PLUS
Symantec’s Veritas Sold! /08 www.smechannels.com
india’s first IT magazine for sme business VOLUME 06 | ISSUE 06 | PAGES 48 | AUGUST 2015 | RS. 20/-
SME Biz / 30
SME TREND/ 27
SME BIZ/ 31
Canon: Eyes Jobbers
Quick Heal: Targets Rs. 370
Unify India: Goes
Market
crore in revenue this year
indirect
WIRE
(LESS)! As wireless access takes a lead over the wired one the market is all geared up to cater to the requirements of the SMBs too. /20
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PLUS
Fortinet Buys Meru Networks /08 www.smechannels.com
india’s first IT magazine for sme business VOLUME 06 | ISSUE 06 | PAGES 48 | AUGUST 2015 | RS. 20/-
SME TREND/ 26 ARCSERVE: Trains gaze on India SMB
SME CHAT
SME CHAT
/ 38
Matrix: “We see maximum
/ 28
ResellerClub: “40%
growth in SME segment”
of our resellers are from tier 1 and 2 cities”
MY EXPERIENCE
EDITORIAL
STARTING UP INDIA KARMA NEGI
karma@smechannels.com
IT’S ANOTHER HURRAH! for India. Yet another of our boys has reached the top echelon of the corporate world, joining the ranks of other Indians who in the past couple of months have made India proud. Coming from a humble background, the new Google Chief Sundar Pichai a super intelligent and soft-spoken dude he has shown to many young people that reaching those dizzying heights, which few of us dream to reach, can become a reality too. It’s not just the international scene where Indians are blazing, closer home many new-age entrepreneurs are blazing the trail as the India start-up scenario hots up. The ease of doing business along with the government putting their heart and soul into making the Digital India and Make in India initiatives a reality has created a sense of hope in reviving the economy further. Another scheme announced on Aug 15 by Prime Minister Narendra Modi named “Start-up India, Stand-up India” for promoting entrepreneurship among the under privileged. The scheme calls for quick loan disbursement to aid new venture. No doubt, a noble scheme which can bring down the economic disparity between the haves and have-nots and in the process give the economy a further flip. But there are still questions that remained unanswered like How far has the implementation of the schemes announced in the budget reached? While modi wants to transform India into a start-up hub, the ease of doing business in the country still remains a challenge, as shown by Transparency International, with its immense red- tapism. Many of our talents are leaving the country for greener pastures. Why is this so? Why till now we haven’t been able to come out with our own companies competing with the likes of Google and Microsoft etc. We really need to understand and address the reason behind these. While there have been instances of reverse drain too; but the fact remains that it still forms a miniscule part of it.
Panasonic Eluga Icon PANASONIC ELUGA ICON smartphones with India 4G/LTE band network support is equipped with 1.5 GHz True Octa Core Processor and has 5.5 HD IPS screen. The device packs a powerful 8 MP Front camera and 13 MP rear Camera with auto focus and LED flash. Another feature is the ICON User Interface providing single access to apps, iSense – a hand hover gesture based functionality, Smart Awake Double Tap to wake-up screen, Air Swipe Unlock, Mediatek Hot-Knot and Blink Play feature for taking selfies or groupies with a blink of an eye.
SPECIFICATIONS Priced at Rs. 10,999, 3500mAh battery, 2GB RAM, 16 GB ROM expandable upto 32 GB. FINAL WORDING Good product OVERALL RATING
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SME CHANNELS AUGUST 2015
contents
AUG VOLUME 06 ISSUE 06
2015
ER COV RY STO
india’s first IT magazine for sme business
Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Associate Editor: Karma Negi Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Designer: Ajay Arya Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Marketing Manager: Hemlata Lalwani Marketing Executive: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 E-mail: Hem@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
Wire (less)! /20
Delhi-110016, Phone: 91-11-41657670 /
As wireless access takes a lead over the wired one the market is all geared up to cater to the requirements of the SMBs too.
46151993 editor@smechannels.com Bangalore Bindiya Jadhav #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 E-Mail bindiya@
SME CHAT RsellerClub/ 28
SME BIZ Canon/ 30
Eyes Jobbers Market
Unify India/ 31 Goes Indirect
“40% of our resellers are form tier 1 and Tier 2 Cities”
RUTVI SYSTEM/ 38 “We see maximum growth in SMe segment”
accentinfomedia.com Skype ID: b1diyajadhav
Printed, Published and Owned by Sanjib Mohapatra Place of Publication: 6/101-102, Kaushalya Park, Hauz Khas New Delhi-110016
Phone: 91-11-46151993 / 41055458 Printed at Karan Printers, F-29/2, 1st floor,
SME TREND ARCSERVE/ 26
Trains Gaze on India SMB
more inside Editorial~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 04
Okhla Industrial Area, Phase-2, New Delhi 110020, India. All rights reserved. No part of this publication can be reproduced without the prior
Snippets~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 08
written permission from the publisher.
KNOWLARITY~~~~~~~~~~~~~~~~~~~~~~~~ 34
Subscription: Rs.200 (12 issues)
Products~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 45
All payments favouring: Accent Info Media Pvt. Ltd.
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SME CHANNELS AUGUST 2015
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SNIPPETS PRODUCT | CHANNEL | CONSULTING | SERVICES
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Symantec’s Veritas Sold! Symantec has entered into a definitive agreement to sell its information management business, known as Veritas, to an investor group led by The Carlyle Group together with GIC, Singapore’s sovereign
wealth fund, and other expected co-investors for $8 billion in cash. The transaction, which was unanimously approved by Symantec’s Board of Directors, is expected to close by January 1, 2016.
Upon closing of the transaction, Symantec expects to receive approximately $6.3 billion in net cash proceeds, subject to certain customary post-closing adjustments. Symantec will take
a comprehensive and disciplined approach to capital deployment focused on both returning capital to shareholders and investing in the business. The Symantec Board has authorized a $1.5 billion increase to its existing share repurchase program, bringing the total to $2.6 billion, with $2 billion expected to be returned to shareholders over the 18 month period following the close of the transaction. The Board has also determined that Symantec will maintain its quarterly cash dividend of $0.15 per common share, which represents an overall increase to the company’s dividend payout ratio post-separation. Between its dividend and share repurchases, Symantec expects to return about 120% of its after-tax domestic cash proceeds from the sale to its shareholders. Michael A. Brown, Symantec president and CEO, said, “This transaction strengthens our financial foundation, paving the way for Symantec to grow its security business and increase its lead as the world’s largest cybersecurity company.”
Fortinet Buys Meru Networks Fortinet has closed the acquisition of Meru Networks. The acquisition enables Fortinet to expand on its secure wireless vision and enterprise growth focus, broadens the company’s solutions portfolio, and expands its opportunity to uniquely address the $5B global enterprise Wi-Fi market.
8
SME CHANNELS AUGUST 2015
The addition of Meru’s Wi-Fi solutions to the Fortinet portfolio extends the delivery of a secure, uninterrupted user experience – anytime anywhere – providing peak performance in environments requiring high capacity load and a high-density of wireless users, such as enterprise, education, healthcare,
and hospitality. With the completion of the transaction, Meru employees officially join Fortinet. “To truly protect against all possible attack vectors, we are continuing to expand our market-leading end-to-end security platform to provide customers with the visibility and continuous
threat protection they need – from the data center, to the cloud to the end-point,” said Ken Xie, Founder, Chairman and CEO, Fortinet. “We expect the acquisition to help us deliver new solutions and services to help enterprises of all sizes deploy, manage, and secure wired/ wireless networks in mobile era.”
SNIPPETS
neoteric Enters AIDC Market with Honeywell neoteric infomatique said it has partnered with Honeywell to distribute its premium range of barcode scanners in India. neoteric will distribute Eclipse, Voyager, Orbit and Xenon range of laserbased barcode scanners from Honeywell. This partnership marks neoteric’s entry into the automatic identification and data capture (AIDC) market which includes barcode, smart card, RFID, and biometric products. The overall barcode hardware market in India is pegged at
$70 million, of this, barcode scanner market accounts for $40 million and is projected to grow at 30 percent for the next two years. “We are excited to partner with market leading brand Honeywell. It also enables us to offer our partners with new business opportunities in a high-growth segment,” said Ramesh Rajahmani, Head, Business, Commercial BU, neoteric infomatique Ltd.
WD ‘Mega Monsoon Offer’ Launched
Konica Minolta conducted the D&B SME Knowledge Series in Mumbai. The event assisted Konica Minolta to connect with the SME segment effectively. More than 90% of the companies attending the event were new to the partner and got an opportunity to showcase themselves as Konica Minolta authorised sales and service provider. Varied topics like Government schemes for SME, Technology adoption for SME and its benefits, Green efficiency through technology adoption, Documentation and its importance were covered in the discussion. SME customers were briefed on Konica Minolta offerings with their key requirement of being an Agile & Smart enterprise best addressed by the superior cloud capability and mobile compatible bizhub INFO-Palette range of MFPs and solutions.
WD, a Western Digital company, rolled out the ‘Mega Monsoon Offer’ exclusively for registered members of the myWD partner program in India (excluding ‘prestige promo’ members). The offer will commence on August 10, 2015 and will go on till September 12, 2015. To participate in the contest, myWD partners who have purchased qualifying products during the promotional period will be eligible to participate in a word-search puzzle and the top 10 fastest entries to have answered correctly will be announced as winners. The prizes to be won include an Apple iPhone 6, four newly-launched My Passport Ultra drives in the 2 TB capacity, and five gift cards worth INR 1,000. “Through this offer we wish to engage with them in a fun-filled manner while giving them a chance to win exciting prizes,” said Khwaja Saifuddin, Senior Director – South Asia, Middle East and Africa, WD.
Canon Opens Training & Support Facility
Dell Launches Vostro 3000 Series
Konica Minolta Connects with SME
Canon India has opened a new training centre in Noida to provide technical skill development to its engineers and channel partners. The new centre will empower them with techniques and information which will equip them to handle customer queries and installation with utmost care. The training centre houses the best-in-class and technologically advanced printers like DreamLabo 5000, OCE Vario Print 6000, iPR1135 and iPRC 800, iPRC7000VP, TDS 750, TDS 350 and CW 300. Canon India aims to improve the efficiency of the engineers and the channel partners with the help of this training facility. Puneet Datta, Director of Professional Printing Products (PPP) group, Canon India said, “The training will help them to get a better understanding of PPP products and further enhance the customer experience. The facility, which has already trained more than 50 engineers since the time of its inception, acts as a technical backup centre in case of any downtime issue for mission critical customer.”
10 SME CHANNELS AUGUST 2015
MY POINT
“SDN has the potential to transform the networking landscape.” SAJAN PAUL, DIRECTOR (SYSTEMS ENGINEERING) - INDIA & SAARC, JUNIPER NETWORKS
Dell has introduced a multi city channel roadshow to launch and train partners on its next generation of Vostro notebooks. Dell will be meeting partners in eight cities: Pune, Mumbai, Chennai, Hyderabad, Bangalore, Delhi, Patna and Bhubaneshwar. The roadshow, which began on July 14 in Pune, aims at empowering & energising Dell’s Small Business channel partners to address evolving customer requirements. The event is designed to directly empower partners with additional sales support to maximize their profitability and ensure high levels of customer satisfaction. The Vostro notebook is designed to meet the unique needs of small businesses, home offices and mobile professionals. The Vostro 3000 Series notebooks are less than 1.85 mm thin. It help streamline work and enable connectivity, including an optical drive, VGA output, anti-glare FHD display, Gigabit Ethernet, a 10-key numeric pad (15” only), and up to 1TB HDD for data storage. The Vostro 14 300 Series is priced at Rs 38,990 and Vostro 15 300 Series is available at Rs 32,990.
SNIPPETS
JK Technosoft and Openbravo Join Forces JK Technosoft (JKT) and Openbravo have entered into a strategic partnership to help midsize organizations to succeed in today’s rapidly changing business environment. This collaboration will allow Openbravo to strengthen its presence globally and especially in India and the Asia Pacific region to distribute its successful Openbravo Commerce Suite and Openbravo Business Suite solutions announced the press release. The Openbravo Commerce Suite is a state-ofthe-art multichannel retail solution that allows retailers to transform their physical store channel to progress in their Omni channel strategies. The Openbravo Business Suite is a global management solution especially suited to support the most specific business requirements. Both solutions are built on top of a highly flexible and extendible platform that allows companies to achieve a higher level of operational agility.
KNOWLARITY CROWNED AS ‘STARTUP BEACON” Knowlarity Communications was named as the winner for the category Established ‘Startup Beacon’ at Zinnov Awards. The Startup Beacon (Established) category was adjudged by a jury and scored across parameters such as Growth & Strategy, Innovation, Technology, Funding received and earlier awards & recognition from the Industry. Knowlarity has been able to capture the jury’s interest across all the set parameters Knowlarity Gets the “Startup Beacon” which have enabled the enterprise to stand Award amongst the peers in the ecosystem. Commenting on the award Ambarish Gupta, CEO and Founder, Knowlarity, said, “We have been working hard the past five years pioneering cloud telephony in this part of the world. I feel really honored for being selected as the winner by a renowned organization like Zinnov, and this is an acknowledgement for all our hard work. It is indeed a huge honor.” The Zinnov Awards 2015, now in its seventh year, recognizes companies across 15 categories. There were three sub-categories under the Start-up Segment – Emerging Startup, Cross-Border Startup and Established Startup. 25-30 startups were selected for the jury cut under startup categories. The awards program is part of Zinnov’s Annual Conference “Confluence” which is focused specifically on technology organizations to deliberate on the next generation business, technology and market trends.
UC & C MARKET GROWTH HINGES ON GOVT INITIATIVES: IDC WITH THE GOVERNMENT INITIATIVES FOR DECREASING THE DIGITAL DIVIDE AND INCREASING FINANCIAL INCLUSION ON THE CARDS, THE UC&C SPENDING IS EXPECTED TO GROW FROM VARIOUS VERTICALS (DIRECTLY OR INDIRECTLY) GOING FORWARD. H2 2014 UC&C MARKET SHARE CATEGORIZED BY PRODUCT SEGMENTS
49.7%
Enterprise Collaboration
Enterprise Telephony
Conatact Center 14.2% Source: H2 2014 APJ Collaboration and Video Tracker
12 SME CHANNELS AUGUST 2015
36.1%
EXECUTIVE MOVEMENT
Xerox has appointed Sushant Dwivedy as the director, Global Document Outsourcing of Xerox India.
Enjay IT Solutions has appointed Gaurang Vyas as new Vice President, Alliance.
Symantec’s planned spinout Veritas Technologies Corporation, is appointing Balaji Rao as the India Sales Leader to accelerate growth of its information management business in India. Canon India promotes Andrew Koh to the post of Vice President for its Consumer Imaging and Information Center (CII) effective July 2015.
SNIPPETS
Gigabyte Mobos Ranked best by Ranker
SOPHOS OUTLINES AMBITIOUS PLANS
Gigabyte has been ranked as the world’s best motherboard manufacturer by Ranker and the Gigabyte Z97X UD5H was voted as the best motherboard for your PC. Ranker is a prominent social consumer web platform designed around collaborative and individual list-making and voting. Ranker’s surveys are frequently cited in major media outlets such as The Wall Street Journal, Forbes, CNET, and The Huffington Post. Thousands of people participate in Ranker’s surveys, giving them a large sample size. Gigabyte plans to launch its next generation motherboards for support of Intel’s upcoming 6th Gen. Core processors. GIGABYTE’s 100 series motherboards will use the Intel USB 3.1 premium I/O controller to offers more protocol compatibility than any other I/O controller within the industry.
Cyber-security company Sophos, which went public recently, now plans to innovate and expand each core product and is looking forward to addressing next generation threats by focusing on integration and information sharing between endpoint and network technologies. Earlier this month, Sophos had announced plans to raise $125 million by selling about 35 percent of its shares priced at 225 pence per Kris Hagerman, CEO, Sophos share in a public offering on the London Stock Exchange that would set its valuation at about $1.6 billion. The company now wants to ride on its IPO success with clear growth plans for the future. Kris Hagerman, CEO, Sophos, said, “Bringing Sophos to the public markets will enable us to access capital, improve our global brand and enhance our ability to enable enterprises around the world, of any size, to deploy a simple and effective security solution. This is a very exciting time for us. We are proud of all that Sophos has accomplished over its 30-year history, but we are even more excited about the road ahead as we embark on the next stage of our growth as a public company.”
Panache Expands Distributorship Across India Panache, an exclusive brand of Vardhaman Technology, has increased its distributor base across India. They have signed up distributors in cities of Mumbai, Pune & Delhi and roped in distributors for the states of Gujarat, Madhya Pradesh & Kerala. Panache has the discrete product range; Panache PC division – Small Form Factor PC’s, Desktop PC’s, Tablets & All in One PC, Panache Telematics – GPS & Tracking Solutions, Panache Education – Solutions for Education Segment, Panache eZee Connect – RFID & CCTV solutions, Digital Signage and Point Of Sale. These products will be rolled in the market through the distribution channel and be made available for direct purchase. Commenting on the expansion, Amit Rambhia, Founder and Managing Director, Panache, said,” For any brand to reach the base the distribution network should be very diverse and effective; we at Panache are very much focused to expand our reach through distributors across India. It will help us gain momentum in the competitive market”.
DIGISOL Introduces Sonakshi Sinha Brand Ambassador DIGISOL has named Bollywood actress, Sonakshi Sinha, as the national brand ambassador for the DIGISOL range of wireless and networking products. The appointment of Sonakshi comes at a time when DIGISOL plans to magnify its presence in consumer segment and this association is expected to boost the brand’s visibility in India. Arati Naik, COO, DIGISOL, said, “DIGISOL brand is young and so are our target consumers. We believe Sonakshi is a good choice as she is widely admired by young Indian audience. Her charismatic personality of being stylish, fun and Internet savvy makes her fit seamlessly into the brand.” Expressing her excitement, Sonakshi Sinha said, “I am happy to represent a brand like DIGISOL which is playing a major role in making DIGITAL India a reality. Now that I’m associated with DIGISOL, I look forward to be a part of their initiative.”
Kodak Alaris to Expand its Partner’s Network Kodak Alaris has embarked on a pan-India initiative, titled ‘Kodak Alaris Information Management Partnership Yatra 2015’ to expand its partner network in the country. The objective of the program is to engage with partners across the country, provide training, and share the company’s strategy and knowledge on the wide range of Kodak Alaris scanning solutions available in the market. This initiative will empower partners to grow the Information Management and document scanning business in India. ‘Kodak Alaris Information Management Partnership Yatra 2015’ commenced in April this year across India. The partner meetings conducted in six cities – Delhi, Chennai, Lucknow, Jaipur, Vishakhapatnam and Patna – was attended by a total of 150 partners. In order to keep-up with the momentum, and expand the channel partner network further, Kodak Alaris plans to schedule the partner meets in additional Tier I and Tier II cities throughout the year. The advantage for channel partners and their customers is the widespread post-sales service network of Kodak Alaris across India.
SME CHANNELS 13 AUGUST 2015
SNIPPETS
Emerson Network Gives ‘Knockout Punch!’ Emerson Network Power has launched the ‘Knockout Punch!’ program for the July-Sept 2015 quarter, an incentive program is designed to reward Indian Network Solution Partners (NSP) and Value Added Reseller (VAR) channel partners through PAYBACK points for sales of Emerson’s small and micro uninterruptible power supply (UPS) products (upto 20 kVA). Emerson has formulated this program keeping in mind the interests and benefits of the partners. Through PAYBACK, Emerson can offer its NSPs and VARs the opportunity to select their rewards from over 50 PAYBACK partner brands. Commenting on the program, Gopakumar Ambujakshan, Director Channel Business, Emerson in India, said, “We see that the government is committed towards providing 24x7energy to all citizens and businesses in India. However, with the resurging economy and the resultant mushrooming of multiple businesses, it will be difficult to meet the demand for continuous energy supply. It is this market opportunity that Emerson would like to capitalize on through the Knockout Punch! program and increase sales of its range of small and micro UPS solutions”.
ZyXEL Appoints F1 for Support Centres ZyXEL has appointed F1 for Support Centres in 72 cities across India covering all the state capitals. Several class-C and class-D cities are included in the new plan. ZyXEL’s Vice President Madhukar Swayambhu said, “ZyXEL is in the market for the last 25 years. We have realized that there is much more that consumer expects from us. Earlier the RMA was centralized, and now we have decentralized it to 72 locations across the country. This will leverage a great customer satisfaction.” The changes brought about ZyXEL are based on the inputs from a 6 month long user survey by the company. The decision is taken considering the changing mindset regarding the service in organizations and the increasing importance it plays in supporting the business growth. F1 Info Solutions and Services is a service provider, offering post-sales support and allied services to millions of customers of leading ICT companies in India.
D-Link Mobile App for Partners & Retailers D-Link has launched ‘D-LINK – CONNECT Mobile APP’ for its channel partners/ re-sellers & retailers across the country. D-LINK CONNECT Mobile APP has been designed for customers who can have access to D-Link product information anytime, anywhere. Talking about the initiative, Tushar Sighat, Executive Director & CEO, D-Link India, said, “With partner/ reseller engagement being at the core of our strategy and as an organization promoting technology excellence, we are constantly looking at ways to stay connected & engage with our target audiences. D-LINK – CONNECT Mobile APP is a platform to connect with our partners/ re-sellers through social network in a faster & easier.”
NETGEAR Leads in Switching Category NETGEAR has achieved the top position in worldwide market share for web-managed fixed configuration Ethernet switching. According to IHS Infonetics Ethernet Switches Market Share and Forecasts, 1Q15 Edition, June 2015, NETGEAR surpassed long-time leader HP for the first time in this switching category since HP’s acquisition of 3Com. Matthias Machowinski, research director for enterprise networking at IHS Infonetics ranked vendors in terms of ports shipped worldwide, with NETGEAR capturing nearly 29 percent of market share. “Buyers are shifting toward switches with advanced capabilities, such as enhanced management, PoE, and higher speeds, to accommodate increasing demands on networks,” said Machowinski. “In the SMB market, this is creating a shift from unmanaged to web-managed switches. As a well-known brand with an extensive smart switch portfolio, NETGEAR is well positioned to take advantage of these shifts.”
14 SME CHANNELS AUGUST 2015
DIGEST WD MY PASSPORT Western Digital’s New My Passport Ultra Drives Feature Stylish Colors, Easier Backup Software, and Personalization Options The My Passport Ultra portable hard drives are now available in four stylish colors—Classic Black, Brilliant White, Wild Berry and Noble Blue. It come in 2 TB and 1 TB capacities and feature 256-bit AES hardware encryption – delivering a high level of security with no impact to write-speed or CPU activity. The 256-bit AES hardware encryption protects users’ files, folders, photos, videos and music with a password.
ENJAY IT APPOINTS GAURANG VYAS AS VP ALLIANCE Enjay IT Solutions Ltd, a leading IT Solutions developer from Bhilad, Gujarat, engaged in solutions like Thin Clients, CRM, Telephony, Storage and Linux on Desktop and lately entered strongly into cloud based solutions announces new Vice President, Alliance, Mr. Gaurang Vyas. Enjay has a rich tradition of healthy partner eco-system across India & Overseas developed since 2001. As Enjay moves into next orbit, newer partnerships and newer alliances need to be made.
VIEWSONIC VA65 SERIES DISPLAYS The VA65 series complies with a current Energy Star 6.0 eligibility criterion which is an international standard for energy-efficient consumer products, originated by EPA (Environmental Protection Agency) in the United States. VA2265S is a monitor with great efficiency that meets stringent energy-efficient requirements globally. ViewSonic uses SuperClear Image Enhancement technology to optimize the characteristics of all kinds of panels, and delivers consistent brightness, Color quality and detail from each section of the screen.
PREMIUMAV ASSURES THE SECURITY OF WINDOWS 10 Enhancing the security of Windows 10, Premium AV launches the first ever PremiumAV and PremiumAV IS 2016 for Windows 10. Premium AV too is all set to tap into the growing manufacturing activity in India, led by the Narendra Modi government’s Make-in-India campaign. With an unbeatable price of Rs. 160/- or $2.5, PremiumAV and PremiumAV IS 2016 for Windows 10 will be available in India from 1st August 2016.
LENOVO ROLLS OUT WINDOWS 10 DEVICES Lenovo will begin shipping a wide selection of products preloaded with Windows 10 starting immediately. Lenovo has worked with Microsoft to make the process of upgrading simple, for people with qualified Lenovo PC running Windows 7 SP1 or 8.1 to upgrade to Windows 10. Starting on July 29, the updates will roll out. Lenovo has an extensive list of products eligible for this upgrade including popular models like the YOGA 3 Pro and YOGA 500.
SNIPPETS
D-Link Brings IoT Products to India The Connected Home Solution comprises of Wi-Fi Smart Plug, Motion Sensor, Audio Extender and apps to connect them. D-Link Connected Home solution is a compact Wi-Fi device based on IoT, designed to bring mydlink to household electronic devices, allowing users to monitor and control their home’s electronic devices from anywhere. Using the free mydlink app for iOS and android smartphones or tablets, users can set power on/ off schedules, turn devices on/off remotely, send an alert when motion is detected, monitor energy usage at home even while away and do much more. Wi-Fi Smart Plug (DSP-W215), plugs into a standard electrical outlet where one can then connect a device (Iron, Washing Machine, Air conditioner etc.) and take control of it using mydlink free app available for smartphones and tablets.
Seagate Upgrades IT Portfolio Seagate has added new and updated hybrid cloud solutions in its portfolio: Seagate Backup and Recovery Software, Seagate Cloud Backup and Recovery Services, Seagate Backup and Recovery Private Cloud, and Seagate Data Management Services. “Organizations of all sizes are moving to the cloud for a variety of reasons – and data protection is certainly among the top ones,” stated Jason Buffington, senior analyst of data protection at the Enterprise Strategy Group. “To meet users’ expectations of data availability and recoverability, on-premises solutions are paramount, but the cloud absolutely has a role to play in backup and disaster recovery preparedness, as well as offsite/long-term data retention. It is worth noting that IT needs have finally caught up to what Seagate’s EVault technology has been offering for nearly a decade: a heterogeneous, turnkey backup appliance with tightly-coupled cloud extensibility.” Seagate’s Backup and Recovery solutions can be deployed quickly, minimize the time required for backups, streamline management and restore data instantaneously. Seagate is helping customers improve their TCO with new Seagate Data Management Services that analyze data usage without manual intervention and advice on the most cost effective storage tier the data should reside on. The service enables clients to meet compliance requirements, policy enforcement and data governance. “Today our customers and partners are faced with explosive data growth, compliance requirements, the cost and complexity of non-traditional applications like the IoT, big data and the ongoing transition to software-as-a-service,” said Mike Palmer, SVP and GM (cloud solutions).
IP-COM Eyes 15% Market share in Three Years Manufacturer and supplier of commercial networking products IP-COM is looking at garnering a 10-15% market share within the next three years and is also contemplating setting up a state-of-the art manufacturing facility in India within the next five years to expand its footprints in the SAARC region. Pinaki Chatterjee, Director (Sales India and SAARC), IP-COM Networks, added, “IP-COM is strong at the core as we own 3 R&D units, with more than 1000 highly qualified engineers. We look at garnering a 10-15% market share within the next three years. We are also contemplating setting up a state-of-the art manufacturing facility in India within the next five years that will help us expand our footprints in the SAARC region. In India we have planned investment amounting to Rs. 50 to 100 Cr for setting up manufacturing unit as we move forward.” Speaking on the occasion Bruce Zhou, Global Sales Director, IP-COM Networks, said, “We intend to expand by using channel partners and have evolved a long term plan for the India region which has immense potential. We intend to grow globally by more than 200% YOY over the next 5 years and have also planned our investments accordingly to attain this goal. The Indian Government has been bullish on different aspects such as Digital India, Make in India, and Smart City concepts that will make it truly an IT empowered destination within the next five years.”
Matrix Comsec Concludes Growth Summit at Daman Matrix Comsec concluded its Seventh annual partners Growth Summit at Daman, a two day event where Top performing Matrix system integrators were acknowledged and awarded for their outstanding sales performance in the previous year. More than 200 Matrix partners from across countries attended the summit. Speaking on the occasion, Ganesh Jivani, Founder and Managing Director of Matrix Comsec, said,“Our partners are core to our business and a key driver for Matrix’s future growth. This event is a demonstration of Matrix’s commitment to our partners across the globe, as well as an opportunity to recognize our top performing channel associates. Growth Summit provided a platform to partners to interact with their other partners and share their experience and ideas.
HP Demonstrates its portfolio at Media Expo HP is showcasing its portfolio offerings from HP Latex and Designjet printers at Media Expo 2015, catering to a wide variety of indoor and outdoor point of purchase, signage, banners, textile and wall covering needs. Many of the HP’s customers are also foraying into high value applications market to meet the unique end customer needs and drive higher profit margins. To demonstrate this capability, Mahaveer Digitals; one of HP’s customers has prepared a creative showcase of premium applications printed using HP UV technology on rigid media like glass, metal substrates, acrylic, Medium Density Fiberboards (MDFs) etc. “With the brand managers and agencies exploring new and creative mediums to reach their end consumers, catering to a wide variety of indoor and outdoor point of purchase, signage, banners, textile and wall covering needs. This in turn is making the market more competitive for the PSPs, driving their preference towards new and creative printing applications which are effective in consumer reach, affordable and environment friendly at the same time,” said Puneet Chadha, Director, Market Development, Graphics Solutions Business, Asia Pacific and Japan, HP.
SME CHANNELS 15 AUGUST 2015
SNIPPETS
TP-LINK Unveils Revamped Website TP-LINK has unveiled its revamped website which includes new sections like ‘For Home’ ‘For Business’ and ‘For Service Providers’. These categories will help its visitors to know where to click and where to search according to their requirement announced the press release. As a Normal Home user will prefer to click and explore around ‘For Home’ Section for his requirement, whereas ‘For Business’ a person can visit this section and have a good view of Switches, Wireless, Routers and Training Centre TP-LINK has to offer for its business users. Same goes for Service providers tab, the products are smartly distributed according to their requirement in these sections. Home screen of www.tp-link.in is occupied by huge rotating images of TP-LINK’s new products and is supported by four tabs at bottom where one can view different things related to TP-LINK. Where to buy section from previous website is been further bifurcated and shifted below the page with regional distributors and authorized sellers. Also the support section is given top most importance along with other four main header tabs in website, for easy access and understanding of customers.
Gigabyte Mobos Windows Ready
Dell Releases Security Solutions for SMBs and Enterprises Dell has released comprehensive wireless network security solutions – Dell SonicWALL TZ Wireless Firewall Series. It’s targeted at both SMBs and large, distributed enterprises to realize the benefits of enterprise-class 802.11ac wireless performance and security, with a simple network set-up and management console, all at a lower total cost of ownership. Dell’s wireless network security solutions combine high-performance 802.11ac wireless technology with the new, next-generation wireless TZ series firewalls to deliver enterprise-class wireless performance and security, while dramatically simplifying network setup and management announced the press release. Benefits of the new Dell SonicWALL TZ Wireless Series include: exceptional security, Deep packet inspection, flexibility and scalability to deliver secure, high-speed 802.11ac wireless connectivity, Inspection of files at line speed without limits on file size, and low TCO. Murli Mohan, Director & GM, Dell Software Group, said, “The new Dell SonicWALL TZ wireless firewalls have been designed to cater to small and mid-sized businesses as well as large enterprises. This will also support the latest high-speed 802.11ac wireless standard, offering high level secure connectivity to the wireless network.” “Keeping the importance of layered security approach in mind, the TZ wireless firewall provides a multi-layered approach to security which includes critical aspects such as deep packet inspection, application intelligence, control and visualization, as well as central management technology that needs a basic network set-up with minimum total cost of ownership,” he added.
Gigabyte said its motherboards including 100 series boards, the Intel X99, Z97, H97 boards as well as its AMD 990FX, 990X and 970 based motherboards are ready to support Microsoft’s Windows 10 announced the. Drivers and BIOS on all current Gigabyte motherboards are ready and optimized for Windows 10. Gigabyte Ultra Durable Motherboards allows even the older motherboards work well in the new OS environment announced the press release. Windows 10 is available from retailers and through direct download from the Windows Store.
Allied Telesis Enters Cambodia Market As growth for the business continues across the Asia Pacific region Allied Telesis has inaugurated a new office in Phnom Penh, Cambodia. “We’ve seen great success across the Asia Pacific region over the last 20 years, and our presence in Cambodia represents the commitment we continue to make to the market,” said Jakub Duch, VP (International Sales), Allied Telesis. “This new office will enable us to provide both government and private enterprises within Cambodia with the high level of local service and support that we deliver in other countries across the region.” Allied Telesis currently has over 2000 employees around the globe. The company has appointed staff with significant experience in the Cambodian technology sector.
16 SME CHANNELS AUGUST 2015
‘Treasury on Cloud’ for SMEs IBSFINtech, provider of niche financial software for Forex, Treasury and Trade Finance management, has launched ‘Treasury on Cloud’, an innovative approach to treasury management designed for MSMEs in India. IBSFINtech’s ‘Treasury on Cloud’ product offering is designed to particularly drive the Government of India’s Make in India campaign more effectively, by empowering MSMEs in effective management of treasury & trade finance functions and helping them achieve higher growth and scale. Speaking on the occasion, Haresh Patel, Member – Advisory Board, IBSFINtech, said, “Treasury on Cloud is a self-sufficient solution to address needs of Micro, Small and Medium Enterprises of the country. It is an ideal solution for MSMEs as it requires no capital expenditure, allows for rapid implementation, and no risk owing to the pay-as-you-go model!”
SNIPPETS
nGenx Launches Partner Program for MSPs Provider of cloud computing solutions nGenx has unveiled an enhanced partner program for managed service providers (MSPs). It provides participating partners with a significant competitive advantage in the DaaS and application virtualization space, bringing the nFinity nWorkspace service enablement platform to the channel with industry leading deployment simplicity and a high margin MSP delivery model. “nGenx is ideally positioned to lead the shift from the traditional desktop to the more costeffective and simple to manage DaaS environment,” said Max Pruger, chief sales officer, nGenx. “More importantly, we’re doing so in a way that is built and designed to benefit MSPs. As a partnerfocused organization, we minimize partner conflict while striving to maximize collaboration across our partner ecosystem to drive rapid ROI and success.”
ZEBRONICS FORAYS INTO IP CAMERAS Supplier of IT peripherals, audio/ video and surveillance products Zebronics India has extended its surveillance portfolio by launching IP cameras designed for security surveillance of both commercial and industrial settings. The digital, network video surveillance (IP) system provides a host of benefits and advanced functionalities which include superior image quality, remote accessibility, distributed intelligent video capabilities, easy installation and integration, and better scalability, flexibility and cost-effectiveness announced the press release. “IP Cameras are most widely used camera category because of their ease of installation and also for the fact that they can be remotely monitored on a smartphone or tablet. The latest launch of IP Cameras at Zebronics is not just low cost but also high performance and quality products,” said Sandeep Doshi, Director, Zebronics India Private Limited. The high-definition professional surveillance and security solution includes three new models namely ZEB-C351-I2, ZEB-C341-I2 and ZEB-C342-I2 which are suitable for homes and small/ medium enterprises.
TP-LINK, Google to Launch OnHub TP-LINK has collaborated with Google to introduce OnHub, a router for the new way to Wi-Fi. OnHub is a new kind of router designed to keep up with the latest technology in the home, and help make Wi-Fi faster, more secure, and easy to use. “We count on Wi-Fi more than ever, and we need it to work well to do all the things we love to do online,” said Trond Wuellner, group product manager at Google. “By working with TP-LINK, we’ve brought together expertise across hardware and software to design OnHub, a new router that gives you a fast connection, makes Wi-Fi management simple, and gets better over time.” “TP-LINK is the only vertically integrated networking manufacturer and by combining our proven core competencies with Google, we are able to reinvent the way routers live in today’s connected homes,” said Andy Chen, vice president Networking Business Unit at TP-LINK International. “From design to functionality, OnHub delivers a better and more powerful, easy-to-use Wi-Fi experience.” OnHub is managed by the Google On mobile app, making it easy to set up and manage Wi-Fi. During setup, OnHub selects the settings that will work best for the home, then automatically adjusts if things change so the network is always performing at its best.
Cooler Master Unveils MasterCase 5 & Pro 5 Cooler Master has launched MasterCase 5 and MasterCase Pro 5, the world’s first mid-sized modular towers with exterior expandability, made possible with accessories purchased separately. Speaking on the occasion, Raymen Wu, Global Marketing Director, said, “The MasterCase represents the first of a new wave of products with our unique FreeForm technology that enables endless build possibilities. Launched in tandem with the new slogan ‘Make It Yours.’, we kicked off a new drive to harness the maker spirit in our products and community. FreeForm will be applied across all of our products in the near future ensuring you have the freedom to fully express yourself.” Two models will be made available at launch: the base MasterCase 5 and the upgraded MasterCase Pro 5. The base MasterCase 5 comes with dual top handles and a standard door while the MasterCase Pro 5 comes with a side window panel, elevated mesh top cover, and additional interior expandability options. Users wishing to upgrade from the MasterCase 5 to the Pro 5 version can do so through an ecosystem of accessories.
iREVO to Strengthen India Presence To strengthen its footprint across the country iREVO Multimedia plans to have direct presence across 22 locations by the end of this year. At present iREVO is present in Mumbai, Ahmedabad, Chandigarh, Punjab, Himachal, J & K, Delhi NCR, West Bengal & North East, Andhra Pradesh, Talengana, Kerala, Karnataka & Tamil Nadu. Rajan Sharma, VP (Sales), iREVO, said, “We are the first company in to India to launch customized iREVO Smart TV and Smart PC devices. We have the First Mover advantage, and we are ready to capitalize our years of engineering & research which has helped us to bring in quality devices at price points which are favourable for Indian consumers. We now have presence across 12+ cities in India, including all the Metros and we plan to have our direct presence across 22 locations by the end of this year.” “Our aim is to ensure iREVO device have reach up to 600 cities and towns in the country where the broadband footprint in #DIGITIALINDIA is expected to play a decisive role,” Sharma elaborated.
SME CHANNELS 17 AUGUST 2015
SAP CHAMPIONS
VCENTRIC TECHNOLOGIES “Spearheading Growth with Customer Satisfaction & Innovation”
SRIDHAR NANDIVADA,
ASST. VICE PRESIDENT, VCENTRIC
EMPLOYEES
150+ HEADQUARTER Hyderabad
BRANCHES Noida, Ludhiana, Bengaluru and Chennai
HEAD COUNT
600+
consultantspredominantly in SAP Solutions
CONTACT VCentric, 43/A, MLA Colony, Road No.12, Banjara Hills, Hyderabad- 500034, India www.vcentric.com
V Vertical Solutions Expertise: Auto Components, Industrial Machinery & Components, Textiles & Fabrics, Metals &Mining, Transportation & Logistics, Engineering – Construction & Operations, Higher Education, Process Engineering, Dairy & Poultry and Utilities. 18 SME CHANNELS AUGUST 2015
Centric, founded in 2005, is an International Information Technology Services and Technology Consulting company known for its deep industry experience and high customer satisfaction having its operations in India, Sri Lanka, South Africa & Middle East Markets. Collaborating with clients in various industry sectors to solve their most pressing challenges from strategy through execution. The company provides Strategic consulting, Application services, Technology
SAP CHAMPIONS
solutions and Managed services to top Tier companies and medium-sized businesses around the Globe. vCentric’s mission is to work with clients, to create innovative, practical management and technology solutions that helps our clients, get sustainable results. Service offerings are custom-designed to help our clients to generate revenue, increase cost-effectiveness, manage regulatory compliance, integrate information and smooth transition to “next-generation” technology. vCentric has earned several recognition for our Best Client Service
from leading analysts and has attained high Customer Satisfaction Scores. Clients depend on vCentricto deliver the Power, Energy and Innovation of new thinking for the changing world. With strong credentials in SAP Implementations, Roll outs, Support services, Consulting and System Integrations, vCentric proudly claims 100% success in all engagements thus far. With Over 85% of its revenue being generated from core SAP ERP services; and the experience of implementing the similar kind of SAP implementation projects across the World, vCentricis well posi-
tioned to be a low-risk high-value services partner. vCentric’sgrowth over years has been tremendous as the company has been growing more than 100% YoY, in terms of customer base and revenues. vCentric’score competencies include implementation of SAP Solutions & Application Development but more than that it is how its team aligns with the client’s objectives that really differentiate vCentric. Right from the planning stage to execution level, vCentric’sdisciplined yet flexible approach starts and ends with its clients’ core objectives.
VCENTRIC DEVELOPED SOLUTIONS Weigh Bridge & Barcode Solution
How have you evolved as a SAP partner? Our journey in SAP Eco System has been extremely exciting. vCentric has been one of the most successful Partner and today we are proud to say that our contribution to SAP & partner community has been recognized by SAP in various forums. To iterate our evolution journey as a SAP Partner we have added a lot of value to our knowledge bank which gets reflected through our confidence in each of our successful deployments. Our greatest progression has been in our understanding that we are not selling a simple solution but we are thrusting on value & building long term committed work relationship with our clients. Our 10 years of relentless hard work has given us the confidence to deploy SAP Solutions not only for high end organised corporates but for small & medium enterprises with equal levels of commitment & timely delivery. With our over a decade of experience we can now actually pen down “what to expect when” which plays a key role in helping our clients in making the technological transition.
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How SAP solutions are better than the competition platform? The most appealing feature of the SAP solutions is their universality & their ability to fit into any kind of organizational structure. Out of our experience we find the transition from legacy systems to an SAP ERP solution almost seamless. Also there is lot of clarity in the solutions being offered as well, whether we talk about solutions based on the line of business or technology resolutions based on the industry. What is your value proposition for the customers? Our delivery excellence results in repeated business and it talks about our customer centricity, coupled with the commitment towards delivery & quality. vCentric has highly successful and satisfied customers in process industry. We can pin down vCentric’s value proposition in one sentence which reads that our client’s success is our satisfaction. We work around our customer’s need through a truly engaging & collaborative model. We are rigid in terms of following the committed delivery timeline but we are very accommodating to our customer’s needs. Our
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key differentiators are how we bring in the seamless transition for our clients through robust training models & expediting delivery. Do you have any plans to invest in any competency development? Competency Development is never ending need, it changes with new production methods and technology, such as cloud computing, automation, and innovative solutions. We would be investing on the most appropriate ones keeping our future goals in mind. What kind of growth are you expecting in the next two years and which vertical markets are likely to contribute to that? We have recently marked our 10th year. By end of 2017, vCentric wishes to be a part of 150 Cr Club with 1000+ employees under its roof. Thus, next couple of years are very crucial. To attain this exponential growth, we have formulated several new plans and changed our goto-market approaches as well. Expansion into different geographies would be key.
SME CHANNELS 19 AUGUST 2015
COVER STORY
WIRE
(LESS)!
As wireless access takes a lead over the wired one the market is all geared up to cater to the requirements of the SMBs too. BY KARMA NEGI
karma@smechannels.com
A
ccording to the latest report by IDC, since Q1 2014, the WLAN market has increased both quarter on quarter and year on year with the highest revenue coming in CY 2014.
20 SME CHANNELS AUGUST 2015
The WLAN market in India clocked an 8.9 percent growth quarter on quarter and 37.1 percent year on year during Q1 2015, according to IDC’s Quarterly APeJ Wireless LAN tracker. The end-user revenues also registered at a staggering $45.1 million. Though WLAN market in
India continues to be driven by the traditional contributors like education and professional services, the increase in deployments of hotspots by the government and telcos will create new revenue streams that are likely to contribute an additional growth of the market Q2 2015 onwards.
COVER STORY
SME CHANNELS 21 AUGUST 2015
COVER STORY
“BSNL ALONE HAS PLANNED TO SPEND RS 60,000 CRORE IN THIS SEGMENT; YOU CAN IMAGINE THE MARKET SIZE.” MADHUKAR SWAYAMBHU, VP, ZYXEL
“BSNL alone has planned to spend Rs 60,000 crore in this segment; you can imagine the market size,” says Zyxel’s Vice President Madhukar Swayambhu. TP-LINK sees the total market potential as big as $400 million in coming five years for both home and business put together. “Wired/Wireless connectivity is the glue between our End user compute and Enterprise Solution strategy and hold immense criticality for
us. Further, As IOT gains mass scale non-compute end-points would start to hold fair share of wireless access,” informs Amandeep Dang, Country Manager –Networking, Dell India. The new disruptive technologies like BYOD, mobility and IoT have brought the convenience of connectivity and efficiency for the users and its easy and efficient deployment, flexibility and scalability are favouring Wi-Fi based solutions. Wireless access is predicted to eventually
HOW TO BE SAFE? Deep packet inspection (DPI) to scrub traffic using an array of intrusion prevention, SSL decryption and inspection, application control and content filtering technologies
Wireless intrusion detection and prevention (WIDP) to block rogue access and denial-of-service (DoS) attacks
Application-level security to control unauthorized application usage and prevent leaks of confidential information
Access control features to condition access based upon presence and status of endpoint security software and settings
“THE ADOPTION OF TECHNOLOGY IN THE SMB SEGMENT WILL GROW TREMENDOUSLY IN THE NEXT FEW YEARS.” AMANDEEP DANG, COUNTRY MANAGER (NETWORKING), DELL INDIA
dominate wired access. Fortinet recently acquired Meru Networks which it says syncs with its secure wireless vision and growth focus, and says broadens its solutions portfolio and expanding opportunities to uniquely address the $5B global Wi-Fi market with integrated and intelligent secure wireless solutions. “Fortinet is now poised to accelerate its growth in the Wi-fi market through the delivery of new solutions and services to help businesses of all sizes deploy, manage and secure their wireless networks in this mobile era,” apprises Rajesh Maurya, Country Manager, India & SAARC, Fortinet. Swayambhu says what makes the wireless access important is WiFi offload from the telecom service providers because the 3G or 4G band is expensive for service provider. “What one wants is to offload the data traffic from 3G or 4G to WiFi. Hence everybody is opening lots and lots of hotspots across the country. BSNL or MTNL or Airtel or Tata, everybody is jumping into that solution and that makes wireless access one of the most booming areas,” he adds.
SMB WLAN Market According to Zinnov, there are 51 million SMBs present in India today. Close to 40% of these SMBs
22 SME CHANNELS AUGUST 2015
COVER STORY
are influenced significantly by technology. Currently the SMBs are facing challenges at numerous fronts: Inability to adopt solutions meant for large enterprises, absence of deep pockets to invest upfront in infrastructure, and most solutions offered are generic and lack vertical centricity. The two main product types that have been used to target the SMB segment are Enterpriseclass Access Points and Small Office Home Office (SOHO) Access Points informs Dang. However, vendors have been bundling each of these products with different services and software solutions that are customized – and in some cases, costoptimized – for SMBs. With SMBs going digital in today’s era of IoT, Mobility, there is obviously a rise in need for wireless access points which also means that there is a significant opportunity present in the SMB WLAN market. Lately, vendors too have started coming out with SMB specific solutions. “The adoption of technology in the SMB segment will grow tremendously in the next few years. This will also lead to a scenario wherein close 90% of all SMBs will be influenced by technology by 2020. With
the statistics mentioned, it is clear that SMBs will play a major contributing to the growth of WLAN market in India,” Dang adds. “The rapid pace of technological innovation and the growth of the always-connected generation are acting like a catalyst to fuel the growth of SMB business in WLAN market. Businesses also know they must innovate to stay ahead and SMBs have realised the importance of investing in technologies to give their business a distinct edge over their competitors,” adds Maurya. Calling it a burgeoning market TP-LINK’s vice president (channel sales) Atul Jain says they are looking at releasing at least five new product lines every month which will keep feeding such an influential growth commitment for India market. “If we separate this market between SMB and consumer then the ratio will be 50:50 which means not less than $200 million worth of opportunity,” he adds.
Drivers SMBs are rapidly adopting digitisation because they don’t carry the burden of legacy system. Digital enablement of Indian SMBs presents a multi-
billion dollar opportunity for tech vendors. It is projected that this number will upsurge from USD 11.6 billion to USD 25.8 billion by 2020. Also, with the government’s high focus on the ‘Digital India’ campaign, it is likely that the Indian government spending on IT will touch USD 7.2 billion by 2015 says Dell. All these factors will be the main drivers for the growth of WLAN market in the country. Government’s ambitious “smart cities” initiative is expected to give the WLAN market a further boost. “If the government policies are in right direction, I believe everything will be at place. This government is a pro-business government and that is the most influential factor in talking of the industry,” adds Swayambhu. Another catalyst for new adoption according to Fortinet is the ratification of the IEEE 802.11n wireless standard for new adoption since the new standard provides better coverage and fivefold performance increase over legacy wireless outperforming wired Fast Ethernet LANs. Maurya adds, “This results in a more widespread adoption of WLANs, resulting in a more pronounced need for network application services, such as WLAN
SME CHANNELS 23 AUGUST 2015
COVER STORY
“FORTINET IS NOW POISED TO ACCELERATE ITS GROWTH IN THE WI-FI MARKET THROUGH THE DELIVERY OF NEW SOLUTIONS AND SERVICES TO HELP BUSINESSES OF ALL SIZES...” RAJESH MAURYA, COUNTRY MANAGER, INDIA & SAARC, FORTINET
network management and security.” According to IDC The networking market, including LAN and WLAN, in India grew by more than 20 percent year-on-year in 2014 and a similar growth is expected in calendar year 2015.
Disruptive Technologies The rise of mobility and BYOD has led to proliferation of employee-owned smartphones and tablets which are tapping into the enterprise networks. As this multiplies every year are the networks capable of handling it? Gartner estimates
that as many as 80 percent of enterprise wireless LANS (WLANS) are not designed to support this oncoming surge in demand, which will cause performance problems. “Disruptive technologies such as cloud provide a viable solutions that gives networks an ondemand capability to handle big variations in load and traffic without compromising availability or performance,” informs Dang. SDN is another disruptive technology that helps in changing the next gen WLAN market. Extending software-defined networking (SDN)
“IF WE SEPARATE THIS MARKET BETWEEN SMB AND CONSUMER THEN THE RATIO WILL BE 50:50 WHICH MEANS NOT LESS THAN $200 MILLION WORTH OF OPPORTUNITY.” ATUL JAIN, VP (CHANNEL SALES), TP-LINK
9.1%
Netgear
5.5% Aruba
11.2%
19.3%
TP-Link
17.8% Cisco
Other
Source: IDC APeJ Quarterly WLAN Tracker
37.0% D-Link
WLAN MARKET IN INDIA Q1 2015 24 SME CHANNELS AUGUST 2015
COVER STORY
On the access side, the Education, Manufacturing and SMBs are likely to remain mainstream
IDC INDIA FORECAST: NETWORKING MARKET
in the coming quarters as well.The growing space of e-tailers is promising huge opportunities for the enterprise infrastructure market in India. From the Telco side, the investments from the service providers are likely to remain high given the competition, impending expiration dates of the spectrum and threats of new players. Tech-savvy campuses, wi-fi enabled stations, broadband highways, wi-fi hotspots are the prospective segments in the direction of the digital infrastructure development and rollouts that will further push the demand for network infrastructure investment.
across the WLAN helps ensure consistently high performance of critical business applications and simplifies unified management. Swayambhu says, “Cloud is not a disruptive technology. The concept of cloud was there in the cloud for good amount of years. Today we have smart phones and tablets wherein the data carrying capacity is limited but you have apps though which you can access your data over the could. These sort of things are getting popular, and it is why the concept of cloud is there and it is going to be there for long.” The standard of WLAN has also shifted from
11a, to 11b, 11g, 11n and now we have 11AC. “With AC, the barriers of wireless LAN or the wired LAN (the speed) has been broken because AC is taking it to gigabit. So it’s no more called Wi-Fi but Gi-Fi,” informs Swayambhu. The most popular access points deployed in the market is 11AC because the speed is high and largely because they have smart antenna into which the access point can readjust its beam and give coverage even into dark spot areas says the industry. Wireless connectivity gives us the ease of connecting to internet without the clutter of cables.
However some recent events have put out in open the vulnerabilities and raised awareness of the need for a tighter wireless security solution. “There are plenty of ways to remain safe: Advanced Encryption Standard, Service set Identifier, authentication etc,” informs Swayambhu.
Finally SMBs no longer have to content themselves with enterprise grade solutions in the market. Today, everybody understands the importance of SMBs for their business and have started coming out with solutions specifically targeted at them.
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SME CHANNELS 25 AUGUST 2015
SME TREND
ARCSERVE
ARCSERVE TRAINS GAZE ON INDIA SMB
Post its split from CA Technologies data protection company Arcserve aims to speed-up its pace into the India SMB market BY KARMA NEGI
karma@smechannels.com
T
he results from a recent survey commissioned by Arcserve indicates that APAC market including India is slightly slower in adopting newer data protection technologies and practices that are being adopted in Europe and North America. Arcserve, which split from CA Technologies last year, is really hungry to tap into the huge data protection India market. While under CA it still was channel driven but there was no SMB focus, the split has given Arcserve the ammunitions and the flexibility to divert its attention on the gargantuan SME market. “India is a key growth market for Arcserve in Asia Pacific and we are going to invest heavily in this market by increasing headcounts, recruiting more partners and growing the market share in the next 12 months,” says Ganesh Kuppuswamy,
26 SME CHANNELS AUGUST 2015
GANESH KUPPUSWAMY, DIRECTOR (INDIA & SAARC), ARCSERVE.
“INDIA IS A KEY GROWTH MARKET FOR ARCSERVE IN ASIA PACIFIC AND WE ARE GOING TO INVEST HEAVILY IN THIS MARKET...” Director (India & SAARC), Arcserve. Since the announcement of the split (that’s in the last 10 months), Arcserve boasts of witnessing a double digit growth (50% growth in India),
and intends to keep this growth every year. They also reaped benefits from their SMB focus which showed 63% growth. “Earlier too we were 100% channel driven but our focus was more on government and enterprise sector; but now we are SMB focused, and are free to spread anywhere. And as India market is very significant for us, and we are expecting similar kind of growth for the next year,” says Kuppuswamy. After the spin-off Arcserve has doubled its India sales team, are more partner driven, and planning to launch new schemes. As per IDC last year the market was close to a billion dollar and India’s contribution is close to 10% of the APAC market (about $100 million from software perspective). Data protection is of two types: hardware based data protection and software based data protection. The former is dominated by EMC, IBM, HP etc. who command major portion of the pie. When a part of CA Technologies Arcserve was strong in government sector too, and is planning to expand on that strength, though currently this focus has taken a backseat due to the absence of strong partners. “Government market is long term strategy and we are looking towards that. But government projects may take years to get implemented hence right now our focus is to grab the easily available market first,” informs Kuppuswamy. Manufacturing is another vertical that Arcserve hopes to get strong foothold but it’s not the marquee manufacturers they are targeting (as they already have some solution in place and displacing them will be tough) but will be going after tier 2 manufacturing companies. With an experienced team, Arcserve also plans to expand into new verticals including BFSI and IT/ITES to increase its foothold across India and SAARC. “We are identifying partners who have the strength in this segment and are working on strategies with partners and also doing endcustomer manufacturing summit with those partners. These are some of the investments we are doing,” he adds. Arcserve India is headquartered in Bangalore with sales representatives across Delhi, Mumbai and Chennai; its India Development Center is located in Hyderabad. Helping to drive Arcserve’s channel ecosystem is the newly launched Partner Program in July. “The success of our partner program can be gauged from the fact that we have 100% success on our partner program registration. Not only this it’s also giving affront 15-20% margin to the partner,” claims Kuppuswamy.
QUICK HEAL
SME TREND
QUICK HEAL’S TARGET THIS YEAR: RS. 370 CRORE
Security solutions provider Quick Heal doesn’t want to be known just as an antivirus company; through its enterprise brand Seqrite wants to create a new identity BY KARMA NEGI
karma@smechannels.com
KAILASH KATKAR, FOUNDER & CEO, QUICK HEAL.
“WE WANTED TO HAVE SEPARATE IDENTITY FOR ENTERPRISE AND CONSUMER. WITH THE LAUNCH OF SEQRITE, WE NOW HAVE TWO BRANDS FOCUSED ON CONSUMER AND ENTERPRISE RESPECTIVELY.”
L
ately there has been a spurt in the instances of new age cyber security threats like cyber espionage, and hacktivism not only on individuals but also on large organisations and countries. To combat these threats requires more advanced detection techniques and solutions and we can’t expect just an Antivirus to do the trick. Earlier this year Quick Heal created another brand under its flagship named ‘Seqrite’ aimed at IT security solutions for business enterprises; and aims to solidify its burgeoning market share and presence in the enterprise security domain. With a growth rate of 25% y-o-y, last year Quick Heal’s revenue stood at Rs. 303 crore, and hopes to achieve revenue target of Rs. 370 crore this year.
“We wanted to have separate identity for enterprise and consumer. With the launch of Seqrite, we now have two brands focused on Consumer and Enterprise respectively. We also have a separate team in development and marketing: Seqrite’s marketing team is around 150 and for R&D close to 200; while for consumer there are 450 people,” says Kailash Katkar, Founder & CEO, Quick Heal. The Seqrite umbrella has an extensive range of products such as Endpoint Security, Unified Threat Management (UTM), Mobile Device Management (MDM) and more, under its spectrum. Apart from having offices across the country Quick Heal also has direct offices in Kenya, Tokyo, Dubai, and USA, and in addition has signed partners in almost 40 countries. “Our export busi-
ness contributes 10% to our overall business and unlike India we have to work very hard in these countries as we are still unknown in these markets,” says Katkar. Quick Heal had sued couple of e-tailers and their resellers some time back but says it’s not that he is against it but is rather open and want to do business with them but with propter understanding. It signed up Snapdeal last year. With 7-8 million user-base in India for antivirus and a renewal rate of 16% Katkar accepts that the future for antivirus looks challenging. With a double digit growth rate and the ratio of consumer and enterprise standing at 70:30 Quick Heal expects this to become 50:50 in the coming years.
SME CHANNELS 27 AUGUST 2015
SME CHAT
SRIDHAR LUTHRIA, BUSINESS HEAD, RESELLERCLUB
“40% OF OUR RESELLERS ARE FROM TIER 1 AND TIER 2 CITIES”
ResellerClub’s aim is to not only empower web developers, designers and businesses but to also get these customers online. In a chat with SME Channels Sridhar Luthria, Business Head, Resellerclub, talks about how they are empowering SMBs and entrepreneurs.
Brief us about ResellerClub. What is the objective of this club? The objective of ResellerClub is to empower small and medium businesses, web developers, designers and entrepreneurs in the web hosting industry and to expand to various countries, offering products, services and prices far above competition. The starting point of getting customers online is to get a domain name which is essentially an Internet address which is then to be hosted (a virtual residing space). The domain name or the website will be then created & designed by web designers & developers. ResellerClub is all about empowering web developers, designers and businesses to get these customers online. We offer a range of hosting products and services to our clients. Powering over 100,000 web hosts and five million domain names worldwide, we offer over 700+ gTLDs to our resellers with domain promotions year round. We’re considered one of the world’s largest ICANN accredited registrars. What is the company’s methodology to identify partners and reach out to them? We are constantly aware of the growing web
28 SME CHANNELS AUGUST 2015
hosting and domain reselling business and seek to cater to those individuals/firms which need a push. In order to identify potential partners, we have various affiliate programs and host various new gTLD summits & retreats. Furthermore, we have our annual events at Mumbai, Amsterdam and China to enable us to meet, network and reach out to potential partners. How the launch of new gTLDs (generic Top Level Domain names) like .tech, .press, .space, .shop, .bank etc is transforming the online space as well as bring ecommerce to the forefront The new gTLDs have ushered in a new era for the online universe. The launch of new gTLDs will enable ecommerce firm to leverage their presence, rethink their strategies and help in brand protection. Extensions such as .TECH, .SHOP, .BANK, etc are enabling unparalleled business differentiation and growth opportunities. Moreover, customised gTlds will have an SEO advantage and brand. Ecommerce sites could represent themselves and their web addresses better with extensions such as a .shop; .deals or a .compare. This additionally, makes domain reselling, as business
“40% OF OUR RESELLERS ARE FROM TIER 1 AND TIER 2 CITIES WHILE THE REST 60% OF RESELLER CONCENTRATION IS ON SEMI-URBAN AGGLOMERATES LIKE TIER 3 CITIES.” worth venturing into. Brands are now moving on from .COM and are adapting the new gTLDs. Some companies are even choosing to apply for their own extensions such as a .JIO; .GOOGLE & a .JPMORGAN. More the extensions, greater is the selling opportunity. We reckon the TLDs are only going to change the industry for the better. ResellerClub and its customers in the country, future plans and growth potential as well as a break-up to its customer base coming in from urban and rural locations ResellerClub, as part of Endurance International Group has always considered India one of the most promising and vast market. With booming Internet growth, mobile & broadband penetration & untapped pockets of population, India is
SME CHAT
OUR RESELLERS RESELLER
NAGARAJJAN CITY: CHENNAI
Tell us about the nature of your business? We the distributors of Resellerclub enabling start-ups, emerging entrepreneurs, bloggers, and individual establish their presence online. We provide various web based services to the end users. How has RC helped in building your business? We are amongst the ResellerClub Top 25 resellers selling over 50+ domains a month, 3000 domains with RC, 400+ single domain hosting. All the services that we provide are that of ResellerClub. They have helped us establish ourselves as channel partners and are a crucial part of our growth story.
NUMBER OF YEARS THEY HAVE BEEN IN THE DOMAIN BUSINESS
14 YEARS
RANGE OF PRODUCTS/SERVICES OFFERED BY THEM: Domain hosting, E-mail solution, single domain hosting, web designing
APPROX. NO. OF CUSTOMERS
7,000
RESELLER
SANJEEV SAJJAN CITY: LUCKNOW
Tell us about the nature of your business? Intermediary for providing the ResellerClub services to SMBs and emerging entrepreneurs How has RC helped in building your business? We were associated with various wellknown companies as channel partners. Prior to shifting to ResellerClub, we were a customer of p1 as well. With p1, we faced a lot of scaling issues with the business which was then resolved by RC. They have supported us as and when the business has grown and they have a record of providing excellent support
RESELLER
RAVISH GUPTA CITY: JAIPUR
Tell us about the nature of your business? Through my partnership with ResellerClub, my business has mainly been of that of providing services to emerging businesses and individuals for various web based services. How has RC helped in building your business? Resellerclub has always been our first choice and we are associated with them since the beginning. Through them we are able to source services with ease, get rock solid support, EPI capabilities, good domain promos and friendly Account Managers
NUMBER OF YEARS THEY HAVE BEEN IN THE DOMAIN BUSINESS
18 YEARS
RANGE OF PRODUCTS/SERVICES OFFERED BY THEM: Online application development, Database management, Website development, SEO, SEM, social media
NUMBER OF YEARS THEY HAVE BEEN IN THE DOMAIN BUSINESS
12 YEARS
RANGE OF PRODUCTS/SERVICES OFFERED BY THEM: Dedicated servers, managed dedicated servers, cloud servers, VPS Hosting, Reseller Hosting, domain names, application hosting, server management
APPROX. NO. OF CUSTOMERS
11,000
fertile ground for Internet expansion. Furthermore, PM Narendra Modi’s government too has identified this growth potential and launched the ‘Design in India’ Campaign, pitching for a digital revolution to deal with problems such
as corruption and more. It announced an array of products under the campaign, including Bharat Net, Digital Locker and National Scholarships Portal. 40% of our resellers are from Tier 1 and Tier 2
cities while the rest 60% of reseller concentration is on semi-urban agglomerates like Tier 3 cities. Due to the huge growth potential in these emerging locations have growth potential, our focus on these locations will be greater.
SME CHANNELS 29 AUGUST 2015
SME BIZ
CANON
CANON EYES JOBBERS MARKET
With the launch of new MFDs the digital imaging company is aiming to expand its footprint into commercial sector, specifically copy shops BY: KARMA NEGI
karma@smechannels.com
H
aving established its strength in verticals like SMB, Government and corporate sectors Canon is looking at widening its market share by addressing yet another segment: Jobbers market. Canon classifies Jobbers market into tier 1, 2, 3 and 4: Tier 1 market consists of small time jobbers, tier 2 market is little higher than the previous one, tier 3 is high-end or mid segment where products purchase is around Rs. 30 lakh (because of the high print volume), and tier 4 market constitutes as niche market where people buy products worth Rs. 1-2 crore. According to some rough estimates there are 2.5-3 lakhs jobbers across India, and Canon
30 SME CHANNELS AUGUST 2015
K. BHASKHAR VP - BUSINESS IMAGING SOLUTIONS DIVISION, CANON INDIA.
“OUR STRENGTH IS ADDRESSING THE SMB, CORPORATE AND GOVT SECTORS AND JOBBERS MARKET IS THE FOURTH SEGMENT WE ARE LOOKING INTO. ”
intends to sell 100 machines every month into this segment and wants to scale this to 20% every 3-4 months. It hopes that the copy market will take them to the next stage of business. To strengthen its mark in colour printing market in India, and expand its horizon into the copy shops, Canon launched new range of A3 and A4 colour Multi-function devices (MFDs): imageRUNNER ADVANCE C3300 colour A3 series and imageRUNNER ADVANCE C350i colour A4 machine. With its inbuilt security facilities these machines are targeted at the SME’s, corporate and government sector. “After SMB, corporate and govt sectors, Jobbers market is the fourth segment we are looking into. We never addressed this market earlier because we never had the right product but now can cater to this market with products specifically made for them,” says K. Bhaskhar, VP (Business Imaging Solutions Division), Canon India. “The idea here is to spread out the good color printers to most of the consumers who go to copy shop,” emphasizes Bhaskar. The volume target that Canon has set for itself is 1000 machines every quarter, but presently it’s starting with around 700 machines. Currently, Canon India has a market share of 26.8% in A3 colour segment, and with the latest addition to the colour MFD series, is expecting to gain an additional market share of 3% in this category. And expects to expand market share by reaching out to the tier 2 and 3 cities where such printing solutions has been witnessing a spurt in demand. Bhaskhar adds, “This new range of colour MFD’s are well equipped to meet the expectations of the ever evolving SME sector. We are also envisaging this colour series to play a key role in meeting the demands of the short run colour prints requirement in the commercial segment.” Kazutada Kobayashi, President and CEO, Canon India Pvt. Ltd, said, “India is a land of rising entrepreneurs and we would like to play an active role in increasing the opportunities for them in the colour printing domain. Our newly launched products shall add value to SME’s and government sector’s demand for cost efficient, secure & high quality printing solutions.” Early this year Canon bought video surveillance vendor Axis Communication, and has announced the launch of new security cameras and projectors. With these two new domains in its portfolio Canon aims to grow 14% of topline, and reach Rs. 2,335 crore this year.
SME BIZ
UNIFY INDIA GOES INDIRECT After its transformation to a channel centric organisation Unify India plans to add 60 partners in the next two quarters BY: KARMA NEGI
karma@smechannels.com
P
rovider of integrated communications solutions Unify India recently announced the completion of its direct business to indirect business in India. This change happened after hundred per cent buyout of Unify Enterprise Communications India by Progility PLC UK, which is a London -based AIM listed company, making Progility a partner to Unify. Today the priority of Unify in India is to strengthen its partner base and recruit new partners. It has already onboarded 30 partners and plans to add 60 partners in next two quarters. “Plans are also afoot to recruit new solution focused partners in Class A cities & product focused partners in Class B cities. The recruitment of newer partners will be on the bases of current gap on the territory coverage and the market potential of the specific territory,” says Shrenik Bhayani, Country Channel & Sales Head, Unify India. Unify has collaborated with Beetel Teletech Limited, a subsidiary of Brightstar Corp., to serve as the VAD for India & SAARC countries. Bhayani emphasises that Unify solution portfolio addresses all the segments of market: SMB, mid-market and enterprises. Recently it launched OpenScape Enterprise Express – a mid-market product servicing till 2000 users with all UC features and functionalities (scale down version in terms of user capacity of its flagship Enterprise product Openscape Voice). In near future Unify India will launch “Circuit” – a real time collaboration platform-as-a-service in India through service providers/hosted plan. “We will not sell these services directly; these services will be sold through the channel network,”
he adds. To help drive Unify India’s channel transformation the company has appointed an authorized training partner in India for partners to get trained across the portfolio. Its Partner portal provides extensive information to the partners on its products, solution portfolio, digital market place, competition, etc. Soon Unify India will be providing deal locking mechanism to the partner to secure the opportunity and avoid any channel conflict. This will allow partners to stay focused on opportunity without worrying much on competition from Unify partners. Launched earlier this year Unify Partner program is a global program for partners across the globe. More than 2,000 partners are now part of the program globally, including 30 in India. The Partner Program rewards partners for expertise and specialization, helping to drive greater revenue streams and increase customer satisfaction. It offers a straightforward framework providing profit predictability; attractive incentives for increased profits and return on investment; specialization level discounts to reward partners’ investment in Unify; improved differentiation to highlight partners’ expertise; and leverage their competitive advantage. In addition to having a strong presence in verticals such as manufacturing, engineering, retail, transportation, and European MNC’s based out of in India, Unify plans to tap hospitality and healthcare industry in a big way. “Hospitality will be a big focus for us. As per our analysis 75000+ hotel rooms will be built in India in next two years. We have right solutions for the vertical and we will leverage on our exist-
SHRENIK BHAYANI, COUNTRY CHANNEL & SALES HEAD, UNIFY INDIA.
“THE RECRUITMENT OF NEWER PARTNERS WILL BE ON THE BASES OF CURRENT GAP ON THE TERRITORY COVERAGE AND THE MARKET POTENTIAL OF THE SPECIFIC TERRITORY.” ing install base. We also have healthcare specific vertical solution. We have success in India with large hospital chain and we want to replicate it across large hospitals.” For its partners maintenance support services programs have been launched which will offer implementation services for complex implementations and support partners to win the business in the market. Claiming to own 26% of the market share in voice business in India Unify intends to grow by 25% on y-o-y basis. With this announcement Unify India has set for itself three goals: making the market aware of Unify’s transformation from direct to indirect business; educating the partner on benefits of partner program – The Return on Investment; and selling vertical solutions for healthcare industry –aligning with partners who specialise in hospital management systems.
SME CHANNELS 31 AUGUST 2015
GUEST COLUMN
SECURITY PREDICTIONS FOR IOT According to a Gartner report, about 25 billion devices/objects will be connected to the Internet by the year 2020. While this may sound exciting as a technology, but it brings with it immense security risks too. SANJAY KATKAR, Co-Founder and Chief Technology Officer of Quick Heal Technologies. BRIEF PROFILE He attended Pune University in Pune, Maharastra and received a bachelor of computer science degree and he also received a master’s degree in computer science from the University of Pune in 1994. Sanjay also serves as the Director of Association of Anti-Virus Researchers Asia (AAVAR) and is a reporting member of The Wild List Organization International, USA. He is also a member of the Technology Steering Committee of National Security Database. He received the Entrepreneurs International Honors for his significant achievement as a First Generation Entrepreneur on 9th Entrepreneurs Day 29th July 2002.
If your refrigerator, lamp, oven, television, car, or any other physical object is connected to the Internet and is able to exchange data with other connected objects, then you are basically making use of a network called the Internet of Things. The ‘things’ in this term refers to everyday physical objects ranging from home appliances to entire factories, that are assigned a unique IP address and are interconnected to other such objects without any human interaction. According to a Gartner report, about 25 billion devices/objects will be connected to the Internet by the year 2020. The entire canvas of the Internet of Things (IoT) may look peachy, but deep down, it could be a cauldron of security risks. While the end results behind creating this marvel of a wonder is automation, efficiency, safety, and convenience, the other side of the coin could be dark, bearing an entirely different story; unpleasant and horrific. This brief write-up is an attempt to throw some light; pessimistic yet pragmatic, into the many potential security predictions/risks connected with the Internet of Things.
Security Predictions for Some Popular IoT Devices SMARTPHONE GARAGE DOOR OPENERS Preface: These devices enable home owners to operate their garage doors remotely (open and close) with the help of Internet connectivity. The user may operate the device using a smartphone app or a web portal on their computer or laptop. Potential Security Risks: An attacker who is able to hack into the user’s device (smartphone or laptop/desktop) can perform the following operations: n Observe the current state of the garage door; open, closed or in motion.
32 SME CHANNELS AUGUST 2015
n Control the function of the door, commanding it to open or close at will. n Manipulate the device to send notifications on email or mobile whenever the garage door is operated. Impact: Exploiting the above risks can give hackers an opportunity to rob the house or even worse, mess with other Internet-enabled devices in it.
SMART TVS Preface: Originally known as ‘Connected TVs’, these devices can connect to the Internet and offer multiple Internet-based services to users such as online media streaming, online radio, and web browsing to name a few. Potential Security Risks: The greatest and most concerning risk about a compromised Smart TV is getting spied by hackers and being completely aloof of it. Such a device, when compromised, can allow hackers to: n Install spyware (a malicious program that steals user information without their knowledge) in the television itself. n Take control of the television’s microphone and web cam to eavesdrop on the inhabitants of the house. n Steal login credentials and personal information from users who log in to online shopping or banking portals on the television. Impact: n Infiltration of privacy. n Phishing attacks on banking and personal information. SMART THERMOSTAT Preface: Thermostats are devices that help users control/
GUEST COLUMN
adjust the temperature in their homes. Unlike regular thermostats, the smart ones learn from user behavior and can automatically decide the specific type of temperature required at a specific time of the day. Smart thermostats can connect to the Internet and so can be controlled remotely using a smartphone, tablet or a desktop/laptop. Potential Security Risks: If an attacker has access to a compromised smart thermostat, then they can perform the following operations: n Trick other Wi-Fi devices to connect with the thermostat and siphon data from those devices. n Piggyback on the hacked thermostat and exploit software vulnerabilities in connected devices like computer, baby monitors, garage openers, etc. n Access user data including postal code, Wi-Fi login credentials, and information such as when the user is at home and when not. Impact: n Data theft n Burglary n Compromise of other connected devices SMART REFRIGERATOR Preface: Also called Internet Refrigerator, a Smart Refrig-
erator can sense what types of products are stored in it, and maintain a log of the quantity so that it can be replenished whenever required. Potential Security Risks: When compromised by an attacker, a smart fridge can become responsible for the following security risks to the user: n The fridge can be used as a bot (hacked machine) to launch DoS (Denial of Service) attacks against targeted networks. n The fridge can be used to send spam and phishing emails to unsuspecting users with an intent to steal user information and passwords. n It can also be used to send out infected emails to user machines which can then be compromised and added to the hacker’s botnet (a group of infected machines). Impact: n Large-scale cyberattacks against other victims which may also include organizations.
CONNECTED CAR Preface: A car that can be connected to the Internet is known as a Connected Car. Some may classify it as a Smart Car. Such cars are usually connected via a wireless local network; a number of functions in the car can be accessed by the user via a smartphone or a laptop connected to the same network.
Potential Security Risks: A hacker who has established their connection with a car with the help of an infected app in the user smartphone or a laptop itself, can: n Turn off the car and render it motionless right in the middle of a highway or any random location. n Take control of the steering, braking and transmission system, virtually controlling the car in any way they please. n Mess with the wipers and the wiper fluid to blur the windshield. n Track the car’s GPS coordinates and trace its route without the driver knowing about it. Impact: n Car hijacking n Threat to the driver’s life and that of other commuters n Accidents To sum up this discussion, the quotient of convenience in our world stays directly proportional to security threats. The more convenient technology is, the more people it attracts, increasing the risk of human errors and vulnerabilities and thus expanding the job profile of hackers. It won’t be unfair to say that where the most popular technology goes, cybercriminals follow. And Internet of Things, could be, by far the most happening thing since the Internet.
SME CHANNELS 33 AUGUST 2015
STARTUPS FOR PRING
KNOWLARITY
KNOWLARITY: TORCH BEARER FOR B2B START-UPS There is a saying which echoes the global market sentiment -“Change or be prepared to be changed”; because the start-ups are coming and they can replace you from the leadership because they are nimble and ready to address the emerging requirements of the customers. BY SANJIB MOHAPATRA Sanjib@accentinfomedia.com
AMBARISH GUPTA, CEO & CO-FOUNDER, KNOWLARITY
“UNDERSTANDING THE ENVIRONMENT IN WHICH THE CUSTOMERS OPERATE HAS LED US TO MAKE INVESTMENTS IN AREAS THAT ARE CRUCIAL FOR ITS CUSTOMERS”
A
ncient India was called as Soneki-Chidiya, in other words a land of fortunes. True to the name the country embodies one of the oldest civilizations and has gifted many unique things to the world, if it is to be believed, including Zero, Geometry, astronomy, etc. All the cues justify that India was not only a land of abundant richness but also a land of fertile brains but due to some evil design of the outsiders the country lost its
34 SME CHANNELS AUGUST 2015
sheen. But with the evolution of Indian software and services industry in the 20th century, we could salvage our lost glory but now when there is a reverse brain drain of the Indian intellectuals to India and creation of million dollar enterprises is possible by Indian middle class without having any background the whole world is again starting to believe in the glory of India. There are hundreds and thousands of Indian technologists working in Silicon Valley and need-
less to say their contribution to the global technology innovations is all for there to see. Today all these brains are behind the global start-up revolution. And the same minds from Silicon Valley and other parts of the world are now homeward bound. According to some sources India will be home to more than 11,500 start-ups by 2020 from 3,100 in 2014. Some of the early start-ups are already enjoying the fruit and have been successful and proved their mettle not only in India but
FEATURE FOR ONLINE
MAJOR CLIENTS
Common Floor
Bisleri
Siemens
also in the global arena. For example: Flipkart, BookMyShow, Myntra, CommonFloor, Redbus, Housing.com, Zivame, Paytm, etc. are some of the big success stories in the consumer market. Not only are these companies inspiring others to start believing in their ability but also creating fine work places for the millions of young people to work in.
WALK ‘N’ TALK
Being a health conscious CEO Ambar-
Conducted every Friday at 4:00 PM
ish expects that his employees too take
‘Chai pe Technology’ is a weekly get-
care of their health. Ambarish makes it a
together of Technology team over a
point to walk wherever possible. In “Walk
chai party, where they talk about new
with the CEO”, the whole Knowlarity
trends in technology, about exciting
staff are invited to walk down the 14
and general stuff and refrain from talk-
floors (from where Knowlarity is located)
ing about day to day work stuff.
and around the Cyber Hub Campus for small walk and talk. Post that the CEO takes everyone for Chai/Kulfi get together on the campus.
Alongside the B2C centric start-ups’ story, another strong story is getting built around the B2B start-ups. Today, there are hundreds of B2B start-ups in the technology space of Cloud, IoT
CBSE Board HRD Ministry
SYSKA Gadgets
and Big Data, popping up with the financial supports from various seeding funds and PEs. Out of many startups, there are a few who make it to the top and Knowlarity is one such, which shows potential of being at the top in a few years from now. Founded in 2009, by two IIT Kanpur batchmates, Ambarish Gupta and Pallav Pandey,
Knowlarity is Asia’s largest cloud telephony company with 500 work force, powering more than 12,000 companies in India and 65 other countries. Two years back Pandey quit the company to
STARTUPS FOR PRING
Reliance Big FM
chase his alternative dreams. Funded by some of the VCs i.e. Sequoia Capital and Mayfield Ventures, Knowlarity is headquartered in Singapore and is present in 65 countries including India, Dubai, Turkey and the Philippines, etc. Its customers range from first-time entrepreneurs to multinationals such as Google. Knowlarity’s flagship products, Super Receptionist and SmartIVR, can process over a million calls an hour. Using these products Knowlarity has been able to provide an array of services to the enterprises across Asia - Missed Dial, Virtual Ad Number, Click-2-Call, Super Toll-Free Number, K-Broadcast, Cloud IVR, Advanced Dual Bridge Number, Virtual PPC Number and Computer Telephony Integration (CTI) solution. After completing his MBA from Carnegie Mellon University, Ambarish worked with various companies including McKinsey and Co, before starting this company. It was in 2007-08, when he was working for a reasonably sized banking firm (which was also the last stint of his employment life), that he witnessed the entire US BFSI sector saw collapsing due to the faulty credit policy. This prompted Ambarish to do something else other than BFSI related things. Therefore in 2009, he along with his Kanpur batchmate started Knowlarity. While evaluating various options he realised that in the emerging market telecom market had good opportunity. Ambarish says, “Consumer electronic market was growing 100% at that time. That was the time when everyone got mobile phone. I had a choice of doing Telecom business for consumer or enterprise. Consumers are always fickle minded and if you build up a consumer centric company you won’t know what is happening until five years down the line because there are too many variables and too much risk involved. While in the enterprise business, you can start immediately and can see the reaction from the market. So I
SME CHANNELS 35 AUGUST 2015
STARTUPS FOR PRING
FEATURE FOR ONLINE
TEENA MINHAS, HEAD (CORPORATE COMMUNICATIONS), KNOWLARITY
“WE CONDUCT FUN ACTIVITIES OFF AND ON, THE LATEST ONE WE CONDUCTED WAS A COLLAGE MAKING COMPETITION. ALSO ON 1ST APRIL WE HAD ‘BAKRA DAY’ IN THE GURGAON OFFICE. IT WAS GOOD TO PLAY SOME PRANKS ON OUR COLLEAGUES AND HAVE FUN WHILE AT WORK.” AMIT GOEL,
HEAD (PRODUCT DEVELOPMENT), KNOWLARITY
“LIKE SOME OFFICES WHICH KNEW THAT THE ONLY WAY TO GET EMPLOYEES TO WORK ON A MATCH DAY WAS TO SCREEN IT IN OFFICE, KNOWLARITY SCREENED THE INDIA – AUSTRALIA WORLD CUP MATCH IN BANGALORE AND GURGAON OFFICES.” wanted to do less risky because I had failed in 2003. That is how cloud telephony kind of idea came in.” He added, “Another micro thing is that if the consumers have phones they will call businesses and business needs some mechanism to manage those calls. So business telephony remains always hot. India used to be IT service industry and telephony industry was to born at that point and we had to jump-start the industry.” Hence in 2009 Knowlarity was born out of the necessity of the industry to manage their phone numbers in a more powerful way on a hosted automated manner. The company started offering two packages of solutions – one for the large enterprises and the other for the small business. Unbelievable but true, the first customer Knowlarity bagged was the present CM of Orissa, who used Knowlarity solution to support his election campaign during 2009. But as the company started growing, it needed additional funds to manage the expansion - not only India but in overseas therefore Ambarish persuaded various global VCs to support him in his mission.
36 SME CHANNELS AUGUST 2015
Ambarish says, “We raised a $2-million angel fund five years ago, and $6.5 million in Series-A from Sequoia Capital in January 2012. We have also secured $16 million in Series-B funding from Mayfield and Sequoia in 2014.” Today, the market is growing fast therefore it is hard to put any number on this. However, the cloud telephony market is estimated to be a $600 million market in the US alone, and is estimated to be worth over $60 billion globally. Knowlarity is presently the market leader in Asia for cloud telephony services with 80-90% market share in India. Ambarish adds, “We are already 10x the size of our competitors. We expect to grow by 5x over the next 3 years and our interim goal is to be a billion dollar company.” When everyone was refraining from making any investment during 2009, Ambarish and his friend took a very bold step of investing in the market, although there were advantages too in terms of quality. Ambarish says, “We are happy to have done so in a challenging time. Creating a startup itself is a difficult task and second most difficult thing is to attract investors. However, we are blessed with
very strong in-house technology, dedicated team, big customers and last but not the least we have a strong media presence and support.” Although there are many competitors but Knowlarity has created its presence better than others. If there is any comparison Knowlarity out smarts others. Ambarish maintains, “We have built our own technology- Knowlus right from scratch. We have structured our services around our customer - we understand that SMBs want to access technology without having to deal with it. Whether it is providing a single dashboard for managing multiple marketing campaigns at one go or providing SR App on Android, Knowlarity aims at maximizing user utility by providing simple yet powerful cloud based solutions.” He adds, “Understanding the environment in which the customers operate has led us to make investments in areas that are crucial for its customers - a large support team, a large in-house consulting team and investments in reliability and scalability - that our more technology-focused competitors have not realized as yet.” Knowlarity’s owes its success in the market not only to its superior product development but
KNOWLARITY
FACTS ABOUT KNOWLARITY Grown from a garage set-up to a 500+ strong team National and international awards - Nasscom top 10 companies in 2012, Deloitte 11th fastest growing company in India to Red Herring top 100 companies in Asia, Edison award 2014 Nominee to name a few.
Built its own in-house technology- Knowlus
Expanded globally in all possible business verticals
Is then fastest growing tech startup in Asia
Supersreceptionist– a plug-and-play virtual call center
SmartIVR- an enterprise-grade cloud communi cations platform
PRODUCTS
Superconference Super Conference is a free offering
STARTUPS FOR PRING
also also to its quality manpower, which is well supported by its unique HR practices. Knowlarity does many fun activities to help people work together and have fun with their colleagues. Teena Minhas, Head, Corporate Communications, Knowlarity, says, “We conduct fun activities off and on; the latest one was a collage making competition. Also on 1st April we had Bakra day in the Gurgaon office. It was good to play some pranks on our colleagues and have fun while at work.” Similarly, Amit Goel, Head, Product Development, Knowlarity, echoes, “Like some offices which knew that the only way to get employees to work on a match day was to screen it in office, Knowlarity screened the India – Australia World Cup match in Bangalore and Gurgaon offices.” The healthy working atmosphere at Knowlarity is evident from the fact that when the attrition rate of the Indian IT industry is 20% plus, it has less than 10 %. A satisfied workforce always yields good results for the business outcome of the employer. Therefore today Knowlarity has a healthy customer base and it has grown 150% over the year with 200% revenue growth; and channel partners growth has been 400%. Ambarish maintains, “Our powerful technology, coupled with tireless customer service, has drawn appreciation time and again. Sumeru Technologies, which used our voice solutions, admired the dedication with which Knowlarity’s support team worked at odd hours to help them meet tight deadlines during projects and delivered on their promises. Fortis Healthcare, one of the more prominent hospital chains in the country, has been able to bring down its error rate by 90% using Knowlarity’s emergency response solution, ERCC. We also introduced the Customer Bill of Rights, which empowers our clients and sets a benchmark for the industry.” “Our international clients include Easytaxi, Zipdial (whom we have partnered with to provide the robust infrastructure and flexible technology needed to scale their mobile marketing and analytics platform), Chope, Fareast Flora, Esynchrony and Telserv,” he concludes.
Finally…
Knowlus
Today, Knowlarity might be growing at a rate of 200% year on year but the potential of the market is too large to major with any number, only thing to see is how Knowlarity pushes its limits to access those markets and offer them the solutions that they seek.
SME CHANNELS 37 AUGUST 2015
SME CHAT
HITESH PATEL, PROPRIETOR, RUTVI SYSTEM
“WE SEE MAXIMUM GROWTH IN SME SEGMENT” Established in Anand district of Gujarat in 1992 Rutvi System is now an established dealer for Matrix range of telecom and security products. In a chat with SME Channels Hitesh Patel, Proprietor, Rutvi System talks about how promising the India telecom market is.
Brief us about your company? Rutvi System was established at Anand, Gujarat in the year 1992. Today, we are established as a dealer for Matrix range of telecom and security products in the entire district. Our business over the years has grown due to the trust and admiration received from our esteemed customers. What was your turnover and growth percentage? Last financial year we grew by 17%. What is your strength in terms of market reach and others? Being the owner of “ Rutvi System “ I personally keep social engagements with various groups such as Jaycees Rotary Lion Club, Industrials summits and try to cater to their needs by offering Matrix products and solutions. Our strength lies in providing effective solutions backed with timely support to our trusted customers. This has helped us both in terms of growth and brand value. What kind of solution and products you are dealing in? Matrix is a known brand with wide range of products and solutions that cater to most of the
38 SME CHANNELS AUGUST 2015
needs of our customers. We offer entire Matrix range of telecom and security solutions to our customers. How do you find telecom market in India? The telecom market in India is very promising as we see maximum growth in SME segment. Government is very keen for the overall development in India and for this telecom sector will prove to be the real engine for growth. How do you find Matrix products in terms of its advantages vis-àvis other brands? Matrix is SUBSTANCE brand. Substance is in the DNA of Matrix solutions. Substance in the form of technology, depth, genuineness and going beyond the mere outer façade and offer more values in all the areas. This is what differentiates Matrix from the lot. Matrix solutions are packed with More. More productivity, more applications, more flexibility, more functions, more features, more cost saving, more reliability and more support. Matrix positioning is based on offering more of these true inherent values which customers expect from infrastructure solutions.
“GOVERNMENT IS VERY KEEN FOR THE OVERALL DEVELOPMENT IN INDIA AND FOR THIS TELECOM SECTOR WILL PROVE TO BE THE REAL ENGINE FOR GROWTH.” What is the potential and challenge for Matrix in the market? As far as quality and value for money are concerned, Matrix has more potential, but lower cost product overflow from Chinese market can be a challenge for Matrix in the coming years. What the company needs to do to improve the market share? I think Matrix needs to emphasis more on brand promotion and must meet customer requirements. As a partner what kind of products you want to add this year? We want to strengthen our existing product portfolio this year by offering more out-of-the-box products that can be beneficial and add more value to our customers.
Date: OCT 9, 2015
MEET THE LEADERS’ UNDER ONE ROOF
Venue: HOTEL EROS, MANAGED BY HILTON, NEHRU PLACE
BOOK YOUR PARTICIPATION NOW! OFFICE: 6/103, Ground Floor, Kaushalya Park, New Delhi-110016, E-mail: info@smechannels.com, Phone: 91-11-41657670 / 46151993
A DAY IN THE LEADERS’ LIFE
SCHEDULE THAT KEEPS THE
LEADER HEALTHY FITNESS REGIME Ambarish believes in leading a healthy and fit life hence spends almost 1 hour daily in the gym morning and evening.
LIFE AT WORK Ambarish is a workaholic and passionate entrepreneur, when not working, he likes to read books on history or philosophy, listens to Beatles and watch inspirational movies.
LIFE WHEN NOT WORKING As an entrepreneur, Amabrish is always on calls and emails. His first passion is his company. But he likes trekking and has covered some dangerous trekking routes in the hills of Himachal, Kashmir (India) and US.
HOBBIES Listening to music, dancing and reading philosophy and history books.
STRESS BUSTER MANTRA
I
n Computer Science from the IIT, Kanpur and an MBA from Carnegie Mellon University, USA, Ambarish is the CEO and Founder of Gurgaon-based cloud telephony start-up Knowlarity Communications. Belonging to a Kanpur based business family, Ambarish feels entrepreneurship comes to him naturally. He started off his career as a researcher for the Fraunhofer Institute for Computer Graphics in Germany before joining software major EFI. After having worked with consulting firm McKinsey & Company as a Senior Associate, in 2009, he founded Knowlarity, which provides business telephony software to some of the world’s leading corporations. A technocrat at heart, he believes that advancements in communication technology hold much potential for changing how the world does business. There are massive numbers of SME’s in emerging markets but they are under-served because of sales, marketing and distribution issues. To address this market potential, Knowlarity Communications caters to over 10,000 SME’s in 65+ countries.
40 SME CHANNELS AUGUST 2015
Dancing and listening to good Beatles’ music
FAVORITE BOOKS Mostly entrepreneurial, history and
philosophy books. His personal favorites are Walden by Henry Thoreau & Animal Farm by George Orwell
ADVICE TO PEERS
1.
Give it all that you have. It is like
raising your own baby, requires constant
AMBARISH, CEO AND FOUNDER, KNOWLARITY COMMUNICATIONS.
attention.
“BE UPFRONT. SPEAK YOUR MIND, EVEN IF YOU THINK IT IS WRONG.”
foundation to success
2. 3.
Never give up- failures are the Don’t hesitate. Express your ideas
wherever you can. Remember, great companies were once ideas.
4.
Be upfront. Speak your mind, even if
you think it is wrong.
PARTICIPATE AND GET NOTICED BY TH E R I G HT C U STO M E R S CYBER SEN TINELS SUPPLE
MENT
BY I N SIG
H T PA RTN E
R
YOUR PREVIEW THE FIRS TO THE T EVER GUL GULF ENTE F INFORMA TION RPRISE MOBILITY SECURITY EXPO EXHIBITI & ON & CONCONFERENCE AND FERENCE
SECU SE SPECIRALITY NTINEL S CYB ER
INSIDE...
ABOUT THE SHOW | PAGE NEWS 03 | PAGE 04-06 EXPERT VIEWS -CYBE ADAPTIVE RSECURITY TRUST DEFEN -DAN LOHR PROTECT MANN YOUR ENTER SE FOR ENTERPRISE | PAGE 07 DENY THE PRISE’S DATA ASSET MOBILITY | HELLSING PAGE 08 APT | FUTURE S | PAGE CITIES OF PAGE 10 09 SMAR COHESIVE APPROACH TWORLD | PAGE TOP 10 TO ADVA 12 THINGS NCED TARGE TO KNOW ABOU ALL YOU TED ATTAC NEED TO KS | PAGE KNOW ABOU T THE INTERNET SECURITY 18 OF EVERY T THE FREAK VENDORS MOBILITY | PAGE VULNERABIL THING | PAGE 22 14, 16, 19, VENDORS TOP ANT ITY | PAGE 20, 28 - 32, SECURITY | PAGE 26 35 33-34 VADS TOP FIRE IVIRUS PRO | PAGE VIDERS WALL 32-36 TOP SOL
CYBER SENTINELS AUGUST 2015
INSIDE. ..
| PAGE UTM UTIO N VEN 06-08 ENTERP VENDOR DOR S | RISE PAGE 12-18 S | PAGE COM TOP USE MUN 10 ICAT TOP DDO R AUTHEN TICATION IONS | TOP NET S SOLUTIO SOLUTIO PAGE 19 N N VEN TOP EVE WORK ACC VENDORS DORS ESS SOL | PAGE | PAGE TOP MDMNT MANAGE 24-26 UTIO N VEN 20-23 MENT DOR TOP WAN SOLUTIO SOLUTIO | PAGE N N VEN INFRAST OPTIMIZ VENDOR 27 ATION | PAGE DOR | PAGE 28 VEN TOP 5 RUCTURE 29 SECURIT DOR SECURIT | PAGE GUEST Y | Y DIST 30 TALK PAGE 31 RIBU NEWS TORS | | PAGE PAGE 37 | PAGE 38 32-36
10,000 COPIES OF A 72 PAGES SPECIAL SUPPLEMENT ON SECURITY
This supplement will carry all the security solutions available in the market for the Cover.in
partners and the customers. The purpose of the supplement is to bring out the dd
1
A SU
PPLE
ME
NT
OF
market condition, vendors’ positioning, partners’ specialisation and excellence, 06/0
6/14
products availability, geographic growth, and vertical market growth especially 10:0
6 am
in Government and BFSI business, consultants opinion and CEO and CISOs’ feedback on the entire subject. This is an opportunity to showcase all security solutions and services. Looking forward to getting your marketing and content support in bringing out this informative book for the entire industry. You are welcome to suggest us on this for a better product.
HUR
RY J US T TW ! WE E O KS L E FT
BROUGHT TO YOU BY
CONTACT
I N FO M E DIA
FOR EDITORIAL Sanjay Mohapatra Editor Mobile: 9910097969 Tel: +91-11-41657670 Email: sanjay@smechannels.com
FOR MARKETING Hemlata Lalwani Marketing Manager Mobile: +91-8587835685 Tel: +91-11-46151993 Email: hem@smechannels.com
ADDRESS: 6/103, KAUSHLYA PARK, HAUZ KHAS, NEW DELHI -110017, PHONE : +91-11-41055458
WATCH OUT FOR OTHER SUPPLEMENTS ON
CONTENT BREAKUP
l Trend in the Indian security market vis-àvis the global advanced markets? l Security Best Practices l Dos and Don’ts l Geography wise performance in the market - East & West, North & South or Major City wise virus report l Government Business Opportunity l BFSI Business Opportunity l CIO/CISO opinion l Case studies l Vendor showcasing in the following categories: n Endpoint Protection n UTM n DDoS n Network Access Solutions n User Authentication n Identity and account Management n Intrusion Prevention Systems n Secure Email Gateway n Event Management n MDM n Wan Optimization n Application Control n SIEM n DLP n Vulnerable Assessment n Managed Security Services l Best security partners’ profiling and listing l Updated News l New Products’ showcasing
INFRASTRUCTURE
MOBILITY
MANAGED PRINT SERVICES
NOVEMBER 2015
FEBRUARY 2016
MAY 2016
CASE STUDY
MATRIX
MATRIX’S CRITCAL COMMUNICATION BACKBONE TO INDIA INFOLINE Simplifies call management, reduces telecom cost
MATRIX COMSEC
INTRODUCTION India Infoline is a renowned name in BFSI industry operating through large retail model, serving more than 2 million customers. With an objective of providing unique customer experience consistently in high call traffic and efficiently deliver financial services such as mutual funds, insurance and credits, India Infoline required a robust and reliable communication system.
to IIFL ’s new four floored office accommodating 600+ employees. ETERNITY LE is a compact, single rack solution supporting up to 1500 ports and offers cutting-edge functionality eliminating the need of large power stations and multiple cabinets.
CHALLENGES
Simultaneous Calling for each employee in the office. With the requirement of 50+ PRI trunk support, customer opted for ETERNITY LE for each floor of their office for simultaneous outbound calling.
The customer has large number of customers across varied locations. The company required a communication system that can support such heavy call flow and simultaneous calling for each of their employee, thus reducing communication delay.
Support to future scalability plans. ETERNITY LE perfectly sufficed their present user requirement and still kept them open for future scalability plans, be it on trunk or user end.
SOLUTION Matrix along with its Delhi based channel partner Corporate Tele Systems offered ETERNITY LE as a Communication Solution with PRI trunk support
42 SME CHANNELS AUGUST 2015
visit:http://www.matrixtelesol.com/backbone-to-india-infoline.html
Established in 1991, Matrix is a leader in Telecom and Security solutions for modern businesses and enterprises. An innovative, technology driven and customer focused organization; Matrix is committed to keep pace with the revolutions in the telecom and security industries. With more than 40% of its human resources dedicated to the development of new products, Matrix has launched cutting-edge products like IP-PBX, Universal Gateways, VoIP Gateways and Terminals, GSM Gateways, Access Control and Time-Attendance Systems, Video Surveillance System and Fire Alarm Systems. These solutions are feature-rich, reliable and conform to the international standards. Having global foot-prints in Asia, Europe, North America, South America and Africa through an extensive network of more than 500 channel partners, Matrix ensures that the products serve the needs of its customers faster and longer. Matrix has gained trust and admiration of customers representing the entire spectrum of industries. Matrix has won many international awards for its innovative products.
CASE SUMMARY LOCATION India SYSTEMS INSTALLED ETERNITY LE and ETERNITY ME – The IP-PBXs
RESULTS Low Terminating Cost of PRI Lines as Compared to Analog Lines for Each User Reduced Concentration of Call Traffic by 40% Future-proof Solution with Scalability for Further Expansion Plans
GUEST COLUMN
DRAAS V/S
TRADITIONAL DR Natural or manmade calamities can disrupt business continuity on an unprecedented scale. The traditional solutions for backup and recovery till recently were either not mature or too expensive. Here Cloud has come up as a solution.
HERAMB THUSE, Senior Manager - Products & Services,Netmagic Solutions,an NTT Company. BRIEF PROFILE A lawyer by qualification and with professional expertise in data centers, Heramb is one of the rare professionals who has a comprehensive understanding of both technical as well as the legal side of the IT industry. Having joined Netmagic in 2013, he is currently Senior Manager – Products & Services and plays a key role in developing the company’s offerings in Cloud, storage and disaster recovery services space. Heramb has a rich experience of over a decade in data center and managed services sector including Infrastructureas-a-Service (IaaS), Platform-as-aService (PaaS) & Software-as-a-Service (SaaS). He has been associated with awardwinning teams at companies such as Sify Technologies, Reliance Communications, and Johnson & Johnson amongst others. He played a key role in developing and launching the Disaster Recovery-as-a-Service (DRaaS) offering of Sify Technologies during his stint with the company.
Business enterprises, today, rely on their IT infrastructures for seamless flow of operations and staying ahead of their competition. Some business enterprises like the financial services sector or the much hyped e-Commerce sector, cannot operate/function without a robust and a reliable IT infrastructure. Any loss in service would result in huge loss of critical data and information that would cripple these businesses. The loss is not just confined to data alone, the reputation or the credibility of the business is at stake here. The challenge for any business enterprise is how to measure returns on investment made (TCO vs ROI) in developing a DR site. After all, developing a DR site involves huge CapEx and most of the time the infrastructure remains idle, further adding to the cost. The traditional solutions for backup and recovery till recently were either not mature enough to fulfill the need for a robust DR solution or they were too expensive to deploy. Moreover, these solutions were so slow that should a disaster happen, the recovery time used to run into days, even months. Today, however, the situation has changed, Cloud has become compelling alternative to physical IT infrastructure and for enterprises that want their DR sites to be up and running in no time in the event of a disaster. The cloud offers ease of operation, faster recovery and lower costs, both in terms of infrastructure and administrative overhead. DR tools have become automated and sophisticated and come along with features like realtime “RPO/RTO” dashboards, granular automated workflow based recovery, online Drill reports, which help organizations in eliminating manual dependency for recovery. Automated Drill reports help in compliance needs and show actual areas of improvement to meet the objectives of the Recovery plan. So even if your organization’s primary site has physical infrastructure, your DR site (secondary) can be on Cloud. With the help of continuous replication and methods of replication (host based, storage based or block replication), the loss of data (RPO) can be and recovery times (RTO) can be minimized. This helps in optimizing IT infrastruc-
ture usage resulting into cost saving for the business enterprise. Inherent Cloud features like Auto scaling, Cloning, Load balancing further ensure that investments in Cloud Infrastructure assure recovery with better TCO. “DR on cloud” is certainly a viable option for “Recovery” needs of an enterprise. It considerably reduces the time for deployment from months to days. Having a Cloud DR site in a different seismic zone than the Primary site ensures that the data and mission critical applications are protected in case a disaster strikes the primary DR site. DR on Cloud is not a standalone service, it includes IaaS, Managed services, DR tools and DR services. Designing a DR on Cloud service is not a onesize-fits-all activity. Since every company is unique in the applications it runs and the priorities it assigns to processes, a DRaaS plan -- like a traditional DR plan -- is unique for every enterprise. Hence, the right solution design with the correct combination of IT elements integrated as per an enterprise’s need of recovery, are key to success. Solution design is a critical constituent of DR on Cloud service. Factors to be kept in perspective while designing a Cloud DR solution are IT infrastructure landscape of the primary site, the organization’s RPO/RTO needs, connectivity between the primary and the Cloud DR site etc. Along with right solution, it is equally important that the DR solution provider follows best practices, ISO standards and compliance guidelines. DR drills must be an integral part of the service offering because an un-tested DR solution could turn out to be potential risk. At the same time, choosing a Cloud DR partner can be an important parameter in determining the success of the service itself. All said and done, Cloud DR provides some unique benefits to its users. The cloud’s pay-as-you go pricing model not only lowers the costs but also eliminates hardware dependencies, potentially lowering hardware requirements at the DRsite. Having said that, Cloud DR seems to bethe best bet for business enterprises.
SME CHANNELS 43 AUGUST 2015
EDITOR’S TAKE
INDIA ON A FAST TRACK The recent government initiatives on ‘Make in India’ and ‘Digital India’ throws vast opportunities for the country.
SANJAY MOHAPATRA Editor, SME Channels
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44 SME CHANNELS AUGUST 2015
People in India need clean governance now. They do not want to remain in the age old labyrinth of corruption, mad traffic, pollution, bad policing, deaf governance, so on and so forth, they want the right system to take care. But there are three things marring our process: population, lack of employment and lack of digitization. Our strength is certainly a billion population and a billion+ consumers too. What we do or what we consume are controlled by other countries because we lack the scale of manufacturing to support the large consumer base. Therefore this government is after making ‘Make in India’ dream a reality. Our large population includes not only the consumers but also the manufacturers - cost effectively compared to any other destination in the world including China in the present context. The advantage of Indian labour force is that they are very accommodative having immense tenacity and responsiveness to run the shows successfully. So, the global investors can rely on them. Second important project the present government is taking up on a mission mode is ‘digitization’. There are many aspects to the digitization story for us. India being such a vast country has a treasure of millions of physical documents which are lying in the dark rooms of various government and semi-government organizations. These documents are required many times during the entire life span of individuals and organizations. But accessing these documents is challenging in terms of time and money incurrence. It makes people suffer unnecessarily. Therefore if the documents are digitized then the citizens can use them on fly. Secondly aspect of digitization is connecting all on digital platform and bringing transparency in the system. All the utility services run by government is computerised but it is not yet on a platform where the citizens or the organizations can access and monitor it for an efficient service – be it tendering, certification, complains and grievances, service requests, etc. – there are thousands of services. Almost 65% of our popu-
lation lives in villages and governed by village panchayats. So there is an immense opportunity to e-enable all the panchayats, rural healthcare, information for the farmers, banking, finance and insurance through digitization. Last but the least, for making all these developments active and smooth, there has to be solid backbone of broadband service. Government has already allocated 4G spectrum in India. And companies like Bharati and Reliance Jio have outlined expansive plans to unveil the services though Airtel has already launched in various circles. RBI has ‘in-principle’ approval to 11 entities, including Reliance Industries, Aditya Birla Nuvo, Paytm, Vodafone, and Airtel, to set up payments banks and proposed such licences ‘on tap’ in future. So with these developments on the perspective, PM Modi is travelling across countries, appealing for their cooperation in terms of investment in India. If everything goes in the right direction with the given deadline there will be huge requirement of technology procurement at the back-end including data centre, security solutions, servers, power solutions, printing solutions, mobile solutions, wireless solutions, computing platform, etc. to support the massive explosion of digitization or manufacturing. So SME Channels as a publication is extending to various areas to cater to these new facades of business. We are planning to bring out various Supplements to cater to segmented technologies, which will help the stake holders to access and read meaningful trends. Similarly, we are intensifying our events for the relevant people to participate and discuss on various topics. The recent one which is going to happen is SME Channels Awards on October 9th will certainly set the stage for our future steps. Here we will honour the IT fraternity with awards for their relentless activities to adapt to the needs of the market. Join us in our efforts. Together we can help grow the market.
REVIEW
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GIGABYTE 100 SERIES MOTHERBOARDS
GIGABYTE TECHNOLOGY’s new 100 series
DIGISOL CEILING MOUNT DUAL BAND WIRELESS ACCESS POINT
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BY MANAS RANJAN
technologies that lets the user unleash the
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DIGISOL’S DG-WM6305SI Dual Band wireless Access Point can provide wireless data transmission rate up to 300Mbps in 2.4GHz & up to 900Mbps in 5GHz Frequency Bands which enhances the sharing of files, photo, audio, video and gaming experience over wireless network. The DG-WM6305SI is perfect choice for Hotels, office premises and Education institutes. DIGISOL Wireless Access Point DG-WM6305SI enables communication between wireless and wired notebooks/desktop computers in the network. It complies with IEEE 802.11n & IEEE802.11ac standards. DG-WM6305SI supports IEEE802.3af PoE, which helps in easy installation by eliminating the need of a dedicated power source for the camera. Easy configuration of Master & Slave Access Points with just a press of WEC Button. The Access Point features up to 26 dBm transmit power that delivers long-range coverage and enables its wireless signal to better penetrate walls, ceiling and floors. This Access Point is supplied with free Rangerview AP Management software for bulk AP management upto 100 APs that includes Auto Discovery, Monitoring & Alerting, Profile based Configuration, CAPWAP, WiFI Control, System Control, LAN & VLAN Control, IPv6 Control, MAC Control, Packet Filters Control, AP Load Balance. Combined with these Enterprise Class Management features along with VLAN/SSID, Giga port and upto 128 users connectivity per Access Point.
chipset with support for Intel’s new 6th Gen. Core processor. This updated platformmarks a new era for the desktop PC with the continued support of DDR4, introduction of USB 3.1 over the new Type-C connector, as well as an array of onboard features and full power of their PC.
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Access Point (AP) Management
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PRICE Rs. 18,000
CONTACT Smartlink Network Systems Ltd. Toll free number 1800-209-3444
WARRANTY 3 Years
that won’t let anyone down. With its new 6th Gen. Core CPUs and Z170 chipset, Intel provides notable improvements over the previous generation and revolutionary new features such as support forWindows 10 and DirectX 12, the latest and greatest operating system and API from Microsoft which are both supported natively
OVERALL RATING
on GIGABYTE motherboards. Additionally, the new LGA 1151 socketed 14nm CPU from Intel bringsboth DDR4 and DDR3 support as well as enough power to support up to 3 independent digital displays and enhanced full range BCLK overclocking!
n Price: Rs. 10,000 to Rs. 45,000 Warranty: 3-Years Contact: GIGABYTE TECHNOLOGY (INDIA) PVT. LTD.+91-22-40633218 SME CHANNELS 45 AUGUST 2015
PRODUCT
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TP-LINK ARCHER D9 TP-LINK ARCHER D9 is a fastest-till-date dual band gigabit ADSL2+ modem router, exclusive available on A ‘ mazon India’. Router is a combined wired/wireless network connection device with integrated wireless router and ADSL modem. Offering connectivity speeds of up to 1.9Gbps, the router is designed to provide superior Internet connectivity throughout the home for seamless online gaming, music and HD video streaming plus mobile connectivity. The D9 comes in an attractive white and silver with three detachable antennas. A series of status lights line the top, showing power, line sync, Internet connectivity, 2.4GHz, 5GHz, WPS and USB activity. Archer D9’s integrated Shield Cover reduces interference and priorities traffic for lag-free streaming and gaming as multiple devices and applications connect to the network simultaneously, allowing greater bandwidth, increased reliability and enhanced wireless quality for gaming consoles, smart TVs, laptops, smartphones and tablets. Coupled with dual band capability, the nextgeneration 802.11ac router is equipped to bring out the full potential of the new high end network compatible gadgets increasingly found in the modern home. The new top-of-the-line router also beamforming technology to locate connected devices and target the signal to deliver glitch-free wireless connectivity. n Price: INR 13,999, Warranty: 3 Years, Contact: Sakri IT solutions Pvt. ltd, 8800693531 / 8285333568 raghvendra@sakri.in
DELL SONICWALL
NEW DELL SONICWALL TZ WIRELESS FIREWALLS DELL SONICWALL TZ Wireless Firewall Series, comprehensive wireless network security solutions enable both small- and mid-sized businesses and large, distributed enterprises to realize the benefits of enterpriseclass 802.11ac wireless performance and security, with a simple network set-up and management console, all at a lower total cost of ownership. Dell’s wireless network security solutions combine high-performance 802.11ac wireless technology with the new, next-generation wireless TZ series firewalls to deliver enterprise-class wireless performance and security, while dramatically simplifying network setup and management. The new TZ series firewalls secure the wireless network by scanning wireless traffic coming into and going out of the network and decontaminating it from network threats, and leverage deep packet inspection (DPI) to provide excellent performance while also protecting the network from wireless intrusion attacks. n Price: On Request, Warranty: On Request, Contact: 0802510-8001, 1800-425-4002
D-LINK
D-LINK HD MINI DOME NETWORK CAMERA – DCS-6004L D-LINK DCS-6004L IS A MYDLINK-ENABLED IP surveillance camera built with an ultra-small form factor. It provides monitoring solution for areas that are hard to reach or require discrete surveillance. Its zero configuration feature make installation and set up a breeze. D-Link DCS-6004L is available in two colors variants that are Black & White. DCS-6004L has 1/4” Megapixel progressive CMOS sensor, 5 meter IR illumination distance where the minimum illumination is 0 lux with IR LED on, built-in Infrared-Cut Removable (ICR) Filter module, 0x digital zoom, Focal length of 2.8 mm, Aperture of F1.8 and Angle of view of (H) 75.2° (V) 48.2° (D) 89.3°. Other features include audio Support G.726/G.711, video Compression Simultaneous H.264/MPEG-4/MJPEG format compression, video Resolution 1280 x 800 up to 30 fps recording and networking protocol IPv6/IPv4/FTP client/ HTTP / HTTPS/IP and filtering/QoS/CoS/Multicast/IGMP/ONVIF compliant n Price: Rs. 28,899/-, Warranty: 1 Year each, Contact: Sales, phone: +91-22-29215700 email: sales@dlink.co.in.
46 SME CHANNELS AUGUST 2015
RNI NO: DEL ENG/ 2010/ 31962 Postal Reg. No.: DL-SW-1/4145/13-15
Date of Publication: 20 of Every Month Date of Posting: 22 & 23 of Every Month
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