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RSA: “Partners need to align with changing dynamics”
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QNAP: QNAP: On Hot Pursuit of Partners in India
MY EXPERIENCE EDITORIAL
GROWTH LIES IN TAKING ON THE CHALLENGES SANJAY MOHAPATRA
sanjay@smechannels.com
THE GROWTH OF INDIAN RESELLERS IS DEPENDENT on how advanced and open minded they are in their thought process of accepting the future challenges. There is no point lamenting about the past glory and bottomline. Past is never going to come again as we are living in a kinetic world. So we have to think about how we can nullify the future challenges and grow faster. The world belongs to the customers - not to the sellers. No company or organization can be sustainable in their growth if they do not respect the customers. The customers today need their suppliers or vendors to be always at a close proximity and responsive besides being honest. They also need the suppliers to provide different good ideas to reduce cost and enhance productivity. So the suppliers here the partners need to look at UC among other technologies for the enterprises - big or small and advise them on right orientation. UC is one such technology, which can be a catalyst to the growth in the enterprise business outcome. The first and foremost requirement of any successful organization is to be responsiveness. Normally, organizations do not give much heed to this aspect and they remain busy in product development and marketing, which is of course imporant but to respond the calls from the customers or prospects and resolve those call on real-time is also equally important. Secondly, today, the employees in the large organizations are sitting in dispersers locations and to do some collaborative work they need unified communications tools, where they can collaborate in all the mediums i.e. video, voice, IM, chat, etc. In the case of the large organizations, UC has already been seen to be a game changer but now these organizations are looking at smart and modern solutions which can interact with other solutions they are using for example, CRM, IOT, analytics, etc. UC for SME is not so important technology but if they can learn from their counter parts, UC can also be a game changer for them. So given the changing requirement of the customers, the adoption of UC among the enterprises is on rise. So the opportunity for the partners is really immense. They need to listen to the customers in open mind and show the options available in the market - on prem to cloud and explain them the value of both.
RDP 14.1” ThinBookultraSlim Laptop RDP THINBOOKULTRA slim laptop with under INR10,000 price point is the most affordable 14.1” laptop. Developed in strategic association with Microsoft and Intel, the new device aims to address the needs of entry-level consumers looking for an affordable yet robust device. RDP’s ThinBook is equipped with class-leading hardware and software making the device an efficient, no-compromise solution. The device comes packed with the Intel Atom x5-Z8300 Processor. The on-board High Speed USB 3.0 allows 10X data transfer speeds vis-à-vis USB 2.0 offered on similarlypriced laptops. The ThinBook runs on genuine Windows 10software, helping users to be more productive with the intuitive operating system. First time users will greatly benefit from Windows 10 as it is the most secure to help safeguard against viruses, malware and phishing.
SPECIFICATIONS With4.1” form factor, Windows 10 and Intel Atom x5-Z8300 Processor, it gives the users ultimate experience FINAL WORDING Priced at INR9,999, this product is very good for the beginners or the students. OVERALL RATING
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contents
2016
AUG VOLUME 07 ISSUE 06
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 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 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 EDITORIAL OFFICE Delhi: 6/103, (GF) Kaushalya Park, New
Collaboration reaching newer heights.... with Unified Communication /20 As the industry is growing beyond the geographic limitation the only way to communicate and collaborate with global partners is to adopt Unified Communications.
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
CHANNEL ROADMAP BLACKBERRY INDIA / 30 DELIVERING BEST POSSIBLE CUSTOMER EXPERIENCE
SME CHAT SCHNEIDER ELECTRIC / 16 Data centers and IOT are driving the Structured Cabling Market.
PARTNER CORNER ACPL Systems / 32 Journey with Fortinet has been rewarding
SME TREND KINGSTON / 25 Focused on nurturing relations with partners
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Intel announces partnership to foster Young Innovators NITI Aayog, which, as a part of its flagship Atal Innovation Mission (AIM) has introduced the Atal Tinkering Laboratories (ATL) ini-
tiative in the country, today signed an Statement of Intent with Intel India. The SoI includes creation of 10 laboratories, aimed at fostering
curiosity, creativity and imagination in young minds; teaching skills such as computational thinking, adaptive learning, physical computing; and
developing a design mindset among students. As per the release, the SoI signing ceremony at the NITI Aayog office, was attended by key dignitaries, including Amitabh Kant, CEO, NITI Aayog, Rosalind Hudnell, Vice president - Corporate Affairs at Intel Corporation, and President of the Intel Foundation, as well as Kishore Balaji, Director of Corporate Affairs Group, Intel South Asia. The key objective of setting-up these ATLs is to build relevant skill set must among youngsters and to provide access to technology to help create solutions for social impact. The ATL’s will act as exemplars for the remaining 490. During this time, these laboratories intend to impact 250,000 youth with innovation skills for the future across 500 communities & schools. Intel will build capacities in mentors, and develop linkages with Maker ecosystem for quality improvement of projects made by youth; facilitate ideation, and prototyping workshops through industry experts and co-lead an innovation festival which reaches out to 500,000 young innovators.
Emerson announces ‘Rain Gain’ for partners Emerson Network Power, a business of Emerson has announced the ‘Rain Gain’ program for the July-Sept 2016 quarter. This channel incentive program is designed to reward Value Added Resellers (VAR) and channel partners through PAYBACK points for sales of Emerson’s small and micro
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uninterruptible power supply (UPS) products (up to 20 kVA). The Rain Gain program is valid for a time period of three months from July 01, 2016 to September 31, 2016. Emerson Network Power has formulated this program, keeping in mind the interests and benefits of partners as they are an integral
part of the India growth strategy. Through PAYBACK (India’s largest multi-brand loyalty program), Emerson is now offering its VARs (Value Added Resellers) the opportunity to select their rewards from over 50 PAYBACK partner brands. To ensure that partners across all ranges can avail and have
an equal opportunity the program, payout options ranging from 1.5%, 2% with 3% have been set up for the program. The higher partners can bill during the period of the program, the bigger their payout. Partners can avail the benefits of this program from Emerson’s national distributor - Ingram Micro.
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Symantec announces new IoT solution against Zero Day attacks Bringing Symantec’s extensive security and sophisticated analytics expertise across complex networks to the vehicle, Anomaly Detection for Automotive provides the crucial ability to identify issues for early remediation. Symantec has introduced Symantec Anomaly Detection for Automotive to protect against zero-day attacks and never-before-seen issues facing modern connected vehicles.
Connected cars offer drivers conveniences such as navigation, remote roadside assistance and mobile internet hot spots. There will be 220 million connected cars on the road in 2020, according to Gartner.1 While new technologies promise to enhance the driving experience, these advancements also create avenues of attack for hackers that can endanger drivers and passengers.
HP boosts marketing with offers for students in India HP’s ‘Back to College campaign promises benefits of up to INR 11,998/- for the students who purchase select HP products, including the all new HP Pavilion x360 series, HP Pavilion series, HP All-in-Ones and HP Desktop. These benefits include additional on-site warranty for a nominal price that will keep their devices safe and secured for three years worth INR 5,999 for HPLaptops and INR 3,500 for HP Desktops, and additional HP accessories such as headphones, external hard-drives and Bluetooth speakers (1). Making it even easier for students to get their hands on an HP product – HP is giving several finance options to students buying any HP Laptop, Desktop or All-in-Ones series.
Indus OS expands partnership with 2 new OEMs; Celkon, Swipe Indus OS has announced partnerships with two home-grown Indian smartphone brands – Celkon and Swipe to deepen its market reach, especially in the southern India region given Celkon’s leadership in this region. These partnerships are in addition to the existing partnership with Micromax, which will continue. On these partnerships, Rakesh Deshmukh, CEO, Indus OS, exclaimed, “We are very excited to join hands with Celkon and Swipe. Both brands share our enthusiasm and vision for connecting a billion people with technology and bridging India’s digital divide. They have a very strong connect with consumers, especially in the regional markets and Indus OS’ unique value proposition will enable them to further increase their market share.” Indus OS’ journey started in May 2015 with the very successful Unite 3 model of Micromax. Since then, the company has achieved a 4 million user base across more than 35 smartphone models with a short span of 12 months.
MY POINT
“With more businesses moving towards accelerated decisionmaking, Insights-asa-Service has taken priority and industry is looking for service providers. ” PALLAB DEB, VP, GLOBAL HEAD, ANALYTICS – WIPRO LIMITED
Acer, Paytm become strategic partners Under this partnership Acer will pay its partner’s sales representative incentives in the form of Paytm cash. This partner-friendly measure ensures that the sales representatives receive the incentives instantly as cash in their Paytm wallets thereby negating any lag through the traditional payment method. Using the wallet, the sales representative can purchase an array of products and services both online and offline including payment of various bills. User will also benefit from the various cash-back offers available to Paytm users and realize higher value for their money. Elucidating further on the alliance, Chandrahas Panigrahi, Sr. Director and Consumer Business Head, Acer India says, “We are pleased to have partnered with Paytm to offer Paytm Cash as an efficient means to transfer sales incentives to our partners and their representatives rather quickly.
Panasonic expands its B2B portfolio in India Panasonic India’s expanding B2B portrofilio is to be further enhanced by its latest offering in the HD Visual Commumincations Systems segment. The HDVC- VC 1000SX comes with a raft of new features which is in-line with Panasonic’s commitment towards reliablity with innovation while also improving on the KX series from 2015. In the segment, Panasonic already has a market share of 3% in end Point market and by 2017 the aim is to capture 8% market share in end point market and the latest efforts is to further consolidate the company’s strengthening in the division. The HDVC-VC 1000SX’s cutting-edge built-in MCU for 10 site connection and a intranet and intner dual network to allow participants to connect inside and outside offices. To improve on our earlier models, the latest offering come with a Fully Interoperable Legacy System with aged video conference units and dual monitors to allow better meetings as PC Content . Alongside these unique features, the unit also comes with Point to Point Equipment H.323 & SIP which can be up to 18 Mbps and 1080p 60 Fps From Day One.
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IBM starts new cloud service for Blockchain network IBM has announced a new cloud service for organizations that require a secure environment for blockchain networks. Ideal for organizations in regulated industries, this environment allows clients to test and run blockchain projects that handle private data. IBM’s secure blockchain cloud environment, underpinned by IBM LinuxONE, the industry’s most secure Linux-only server, are ideal for organizations such as Everledger, a company that tracks and protects diamonds and other valuables via the blockchain. Based on Common Criteria EAL5+ security rating for z Systems mainframe; May the Cyber Security Force be with You, a Solitaire Interglobal Ltd study; and 2015 Global Server Hardware and Server OS Reliability Survey, a joint survey by ITIC and Strategy Analytics. Everledger is building a digital business network using IBM Blockchain to power their global certification system that tracks valuable items through the supply chain, helping to protect suppliers, buyers and shippers against theft, counterfeiting and other forms of corruption.
STMicroelectronics improves IoT Security with new solution STMicroelectronics has announced a strong yet easy-to-use secure element to protect connected devices in the consumer and industrial Internet of Things (IoT) and to prevent cloning or copying of genuine products by ensuring authenticity. Certified to the highest security industry standards, the new STSAFE-A100 can be designedin by developers without specialist security expertise thanks to comprehensive support ecosystem. ST’s new STSAFE-A100 is a secure turnkey solution that brings the Company’s proven expertise in electronic security for applications such as banking, e-commerce, and identity protection to the IoT. As a secure element that provides authentication services and can be used in conjunction with an ordinary microcontroller, it features an embedded secure operating system and is certified to Common Criteria EAL5+, banking-level security-industry standards. “STSAFE-A100 delivers an economical and certified solution for state-of-the-art security in IoT and brand protection, presenting an alternative with clear advantages over existing approaches like software-based security running on a general-purpose microcontroller or an uncertified crypto-companion IC,” said Laurent Degauque, Marketing Director, Secure Microcontroller Division, MDG Group, STMicroelectronics. “Seamless integration puts security at the heart of the product and frees developers to focus on maximizing added value at the application level.” ST has made design-in of its new secure element easy for customers by providing a complete ecosystem that includes an expansion board with Arduino headers, a microcontroller library, and reference implementations. These simplify attaching the STSAFE-A100 to a microcontroller such as any from the STM32 family. The STSAFE-A100 secure element is scheduled to enter volume production in July 2016.
EXECUTIVE MOVEMENT
INDIA: X86 SERVER MARKET SHARE IN UNITS - Q1 2016 40% 38%
Q1 2015
Q1 2016
Ameyo has announced the appointment of Ramesh Srinivasan as its President.
25% 19%
18%
Paladion has appointed Sunil Gupta, a former COO from Infosys’ EdgeVerve as President and COO.
16% 17% 12% 5%
HP
Dell
Lenovo
Source: IDC Worldwide Quarterly Tablet Tracker
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Rajesh Thadani becomes Head & Executive Director – Consumer, Online and E-commerce, Lenovo India. VMware has appointed Duncan Hewett to sr. VP & GM to lead the VMware APac & Japan business.
Other
4%
Cisco
3%
3%
Acer
Vishak Raman has joined FireEye as Senior Regional Director for India and SAARC.
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Savera hosts ‘Beat the Heat with Thermaltake’ for partners After the successful ‘Gamers Mania’ event in Delhi, Savera Digital India has successfully conducted event ‘Beat the Heat with Thermaltake’ in Mumbai. Co-organized with Thermaltake, the event offered a glimpse into innovative range of gaming PC cabinets, power supplies, cooling products as well as bTTE Sports accessories. According to recent research by DFC Intelligence, PC gaming business will become the single largest part of the industry at $37 billion by 2019, up 35 percent from $28 billion in 2015. Overall global PC sales in the fourth quarter of 2015 were $71.9 million according to the recent IDC report; this represents a drop of as much as 10.6 percent year-on-year. While overall PC sales might be down though, high-end desktops and laptops for gaming are doing better than ever.
KERALA GOVT. TAKES ANOTHER MAJOR INITIATIVE TO PROMOTE STARTUPS The world’s first digital student incubator went online with Chief Minister Shri Pinarayi Vijayan unveiling SV.CO, the digital makeover of Startup Village designed to help thousands of collegegoers make an early start in entrepreneurship. “The government’s allocation for startups at Rs 300 crore is the highest to date in the state and higher than that of the Central Government’s Department of Science and Technology,” said the Chief Minister announcing a five-step strategy for students, including world class infrastructure on par with Silicon Valley, world class communication infrastructure, world class talent pipeline, world class funding infrastructure and world class incubators in PPP model like Startup Village.” “The State will fund 1,000 startups every year with Rs two lakh for converting ideas to prototypes. The best prototypes will be given Rs 1 crore interest free loan to convert the prototype into a successful startup.” SV.CO, the digital business incubation platform that constitutes the second phase of Startup Village, is India’s first PPP model technology incubator set up in Kochi in 2012. During its first phase 2012-15, it supported more than 500 startups and helped create 3,000 jobs. With SV.CO, Startup Village will scale up its activities massively by reaching out five million students in 3,500 engineering colleges across the country by providing them a completely digital incubation framework, ranging from application for admission to teaching, mentoring and graduation.
Global software security market witnessed growth in 2015: Gartner Worldwide security software revenue totalled $22.1 billion in 2015, a 3.7 percent increase in from 2014, according to Gartner, Inc. Security information and event management (SIEM) remained the fastest-growing segment in 2015, with 15.8 percent growth, while consumer security software showed the sharpest decline at 5.9 percent year on year. In 2015, the top five vendors together accounted for 37.6 percent of the security software revenue market share, down 3.1 percentage points from 2014. These vendors also displayed a collective decline of 4.2 percent in 2015, while the rest of the market (Others) grew strongly at 9.2 percent year on year. “The below-market growth seen by these large vendors with complex product portfolios is in contrast to the market growth and disruption being introduced by smaller, more specialized security software vendors,” said Sid Deshpande, principal research analyst at Gartner.
Newgen brings in next-gen digital document mgmt systems Newgen Software Technologies has announced the release of its latest version of eGov Suite 11.0 that comes with new features and enhancements which will significantly increase the efficiency of an organization’s existing digital document management systems and processes. It allows viewing and editing of plain as well as annotated images in file formats, viz. TIFF, BMP, GIF, JPEG and HTML documents. Image operations such as Print, Zoom, Rotate, Negate, Flip etc. can be done and stamps can be applied. OpAll Viewer ensures superior image quality and flicker-free panning and dragging, independent of the viewing mode and state. Speaking on the occasion, Mr. Diwakar Nigam, MD & CEO – Newgen Software said, “Phasing-out the legacy systems that have long served as the backbone of an organization is often challenging for enterprises. They instead, look for technology enhancements that can be built on top of their existing IT platforms. It has been Newgen’s constant endeavor to ensure that our customer’s key business processes are in-line with the latest technological advancements while at the same time being viable for respective organizations. The latest release of our eGov Suite 11.0 is in keeping with that endeavor of Newgen.
Tech firms heading to GIFT City to set up operations As per reports, Gujarat International Finance Tec-City (GIFT City) is attracting interest from domestic and global IT & ITeS companies to set up operations there. More than 500 employees are working in some of the leading institutions that have already begun operations in GIFT domestic zone as well as in GIFT’s Special Economic Zone (SEZ) area. The companies functioning out of GIFT City include MNC players like Oracle; Maxim Integrated, a US$ 2 billion plus US-based integrated solutions company and Befree, a leading book-keeping company from Australia. Leading E-commerce player Infibeam has acquired space in GIFT City and is in advance stages of commencing its corporate office and overall back office operations. (n)Code Solutions – a subsidiary of GNFC has set up a world class PKI facility to offer digital signature certificate & a range of PKI-based solutions at GIFT City. Companies like QX Corporate, Iship Design and Accvell Technologies have established their presence in the SEZ Area of GIFT City for export of various IT enabled services.
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SNIPPETS
Seagate unleashes Guardian Series of high capacity drives As data becomes the life blood of all online interaction and workforce productivity. The 10TB Seagate BarraCuda Pro desktop drive, Seagate IronWolf for NAS applications and Seagate SkyHawk for surveillance introduce new brand names and imagery and represent the most complete 10TB portfolio in the industry. The Guardian Series features industry leading technology that raises the bar on features, speed and capacity for use across a wide range of markets, including personal, creative and design computing, online gaming, small- and medium-sized businesses and large-scale surveillance systems. Innovative capabilities in the new 10TB drives include multi-tier caching technology (MTC Technology), an intelligent caching architecture for maximized performance; AgileArray, designed to optimize drive performance through error recovery control, dual-plane balancing, and power management; and ImagePerfect for surveillance, supporting more high resolution cameras than any other industry drive.
Cisco signs MoU with Jharkhand Government
Fortinet achieves 99.9% Security Effectiveness Score Fortinet has announced the results of NSS Labs’ recent Data Center Intrusion Prevention System (DCIPS) report. NSS Lab’s DCIPS report is the industry’s most comprehensive test to date with their Security Value Map revealing that Fortinet’s FortiGate 3000D earned the highest ratings for Security Effectiveness, blocking 99.9 percent of exploits, and TCO (Total Cost of Ownership) per protected Mbps (Megabit per second). NSS Labs conducts regular testing of the top DCIPS vendors, subjecting competitive solutions to strenuous, real-world scenarios that test security effectiveness, network performance, and TCO. These results are used to generate their Security Value Map (SVM) and Comparative Reports. FortiGate 3000D DCIPS was put to the test against competing solutions, proving to be capable of thwarting 100 percent of all evasion techniques, as well as receiving a score of 100 percent for reliability and stability. The FortiGate 3000D demonstrated consistent leadership in security effectiveness, network performance, and value, earning NSS Labs’ coveted Recommended rating. Rajesh Maurya, Regional Director India & SAARC, Fortinet said, “Enterprise data centers are crucial to day-to-day business functions. Attacks against these server farms can have profound impacts on the overall business, which is a risk enterprises cannot afford. Data Center IPS (DCIPS) are an essential security control and validation from third-party testing holds vendors accountable to their product and performance claims. This is critical to help IT managers and businesses make informed purchasing decisions based on individual business needs and ensuring that the critical data remains secure in any situation.”
Cisco and the Government of Jharkhand have signed a Memorandum of Understanding (MoU) to enhance the IT skills of students of Engineering Colleges and Polytechnics across the State. The partnership will focus on developing skills required for the new digital economy by providing them with the required technical knowledge through Cisco Networking Academy Program. Cisco will setup up to 15 networking academies in the State that will train up to 6000 students by 2020. The MoU was signed by Ajoy Kumar Singh, Secretary, Department of Higher & Technical Education, Government of Jharkhand and Dinesh Malkani, President, Cisco India & SAARC.
HCL Services bags “Best Use of Lean Six Sigma: Field Services in IT” Award The lean Six Sigma project undertaken by HCL Services helped augment client relationship and loyalty, leading to increased business & profitability for the OEM. HCL Services Ltd., a wholly owned subsidiary of HCL Infosystems Ltd. was awarded for “Best Use of Lean Six Sigma: Field Services in IT” at the World Quality Congress Conference held recently in Mumbai. Through its Lean Six Sigma initiatives, HCL Services managed to significantly enhance ‘Customer Experience for a leading multi-national OEM.
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Infor bullish on growth prospects in India Infor announced a new focus on India, Middle East, and Africa with the creation of its IMEA business unit. Tarik Taman, who has led Infor’s global HCM business since 2009, will lead the IMEA business unit from Infor’s office in Dubai, United Arab Emirates. Under Taman’s leadership, Infor has a plan to quintuple its market share in the region by 2020, as per the release. To support its IMEA business, Infor has made many new hires in the region, both at its hub in Dubai’s Internet City and in its newly opened office in the iconic Kingdom Tower in Riyadh, Saudi Arabia. Across the region Infor now has more than 2,100 employees. Infor’s expanded direct presence will complement its existing network of partners across the region and provide sales, services, value engineering, marketing, and other functions.
SNIPPETS
REXEL all set to expand channel reach in Southern India Technical Automation Distributor REXEL India enhanced their footprint in Northern region and announced opening of their new branch at Gurgaon for Schneider Electric products . While 2 new branches will open in Chennai and Hyderabad next month. Commenting on this, Vikas Garg, Managing Director, REXEL India Pvt. Ltd. said, “With this, REXEL will be able to serve a large base of customers and will also improve the professional
distribution of Electrical and Automation supplies across vast geography of North.” “We were already present in Chandigarh, J&K, Punjab , Himachal , Uttaranchal and Haryana, with Gurgaon branch we will be able to cater to UP , Rajasthan and NCR thus covering full north. We have been growing at a CAGR of 22% last 4-5 years and we are hoping to reach a turnover of Rs. 500 crores by 2018”, he further added.
Rashi Peripherals concludes “Halla Bol” Rashi Peripherals has announced the conclusion of one its most aggressive on- ground activities yet, the “Halla Bol”. Over a team of 80 personnel from Rashi Peripherals and HP flooded the markets of Major Metro cities on 22nd of June, visiting each Retail/Reseller counter promoting original HP accessory, introducing the most universal charger ever to be launched. The all new offering from HP is a 7.4 MM 65 watt pin- Indian adapter, which is not only compatible with majority of HP machines; but also priced to be dealer friendly. The Halla Bol team visited over 1000 retailers across major cities- Bangalore, Delhi, Chennai and Mumbai. The teams dressed in Blue took on the streets of Nehru Place, lamington road, Bangalore’s SP road and Chennai’s Richi Street on the 22nd. The city markets were taken by a storm, the sheer enthusiasm of HP and the Rashi team managed to not only captures the markets attention, but created a landmark moment.
IT Traders to follow ‘Dabbawala’ model for Success: TAIT Mumbai’s iconic dabbawalas ‘ professional business approach has motivated large corporate giants to incorporate their strategies to ensure a seamless customer focus and smooth performance management in all aspects of their business. Taking a cue from these developments, the premier association of IT companies Trade Association of Information Technology (TAIT) organized a knowledge series workshop on effective logistics and supply chain management, built on an analysis of the procedures followed by Mumbai’s iconic dabbawalas.
QNAP intros Qsirch 2.0 for effective NAS File Search QNAP Systems has released the upgraded Qsirch 2.2 that adds the following features: personalized filters for improved search accuracy, enhanced email search for efficient management of stored emails, and document previewing for a better browsing experience. Qsirch is an exclusive search engine developed by QNAP. It supports over 6,000 file types to assist users in finding specific files stored on QNAP NAS within seconds. “To complement QNAP NAS as a huge data center, ‘searchability’ is one of the key areas for increasing the value of stored data, and Qsirch is the best tool to realize optimized search capabilities for vast data storage and archiving,” said Cherry Chen, Product Manager of QNAP.
DIGEST HUAWEI DEBUTS CLOUD OPEN LABS Huawei has launched its Cloud Open Labs in the presence of 19 leading global operators, industry organizations, and partners, including the Linux Foundation, Open Platform for NFV (OPNFV), China Association of Communication Enterprises, Accenture, Red Hat, VMware, and Wind River. As part of Huawei’s commitment to open, evolution, and innovation, the Cloud Open Labs – with interconnected facilities across four labs – aim to enable operators’ business success. These centers will provide the foundation for integrating and verifying solutions which enable the All Cloud transformation.
ELITEGROUP LAUNCHES ECS H110S-2P MINI-STX MOTHERBOARD Professional motherboard manufacturer, Elitegroup, worked together with Intel to research and develop the new product, ECS H110S-2P. Its Mini-STX form factor extends high performance and flexibility to something as small as a hand. The New LIVA Pro mini PC is based on the H110S-2P providing our users best performance and trim choice. Mini-STX (147mm × 140mm) was defined by Intel and ECS as the next generation form factor. It’s smaller than mini-ITX (147mm × 140mm) and reduce the layout space of the PCB by 29%. However, ECS H110S-2P and LIVA Pro still keep various design features and components on such a narrow and small space. You can choose any standard LGA115x CPU cooler to make the platform as cool as possible. It supports 6th LGA1151 Processors without special regulations products, as well.
RAMCO GETS RECOGNITION FOR CLOUD HR & PAYROLL SOFTWARE Ramco Systems has won the CIOHONOUR AWARDS 2016 for Best Cloud HR & Payroll Software as voted on by Singapore’s CIO community and presented during the 2016 RED CARPET HONOUR Reception event held at St. Regis Hotel, Singapore. Hosted by CXOHONOUR, the awards celebrate Asian developers of enterprise technology for C-suite IT executives. Winners were chosen by an independent advisory council of eminent Chief Information Officers, based on a poll of more than 500 C-suite executives and senior IT decision-makers in Singapore.
BROCADE TO UPGRADE DATA CENTERS WITH GEN 6 FIBRE CHANNEL Brocade has announced the Gen 6 Fibre Channel directors for mission-critical storage connectivity and business resiliency solutions designed for the all-flash data center. The new Brocade X6 director family and the Brocade SX6 extension blade for Fibre Channel, Fibre Connection (FICON) and IP storage replication, combined with Brocade Fabric Vision™ technology, enables customers to drive always-on business operations, eliminate performance bottlenecks and adapt to requirements of digital organizations.
SME CHANNELS 13 AUGUST 2016
SNIPPETS
Xerox brings in economic MFP for Indian SMBs Xerox has announced the launch of DocuCentre SC2020, an affordable, feature rich device, equipped with Xerox color printing technologies for small and medium-sized businesses (SMBs) in India . The Xerox DocuCentre SC2020 Color Multifunction Printer is an A3 multifunction device, designed to expedite print jobs with color copy, easy to understand touch screen and mobile access along with print speeds of up to 20 pages per minute (ppm). By equipping the device with features that meet the needs of the Indian market and the capability to make high-resolution (1200 x 2400 dpi) color prints, Xerox aims to expand its lineup of products for the growing A3 entry color printing markets across the emerging markets. customers.”
RSA unveils SecurID Suite RSA, The Security Division of EMC has unveiled its RSA SecurID Suite, which is a comprehensive identity solution that combines the separate disciplines of access, governance, lifecycle and identity assurance, working together in harmony. As a result, organizations can leverage one platform for strong control and visibility, mitigating security and identity risk and enabling business productivity. The RSA SecurID Suite includes RSA SecurID Access, including the traditional RSA SecurID two-factor authenticators, RSA Identity Governance and RSA Identity Lifecycle. It is designed to provide identity governance and management capabilities for regular or privileged users across the identity lifecycle. It also helps solve identity-related challenges by providing secure and convenient access controls, including multifactor authentication and single sign-on (SSO) to ensure that users are who they say they are. In addition, the Suite gives organizations insights and tools to comply with regulations and organizational policies, and streamline user access request and delivery to reduce identity-related risk and minimize the friction that users face. As an integral part of the RSA SecurID Suite, RSA SecurID Access now offers next-generation identity assurance and additional multifactor authentication to any resource on-premise or in the cloud. By providing information around application sensitivity and user attributes to drive context-based identity assurance, RSA SecurID Access offers the most actionable insights into identities and access so administrators can make informed choices.
F-Secure chooses Erus IT as its sub distribution partner F-Secure has appointed Mumbai based Erus IT Private Limited as its sub distribution partner across the western and central region of the country including Maharashtra, Goa, Gujarat, Madhya Pradesh and Chhattisgarh. Erus IT will be the official distribution partner for F-Secure SMB products and services, including anti-malware security solutions among others. Announcing the appointment, Amit Nath, Head of Asia Pacific (Corporate Business), F-Secure, commented, “We recognize the cyber security challenges and threats that the Indian small and medium businesses face today; and the compromises they have to make when it comes to security. India is a strategic market for us and we are committed to address the concerns of this segment as it has an unmatched share in the economy. Our state-of-the-art solutions portfolio and Erus IT’s market penetration strategy will play an instrumental role in taking our products to where our consumer is.”
NetRack eyeing global expansion NetRack has showcased their products at the DatacenterDynamics (DCD) Converged Conference held recently in Bengaluru. DCD brings together professionals from the data center industry around the globe to share ideas and discuss existing challenges in the market. NetRack exhibited AcoustiRackACTIVE and NRSe-600 with High Density Cable Frame series along with intelligent PDUs and KVM switches at the event. Ravi Raj, Brand Head, Director Sales & Support at NetRack said, “Datacenter Dynamics Converged Conference is the ideal platform for us to showcase our products and we are delighted to be a part of it for the fourth consecutive year. Such forums enable us to understand the industry’s requirements and also help in connecting with partners, consultants, distributors, and OEMs under the same roof.” NetRack’s AcoustiRack-ACTIVE with breakthrough technology of active noise cancellation is a soundproof rack mount cabinet with an unprecedented level of noise reduction up to 30dB with low heat dissipation and protection from residual factors. This helps provide a quieter and less stressful environment for employees. The NRSe-600 HDCF series is an ultra-rigid high density cable frame that is designed for data centers to manage high volumes of vertical & horizontal cables.
14 SME CHANNELS AUGUST 2016
PTE 2016: Konica Minolta showcases Bizhub solutions Konica Minolta Business Solutions has participated in the Photo Today 2016 Expo organized by Buysell Interactions Pvt Ltd. at Dr. Shyama Prasad Mukherjee Indoor Stadium, Goa, India. The Photo Today 2016 Expo was a three day event starting from July 15th- 17th 2016. It was an international show for Photography, Videography and Digital Imaging, frame and album making industry, an exclusive place where supply and demand come together. During the event Konica Minolta highlighted bizhub PRESS C71hc and MGI Samples at its stall. About 324 visitors visited Konica Minolta stall including professional photographers, advertising agencies, photo retailers, photo and video traders, agents, end users, manufacturers, distributors etc. The event focused on photo processing equipments, cameras, lenses, camera filters, flash lights, trade magazines, mini lab systems, professional lab equipments, video graphics equipments, frame making equipment, identification card makers and many more. The 3rd generation machine bizhub PRESS C71hc brings benefits over its predecessor. This model incorporates advanced colour reproduction capabilities of the manufacturer’s proprietary high-chroma toner that provides enhanced printing services.
SNIPPETS
Dell unleashes innovations to bring supercomputing power to mainstream enterprises Dell has announced advancements to its high performance computing (HPC) portfolio, including the availability of new Dell HPC Systems, early access to innovative HPC technologies, technology partner collaborations, and successful global customer implementations. “While traditional HPC has been critical to research programs that enable scientific and societal advancement, Dell is mainstreaming these capabilities to support enterprises of all sizes as they seek a competitive advantage in an ever increasing digital world,” said Jim Ganthier, vice president and general manager, Dell Engineered Systems, Cloud and HPC.
TO THE NEW JOINS ACQUIA COMMUNITY PARTNER PROGRAM TO THE NEW has announced its partnership with Acquia, a leading digital experience company. As Acquia’s Community Partner, TO THE NEW will leverage Acquia’s products and services to deliver best-in-class digital experiences for its clients across the globe. The partnership will enable TO THE NEW to further expand its open source content management offerings by developing and delivering custom publishing solutions utilizing Acquia’s value-added products and services. TO THE NEW which is already at the forefront of digital landscape andhas a strong reputation for its leading technology solutions will help accelerate Drupal adoption and growth. Deepak Mittal, CEO, TO THE NEW said, “We are excited about the partnership as this gives us a competitive advantage to use Acquia’s Drupal-based open cloud platform. We are already implementing a lot of Drupal-powered projects for our clients and joining hands with Acquia will further help us drive the next level of digital experience.” The Acquia Platform helps global brands build and deliver personalized digital customer experiences for every customer, on every device. As an Acquia Community Partner, TO THE NEW will have an access to Acquia’s crucial partner resources portal which will mean more highperformance websites, more optimized apps and more customized solutions for its clients.
emQube forays into Indian IT Services Market emQube has announced its entry into the Indian IT services market with its new operations center in Mumbai. The center will provide specialized expertise in developing web-based applications, mobile applications, and packaged solutions for Indian and global clients. emQube is a subsidiary of 1989 founded Swan Solutions & Services Pvt. Ltd, a Rs 100-crore IT solutions company. Mohammed Sutarwala, Managing Director of emQube says, “emQube helps companies deploy modern management practices through effective use of information technology services and tools. We have been doing this in the Middle East for over a decade, and realize that Indian firms, like global customers, are increasingly looking at technology as a key business enabler, a means to improve productivity, enrich customer engagement and gain better business oversight. With our new operations center in Mumbai we will leverage our expertise and resources to serve Indian as well as global customers.”
MAIT, NIELIT commence ‘Train-the-Trainer’ Program For capacity building of government offices in managing their e-waste, Manufacturers’ Association for Information Technology (MAIT) has signed an MoU with National Institute of Electronics & Information Technology (NIELIT). The MoU was signed by Dr. Ashwini Kumar Sharma, Director General, NIELIT and Mr. Anwar Shirpurwala, Executive Director, MAIT in the presence of Dr. Debasis Dutta, Scientist ‘G’ and Group Coordinator, Deity. As per industry estimates, an estimated 1.8 million tonnes of e-waste is generated in the country every year, and is likely to grow to 5.2 million tonnes by 2020 at the predicted annual compounded growth of 30 percent. Government is one of the bulk consumers of electrical, electronics and IT equipment so it is one of the major stakeholders responsible for generation of e-waste. The MAIT-NIELIT ‘Train-the-Trainer’ e-Waste Management Program aims to create awareness and ensure proper disposal of e- waste by the government. In his keynote address Dr. Ashwini Kumar Sharma, Director General, NIELIT said, “Training of government officials is important for us to become aware of the right way to dispose of e-waste.”
EMC VCE VxRail solutions help customers to boost performance EMC Corporation has announced customer adoption of the VCE VxRail Appliance is exceeding expectations. VxRail Appliances are the only hyperconverged infrastructure appliances that are jointly engineered with VMware and are fully integrated, preconfigured, and pre-tested for VMware environments. With sales in more than 45 countries in less than four months, VxRail Appliances are delivering simplicity, scalability and automation at the right price point for small/midsize data centers and for enterprise departmental and edge environments. The mass adoption of flash is driven by the desire to run an increasing number of virtual workloads on fewer physical machines combined with the new economics of Flash storage. Through the use of the latest 3-D or vertical NAND (3-D NAND) technologies and VMWare Virtual SAN 6.2, VxRail Appliances deliver much higher flash capacity than any other competitive offering at a lower price.
SME CHANNELS 15 AUGUST 2016
SME CHAT
ANSHUMAN HALDAR, GENERAL MANAGER CHANNEL BUSINESS, NETWORK CONNECTIVITY ORGANIZATION, SCHNEIDER ELECTRIC
DATA CENTERS AND IOT ARE DRIVING THE STRUCTURED CABLING MARKET. With the growth of infrastructure market in India triggering the growth of structure cabling market and Digilink, the Schneider Electric company, finding it an opportunity to grow its market share. SME Channels spoke to Anshuman Haldar, General Manager - Channel Business, Network Connectivity Organization, Schneider Electric. Excerpts…
As the infra market is on the upswing, what is the estimated structured cabling market in India? The global structured cabling market is expected to reach $13.13 billion by 2020, at a CAGR of 9% between 2015 and 2020. The growth of the structured cabling market is being driven by the rise in internet penetration, along with the need for high speed internet connection. In India the size of structure cabling market accounts to be INR 1200 crore for the current fiscal. Where all industry segments Digilink is finding its feet spreading? Digilink products are UL and ETL verified for safety, performance and quality assured for a reliable data network. From patch panels to cables, from patch cord to termination tools, Digilink’s copper and fiber solution are always within reach, bringing the customer the advantages of FIRM, LIGHT, SLIM and FAST products to fulfil the network connectivity needs of medium to small businesses. How does Indian data centre market is growing? According to industry sources, the value of the Indian data center infrastructure market is poised at 5.2 percent increase Y-o-Y, totalling $2 billion
16 SME CHANNELS AUGUST 2016
in 2016. What is the growth of FTTH in India as modern real estate market is embracing all modern amenities? One of the key factors contributing to the growth of the global FTTH market is the higher bandwidth requirement of end-users. There is increasing bandwidth demand for broadband applications such as web surfing, email, file downloading, online gaming, IP video-on-demand and videophones. In addition, government-led e-initiatives and programmes in several countries are contributing to the implementation of FTTH projects. The majority of telecom operators are using fibre on their backhaul networks as long term evolution services are taking off. With India’s huge population and its insatiable hunger for communication, the telecommunication sector is frantically upgrading its networks by rolling out 3G, 4G, 5G and FTTH. In the conventional telecommunication network, copper cables are used to carry electrical signals, but new age optical fiber cables carry data at more than 40Gbps, which is equivalent to nearly a million voice calls running simultaneously. It will be imperative to drive FTTH growth along with other technologies to achieve the broadband targets set by the Government under the National Telecom Policy.
Where does Digilink rivet its focus on from the technology stand point? Digilink Electric has always been the first in class to innovate products on state of the art technology. Being a brand of Schneider Electric, where almost 5% of spends are on R&D, Digilink is still the first to introduce new array of cabling solutions making it stand apart of competition. Viz. Pre Terminated Fiber Optic Solutions are now on the cards. What are the challenges of CIOs from the connectivity perspective? The structured cabling market had been facing a few challenges due to weak market sentiment as key sectors did not invest appreciably in networking equipment. However, the last few months have seen a marked change with technological advancements changing the industry dynamics which is leading to increased adoption of convergence, GPON, and cloud computing which has resulted in an increase in fiber deployments Whether mass rollout of 4G could be an advantage or challenge for structured cabling market? Data centers and internet of things are two trends that are driving the structured cabling market.
SME CHAT
“OUR PARTNER ENGAGEMENT MODEL THRIVES ON A BOND WHICH NOT ONLY CONNECTS OUR PARTNERS PROFESSIONALLY BUT UNITES THEM PERSONALLY TO THE BRAND TOO.” Devices that power data centers require physical cabling with an increasing demand for higher performance and flexibility, all of which require a reliable, scalable and –robust network infrastructure. This is where fibre cabling is preferred over copper cabling as fibre cables prolong the life of data in data centers. The recent trends point towards the fact that customers have started to come to terms with their business requirements and started to deploy structured cabling infrastructure accordingly. The concept of Internet of Things would be a game changer which not only allows for real-time, cross continental information sharing but it also allows individuals and organizations to make informed decisions around energy use as well as other daily routines closer to home, like your daily commute by connecting all the people and
devices. 4G stands for ‘Fourth Generation’, it is a wireless network system or packet switched wireless system with extensive area exposure & soaring throughput. It is intended to be cost efficient & to supply high phantom effectiveness. What is Digilink’s overall strategy in India? Digilink now enjoys quiet a decent market and mind share in the Indian market. Our strategy is clear to still be with the Channel Partners and work cohesively towards, work together with our channel partners, gear them up for better profitability and come up with new offers. What is its channel engagement and growth?
Our partner engagement model thrives on a bond which not only connects our partners professionally but unites them personally to the brand too. Our partners are our extended family.We also run a Loyalty Programme “SEEP 2016” Schneider Electric Elite Partner Programme. Designed exclusively for System Integrator, in this program, our channel partners earn benefits in the form of rewards by selling more Digilink products in the market place. We encourage our channel partners to be a part of this program and make the most of their efforts.At Digilink we look forward to a double digit growth in the Indian Sub Continent, while we look far beyond this growth in terms of engaging new partners and diversified areas of operation.
SME CHANNELS 17 AUGUST 2016
SME CHAT
KALYAN MUPPANENI, FOUNDER & CEO, PI DATACENTERS.
INDIA’S DC MARKET TO TOUCH $4.5 BILLION MARK BY 2018. India’s datacentre market is going northward with the demands coming from infrastructure growth. Enterprise IT World spoke to Kalyan Muppaneni, Founder & CEO, Pi DATACENTERS to know about their strategy in the market. excerpts.
How big is the datacentre market in India? Indian data center infrastructure market currently valuing at $2.2 billion, is expected to touch $4.5 billion mark by 2018. It is predicted that India would move to be the second-largest market for datacenters in Asia Pacific by 2020, with investments reaching $7 billion. The growth owes to the pooling demand from verticals like BFSI, Telecom, IT & ITES. Organization’s dependence on data and their inclination towards optimization of business processes drives this demand while state initiatives like Digital India support them. Current trends are northward for 3rd party DCs with a steep rise over the year from a meagre 15-20% in 2012 to 35-40% in 2015. The same is expected to grow at 25% CAGR YoY pertaining to high opportunity cost they provide. The growing cloud market in India with an estimated CAGR of 32 % over the years 20132018 is also shaping up the demand for the DCs. Gartner’sCloud Adoption Survey in January 2015 revealed 53% of organisations were already using cloud services and another 43% in the same survey indicated planned adoption by end of year. How Pi DATACENTERS is positioned? In our early days into the Indian datacenter
18 SME CHANNELS AUGUST 2016
market, we have been able to rake quite a bit of buzz around our positioning as an innovator in this space. Starting from being Software Defined Strategic Datacenter (SDDC), on a Software Defined Network(SDN) architecture, to providing end to end self-service enabled services portfolio, for customers to be in control of what they use, we have been able to deliver a matured echo system to this industry to ride on. The essence has been to provide our customers scalability and flexibility, coupled with access to an amalgamated environment of latest and greatest of technologies. Gartner doing a case study on our SDN architecture itself speaks significantly about our positioning as an innovator in this market. What services are offered by Pi DATACENTERS? Pi, as a software defined strategic datacenter with our flagship cloud framework @PiCloud™, deliver top of the league end to end datacenter services with high level of automation, self-service and a strong layer of managed services, that suits the dynamic nature of the industry and delivers the best fit results to end users. we @Pi™, focus on enterprise class cloud solutions around Infrastructure as a Service (IaaS),
Platform as a Service (PaaS), Disaster Recovery as a Service (DRaaS) and Industry specific solutions riding on our stable cloud Platform, where architecture is built grounds up basis varied industry framework. With our state-of-the-art infrastructure and a scalable architecture we also provide off the shelf data center services like get Co-Location, white space, hosting, and managed hosting at a TIER of customer’s choice. With IoT and Big Data taking the center stage today, our services around IoT and Analytics as a Service would help enterprises in real time decision making and analytics of their data banks in the right way, at the right time. Our practical and scalable architecture is poised to be just the right choice for DR for enterprises of all ticket sizes, in keeping disasters of all kinds and scale at bay. Our automated DR solutions, leveraging the stable @PiCloud™ platform, address the traditional issue faced by most Indian enterprises of not many global class options being available to them in India for an on the fly, on demand DR. How many customers are there and who are the major customers of the company? Across industry verticals of Government, Manufacturing, IT/ITES & Startups we support 20-25
SME CHAT
“THE GROWING CLOUD MARKET IN INDIA WITH AN ESTIMATED CAGR OF 32 % OVER THE YEARS 2013-2018 IS ALSO SHAPING UP THE DEMAND FOR THE DCS.�
customers and its growing. We are well poised to be datacenter partner of choice of 200+ customer by the end of this fiscal year. What are the advantages of the company over Tatas or Bharati or any competitor? Pi has entered the Indian Market differentiating itself from the existing Datacenter providers in terms of the class of Core Data Center infrastructure to the level of Managed Services. We emphasize on quality and professionalism in our services backed by stringent Service Level Agreements. The grounds up modular architecture enables our customers to scale at will without worrying about space crunch.
Our strategically chosen location of Vijayawada(Mangalagiri)adds to cost optimization both in terms of infra and power. This enables us to pass on the cost benifit to our customers, coupled with world class services, lowering their TCO. With our fully automated and customisable workflows, our customers can provision their enterprise cloud on our self-provisioning platform. The intelligently built infrastructure is scalable between the TIER levels. Our customers can leverage our Uptime certified TIER IV environment for their mission critical applications and infra, while their non mission critical applications and infra can leverage our TIER III environment, resulting to cost optimisation and operational excellence.
What all certification the company has so far apart from HIPAA? Pi is an ISO 27001 |22301 | 20000 | 9001 | 14001 certified organization for its - Business Continuity Management System, Information Security Management System, Information Technology Service Management, Environmental Management System and Quality Management System. These certifications reflect the commitment of Pi towards its values of quality, integrity, respect to stakeholders, and environment friendliness. Ensuring the uptime of mission-critical applications has never been more important than today. Cognizing the same, our first of many data centers located at Amaravati is built to be an UPTIME certified TIER IV datacenter.
SME CHANNELS 19 AUGUST 2016
COVER STORY
COLLABORATION REACHING NEWER
HEIGHTS....
WITH UNIFIED COMMUNICATION As the industry is growing beyond the geographic limitation the only way to communicate and collaborate with global partners is to adopt Unified Communications. In order to optimize efficiency with technology ensuring, greater value proposition, partners have tremendous opportunity to capitalize on evolving communications technology / trends and grow their businesses profitably. BY SATINDER KAUR skaur@smechannels.com
I
n today’s IT business environment competition is at its peak and time is considered to be money. Managing multiple communication platforms and channels is challenging for organizations. Here comes the relevance of a concept like Unified Communications or UC. Unified Communications is an umbrella term for the integration of all forms of human and device communication methods such as phone system, voice mail system, email system, data-store, presence status and instant messaging system into a common user experience. This integration of multiple channels holds the power to redefine the way we communicate professionally and personally. At a time when businesses are more focussed on collaboration, the integrated model of communication stands as a one stop shop solution for all their business communication requirements. Giving more information on it, Takayuki Inaba, Managing Director, NEC India says, “Unified communication can potentially allow users to access a variety of communication applications such as e-mail, SMS, video, fax, voice, and others through a single user mailbox.”
20 SME CHANNELS AUGUST 2016
The Unified Communication solution is creating a collaborative ecosystem to enable new and wide variety of communication through multiple end-points delivering a fully integrated set of applications helping organizations to simplify the process and deliver exciting & newer possibilities. As per Ruchir Talati –Marketing Manager –Matrix Comsec, Telecom, “The most exciting thing about UC is that it unifies (Messaging, Mobility, Collaboration, Conferencing and Voice/Video) communication irrespective of time, location and type of device used.”
UC market in India The Indian market has a clear understanding of Unified Communication. The IT BPOs and the banking industry are one of the first to adopt the UC services and are providing unique facilities such as video banking. The midmarket players are very optimistic about the adoption of unified communication as it will directly impact the technology deployed by these firms. Ajay Madan, Senior General Manager Communication Division Panasonic India, “In 2016, we will see more organizations adopt a hybrid
COVER STORY
SME CHANNELS 21 AUGUST 2016
COVER STORY
“THE AWARENESS IS DRIVING THE DEMAND FOR ALL FORMS OF UC IN INDIA AND GLOBALLY.” SANDEEP MEHRA, DIRECTOR, COLLABORATION SALES, CISCO INDIA & SAARC EXCERPTS
UC consumption model, a mix of on-premises and cloud solutions. This mix provides the greatest flexibility for today and provides a migration path to cloud-based services.” The research done by 6Wresearch in India says that the Unified Communication market is expected to reach $1,506.2 million in 2018, at a CAGR of 12.4% from 20132018. A lot of organizations – both large and small – now understand this, and are looking at UC solutions to enable them to streamline their business processes and boost productivity, reliability, and competitiveness. Giving further details, Sandeep Mehra, Director, Collaboration Sales, Cisco India & SAARC excerpts, “The awareness is driving the demand for all forms of UC in India and globally. I believe that the next breakthrough levels of innovation are unlikely to come from adding more traditional IT systems, but rather from embracing these new trends, actively engaging employees, partners and customers to work more closely together, anytime, anywhere, in a more natural and integrated way which Unified Communications enables. In fact, this is one of the top priorities for many CIOs today.”
Security in UC is a matter of concern Security is a major concern for businesses in all areas of IT, and unified communications is no exception. Enterprises are opening up -- in the way they provide employees with access to company data and apps and in the way they interact with customers, partners, and suppliers. Conventional security systems like firewalls, Intrusion Detection Systems and anti-malware solutions are not that effective in addressing the security challenges in a Unified Communications space. Keeping a note of this, Suresh Kanniappan – GM, Infrastructure Services, Happiest Minds opines, “IT organizations need to re-evaluate existing security systems and solutions and should focus on implementing a well-rounded multi-layer and multi-level defense strategy while considering about the security in the UC landscape.”
Opportunities for Partners As the industry is growing beyond the geographic limitation the only way to communicate and collaborate with global partners is to adopt Unified Communications. For partners, there are
“UC CAN POTENTIALLY ALLOW USERS TO ACCESS A VARIETY OF COMMUNICATION APPLICATIONS SUCH AS E-MAIL, SMS, VIDEO, FAX, VOICE, AND OTHERS THROUGH A SINGLE USER MAILBOX.” TAKAYUKI INABA, MANAGING DIRECTOR, NEC INDIA
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“IN 2016, WE WILL SEE MORE ORGANIZATIONS ADOPT A HYBRID UC CONSUMPTION MODEL, A MIX OF ON-PREMISES AND CLOUD SOLUTIONS.” AJAY MADAN, SENIOR GENERAL MANAGER COMMUNICATION DIVISION PANASONIC INDIA
immense possibilities & opportunities opened today, with the maturity of communication standards. While many thought UC was mainly for large enterprises, the mid-market “is embracing UC technology with gusto as organization’s start to understand how enhanced communications can help them stay nimble and keep pace with their competitors, aid business growth and make staff members more efficient. Sharing his views, Dr. Devasia Kurian, Founder & CEO, *astTECS says, “We work with a series of partners spread across TIER I, TIER II cities in India and in many countries globally. Partners are valuable extension to our business, as they are specialized and up-todate on emerging technologies with clear focus on IP Telephony and Open source communication.”
Choosing the Right Partner Partners are in the best position to advise their customers to ensure they get the best UC solution to suit their business needs, and that they fully realise the business benefits UC presents. Need to cautions that UC is one of those terms that mean different things to different people. The first challenge is to make sure it is not only understood, but can be explained to customers in terms of the benefits it can bring. According to Prashant Gupta, Head of solutions South East Asia & INDIA, Verizon Enterprise Solutions, “The key factor
COVER STORY
“AN IDEAL PARTNER FOR UC SHOULD HAVE THE BASIC PROFESSIONAL SERVICES TO PARTNERSHIP WITH OEMS AND ALSO AN UNDERLYING INFRASTRUCTURE TO SUPPORT THE UC NEEDS.” PRASHANT GUPTA, HEAD OF SOLUTIONS SOUTH EAST ASIA & INDIA, VERIZON ENTERPRISE SOLUTIONS
that one should consider while choosing the ideal partner should be experience. The partner should provide managed services and support underlying infrastructure would be an ideal partner.”
At the End... UC is a new-age technology integration of telephony, video and social networking platforms. Organizations should plan for a long term com-
“THE MOST EXCITING THING ABOUT UC IS THAT IT UNIFIES COMMUNICATION IRRESPECTIVE OF TIME, LOCATION, TYPE OF DEVICE USED.”
munications strategy to realize the full potential of UC, so that they can migrate seamlessly to address the demands of future requirements and select a provider that offers full-service, has a better support system in place and offers a greater proportional cost savings, which can be realized quickly. Also, it is very important for a partner to understand the technology, along with its pros and cons before entering into the UC market.
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SME CHANNELS 23 AUGUST 2016
COVER STORY
ONLY PARTNERS CAN TRANSFORM
UC INTO
REALITY... Partners are the people who actually bring UC to the market, and apart from the underlying technologies, they need to understand what this really means for their business.
B
usinesses need help on many fronts – choosing the right vendor, integration of all the parts, adopting the cloud, training employees and responding to the new waves – mobility, video, social media, etc. The mid-market segment offers a huge untapped opportunity to partners. The wide-range of innovative UC solution caters to individual segments (Enterprise, Hotel, Hospital, Government, Banking, and Manufacturing). The segmentation of market enables partners to address a larger market with higher margins. Furthermore, this easy to use and implement solution saves time and investment on manpower that leads to a higher uptime and customer satisfaction. The right stage for channel partners to dig into the Unified communication market will only be when they are majorly able to bring value to their own businesses. The partners should ensure that the UC system can be easily integrated with their existing network architecture i.e their existing enterprise applications, streamline processes,
24 SME CHANNELS AUGUST 2016
and improve efficiencies. Security is also a factor that should be considered when integrating a UC system. The quality of security should be legitimate and the businesses should continuously remain available. Taking about initial challenges with the adoption of Unified Communication, Vinay Jadhav - Vigilant Technologies, Director, Hyderabad, “Unlike the USA and few European countries, India still has some limitations as far as IP telephony and UC services are concerned. In India, there are a couple of DOT regulations due to which UC solution cannot be adapted. For example, in the USA, the UC client can make and receive PSTN calls from the organization’s central telephony system irrespective of its location. The same cannot be said for India. So, when we provide the solution, we consider the requirement vs. DOT norms.” The true sense of UC lies in the hosted platform only. UC solution is evolving and will have a tendency to change the look and feel every day. Hence, in a hosted solution, customers can benefit
VINAY JADHAV, VIGILANT TECHNOLOGIES, DIRECTOR, HYDERABAD
“UNLIKE THE USA AND FEW EUROPEAN COUNTRIES, INDIA STILL HAS SOME LIMITATIONS AS FAR AS IP TELEPHONY AND UC SERVICES ARE CONCERNED”
with the updated features as an when the OEM develops it. Effective communication is a major contributor to the success of organizations. The methods of communication have evolved over time and it continues to do so with each passing day. Even ISP’s are enhancing their networks and there is an increased demand for collaboration among the companies, which enable them to do more. It is also proven that one cannot just rely on a voice call, especially we now know how WhatsApp, LinkedIn, Twitter, Facebook has changed the way people communicate.
Finally... UC provides an integrated way of using Voice, Email, Video, IM and some of the social media apps mentioned above. Furthermore, let’s not forget that most of the CEOs and CXOs coming on board today have grown in the era of social networking sites and place high value on effective communication. Hence, UC will only grow more popular. On a concluding note, it is advisable to add UC in one’s portfolio.
KINGSTON
SME TREND
FOCUSED ON NURTURING RELATIONS WITH PARTNERS The scenario for DDR4 is now changing as more and more corporates, servers, enterprises and even PC enthusiasts have started demanding enhanced systems for higher performance and increased bandwidth, lower voltage and it is system requirements that determine the need for the memory module. BY SATINDER KAUR skaur@smechannels.com
T
he landscape of DRAM market in India is competitive and has a lot of potential for growth. To cater to this strong need, Kingston has been at the forefront with the best DRAM products and making them available with the varied specifications which includes Fury, Savage and Predator line ups for all price points catering to segmented customers which includes corporates, lifestyle, Media, editing etc. Giving more information on this, Ann Bai, DRAM, Memory & HyperX Sales Director, APAC Region, Kingston Technology shares, “India is a key market for Kingston and we are focused on providing a better end user experience. Currently, our products and solutions cater to all segments of the market”. Some of Kingston’s new consumer products are HyperX CloudX headset – which is XBOX licensed headset, HyperX Fury DDR4 and HyperX Predator Refresh DDR4. Kingston has a strong road map for HyperX range of products to bring more value for the performance oriented users for gaming and media personnel that believe in performance, looks and functionality. The success of any organization eventually depends upon the efficiency and range of its go-to-market strategy. Throughout Kingston’s journey here, it has been focused on nurturing relations with our channel partners. According to Ann Bai, “we are committed to do so going forth. With their help, we intend to launch more high quality memory products and will also offer exceptional after-sales service. We have plans during to reach out to those untapped Tier II and Tier III cities in the country and thus expand on our existing market. The channel partners will play a key role in sustaining and expanding the brand’s presence in the country.” Considering the population of India, the big-
ANN BAI, DRAM, MEMORY & HYPERX SALES DIRECTOR, APAC REGION, KINGSTON TECHNOLOGY
“THE INDIAN MARKET HAS ALWAYS BEEN VOLATILE AND SHEER SIZE AND DEMAND FLUCTUATIONS MAKE IT A PLACE FOR A DYNAMIC MIX OF CHANNEL PARTNERS.” gest challenge is to reach out to the masses. There are several things that set Kingston apart from its
competitors. Kingston’s products go through a stringent quality and performance test before they’re out in the market. Every single product at Kingston promises an unparalleled quality and performance. All the memory products come with lifetime warranty and exceptional aftersales services in 51 service location across India. Further Ann Bai says that the company has a wide range of memory products to choose from, to meet every customer’s requirement. Being a channel focused company, Kingston believes in growing with the channel partners. It considers the channel partners as an important part of its growth, as they do contribute to its brand image. Kingston cooperates with several distributors to sell products to retailers, resellers, and end customers in India. The brand works closely to develop profitable, sustainable businesses; in return rewards the channel partners with training, certification, specialization, business planning and marketing tools, as well as very competitive margins. Discussing Kingston’s future plans, Ann Bai excerpts, “We would look forward for more marketing activities for India so people think constantly about Kingston. Whenever they want to buy Kingston memory, they know Kingston is the brand to choose from. We believe in enhancing our services and the overall experience in a way that is beneficial for our customers.” Combining one of the most extensive and stringent testing processes in memory industry, Kingston provides exceptional quality with best after sale services, in India it has about 51 service centers.
Finally… Kingston has started engaging with the end users to understand them better. These initiatives have created a positive vibe for Kingston’s partners as well as customers across the country.
SME CHANNELS 25 AUGUST 2016
GOVT. POLICIES
GST FOR BUSINESS: A NEW BEGINNING BUT APPREHENSION As the Indian economy enters a new phase of transformation, the much hailed GST bill will finally be a reality. The consolidation of the structure, which currently has more than 10 separate taxes and duties, is expected to benefit businesses, consumers and the economy. This might be a landmark step, but a lot of work and time is still left in GST being officially implemented. The historic passing of the bill is a new beginning, and BY CHITRESH SEHGAL csehgail@accentinfomedia.com
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ednesday 7th of August saw the Rajya Sabha pass the much anticipated GST bill with a majority vote with a deadline of April 1st 2017 to roll out the GST regime in the country. Being touted as the biggest revolution in terms of India taxation laws, the ruling party BJP believes it with have a huge transformational impact on the economy of the country. The GST bill had been stuck in the political corridors for decades till now but this landmark step is expected to go a long way in consolidating the economy. For a layman, GST formally means Goods & Services Tax and it will replace the number of taxes levied by Central government including Central Excise Duty, Duties of Excise, Additional Duties of Customs (commonly known as CVD), Special Additional Duty of Customs (SAD), Service Tax, Cess and surcharges. It will also subsume state-driven taxes like State VAT, Central Sales Tax, Purchase Tax, Luxury Tax, Entry Tax, Entertainment Tax, cess and surcharges. GST, when in exercise, will enable a clutter-free tax environment, and also is expected to improve compliance and check on tax evasion. As a nation binder with the motto of One India One Tax, GST’s impact of the economy is being projected to improve check with dual monitoring by the Centre & states to reduce tax evasion, better compliance through real time matching of supplier & purchaser, reduction in approximately Rs 1.8 lakh
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ARUN JAITLEY, MINISTER OF FINANCE, GOVERNMENT OF INDIA
GOVT. POLICIES
CA KUNAL SINGHAL, MD, EAZY ERP
“IT WILL DEFINITELY BE BENEFICIAL BECAUSE IT WILL REDUCE MULTIPLE TAXES TO ONE TAX STRUCTURE AND BRING UNIFORMITY ACROSS INDUSTRIES.” crore annual loss due to excise duty exemptions and cut in Rs 1.5 lakh crore estimated loss to states due to tax exemptions. On the other hand, that is, from the enterprise perspective, GST has quite a few promises in store like tax credits to lower tax burden, improve profit margin for some, no distinction between product and service for tax, uniform tax across the country to ease business, and smooth movement of products across states. The concept of unified taxation laws is not a
GST RATES IN VARIOUS COUNTRIES Country
Rate of GST
Australia
10%
France
19.6%
Canada
5%
Germany
19%
Japan
5%
Singapore
7%
Sweden
25%
New Zealand
15%
Pakistan
18%
Malaysia
6%
Denmark
25%
new one. Countries like Singapore and New Zealand tax almost all commodities at a single rate. In China, GST applies only to goods and services like repair, replacement and processing. In Canada, GST replaced the federal manufacturer’s sales tax which was levied at 60%, and was similar to the Indian CENVAT. One of the biggest positives of GST for industry is that it will make India a unified market for business with uniform laws and easy access to state markets. Unified state taxes will erase the need for duties and cess and in turn this will check cascading of tax. The IT industry has welcomed the GST as it will definitely improve the ease of doing business across the country, however many players are still unsure about its long term impact. Pooja Singh, Director, Clockwork Business Solutions, an SAP Gold Partner believes, “Whenever there is a reform or new policy change that is already being successfully implemented in a other countries as well (including Pakistan which already has a GST in place), there are bound to be mixed reactions. I personally think that with the GST we have a single consumption-based tax instead of the earlier manufacturing- based tax. I believe this is going to bring clarity financially, and also increase efficiency and compliance.” With a wider tax base GST comes as a landmark impact of the economy. NASSCOM President R Chandrashekhar states, “The passage of the amendment bill will unarguably usher in the most impactful tax reform this country has seen. The services industry at large was administered under a single authority in the centre under the Service Tax regime. The simplicity and certainty that it offered needs to be emulated in the GST law that States and Centre adopt subsequently. The new tax regime should also be future ready and cater to the needs of the emerging digital economy in the country.” Mahesh Jaising, Partner, BMR Associates believes the effect is bound to ease the tax headache of businessmen, he remarks, “Presently, the IT industry is plagued with dual taxation in respect of supply of software electronically, AMC contracts, etc – this would get sorted out under GST. IT/ Telecom service providers were ineligible to avail VAT credits on purchase of goods used for provision of services and with seamless flow of credit offered under GST, tax cost in the system will be reduced to a great extent.” Ashok P. Hinduja, Chairman of Hinduja Group welcomed GST as the biggest transformation since 1991, saying, “GST will be the biggest reform since 1991 which will make India an attractive destination for foreign investments. Manufacturing will get more competitive due to the emergence of a national market as against the present fragmented one. The low tax to GDP ratio of the country will
go up, helping the government to adhere to fiscal discipline and keep the inflation in check. It will improve productivity and transparency. Elimination of tax cascading is expected to place the economy in the growth trajectory of 8% and above with seamless flow of goods and services.” Jaswinder Ahuja, Corporate Vice President & Managing Director, Cadence Design Systems believes GST is the key to the success of ‘Make in India’, “We welcome the proposed move to the GST regime by the Government of India. It will help herald a more comprehensive and congruent tax structure benefitting the electronics and semiconductor industries and the business communities at large. As the market opportunities for electronics keep getting larger, especially in a growing economy like India, GST will encourage in the seamless transfer of goods and services across the country. It will also give a boost to the ‘Make in India’ campaign.” One thing is certain that implementation of GST will go a long way in boosting the Indian market and also foreign investment with much clearer tax laws. J.B. Hooda, Director, Progression Infonet believes that though GST is going to vastly improve the ease of doing business, how the tax base affects the industry will only be seen with time, “With GST, the business process is sure to get easier as now we won’t have to worry about taxes and registrations. About the Rate of Tax which is 18%, prices of services are likely to go up with the 3% increase from service tax. The effect on goods is complex and would vary with products.” TAIT President Rushabh Shah says companies need to plan the way forward accordingly, Software is taxed twice as service tax and VAT. Now it will be single tax. We feel that GST will simplify compliance and will free up resources to concentrate on business expansion. Though, implementation will be done only after things are in place, companies need to start planning for future.” With the positives, GST sure has some drawbacks. There is bound to be some inflation with the increased tax rates. The Finance Minister put this at a minimum 0.3-0.7%. The dual Central and State government compliance is another issue that is being said could turn out as a huge challenge for exports to different states. Mahesh Jaising opines, “Centralised billing and accounting for service transactions with respect to pan India contracts under the present regime ensured that taxation of services is simple and clear. However, with decentralised basis of taxation of services, the likely requirement of state-wise segregation of contracts/ billing may prove a huge challenge for the industry. GST may also prove to be a nightmare for service exporter having pan India export units, especially in a case where the service providers
SME CHANNELS 27 AUGUST 2016
GOVT. POLICIES
J.B. HOODA, DIRECTOR, PROGRESSION INFONET
R CHANDRASHEKHAR, NASSCOM PRESIDENT
POOJA SINGH, DIRECTOR, CLOCKWORK BUSINESS SOLUTIONS
“RATEOFTAXWHICHIS 18%,PRICESOFSERVICES ARELIKELYTOGOUPWITH THE3%INCREASEFROM SERVICETAX.THEEFFECT ON GOODS ISCOMPLEX ANDWOULDVARYWITH PRODUCTS.”
“THE NEW TAX REGIME SHOULD ALSO BE FUTURE READY AND CATER TO THE NEEDS OF THE EMERGING DIGITAL ECONOMY IN THE COUNTRY.”
“WITH GST, WE NOW HAVE A SINGLE CONSUMPTION-BASED TAXINSTEADOFEARLIER MANUFACTURING-BASED TAX. THIS WILL BRING CLARITYFINANCIALLY, INCREASEEFFICIENCY AND COMPLIANCE.”
are forced to apply for refunds in each state where such services are consumed.” Rajeev Dimri, Indirect Tax Leader for BMR Associates believes there are unknown price fluc-
tuations in store with the implementation of GST, “GST is likely to subsume some major Central and State levies such as duties of excise, additional duties of customs (applied in lieu of excise and
local taxes), service tax, value added tax, central sales tax, entry tax, octroi and luxury tax. These taxes in aggregate constitute typically 25 percent to 40 percent of the price of products with certain categories being taxed at lower rates. There could be a reduction of tax incidence for several product categories if the standard GST rate is notified in the range of 18 percent to 20 percent. Headline tax rate on services is likely to increase as these are currently taxed at 15 percent even though expansion of the input credit base should partially offset the increase.” Apart from this clarity on older exemptions and way forward is a must according to Ashok Hinduja, “Clarity is needed on the continuance of existing exemptions especially those linked to investment made both at the centre and state levels. Input tax credit possible only after ensuring vendor remit the tax to their authorities – provision will be difficult to comply.”Easy ERP MD Kunal Singhal wishes the government clarifies the position of old stocks and transactions soon, “However, with its benefits it brings in a lot of complications. The Input for GST can be claimed only if the seller has posted the details in his return. The complete invoice wise data needs to be uploaded to the department. What will happen to the old stocks and contracts?” As the initial opinion on the viability of GST
ALL THE TAXES
THAT GST ABSORBS Central taxes that the GST will replace Central Excise Duty Duties of Excise (medicinal and toilet preparations) l Additional Duties of Excise (goodsof special importance) l Additional Duties of Excise (textiles and textile products) l Additional Duties of Customs (commonly known as CVD) l Special Additional Duty of Customs (SAD) l Service Tax l Cesses and surcharges in so far as they relate to supply of goods or services l l
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State taxes that the GST will Subsume l l l l l l l l l
State VAT Central Sales Tax Purchase Tax Luxury Tax Entry Tax (all forms) Entertainment Tax (not levied by local bodies) Taxes on advertisements Taxes on lotteries, betting and gambling State cesses and surcharges
GOVT. POLICIES
MAHESH JAISING, PARTNER, BMR ASSOCIATES
SEGREGATION OF CONTRACTS/ BILLING MAY PROVE A HUGE CHALLENGE FOR THE INDUSTRY.”
builds, one thing that industry players have a common belief on is the role on information technology in the successful implementation of GST. Ashok Hinduja believes apart from implementation, timing will also be crucial, “Full-fledged IT system should be in place so that there is no dispute in arriving at the losses incurred by States in the first five years. Roll over on the 1st of April 2017 may affect the last quarter business of 20162017. Hence, implementation during mid 201718 would be ideal and preferable.” However, a lot of verticals see unsure on how the bill will impact business, Sanjeev Bikhchandani, Chairman, NASSCOM Internet Council and Executive Vice Chairman, Infoedge, believes there are apprehensions which need to be addressed, “The GST regime should adapt to these changes with an eye on the future. However, apprehensions prevail on the administrative requirements that could potentially render internet enabled businesses uncompetitive. We believe this is not the intent of the Government and will work closely with Revenue officials towards enabling a simple and enabling GST regime for all.” KR Sreenivasan, Founder and Director at Infoholic Research also cites a lot of worry among
industries, “However, various sectors currently operating in India are going to get impacted that is for sure. The industries that will benefit are Auto Media & Entertainment and Consumer Staples. Meanwhile, taxes on Banking sector, Consumer discretionary, Telecom and Pharma sector will go up and this might have some effect in consumers. Sectors like cement, metals and transportation will not see any major bearing as change in the rate of tax is minimal even after GST in these industry segments.” There is no doubt that the GST is a welcome change in the financial system which had grown and branched into a complex structure. The equal state tax everywhere in the country will come as a huge plus making India a unified market not just for domestic businesses, but foreign traders too. There will be better compliance and check too and tax cascading is also bound to come down. But the true impact of such a major step will only be witnessed through time. Before its implementation, next year, the government needs to ready the infrastructure for its implementation. IT and digital are expected to play a big role, but the real impact of this Economical Revolution can only be gauged with time.
SME CHANNELS 29 AUGUST 2016
CHANNEL ROADMAP
BLACKBERRY INDIA
DELIVERING BEST POSSIBLE CUSTOMER EXPERIENCE BlackBerry India MD Narendra Nayak believes India is a key market for its Enterprise Software business. Facing the challenges of BYOD and enterprise mobility, enterprises are under tremendous pressure to provide an end-to-end secure framework, exactly where BlackBerry comes into play. BY: SATINDER KAUR skaur@smechannels.com
B
lackBerry Enterprise portfolio is a complete end-to end solution built on proven security and trusted by thousands of companies around the world to protect one of their most important assets, their business data – and to secure their mobile communications and collaboration tools. Our solutions include BES 12 which is part of the Good Secure EMM Suites; AtHoc, a pioneer and recognized leader in networked crisis communication, a recently launched new split billing solutions with BlackBerry WorkLife to help solve the BYOD challenge and WatchDox that enables multi-OS synchronisation and sharing. BlackBerry’s secure enterprise mobility solutions Secusmart, Movirtu and Encription have also been added to the open, flexible, enterprise-grade cloud computing platform Microsoft Azure.
Business Model for India India is a key market for BlackBerry’s enterprise software business and delivering the best possible customer experience is extremely critical for us. BlackBerry continues to partner and make strategic investments in companies that will help us expand into different areas such as security, privacy and IoT.
Market Strategy and Partner Ecosystem We are focused on building the right ecosystem of
30 SME CHANNELS AUGUST 2016
partners and people to bring more value from our enterprise software and services to our customers. We have witnessed an encouraging response to the Blackberry EMM platform because of its multi-OS support from a single console with iOS, Android, BlackBerry, Windows and Mac OSX – and for any ownership model even in mixed environments. With services like Watchdox that enable truly secure data management and AtHoc to manage personnel safety and business continuity, we are able to work hand in hand with our customers, and our partners, to address a wide range of security issues affecting businesses of all sizes. We are looking at robust growth from our enterprise software business in the coming year, and we want to continue to strengthen our play in the enterprise software segment, delivering an optimal experience for our customers and create value in the channel for our partners. We have redefined our go to market strategy for India and we are rebuilding our distribution channel geared towards enterprise business. We are rebuilding our team in India, bringing in more people with software knowledge and software support sales skills.
Challenges in Mobility Adoption The challenges that organizations face while deploying mobility are mostly around security breaches and data theft because enterprises are
NARENDRA NAYAK, MD, BLACKBERRY INDIA
“WE ARE FOCUSED ON BUILDING THE RIGHT ECOSYSTEM OF PARTNERS AND PEOPLE TO BRING MORE VALUE FROM OUR ENTERPRISE SOFTWARE AND SERVICES TO OUR CUSTOMERS” under tremendous pressure to provide an endto-end secure framework. The BYOD trend is adding to the woes of modern day CIOs to satisfy employees and drive productivity , but leaving organizations open to a wider threat landscape. Devices nowadays are extremely powerful and small instance like misplacing or losing mobile device could turn into a major security breach.
Channel Roadmap for 2016 and beyond At BlackBerry, we continue to focus on rebuilding our distribution channel and strengthen it further. Recently, we have appointed HCL Infosystems as our national distributor enterprise products. The partnership further strengthens HCL Infosystems’ OEMs alliances by significantly expanding enterprise software portfolio with BlackBerry solutions. In addition, HCL Infosystems will also provide value-added services such as technical support and consulting.
RSA INDIA
CHANNEL ROADMAP
“PARTNERS NEED TO ALIGN WITH CHANGING DYNAMICS” Today, information security is threatened as never before due to a convergence of business and technology developments. The security landscape is changing every day, the recent years have seen an increase in security breaches world over and India is no exception to this. BY: SATINDER KAUR skaur@smechannels.com
S
ecurity breaches are happening at an unprecedented rate across every type of organization and hacking tactics are more treacherous than ever. In fact, the threat actor pool is growing both in number and in kind. This lower barrier to entry opens hacking to a much greater audience, which means the number of attackers is starting to outpace the perimeter defenses of most organizations. To deal with such breaches, RSA provides multi-layers of defense that enable organizations to rapidly detect and effectively respond to advanced threat attacks and attack campaigns. RSA’s solutions for cyber defense help organizations reduce the risk of operating in a digital world. Through visibility and analytics, RSA solutions give customers the ability to detect, investigate and respond to advanced threats; confirm and manage identities; and ultimately, prevent IP theft, fraud, and cybercrime.
Channel Strategy Channel Management is certainly not luck. It requires one to be fully committed to their channel partners by addressing their concerns promptly, be genuinely concerned for their success & support them as they build their business on company’s offerings. According to Terence Gomes- Head- Channels & Alliances, RSA India, “For a business to grow and succeed it is essential
for our partners and us to share the same vision, belief and understanding.” As part of its growth strategy, RSA has teamed up with various partners (resellers, distributors, alliances and managed security service providers) with the purpose of helping organizations reduce the risks of operating in a digital world. Its products require specialized channel partners who possess a sound experience with regards to implementation of customer support skills. The RSA SecurWorld Channel Program recognizes the fact that such specialized partners need to be rewarded & protected in order for them to resell and service RSA products. Apart from the financial benefits, RSA also works closely with the partners to provide them with all the required sales, marketing & technical support to grow their security business with RSA. RSA has few strategic and elite partners who specialize in RSA security products like Security Analytics, GRC and VIA. RSA also extends support to distributors and their resellers for the flagship RSA SecurID products. RSA is also looking at extending its presence and increasing the availability of products and service to support customers & partners in T2/3/4 cities via its distribution partners. RSA India has been running a strategic program for the past few months with one of its distributors to support resellers in remote locations.
TERENCE GOMES, HEAD- CHANNELS & ALLIANCES, RSA INDIA.
“IN INDIA GOVT, BANKING, FINANCIAL SERVICES & INSURANCE (BFSI) AND ITES VERTICALS PROVIDE MAJOR CHUNK TO OUR REVENUES.” Changing Role of Channel Partners With the increasing online commerce, the role of channel partners is changing. Sharing his view Terence Gomes says, “Online commerce wave is here to stay and our channel partners will need to align themselves with the changing dynamics of the industry. As of now, there are only a few partners who are piloting the idea to resell their security products online. There is a difference between selling online vs selling through conventional channels. A lot would also depend on how the customers respond and basis that the partners would expand their online presence.”
Finally… The rise in use of technologies like cloud computing, BYOD and 3rd party access in organizations has led to an expansion in the attack surface making them more vulnerable. To combat these problems every organization needs to have highly trained professionals.
SME CHANNELS 31 AUGUST 2016
PARTNER CORNER
SUKHPAL SINGH SANDHU, GLOBAL BUSINESS DIRECTOR, ACPL SYSTEMS PVT. LTD
JOURNEY WITH
FORTINET HAS BEEN REWARDING
With the increase in advanced threats and many high profile incidents happening across multiple industries, network security market is bound to grow multi fold in India. ACPL Systems is confident that spending in the network security will continue to grow in coming years.
Brief us about your company? Founded in 1990, ACPL Systems Pvt. Ltd. has been focused on the domain of information assurance. We help enterprises transform their security posture in the digital business era by addressing their challenges of information security and availability by understanding their business objectives and risks. How long have you been associated with Fortinet? How was your journey with the company like Fortinet? ACPL has been associated with Fortinet for more than 7 years. In-fact ACPL was one of first few partners of Fortinet who signed-up when Fortinet came to India. Journey with Fortinet has been very rewarding and satisfactory. It give us great sense of satisfaction when we offer a market leading solution which help customers to protect their network form cyber threats and help us win trust. How do you find network security market in India? What is the potential and challenge for Forti-
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net in the market? Biggest potential for Fortinet is the recognition in the market as trusted network security vendor with large portfolio of solutions which they can offer to customer of any size and industry. Also the established brand and higher customer satisfaction plays in their favour. I can’t anticipate any challenge for the Fortinet in Indian market, as they have already established themselves in the network security domain and already have edge over competition. As a partner, how are you gearing up with network security market? What kind of excitement do you see among your customers? ACPL have been in the security domain for last 25+ years and have already established itself as trusted solution provider. Our strength is technical expertise and experienced team who have already done hundreds of FortiGate deployments across industry verticals. Now we are gaining expertise to address advanced threats which customers are concerned about these days.
“CUSTOMER THESE DAYS LOOK FOR A TRUSTED ADVISOR RATHER THAN A RESELLER, WHO UNDERSTAND SECURITY AND HAVE EXPERTISE TO TRANSFORM THEIR SECURITY POSTURE IN THE DIGITAL BUSINESS ERA.” What steps are you taking to position yourself in network security market? ACPL have been in the security domain for last 25+ years and have established itself as trusted solution provider. We have gained expertise in the technologies like WAF, DDOS, APT which gives us edge over other vendors. Also having a team of certified technical experts strengthen ACPL’s position in the network security market. What kind of benefits you are getting for being Fortinet’s partner? Having Fortinet as one of ACPL’s focus partner along with team of experienced and certified experts, ACPL is able to win the trust of both customers and Fortinet management.
SME CHAT
YINWEI OU, GLOBAL DIRECTOR, UTT
UTT TARGETS $5MILLION REVENUE FROM INDIA BY 2018 India’s growth potential has wooed many a global vendor and UTT is no exception. The Chinese major with reputation for SMB networking has all plans to make it big in India. SME Channels spoke to Yinwei OU, Global Director, UTT to know more about the company’s strategy.
Why are you looking at India market, as it is very price sensitive? While Digital India, the ambitious national initiative, focuses on the improvement of its internet coverage and connection speed, enterprises are increasingly adopting WLAN to focus on mobility, IoT and etc. According to MaryMeeker’s Internet Trends Report 2016, India now has 277 million Internet users surpassing the US and second only to China. Despite this, just about 22 per cent of the Indian market is penetrated, offering scope for huge growth, particularly on mobile. We see great opportunities for UTT in India and would try to make every consumer here into a fan. India market is too big and complicated to be simply defined as price sensitive in general. The “price sensitivity” is in the context of a particular sub-market where your products are categorized into. UTT’s focus is the SMB market, where a good balance of “enterprise-level performance” and “affordable price” is the key. Fortunately, UTT is leading this sub-market in China, which is, if not more, at least an equally price sensitive market. We’re confident with our future here.
“STAY HUMBLE. RESPECT THE MARKET TREND. LISTEN CAREFULLY TO WHAT OUR PARTNERS AND CUSTOMERS DEMAND RESPOND QUICKLY.”
Not many Chinese / Taiwan brands have succeeded in India and those who are successful are very well established, what is your strategy to compete in this market? Stay humble. Respect the market trend. Listen carefully to what our partners and customers demand and respond quickly. If our products can enable profitable solutions for our partners and delight our customers, they will help grow our business in India. What is the strength of your product line and what are the ranges of products you have? UTT is well recognized and appreciated by the SMB customers in China through enterprise-level routers, wireless access points and PoE switches at competitive prices. You may surprisingly find our products among the top in the US against those big names while having the highest customer rating. UTT AC750W as a good example, could often been found with top 3 popularity on Amazon. com by searching “VPN Routers”, which even
defeated some of the best brands in the market. What kind of volume are you looking at from India? As far as I can tell from the first year’s number, we’re targeting at $5M annually by 2018.We’re confident with our VPN Routers, Wireless solutions and PoE Switches. What kind of investment are you planning to make to run the show successfully in India? As was covered above, we want every penny to be spent on the activities that will be most effective. Being it a series of TV advertisements, a small training session, a magazine review or even banner in the public area, we will constantly adjust our tactics and implement whatever will help. What is your distribution strategy in India? We will provide the best margin for channel partners, develop awareness through marketing. We will set up efficient technical support to make the business hassle free and joyful.
SME CHANNELS 33 AUGUST 2016
GUEST ARTICLE
EVOLVING ROLE OF CHANNEL
PARTNERS IN DIGITAL TRANSFORMATION (FEATURES) The technology landscape is undergoing a dynamic transformation with the influx of digitalization. Technology trends such as mobility, Internet of Things (IoT) have equipped businesses to enhance operations, be more effective towards addressing customers’ needs and gain competitive advantage. While these advancements have opened avenues for businesses to be more profitable, it has also opened up Pandora’s Box of vulnerabilities. GANESAN ARUMUGAM, Director – Partner & Commercial Sales, India, Symantec
BRIEF PROFILE Ganesan Arumugam is the Director – Partner & Commercial Sales, India, Symantec. Ganesan is responsible for all indirect sales and channel programs, planning and executing Symantec’s channel and distribution strategy in India. In his role, while he will continue to develop the enhanced partner program across the India region, helping partners differentiate their business, maximize their return on investment, and accelerate their profits. A seasoned industry veteran with over 25 years’ of experience, Ganesan has held senior leadership roles at companies like VMware, Wipro, Novell, IBM, and Symantec. He has successfully spearheaded multiple portfolios within the organization and enabled bi-directional diversification of the organization by expanding channel network. In his last stint with Symantec, he was instrumental is setting up Global Alliances, joint solution development with the partners and lauched the same in the market. Ganesan holds an MBA from Bharathidasan Institute of Management, Trichy and a Bachelor’s degree in Mechanical Engineering from Anna University.
Cybercrime has evolved over time; it is no more about that small-time hacker trying to get hold of your social media account. Cybercriminals are undergoing organizational shifts, establishing corporate best practices and carving a sophisticated profession out of cybercrime. Headlines of data breaches and targeted attacks are now a part of the daily humdrum. Considering geographical boundaries have ceased to exist due to the influx of hyper-connectivity, cybercrime is not a concern for the urban mass alone. As modern technologies aide the business agenda, ensuring the security of these technologies has also become a part of the business discussion. Evolved Threat Landscape and Pertinence of Partners Enterprise security is no longer an IT-only issue but has now become a boardroom agenda. Today’s attackers are skilled enough and sufficiently resourced to have the persistence and patience to carry out their espionage activities over a period of months or even years. Businesses need to deploy holistic IT security practices covering technology, policies and processes to deal with the new set of threats. Enterprises today are looking for partners who can aide and devise all-inclusive architectures for them which complement their business prerogatives. In the last few years, a partner’s role has traversed from just sales enablers into real custodians of a company where customers are increasingly trusting their counsel and not just their products. Partners now know the various critical applications, business objectives and cost benefits so that they can build the best architecture and strategies for organizations instead of selling point-products to them.
Channel Best Practices Given the increasing importance of a partner’s
34 SME CHANNELS AUGUST 2016
role and the imperative to keep them engaged and equipped with the right solutions and skills, incentivizing adequately in this dynamic environment acts as a catalyst to bring out the best of their capabilities and ensure mutually profitable relation. It helps boost sales, increase mindshare for partners and also build partner-loyalty. An effectual partner program focusses on recognizing the value in investing in committed, capable partners with dedicated team towards incentivizing and stakeholders engagement. There are few tenets to be kept in mind while designing a strong partner program in addition to enabling them with the latest products and solutions. These include timely communication with partners through the right tools, elimination of redundant processes, understanding of the changing market and lucrative returns by protecting and enhancing the profit margins. Most importantly, it is highly critical for organizations to not abandon relationships with longstanding channel partners in order to jump on new technology bandwagons. At Symantec, we firmly believe that partners are the connecting link between service provider and customers. With a view to stop advanced attacks, Symantec has upped the ante to curb the growing menace with the new Unified Security Strategy and a renewed partner program - Secure One. The new world is being defined by seamless interconnectivity, and it is essential to recognize the key role the partner community is playing in enabling this transition. It should be as lucid as possible knowing the accountability, criticality and compliance issues, while simultaneously driving the momentum, transformation and adoption. Working together with partners can help businesses implement a robust security strategy, improve their productivity and ensure continued success for partners as well as their customers.
QNAP
SME BIZ
QNAP: ON HOT PURSUIT OF PARTNERS IN INDIA With the private cloud market growing faster in India, especially in the home, soho and SME space, tier-2 NAS solutions providers are finding their own due space. This is of course giving the market an opportunity to own the technologies, which otherwise would have been elusive for them. BY: SANJAY MOHAPATRA Sanjay@smechannels.com
T
oday, cloud computing market is booming in India giving the infrastructure providers the opportunity to position their solutions - for both private and private cloud. QNAP is basically a storage solution provider for the SMEs and the company boasts of having the best of the breed solutions addressing the requirement of the entire layer in the SME pyramid. Alvin Wu, Sales Manager, Surveillance Business Division, QNAP, said, “The benefit of QNAP over others is that our solutions can connect with IP cameras. We can connect more than 100 cameras at a time and more than 3000 camera models are compatible with solution. There are not many brands in the market, which can provide such rich features. We have more than 70 models. These models address the entire spectrum of market – starting from Home to SoHo, from SMEs and entry level enterprise.” QNAP entry-level NAS starts with 1-Bay and it goes all the way to 24-Bay with each Bay offering 8 TB capacity. If this is not enough, you can expand it. One unit can be expanded to 8 units. He added, “You can have effectively 1.2 PB storage solution. I do not think many of our competitions do have this kind of solution. We also have dual controller and dual CPU models.” He added, “We have customers in media, banks, enterprises, etc. Many customers in the enterprise space prefer NetApp and EMC, which they deploy for storage purpose but they use our solutions for backup to create a balance of their budget. Previ-
ALVIN WUI, SALES MANAGER, SURVEILLANCE BUSINESS DIVISION, QNAP. ously they used to buy two EMC boxes for both storage and backup but now customers wish to save money by combining QNAP solutions along with EMC machines.” Todays, QNAP is proud to have some big names as its customers. But at the moment, the focus of the company is B2B market. Alvin added, “We have only 7 people in India. This limits our capability to cover the customers spread directly. May be in future times, when we will have more than 100 people, we will start focusing on the endusers directly but now, our focus lies in the partner business.” “We have Iris Computers as our ND and there are regional distributors. For example, in north we have Squire Technology as our RD. Similarly, in south our RD is SMC Enterprises and in west we have Arihant Info Solutions as our RD. Apart from these organizations, we have some other organizations in these regions,” he added. “In order to help these RDs and ND, we have local sales reps, who basically create sales leads for them. The role of these partners is to support us in logistic and managing partners. 80% of our business is managed by our team,” Alvin maintained. As per Alvin, right now, QNAP’s business from India is US$1.5 million but is profitable. By 2016, the company has seen 30% growth, which is very good. Unlike other markets, India is pretty slow though, but Alvin of opinion that India can yield 30% YoY going forward. In order to support solutions sold in the market, QNAP has two engineers – one in Bangalore and
“MANY CUSTOMERS IN THE ENTERPRISE SPACE PREFER NETAPP AND EMC, WHICH THEY DEPLOY FOR STORAGE PURPOSE BUT THEY USE OUR SOLUTIONS FOR BACKUP TO CREATE A BALANCE OF THEIR BUDGET.” another in Mumbai. However, the company has started working with a third party for support. Alvin said, “Support used to be a challenge for us but now with third party coming in, we are very confident about our growth.”
Finally… QNAP is also sensitive about the growing needs of the customers. Now,the company has Thunderbolt series of NAS and Dual Controller and Dual CPU NAS boxes. It means QNAP can easily address the large enterprises but what restrains them from doing that is their inadequate service engine to address this market. So, SME market can expect enterprise-class products from QNAP at a very competitive price point.
SME CHANNELS 35 AUGUST 2016
PARTNER CORNER
REJI ALEXANDER, MANAGING PARTNER, ORISSA TELEMATICS, BHUBANESWAR
RELIABILITY IS THE CORNERSTONE OF MATRIX There is a huge potential for Telecom products with lots of products and rapid growth. As per a latest reports, India is currently the world’s second largest Telecom market, which is growing rapidly.
Brief us about your company? We are one of the oldest channel partners of Matrix, right from 1994 to this date. Along with Telecom solutions we have now added IP surveillance and Biometric devices to our fold. Apart from Matrix products we also deal with Fire Alarm solutions from Hochiki, Japan on turnkey basis for our clients across Orissa. What is your turnover and growth percentage? Our turnover in the last financial year was around 4 crore, with the annual growth percentage ranging from 15% to 20%. What kind of solutions and products you are dealing in? We deal in Matrix IP Communication Systems, IP Surveillance, Biometric devices (all from Matrix) and Hochiki fire alarm system from Japan. What kind of telecom solutions you have?
36 SME CHANNELS AUGUST 2016
We are dealing with only Matrix we are providing only Matrix solutions to our end clients. 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, applications, 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. The company provides specific solutions with heavy focus on quality and customer service. Key differentiators lie in providing pre-sales, postsales and R&D support. Most importantly, Matrix has an in-house manufacturing unit and R&D Centre to offer quick turnaround for clients
“MATRIX PRODUCTS ARE AT PAR WITH ANY MNC BRAND PRODUCTS IN TERMS OF QUALITY, PRODUCT DESIGN, SOFTWARE, FEATURES AND FACILITIES, ETC.”
What the company needs to do to improve the market share To improve our market share, we offer friendly service support to channels as well as clients, project technical support, value based sales and marketing policy other than mass marketing through unqualified channels. We also provide free training to channel partners - area/state-wise and more over reduce prices as per other manufacturers. As a partner what kind of products you want to add this year? We would like to add any Telecom and Electronic security related products.
REVIEW
PRODUCT
SHARP NEXTGEN CR4 SERIES OF MFPS
Smartly designed CR4 series MFPs from Sharp offers print speed varying from 30 PPM
NETGEAR NEW READYNAS 212 AND 214
to 60 PPM and are packed with user friendly
BY MANAS RANJAN
enhancements, such as high speed scanning
info@smechannels.com
– innovative features to help businesses manage their workflow seamlessly. Built on the platform of Sharp’s latest technology, these models offer many productivity up to 200 images per minute, a walk-up motion sensor that brings the machine to
NETGEAR READYNAS 210 SERIES comprises of NAS devices with new two- and four-bay models ideal for home and home office networks. Based on a quad-core 1.4GHz ARM Cortex processor, ReadyNAS 212 (RN212) and ReadyNAS 214 (RN214) sets a new standard for consumer NAS by delivering real-time 1080p high-definition video transcoding so you can view your HD content on any screen, anywhere at home and over the Internet. ReadyNAS 212 and 214 are the first ARM-based designs to deliver that capability in a cost-effective storage solution. As a result, ReadyNAS 212 and 214 offer the best performance in their value class for storing, streaming, transcoding, and protecting all your precious photos, videos and files. ReadyNAS 212 and 214 are the only consumer NAS to offer a combination of real-time 1080p HD streaming and transcoding (MPEG4, H.264 and other popular CODECs), wire-speed anti-virus scanning with near-zero loss of throughput, and up to double the throughput with dual Ethernet interfaces in Link Aggregation mode. They are the obvious choice for media enthusiasts, photo hobbyists, and home power users with lots of HD multimedia files to store and retrieve. ReadyNAS 212 and 214 are the fastest consumer NAS devices in the market, delivering up to 200MBps/read (megabytes per second) and 160MBps/write throughput. As more 802.11ac WiFi devices are connected to the home network, the one gigabit-per-second speed of an Ethernet port has increasingly become a bottleneck.
FEATURES
ready condition within 10 seconds. Businesses
n High performance ARM Cortex A15 1.4GHz quad-core processor
will also appreciate the common toner sup-
n 1080p HD real-time streaming
and transcoding (VC, MP4, MPEG4, H.264) to 480p for mobile devices n Near-zero loss of throughput during built-in anti-virus scanning
plies for all ten models in this series. CR4 series comes with in-built Sharp’s multi-layered security features, which can help protecting the customers’ intellectual property and personal information from the
n 2GB of onboard RAM
first day of operation to the time of trade-in. It
n Two Gigabit Ethernet Ports with
offers full multifunction capability at a strong
Link Aggregation n Three SuperSpeed USB 3.0 ports
and one eSATA port n Up to 200MBps* read and 160MBps* write speeds in a RAID configuration n Professional-grade BTRFS file
system n 5-level data protection offering
RAID data redundancy, automatic backup, unlimitedsnapshots, bitrot prevention, and cloud resource
PRICE INR 30,698 - INR 38,396
value for cost conscious customers. The series is designed with user requirements in mind, enabling them to easily set up and execute their workflow tasks. These models are equipped with Sharp’s next-generation touchscreen display, offering businesses an intuitive graphical interface with Easy Copy and Easy Scan screens, as well as quick access to an integrated on-board operation guide. It leverages the latest version of Sharp OSA technology for easy integration with network applications and cloud services, as well as advanced capabilities to help businesses
WARRANTY 3 Year
CONTACT sales.india@netgear.com
better manage their workflow.
n Price: On Request, Warranty: On Request, Contact: contact@sharp-oa.com
OVERALL RATING
SME CHANNELS 37 AUGUST 2016
PRODUCT
NEW ARRIVALS
MATRIX
MATRIX INTEGRATES COSEC – SATATYA WITH SURVEILLANCE SOLUTIONS Camera N O W A D AY S Start Recording/ Take Snapshot VIDEO SURVEILLANCE, Access Control and Time-Attendance are integral part of any organization. However, organizaCOSEC DOOR tions can get the best SATATYA HVR Controller Event Trigger when integrated and perform important functions that enhance security. Looking at the market requirements, Matrix has integrated its Access Control and Time-Attendance solution (COSEC) with Video Surveillance solution (SATATYA) on Ethernet to enhance security, restrict proxy punches, and avoid unauthorized access of users. Surveillance camera attached with the recorder or Enterprise Video Management software takes a snapshot of the user when user punches on any Access Control or Time-Attendance device. It takes snapshot even when a user is not allowed or is unauthorized to access. Moreover, a detailed report along with the user’s snapshot is generated as and when required. The feature performs live streaming of what’s happening in the organization and also sends real-time notifications to the concerned person in case of an emergency. Thus, Ethernet based COSEC – SATATYA integration provides organizations with fool-proof security.
n Price: On Request Warranty: 1- Years Limited Warranty, Contact: MATRIX COMSEC, More@MatrixComSec.com
ZEBRONICS
ZEBRONICS FULL POWER GAMING CHASSIS ‘PREMIER’ ZEBRONICS’ LATEST LINE UP OF CABINETS Premier’ built to handle todays and tomorrows high performance systems that are custom built for gamers from the inside – out. The Premier is perfect for Gamers, system integrators because of its extensive cooling advantages and also expandability. With ‘Premier’ chassis Zebronics pushes the bar higher in cabinets, with cutting edge product design that features the latest technologies to help gaming enthusiasts create a personalized look that matches their styles. The transparent window on the side panel and the front, along with the stylish chrome rail provides a fresh look into the breathtaking high performance PC build inside. Since gaming hardware produces a lot of heat, this enclosure contains Dual 120mm Front LED Fan & 120mm Rear LED Fan for an optimized cooling solution offering extreme airflow and holes for liquid cooling with a touch of style and brilliance. n Price: 4040/, Warranty: NA, Contact: +91-44-4000-0007
SEAGATE
SEAGATE NEW FLASH PRODUCTS THE 60TB SAS SSD AND 8TB NYTRO XP7200 NVME SSD are the newest additions to Seagate’s data center portfolio and are designed to help enterprise IT leaders obtain more value from the rapidly expanding amount of data they must contend with, even under the most demanding application requirements. The 60TB SAS SSD features twice the density and four times the capacity of the next highest-capacity SSD available today — equivalent to the capacity needed to accommodate 400 million photos on a typical social media platform, or 12,000 DVD movies. The 60TB SAS SSD also simplifies the configuration process of accommodating “hot” and “cold” data, enabling data centers to use the same enterprise HDD 3.5” storage form factor. This eliminates the added step of separating out different types of data for near-term availability versus long-term storage — largely based on estimations or best-guesses of future data usage. Instead, data centers can rely on an SSD that helps address their need to quickly accommodate and ensure accessibility of ever-increasing large amounts of data without having to add additional servers or incorporate additional management steps. n Price: On Request, Warranty: On Request, Contact: Supertron Electronics Limited, Phone: 91 11 49065100
38 SME CHANNELS AUGUST 2016
S:180 mm
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
RIGHT NOW, YOUR BUSINESS CAN GO IN A MILLION DIFFERENT DIRECTIONS. AND ONE OF THEM IS RIGHT.
©2016 SAP SE or an SAP affiliate company. All rights reserved.
S:270 mm
GROWTH IS LIVE. SAP’s suite of affordable solutions for small and midsize companies gives you constant control over your business. Live and in the moment. On premise or in the cloud. So you can make the right decision – right now. sap.com/India/live