SME Channels August 2018

PLUS

Kaspersky Lab Extends ‘Sales Army’ & ‘Support Army’ /18 www.smechannels.com

India’s leading IT magazine for channel business VOLUME 09 | ISSUE 06 | PAGES 40 | AUGUST 2018 | RS. 20/-

1

9

th

SUMMIT AND AWARDS 2018

5TH OCT 2018

HOTEL SHANGRI-LA, NEW DELHI

BLOCK YOUR CALENDAR

FOR MORE INFORMATION, WRITE TO sanjay@accentinfomedia.com, kajal@accentinfomedia.com, sanjib@accentinfomedia.com EVENT BY

ORGANISED BY

Licensed to Post without pre-payment U(SW)/19/2017-18

Date of Posting: 15 & 16 of Every Month

PLUS

Nutanix Fuels Partners to Propel the Next Gen of Cloud Deployments /08 www.smechannels.com

india’s leading IT magazine for channel business SME CHAT

SME BIZ/34

/32

DELL EMC INDIA: “Customers across all industries can benefit from the adoption of converged systems.”

TALLY SOLUTIONS: ”COGNEGIX: SUCCESS STORY OF A TALLY XCELERATOR”

CASE STUDY/36

“India’s Flagship Mattresses and Comfort Accessories Brand Establishes Complete Wireless Business Communication with Matrix”

MY EXPERIENCE EDITORIAL

IT’S TIME FOR THE PARTNERS TO COMPLEMENT EACH OTHER! SANJAY MOHAPATRA

sanjay@smechannels.com

It is clear now that the partners need their baggage to be left behind or else their journey is not that long from now. During the first week of this month I was at Ingram Micro One APAC conference in Singapore. There were 250 partners from India. And all the partners are either selling cloud or trying to sell cloud. I could not see the traditional partners there. In fact, the event hosted 1700 partners from the entire APAC region but the message is that even the distributors are changing, and they do not like to entertain the traditional partners. I may be a little harsh in using this language, but this is true. Not only Ingram Micro, Compuage had their press release sent across all the media houses that they have onboarded 15 cloud partners.

During the APAC event, I had a conversation with Diego, the chief of India operations, Ingram Micros. His understanding is that the partners are aging, and they need to have right succession plan or a strategy which would let their business running further. Therefore, they also have reference incentive and peer to peer strategy. It is indicative of the fact that the partners unless adapt a solution centric approach where they need skillsets they cannot pull the Juggernaut far further. They would either have their own sibling to join or they would generate the lead from the customers by increasing stickiness and invite the distributors or their peer partners to do the solutioning.

The other thing is that the partners need to understand that in the world of solutioning and in the world of new technology penetration, there is no scope of competition rather complementing each other. The technologies that are going to control the market would not be the traditional ones rather would be IOT, Security, BI, AI, etc. and today’s partners cannot invest in all technologies. They have to understand this.

Therefore, the call of the hour is to understand the market sentiments and start adapting to the changes. The writing is on the walls.

LINKSYS Velop Dual-Band Mesh WiFi System VELOP DUAL-BAND SERIES is a smaller and more affordable WiFi System that is designed and built as the world’s first massmarket flexible WiFi System. It also provides all the powerful software features found in the Velop Tri-Band offerings including Intelligent Mesh, advanced parental controls, website blocking, Amazon Alexa compatibility, as well as ease of use and set up with the Linksys App but in a smaller form factor with Dual-Band technology at a more affordable price.

SPECIFICATION: VELOP DUAL-BAND AND TRI-BAND ARE INTEROPERABLE. VELOP ALSO WORKS WITH AMAZON ALEXA AND TAKES AUTOMATIC UPDATES FINAL WORDING: Starting price at INR 7999/-, the product is available available in 1-pack, 2-pack and 3-pack OVERALL RATING

4

SME CHANNELS AUGUST 2018

contents

Trusted Advisor of Channel Business

VOLUME 09 ISSUE 06

2018

AUG NT EVE AGE ER COV

Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Associate Editor: Deepak Singh Associate Editor: Chitresh Sehgal Designer: Ajay Arya Assistant Designer: Rahul Arya Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Marketing Manager: Kajal Sharma Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 / 8587835685 sanjeev@smechannels.com Bangalore #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 Mumbai Tahmeed Ansari 2, Ground Floor, Park Paradise, Kay-Bees CHS. Ltd.,Opp. Green Park, Oshiwara, Andheri (west), Mumbai - 400 053.

Ph. +91 22 26338546, Fax +91 22 26395581 Mobile: +91 9967 232424 E-mail: Info@smechannels.com Kolkata S Subhendu BC-286, Laxmi Apartment, Kestopur Kolkata-700101 Phone: 9674804389 EDITORIAL OFFICE

CISOs converge at Security Symposium 2018 /22

Delhi: 6/103, (GF) Kaushalya Park, New Delhi-110016, Phone: 91-11-41657670 / 46151993 editor@smechannels.com Bangalore Bindiya Jadhav

Engages Government and Enterprise Security Leaders at the New Delhi Summit

#28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 E-Mail bindiya@ accentinfomedia.com Skype ID: b1diyajadhav

GDPR

SME CHAT FORTINET / 25

“Justice Srikrishna recommends 2-4% of company’s revenue as penalty”

DELL EMC

/ 32

“Customers across all industries can benefit from the adoption of converged systems.”

Printed, Published and Owned by Sanjib

MARKETING EVENT

Mohapatra

CMO AWARD / 26

“Bengaluru Hosts Best Marketing Minds of India 2018 Conclave”

CASE STUDY MATRIMONY / 30

“Matchmaking Giant Matrimony. com Swaps Legacy Systems for High-Performance HGST 4U60G2 Storage Platform”

DESIGNED BY

Place of Publication: 6/101-102, Kaushalya

more inside Editorial~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 04

Park, Hauz Khas New Delhi-110016

Phone: 91-11-46151993 / 41055458 Printed at Karan Printers, F-29/2, 1st floor, Okhla Industrial Area, Phase-2, New

Snippets~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 08

Delhi 110020, India.

Products~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 37

All rights reserved. No part of this publication can be reproduced without the prior written permission from the publisher.

Subscription: Rs.200 (12 issues) All payments favouring: Accent Info

6

SME CHANNELS AUGUST 2018

Media Pvt. Ltd.

SNIPPETS PRODUCT | CHANNEL | CONSULTING | SERVICES

for more log on to smechannels.com

Nutanix Fuels Partners to Propel the Next Gen of Cloud Deployments Nutanix has introduced new channel program incentives and expanded standalone software license offerings with Dell EMC to drive the next wave of enterprise cloud adoption for its customers. With these new incentives, Nutanix will provide its partners with enhanced economics for selling Nutanix software and enable customers to have more options in how they procure industry-leading hybrid cloud and hyper converged technologies for their data centers.

Dell EMC XC Core, an additional way to acquire the XC Family, includes Dell EMC Power Edge 14th generation servers and Dell EMC solution integration software for Nutanix software deployments. XC Core, available today, is an alternative to other products in the Dell EMC XC Family that allows customers to purchase the Nutanix software license separately from the rest of the appliance with access to software support directly from Nutanix’s customer service organization. Customers will be able to choose the software

licensing terms and conditions that are optimal for their business needs, The partner incentive rebates include: The Nutanix New Customer Acquisition Rebate Program: rewards partners with a 5% rebate for winning net new customers for Nutanix The Nutanix Rebate Program for Dell EMC XC Core: rewards partners who sell qualified XC Core nodes with Nutanix software for a rebate of up to $3,000 per node “As the Nutanix Enterprise Cloud OS software continues to gain market traction as the next datacenter architecture, we want to provide channel sellers with additional reasons to view selling Nutanix as a core part of their portfolio,” said Rodney Foreman, Vice President of Global Channel Sales, Nutanix. “As a company that is channel-focused, we are dedicated to enabling our trusted partners to drive adoption of our innovative products. These new incentives expand our network of partners in the marketplace who know the value that Nutanix can bring to their customers.”

Average cost of a data breach in India is estimated at 119 million IBM Security has revealed that the average cost of a data breach in India is estimated at 119 million, a 7.9% increase from the 2017 report. The study analyzes hundreds of cost factors surrounding a breach, from technical investigations and recovery, to

8

SME CHANNELS AUGUST 2018

notifications, legal and regulatory activities, and cost of lost business and reputation.

“The threat scenario shows a significant rise in both number and sophistication of breaches in this year’s report, which is alarming as it continues to rise in India”

said Vikas Arora, Chief Transformation Officer, IBM India/South Asia. “Companies in India need to fortify their security strategy to leverage a secure Cloud environment and build a strong AI strategy. They need to identify the many hidden expenses which must

be considered, such as reputational damage, customer turnover, and operational costs. Knowing where the costs lie, and how to reduce them, can help companies invest their resources more strategically and lower the huge financial risks at stake.”

SNIPPETS

Veeam Availability for Nutanix AHV Veeam Software announced Veeam Availability for Nutanix AHV - a data availability solution for applications and data hosted on the Nutanix AHV Hypervisor. The combination of Nutanix Enterprise CloudOS software and the Veeam Hyper-Availability Platform will deliver a hyper-available enterprise cloud that provides enterpriseclass availability and scale-out capabilities, better enabling customers to focus on transforming their business.

“Over the last year, our partnership with Nutanix has enabled thousands of enterprises to leverage the power of multi-cloud environments,” said Peter McKay, President and Co-CEO at Veeam. “A year after being namedthe Premier Availability solution provider for Nutanix virtualized environments, our collaboration has accelerated and we willenhance this position with Veeam Availability for Nutanix AHV.” “We expect Nutanix will continue to be a pivotal part of our success in building the industry’s most extensive partner ecosystem and product integration program in support of delivering the leading platform for intelligent data management,” added McKay. “Nutanix and Veeam combined deliver a

best-in-class, simple solution that enables businesses to focus on outcomes, freeing them from traditional and problematic infrastructure and data protection headaches,” added Sudheesh Nair, President at Nutanix. “This joint solution will offer the agility and availability required by constantly changing environments, where application-first thinking is a must.”

Through this new solution, Nutanix AHV users will gain the same reliable backup and rapid recovery capabilities that Veeam users running vSphere and Hyper-V already count on, including: Recovery Granularity – Ensures minimum disruption to business operations by providing users with multiple restore options to drive low recovery time objectives (RTO).

Options range from recovery of an entire VM or individual files and application items.

Optimized User Experience – Purposebuilt with the Nutanix user in mind, the powerful web-based UI was specifically designed to look and feel like Prism – the management UIfor the Nutanix Infrastructure stack ensuring a streamlined and familiar user experience.

Ingram Micro Becomes Salesforce India partner Ingram Micro has invested in a dedicated services and consulting practice through which it will enrich the experience of using Salesforce for enterprises and SMBs in India.

Ingram Micro signs up with Salesforce as a pan-India partner. Through this alliance, Ingram Micro will expand and foster the use of Salesforce’s market-leading sales, service marketing solutions and platform to businesses of all sizes across India, empowering them to deliver even greater customer success.

Present in more than 40 locations in India, Ingram Micro will focus, on Tier 2 and 3 cities, to deploy Salesforce capabilities to businesses of all sizes. Ingram Micro has invested in a dedicated services and consulting practice through which it will enrich the experience of using Salesforce for enterprises and SMBs in India. This team will provide best-in-class training, innovative solutioning and continuous strategic engagements to enabling customers and driving true digital transformation.

10 SME CHANNELS AUGUST 2018

MY POINT

“AS NEW DIGITAL ECONOMIES CONTINUE TO RISE ACROSS INDUSTRIES, THERE IS A GREAT DEMAND FOR AI BASED SERVERS AND COMPUTING CAPABILITIES. ” KESHAV MURUGESH, VICE-CHAIRMAN, NASSCOM

Atos launches a new Cloud Access Security Broker solution Atos launches a new Cloud Access Security Broker (CASB) Service using McAfee Skyhigh Security Cloud to safeguard enterprise applications and data in the Cloud. The new Atos CASB service will give enterprise customers the ability to: l Discover and remediate the risk from the use of ‘Shadow IT’ across the enterprise l Control and enforce data privacy and compliance policies across Shadow IT, sanctioned Cloud apps such as Office 365, Box, Salesforce, and ServiceNow, and IaaS platforms such as AWS and Azure l Protect enterprises’ data through persistent protection, wherever it moves within the Cloud The McAfee Skyhigh market leading CASB solution completes Atos’ Cloud Security services and enables the secure digital transformation of its customers. It also supports its strategic offerings on Digital Workplace Services and Hybrid Cloud Services. For many enterprises, a CASB is an integral part of the “from anywhere and with any device” Digital Workplace strategy. It gives organizations the ability to ensure data protection, compliance policy enforcement and threat protection, whilst empowering employees to collaborate and communicate in a modern workplace.

Matrix wins the prestigious Vadodara CSR Award Matrix was conferred with the CSR Award from The Maharaja Sayajirao University of Baroda for outstanding contribution in the field of CSR. The award was presented to Matrix for its CSR efforts in the areas of children’s health and education.

The award was scrutinized based on companies and organizations that have been working diligently and performing their CSR functions in the right spirit for the society.

Speaking on the recognition, Ganesh Jivani, Managing Director, Matrix said, “Honestly, we didn’t expect winning an award for our CSR activities which is mandatory as per the law. If CSR is “giving back” to the community, we should not take pride in repaying the debt we owed to the community because it would defeat the spirit of giving back. We were happy to associate with these noble causes and to connect with many selfless people who contribute their valuable time and precious resources. We thank The Maharaja Sayajirao University.”

SNIPPETS

Compuage bags Awards from Cisco & Lenovo Cisco APJC recognized Compuage and presented Best Adoption Award for running innovative marketing campaigns in lines with Cisco Start Initiative in India and SAARC, which are not only new but also entrust enough engagement with the channel partners. This award was handed over by Mr. Raghvendra B – Director, Cisco India to Compuage’s MD Mr. Atul H Mehta.

Lenovo Consumer PC group also awarded Compuage with the Best Value Added Distributor – India for T1 Business. The award was presented for VAD in state of MP. Compuage has achieved 35% growth in overall business & 86% growth in Premium product line for Lenovo consumer PC category. This Award was presented over by Mr. Rahul Agarwal – MD Lenovo & Mr. Rajesh Thadani – Director Lenovo to Mr. MandarSawant – Business Manager Compuage during all India Lenovo partners meet @Grand Hyatt Goa. Conferring the awards, Mr. Atul H Mehta MD & Chairman said, “We are humbled to receive these awards, earning such awards are an appreciation of Compuage’ s valuable contribution towards Cisco and Lenovo Business. These are also a testimony to the success of our team operating from India & SAARC Nations.”

Seqrite detects high-risk Trojan In a breakthrough which highlights how rapidly the threat landscape is evolving, Seqrite has broken the existence of a highly-sophisticated Trojan dropper targeting businesses which delivers both ransomware and cryptomining payloads. It was detected when the Seqrite experts observed a series of evolved malware blocked by the brand’s state-of-the-art security solutions at the customers’ end.

The ransom-miner delivers GandCrab ransomware and Monero Cryptominer malware onto compromised systems, amongst other infected files and scripts. It also tries to perform various malicious activities by connecting to one or more Command and Control (CnC) servers. Researchers at Seqrite consider the latest threat to be part of a sustained campaign targeting end-users with multipurpose attacks comprising multiple malware.

Speaking on the discovery, Sanjay Katkar, Joint Managing Director and Chief Technology Officer, Quick Heal Technologies, said, “We have raised multiple alerts about the growing number of cryptojacking attacks, and have been talking about a possible evolution of the threat which can deliver both cryptomining and ransomware payloads. The discovery of this new Trojan dropper further underlines the need for greater security awareness and more robust security solutions. With our state-of-the-art malware detection and security mechanisms, we have blocked these threats from compromising the security profile of our enterprise customers. We will continue to study the malware and its various strains in order to devise more robust security strategies to continue protecting Seqrite customers against this new threat,” Sanjay added.

WORLDWIDE INFORMATION SECURITY SPENDING TO EXCEED $124 BILLION IN 2019 Worldwide Security Spending by Segment, 2017-2019 (Millions of U.S. Dollars) Market Segment

2017

2018

2019

Application Security

2,434

2,742

3,003

Cloud Security

185

304

459

Data Security

2,563

3,063

3,524

Identity Access Management

8,823

9,768

10,578

Infrastructure Protection

12,583

14,106

15,337

Integrated Risk Management

3,949

4,347

4,712

Network Security Equipment

10,911

12,427

13,321

Other Information Security Software

1,832

2,079

2,285

Security Services

52,315

58,920

64,237

Consumer Security Software

5,948

6,395

6,661

Total

101,544

114,152

124,116

Source: Gartner (August 2018)

12 SME CHANNELS AUGUST 2018

EXECUTIVE MOVEMENT Andy Coussins appointed senior vice president and head of sales at Epicor Software Corporation Jason Taylor appointed senior vice president and head of global support at Epicor Software Corporation Pegasystems, has appointed Adriana BokelHerde as chief people officer and senior vice president.

Brightstar Corp. has appointed Sanjeev Chhabra as the new Director for its India business.

Conduent Incorporated, named Lokesh Prasad as chief executive officer, Asia Pacific.

SNIPPETS

Zebra Technologies Wins Two “Vendor of the Year” Awards in India Zebra Technologies Corporation, has been recognized as the 2018 ‘’Vendor of the Year’’ in both the Mobile Computers and Scanners categories, by the AIDC Technologies Association of India.

Commenting on the news, Deep Agarwal, Regional Director – India, Zebra Technologies Asia Pacific, said, “It’s a great honor to be recognized for the third consecutive year by the AIDC Technologies Association of India and its industry members. This recognition reflects our commitment to deliver best-in-class solutions, innovations and services to our customers, giving them a performance edge.We will continue to provide awardwinning solutions backed by innovative technologies that will enable our valued partners to further achieve positive business impact.”

Highest Rate of Cyberbullying in Asia Fortinet has cautioned parents to supervise children’s online activities and educate them on safe surfing.

The Internet provides unprecedented opportunities for children to communicate, learn and develop new skills, however, parents need to be aware that predators lurk online and could potentially expose children to inappropriate content, criminal behavior and falsehoods.

According to a UNESCO global survey on cyberbullying covering over 7,600 children and youth (aged 8–17 years old) in 25 countries, the highest rate of cyberbullying is in Asia—China (70%), Singapore (58%), and India (53%). China and Singapore were also the only countries to report a higher rate of online bullying than face-to-face bullying. Other Asian countries that reported lower levels of cyberbullying include Malaysia (33%), Pakistan (26%) and Japan (17%).

“As the Internet, particularly mobile broadband, becomes more accessible and affordable, more children are going online for longer periods. Parents need to be more aware of the dangers lurking on the Internet,” said Rajesh Maurya, Regional Vice President, India & SAARC, Fortinet. “While the Internet offers educational material, fun games and ways to connect with friends, it can also be a virtual playground for cyber bullying, malicious content, and for criminals or predators to prey on kids and their families, leading to things such as identity theft, crime and much worse.”

To help ensure kids stay safe online, Fortinet’s cybersecurity experts advised parents to: l Talk to children about your expectations for them online l Teach the importance of keeping information private l Let them know that if they see something, say something l Be aware of their computer activities l Keep computers in a common area l Consider implementing parental controls

IVR- Helping Company Contact Centres to Boost Customer Experience Customer experience has attained immense importance in today’s business environment.

Companies are constantly in pursuit to retain their customers which makes customer experience an inseparable part of the competitive business world. C-Zentrix, a leading contact centre is using many such solutions to provide businesses effective ways to deal with customers effectively and efficiently. For this, contact centres are the most important aspect of the customer experience strategy. They bring the stability of a human connection to the ever changing world of technology. A contact centre has several components irrespective of whether it is a vanilla contact centre or an omnichannel integrated contact centre. Intelligent call routers, smart diallers, AI driven Chabot integration or multi-channel integration on Omni channel are some components to name a few. But the most important component of any contact centre is Interactive voice response (IVR).

According to Saket Setu, Co- Founder & CEO, C-Zentrix, “IVR is crucial for any contact centre as it helps to filter and distribute the call and manages the queue wait time. It also lowers the order information like package delivery details, bill amount, payment due dates, etc.”

Xerox Named One of Top 50 US Tech Companies Technology Companies In The United States. The Euronext Vigeo Index Recognizes Companies Who Do Business In Europe For Achieving The Most Advanced Environmental, Social And Governance Performances.

“Xerox Has Been A Proud Champion For A Culture Of Sustainability And Social Responsibility For More Than 100 Years. It Has Been And Remains A Pillar Of Our Corporate Values – Behaving Responsibly As A Corporate Citizen,” Said Michele Cahn, Vice President Of Global Government Affairs, Sustainability, Citizenship & Compliance For Xerox. “It Is At The Core Of Who We Are As A Company And This Ranking Further Recognizes Our Global Commitment To These Practices.”

14 SME CHANNELS AUGUST 2018

Trend Micro Inaugrates ‘TrendSetter’ Channel Rewards Program Trend Micro Incorporated has a new channel incentive and reward program in India-TrendSetter Channel Reward Program. TrendSetter is designed to help resellers grow their business with Trend Micro, while offering reseller representatives the opportunity to earn personal rewards. The reward program is a year-long program, which concludes on 3rd June, 2019.

TrendSetter allows Trend Micro channel representatives to earn reward dollars on a personalized Virtual Visa Prepaid card for every eligible sale.

This incentive program aims to encourage its existing channel partners and the broader channel community to work together and grow with Trend Micro.

The Trend Micro TrendSetter Rewards Program is open to all Trend Micro Platinum, Gold, Silver and Bronze Partners. Organizations that haven’t participated in Trend Micro’s rewards program would need to join the Trend Micro Partner Program at https:// www.trendmicro.com/en_in/partners.html Tom Cheeran, Head Channel Business, Trend Micro India said, “We are excited to announce the TrendSetter Rewards Program for our channel representatives. TrendSetter Program rewards and recognizes our hard working and successful channel representatives.”

SINGLE-PAIR UTP TO IP PHONES PoE to 1,200ft (365m).

COAX & UTP TO IP TV PoE+ to 2,000ft (610m).

MULTI-PAIR UTP TO IP WIFI PoE++ to 2,000ft (610m).

MULTI-PAIR UTP TO IP ACCESS PoE++ to 2,000ft (610m).

COAX & UTP TO IP CAMERAS PoE+ to 2,000ft (610m).

SINGLE-PAIR UTP TO IP SPEAKERS PoE to 1,200ft (365m).

HOSPITAL

ER

OF GR E

ME

MBER

O THE T T PO

W

E ERTIFI - C ED

Io

N

2008

•

•

HOSPITAL

For more information E-mail Us at indiasales@NVTPhybridge.com | Call Us at +91 9751032192 | Website: www.nvtphybridge.com

SNIPPETS

Zendesk Announces Integration with

WhatsApp Business Solution

Zendesk announced an integration with WhatsApp that allows businesses to manage customer service interactions and engage with customers directly on WhatsApp. The integration connects conversations between businesses and their customers on WhatsApp within Zendesk.

By extending customer support capabilities to WhatsApp, businesses that use Zendesk can now reach WhatsApp’s 1.5 billion users to provide faster, more proactive support. Customers can opt-in to receive updates and notifications such as purchase receipts, shipping changes or flight times directly in WhatsApp.

Zoho Launches

New set of capabilities to Zoho One

Wipro Lighting Unveils Internet of Lighting Solutions Wipro Lighting unveiled its Internet of Lighting (IoL) solutions for Smart & Connected indoor & outdoor lighting at the Light Show today. The IoL solution will usher in a new revolution in office, institutions and outdoor lighting sectors. Emergence of IoT and Big Data have made smart and connected digital lighting solutions a reality. These solutions bring in both intelligence and functionality into lighting systems.

Wipro Lighting has collaborated with leading global technology companies like Cisco and pure Li-Fi, Scotland. It has collaborated with Cisco for Power over Ethernet (PoE) based lighting solutions and is also offering inSync – Human Centric Lighting solutions for new age workspaces. These collaborations enhance user experience and deliver desired outcome for customers – be it energy saving or improving workspace productivity and enhanced employee well-being.

It has tied up with pure Li-Fi, Scotland to deliver high speed & secure data transmission through LED luminaires.

Armed with Smart & Connected outdoor lighting solutions, Wipro Lighting is ready to provide complete lighting infrastructure for Smart Cities. Wipro’s connected and intelligent outdoor lighting has demonstrated its capabilities of improved public safety, efficiency and comfort.

One year after its launch, Zoho One is enabling a new set of capabilities that bridge the gap between different departments and roles within an organization: Zia—Zoho’s AI—will soon respond to user queries by combining information from multiple apps; Zoho One’s new Analytics delivers a deeper, more contextual picture of business operations by blending data from apps across the suite; and a new unified Search feature can execute across multiple applications, bringing back richer results that significantly reduce the time and effort needed to find the right data.

Zoho also launched Backstage, an end-to-end event management tool that allows organizers, corporations, and non-profit agencies to plan, promote, and run enterprise events ranging from large-scale meetings to conferences and trade shows. After one year of Zoho One launch, more than 12,000 business worldwide have become Zoho One customers; 36% of Zoho One users are from India. The average Zoho One customer enables 16 applications for their business, often replacing software from different vendors, preferring instead to run their business from a single cloud platform. The company has added five new apps to Zoho One in the past year—Cliq, Zoho Sprints, Zoho PageSense, Zoho Flow and Zoho Backstage—at no additional cost.

Avaya Named a Leader by Gartner in 2018 Magic Quadrant Avaya is positioned as a Leader in the Gartner Magic Quadrant for Unified Communications, the ninth time that the company has been in a Leader position.

“We are proud to have been named as a Leader by Gartner in the 2018 Magic Quadrant for Unified Communications, included for the ninth time,” said Jim Chirico, President and CEO, Avaya. “Earning this distinction, we believe, reflects our continued innovation and differentiated and valued solutions in UC. More importantly, we feel it also reflects on the deep relationships we have with our clients, providing them with communication solutions that help enable their organizations to operate in a highly mobile, competitive and fast-paced environment. Combined with our recognition earlier this year as a Leader in the 2018 Magic Quadrant for Contact Center Infrastructure, Worldwide, it’s our view that Avaya is clearly reinforcing our status as a trusted solution provider for companies of all sizes on their digital transformation journeys.”

16 SME CHANNELS AUGUST 2018

Matrix Wins Enterprise IT World 100 Best Marketing Minds of India 2018 Another feather in Matrix’s cap! Matrix was recently recognized as one of the 100 Best Marketing Minds of India 2018. Enterprise IT world, a leading magazine, has instituted this award to recognize and honor India’s Best Marketing Minds for their contribution to the growth of their organizations and industry.

The Award was scrutinized on the basis of performance in catalyzing growth of the organization and industry through robust and innovative marketing strategies.

“It is a great honor to be recognized as one of the Best Marketing Minds of India 2018. We thank Enterprise IT World for conferring this coveted award on Matrix. This award would fuel our enthusiasm and motivate us to work harder to develop cutting-edge products and market them through innovative approaches.” said Mr. Ganesh Jivani, Managing Director, Matrix.

SNIPPETS

Skybox provides Visibility against SamSam Ransomware in India A recent report claims that since its first appearance in December 2015, the SamSam ransomware has raked in almost $6 million by targeting organisations and individuals around the world, including those in India. According to the 47-page report by Sophos, 74 percent of the known victims are based in the United States.

Other regions known to have suffered attacks include Canada, the U.K. and the Middle East, with India ranking sixth among the top victim countries across the world.

SamSam Ransomeware Is Not Like the Others, while the infection method of the SamSam ransomware is still unclear, as always, cyber hygiene practices should be the first line of defense.

Preventing an attack (or being able to respond

and isolate it quickly) requires a strong security foundation that is built on the complete visibility of the network. This pervasive visibility gives IT teams the ability to quickly identify potential exposures and attack paths.

Skybox gives you that visibility by consolidating data from more than 120 networking and security technologies organizations have in use.

The Skybox SecuritySuite uses this information to create a dynamic model of an attack surface, including physical, multi-cloud and OT networks where needed. The model provides context around all of the ingress/egress points and complexities of your network and assets, giving you a detailed understanding of what you’re trying to defend.

Kaspersky Lab Extends ‘Sales Army’ & ‘Support Army’ Global cyber-security leader, Kaspersky Lab has just extended two of its most popular schemes, Sales Army and Support Army due to popular demand to help give its bottom line a big thrust in Q3 2018.

Sales Army program is valid for fresh B2B orders placed between July 1st to September 30th, 2018 while the Support Army scheme is for Kaspersky Lab certifications. The programs reward both, the sales representative as well as the pre-sales representatives. There are two new slabs added to the scheme to make the reward even better and achievable:

Sr. No.

Slab (in Rs.)

Sales Rep. Incentive (in Rs.)

Pre-sales Rep. Incentive (in Rs.)

1

15,000- 24,900

500

NA

2

25,000 – 49,000

1,500

750

3

50,000 – 99,000

4,000

2,000

4

100,000 – 199,000

10,000

5,000

5

200,000 – 299,000

18,000

9,000

6

300,000 – 399,000

28,000

14,000

7

400,000 – 499,000

40,000

20,000

8

500,000- 9,99,999

50,000

25,000

9

35,00,000- 50,00,000

5,00,000

2,00,000

The schemes are expected to boost the sale of Kaspersky Lab’s SMB Segment products.

Says Mr. Anand Shringi, Channel Head (South Asia), Kaspersky Lab, “Kaspersky Lab prides itself on the committed, high performing and motivated workforce that it powers its growth on. We believe that progress should be symbiotic, which is why our team grows with us. Sales Army and Support Army have been one of our most popular reward programs, with our team finding immense motivation and financial gains from it, hence we have decided to re-introduce it to our partners with additional incentive slabs and an extended deadline. Their enthusiasm towards these incentives is why we thought of re-introducing them with better and much more achievable perks. We are confident this will further improve what we already expect to be a great financial quarter for Kaspersky Lab!”

18 SME CHANNELS AUGUST 2018

DIGEST GOOGLE TO RELEASE TITAN SECURITY KEY BY THE END OF SUMMER Google has planned to release Titan security key after it was proven that Yubico’s Yubikey had protected all 85,000 of Google employees from every single phishing attack since early 2017.

It will come in both USB and Bluetooth versions and will be available by the end of the summer in Google’s online store.

PORTRONICS’ HARMONICS 200 – RETRACTABLE NECKBAND EARPHONES Portronics has added “Harmonics 200” to its existing HARMONICS series. With this product, Portronics has brought in a smart Retractable Neckband Earphone with superior tuned drivers, latest Bluetooth 4.1 technology along with noise reduction technology.

Key Features: • Flexible, Lightweight, Convenient: • Superior Audio Quality • Faster & Stable Connectivity, Lower Power Consumption • Ultra Long Working Time • Water Resistant Pricing: Portronics Harmonics 200 is priced at a very attractive price-point of INR 2999/-

TORETO’S RAPID CHARGERS 13 & 16 Toreto has unveiled two new Lightweight, Compact and Universally Compatible car chargers- Rapid Charger 13 & Rapid Charger 16.

Key features: Rapid charger 13 • Share and charge • Fast charging • Universal compatibility Rapid charger 16 • Lightweight and compact • Dual charging port • Fast charging • Universal compatibility Pricing and Availability: Rapid Charger 13 is available in classic black colour at a very attractive price-point of 999/-, while Rapid Charger 16 is available in classic black and white colour at a very attractive price-point of 449/-. They are available in retail stores as well as on all leading e-commerce platforms across India.

DROPBOX MIGHT PLAN BETTER PRICING FOR INDIA Like other countries India has a good number of Dropbox users but its enterprise account growth is not that great. Marcus Low, Head of Asia Pacific & Japan – SMB and Channels, said, “We need to find working partner model with Ingram Micro to find more cloud partners in India.”

“We need to articulate the benefits of Dropbox. From the life cycle of content, Dropbox is very helpful. We will continue serving our customers through our product benefits,” he added. “We are in talk with our Ingram Micro as to how we can have a better pricing model for India market.”

2018

PARTNERS RECOGNITION 5TH OCT 2018

HOTEL SHANGRI-LA CP NEW DELHI

THEME

“GROWTH OF THE PARTNERS IN THE DIGITAL TRANSFORMATION ERA” For more information, write to sanjay@accentinfomedia.com kajal@accentinfomedia.com sanjib@accentinfomedia.com

E V E N T BY

100 Value Partners

Meetings

Awards

Pre - & Post event publicity

O R G A N I S E D BY

Presentation

Product Demo

Panel Discussion

SNIPPETS

Cloudera Recognized in Gartner Peer Insights Customers’ Choice Cloudera was recognized in the 2018 Gartner Peer Insights Customers’ Choice for Data Management Solutions for Analytics as reviewed by customers.

Additionally, Cloudera was honored by the Big Data Excellence Awards as Big Data Technology Provider of the Year.

“The data warehouse market has remained stagnant for far too long and has prevented organizations from being able to derive actionable insights from their data,” said Anupam Singh, GM of Analytics and Data Warehousing at Cloudera. “The unprecedented scale of data that our customers are seeing does not fit in conventional warehousing platforms. At Cloudera, our customers are able to take advantage of not only the massive scalability of our data warehouse, but also the flexibility to iterate and power self-service analytics, enabling them to accelerate their digital transformation journeys.”

Gartner Peer Insights Customers’ Choice is a recognition of vendors by verified end-user professionals, taking into account both the number of end-user reviews and the overall user ratings.

Juniper Networks Accelerates Firewall Performance for Cloud, 5G, IoT Juniper Networks has released an upgraded services processing card that can deliver up to an 11x performance boost to its SRX5000 line of Services Gateways across a variety of key performance metrics. The new SPC3 Advanced Security Acceleration card is designed to help service providers, cloud providers and enterprises meet the diverse and high security demands of multicloud, internet of things (IoT), 5Gand the enterprise edge while continuing to provide customers investment protection with their SPC2 installed base.

To address this need, Juniper’s new SPC3 Advanced Security Acceleration provides protection that will grow with the customers as their traffic and security needs increase. A key component of Juniper’s unified cybersecurity platform, the card is designed to allow customers to secure their networks without sacrificing performance or scale, delivering robust security gateway capabilities for service providers and proven VPN capacity for the largest enterprises.

With SPC3, customers can also experience more efficient operations and power usage, in turn reducing their energy and cooling costs. SPC3’s extensible, flexible and reliable architecture offers a modular design, enabling customers to upgrade without service interruptions.

“With the rise of IoT, 5G and hybrid cloud network environments, many of our customers are faced with rapidly increasing bandwidth demands that necessitate a security platform that can scale while protecting the network against an advanced and high-volume cyberattack landscape. Juniper’s SRX5000 line of firewalls with SPC3 Advanced Security Acceleration ensures our customers have powerful security without sacrificing the performance, scale and agility needed to stay aligned with changing business needs.” Said Amy James, Director of Security Portfolio Marketing, Juniper Networks.

Ixia to Offer Packet-level Visibility into Workloads Ixia CloudLens, a Software-as-a-Service (SaaS) solution available online 24/7, delivers end-to-end cloud visibility. CloudLens is the first and only solution on the market today to deliver packet visibility into containers and Kubernetes clusters across cloud platforms including AWS Elastic Container Service for Kubernetes (EKS), Azure Kubernetes Service (AKS) and Google Kubernetes Engine (GKE).

“The lack of granular access to cloud traffic creates blind spots which could compromise application performance or security, resulting in degraded customer experience and increased network security risk,” said Scott Register, vice president, product management for Keysight’s Ixia Solutions Group.

“By expanding CloudLens support to containers, we offer the packet-level visibility that security and network teams need to diagnose critical security and performance issues.”

Compuage Organized Focused Microsoft Cloud Training for its Sales Champs!

Compuage organized a 2 day training program for its sales champs specifically for Microsoft offerings at hotel Retreat – Malad, Mumbai. The training was attended by 21 focused sales champs from pan India who gained insights about Microsoft products thus helping them leverage market opportunities.

Umang Agnihotri, Partner Technology Strategist, Microsoft conducted the training which emphasised on empowering the technical skill set of champs on cloud technologies, various CSP offerings for partners & partner’s end customers. Sessions witnessed full engagement from sales champs as they were also trained with simulation scenarios for better understanding. Further champs also shared their field experiences, practices & ideas for mutual benefit. Over all the training was both exciting and informative.

20 SME CHANNELS AUGUST 2018

Sophos Home Premium Brings Business-Grade Ransomware Protection to Consumers Sophos Home Premium features advanced anti-ransomware capabilities that can quickly detect previously unknown ransomware. Going beyond just traditional antivirus features, it delivers proactive, real-time protection for consumers from the latest malicious software and hacking attempts and includes privacy protection features. It is the only antivirus that can be connected with 10 devices across home and countries. It does not only provide advanced protection against ransomware, it can detect a ransomware attack in progress, block it, and automatically roll back your files to an unencrypted state.

“More than 100 million people across 100,000 businesses globally rely on Sophos to protect themselves against cyberattacks, and we passionately believe that home users should enjoy the equal level of protection.” said Sunil Sharma, Managing Director Sales at Sophos India & SAARC ” Today consumers also demand the equal quality of protection the world’s most discerning organizations require. It’s become significant for home users to protect their digital lives and assets. Sophos Home is based on the proven business-grade technology that protects some of the world’s biggest brands, and we have now made that accessible to home environments.

SNIPPETS

Finesse partners with UiPath to Offer RPA Services Finesse has partnered with UiPath, the leading enterprise Robotic Process Automation (RPA) software company, to offer RPA solutions for businesses to automate their processes for increased efficiency and cost optimization. This partnership will benefit Finesse’s existing client base and will be extended to various verticals in the Gulf area and beyond.

By partnering with UiPath, Finesse will enable clients to complete routine tasks with optimal agility. By delegating these processes to a virtual digital workforce of software robots, company employees will be able to focus on more strategic, creative and customer-facing initiatives.

Sunil Paul, Co-Founder and COO of Finesse, said, “Finesse with its strong presence in the Middle East and Asian markets and proven capabilities around business process automation services has strategically aligned with UiPath to leverage the fast growing RPA opportunities. This will enable both of us to introduce high-performance digitization and automation in business process of our customers.”

BlackBerry Unveils New Ransomware Recovery Solution BlackBerry Limited unveils its next-generation BlackBerry Workspaces content collaboration platform, featuring a new ransomware recovery capability that allows organizations to quickly recover from cyberattacks.

BlackBerry’s new ransomware recovery feature helps organizations contain and limit the damage of ransomware attacks by freezing the accounts of affected users should their PC computers and synced files become infected. Most ransomware recovery solutions enforce a company-wide rollback, meaning even users whose systems were not impacted may lose data.

With BlackBerry Workspaces, the administrator can check user logs to pinpoint exactly what workspaces, folders and files have been affected, and selectively roll impacted files back to preattack versions and without restrictions on how far back it can recover. The ability to precisely remove just the infected files helps organizations avoid the loss of work and productivity that often come with system-wide recovery mechanisms.

“Beyond data loss, opportunity costs, and reputational risks, downtime resulting from ransomware attacks can inflict real harm on customers in any industry, including healthcare or public safety, where the consequences of any delay can be catastrophic,” said Billy Ho, Executive Vice President of Enterprise Products, BlackBerry. “Organizations need to have a strong culture of security to minimize the risk of an attack – something that our Cybersecurity Consulting team has been supporting for the last several years. And in a worst-case scenario, it’s critical that organizations also have a layered defense model in place and an enterprise technology stack that is designed with the inevitable breach in mind.”

The new ransomware recovery feature will be available in the BlackBerry Workspaces Collaborate and Secure Plus editions at no additional cost.

Luminous aims to be in three out of five Indian homes by 2022

Epson India expands its Robot line up with T6 SCARA

Luminous Power Technologies has unveiled ambitious plans to become India’s leading provider of future-ready sustainable and energy-efficient products. The company, which is celebrating the completion of 30 years of excellence has identified the solar sector as a growth area where it offers consumers complete end-to-end residential solar solutions. In the last 10 years alone, Luminous has invested close to INR 1,000 crores in North India alone and it plans to significantly ramp up investments in the next three to five years in R&D to develop innovative home electrical solutions for the India market.

Commenting on the company’s plans on the occasion, Mr. Vipul Sabharwal, Managing Director, Luminous Power Technologies, said, “The last 30 years have been a great journey for the brand. Our aim is to further strengthen our presence and empower India by making three out of every five homes, a Luminous home by 2022. The Luminous brand caters to over 70 million Indian consumers today, and we expect 50% of our growth to come from our solar and home electrical products in the next five years.”

We strongly support the Government of India’s vision of ‘Make in India’ and are proud to share that we manufacture 85% of our products in India. Although, a part of a global electricals leaders, our Indian roots enable us to understand the needs of our consumers and develop innovative products to make life comfortable and efficient for every Indian”, added, Mr. Sabharwal.

Epson has expanded its Robot line up with the release T6 SCARA Robot in India. The new T6 Scara Robot being introduced is designed to lower the barriers to automation at the customer’s end and is perfect for automating simple material handling tasks.

The Epson T6 SCARA All-in-One robot was designed with simplicity in mind. With the controller embedded in the base of the arm, the T6 robot is incredibly simple to install, setup and takes up a fraction of the space required by robots that have a separate controller. The T6 has doubled the payload capacity (6 kg) of Epson’s T3 (3kg) robot and with a reach of 600 mm (in comparison to 400mm with the T3), it can transport larger, heavier objects. It is ideal for deployment in industries like automotive, electronics, consumer products, industrial products, medical, telecommunications, pharmaceuticals, semiconductor, banking etc.

The T6 has a battery less motor unit that reduces maintenance and factory downtime. Factory owners do not need to exchange batteries because the T6 is able to record the back-up status of its motors by using a simple mechanical system with the latest motor technologies. Further, Epson has provided an I/O communications port closer to the end-effector. This port makes it easier to connect cables to the end-effector and supply power to it. SCARA T6 has 30% better energy performance (power consumption: 0.66 kVA) than conventional SCARA robots, therefore helping factory owners reduce long-term running costs. The T6 also runs on a single-phase alternating current at input voltages ranging from 100V to 240V, meaning that it can also be used in facilities where a large power supply is not available.

SME CHANNELS 21 AUGUST 2018

EVENT COVERAGE

CISOS CONVERGE AT SECURITY SYMPOSIUM 2018 Engages Government and Enterprise Security Leaders at the New Delhi Summit

A

unique security event in the history of India, Enterprise IT World Magazine along with InfoSec Foundation, embarked on a journey of connecting CISOs in 4 cities through an event initiative called 4 City Security Symposium and Awards 2018. Kickstarted from the city of Ban-

22 SME CHANNELS AUGUST 2018

galore, t h e event has so far completed events in Kolkata and New Delhi. Designed for the CISO, the event series aimes at bridging the knowledge gap among the CISOs. The feature of the events was the convergence of leading Cyber Security Thought Leaders under one roof to exchange knowledge, discuss challenges and widen the cybersecurity solutions landscape for Indian enterprises.

The daylong summit featured tech talks and panel discussions focusing on the current security

landscape in the country, present and future threats and the future of information security technologies.

Besides this, Cyber Security Roadmap for Financial Sector, Industry 4.0, AI & Blockchain, Startups in IT Security ecosystem, Agility and Flexibility in adopting Cyber Security for Telecom, Cloud, Infra Providers, etc. were among the key topics discussed during the event.

The theme of the event was to discuss “Evolving Roles and Responsibilities for CISO in Protecting Digital World” the event was addressed by various dignitaries including Ravi Kishor Mundada, CEO, COE Cyber Security, Karnataka, Mr. Bruce Bucknell British, Deputy High Commissioner in Kolkata, Kolkata, Mr. Anindya Chatterjee, Managing Director, Webel, Dr. Ajeet Bajpai DG, National Critical Information Infrastructure Protection Centre., D r .

Sanjay Bahl, Director General, Indian Computer Emergency Response Team (ICERT), Mr. Sushobhan Mukherjee Chairman, InfoSec Foundation & CEO, Prime Infoserv, Prof.

Triveni Singh (IPS), Additional Superintendent of Police, Cyber Crime, STF, UP Police, Mr. Sudipta Biswas, VP & CISO, Prime Infoserv, etc.

Dr. Bahl said, from our perspective, “In order to monitor, hunt and detect, apart from issuing alerts and advisories, we also give you implementation of security best practices and security standards.

We have in place the Cyber Swatchta Kendra – the botnet cleaning and malware analysis Kendra.

This centre provides you information about whether any of your devices in your organizations have botnets, or malware or any vulnerable services. If you share your external IP range with us, we will be able to give you this information on daily basis so that you can start taking action. This is a citizen centric service and we also provide free tools to downloading and cleaning your systems.”

Dr. Bajpai said, “Firstly the trends that we see: the challenge today, that the CISO faces, is not

EVENT COVERAGE

routine hacker - talking of APTs. The challenge is APT is multi-national, multi group and very sustained. The challenge for the CISO is how do you detect it and how do you prevent it and how do you mitigate it. It is a great challenge and great responsibility too. “I would not be wrong to say that the CISO today is more important to an organization than the marketing man. I think CISOs of Tomorrow would decide the bottom line of the company.”

Dr. Sodhi said, “Technology and Information have become new mantra of the digital transformation. We are witnessing a connected world with new business and culture orientation. Business is being transacted at the speed of light and billions of dollars are transferred across the globe.

This transition from industrial era to information era has created a new security paradigm – new threats to national and human security. With large scale of automation and rapid penetration of ICT, developed nations are enjoying a much better-quality life but this also makes them more vulnerable to cyber interventions. On the other hand, the rising aspirations, easy access and low

SME CHANNELS 23 AUGUST 2018

EVENT COVERAGE

cost of ICT of the developing nations have created a different kind of security issues. New threats of cybercrime and cyber terrorism, cyber espionage and Cyber War have emerged making Cyber Security a strategic imperative at the regional, national and international level.”

Prof. Triveni Singh (IPS), said, “Uttar Pradesh govt. is more focussed on the cyber security. We have created two cyber crime police stations with jurisdiction area of the entire state. It has 23 cyber

24 SME CHANNELS AUGUST 2018

labs. We are working on capacity building and ecosystem building in order to fight cybercrime.

We also have got our trainers trained by various organizations including the premier organizations like CBI and NCRP. Last year we have recorded more than 3000 cases. Now we are thinking of creating a separate vertical to deal with the cybercrime. Government of Uttar Pradesh is also thinking of setting up cybercrime university in Lucknow. In order to tackle the social media

wrong news spread, we are also contstantly monitoring the social media. Regarding this event, it is a good event for spreading awareness. Besides, it is also a place where a lot of solutions available from the vendors. I would suggest, apart from the Tier-1 cities, you need to do in Tier-2 cities.”

The highlight of the evening, however, was Cyber Sentinels Awards 2018 which was given away to recognize the work of leading CISOs and Security Leaders from across sectors for being an able custodian to their organization’s data by implementing the right security tools and policies.

The award winners had been finalized by a Jury consisting of Eminent Cyber Security Experts, Veteran CISOs, and Information Security Journalists. The selection was done based on the performance of CISOs and contribution to the security and growth of their organization, which was veted by a pannel of seasoned CIOs and CISOs including Partha Sengupta, Vice President – IT Services, ITC Infotech India, Sudipta Biswas, Vice President & CISO, PRIME INFOSERV LLP, Dr. JS Sodhi Group CIO & Sr Vice PresidentAmity Education Group & Executive DirectorCyborg Cyber Forensics & Info. Security Pvt Ltd India, Joydeep Bhattacharya, Chief Operating Officer, TCG Digital Solutions Pvt. Ltd., Ranendra Datta, Chief Technology Officer, Terrago Logistics, Subbarao Hegde, CIO, ApOn Innovative Solutions, Sanjay Mohapatra, Group Editor, Accent Infomedia Publications.

The event partners including, Kaspersky Lab, XcellHost, Tata Tele Business Services, Sequrite, Fortient, Finesse, FireEye, Sequeretek, Netmagic, InstaSafe, Security Weaver, Isra, 91.9 Friends FM, etc.

GDPR

JUSTICE SRIKRISHNA RECOMMENDS 2-4% OF COMPANY’S REVENUE AS PENALTY

A big step towards bringing governance in data handling by the companies operating out of India

A

fter European GDPR got into action, now India has brought its recommendations thought Justice BN Srikrishna committee. Justice Srikrishna’s report entitled – “A Free and Fair Digital Economy - Protecting Privacy, Empowering Indians along with a draft of The Personal Data Protection Bill, 2018, deliberate upon many aspects of data travel while creating his recommendations.

Justice Srikrishna said data privacy is a burning issue and there are three parts to the triangle. “The citizen’s rights have to be protected, the responsibilities of the states have to be defined but the data protection can’t be at the cost of trade and industry.”

The report has mandated penalties for violations, criminal proceedings, setting up of a data authority, provision of withdrawal of consent and concept of consent fatigue.

Some of the key recommendations by Justice Srikrishna committee include, all organizations should appoint data protection officers, they will also act as point of contact for individual grievances, personal data should be processed only for clear and specific purpose, individuals should have rights to withdraw their consent, firms will have to ensure to have one copy in personal data in India, critical data shall only be processed in a server or data center located in India.

Similarly, on the lines of GDPR, the committee has also recommended in terms of penalties. The committee recommends that 2-4% of company’s worldwide turnover or fine between Rs.5 crore to Rs.15 crore, whichever is higher to be applied in case of the company found not to have compliant.

However, the committee has given some exceptions to the journalistic purpose or for purely personal and domestic purpose.

The committee also recommended that a data protection fund and a data protection awareness fund to be created through proceeds from penal-

ties and fines.

NASSCOM-DSCI in a Statement said “The Personal Data Protection Bill released by the Justice Srikrishna committee has suggested a much-needed framework for data protection and privacy in the country. The Bill builds on the Supreme Court Judgement that advocated privacy as a fundamental right for the country and creates a framework for all stakeholders to be more responsible and build trust while dealing with personal data. .”

Mandating localization of all personal data as proposed in the bill is likely to become a trade barrier in the key markets. Startups from India that are going global may not be able to leverage global cloud platforms and will face similar barriers as they expand in new markets.

Ramesh Mamgain, Area Vice President, India and SAARC Region, Commvault, said, “The report released by Justice BN Srikrishna-led committee for the data protection law is a welcome step. The committee’s recommendation for setting up a Data Protection Authority (DPA) which will be responsible for monitoring, enforcement, standard setting, awareness creation and grievance handling is a reflection of a comprehensive approach towards data management in India.

With several instances of data leaks on both individual as well as organizational level that have taken place in the past had created an alarming situation across the country. With the regulation taking form, citizens of the country can now be assured of the safety of their sensitive data. Similar to EU’s GDPR, the Data Protection Law in India is a much needed regulation which will institutionalize processes for organizations across all sectors to better manage both primary and secondary.”

As per Vidur Gupta, partner, government and public sector, EY India: “The data protection report of the committee led by Justice Srikrishna, will be a key step towards building the important base of ‘trusted’ digital India. The proposed intro-

JUSTICE SRIKRISHNA, REGIONAL VICE PRESIDENT, INDIA & SAARC AT FORTINET duction of a Digital Protection Authority (DPA) as an independent regulatory body with wider powers would be quite beneficial in the enforcement of the data protection law. Further, the recommendation of bringing public entities under the gambit of law would not only strengthen the confidence of citizens but also define specific safety measures for their personal data while using eGovernance services.”

“It is now imperative that recommendations of the Committee be critically examined and potential direct and indirect costs and benefits be identified and analyzed to help policymakers in decision making”, noted Pradeep S Mehta, Secretary General, CUTS International.

The members of the commit included, Telecom secretary Aruna Sundararajan, UID CEO Ajay Bhushan Pandey, National Cyber Security coordinator Gulshan Rai and Vidhi Centre for Legal Policy research director Arghya Sengupta are other members of the committee along with Gopalakrishnan S, joint secretary, Ministry of Electronics and IT. The other members of the committee will include Ajay Kumar, additional secretary, MeitY, Rama Vedashree, CEO of Data Security Council of India, Rishikesha T

Finally…

Now it is in the hands of the government of India as to how would they take it forward in both the houses and pass the bill before creating a law. Of course, it will take some time beyond the monsoon session of the parliament.

SME CHANNELS 25 AUGUST 2018

MARKETING EVENT

BENGALURU HOSTS BEST MARKETING MINDS OF INDIA 2018 CONCLAVE

I

n a recent event, Bengaluru witnessed “Best Marketing Minds of India 2018 Conclave” held on July 27, 2018 at Fairfield by Marriott. The Conclave witnessed IIM Bangalore Professors, CMOs and marketing leaders, where stimulating conversations were carried out on a plethora of topics such as “Innovation in Marketing and Digital Strategy”, “Embrace New Strategic Thought”, “Innovative Marketing in the Digital Era” and “Analytics-driven Marketing”.

The conclave was held to offer advisory for Indian Business and Technology Leaders to brush up their knowledge of the latest about Information and Technology and IT Security to address the emerging business needs, which are influenced by emerging technology and diversified business and user demands.

The main highlight of the event however was, the 100 Best Marketing Minds of 2018 Awards which was carried out to recognize the work of leading CMOs and emerging Marketing Leaders

26 SME CHANNELS AUGUST 2018

being the fuel that powers their organization to grow in value, reach the right customers and build robust brands.

The event was designed to address the challenges faced by Marketing Leaders in the rapidly evolving customer space. The Knowledge conclave did touchbase with challenges and also gave food for thought on Digital Strategy and Marketing in the Internet Age with insights from distinguished IIM Academia and Senior Enterprise Marketing Leaders.

Sanjay Mohapatra, the host and the Chief Editor welcomed the audience and quoted, “The 100 Best Marketing Minds of India 2018”, as the name suggests is an initiative to bring together the country’s brightest minds in the IT and ITES Enterprise Marketing domain under one roof. With such initiatives, our aim is to fuel future Innovations in Marketing Strategy and keep the Leaders on road to strive for larger accomplishments by recognizing their contributions towards building value

for their organizations and for prospering Indian Economy as well.”

The evening was led forward with a number of enlightening talks on trending topics including ‘Embrace New Strategic Thought’, ‘Innovative Marketing in the Digital Era’ and ‘Analytics-driven Marketing’ by Prof. P D Jose Chair, Digital Learning at IIM Bangalore, Asst. Prof. Seema Gupta, Chair, PGP in Enterprise Management at IIM Bangalore and Prof. U Dinesh Kumar, Chair, Data Centre and Analytics Lab at IIM Bangalore respectively. These speakers left no stone unturned in leaving the audience ecstatic with their insight detailing of the concerned topics.

The panel discussions carried out during the event was highly appreciated because of the richness of the topics chosen. The discussions were on matters including, ‘Innovation in Marketing and Digital Strategy’ and ‘CEO–CMO Relationship’ – Key to Business Success; which were moderated

by B S Rao, VP Marketing at CtrlS Datacenters and

Sandeep Walunj, Chief Marketing Officer at Reliance Nippon AMC respectively. The panelists included distinguished individuals from organisations such as IIM Bangalore, Dell EMC, Ingram Micro, Red Hat and Sequretek IT Solutions to name a few.

Concluding the event, Sanjib Mohapatra, said “It was an immense delight to host such an elite conclave that witnessed an appreciable number of Marketing Minds. The conclave was designed to address the challenges faced by entrepreneurial and marketing community today and reinforce the infrastructure and domain knowledge through insightful talks and panel discussions featuring renowned Business and Technology Leaders. We look forward to host such successful chapters in times to come.�

SME CHANNELS 27 AUGUST 2018

INGRAM MICRO

INGRAM MICRO ONE APAC, SHOWCASED ITS GROWTH POTENTIAL FOR THE NEXT DECADE The first such event in APAC, including 39 showcase booths, 30 roundtable discussions and 14 country-cluster meetings, hosted 1700+ partners from the region including 250+ from India.

MIKE ZILIS, EXECUTIVE VICE PRESIDENT OF ASIA PACIFIC, INGRAM MICRO

I

ngram Micro, the largest tech distribution company in the world, organized its flagship event Ingram Micro One in Singapore’s most coveted property, Marina Bay Sands from 5 – 8 August. Although this event was not new to other regions but it was certainly new for APAC region.

For the first time 1700+ partners from different countries including China, Australia, Singapore, New Zealand, Malaysia, Indonesia, Philippines and Hong Kong, alongside Vietnam, Cambodia, Thailand, Laos, Myanmar, and India converged at the hotel and witnessed this unique residential event for three days.

The event was sponsored by more than 50

28 SME CHANNELS AUGUST 2018

principals including big names like Microsoft, VMware, Cisco, Del EMC, HPE, IBM, etc. As per the officials of Ingram Micro, there were 39 showcase booths, 30 roundtable discussions and 14 country-cluster meetings as well in three days.

From India the event was attended by 250 partners representing various regions of the country.

Mike Zilis, Executive Vice President of Asia Pacific, Ingram Micro, in his keynote address, said: “We are in an era of massive technology evolution. We have this huge proliferation of cloud going on and now we have IoT, augmented reality, virtual reality and then this whole segment of autonomous vehicles. We are extremely happy and thrilled to discuss all this and more during the

next three days of this inaugural – Ingram Micro ONE APAC,” The key takeaway of the event was panel discussions and presentations around the high growth technologies including Cloud computing, Security, IoT, mobility, AI, BI, Managed Services, etc.

This event indicated the direction that Ingram Micro wants its partners and resellers to follow and that the company is very serious about new age technologies including managed services, cloud, AI, Bi, IOT, etc. Therefore, the partners need to change their strategy and adapt to the new direction in order to stay relevant in the market. ¬Diego Utge, Senior Vice President & India Chief Executive, Ingram Micro, said, “This event clearly helps the partners and resellers to see what Ingram Micro is capable of and how Ingram Micro is ready to support them in their journey of digital transformation with cloud. I would encourage each of our partners to reach out to us and let us know how we can support them. I am very happy with the event. In some countries it took us some years to reach this stage which we have done here in the first year. So, the possibility for next 2-3 years is high and we will polish the format much more going forward. There are 250+ partners from India. The partners are from various regions of India. Our strategy is we will try to replicate this event in India too.”

INTERVIEW

OUR MISSION IS TO HELP OUR PARTNERS EMBRACE DIGITAL TRANSFORMATION What is your sense of Indian channel market, how is Ingram Micro positioned to address the market?

In India we could see the opportunity, the fragmentation of the market, the way Indians use technology, favorability of the market and the low IT penetration per capita. The dynamics of this market are similar to the market that I used to operate in. We need to help our channel partners embrace new technology. New technologies need to be consumed by the customers. What was and is lacking is the support of the partner ecosystem in taking those technologies to the customer.

So this is the deal that we bring to the table and, hopefully, in due time we will be able to get more India based partners to participate in those deals.

Also, large multinational partners are coming to India because they either have relationship with some users or they have skillsets to deploy newer technologies into the market.

Most of the partners are aging. There is also a succession planning. If the companies want to maintain their presence in the market, we are here to help them to see how they can evolve and deploy new technologies.

So, our mission will be to help our partners to prepare for that.

What is the unique value proposition of Ingram Micro?

Today, technological transitions are happening at a pace faster than ever before, and you need good partner to navigate you. We are the partner who can build business for you with a great value proposition to adopt new technologies.

I can give you best example of how Ingram Micro has invested well ahead in the curve, in the cloud orchestration. Today our partner ecosystem can capitalize on best-in-class cloud platforms. We also have invested in hardware. We knew how the Indian customers consume hardware. Therefore, we have a new financial solution to accommo-

date the requirement of the customers from the hardware perspective. Our partners can also use our configuration services and managed services.

Besides, we also announced our consulting division for digital marketing, succession planning, sales acceleration, etc. We are also announcing our vertical market focused areas for the benefit of our partners to position their product in healthcare, BFSI, education and government.

With this, we are providing more complex solution which will allow the partners to create more value addition and further help rebuild their customer relationships, which will open them to the new business opportunities.

How do you wish to see Ingram Micro’s service offerings evolve in the coming years?

We want to see 15-20% of our offerings go in the form of services, which our partners can resell.

We capitalize on the scale of the partners. We can position very skilled professionals to be used several times by our partners from solutioning point of view. We want to position Ingram Micro in India with more skilled BUs like IOT, HCI, security, AI, BI, etc. Most of the times, the partners do not engage with customers to the fullest extent due to the lack of adequate skillsets. Therefore, we will act as catalysts in orchestrating peer to peer skillsets so that a partner can identify opportunity which can be fulfilled by another partner.

We are committed to skill them with the help of our skilled trainers on different technologies.

They can use us or another partner for negotiation, agreement and deployment.

Who has taken up the responsibility of training, Ingram or the principals?

From training point view, the onus lies with both –the principals and us. We want the vendors’ products to be sold, as do the vendors, of course.

It is a shared responsibility. Therefore, we have

DIEGO UTGE SENIOR VICE PRESIDENT & INDIA CHIEF EXECUTIVE, INGRAM MICRO

created BI tools and training tools, which will help our partners to be skilled and prepared to access new technologies.

Today, the traditional technology areas that they are into, are a saturated category and profitability is relatively low than the new and innovative technologies. Therefore they need adequate skillsets to sell new technologies and solutions.

To be fair there must be interest and investment in both forms - monetary and resources - to really drive the initiative forward.

What is your identity now – distributor and solutions aggregator?

Ingram Micro now functions more like a solution aggregator and consulting partner for the resellers. I do not think our competition has enterprise division for the new technologies, neither do they have hardware offering as a service.

We are No.1 in the market and we will continue outperforming our competitors. This event was a testament of what we are doing in the whole region including India.

What kind of growth has Ingram Micro India been able to achieve?

We are growing more than 30% in our bottom line. We are doing a great job in operating as well as executing , which the other companies in the competition are not able to do. So the extra profits that we are getting, we like to invest them on our ecosystem partners.

SME CHANNELS 29 AUGUST 2018

CASE STUDY

“POST IMPLEMENTATION OF THE STORAGE PLATFORM SOLUTION, THE PERFORMANCE IS FANTASTIC. PREVIOUSLY MATRIMONY WAS ABLE TO COPY AND EDIT ONLY 4 TO 5 VIDEOS PER DAY. WITH THE HGST STORAGE PLATFORMS, THEY ARE NOW ABLE TO UPLOAD MORE THAN 30 VIDEOS PER DAY.” VIJAY ANAND BERNARD, GM OF IT INFRASTRUCTURE & COMMUNICATIONS MATRIMONY

MATCHMAKING GIANT MATRIMONY.COM SWAPS LEGACY SYSTEMS FOR HIGH-PERFORMANCE HGST 4U60G2 STORAGE PLATFORM Summary After encountering performance issues with their legacy storage systems, Matrimony.com deployed 4 units of 4U60G2 Storage Platforms from HGST. The new solution has successfully removed performance bottlenecks and achieved higher IOPS and better power consumption in a smaller footprint.

Company Profile Launched in 2001, Matrimony.com is a signature internet conglomerate managing multiple brands in online matchmaking and marriage services.

With over 4,500 employees at 180 branches in 4 cities across India, its flagship brand BharatMatrimony has 15 language-based domains under its umbrella. Today it is one of the fastest growing and

30 SME CHANNELS AUGUST 2018

profitable organizations in both the digital and offline space, with a reputation for innovation, technical excellence and entrepreneurship. Reaching out to South Asians in the UK, US, Dubai, Sri Lanka & Malaysia, BharatMatrimony has been featured in the Limca Book of Records for “most number of documented marriages online”. It was also judged ‘The Most Trusted Matrimony Brand’, as per The Brand Trust Report (2014-15).

Matrimony.com pioneered many new services for Indians worldwide, such as EliteMatrimony, CommunityMatrimony, MatrimonyDirectory, MatrimonyPhotography, MatrimonyBazaar, MatrimonyDirectory and MatrimonyMandaps.

CommunityMatrimony.com is a conglomerate of over 300 community oriented portals. Leveraging world-class web and mobile technology, the com-

Challenge Legacy storage systems could no longer support Matrimony.com’s expanding video and photography storage requirements. Subpar performance, limited scalability space and cooling requirements had a major negative impact on business.

Solution HGST 4U60G2 Storage Platform in a SAN configuration Key Results Performance increase – at least 6x greater

CASE STUDY

SOLUTION DIAGRAM

N,

H

pany has a track record of constant innovation that has led to many prestigious awards.

Storage Expansion, Complexity and Performance Bottlenecks One of their business vertical, MatrimonyPhotography.com was using legacy storage systems in 4 states across India to manage its client data and videos. This vertical offers a photography services called “Matrimony Photography” for managing events within Chennai in the state of Tamil Nadu and eventually diversifying into the states of Kerala, Andhra Pradesh and Karnataka. It would require storing video and photographs for a total of 1,000 events per month per location, which was estimated to be around 10TB, per month per location.

The popularity of the service grew very quickly, as did capacity requirements. In response, they deployed a competing storage provider’s 32TB NAS boxes (usable capacity was only 24TB). As the number of NAS boxes grew, manageability and complexity became serious problems. The amount

of data and system requirements outpaced what NAS was best suited for. The NAS solutions came with their own native OS, which required developing multiple versions of upload tools. Deployments were slow and scalability was limited by the space, power and cooling constraints in their data center.

Performance and availability also suffered. The HDDs used in the NAS solution were not enterprise grade and therefore prone to high failure rates. Data availability and throughput became a significant challenge as failure rates rose 3- to 4-fold and the time needed to copy data increased.

Matrimony.com also explored other storage solutions, but still ran into problems with performance and cost

HGST 4U60G2 Storage Platform: Increased Performance, Lower Power, Smaller Footprint They finally discovered the HGST 4U60G2 Storage Platform, a high-capacity, enterprise-class solution. The Storage Platform solved their issues

of scalability, speed, power consumption and cost. It features a 12G SAS port for server connections, which eliminated the network bottleneck. The density of the solution allowed for a smaller footprint in the data center. This HGST solution has been deployed in 4 locations: Chennai, Andhra Pradesh, Karnataka and Kerala. Matrimony.com is now exploring the use of SSDs in Storage Platform for even greater performance improvement. ©2017 Western Digital Corporations or its affiliates. All rights reserved. Western Digital, the HGST logo, Helioseal, and Ultrastar are registered trademarks or trademarks of Western Digital Corporations or its affiliates in the US and/or other countries. All other marks are the property of their respective owners.

1 One terabyte (TB) is equal to 1,000GB (one trillion bytes) when referring to solid-state capacity. Accessible capacity will vary from the stated capacity due to formatting and partitioning of the drive, the computer’s operating system, and other factors.

SME CHANNELS 31 AUGUST 2018

SME CHAT

CUSTOMERS ACROSS ALL INDUSTRIES CAN BENEFIT FROM THE ADOPTION OF CONVERGED SYSTEMS. HCI or Hyper Converged Infrastructure are becoming a great asset for the modern-day enterprises who are scaling up too fast. Here are the viewpoints of Rajesh Ramnani, Regional Director, CPSD, Dell EMC India, on how these boxes are coming to the rescue of fast growing enterprises who want their DC inhouse with flexibility and scalability. Excerpts.

What are the challenges HCI solves for the customers?

Converged Infrastructure (CI) helps enterprises to focus on delivering business results rather than spending scarce resources on maintenance and IT architecture considerations. Using CI effectively and smartly, servers, storage and networks can work together, out of a box and the resultant infrastructure can be installed, deployed, updated and managed easily. This helps to optimize corporate IT’s performance, minimize its cost, and maximize its business value. The need for CI is primarily due to increased complexity of IT and a congruent explosion of business demands worldwide. Traditional data-centers are unable to cope with the workloads now being witnessed across enterprises particularly with the emergence of virtualization. The clear advantages for an enterprise of deploying CI are lower total cost of operations, increase in operational performance, and enabling enterprise IT to trade commodity work for more value-adding work. With CI, infrastructure is less a business constraint and more a business enabler.

What CI does is to bring together coherently the various data-center components into a single form factor (an appliance) that can then be centrally managed. Thus, a converged infrastructure minimizes compatibility issues and simplifies the management of servers, storage systems and network devices while reducing costs for cabling, cooling, power and floor space. There are many clear advantages of deploying CI. For one, CI enables IT to consolidate and standardize systems and deploy and scale infrastructure rapidly. It helps to increase utilization rates and lower costs and at the same time simplify infrastructure management.

Business risk is reduced through improved reliability and integrated approaches to security and disaster recovery business innovation and agility

32 SME CHANNELS AUGUST 2018

are increased through faster time to market. With computing on demand, business and IT people can experiment more, prototype more, and innovate faster. Converged infrastructure can meet pragmatic objectives around cost, performance, risk, and agility. CI can also shape how your enterprise operates and innovates in a world with fewer technological constraints. CI adoption can provide the opportunity to rethink and rebuild the infrastructure services organization, with less attention to shoring up weaknesses and more attention to meeting future business needs. Since a distinct advantage of converged infrastructure is to enable rapid provisioning of new services (read apps), new networks can be created and the services can be provisioned quickly—even during an unfortunate downtime—by deploying the last good configuration protocol.

Why adoption of HCI happening in India?

HCI is the fastest-growing part of the IT infrastructure market today as businesses of all sizes desire for substantial infrastructure simplification.

In India, hyper converged infrastructure systems are attracting the largest amount of interest among the converged systems portfolio. Its software defined approach which abstracts the compute, storage and networking on a single plane is a key factor for the rise of interest in HCIS. HCIS’s single-vendor support model and ability to match a large number of use cases offers greater benefits and eliminates complexity. As per IDC, India would be a USD 63M market for HCI by 2020. & the market is expected to grow at a GAGR of 43%.

Who are major adaptors of HCI? Customers across all industries can benefit from the adoption of converged systems. Organi-

zations large and small, from all industries, who are striving to modernize their infrastructure in order to compete in today’s digital age will benefit from an integrated system and converged infrastructure environment.

We are currently seeing multiple user groups utilize HCI in their ecosystem. These include: l Datacenter Operations In charge : For ease of management and control l Software developers and analysts : For easy of configuration and testing l Remote Offices : For ease of deployment and implementation l I.T service providers : For ease of creation of cloud like environment l Offices with limited IT skills : For ease of Installation and maintenance Given the fact, cloud and hosting are gaining grounds and customers are moving out from on premise, what is the importance of HCI? With all of its benefits, HCI technology is swiftly displacing the traditional “best of breed infrastructure.” Traditional 3-tier architectures are no longer the de facto, on-premises standard. Indeed, one of the key benefits causing the displacement of the traditional approach is the ease and speed of deployment of HCI. There are a few gaps we need to be aware of in cloud; firstly do we have the necessary connectivity to the cloud? Sometimes the quantum of bandwidth required is massive, especially if the location of cloud datacenter is outside of base country; secondly what matters is the duration for which the resources are desired, growth estimates and lastly regulatory matters. All these are

SME CHAT

RAJESH RAMNANI, REGIONAL DIRECTOR, CPSD, DELL EMC INDIA.

“DELL EMC’S VXRAIL OFFERS CONFIGURETO-ORDER FLEXIBILITY TO MEET ANY USE CASE.”

appliance on each host.

manageable in case the user is a single person and want fast outcomes or just wants to test their ideas, however for organizations they have to think on all the above aspects, do we have a solution which provides benefits of agility, scalability and cost, but at same time provides flexibility of choice to post workloads in house or on external cloud?

Meet our new friend called Hybrid Cloud. This encompasses putting workloads on resources of choice, if the project is critical, requires high uptime, faster deployment and must adhere to regulatory norms, users can deploy their workloads on their in-house (private) cloud and for all other workloads they can choose public cloud, just a simple drag and drop can allow them to move their workloads seamlessly between clouds as well, sounds convenient, well it is, all that is required is a trigger, and that trigger is Hyper Convergence What are the advantages of Dell EMC? Dell EMC is the only vendor providing endto-end rack based solution that integrates the network as a part of it. We also have management console taking care of not just the compute,

memory and network but also of completely software defined solutions like self-servicing, charge back, automation that are Dell’s uniqueness.

VMware being a part of Dell EMC, we are the only one having appliance based hyper-converge solution end-to-end on VMware. Jointly, we have created the hyper-convergence solution and we do not have to rely on multiple technologies to move forward on our hyper-convergence journey. Ideally, all software should work tandem with each other and this can happen only when the software is developed as a product from a single factory, which we have jointly achieved. Thus, our customers can experience seamless support in all spheres from a particular vendor. Otherwise, issues may creep in terms of support and management.

Dell EMC’s VxRail offers configure-to-order flexibility to meet any use case. From an architectural standpoint, VxRail’s key performance advantage is its ability to deliver this simplicity in a distributed enterprise starts with its tight integration between VMware vSAN and the vSphere hypervisor. This is dramatically different from every other hyper-converged storage solutions that require the installation of a virtual storage

How this solution is stacked for different types of customers?

Dell EMC’s hyper-convergence solution has two key offerings. One is our appliance based offering, known as VxRail and the other is rack based offering called VxRack. Now, both of these categories come in two options – VMware based option wherein the end to end solution is based on the VMware software stack and the mixed hypervisor option wherein the customers have the flexibility to choose the kind of hypervisor that they would want to deploy. The reason for having two different options is predominantly because a big chunk of the market is tilted towards VMware hypervisor, hence; we have an offering dedicated for VMware. Also, there are a set of customers who would want to have flexibility. Thereby, we provide the second option as well.

What the partner opportunity in this space?

Customers are looking at automating their IT set-up, they want to do away with dependencies on skilled manpower, and the first building block which allows them to embark on the journey of a private/hybrid cloud are HCI solutions from DellEMC. Partners realise that this is natural progression and next level of growth for them if they want to sustain in a competitive IT services space. For any partner opportunity is not just infrastructure sale, but host of additional services like Implementation, migration, support as well as sustenance which comes along with this. In long term there is a potential for implementing a self-service environment like Infrastructure as a service for customers who want complete automation.

SME CHANNELS 33 AUGUST 2018

SME BIZ

COGNEGIX: SUCCESS STORY OF A TALLY XCELERATOR Tally is synonymous with going digital for Small and Medium businesses in India and understands the challenges this segment faces in day-to-day operations.

T

ranslating an idea that was put together by the various stakeholders at Tally for enablement of its partner community and extending the advisory services to support the SMEs in general to build their capability for enhanced growth and performance, was the premise behind launching the Tally Xcelerator (TX) Program. A pioneer in the business software products arena, Tally’s simple yet powerful products have been revolutionizing the way businesses run for over 30 years.

Since its launch last year, the program has played the role of a catalyst that helps in accelerated growth of the partners by guiding them in formulating and executing their business plans, handholding them in resourcing and resource capability building, providing consulting services to enhance their sales performance and advising them to build their enterprise for future growth and success. One such TX partner that has had remarkable success over the last few months is Cognegix. In the initial stages of its journey, Cognegix a TX partner in Mumbai, invested significant amount of time building deeper connect with the partners, ensuring all interactions and decisions are made after establishing a personal

34 SME CHANNELS AUGUST 2018

bond and trust. The uniquely designed TX launch event in Mumbai in February last year helped Cognegix break the ice and build instant connect with its partners. This was immediately followed by personal one-on-one meetings with each of the partners, to listen to them and to understand their operating context and their specific challenges, issues and explicit expectations. These interactions not only led to the formulation of customized solutions suited to the individual and collective needs of the Partners, but also instilled a confidence in the partners that their needs are looked after. Cognegix conducted customized sales workshops for the resources and quasi-consulting sales management sessions for the partners. It also designed business plan execution sessions to help guide the partners on the way forward and delivered goal setting sessions to define business priorities.

Under the TX program, two types of services are offered to businesses – Basic Services and Business Advisory Services. Access to basic services which include resource management, training, assessment, acquisition of new clients etc. are at no charge. Businesses looking to avail advisory services can do so at a nominal cost. They can customize the services on the basis of their requirements

or select a pre-packaged pack. Advisory services include mentoring and coaching, improved access to finance, improved organizational culture and industry best practices to improve growth and productivity.

Cognegix strengthened its Basic Services operations with a multi-pronged hiring solution and planned assessment training. It also launched ‘The Sutradhar’, a monthly newsletter for the partners to share knowledge, insights, best practices and success stories.

Cognegix is presently gearing up to setup its TX operations in UP-East to be launched in June.

A critical geography having huge potential for the growth, Cognegix is devising its Basic and Advisory services portfolio to the specific needs of the Region, catering to both the short and long term business plan. The next stop for Cognegix in its TX initiatives is to extend these services to SMEs within and outside the Tally ecosystem. They have been working to create specific Product, Business, Marketing, Finance and Human Resources advisory solutions for the SMEs through a panel of seasoned consultants and industry practitioners.

Within a span of three months of starting the TX operations in Mumbai, Cognegix has been very well received by multiple stakeholders. It has

SME BIZ

JOYCE RAY, INDIA BUSINESS HEAD, TALLY SOLUTIONS, PVT LTD.

“JOYCE RAY IS A SALES AND DISTRIBUTION VETERAN WITH OVER 22 YEARS OF EXPERIENCE. PRIOR TO TALLY, HE WAS WORKING WITH NOKIA INDIA PRIVATE LIMITED AS THE HEAD OF CHANNEL DEVELOPMENT. IN THIS ROLE, HE WAS IN CHARGE OF MANAGING THE DISTRIBUTION FOOTPRINT, HEALTH, PARTNER REWARD AND RECOGNITION AND LONG-TERM STRATEGIC DISTRIBUTION ROADMAP FOR INDIA, NEPAL, BANGLADESH AND SRI LANKA. IN THE PAST, HE HAS BEEN ASSOCIATED WITH ORGANISATIONS SUCH AS GILLETTE INDIA, ICI PAINTS AND KODAK INDIA LIMITED.”

conducted approximately 25 sessions and is currently servicing a base of 300 partners, GSTPs, system integrators and other channels. It has achieved commendable success in setting up the Basic Services and has been making inroads into Advisory Services, through well thought-out plans, disciplined execution and a credible team of sales and capability building experts, seasoned technical and behavioral skills trainers and senior consultants with SME specific expertise. Cognegix aims to play a significant role as a TX for Tally in its journey of growth and success in years to come by engaging with its Partner community and SMEs across the country.

Currently there are 25 TX partners across PanIndia, who are dedicated to carrying forward the vision of the program to all regions. In addition to assisting them in accessing business development services and facilitating their access to finance, the program also allows for networking opportunities and connecting entrepreneurs.

SME CHANNELS 35 AUGUST 2018

CASE STUDY

INDIA’S FLAGSHIP MATTRESSES AND COMFORT ACCESSORIES BRAND ESTABLISHES COMPLETE WIRELESS BUSINESS COMMUNICATION WITH MATRIX For further information, please contact: 394-GIDC, Makarpura, Vadodara-390010, India Toll Free (+91) 1800-258-7747 E-Mail: Customer.Care@MatrixComsec.com Website: https://www.matrixtelesol. com/

Results: l Wire Free and Continuous

Business Communication with Additional Productivity Features l Enhanced System Reliability with Power and CPU Back-up Provision during Failovers l Future Ready System with High Scalability

India based PU foam manufacturer established in 1971 is well known for making consumer comfort products. The mattress manufacturing giant has over 12 manufacturing units distributed across India and a corporate headquarter based out of Greater Noida to smoothly manage operations with 5,000+ dealers and 100+ distributors. This corporate headquarter was based in a state-ofthe-art glass based building infrastructure, for which they were looking to establish a robust communication system.

Challenges Establishing Wireless Business Communications within their Glass Office Infrastructure l Deploy a Scalable Communication System l A Communication System with Back-up l

36 SME CHANNELS AUGUST 2018

Facility for Continuous Communication

Solutions Mobile Unified Communication Clients as Wireless Endpoints l Unified Communication Server Supporting Addition of a Large User Endpoint l A Business Communication Server with Redundancy for Power and CPU Failover l

About Matrix Established in 1991, Matrix is a leader in Telecom and Security solutions for modern businesses and enterprises. Matrix, an innovative, technology driven and customer focused organization, 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, Time-Attendance and Video Surveillance solutions. These solutions are feature-rich, reliable and conform to the international standards. Having global footprints in Asia, Europe, North America, South America and Africa through an extensive network of more than 1,000 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.

REVIEW

PRODUCT

STANDALONE ACCESS CONTROL SOLUTION

Entry/exit within premises is generally a

NETGEAR ORBI RBK20 TRI-BAND WI-FI SYSTEM NETGEAR ORBI RBK20 has a unique, industry-first Tri-band architecture with a dedicated 5GHz wireless connection between the router and satellite, which provides both reliable WiFi coverage and maximum internet speed throughout your home with a single network name. The new Orbi Systems all deliver industry-leading 802.11ac AC2200 WiFi speeds up to 2.2Gbps*, so you can enjoy seamless WiFi everywhere in your home and around your property, without any dead zones.

With the increase in demand for better Wi-Fi throughout their home, the Orbi RBK20 addresses a broad range of home environments, from apartments to sprawling estates. The 2.2GPbps Wi-Fi is enhanced by FastLane3, and the coverage increased by four highgain internal antennas. It has dedicated Tri-Band Wi-Fi and works on a single network name.

FEATURES n 2.2Gbps with up to 555 square meters of

coverage n FastLane3 Technology – The dedicated WiFi backhaul creates better 4K HD streaming & gaming, even as you connect more devices. n Single Wi-Fi network n Smart parental controls n Guest Wi-Fi network that allows access

major challenge of an organization’s overall security strategy. To manage access of specific zones in a single location requires a standalone access control solution.

For small and medium business organizations, Matrix has developed COSEC PANEL LITE (site controller), which works independently without requiring a server for Access Control application. All Matrix COSEC biometric and RFID Card based door controllers are connected to the site controller for implementing advance access control features and restricting any unauthorized entry.

with sharing the main network password

FEATURES

n 2 Gigabit Ethernet ports

n License Free Solution

n Works with Amazon Alexa and Google Assistant

n Eliminates Server Cost n Controls 255 Doors and 25,000 Users n 5,00,000 Events Storage Capacity n Connects Third Party Readers n Real-time Monitoring and Control

PRICE 24,999/-

WARRANTY 3 Years

CONTACT

n Integration with Fire Alarm and Video Surveillance

Price: On request, Warranty: On request, Contact: Customer.Care@MatrixComsec.com

www. in.netgear.com

SME CHANNELS 37 AUGUST 2018

PRODUCT

NEW ARRIVALS

DIGISOL

DIGISOL 300MBPS ONU WI-FI ROUTER

DIGISOL’S NEW GEPON/GPON ONU 300MBPS Wi-fi router with 1 PON, 1GE and 1 FE port, 1FXS port. The DG-GR1321 terminal devices are designed for fulfilling FTTH and triple play service demand of fixed network operators or cable operators.

These boxes are based on the mature Gigabit EPON/GPON technology, which have high ratio of performance to price, and the technology of 802.11n WiFi (2T2R), Layer 2/3 and high quality VoIP as well. They are highly reliable and easy to maintain, with guaranteed QoS for different service. And they are fully compliant with technical regulations such as IEEE802.3ah. It works on both GEPON/GPON technology.

Price: On request, Warranty: On request, Contact: www.digisol.com

SYNOLOGY

SYNOLOGY NAS DEVICE 18-SERIES SYNOLOGY 18-SERIES NAS DEVICES INCLUDES DS118, DS218, DS218PLAY, DS1618+, RS818(RP)+, RS2418(RP)+, RS2818RP+, RS3618xs and RX418.

DS118, DS218: These 1 and 2 bay 18-series entry-level NAS servers are ideal for small offices and home users. Equipped with Intel quad-core 1.4 GHz processor, these versatile yet budget-friendly NAS servers can provide good performance for not only personal cloud storage but also data backup and synchronization, media streaming, photo management, file sharing, and other tasks. The intuitive interface of DSM allows you to manage, protect and share all your digital assets easily and efficiently.

Price: On Request, Warranty: On Request, Contact: www. sinology.com

D-LINK

D-LINK INDUSTRIAL GRADE SWITCHES D-LINK’S INDUSTRIAL GRADE SWITCHES ARE AVAILABLE in four variants – DGS-F3400, DGS-F3600, DES-F3200, and DGSF3000. These switches are designed to operate in extreme weather, resist shock/vibration, and surge ratings, thereby offering high redundancy and reliability. Overall D-Link Industrial switches can withstand harsh environmental conditions, are suited for controlled and challenging needs of Oil & Gas industry, Mines, Manufacturing Plants, Shipping etc.

DGS-F3400 (Rack Mount) – The DGS-F3400 Series Layer 2 Modular Gigabit Industrial Managed Switches are equipped with 4 10G SFP+ or 1G SFP Ports & 3 open slots for 8 Gigabit port interface module. The fan-less design of DGS-F3400 Series extends the life of the switch and makes it capable to operate in wider temperature range of up to 75°C. DGS-F3400 series switches are PROFINET certified and Ethernet/ IP ready,

38 SME CHANNELS AUGUST 2018

n Price: On request, Warranty: On request, Contact: www.dlink.co.in

which makes them a preferred choice for backbone of Industrial automation networks. DGS-F3400 series switches helps monitor performance and status as Modbus register and as an MQTT data point, allowing PLC or control unit to access diagnostic data in real time through Modbus TCP protocol.

This unique feature of DGS-F3400 series switches help provide crucial information to Big-Data Analytics engine.

RNI NO: DEL ENG/ 2010/ 31962 Postal Reg. No.: DL-SW-1/4145/16-18 Licensed to Post without pre-payment U(SW)/19/2017-18

Date of Publication: 13 of Every Month Date of Posting: 15 & 16 of Every Month