DIRECTOR & GENERAL MANAGER, CHANNELS, DELL INDIA
“Today, while there is a critical mass of such partners to enable good customer satisfaction, this need is growing rapidly, due to which the number of partners required grows day by day.”
Partners need to enhance the capability & understanding Every partner who is serious about their business intelligence practice needs to constantly keep reinventing themselves. Such is the nature of the industry. However, the basics of the technology remain the same. A partner who has a good grasp on technologies can easily pick up the changing trends. However, those who wish to have a deep specialisation can also choose to do so. A majority of partners have several consulting practices, including security. Their customers can evaluate the partners’ capabilities prior to engaging or having a mix of suitable partners. In this heterogeneous industry model, experts are regularly available. There is definitely scope for enhancing the capability and understanding. The business landscape is changing faster than ever and so is the technology landscape. The market for channel partners is also pretty crowded. Talking about the challenges for partners, Eron Kar, Practice Head- Analytics, Happiest Minds Technologies Says, “The biggest
COVER STORY
“TODAY , THE TREND IN BIG DATA IS THE SHIFT FROM VOLUMES TO VALUE.” AMIT GUPTA, CHIEF OPERATING OFFICER, SPOCTO
challenge for channel partners is to manage the shifting technology landscape, hire the right talent in a volatile and highly competitive job market and still remain relevant to business and end customers of Big Data and Analytics.” Shedding more light on this, Sunil Jose, Managing Director, Teradata India excerpts, “Companies should increasingly innovate and revolutionize as big data has the ability to change everything and anything. Efficient big data toolsets enable low cost, scalable, high-performance and near real-time analytics.”
Tips for partners aspiring to take up Big Data & Analytics It is seen that vendors and channel partners all over are increasing investing in technologies such as big data and analytics amid growth in data consumption as they look to retain customers, gain competitive edge and increase revenue per user. A majority of partners have several consulting practices, including security. Their customers can evaluate the partners’ capabilities prior to engaging or having a mix of suitable partners. In this heterogeneous industry model, experts are regularly available. Partners looking to enter the market should do so in all eagerness and urgency.
This is a very rapidly changing world and hence skills enhancement is a constant requirement. What is certain is the ability to find the opportunity and what is not certain is the ability to possess the skills to implement the right solution. Even the vendors should recruit the right candidates and train them, retrain them and retain them. This is good even for the industry. In general, partners aspiring big data solution can place themselves on the path to excellence by taking care the following things in mind, l Choose repeatable, easy-to-implement, out-of-the-box configurable solutions. l Acquire and retain talent with domain and technical knowledge. l Ensure that there is a good support network. l Check for infrastructure implementation capability. Security is a key concern for all of the big data implementations especially in the banking and health care segments. Teradata help its partners in building effective business strategies basis their data; enabling them to understand and solve big data strategy questions like how to manage different types of data, how to bring the right data
“AS BUSINESSES FOCUS ON MAKING DATA DRIVEN DECISIONS, THE OPPORTUNITIES FOR BIG DATA ANALYTICS ARE IMMENSE.” AVINASH PURWAR, VICE PRESIDENT AND HEAD OF PARTNER OPERATIONS – INDIA SUBCONTINENT, SAP
“COMPANIES SHOULD INCREASINGLY INNOVATE AND REVOLUTIONIZE AS BIG DATA HAS THE ABILITY TO CHANGE EVERYTHING AND ANYTHING.” SUNIL JOSE, MANAGING DIRECTOR, TERADATA INDIA
together to solve business problems, etc. As per Akila Vasudevan, Business Analytics & Strategy Service Line Leader at IBM Global Business Services India vision towards Big Data, “The mid-market opportunity on big data can be accelerated through the cloud based offerings on big data. The offerings on Software-as-a-Service and Platform-as-a-Service for development, testing and production add significant time to market value.
At the end… The concept of big data has been around for years. For a long time, it was only the big companies that adopted big data analytics to enhance customer experience, while the midmarket and smaller companies simply made use of data warehouses. The key to success in Big Data projects is choosing the tools wisely, implementing a self service capablity and involving all consumer teams early on in the decision making and implementation process. Keeping abreast of the changing landscape, along with a keen eye on upcoming future changes is of utmost importance for any Big Data and Fast Data Projects. For a business to succeed in its big data projects it is rudimentary for them to comprehend on how this project will help towards their business objectives.
SME CHANNELS 25 APRIL 2016
PARTNER CORNER
PROACTIVE DATA
REDISCOVERING GROWTH IN TRANSITION Rajiv Kumar, Managing Director and CEO, Proactive Data Systems talks about the company’s journey so far in the Indian IT sector shedding light on transitions, challenges, changing trends in technology and how to stay in the gamein an exclusive with SME Channels. BY: CHITRESH SEHGAL csehgal@accentinfomedia.com
P
roactive Data Systems is a 2-decade old company which has been in the Information Technology business from its inception. Earlier a true blue network infrastructure company, Proactive expanded business three years ago into an end-to-end IT Infrastructure solution provider. Today, its business spans around Data Center. The company is a full-fledged IT infrastructure provider offering complete services as per customer requirements. The company is a certified Cisco gold partner and has been associated with Cisco since 2000. With Cisco, Proactive has grown from a reseller, to a premium partner, a premier select, silver and eventually gold three years ago. Apart from Cisco, Proactive is also a silver partner for EMC, a premier partner for NetApp, partner for VMware, silver partner for Panduit and Comscope. Rajiv Kumar, Managing Director and CEO, Proactive Data, “We at Proactive cater to a limited number of brands making strong commitment with each of them in terms of partnership and training.”
The Transition “It all started about 3 yrs back when we decided to expand our services. The growth in the network infrastructure business was flattening out and we had to look for new spaces to cater to our ambitions. The descision to enter IT infrastructure space was a logical one as we already had a large number of our clients who we had to refer somewhere else when it came to IT infrastructure demands,” he added. “Our primary expansion was into Data Centers. Today, we handle end-to-end IT requirements ranging from servers, build outs, virtualization and turnkey projects with entire data center setup. With our clients and their trust
26 SME CHANNELS APRIL 2016
in Proactive, the expansion was a success. The first year into the transition was tough but there has been rapid growth in the last two years.” For a company like Proactive, which is not into manufacturing or has a product or a brand, the employees are the main strength. So Rajiv ensures that maintain a pool of committed and dedicated team that consistently endeavors to add value to its services. He understands that the customers are the prize and advocates a customer oriented approach from top to bottom in the office, day in day out, which is also philosophy that Proactive has imbibed. Proactive Data currently employ a 120 strong workforce. Around 1/6th of these are finance, administration and marketing personnel whereas the rest hundred are technical. This shows Proactive’s technical prowess and ambition towards providing top quality products and services. As IT infrastructure is a new segment, there are consistent updates and new tools and apps which demand an equally consistent retraining of employees. Threfore the company trains and retrains employees all the time and have an inhouse senior designated company executive who is in charge of all the training. Apart from in-house, the company also ropes in experts from Cisco, EMC etc. to offer training in the head office and also branches in Bangalore, Chennai and Pune covering south and western India. He added, “We have invested a lot to make sure we can train a large number of people including our branch teams simultaneously through VC so that the entire offices can get trained and branch offices do not lag behind in technical knowledge.” With recent technological trends, the IT market has become increasingly software and applica-
tion oriented. Rajiv maintains, “We are being pushed by OEMs to enter the software business. The fact that cannot be denied is that software has crept into everything. Even the infrastructure business is now heavily software based. We have been retraining people, becoming more software oriented and also hiring new employees to cater to new demands. One can say that entering the software market isn’t a choice but inevitable in today’s market scenario.”
Projects, Initiatives and IOT Proactive Data Systems works both as a systems integrator and a service/solution provider. The company has the ability to execute large projects independent. However, large-sized projects like smart cities, smart buildings and IOT implementation need extensive collaboration between government and private organizations. As per Rajiv, earlier, Proactive could do a lot of end-to-end solution integration but more recently partnerships and collaborations have taken the front seat. He added, “As a company, we are at a very early stage in IOT. We have done POCs in surveillance and analytics for Ministry of Defense, GOI and rural education. Projects have become heavily software based and this needs employing technical specialists and hiring software experts.” From the verticals perspectice, Proactive has interest in education and manufacturing and this will be its main IOT focus. Talking about Cloud and Big Data, even today Proactive is involved in offering cloud based solutionsand this will continue.
Services Business Proactive deals in two kinds of services. Firstly it
PROACTIVE DATA
PARTNER CORNER
RAJIV KUMAR, PROACTIVE DATA SYSTEMS MD & CEO
“ENTERING THE SOFTWARE MARKET ISN’T A CHOICE BUT INEVITABLE IN TODAY’S MARKET SCENARIO.” What is your advice to the fellow Partners? It is a tough question to answer given the disruptive time and technology, but I can safely say that giving value is pivotal to the channel business. One should constantly aim at giving value to the customers and partners. Partners need to be sensitive to changing trends and should deliver value through adopting newer technologies, expanding portfolio, and moving in sync with the times. Additionally, from experience I’ve seen that the main problems associated with channels is delivering consistently on quality. Investing in people and systems is crucial. We have seen our investments in people paid off and the same for creating system. People and systems will ensure that the same level of quality is offered at every time and to every customer. What is the future of Channel Business in India There is a lot of scope for channels and the increasing shift and dependence on IT and emergence of IOT will propel growth. The channel business has lately seen a shift from products towards delivering services or solutions. We stopped the reseller business way back and shifted towards delivering value through IT services. The way of doing business might be changing but the space for channel partners and solution providers is sure to remain.
acts as a system integrator in large projects and then as a provider for traditional servicies from Cisco and other companies. He maintains, “We have our own set of services under the name Pro-care. These services are provided as a wrapping with the Cisco solution. The services constitute to around 24 percent of our growing business and we plan to take this number to 30 percent.” In terms of growth, the company has seen tremendous growth in the last two years. Our growth this year was at 65 percent closing on Rs.187 crores compared to 45 percent the previous year to close at Rs.117 crores. Our expectation for next year is a growth of 30-35 percent projecting crossing Rs.220 crores by April’17. The majority of our business is from Cisco having a share of 74 percent. EMC products amount to roughly 6-7 percent whereas structured cabling garners 10-12 percent share. Rest of the revenue is balanced by our other products and services. Projecting a more than double digit growth, Proactive strengthens its team as well as its security portfolio. Rajiv comments, “Also we are focusing on cloud based products like collaboration and video products like Cisco’s
Meraki, which is already a big hit. Our partner business with Cisco will undoubtedly remain at the helm of our operations. We have strengthened our supply chain, invested in ERP, and B2B with Cisco. Most of the market share for Cisco Products is with the main two or three partners. Strengthening our services and offering better turnaround time, we intend to capture market and take business from the prominent partners.” He concludes, “Even after completing 20 years in the industry, we at Proactive cannot say that doing business has smooth. These have been demanding times, with rapidly changing technologies and new innovations on the horizon every day. I myself have been in a constant phase of rediscovering business, learning new technologies, identifying trends as things have been getting tougher.
Finally... For Proactive Data Systems, the goal is more towards staying on course with growth and giving value to our people, employees, customers and partners. Instead of going by numbers, the company believes the goal is to adapt with transitions and stay relevant.
SME CHANNELS 27 APRIL 2016
CHANNEL ROADMAP
TELEXCELL
TELEXCELL LOOKING FOR
‘SMART’ PARTNERS For Vistara Network, TelExcell would have 8 offices all across the country because the main business comes in this country from bigger cities. From there it’ll have sub distribution, reselling channel, and solution providers. BY SATINDER KAUR skaur@smechannels.com
T
elExcell Information Systems Limited has been involved in Value Added Distribution and System Integration business with a track record of launching some of the most innovative Wireless, Access Control, Security, Surveillance, Networking and Storage products. Over the years TelExcell has introduced new technologies to the Indian markets and proactively delivered networking solutions to Enterprise customers & Indian SMEs while assisting its Channel Partners in catering to the demands of cost effective, scalable & reliable solutions from their clients. With a by-line that says “Everything is Connected” it has been helping businesses use technology to increase productivity & profitability and is a trusted advisor for all IT/ Networking & Telecom needs, with 2015 revenues in excess of Rs. 100 crores.
The latest Move With offices in all major metros and several other cities across India, supported by a distribution network of more than 300 channel partners TelExcell recently launched its subsidiary, ‘Vistara Network Pvt. Ltd.’ as its Value Added Distribution Company. With this, TelExcell has struck a strategic shift by forming a distribution-specific arm christened Vistara Network. Henceforth, there are two distinct operational entities, TelExcell and
28 SME CHANNELS APRIL 2016
TELEXCELL
VIKAS DUREJA, CEO, TELEXCELL
“TELEXCELL HAS ALWAYS BEEN HELPING AND SUPPORTING YOUNG ENTREPRENEURS TO BECOME OUR PARTNERS.” Vistara Network—the former acting as a network & digital surveillance solutions provider, while the later dedicated to distributing networking and digital surveillance products.
Partner Network TelExcell has 300+ channel partners all over the country, who are not typical channel partners; but are system integrators and network integrators. So they have the basic expertise and TelExcell keep on giving them requisite trainings. In return, we have been witnessing a huge support and increased trust levels from all our partners. . The company takes utmost care in retaining skilled employees and also in hiring the right people.
Opportunity for Partners Mahendra Lalwani, Managing Director, TelExcell said, “The formation of Vistara Network is aimed towards making quality, yet, affordable prod-
CHANNEL ROADMAP
MAHENDRA LALWANI, MANAGING DIRECTOR, TELEXCELL
“WE SHALL MIGRATE ALL OUR DISTRIBUTION ARRANGEMENTS TO OUR NEWLY FORMED SUBSIDIARY, VISTARA NETWORK.”
ucts available to the wider expanse of the Indian market. We shall migrate all our distribution arrangements to our newly formed subsidiary, Vistara Network, over the coming days in an effort to avoid any conflict of interest with our Channel Partners in the SI and solutions space. Lalwani further adds, “Vistara has the benefits of starting with an excellent, multi-sourced, product portfolio as its heritage, now backed with a strong management team, robust and automated order processing systems and a professional business development team. These are all the ingredients that can contribute to make Vistara Network a Distributor of Choice for both vendors and resellers. We are ready to work with any partners who want to do work in smart wireless and not just wireless (SOHO products). We want to do work with product partners who want to do smart wireless, safe wireless.”
Message for Partners TelExcell’s message for its partners is - Make more money. Explaining this Lalwani adds, “When you give a product, the margins are measurable. However, when you give a solution, you can easily scale-up your margins. So, don’t just sell a box, sell a solution. When we are selling a solution, customers may not be aware about the cost, as if in case of a product. When you say I am giving a manageable wireless, and then it’s the product, it’s the service – all together. End of the day, it’s all about the partner needs to make margins. Vikas Dureja, CEO, TelExcell says, “TelExcell has always been helping and supporting young entrepreneurs to become our partners. New entrepreneurs like college going students or those who have just finished their engineering, can come and become our valuable partners and earn money, instead of waiting in a queue for multinationals to offer them a job.”
SME CHANNELS 29 APRIL 2016
PARTNER CORNER
ASHOK PODDAR, PROPRIETOR, ASHOK TRADERS, MUMBAI
MATRIX IS A BRAND THAT STANDS FOR ‘SUBSTANCE’ Matrix provides solutions with heavy focus on quality and customer service. Key differentiators lie in providing pre-sales, post-sales and R&D support.
Brief us about your company? We are an Office Automation Distribution company for Landline Phones, Analog & IP PBX Solutions, Gateway Solutions, Audio Conferencing Solutions, Video Conferencing Solution, Display devices, Video Surveillance, Access Control Systems & Attendance Management Solutions.
How do you find telecom market in India? The telecom market in India is a very large market with many opportunities and avenues to grow business in IP Telephone, Conferencing Bridge Voice Solutions & Network upgrades from Legacy to Modern VOIP Enabled services.
What is your turnover and growth percentage? Last Year we achieved a turnover of 24 Crores and we shall be working to achieve a modest growth of 20% this year.
What kind of telecom solutions you have? We provide complete set up of Analog & IP PBX with end points, Voice Gateways, Audio Conferencing Devices, and Desktop Video Conferencing devices that are required in offices, hotels and other commercial establishments.
What kind of solutions and products you are dealing in? We are in the business of Distribution of Landline Phones (Analogue and IP), Audio Conferencing Products (Analogue and IP), Unified Communications / Telephony Solutions, Gateway Solutions, Video Conferencing Solutions along with Display Devices, Access Control & Time Attendance Management Solutions, Content Management and Web Conferencing Solutions.
30 SME CHANNELS APRIL 2016
How do you find Matrix products in terms of its advantages vis-àvis other brands? Matrix is a brand that stands for ‘SUBSTANCE’ in terms of technology, depth, genuineness and going beyond the mere outer façade & offering more values in all areas. This is what differentiates Matrix from its competitors. It strives to offer MORE in everything it does – technology, appli-
“MATRIX STRIVES TO OFFER MORE IN EVERYTHING IT DOES – TECHNOLOGY, APPLICATIONS, FUNCTIONS, FEATURES, PERFORMANCE, FLEXIBILITY, RELIABILITY AND SUPPORT.” cations, functions, features, performance, flexibility, reliability and support. Matrix positioning is based on offering more of these true, inherent values which customers expect from infrastructure solutions. Most importantly, Matrix has an in-house manufacturing unit and R&D Centre to offer quick turnaround for clients. As a partner what kind of products you want to add this year? This year our focus shall be on integration of IPVS with Access Control and providing a complete range of IP Phones, complying with the needs and requirements of large Corporates having multi locational offices.
SME CHAT
RIZHKANT ZHA, DIRECTOR SYSTEM SOLUTION DIVISION, PANASONIC INDIA
PANASONIC TO RUN ON B2B GEAR Panasonic is primarily (globally) an enterprise company and going forward the India business will also be focusing on the B2B segment, while maintaining its lead on the B2C market. It has committed to a revenue target of $4.8 billion for the country by 2018.
Where does B2B business stand in Panasonic India’s scheme of things? Globally, B2B Contributes to more than 70% to our total revenues, making it the biggest segment for us. However, in India we have been focusing more on the B2C segment for the past few decades. This equation will soon change because under the new direction from the leadership team at Panasonic, we will be looking at scaling up on the B2B front, especially in areas like energy storage and security and surveillance. What are the services that Panasonic is offering to B2B industry in India? Our B2B product portfolio is aimed at harnessing machine-to-machine (M2M) communication and automation technologies to amplify the technology impact on the industry and provide customized solutions for different professional applications When it comes to our product portfolio for the India market, we will be focused on providing completely integrated and holistic solutions for the end-to-end automation of business processes. The diverse range of our B2B product portfolio ranges from; wireless HD communication systems, intuitive security and surveillance solutions, high-speed laser multi-functional printers, 4K-enabled projectors and display panels, and military-grade rugged Toughbook.
What is Panasonic’s present revenue share in B2B market? Panasonic India’s current revenue for the entire business is around Rs. 8717 crores and B2B segment contributes around 30% to this number. Globally, B2B is more than 70% of the total revenue. What is your strategy to expand margins and lead to better profitability? Panasonic’s overall business strategy in India is based on three core pillars of empowerment, localization or innovation, and rich communication. India is one of the most important markets for us and presents tremendous growth potential to the brand. While the Panasonic consumer business continues to grow in India, more emphasis is being given to the enterprise solutions vertical. Can you shed some light on Panasonic’s go to market strategy for this segment? Panasonic has always believed in educating customers to enable them to take empowered decisions. However, from a B2B standpoint, our go-to-market strategy is dependent on the target customer and the product type that we have to offer. Being an electronic brand with a wide-array of products, we depend on our channel partners extensively. We empower them and provide them
“WE ARE HOPING TO BRING THE B2B TO B2C RATIO TO ABOUT 50:50 IN THE NEXT FEW YEARS.” with adequate training on regular basis so that they are informed and can cater to the needs of every consumer. What are your plans for 2016? In 2015 , our major focus was on offering ‘Smart Solutions’ to create value for our customers and thereby, becoming the most trusted brand with responsibility towards the society. Major areas of focus were related to enterprise mobility, energy, security and surveillance and energy management solutions. For 2016, we will be focusing on and leveraging our mobility, energy and security solutions, which we see as key growth areas in India. Recently, Deloitte and Confederation of Indian Industry (CII) did a study that revealed that not even one percent of India’s total solar energy potential has been harvested till date. Thus, keeping in view these requirements, we will be leveraging our existing products and continue to offer new products in these segments to create market leadership for us.
SME CHANNELS 31 APRIL 2016
CHANNEL ROADMAP
AXIS
AXIS AIMING TO
INCREASE
CHANNEL BASE TO 4,000 BY 2016 END One of the major projects executed by Axis Communication is the Mysore Palace. The second one is the Nanded city surveillance, and the other prestigious project is the Nashik Kumbh Mela, which is one of the largest human congregations on the Earth. BY SATINDER KAUR skaur@smechannels.com
W
ith a strong focus on R&D and innovation, Axis Communication led to many industry firsts, including the world’s first network camera, the video encoder, HDTV and thermal network cameras. But, what makes the company truly different is all the work it does behind the scenes. Axis Communication always listening to and learning from each other – that includes colleagues, customers and partners. SME Channels had the opportunity to interact Magnus Zederfeldt, Regional Director, South Asia Pacific, Axis Communications & Sudhindra Holla, Country Head, Axis Communications, where these leaders shed light on company’s growth chart and planning for the near future.
Growth drivers for surveillance industry in India The government is doing a commendable job by implementing initiatives like Make in India & Smart Cities in our country. Even before the cities get smarter, the cities are getting safer. Therefore we are seeing a lot of projects and boom especially in traffic monitoring and city surveillance in safety perspective and also in smart cities. From
32 SME CHANNELS APRIL 2016
AXIS
SUDHINDRA HOLLA, COUNTRY HEAD, AXIS COMMUNICATIONS
“CITY SURVEILLANCE IS ONE OF OUR MAIN FOCUS; WE HAVE BEEN ALWAYS GOOD IN THE COMMERCIAL SECTOR BUT NOW, WE ARE ALSO GROWING INTO THE GOVERNMENT AND INDUSTRY VERTICALS.” Axis perspective, Sudhindra Holla excerpts, “City surveillance is one of our main focus; we have been always good in the commercial sector but now, we are also growing into the government and industry verticals. We are engaging with the consultants, system integrators and the end users and trying to educate with the knowledge we have in building the smart cities and safe cities.”
Trends for 2016 There is a growing demand for intelligent cameras and solutions in India; people want more auto cameras with smart sensors, a camera to help them with real time images and alerts. A lot of these demands have been already implemented globally by Axis Communications, but now with the smart city initiative and investments, the interest and understanding of CCTV solutions and cameras are increasing. Regarding the growing trend in surveillance market with respect to demand, Magnus Zederfeldt shares, “Till a year ago people were happy with 720p quality images but now everybody want 1080p which is full HDTV. Today we even have big cameras, which are 4K that provide cinema quality resolution and clarity, so the quality is a growing trend.” With the increase in image quality the storage, bandwidth becomes a big challenge, because the image gets heavier; so another
CHANNEL ROADMAP
MAGNUS ZEDERFELDT, REGIONAL DIRECTOR, SOUTH ASIA PACIFIC, AXIS COMMUNICATIONS
“WE ARE LOOKING AT PARTNER LOYALTY, SO THAT WE CAN WORK TOGETHER AND THE SOLUTIONS COULD BE BETTER UNDERSTOOD AND ARTICULATED TO THE END CUSTOMERS.”
trend is how somebody compresses the videos. However, Axis has a solution. Thanks to its innovative technology called the Zipstream technology, which was launched last year. This technology takes down the bandwidth and storage up to 50%. This becomes very important, as it complements the image quality which people look for and helps them to overcome the challenge regarding bandwidth and storage.
Axis’ Plans for 2016 Sudhindra Holla further adds, “Lot of projects are now coming up, like the ones that were shelved earlier are now coming to us as they are now aware of the importance of safe and smart cities. From Axis perspective we are well poised as we work closely with our partners, as last year and even this year our focus is been to work with 2-tier channel system and to be very close to the ecosystem players, which is our channel partners and the others in the ecosystem who provide the solutions along with Axis.” In the commercial space, Axis has been very strong, but government, critical infrastructure and city surveillance will be its area of focus and will drive the market with the help of the channel partners in 2016.
Axis’ Channel Partner
Structuring From an India perspective, Axis Communication has around 3000 registered channel partners. They understand the Axis solutions really well, as it spend a lot of time and energy, educating them so that they can help Axis to increase its dominance cleverly into the marketplace. Sudhindra Holla informed SME Channel that they have the capability to understand the complex customer requirements and stitch Axis’ solutions around their demands. Axis is looking at expansion mainly from tier 1, 2 & 3 cities and increase channel base to 4,000 by the end of the year.
Message for Channel Partners Magnus Zederfeldt said, “We are looking at partner loyalty, so that we can work together and the solutions could be better understood & articulated to the end customers. Secondly, we want to communicate to the customers to look at value beyond data sheets, that is most of the time they look at comparing on papers. Axis is trying to communicate to partners and customers, is to go beyond data sheets and look at the quality and reliability of Axis products. When it comes to deploying solutions, Axis becomes more competitive and cheaper by the 4th or 5th year after deployment.
SME CHANNELS 33 APRIL 2016
PARTNER CORNER
VENU GOPAL PERURI MD AND CEO META INFOTECH
OUR REAL STRENGTH LIES
IN OUR EXECUTION
Today Meta Infotech is one of the few large security partners in India offering Security solutions , Application Delivery Networks and high performance flash storage solutions to large and very large enterprise customers in India. Briefly tell us about the inception and growth of Meta Infotech? Meta Infitech is an 18 year old organization incepted in 1997 by myself. In the first year of operations we achieved a turnover of 6.3 crores predominantly Microsoft business. In the same year we bagged the Best partner of Microsoft Award. Second year we achieved 10 crores turnover. In the year 2000 we decided to shift our focus into solutions selling and launched couple of future technology solutions like NetIQ, Citrix, Packetshaper, Net Reality etc. What is the core strength of the company? Our core strength is providing Network Security Solutions, Application Delivery Networks and high performance flash storage solutions to large enterprise customers. We also provide 24/7/265 days support to our customers and also we are the only company in the world providing “MONEY BACK GUARANTEE ON OUR SUPPORT SERVICES” We also have the highest per capita revenue and our iteration is almost zero. We have 70% technical engineer against 30% sales, 100% customer satisfaction and retention. Tell us about the brands the company is associated with? Meta Infotech is India’s biggest partner for Bluecoat in India and enterprise partner for F5, Palo
34 SME CHANNELS APRIL 2016
Alto, Trend Micro, Sandisk, WebTrends, Arahe and Aruba. What is the execution capacity and geographic reach of Meta Infotech? We have recently implemented proxy solution for 4 lac users across 18 physical locations and 20 virtual locations across the world in flat 20 working days. This should give you an idea on our strength on our execution. What are your plans in terms of investment in various technologies and certification for 2016? We were ISO 9001-2008 certified , need to renew it. We have about 12 technical engineers dedicated to providing best support to our customers and we are in the process of getting all our technical engineers certified. All the engineers are technically qualified. What are your expansion plans? In 2015 , our major focus was on offering ‘Today we are providing solutions to only 20 large exteriorize customers, we plan to expand our customer base to 50 enterprise customers in this financial year. Name some of your customers who have thrived? Our customers spans across all verticals of the
“WE ARE PLANNING TO EXPAND OUR CUSTOMER BASE TO 50 ENTERPRISE CUSTOMERS IN THIS FINANCIAL YEAR.” market. Some of our customers include TCS, ICICI Bank, HDFC Bank, Kotak group, Reliance Capital/life/Security, M&M, NPCI, Volkswagen, Kirloskar, SBI Life, Tech Mahindra, Mastek, Deloitte, Sun pharma, Tata Motors etc. What kind of growth are you expecting for 2016? We are a expecting a growth of 50% on our top line and 100% growth in our net profit. Let us know about any accolade or award you have received. Following are the awards and recognition for the past three years. IDG – Premier 100 (2012-13) IDG – Premier 100 (2013-14) IDG – Premier 100 (2014-15) IDG Best Security Solution Provider (2012-13) CRN – India’s Best Enterprise VAR (2012-13) Bluecoat Best Partner Award (2013-14)
SEAGATE
SME TREND
“WE AND OUR PARTNERS ARE
INTERDEPENDENT
FOR SUCCESS”
Top Technology trends like big data, IoT and mobility has influenced SMBs as well as SMEs to plan for a robust data storage infrastructure to attain business efficiencies. The recent campaigns in India like ‘Digital India’ and ‘Smart Cities’ are driving the adoption of technology and solutions in various sectors, and hence efficient storage solutions. BY SATINDER KAUR skaur@smechannels.com
S
ME sector in India is a very lucrative market in terms of opportunities, especially for the IT industry. This sector is a crucial contributor to the country’s GDP. With Prime Minister Modi’s ‘Digital India’ campaign, the Indian SMEs are leveraging digital technologies across business processes, driving growth and efficiencies. According to a study, Indian government plans to spend on IT in the forthcoming years, aiming to turn 90% of Indian SMBs and SMEs technological well equipped by 2020. As per the same study, this digital enablement will present a USD 25.8 billion for tech vendors in India by 2020, thereby shooting up India’s GDP, and raising the country’s living standards.
Top Storage Trends for 2016 Video surveillance and surveillance infrastructure will play a significant role in 2016 with reference to India’s plan to build 100 smart cities by 2020. The rising need for advanced security, growing IT infrastructure, increasing IT spending, surging need for video analytics and remote monitoring will be the trends driving the video surveillance market in India. According to Seagate’s ‘Video Surveillance Trend Report’, 85 percent of nearly 1,100 system integrators and enterprise IT execu-
tives globally across a wide range of industries, said that the key reason driving video surveillance is safety and security. The need to optimize work flows (53 percent) and regulatory compliance (48 percent) were also picked as the main driver for using video surveillance. 2016 will also see the explosion of 4K and 8K video content, creating new storage demands for the video creation industry and even consumers. Lastly, with rampant and easy access to rich content, there is going to be a whole new set of clients like robots, augmented virtual reality machines, 3D printing, surveillance systems, and new class of entertainment devices or drones.
RAJESH KHURANA, COUNTRY MANAGER FOR INDIA & SAARC, SEAGATE TECHNOLOGY
“SEAGATE BELIEVES THAT MAINTAINING EXTENSIVE AND CLOSE PARTNERSHIPS WITH CHANNELS IS PRUDENT FOR GAINING SUCCESS IN THE MARKET AND FOR DELIVERING AN UNPARALLELED RECORD OF INNOVATION.”
Channel Partner’s Role in Seagate’s success
Seagate’s Plans for partners in 2016
Rajesh Khurana - Country Manager for India & SAARC, Seagate Technology says, “We have a pan-India presence of its channel partners and we work very closely with our partners to deliver the best-in-class storage solutions and innovations to customers. We and and partners are interdependent on each other for success. The company always takes feedback from its partners to market its products better.” To ensure a win-win scenario, the company takes partner and customer feedback constantly to improvise on its offerings.
Seagate sees tremendous potential in the markets like India and will continue to collaborate closely with its partners in 2016. The company will aggressively drive its communications through its channel partners to raise Seagate’s brand recognition and help customers understand the company’s technology and product leadership and innovations. Seagate will keep providing more training and support to its channel partners to keep them engaged and work together enthusiastically by offering market leading products to meet the changing demands of its customers.
SME CHANNELS 35 APRIL 2016
SME CHAT
SUBHODEEP BHATTACHARYA, REGIONAL DIRECTOR, INDIA & SAARC, NETGEAR
STABLE CHANNEL
STRATEGY LEADS TO SUCCESS
NETGEAR is a company which is focused on developing networking and storage solutions for SMB & SME organisations and as these are using more and more IT infrastructure, NETGEAR is confident that it will continue to grow and emerge as a leader in the segment. Which are the key verticals in the country, generating a major demand for Wi-Fi routers and other network gears? The biggest segment in terms of demand is home, where we are seeing more and more people looking for better bandwidth and longer range. We also see SOHO and SMB companies using wireless routers as a basic Wi-Fi solution. This segments constitute the majority of the demand for the Wi-Fi routers. How NETGEAR is taking advantage of initiatives like Digital India Programme and Make in India? NETGEAR is committed to manufacture in India at the earliest date, and we feel it will help to expand our footprint in India. Digital India programme is commendable; this initiative taken up by the Government of India is going to create demand for infrastructure as well as access connective devices. NETGEAR manufactures a large portion of these types of products, and hence we believe that Digital India will be a growth driver for its partners.
36 SME CHANNELS APRIL 2016
How has NETGEAR fared in the India market in past year in terms of partner business and customer numbers? NETGEAR has enjoyed a steady growth in India and in some product categories has managed to notch up greater than hundred percent growth rates. Within the organisation NETGEAR India is the one of the fastest growing regions in the world. What are your plans for your channel partners in 2016? How have you been innovating so that partners benefit well? Any schemes & offers for them? NETGEAR focus for 2016 is to drive profit for partners. We also focusing on developing technical skills of partners across the country. NETGEAR does not believe in adding and expanding partners unless we absolutely need to. We believe that with a stable channel strategy we help our partners stay profitable. Being channel focused company, what is your channel strategy and how many partners do you have?
“NETGEAR BELIEVES IN SIMPLIFICATION AND INNOVATION AND OUR STORAGE SOLUTIONS ARE WELL ACCEPTED AS VIRTUALIZATION SOLUTIONS.” NETGEAR has a multi-tier channel distribution strategy. We believe in having a stable channel model where partners don’t change frequently, and we expand partner base only when we are expanding in geography or only when we are expanding in terms of a new product or solution, which current partner bases can’t provide. We reach the market through two large distributors namely Rashi Peripherals Pvt. Ltd.&RedingtonLimited. We reach the retail market through 50 odd sub distributors and we believe we touch more than 5000 partners across India and SAARC. What is your message for channel partners? We believe in the strength of the Indian channel partners and we thank them for this support thus far. We would like to communicate to our channel partners that we will continue togrow aggressively in the coming years and we look forward to achieving that growth with them.
REVIEW
PRODUCT
RDP PLUGPC 2
RDP’s second generation PlugPC 2 with Intel Cherry Trail processor &advanced connecting options is 30% more powerful than
DIGISOL DG-GS1510HPL SWITCH
earlier version and strategically designed and integrated with great specs to reach mass computer usage. The new Cherry Trail PlugPC 2 features dual-band 802.11ac WiFi, and two USB ports: one USB 3.0 and one Micro USB 2.0. a MicroSD slot, and a microUSB for power. It also features Bluetooth 4.0
BY MANAS RANJAN
for keyboard and mouse support.
info@smechannels.com
There are top 5 reasons to buy PlugPC. First: one can transform any HDMI TV into
DIGISOL DG-GS1510HPL is the most compact (height: 2.65 cm) managed, cost-effective PoE switch with powerful software and security features. It supports 8 10/100/1000BASE-T ports, along with 2 Gigabit SFP ports. As well as IPv4 and IPv6 features, the DG-GS1510HPL supports L3 static routing. The DG-GS1510HPL includes the best green-saving technologies (IEEE 802.3az and Green-Ethernet). Using the Energy Efficient Ethernet standard, the switch automatically decreases power usage when network traffic is low. IEEE 802.1w Rapid Spanning Tree Protocol provides a loop-free network and redundant links to the core network with rapid convergence, which ensures a faster recovery from failed links, enhancing overall network stability and reliability. IEEE 802.1Q VLAN segmented broadcast domains reduce broadcast traffic and increase LAN security and performance. IEEE 802.3ad Link Aggregation Control Protocol (LACP) increases bandwidth by automatically aggregating several physical links together as a logical trunk and provides load balancing and fault tolerance for uplink Connections. The DG-GS1510HPL supports CLI, Web, SNMP v1/ v2c/v3, and Telnet management to provide multiple network management access. Theswitch supports a private MIB for detailed information. This switch also supports management functions through both IPv4 and Ipv6.
FEATURES
full -fledged computer or entertainment
n 2.65 cm high wall-mountable
gadget by simply connecting PlugPC through
design (DG-GS1510HPL)
HDMI connector. Stream internet content by
n Fan less design
connecting through Wi-Fi or you can access
n Dual firmware/configuration n IPv4/IPv6 n IEEE 802.3az n L3 static routing* n Console port n PoE timer
the presentation files through cloud. Only one requires is tojust Plug in and Log in and sit back & enjoy. Secondly, carrying a Laptop or Tablets PC’s are ruled out with this Tiny Gizmo. You can carry this small device and
n In future firmware
turn your TV to computer. Even if you are
n Dashboard
in your hotel room on a vacation or even somewhere else, you can get access to your
PRICE Rs. 18,500/-,
PC. Sometimes a small laptop or tablet screen
WARRANTY
just won’t do, such as when creating digital
3 Year (excluding power adapter which carries 1 year),
artwork. When you need to see something
CONTACT DIGISOL Toll Free Number (MTNL & BSNL): 1800 - 209 - 3444
OVERALL RATING
large, just plug in this Plug PC to an extralarge monitor or that 65″ television.Instead of purchasing monitors, one can use already existing TV’s as a PC so that it can slash half of the Capex amount. The best thing is that it comes with Preloaded OS (Windows 10 or Andorid need not to keep extra amount for this).
n Price: Rs. 7899/-, Warranty: 3 Year, Contact: Sukumar, No: 18002002444, sukumar@rdp.in
SME CHANNELS 37 APRIL 2016
PRODUCT
NEW ARRIVALS
MATRIX
MATRIX SATATYA NVR64S MATRIX SATATYA NVR64S is an IP video recorder suitable for enterprises. It is built on a Core 2 Duo processor for smooth and reliable performance. This recorder, along with its software, ensures organizations get preventive and effective security with rich features like adaptive recording for saving storage space, camera-wise recording & backup retention, calling from mobile app and email notification with snapshot. The features like E-map and cascading ensures effective monitoring never letting organizations miss unwanted events. This device connects multiple NVRs and HVRs from a single device without a server. It also reduces cabling, server and individual monitoring device cost. SATATYA NVR64S can record feeds from 64 cameras at 1.3MP in High resolution. It aautomatically changes frame parameters during recording for a configured period of time. It also saves storage & bandwidth providing extra storage days. The best part is that SATATYA NVR64Sretain recordings based on priority of cameras and utilize available storage space as per requirement. Further to this, the device offers scheduled and manual backup to FTP, NAS and USB, while safeguarding data through centralized storage. The biggest USP is that all ONVIF,RTP or RTSP compliant cameras can be connected to matrix devices offering flexibility of the video surveillance solution. And it offers Video analytics (If camera supports) for a quick decision making and ensures preventive security. n Price: On Request, Warranty: On Request, Contact: MATRIX COMSEC, +91 93744 74302, More@MatrixComSec.com, www. MatrixSecuSol.com
HP
HP HPSCANJET PRO 2500F1 AS THE BUSINESSES looking for digitization and document management solutions, HP offers its new ScanJets that can digitize documents, graphics and photos with up to 1200 dpi resolution more quickly and more easily to multiple destinations. They come with the new HP Scan software that will greatly improve the user experience with one-button scan settings for recurring tasks on the control panel. HP’s software development kit also allows users to scan directly into applications without opening another program. The new HP ScanJet Pro 2500f1 PC-connected flatbed scanner comes in a slim, sleek design for smaller offices. It produces up to 40 images per minute1 with single pass duplex scanning, scan to cloud capabilities and a 50-page automatic document feeder (ADF). Users can scan pages up to 21.6cm x 309.9cm without having to wait for warm up with Instant-on technology2. For more complex scanning in multiple formats, the new HP ScanJet Pro 3500f1 can reliably scan at much faster speed with a USB 3.0 connection. The scanner can scan up to 50 images per minute1 wherein both sides of the document can be scanned in one pass and HP EveryPage ensures that no single page is missed even with different types of paper. The book-edge scanning feature further prevents distorted text near the spine of books or bound materials. n Price: Rs.31,874/- to Rs.64,959/- for various configuration, Warranty: On Request, Contact: HP Inc. +911141629731
GIGABYTE
GIGABYTE INTEL THUNDERBOLT 3 CERTIFIED X99 MOTHERBOARD THE GIGABYTE GA-X99P-SLI MOTHERBOARD is the world’s first X99 motherboard to be certified to support Thunderbolt 3. This gives enthusiasts that need the tried-and-true horsepower and reliability of the X99 chipset access to the world’s fastest connectivity protocol. Powered by Intel’s own Thunderbolt 3 controller, the new Thunderbolt 3 protocol is available over a USB Type-C connector on the back I/O of select GIGABYTE motherboards including the GA-X99P-SLI.Bringing an unprecedented single-wire bandwidth of up to 40 Gb/s — twice more than the previous generation! Support for Thunderbolt 3 on the GIGABYTE GA-X99P-SLI motherboard opens up a world of possibilities for enthusiasts or professionals using the X99 chipset. With the unmatched bandwidth that Thunderbolt™ 3 provides, enthusiasts can use new devices such as discrete GPU boxes, external quad M.2 drives, or U.2 expansion drives. n Price: On Request, Warranty: 3 years, Contact: GIGABYTE TECHNOLOGY (INDIA) PVT. LTD. Contact: 022-40633222, E-mail: india. mkt@gigabyte.com
38 SME CHANNELS APRIL 2016
RNI NO: DEL ENG/ 2010/ 31962 Postal Reg. No.: DL-SW-1/4145/16-18
Date of Publication: 20 of Every Month Date of Posting: 22 & 23 of Every Month