PLUS
Lenovo Brings Together APEM & APMM Biz /08 www.smechannels.com
india’s first IT magazine for sme business VOLUME 05 | ISSUE 12 | PAGES 48 | FEBRUARY 2015 | RS. 20/-
SME Biz / 24
SME Biz / 36
SME CHAT /34
Matrix Comsec: Matrix
Comguard: Eyeing MDM
Kingston : “USB 3.0 and SSD will shape the storage market”
to focus on enterprise sector
Market
GOING
WIDE With the commercial printer market not looking that good, large format printers are slowly making their presence felt in the market. /26
1
PLUS
Symatec’s New Cos Named Veritas Technologies Corp /08 www.smechannels.com
india’s first IT magazine for sme business VOLUME 05 | ISSUE 12 | PAGES 48 | FEBRUARY 2015 | RS. 20/-
SME BIZ
/ 37
ASUS: High Hopes From Netbooks
SME CHAT
GUEST TALK
/ 31
Ultra Hi-Tech Systems: “V&D Integration has opened new biz opportunities”
/ 44
Seagate: SMBs in India to Gain From NAS
MY EXPERIENCE EDITORIAL
WAITING WITH A BATED BREADTH KARMA NEGI
karma@smechannels.com
AS THE BUDGET APPROACHES the expectations are obviously high given the NDA government’s aggressive stance on ‘Digital India’ and ‘Make in India’ campaign. The government is trying hard to boost India’s image as a competitive market in the global arena. The Modi government has chalked out aggressive plans to take India on the highway of economic growth. What it needs to start aggressively implementing its ‘Digital India’ and ‘Make in India’ initiatives. Last month World Bank predicted India will overtake China as the fastest growing economy in the next two years. In China manufacturing took off without too much IT support and has only recently started focusing on IT. However there is a caveat, India should not the tactics that China adopted to boost its manufacturing and go overzealous with its make in India campaign but rather adopt an organic growth. With every major economy in doldrums there is not much demand anyways and China is already have presence in them which doesn’t make it prudent for India to start manufacturing products for others and compete with low cost manufacturing. Hence RBI governor has warned against an overzealous export based “Make in India” campaign. There is a need for sustainable long term growth plan and the budget should address issues related to consistency in overall tax regime, and improving the ease of doing business. To make the Digital India campaign a reality calls for improving the country level infrastructure which will help spur industries embrace the digital business and quicken the demise of geographical barriers. NASSCOM has also made some budget recommendations like addressing the regulatory and tax challenges for technology start-ups and SMEs, like difficulties in access to funding for low asset based firms, investor difficulties related to regulations and taxations discouraging investors, ambiguous software product taxation and implementation issues adding to burden and also demand extension of provisions on deduction for employment and skill development (Section 80JJAA), R&D credits for technology start-ups and SMEs and suggestions for new provisions like offsetting manpower training cost, deferred tax credits for start-ups. Let’s wait and watch if the Budget packs a punch.
HP 110 and 120 Desktop PCs HP’S HP 110 and 120 Desktop PCs are to meet the everyday computing needs of small business and home user. It’s powered by the 4th generation Intel Core processor and preinstalled with Windows 8.1. HP 120 Desktop PC is targeted at the home and SOHO users and enhance their overall computing experience such as email, web browsing and online shopping. The HP 120 Desktop PC can also be customized and expanded with additional memory and dedicated graphic cards to meet customer needs. The HP 110 Desktop PC is powered by the latest Intel Pentium Quad Core processor, and is equipped with Intel HD graphics, the device allows user to enjoy high-definition video content to enhance the entertainment experience.
SPECIFICATIONS Powered by the 4thgeneration Intel Core processor and pre-installed with Windows 8.1 FINAL WORDING With a starting price of INR 23,990, The HP 110 Desktop PC is attractive. OVERALL RATING
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SME CHANNELS FEBRUARY 2015
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contents
FEB VOLUME 05 ISSUE 12
2015
ER COV RY STO
india’s first IT magazine for sme business
Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Associate Editor: Karma Negi Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Designer: Ajay Arya Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Marketing Manager: Shivani Swaroop Marketing Executive: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 E-mail: Shivani@smechannels.com Bangalore #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 Mumbai Tahmeed Ansari 2, Ground Floor, Park Paradise, Kay-Bees CHS. Ltd.,Opp. Green Park, Oshiwara, Andheri (west), Mumbai - 400 053. Ph. +91 22 26338546, Fax +91 22 26395581 Mobile: +91 9967 232424 E-mail: Info@smechannels.com Kolkata S Subhendu BC-286, Laxmi Apartment, Kestopur Kolkata-700101 Phone: 9674804389 EDITORIAL OFFICE
GOING WIDE /26
Delhi: 6/103, (GF) Kaushalya Park, New Delhi-110016, Phone: 91-11-41657670 /
India LFP market estimated to reach $31.0 million in 2015 the market throwsup exciting new possibilities
46151993 editor@smechannels.com Bangalore Bindiya Jadhav #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004
SME CHAT Ultra Hi-Tech Systems / 31
“Market has Grown Exponentially”
Kingston /32
“USB 3.0 and SSD will shape the storage market”
SME CHAT Sonata /34
Sonata to take TIS deeper into SMEs
Comguard /36
Comguard Eyeing MDM
SME BIZ
Ph. No. +91 88618 21044 E-Mail bindiya@
Matrix Comsec /24
accentinfomedia.com Skype ID: b1diyajadhav
Matrix to focus on enterprise sector
Asus /37
Asus hopes high from netbook
Printed, Published and Owned by Sanjib Mohapatra Place of Publication: 6/101-102, Kaushalya Park, Hauz Khas New Delhi-110016
more inside Editorial~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 04 Snippets~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 08 Partner Corner~ ~~~~~~~~~~~~~~~~~~~ 38, 40 Guest Talk~~~~~~~~~~~~~~~~~~~~~~~~ 42, 44
Phone: 91-11-46151993 / 41055458 Printed at Karan Printers, F-29/2, 1st floor, Okhla Industrial Area, Phase-2, New Delhi 110020, India. All rights reserved. No part of this publication can be reproduced without the prior written permission from the publisher.
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SME CHANNELS FEBRUARY 2015
SNIPPETS PRODUCT | CHANNEL | CONSULTING | SERVICES
for more log on to smechannels.com
Lenovo Brings Together APEM & APMM Biz Lenovo is reuniting its Asia-Pacific Emerging Markets (APEM) and Asia-Pacific Mature Markets (APMM) businesses into a single unit. And in the process has
appointed Roderick Lappin as president, Lenovo’s Asia-Pacific region, effective April 1, 2015. Lenovo is in the process of transforming its business to maintain its
successful trajectory as the #1 PC vendor in the world hence this decision to bring together the APEM and APMM regions, promoting Lappin, and also promoting Ken
Wong, to VP of Strategy and Planning announced the press release. Currently based in Japan, Lappin intends to stay in Tokyo where he will run the Asia-Pacific business and will remain the President of NEC Lenovo Japan Group. He will continue to lead the Japan and ANZ business and will report to Gianfranco Lanci, Lenovo’s COO and executive senior vice president. “Rod has a wealth of experience in creating successful businesses in mature and emerging markets, making him the best person to head up the new Asia-Pacific business for Lenovo,” said Lanci. “With Rod at the helm, I am confident the business across Asia-Pacific will continue to thrive and will experience a whole new level of success, just like NEC Lenovo Japan Group in Japan over the last three years under his strong leadership.” Lappin said, “I have set my sights to not only continue Lenovo’s momentum in the PC market, but to elevate our positions in other key categories including mobile and other consumer computing devices across Asia-Pacific. I know for certain that together, with my new team, we can make this happen.”
Symantec’s New Cos Named Veritas Technologies Corp Symantec has announced Veritas Technologies Corporation as the name for its independent publicly traded information management company, which will be created following the completion of the previously announced separation into two companies. It also revealed a new logo for Veritas.
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SME CHANNELS FEBRUARY 2015
“Veritas remains a powerful brand that still has tremendous equity with our customers, partners and employees, and after careful review it was an easy choice as the name for our information management business,” said Michael A. Brown, President and CEO, Symantec. “While
the name recalls the company’s heritage, the new logo signals that Veritas is ready to solve the most critical information challenges facing our customers today and tomorrow.” The new Veritas name and logo represent an established market leader, serving 75% of the
Fortune 500 with a broad range of products that include backup and recovery software and appliances, storage management, clustering, disaster recovery, archiving and eDiscovery solutions. The Veritas business generated $2.5 billion in revenue for Symantec in fiscal year 2014.
SNIPPETS
D-Link Unveils D-View 7 D-Link has released D-View 7, the latest version of its powerful network management software. D-View 7 is a web-based network management system designed to manage device configurations, performance, and troubleshooting. “The latest version of D-View brings D-View 6’s standalone software platform to the web, letting users access D-View 7 from anywhere with browsers without the need for installing software”, says Antony Lai, Vice President of Business Networking. “We’ve added several new
features and enhancements that give users more flexibility, including a more comprehensive view of their network.” D-View 7 is a web-based, SNMP supported network management solution for D-Link business product lines. It can manage SNMP supported devices: switches, unified switches, unified APs, standalone APs, and third party SNMP devices. It can provide a centralized management platform to control, monitor, and configure multiple devices in different product lines.
Brother Launches New Inkjet MFCs Brother International has launched its new Inkjet Multi-Function Centre with A3 print capability aimed at home offices (SOHO) and small businesses. MFC-J2320 InkBenefit offers multiple functionalities tailored for business usage while keeping the price affordable. It gives businesses both outstanding value and the benefit of work productivity. Developed with business users’ needs at the heart of the design, the new inkjet Multi-Function Centre packs a myriad of essential business features in small footprint. Its A3 print capability allows users to print detailed spreadsheet, precise blueprints and stunning photographs in impactful A3 format. In addition, the range boasts fast print speeds of up to 22 monochrome and 20 colour pages per minute (based on ISO/IEC 24734). It also enables users to print images directly from digital camera and USB memory stick without the need to turn on the PC, and it supports mobile and cloud printing.
Konica Minolta Strengthens its A3 Colour Product Portfolio Konica Minolta India has launched its new ‘bizhub’ series model C221, targeted at corporate and SMEs. With the launch of this new bh C221, Konica Minolta expands its offerings further, strengthening its A3 colour product portfolio announced the press release. Speaking on the occasion Y Nakata, MD, Konica Minolta India, said, “These products will cater to growing SME market in India and reasserts Konica Minolta’s commitment to make finest and affordable range of products. bh C221 will enlarge our footprint in SME and Enterprise segments. With the introduction of this colour MFP, Konica Minolta will further strengthen its No. 1 position in colour market, which is more than 25% currently.” The bizhub C221 MFP is developed to handle a wide range of jobs for the new Entry Colour Market. They are equipped with Konica Minolta’s renowned Emperon controller and an array of printing functions that enhance affinity with higher-end MFPs, as well as smart mechanisms that reduce noise, weight and size.
10 SME CHANNELS FEBRUARY 2015
MY POINT
“Cyberattacks continue to dominate the headlines with more than 70 percent of these still occurring at the endpoint.” MICHAEL A. BROWN, PRESIDENT AND CEO, SYMANTEC.
QNAP Launches TVSx71 series Turbo vNAS QNAP Systems has released the business-class TVS-x71 series Turbo vNAS which the press release says supports 10GbE networks and provides a high-efficiency storage solution for 4K video playback, transcoding and on-the-fly editing. Besides incorporating comprehensive business-demanding applications and advanced virtualization features, the TVS-x71 series features the exclusive QvPC Technology that allows the NAS to be used as a cost-effective PC by allowing users to directly access stored data, monitor live surveillance feeds, enjoy digital entertainment, and much more. Available in 4, 6 and 8-bay tower form-factor models, the TVS-x71 series is powered by the latest Intel Haswell CPU with numerous options including Pentium, Core i3, Core i5 and Core i7 processors for users to flexibly choose based on their demands.
Barriers to Broader Video collaboration still Exists, says Study Polycom has announced the results of a new survey which analyses how video collaboration solutions are currently being used in business. The global study, commissioned by Polycom and conducted by Quocirca, LTD, found more than 90 percent of those who regularly use video to collaborate are experiencing higher productivity, better teamwork, financial savings and reduced travel expenses. Over 80 percent directly link their fiscal savings to making faster business decisions and improving employee work/life balance. Although the survey uncovered the many benefits of using video collaboration, barriers to broad adoption still exist. One of every two people surveyed suggested that having more access to video would increase use. Very few organisations have broadly rolled out video to desktop and mobile users, and typically have limited availability of video to the larger conference rooms. Forty-five percent of end users surveyed frequently use their mobile devices, such as tablets, laptops and mobile phones, to join a video conference.
SNIPPETS
Hybrid Marches Ahead, Private Cloud Reaching Maturity The cloud computing landscape of 2017 will increasingly be dominated by platform and database services supporting hybrid infrastructures, new research from Oracle reveals. The study, conducted by IDG Connect on behalf of Oracle, also finds that private cloud adoption is rapidly reaching maturity, with almost two thirds (60%) of enterprises having reached intermediate or mature levels of adoption. Meanwhile, traditional barriers to private cloud adoption, such as concerns over security, are being joined by newer worries such as IT standardization and the ability to integrate with existing applications. These new concerns reflect the lessons learned from widespread private cloud adoption, and help to explain why enterprises are making hybrid the priority for their cloud expansion plans.
NEC UNFURLS LATEST LINE OF COMMUNICATIONS SERVERS NEC India has launched UNIVERGE SV9000 series, the latest line of communications servers which has been launched in India. The new offerings will include the SV9100, SV9300, and SV9500 platforms, which will serve a range of customers from small and mid-sized businesses (SMBs) to large enterprise customers. Also being launched are new terminals, including the DT800 and DT400 series. Along with these launches, NEC India will also be launching the UT880, an innovative new-generation desk phone integrating a traditional desktop phone and a tablet into one unified device. Speaking on the launch, Koichiro Koide, MD, NEC India Pvt. Ltd, said, “We are extremely delighted to bring the global standards of a powerful line up of solutions to India with the launch of UNIVERGE SV9000series. NEC has always believed in designing and developing its solutions to simplify our customers’ needs. With the latest innovation in the communication solutions, we are aiming to strengthen and simplify business in India.” Designed for enterprise customers, the SV9500 communications server is available as virtualized software providing the first full evolution of the SV enterprise-grade telephony system.
BICSI India Brings RCDD Training Program BICSI, the association supporting advancements in the Information and Communications Technology (ICT) industry, said that the international qualification, RCDD (Registered Communications Distribution Designer) program will now be available in India. The training is an intensive hands-on course focused on the design of structured cabling systems. The training includes design of telecommunications spaces as well as horizontal and backbone distribution systems. Effective learning strategies include case study review and structured application exercises using modernized blueprints with solutions based on real-world conditions. “BICSI is committed to offering the highest quality education and training to better serve the needs of ICT industry professionals and serve as a career path for those seeking advanced knowledge in this area,” stated Ketan Kothari, District Chair, BICSI India District. Ninad Desai, BICSI India District Secretary, said, “Those awarded with the RCDD designation have demonstrated their knowledge in the design, implementation, integration and project management of telecommunications and data communications technology and related infrastructure all over the globe.”
ZyXEL Receives State Honor The Government of Taiwan has recognized ZyXEL Communications, global IT conglomerate, with the 2014 Best Taiwan Global Brands award. This is for the 13th consecutive year ZyXEL has received this prestigious state honor. The Best Taiwan Global Brands competition is organized by the Industrial Development Bureau of the Ministry of Economic Affairs of Taiwan. The annual survey is conducted through companies’ established brand valuation methodology. The grand award ceremony was held at the Taipei International Convention Center, Taiwan. “This award also coincides with the completion of 25 years of our establishment. Taiwan-State recognition cements ZyXEL’s position further,” said Gary Chen, President of Indian operations. “Customer satisfaction, integrity, innovation, speed and sharing sustain our brand and distinguish ZyXEL from other manufacturers,” remarked ZyXEL’s global president Gordon Yang. “These qualities make the difference in our products, solutions and services.”
12 SME CHANNELS FEBRUARY 2015
‘Lenovo Lakhpati’ Rewards Program Launched Lenovo has introduced “Lenovo Lakhpati”, an exclusive rewards programme for its partner community in India. This initiative is aimed at recognizing and rewarding sales representatives on the sale of any commercial channel product (Desktops, Notebooks and Workstations). Microsoft has partnered with Lenovo for this program, giving additional incentives for the sale of Pro OS and MS office units. This program will remain open till the end of March 2015. To participate in this program, post one time participation confirmation by the sales representatives of commercial business partners of Lenovo India, they must upload their sales data on a microsite. Lenovo will review the submissions, and directly release pay-out to eligible participants in the form of a pre-paid reward card which can be redeemed against more than 180 consumer retail brands and e-commerce portals. Commenting on this program, Nitin Garg, Channel Head, Commercial Business Segment, Lenovo India, said, “We are extremely pleased with the responses from our partners and confident that this will reinstates our commitment to the partner community.”
SNIPPETS
Constant Requirement Build-up Drive Indian Network Market According to International Data Corporation (IDC), the Networking market in India witnessed growth quarter-on-quarter as well as year-onyear, due to constant requirement build-up from different verticals in Q3 2014. According to IDC’s APeJ Quarterly Switch and Router tracker, the Ethernet Switch market stood at USD 131.2 Million (in terms of end-user revenue) during Q3 2014 witnessing a growth of 2.1% quarter-on-quarter and 18.7% year-on-year. The router market, on the same lines, witnessed increase from previous quarter by 11.9% and stood at USD 76.5 Million, a 31.9% growth year-on-year. Cisco retained its dominance in the Switch and Router market, increasing its revenue quarter-on-quarter. Major deals from communication and media vertical aided by orders from existing users and clientele were some of the main reasons for this growth. The WLAN market in India witnessed a 12.3% growth quarter-on-quarter and 25.4% year-on-year during Q3 2014, according to IDC’s Quarterly APeJ Wireless LAN tracker.
HP Unveils Two New Desktop PCs HP India said it has launched the new HP 110 and 120 Desktop PCs, two powerful and affordable desktop PCs designed to deliver increased quality and productivity for the everyday computing needs of small business and home user. “As home and office computers become more widespread, increased performance and value are often a key consideration for the country’s first-time home users and Small Office/Home Office users,” said Ketan Patel, director, Computing Category, Printing and Personal Systems, HP India. “The HP 110 and 120 Desktop PCs not only deliver the performance and value that customers are looking for, for the first time, but are also equipped with a genuine operating system as well as the quality and support they expect from the HP brand.” Powered by the 4thgenerationIntel Core processor and pre-installed with Windows 8.1, the stylish yet affordable, HP 120 Desktop PC is designed to enhance the overall computing experience for home and SOHO users to complete routine tasks such as email, web browsing and online shopping smoothly. The HP 120 Desktop PC can also be customized and expanded with additional memory and dedicated graphic cards to meet customer needs. The HP 110 Desktop PC is powered by the latest Intel Pentium Quad Core processor, providing users with an uninterrupted multitasking experience. Equipped with Intel HD graphics, the device allows user to enjoy high-definition video content to enhance the entertainment experience. The HP 110 Desktop PC is available in the market with a starting price of INR 23,990. HP is also offering attractive options to upgrade the warranty to 3 year onsite at a nominal charge of INR. 1,499.
EXECUTIVE MOVEMENT
EXTERNAL STORAGE MARKET RECOVERS ACCORDING TO IDC’S ASIA/PACIFIC QUARTERLY ENTERPRISE STORAGE TRACKER, Q3 2014 INDIA EXTERNAL STORAGE MARKET WITNESSED A DOUBLE-DIGIT QUARTER-ON-QUARTER GROWTH (IN VENDOR REVENUE) AND STOOD AT USD 61.97 MILLION THOUGH YEAR-ON-YEAR WAS A DE-GROWTH. 35%
200%
30% 150%
VMware has appointed Sundar Balasubramanian as the Senior Director for General Business for VMware India. Canon India has promoted K. Bhaskhar to the designation of Vice President of Office Imaging Solution (OIS) division, Canon India.
25% 100%
20% 15%
50%
10%
Hitachi has promoted Ichiro Iino as Chief Executive for Asia Pacific from Managing Director of Hitachi India, and named Kojin Nakakita as managing director India.
0% 5% 0%
-5% EMC
IBM 2Q2014
Source: External storage tracker Q3 2014
14 SME CHANNELS FEBRUARY 2015
NET APP 3Q2014
DELL
HP Growth
Vmware has appointed Shekar Ayyar and Sanjay Mirchandani to serve as corporate senior vice presidents, effective immediately. Both report to VMware’s President and Chief Operating Officer, Carl Eschenbach.
SNIPPETS
Allied Telesis forms a New Division Allied Telesis, a global provider of secure IP/ Ethernet switching solutions, has formed Allied Telesis Wireless, Ltd., a division of Allied Telesis Group. The new entity incorporates the former Extricom team and the assets acquired: intellectual property, advanced technologies, product portfolio, and its established customer base. Allied Telesis Wireless was created to further enhance the networking manufacturer’s existing converged wired and wireless solutions portfolio. The unique, contention-free Extricom Channel Blanket technology will enhance Allied Telesis wireless infrastructure solutions with wire-like reliability, high throughput, seamless mobility, unparalleled noise immunity, and easier installation and maintenance than market alternatives. Complementing the existing Allied Telesis Unified Wireless Controller (UWC) and TQ Series access point portfolio, the Extricom product line will deliver high-performance voice, data, video, and location services with uninterrupted roaming in the most challenging high-density environments.
Epson teams-up with Mercedes
CYBEROAM OS 10.6.2 ROLLED-OUT Cyberoam has announced a new firmware – CyberoamOS 10.6.2 for its UTM and NGFW security appliances. Among many updates included in the new firmware are the increase in Firewall throughputs by up to 430%, IPS throughputs by up to 210% and UTM throughputs by up to 190%; inclusion of User Threat Quotient (UTQ) offering security intelligence to spot risky users Abhilash Sonwane, SVP (Products & in network; availability of Cyberoam in Discover mode Technology), Cyberoam (popularly known as TAP mode) to help partners and customers evaluate Cyberoam security; and Application Visibility & Controls for HTTPS-based Micro-Apps. Evolving IT trends like BYOD, application explosion, virtualization, and more, are putting tremendous pressure on today’s network security solutions to deliver higher throughputs and performance in order to keep networks secure and not let security become a bottleneck in network performance. CyberoamOS 10.6.2 meets these requirements of small offices, mid-market to large and distributed enterprises, with this performance advantage becoming available for the entire family of Cyberoam security appliances. Abhilash Sonwane, SVP (Products & Technology), Cyberoam, said, “We moved many notches up in offering high-performance security at the time of launching our NG Series security appliances. With CyberoamOS 10.6.2, we have touched even higher scales by further leveraging the fast path technology over Cyberoam’s multi-core platform. Our new performance breakthroughs will help Cyberoam customers boost network security performance without changing their existing hardware.”
Epson said it has entered into a long-term global partnership with the 2014 FIA Formula One World Champions, the MERCEDES AMG PETRONAS Formula One Team. Epson will become an Official Team Partner of MERCEDES AMG PETRONAS, providing its expertise in the product areas of inkjet printers, scanners, 3LCD projectors and wearables, including smart glasses and health/sports sensing products. The Epson logo will be visible on the MERCEDES AMG PETRONAS race cars, along with branding on the helmet visors and race suits of the team’s drivers Lewis Hamilton and Nico Rosberg, in a new livery for the 2015 season that will be revealed by MERCEDES AMG PETRONAS when Formula One testing begins on February 1.
ViewSonic Unfurls Large Format AWS Unfurls WorkMail Email LED Commercial Grade Displays Service ViewSonic has launched a brand new LED-based, Full HD, large format commercial display with six-point simultaneous touch interactivity. The CDP4260-TL 42-inch display features Open Pluggable Specification (OPS) for effortless installation, flexibility and manageability. ViewSonic’s CDP4260-TL display is fully integrated and has large screen touch solutions ideal for interactive advertising, way-finding, surveillance, education, transportation and hospitality applications announced the press release. The ViewSonic CDP4260-TL display is specifically designed for 24/7 commercial use. It is built with a SuperClear IPS panel for image enhancement and wide viewing angles. With Full HD 1080p resolution and 450 nits of brightness, the CDP4260-TL delivers sharp, vivid images says the release.
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Amazon Web Services has launched Amazon WorkMail, a secure, managed business email and calendaring service in the cloud. Amazon WorkMail enables users to send and receive email, manage contacts, share calendars, and book resources using the same email applications they use today (Microsoft Outlook, their Web browser, or their native iOS and Android email applications) without buying and managing hardware or licensing expensive and complex email server software. Amazon WorkMail integrates with existing corporate directories, and has security features enterprises need to control and protect their data. In short order, customers can quickly begin provisioning Amazon WorkMail accounts, and pay only for the mailboxes they create with simple, monthly pricing.
SNIPPETS
ZyXEL Unfurls Next Generation USG Series
DIGEST
With an eye over the vast market, especially SOHO and SME in India, ZyXEL has launched ‘Next Generation USG Series.’ “The new series is Faster, Better and Stronger. High-speed broadband is there and affordable. The all-new USG Series is built with a completely new hardware and software platform to deliver ultra-fast performance that helps your business outperform the competition,” said Gurnek Singh Thiara, senior technical officer, Zyxel. Singh further claimed that the new product range is also best-in-class malware protection. “Protect your network and prevent data breaches with the latest technology. Our anti-spam and content filtering utilize cloud-based IP reputation systems for broader and more accurate protection. We also deliver the very best gateway anti-virus with Kaspersky SafeStream II.” Newly designed with unified security policy, the USGs also eliminate repetitive work and reduce configuration time by making it easy to apply policies across every UTM feature.
STRONTIUM EXTERNAL STORAGE FOR IPHONE 6 AND 6 PLUS
GIGABYTE G1 Gaming Barter Event for Facebook Fans With the launch of the latest GeForce GTX 960 series graphics cards, GIGABYTE has rolled out the G1 Gaming Barter Event on the GIGABYTE VGA Facebook fan page. Through this interactive event, GIGABYTE will be giving away three GTX 960 G1 GAMING graphics cards as prizes to all friends and fans from around the globe who long for a gaming rig upgrade. “For a chance to win a free graphics card, simply let us know what you would offer to trade for a GTX 960 G1 GAMING card. Then take a snapshot of that item and upload it to the event page or via Instagram with hashtag #GIGABYTEGXT960G1GAMING. Participants are more than welcomed to show their creativity. GIGABYTE will pick three winners offering the best and the most creative deal to bring home a brand new GTX 960 G1 GAMING graphics card,” Open to worldwide fans, the G1 Gaming Barter Event is currently running until 11:59pm PT on February 28, 2015. Winners will be announced on March 13, 2015.
Fujitsu Reveals Storage for SMEs Fujitsu said that for its end customers and its channel partners it has launched a powerful entry-level disk storage systemthat will prove to be a driving force in winning deals for its channel partners in 2015 and beyond. The new FUJITSU Storage ETERNUS DX60 S3 cost-effectively scales to meet the ever-increasing data management needs of small and medium-sized enterprises (SMEs) announced the press release. Sold via Fujitsu’s SELECT partners that provide dedicated customer support, the business-centric system is easy to install, configure, operate and maintain, removing the perennial headache of managing and storing increasing volumes of data at an affordable cost.
Quick Heal Khareedo Gaadi Jeeto Contest Quick Heal has launched a national consumer awareness programme on the need for installing anti-virus software in computers, laptops, mobile phones and other digital devices such as tablets and phablets amongst others. As part of this initiative, the Company has launched the Quick Heal Khareedo Gaadi Jeeto Contest from now to May 15, 2015. All anti-virus buyers have a chance to get assured gifts (subject to the contest conditions) such as Royal Enfield, Honda Activa, Laptops, LED TV sets, and Digital Cameras to name a few. And this is not all; the grand winner of the contest will take home a brand-new, sparkling Ford EcoSport. “By trusting Quick Heal, they build a relationship with us, and we wish to make this association a rewarding experience for them as well as for us. And with this intention in mind, we have re-launched the Quick Heal Khareedo Gaadi Jeeto contest, which received a huge response last year. This time, the gifts and prizes are even more exciting, and so is the grand prize,” said Rahul Joshi, Country Manager (Retail), Quick Heal Technologies.
18 SME CHANNELS FEBRUARY 2015
Strontium Technology is the first company in India to introduce exclusive Strontium iDrive 3.0 (external storage for iPhone 6 and 6+). Strontium is first to unveil external storage drive for iPhones and iPads. Consumers can store and transfer data between iPhone, iPad and Mac/PC without needing any cable. Up to 960 minutes of HD video, 26,208 photos, or 16,000 MP3 songs can be stored in 64GB iDrive and played directly on iPhone or iPad. It can also backup and restore contacts, calendar, videos and pictures.
TRANSCEND DDR4 MEMORY MODULE SERIES Transcend has launched the DDR4 memory module series. The series includes DDR4 2133 MHz UDIMMs, RDIMMs, ECC-DIMMs and ECC SODIMMs, which are fully compatible with the latest Intel Xeon E5-2600 v3 server family processor, Haswell-E CPU with X99 chipset and micro servers. Transcend’s DDR4 series boasts superior performance, 1.2V ultra-low power consumption, and increased reliability. All these features make it perfect for cloud computing, virtualization, and high-performance computing technologies announced the press release.
KINGSTON USB FLASH DRIVES Kingston has released a pair of next-generation encrypted USB Flash drives designed to safeguard an organization’s valuable data. The DataTraveler 4000 Gen. 2 and DataTraveler 4000 Gen. 2 Management Ready protect sensitive information with high-level encryption. DataTraveler 4000 Gen. 2 is FIPS 140-2 Level 3 certified so it provides a tamper-evident seal for physical security to detect and respond to attempts to access, use or modify the cryptographic module announced the press release. Data is protected by hardware-based 256-bit AES encryption in XTS mode and the drive casing is made of titanium coated stainless steel.
NETGEAR PROSAFE M6100 CHASSIS SERIES NETGEAR has launched ProSAFE M6100 Chassis Series. The new ProSAFE M6100 Chassis Series is a high-density chassis alternative to stackable switches for businesses. The M6100 Chassis Series comprises Gigabit access layer and 10 Gigabit distribution layer switches in a 4U footprint. With more than 1.4 Tbps switching and routing capacity, passive backplane, full management and fabric nonstop forwarding redundancy, the M6100 Series delivers world-class resiliency and scalability announced the press release.
NETAPP EF560 ALL-FLASH ARRAY NetApp has released its EF560 all-flash array with improvements in storage performance to offer the absolute and consistent latency, bandwidth and IOPS critical to enterprise database and analytics applications. Based on a new Storage Performance Council SPC-1 Result, the all-flash EF560 achieved the leading SPC-1 Price-Performance for all-flash arrays with an average response time of under one millisecond, at $0.54/SPC-1 IOPS.
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GIGABYTE Technology (India) Pvt. Ltd.
Tel: +91-22-40633222 | Toll Free: 1800-220966 | Visit us: www.gigabyte.in
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Gujarat: 97250 59195; Mumbai, Goa, Vidarbha: 99677 18653; Rest of Maharashtra: 99221 13396; New Delhi & Uttar Pradesh: 99583 72672; Chhattisgarh 98269 92970; Himachal Pradesh, Haryana, Uttarakhand: 99100 86976; Punjab, Chandigarh and Jammu & Kashmir: 97818 33433 Madhya Pradesh: 98269 92970; Rajasthan: 99100 86976; Bihar: 90075 45577; Jharkhand: 90405 06080; Orissa: 90405 06080; North East: 98642 30150; West Bengal: 97485 02710; Karnataka: 81236 86976; Andhra Pradesh: 90405 06080; Tamil Nadu: 74117 74666; Kerala: 98950 99231
SNIPPETS
Panasonic Unveils MF Duplex Printers Panasonic India has launched its multi-functional duplex printers. From routine print jobs and enhanced document security to on-the-go mobile printing, these versatile printers have all the features that today’s modern business environments demand said the press release. Other than this, the printers target lucrative market segments such as Hospitality, BFSI, Real Estate and Helpdesk. The KX-MB2100 series of printers include 3 new models- KX-MB2170, KX-MB2130 and KX-MB2120 priced at Rs.20, 700, Rs.18, 500 and Rs.16, 900 respectively. With a memory of 64 MB, these printers boast a speed of 24ppm with double sided printing along with an added advantage of 2 in 1 function which consumes ¼ part of an A4 size paper and reduces toner usage. Further aggravating the ease of printing, this range of printers is also compatible
Lifesize Upgrades its Cloud Video Conferencing services Lifesize said it has made new enhancements to its awardwinning Lifesize Cloud video conferencing service and the introduction of Lifesize Icon 400 and Lifesize Icon Flex. These innovations bring simple, reliable and effortlessly scalable video communications to every person and every conference room across devices, applications, browsers or Lifesize endpoints announced the press release. “Customers tell us that they want video conferencing that simply works: no hassle or complexity, without lengthy installs and IT involvement. They use video on their phones and they want that exact same simple-to-connect-to-anyone-from-anywhere experience in the office,” said Gagan Verma, Regional Director for India and SAARC region. “Lifesize is the first to deliver an option for every scenario – whether you are new to video and looking for a complete enterprise solution for every person and every room, have a video application running within your environment but need a better conference room experience, or you are looking for a service that slides right into how you work without friction – we make video calling a remarkable and compelling experience.”
Lenovo Brings Points-based loyalty Program Seagate Kinetic for Partners to Redefine Cloud Lenovo has unveiled Lenovo GOLD CIRCLE, a points-based loyalty program for its LES Lite, LPP and Storage T3 channel partners who purchase from Lenovo Authorised Regional Distributors across India. It will help to create a stronger link with all T3 partners through a focused, direct engagement and reward them for their consistent business participation with Lenovo announced the press release further adding that this will also encourage new partners to join Lenovo towards mutual growth. Lenovo Gold Circle is a non-cash loyalty program, for every Lite, LPP and T3 partner who purchases Lenovo notebooks and desktops from an authorised Lenovo Regional Distributor and earns points. The total number of points will be communicated to all partners at the end of every quarter, basis the RDs daily sales report. Partners will get a unique user id and password, which can be used to redeem exciting gift vouchers from over 100 brands on the Lenovo GOLD CIRCLE program page at www.Giftbig.com with their points. Commenting on the initiative, Ashok Nair, National Sales Director, Lenovo India, said, “Partners are our primary route to market and our growth in a territory is strongly dependent on them.”
HCL Learning Partners with Ricoh India HCL Learning, a wholly owned subsidiary of HCL Infosystems, has entered into a strategic partnership with Ricoh India, to support their digital smart class solution ‘ClassTech’. It is a state-of-the-art solution powered by HCL Learning’s flagship product ‘DigiSchool’, a classleading, interactive and comprehensive content solution that enriches classroom experience across the K12 segment. ClassTech was launched by Dr. ShayamaChona, the Founder & President of Tamana Association and the former principal of Delhi Public School, R K Puram, New Delhi. ClassTech creates an interactive classroom learning experience and allows a school to manage its IT Infrastructure more effectively with Ricoh’s extensive technology expertise. Speaking on the occasion, Manoj Kumar, Executive Vice President and CEO, Ricoh, said, “Indian classrooms need to go beyond traditional ways of teaching methodologies and provide quality education to students. Ricoh ClassTechpowered by HCL Learning’s DigiSchool solution promises to help students in better concept formation, concept elaboration and academic achievement.We wish to make learning more interactive and interesting and take it beyond textbooks and chalkboard.”
20 SME CHANNELS FEBRUARY 2015
Seagate said it is redefining cloud storage infrastructure with the unveiling of its internally developed Seagate Kinetic Open Storage platform. The Seagate Kinetic Open Storage platform simplifies data management, improves performance and scalability while lowering total cost of ownership (TCO) of average Cloud infrastructures by up to 50 percent said the press release. “With the Seagate Kinetic Open Storage platform, our internal R&D teams have designed an unique, first-of-its-kind storage architecture to enable cheaper, more scalable object storage solutions that free up IT professionals from having to invest in hardware and software they don’t need— while empowering them with the most innovative storage technology available,” said Rocky Pimentel, EVP and chief sales and marketing officer, Seagate. “This tech optimizes storage solutions for a new era of cloud storage systems, while drastically reducing overall costs.” The Seagate Kinetic Open Storage platform eliminates the storage server tier of traditional data center architectures by enabling applications to speak directly to the storage device, thereby reducing expenses associated with the acquisition, deployment, and support of hyperscale storage infrastructures.
SNIPPETS
VMware Launches Unified Platform for the Hybrid Cloud VMware said it has launched the industry’s first unified platform of virtualized compute, networking and storage for the hybrid cloud. Defined in software, VMware’s platform will enable customers to create one consistent environment across the private and public cloud to run, protect and manage any cloud-native or traditional application. The platform will also offers customers openness and choice in how to build and manage their applications and cloud environments based on their specific needs announced the press release. Pat Gelsinger, CEO, VMware, Inc., said, “Today, we are taking another leap forward in helping our customers meet these demands through a unified platform, defined in software, which will offer unmatched choice and extends our innovations across compute, networking and storage to deliver the hybrid cloud.”
EMERSON BRINGS ‘TRIPLE TREAT’ PROGRAM FOR PARTNERS Emerson Network Power has unveiled the ‘Triple Treat’ program. This program will offer Network Solution Partners (NSP) and Value Added Resellers (VAR) channel partners in India the opportunity to earn reward points for sales of uninterruptible power supply (UPS- up to 20 kVA), Avocent datacenter infrastructure management (DCIM) and rack data unit (RDU) solutions from Emerson. This program is valid for a time period of 3 months from January 1, 2015 to March 31, 2015. The program incentivizes Emerson’s channel to sell more and gain valuable points which can then be redeemed on PAYBACK depending on 12 different slabs ranging between 50,000 to 25,00,000 point. Ankesh Kumar, Director (marketing), Emerson Network Power in India, said, “The Triple Treat program is our way of heralding in the new calendar year for our valued partners with gratitude for their commitment towards growing symbiotically. With significant traction coming in from the current government’s policies, the ‘Digital India’ vision as well as the surging demand for power, more customers are now onboarding reliable UPS systems as well as DCIM solutions.”
Panasonic and RCOM Launch Cloud-Based Video Surveillance Panasonic India in association with Reliance Communications (RCOM), has launched Cloud Video Intelli-Surveillance -- an end-to-end video surveillance solution -- with advanced analytics for the Enterprise segment. Combining Panasonic’s global domain expertise in surveillance cameras and video analytics with Reliance’s countrywide network and data center infrastructure, Cloud Video Intelli-Surveillance is designed as an integrated solution to bring advanced surveillance within easy reach to Enterprises across the country announced the press release. RCOM’s Enterprise Business arm will take this solution to the market, leveraging its deep relationship with over 39,000 businesses across the country. Cloud Video Intelli-Surveillance includes features such as easy scheduling, managing IP cameras fully in the cloud and advanced cloud video analytics like Human Detection, Tripwire etc. This solution also offers various advantages such as Alerts, API usage, User Management and HD-like image quality. With apps available for iOS & Android devices, one can easily access their cameras on-the-go.
Infor Launches Upgraded Manufacturing ERP Infor has released an enhanced version of Infor LN, delivering deeper vertical and micro-vertical functionality within manufacturing, with the goal of helping better align customers with business objectives and reducing the need for costly customization. This update of Infor LN was designed with customer feedback in mind and provides functional enhancements to order management, invoicing, procurement, warehouse management, project planning and quality management announced the press release. Infor LN is an enterprise resource planning (ERP) solution that is aimed at managing everything from design to delivery, with a specialized out-of-the-box approach that is customized for a specific industry or micro-vertical. Infor LN is available to customers via a cloud-hosted or on-premise deployment to better meet individual business requirements. The revamped user experience is designed by Hook & Loop, Infor’s in-house creative agency.
22 SME CHANNELS FEBRUARY 2015
HP and AlcatelLucent Strengthen Partnership HP and Alcatel-Lucent have expanded their global alliance to help the world’s largest organizations and service providers build network-enabled, distributed cloud solutions to create new business opportunities and greater efficiencies, while improving customer service. The partnership incorporates selected Alcatel-Lucent IP routing and optical products into HP’s existing routing and storage portfolios, allowing organizations to more efficiently leverage the convergence of IT and telecommunications to realize reduced complexity and greater agility. “This expanded alliance with HP allows us to continue doing what we do best – building networks that help meet our customers’ objectives. And it will allow us to leverage the strengths of both companies to increase the value we deliver to those customers,” said Basil Alwan, President, Alcatel-Lucent IP Routing and Transport. HP Storage will extend its solutions between datacenters to provide joint HP and AlcatelLucent customers with fully validated end-to-end business continuity and disaster recovery capabilities.
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Start winning now at netapp.com/in/flash NetApp flash frees you to innovate without limits. Š 2015 NetApp, Inc. All rights reserved. No portions of this document may be reproduced without prior written consent of NetApp, Inc. NetApp and the NetApp logo are trademarks or registered trademarks of NetApp, Inc. in the United States and/or other countries. All other brands or products are trademarks or registered trademarks of their respective holders and should be treated as such.
Advts.indd 5
18-11-2014 16:07:39
SME BIZ
MATRIX
MATRIX TO FOCUS ON ENTEPRISE SECTOR With its focus, till now, on both SMEs and Enterprises Matrix Comsec now aims to position its products more towards the enterprise sector. BY KARMA NEGI
karma@smechannels.com
V
adodara-based telecom and security solutions provider Matrix Comsec now wants focus its attention more on large enterprises. Till now the revenue contribution from its SME and high-end enterprise segment was 50:50. But now Matrix wants to change the ratio to 20:80. “Our focus is now on large enterprises where there is more scope for value added boxes. High-end enterprises are more of solution user and we consider ourselves as solution provider rather than box pushers. Most of our products are going in to mid to large enterprises,” informs Sagar Gosalia, VP, Matrix Comsec. Matrix’s product portfolio includes IP-PBX, Universal Gateways, VoIP Gateways, IP Terminals, GSM Gateways, Access Control, TimeAttendance and Video Surveillance solutions. Security is the biggest contributor to Matrix’s business growing at a rate of 50% year-on-year. Gosalia informs when it comes to telephony they have the highest market share and in control time attendance its 15%. While in video surveillance, which was introduced a year and a half back, commands 5% market share, and will soon be launching video surveillance software. “Only two companies worldwide specialise in
24 SME CHANNELS FEBRUARY 2015
video surveillance software and we want to take the third spot,” announces Gosalia. In video surveillance sector analogue still dominates but it’s slowly shifting towards IP; while revenue contribution from analogue and IP is 50:50 Matrix’ focus is 90% on IP. “We are focusing only on IP that’s why we call our solutions IP video surveillance and not just video surveillance. It’s the technology of future,” stresses Gosalia. Video surveillance market is divided into three parts: 70% is camera, 15-20% recorders, and the remaining is software as per Gosalia. A home grown company, it has its own R&D center in Vadodara. With more than 300 engineers, it designs and develops its own products and exports to more than 50 countries. With 700+ channel partners across India and 80 distributors and 700 SIs, it plans to add at least 20 new RDs and 100 new channel partners for the video surveillance category. “Our vision is that whatever market we enter we get at least 30% market share in three years. In security we have 15% market share and by next year end it will be around 30%; we already have made investment of 200 million in the security portfolio,” concludes Gosalia.
SAGAR GOSALIA VP, MATRIX COMSEC.
“OUR FOCUS IS NOW ON LARGE ENTERPRISES WHERE THERE IS MORE SCOPE FOR VALUE ADDED BOXES. HIGHEND ENTERPRISES ARE MORE OF SOLUTION USER AND WE CONSIDER OURSELVES AS SOLUTION PROVIDER RATHER THAN BOX PUSHERS.”
COVER STORY
GOING
WIDE With the commercial printer market not looking that good, large format printers are slowly making their presence felt in the market. The India LFP market is estimated to reach $31.0 million in 2015 and hence throws-up exciting new possibilities. BY KARMA NEGI
karma@smechannels.com
T
he Pietra Dura work on marble table top looked delicate, and 3-dimesional picture of a car coming out from a tunnel looked amazing but there is a minor detail; the former isnâ&#x20AC;&#x2122;t exactly the work of descendants from the families who built the Taj Mahal nor is the 3-D work made in the traditional way. What is amazing is it was all done on printers. Yes, you heard it right! All this made possible with the help of Large Format Printers (LFPs). And itâ&#x20AC;&#x2122;s not surprising that with all the opportunities that this market has spread out LFPs are on a roll. This niche industry, though still at a nascent stage, has lately seen a spur in the market all thanks to industries like advertisement, packaging and textile industry. According to 6Wresearch,
26 SME CHANNELS FEBRUARY 2015
India Large Format Printer market is estimated to reach $31.0 million in 2015. Further adding that growth in the advertisement and packaging industry, increasing advertisement expenditure and surging demand for digital textile prints have spurred the market for large format printers in India; and is poised to witness growth on account of growing consumer awareness and declining prices. A White Paper by Roland says in the past several years, commercial printers have been looking at wide-format with new eyes, and seeking to more directly capitalize on the versatility offered by the equipment. In India large format printer market, Roll to Roll LFPs have prominently fueled the growth of the overall market. Usage of roll to roll printers
COVER STORY
SME CHANNELS 27 FEBRUARY 2015
COVER STORY
“THE INDIAN LFP MARKET IS EXPECTED TO DEMONSTRATE SUBSTANTIAL GROWTH AS MORE AND MORE MULTINATIONAL COMPANIES ARE ENTERING THE INDIAN MARKET TO SET UP THEIR DESIGN CENTERS.” MANOJ KUMAR, EXECUTIVE VICE PRESIDENT & CEO, RICOH INDIA.
across various applications such as print media, textile, architectural, banners, and signboards have led for their market dominance. In the forecast period, share of flatbed large format printers is expected to increase due to their adoption in the advertising and packaging industry. On the basis of the print width, the LFPs are divided into 6 major types; namely 17”-24”, 24”36”, 36”-44”, 44”-60”, 60”-72”, and 72” & above. In the last couple of years the prices of LFPs have come down considerably and with the increasing interest the number of players too has increased making the market highly competitive. But still costs remain a major deterrent. The key players in India’s LFP market are namely HP, Canon, Epson and Roland. While Xerox is present in Entry LED / LASER A0 MFP segment, Entry Inkjet Plotter - Designed to cater to all wide format CAD and GIS applications, NEW High speed Single pass aqueous inkjet wide format plotter, Ricoh recently introduced a large format printer - Pro L4160/ L4130 hence, pushed the boundaries of innovation in the digital printing industry.
Market Sectors like graphical printing, textile printing and technical printing are driving the demand for these printers. “The growth in advertisement and packaging industries and increasing demand for digital textile printing are the key growth drivers of large format printers market. The Indian LFP market is expected to demonstrate substantial growth as more and more multinational companies are entering the Indian market to set up their design centers. However, cost factor remains a major hurdle in the growth of the India LFP Market,” says Manoj Kumar, Executive Vice President &
28 SME CHANNELS FEBRUARY 2015
CEO, Ricoh India. “Customers catering to these segments are constantly demanding wide format printers due to its speed and efficiency,” says Balaji Rajagopalan, Executive Director, (Technology, Channels & International Distributor Operations), Xerox India Limited. Last year, Xerox launched the Wide Format IJP 2000 and says it received a very good response from the market. The new Wide Format IJP 2000 meets the growing demand for large indoor posters, signages, point-of-purchase graphics, and banners and gives printers the extra speed needed to produce more jobs faster. “Market was stagnant for last three-four years and the growth rate was either negligible or in single digit but for this year early estimates from IDC says the market will actually grow 10-12%. This will create some buoyancy in the market,” says Puneet Datta, Director of Professional Printing Products Group, Canon India. Canon re-strategized its LFP strategy last year and from 9% grew to 18% in a year. This increase is attributed to its strategy to enter more cities and roping-in more channel partners. It also appointed channel partners in non metros and increased the number of its channel partners from 50 to 75 and plans to increase this number further. “Our channel partners are present in 50 cities and we plan to enter 15 more cities; with focus on new verticals such as GIS and graphic cards segment,” informs Datta. The whole market he informs is 6000 units and Canon sold close to 900 units last year and with a target of 25% this year it’s looking at selling around 1200 units. Another new entrant in the India market is Konica Minolta with its UV based LFPs. “We see tremendous opportunity in this market and we are also in the process of launching inkjet next
“OUR GO TO MARKET STRATEGY FOR 2015 WILL CONTINUE TO COVER THE MARKET THROUGH OUR CHANNEL PARTNERS AND STRENGTHEN OUR VALUE PROPOSITION FOR THEM.” BALAJI RAJAGOPALAN, EXECUTIVE DIRECTOR (TECHNOLOGY, CHANNELS & INTERNATIONAL DISTRIBUTOR OPERATIONS), XEROX INDIA LIMITED.
year,” says V. Balakrishnan, EGM (Marketing) Konica Minolta Business Solutions India Pvt. Ltd.
Technology The world of large-format printing continues to evolve and experience rapid growth and change as new technologies come to market and as demand for these products increases. Vast majority of these devices comes in inkjet which itself comes in various flavours like aqueous inkjet technology, latex inkjet technology, solvent inkjet technology and UV based flatbed technology. Inkjet technology is the most used technology in LFPs due to the various advantages it offers over other technologies, which are laser and dotmatrix says market research company MarketsandMarkets. They are quieter in operation than the impact dot matrix or daisywheel printers. They can print finer, smoother details through print heads with higher resolution at lower costs and; also, many consumer inkjets with photo-
COVER STORY
graphic-quality printing are widely available. Rajagopalan explains, “Aqueous inkjet technology is certainly on the rise as it contains waterbased ink that is environmentally friendly. One can set these printers up in any office environment with no harmful fumes. Aqueous printing still produces the finest resolution. Getting good quality colour reproduction out of the box, is much easier with an aqueous printer and manufacturers such as Canon have introduced a 12 colour pigmented ink set, which boast the largest color gamut available. A big plus is that these printers are relatively inexpensive to purchase.”
“WE SEE TREMENDOUS OPPORTUNITY IN THIS MARKET AND WITH THE LAUNCH OF UV BASED LFPS WE ARE ALSO IN THE PROCESS OF LAUNCHING INKJET NEXT YEAR.” V. BALAKRISHNAN, EGM (MARKETING) KONICA MINOLTA BUSINESS SOLUTIONS INDIA PVT.LTD.
Why Wide? When it comes to advantages LFPs seems to score over the traditional press printers in some areas; the droplet technology system used in them makes the pixels per square inch in distinguishable. In addition it also easily distinguishes between the text and graphics irrespective of the size of the font. Another amazing ability of LFPs is that it not only prints on papers but can print on vinyl, marble, plywood as well as textiles. Another advantage of LFPs over the traditional
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press-printing is that these printers can print on demand rather than by bulk. The images printed on large format digital printers also tend to be a lot sharper with higher quality and color; although, these prints individually cost more than the other alternatives. “Large format printing offers various advantages over the traditional press-printing. LFPs
can print finer, smoother details through print heads with higher resolution at lower costs and; also, many consumer inkjets with photographicquality printing are widely available. These printers can print on demand rather than by bulk. The images printed on large format digital printers also tend to be a lot sharper with higher quality and color; although, these prints individually cost
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Terms and Conditions Applied 1) Offer is valid from 1st January to 31st March 2015 or till stock lasts. 2) Payment should be cleared on or before 30th April 2015 to avail this scheme. 3) To avail offer benefits, partner should purchase minimum worth value of Rs.5000/- per month of Max Secure Products. i.e. MAVP,MIS & MTS and submit the purchase invoice to the company. 4) Company reserves the right to add, delete, cancel, modify, change the scheme without prior notice to the partners, users or the terms of services listed in this document. 5) All rights reserved by NNR IT Solutions L.L.P & Subject to Pune Jurisdiction.
SME CHANNELS 29 FEBRUARY 2015
COVER STORY
“MARKET WAS STAGNANT FOR LAST THREE-FOUR YEARS AND THE GROWTH RATE WAS EITHER NEGLIGIBLE OR IN SINGLE DIGIT BUT FOR THIS YEAR EARLY ESTIMATES FROM IDC SAYS THE MARKET WILL ACTUALLY GROW 10-12%.” PUNEET DATTA, DIRECTOR (PROFESSIONAL PRINTING PRODUCTS GROUP), CANON INDIA.
more than the other alternatives,” says Kumar. Kumar informs that LFPs in India are primarily imported, but in the coming years large format printer players are expected to establish their manufacturing facilities in the country. Changing government policies to promote electronic manufacturing is further poised to boost the domestic manufacturing. “Therefore, Ricoh witnesses huge growth in LFP market in India,” he adds. According to 6Wresearch In India, large format printers with resolution- 1200x1200, 1440x1440, 2400x1200 and 2880x1400 DPI are more popular, cumulatively these accounted for more than 70% of the overall market revenues. Amongst all, large format printers with resolution 2400x1200 captures key share of the market. Southern region leads the market due to infrastructure development activities and increasing advertisement
30 SME CHANNELS FEBRUARY 2015
spending, where states such as Karnataka, Andhra Pradesh and Tamil Nadu are the revenue contributing states. “Over the next six years, we expect higher growth in western and northern regions due to surging textile and construction activities, especially in Gujarat, Maharashtra, Delhi/NCR, Punjab and Haryana,” says Rajagopalan, “our go to market strategy for 2015 will continue to cover the market through our channel partners and strengthen our value proposition for them.” Xerox is bringing in new initiatives for its partners to help and motivate them to do better and that is what is going to be different this time says XEROX. It’s going to work more closely with the partners than ever before, with better communication, regular sessions with the business teams so that the partners are well aware of its strategy & plans to reach out to the targeted market segments. “We are very positive and we are sure that the partners will excel and bring out the best,” stresses Rajagopalan. Even small and medium-size businesses are emerging as key buyers for LFPS in India informs Kumar. “There are 11.5 million SMB organizations in India. Our focus is to meet the need of this sector and bring products which add value to our customers businesses. As small and medium sized graphic arts business remains competitive, profitable and adds value to their customers, it is essential that they have the right tools in place to deliver innovative applications and introduce new service lines. Our vision is to meet specific
demands of this market with our innovative products. We also plan to increase our business penetration and reach more consumers.”
Challenges Like other areas this sector is too not without its challenges. Roland’s White Paper refers to Specialty Graphics Imaging Association (SGIA) report lists the barriers to growth of this market as downward pressure on prices, finding new customers, rising costs, training new employee, ability to secure credits, environmental issues, understanding new technology and others. “In this prevailing scenario, printers and allied product manufacturers are facing challenges especially related to the development of eco-friendly ink technologies; printers, minimizing energy consumptions; and recyclable, biodegradable and compostable substrates – without any compromise with quality standards. While print service providers have to deal with challenges pertaining to offer cost-effective services in addition to ecofriendly and quality-oriented,” informs Kumar.
Finally While the commercial printing industry is going through a rough patch the LFP market is on the contrary growing with potential business opportunities. While the market poses its own challenges but for channel partners there exists exciting new possibilities and only those will profit who are willing to move beyond the traditional way of business.
SME CHAT
SANJAY DAK, PROPRIETOR, ULTRA HI-TECH SYSTEMS, UDAIPUR, RAJASTHAN
“MARKET HAS GROWN EXPONENTIALLY” Established in 1996 Ultra Hi-Tech Systems started as a dealer for Siemens and got associated with Matrix Telecom in 1997. In a chat with SME Channels Sanjay Dak, Proprietor, Ultra Hi-Tech Systems, Udaipur, Rajasthan, talks about the opportunities in the telecom market.
Brief us about your company? Ultra Hi-Tech Systems was established in 1996. We started as a dealer for Siemens and got associated with Matrix Telecom in 1997 and have been with this company for the last 18 years. In 2008, we started our retail showroom of Telecom & IT and added security business to our basket in 2009. To our customers, we are a one-stopcompany to cater to their Telecom, IT & Security needs. Our company enjoys a good reputation with large corporate and offers lot of value added services to all of our customers.
dance, Board Room solutions, Projectors, etc.We are also associated with Delton Cables Ltd. for entire Rajasthan & miscellaneous Projects.
What is your turnover and growth percentage? Last year our turnover was around Rs. 1.25 crore and we expect to grow by 25% this year.
What kind of telecom solutions you have? We offer wired to wireless connectivity as well as multi-locations connectivity through IP –PBX, annd AV conferencing solutions.
What is your strength in terms of market reach and others? Our key strength is our technical competence to provide solutions and technically sound support team focused on customer satisfaction by offering prompt services which has empowered us to have a good market reach in our region. What kind of solutions and products you are dealing in? We deal in Matrix EPABX and all kind of solutions provided by Matrix. We also deal with other AV, IT Products, CCTV, Access & Time Atten-
How do you find telecom market in India? Well, at one point we thought this market had shrunk. We were entirely focussed on EPABX system. The emergence of VOIP and other new telephony technologies this market has grown exponentially. Voice and Data integration has opened up scope for new business opportunities.
How do you find Matrix products in terms of its advantages vis-àvis other brands? Matrix is SUBSTANCE brand. Substance is in the DNA of Matrix solutions. Substance in the form of technology, depth, genuineness and going beyond the mere outer façade and offer more values in all the areas. This is what differentiates Matrix from the lot. What is the potential and challenge for Matrix in the market?
“THIS YEAR WE PLAN TO ADD MATRIX SECURITY SOLUTIONS, VOIP PRODUCTS & NAVAN CNX200 OFFICE-INA-BOX SOLUTION TO OUR EXISTING BASKET OF TELECOM PRODUCTS.” Firstly, Matrix is the only indigenous company with wide array of telecom products that are packed with rich features and standout in quality when compared to MNC companies at a very competitive price. Secondly, Matrix has its own R&D and manufacturing unit in India so it’s easy to convince the customer for better support. Matrix need to add more aesthetically good looking Digital Key Phones to stand competition with the various MNC companies. What the company needs to do to improve the market share? Company needs to improve the market share by increasing buy back offers and special discounts at festive occasions. As a partner what kind of products you want to add this year? This year we plan to add Matrix Security Solutions, VOIP Products & NAVAN CNX200 office-in-a-box solution to our existing basket of telecom products.
SME CHANNELS 31 FEBRUARY 2015
SME CHAT
VISHAL PAREKH MARKETING DIRECTOR, KINGSTON TECHNOLOGY INDIA
“USB 3.0 AND SSD WILL SHAPE THE STORAGE MARKET” The industries are going digital and consumers are also getting a hang of sharing data wirelessly. In a chat with SME Channnels Vishal Parekh, Marketing Director, Kingston Technology India, talks about their focus for the coming year.
With the ever evolving tech landscape how is Kingston keeping pace with the new demands and requirements? Kingston has been known as a lifestyle technology brand associated with innovation. Talking about the booming Indian tech industry, it is one of the best business opportunities globally and we are optimistic for the year 2015. The dynamism in the consumer’s requirement in the county is something that we at Kingston have not only understood but acted upon. Our energies and investments are channeled on getting more and more products that satisfy specific memory needs of both, consumers and corporates. Sensing the evolving gamer’s market, we introduced the HyperX Cloud gaming headset, our first product in the gaming peripherals segment. Also, taking cues from the positive customer response for our innovative products, we have recently introduced the DataTraveler microDuo 3.0, a faster dual USB drive for smartphones and also the MobileLite Wireless Gen 2, which enables you to smoothly share data on the go. Going by the trends and forecasts, we have plans to extend our HyperX lineup for profes-
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sional gamers, enthusiasts and high end users. How is the storage market evolving? The whole storage scenario in India is changing for sure. Like I mentioned earlier, the consumer market here is both large and volatile. The evolution is more in terms of the managing the spike in the level of data consumption. There are so many newer ways to generate data today that the need to store it efficiently becomes important. Another fact to supplement this trend is that the consumers are becoming much more aware about their systems and about the specific products available in the market for their requirements. With the fast data growth rate, consumers have started inclining towards faster storage options like the USB 3.0 and Solid State Drives. We also run campaigns to educate corporates about the importance of quality and secure storage drives. Which storage product is gaining the maximum traction and why? The Kingston storage products and solutions are differentiated based on higher quality, the innovation involved and legendary customer
service. With an evident shift in the consumer preference from USB 2.0 to USB 3.0, our new high speed drives like our DataTraveler R3.0 G2 and DataTraveler G4 are gaining maximum traction. Being able to attach a dual USB drive to the smart Android devices is a new and innovative concept and this brings traction to our DataTraveler microDuo and the new DataTraveler microDuo 3.0. Moving specifically to the PC and server systems, the adoption rate for SSDs is growing by a good margin. With speeds of up to about 550 MB/s read and write, these are the best storage options, and the consumers have started understanding the importance. What technologies you think will shape the storage market this year? On a whole, larger adoption of the USB 3.0 and Solid State Drive technologies will be instrumental in shaping the storage market in 2015. They will set new minimum expectations in terms of high speed, durability and large capacity. Not just that, the industries are going digital and consumers are also getting a hang of sharing data wirelessly. Hence, the focus will be on USB 3.0, SSDs and Wireless Sharing of data.
SME CHAT
“NOT JUST THAT, THE INDUSTRIES ARE GOING DIGITAL AND CONSUMERS ARE ALSO GETTING A HANG OF SHARING DATA WIRELESSLY. HENCE, THE FOCUS WILL BE ON USB 3.0, SSDS AND WIRELESS SHARING OF DATA.”
have plans to develop a better model of communication that gives us an edge. Along with our initiatives and promotional drives, we plan to strengthen our channel network. So on a broader scale, the channel market has been responsive for Kingston and we see a good potential to grow even more.
What will be the company’s channel strategy for the coming
Elaborate on your go-to-market strategy for the coming year? As mentioned earlier, Kingston recognizes the channel’s efforts and works closely with them for a better business relationship. Our sales and marketing efforts will be focused on reaching out to more end consumers. We are also strategizing on improving the footfalls in the shops and assisting the trade partners to target and reach a wider audience.
year? Kingston has always been a channel friendly company and they form a part of our success story. The Indian market has always been volatile and the sheer size and demand fluctuations make it a place for a dynamic mix of channel partners. As a conscious brand, we will focus on building on our channel relations and engagements. We
Which product will be the main area of focus? We have seen a very good response for most of our products. However, in the coming year, you will see many more skews under our HyperX line of products. Just to give s short brief, HyperX products are the higher end products
that include memory and flash based products. We also recently launched the HyperX Cloud gaming headset which was appreciated by the channel partners, consumers and also the media. Which verticals are you gung ho about? Our memory and storage products are compatible with all the types of systems, may it be datacenters, servers, corporate systems, PCs, laptops, Tablets and even smartphones. We are present in almost all the market verticals and will be focusing more on the corporates and consumer mobile segments in 2015. We already have introduced the high speed and high capacity SSDs, SDcards and microSD cards to start with. What new products will hit the market in the coming months? The year 2015 is going to be full of new products from Kingston and we are very excited about the same. You will soon see a number of products under the HyperX lineup. We are also strengthening our SSDs, bringing in more catchy USBs and also improving on our gaming headsets.
SME CHANNELS 33 FEBRUARY 2015
SME TREND
SONATA TO TAKE TIS DEEPER INTO SMES With the objective to help increase scale with minimal investment Sonata Software wants to leverage Sonata’s brand name, industry expertise, marketing resources, operational & training support to deliver innovative solutions & services pan India via SAP-Sonata MasterVAR for India. BY: KARMA NEGI
karma@smechannels.com
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onata Software is a global IT services firm focused on catalyzing transformational IT initiatives of its clients through deep domain knowledge, technology expertise and customer commitment. It’s a trusted long-term service provider to Fortune 100 companies across both the software product development and enterprise business segments. Sonata Information Technology Limited (SITL) is a 100% subsidiary of Sonata Software Limited, focusing on Technology Infrastructure Services (TIS), spanning core IT infrastructure work, productivity tools and business application software. TIS has over 20 years of experience in bringing world class solutions from many global OEM such as Microsoft, SAP and Oracle as well as emerging new platform based solutions to the Indian marketplace. The Technology Infrastructure Services Group is the leading Value Added Partner for a broad range of software products, business appliances and services. TIS has been delivering unmatched business value to its customers by providing end-to- end services across the spectrum of Software licensing, support, installation, and implementation. Headquartered in Bangalore, it has seven regional offices in India in Mumbai, New Delhi, Kolkata, Chennai,
34 SME CHANNELS FEBRUARY 2015
Hyderabad, and Pune extending its network throughout the country. The Technology Infrastructure Services Group is a market leader with a track record of recognitions such as Microsoft Country Partner of the Year Award 2014, Microsoft Cloud Partner of the Year Award 2013, SAP Pinnacle Award 2014 and many more. It also counts among its portfolio some of the largest and respected Indian enterprises in multiple verticals and has a proven track record of having a long term service provider with multi-year engagement models. Currently we are also actively serving large accounts, corporate accounts and SMEs thereby enabling different segments to effectively access the best IT infrastructure. India is among the fastest growing software markets globally. Enterprises across multiple segments from MNCs to SMEs are realizing the need to use technology to serve their customers in this market. While traditional solutions such as ERPs are extending their footprints with special solutions for SMEs and niche industries, the existing large accounts are more actively driven by needs to leverage technology such as cloud, mobility, analytics, omni-channel commerce and new age unified enterprise communications solutions. “Both technology vendors and enterprise
customers are increasingly adopting cloudbased SaaS solutions which involve a very different business model than traditional packaged software. Sonata has been a valuable partner in enabling this transition effectively with the appropriate services required. This has been a focus area for us as we believe it is the future and we are happy to have been recognized with awards such as Microsoft Cloud Partner of the Year 2013 in making this change happen,” announces Mohan Muthuraj, Associate VP (Technology Infrastructure Services), Sonata Information Technology Limited. While Sonata is a business application development services provider that focuses in travel, retail and CPG industries. The Technology Infrastructure Services Group has a broader footprint across multiple industries including BFSI, manufacturing, telecom and so on. Sonata is looking at industry and business process specific IP led solutions in the area of business application software services for the Indian market. On the technology infrastructure side, it is more about value added services which help enterprise get better ROI and competitiveness with their investments. Another focus area for the company is to extend its technology infrastructure services deeper in to the market to the SMEs and niche industries, through direct
SME TREND
and Master Value Added Reseller models. To help them in reaching out to every corner of the country Sonata boasts of a country wide presence and a strong network. Its reseller programs are tailored to provide them with an extensive reach. For example, they lead a valueadded reseller proposition through SAP-Sonata MasterVAR program in India, which aims to develop and engage a broad partner eco-system throughout the country. “ERP and CRM businesses are challenging to build. Our objective is to help increase scale with minimal investment. In order to achieve this, we leverage Sonata’s brand name, industry expertise, marketing resources, operational & training support to deliver innovative solutions & services pan India via SAP-Sonata MasterVAR for India,” Muthuraj says. He further adds that as their affiliate, the Partners gain a definite competitive advantage in respective markets. Numerous Tech entrepreneurs from Tier II & III cities have shown considerable interest in their MVAR Program spearheading the SAP Strategy. The program equips their partners with standalone products for Cloud, Mobility, Analytics, Apps & Database to interlocked Solutions like SAP HANA. Elaborating on the deep insights offered by them for one of its core vertical Muthuraj refers to their hybris practice. With an extensive knowledge of the travel industry by serving one of the largest tour operators globally enabled Sonata to deliver next gen omni-channel commerce solutions on SAP hybris. The insight here involved the understanding of the need for a single view of the customer and seamless transactions across both online as well as physical brick led retail channels to deliver real value to customers. Translating this into a viable technology solution involved further significant technology challenges too. The final solution is also built on the back of a travel industry specific solution framework on hybris, which is now being extended globally. MOHAN MUTHURAJ, ASSOCIATE VP (TECHNOLOGY INFRASTRUCTURE SERVICES), SONATA INFORMATION TECHNOLOGY LIMITED
“ANOTHER FOCUS AREA FOR US IS TO EXTEND OUR TECHNOLOGY INFRASTRUCTURE SERVICES DEEPER IN TO THE MARKET TO THE SMES AND NICHE INDUSTRIES, THROUGH DIRECT AND MASTER VALUE ADDED RESELLER MODELS.”
Finally Sonata’s 360 degree footprint across product engineering, enterprise applications and technology infrastructure solutions has given them the ability to provide superior technical solutions, be it to large accounts or SMEs through our partner networks informs Muthuraj. “Our partners are able to get critical support both in terms of technology as well as go to market for customer fulfilment. Our extensive reach in the market and long term perspective has helped us add value to technology vendors and enterprise customers alike,” he concludes.
SME CHANNELS 35 FEBRUARY 2015
SME TREND
COMGUARD EYEING MDM
With the mobile device explosion in organisations, data security issues are some of the factors driving the mobile data management and for the value-added-distributor Comguard it offers immense possibilities. BY: KARMA NEGI
karma@smechannels.com
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ubai-based value added distributor Comguard is charting out aggressive growth plans to increase the breadth of its partners, go deeper into B class cities, and will be investing and focusing more on the government account. Apart from Security, which is a focus area, Comguard recently added a new Data & Voice vertical to its existing portfolio, where it is a Distributor for Sangoma & Yealink. Hence taking all this in account along with leveraging on inhouse technical support resources and strong channel support, Comguard wants to achieve a growth of 150% this year. “With close to 200 channel partners we plan to add 50-70 more. Apart from focusing on B class cities we will continue to focus on metros,” says Harish Rai, Country Head, Comguard India. Known more as an enterprise-focused distributor, Comguard is now diverting its atten-
36 SME CHANNELS FEBRUARY 2015
HARISH RAI, COUNTRY HEAD, COMGUARD INDIA.
“WITH CLOSE TO 200 CHANNEL PARTNERS WE PLAN TO ADD 50-70 MORE. APART FROM FOCUSING ON B CLASS CITIES WE WILL CONTINUE TO FOCUS ON METROS.”
tion towards SME customers in B class cities. It started focusing on B class cities last year and has till now covered approximately 12 cities and plans to more than double this number this year. “Starting last year we are focusing on B class cities and have made the relevant investments, which included Patna, Guwahati, Jaipur etc. We want to increase the breath of the partners hence the focus on B class cities,” says Rai. As for the government account a person has been hired in Delhi and for Mumbai there is already someone looking after this vertical. “We are expecting some decent projects and am being told that by next financial year government will be big contributor,” says Rai. Apart from having offices in Delhi, Mumbai and Bangalore Comguard also plans to set up an office in Chennai. With the mobile device explosion in organisations, BYOD, data security issues are some of the factors driving the mobile data management (MDM) market. And with the increasing queries on it, this is another portfolio that Comguard is eyeing. “Though we see a lot of queries on MDM the skills required are not evolved. With everyone using BYOD, MDM is catching up but as companies are not focusing on doing MDM solutions are not available but it’s a value added add on apart from mobile security but the expectations are going up from the customer. Hence, this is one area we should look out for and is one of the areas we are trying to explore,” Rai informs. The company is a one stop solution for Internet security needs, having globally established long term associations with leading network and security technology partners like Acunetix, Airtight, Array Networks, BlueCat, EnGenius, GFI, Kaspersky amongst many others.
ASUS
SME BIZ
ASUS’ HOPES HIGH FROM NETBOOKS After discontinuing the netbooks category in 2013, all thanks to the rise of the Tablet market, iPad, Ultrabooks etc, the PC maker has again revived this segment with the launch of EeeBook X205.
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he rise of netbooks was as dramatic as its fall. It was to some extent blamed on the Tablets. It was in late 2007 that netbooks made its entry in to the market but by 2013 even the last two manufactures of this laptop Acer and Asus closed their production. According to hardware industry body MAIT, notebooks and netbooks taken together recorded a consumption of 6.84 million (68.4 lakh) units between April 2013 and March 2014. Taiwan based Asus recently reinvigorated its netbook portfolio with the launch of an 11.6 inches EeeBook X205 priced at Rs 14,999 and is looking at selling 50,000 units this year. “We felt this was the right time to introduce the product in the market which we are targeting more as a second device for the consumers. And we are hoping that netbooks will constitute 10% of our laptop portfolio,” says Peter Chang, Regional Head, South Asia & Country Manager, System Business Group, ASUS India. Last year, Asus sold close to 2.5 lakh units of
laptops out of which notebook’s contribution was around 50% and is looking at selling around 4 lakh units this year. To meet this target Asus is also aggressively targeting tier 2 and 3 cities. “The industry in the last two years has seen some major shift with Sony and HCL quitting the PC market. As per the latest industry reports even in the Tablet market there is uncertainty and the growth has somehow subdues and in time we will see how the market reacts. We expect to do double the number of units this year expect to corner reasonable market share,” hopes Chang. Additionally, Asus is also entering the desktop market with its new range of All-in-One PCs. With the warn reception received by Asus smartphones launched last year in the market the company hopes to garner 5% market share this year. It is also confident that notebooks which are the highest contributor to the overall business will be replaced by smartphones in 2016. “Smartphones will surpass laptop business,” emphasises Chang.
PETER CHANG REGIONAL HEAD, SOUTH ASIA & COUNTRY MANAGER, SYSTEM BUSINESS GROUP, ASUS INDIA.
“WE FELT THIS WAS THE RIGHT TIME TO INTRODUCE THE PRODUCT IN THE MARKET WHICH WE ARE TARGETING MORE AS A SECOND DEVICE FOR THE CONSUMERS. AND WE ARE HOPING THAT NETBOOK WILL CONSTITUTE 10% OF OUR LAPTOP PORTFOLIO.” SME CHANNELS 37 FEBRUARY 2015
PARTNER CORNER
XEROX
NO TO COMPROMISE ON VALUES, COME WHAT MAY He joined Xerox 32 years back and started his career in Chennai and played various roles within the organization, Balaji Rajagopalan is today the Executive Director, Technology, Channels & International Distributor Operations, Xerox India. His mission is to enhance market for Xerox but without compromising on the values of Xerox. BY: SANJAY MOHAPATRA sanjay@smechannels.com
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fortune 500 company with global turnover of US$ 21.8 billion, Xerox is not only a large company for its vast range of printing and imaging products for the market but also for its values and the processes that it has established in the market. Not many people know that Xerox creates a lot of unique tools, which enables Xerox to stand out in the competition. The company is the early adopters of Eureka Knowledge Base, which means all the engineers’ knowledge gets into the central repository and a field engineer can access that knowledge base to solve the customer issues and also input his own practices using the web interface. One lakh fifty thousand engineers’ knowledgebase resides over so many years and it is still continuing, started almost 18 years back. Balaji Rajagopalan, Executive Director, Technology, Channels & International Distributor Operations, Xerox India, says, “Even the remotest corner of the country that Xerox engineer goes, he does not go alone, he carries the background of knowledge base of 150, 000 people. This helps us to do much better job compared to other companies in the market place.” In addition to this, Xerox also has remote diagnostic tools. In the past our representatives used to go to our customers’ place to solve the problem but today, he sits in the office and solves the problem which saves time and cost. It determines whether a service engineer is required to attend the machine or not. Balaji adds, “Like that in each area, we have different things. Now our objective is to take advantage of all these through our partners and
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grow the business into a different level in the next 2-3 years.” For the developing market perspective, only Xerox India has a developing centre for the emerging market from the services perspective. Based out of Bangalore, this centre has also tie-ups with many IITs for research. The strength of Xerox is to understand and develop solutions for the developing markets’ requirements. The company has also an R&D tie up with HCL Technologies in Chennai. This centre is responsible for software developing and testing, hardware designing and development, level-3 trouble shooting, etc. As per Balaji, the entire global level-3 escalation comes to Xerox India Chennai facility for trouble shooting. HCL Technologies has got one lakh square feet of space with 100s of machines to addresses the entire initiative. From the market perspective, Xerox has a very strong focus on the business therefore there are hundreds of products cutting across all the segments of the industry. The company has as low as Rs.4000 product, so also products with a price tag of as high as Rs. 4 crore. Xerox approaches the market in two ways: one is enterprise approach which is direct through its direct services arm for the top enterprises. And the other one is indirect through its set of partners. Balaji maintains, “We are enabling partners to evolve with the system beyond just selling machines. We are trying to enable them to sell the products, supplies, services, etc.” Besides, Xerox is also enabling its partners with software tools to sell the Xerox Partner Print Services (XPPS), which is the derivative of Xerox Managed Print Services (MPS),
which is much bigger as a service and 100% direct in nature.” For every customer, the company cannot go direct. There is a huge mid-market, which should get the advantage of the best of solutions. So Xerox goes to the partners, provides them training and tool and shows them the software, etc. to make the cost economics for the customers. Based on this, the partners creates an assessment as to what to be given whether a new machine or new tools. Balaji says, “We have done quite a few deals through the partners. It is one of our strategic pillars. Going forward thousands of mid-market accounts need to be addressed through XPPS. We are doing all needful things to support the partners and we do have people at the back end to support them.” Few years back, people had started talking that everything is digital and no one would require hard copy. But after ten years the volume of the print copy has increased. He added, “In the past I used to take the printout and keep it but today, everything is digital so if I need it I take the printout and read it and tear it. Tomorrow I need to see the same document I again take the printout and tear it after reading it. So unlike the past years, the volume of the printing has increased.” India is a young country and the buying power of the people has increased. Double income group of people is on the increase. Everyone aspires to have a PC at home therefore the entrylevel printer is kicking in India. Similarly, every enterprise in the mid-market needs print out of various natures so they need printer of different formats, which is a highly potential segment for the XPPS. The customer in the mid-market
XEROX
BALAJI RAJAGOPALAN EXECUTIVE DIRECTOR, TECHNOLOGY, CHANNELS & INTERNATIONAL DISTRIBUTOR OPERATIONS, XEROX INDIA
“IT IS ONE OF OUR STRATEGIC PILLARS. GOING FORWARD THOUSANDS OF MID-MARKET ACCOUNTS NEED TO BE ADDRESSED THROUGH XPPS.” is always pressed from resources and finance burden therefore they want to leave this thing to the experts and concentrate on his core busi-
ness. Balaji added, “We are constantly innovating in this space to see how we can give more and more value to the customers. This is the reason our acquisition of Affiliated Computer Services (ACS) is very relevant.” Printing market is huge in India. Xerox therefore has customised solutions for all applications. For example, calendars are coming with different names and variable data printing. In all bills one finds variable data printing. Insurance has a variable data printing. So versatility is the name of the game in the printing industry and versatility comes if there is a strong software and management capability. Xerox Impika machines offer that capability. The production inkjet printing solution, these machines are used for industrial, commercial, security, label and package printing. Apart from the differentiated products, Xerox differentiates in its services as well. Balaji maintained, “While building this company for last 32 years in India, we have created a culture in this
PARTNER CORNER
company which is so different one cannot just think of. One comparative example is that an engineer is one who goes with the instruction and works but in Xerox no engineer takes the instruction. He does it himself. He owns the account and does all services everything, the manager is just a facilitator. That is why in the production business, we have 65% repeat business, even though we are not the cheapest.” “It is because we do not only provide the box but also provide the value on top of it. At the end of the day, the technology is there, but what matters the most is how do you bring it and how do you support it. So we look at it for a longer view we never compromise for a short term gain that is what is there in our organizational fundamentals,” he added. Asked about how the company is compared with other brands from pricing perspective, Balaji commented, “Nobody wins a price war. There is no end to the debate of price drop. That why Apple stands out in its own way or Samsung stands out in its own way. Why Micromax is here or Panasonic is here? So the customer chooses the combination. What determines the success is how you are engaged with the customers. Who is the first mover? Who has built the confidence… because apart from the first person other person is a non-price player. This is the fundamental.” As per him, the second aspect to Xerox business in the competitive scenario is that the market is huge. If the competition works with 10, there are still 90 accounts left to be addressed. It does not mean that Xerox does not compete in that 10 accounts but Xerox does not compete in such a manner that its goes down in terms of pricing to compromise in the basics. Xerox is never ready to compromise on the basic things to achieve the numbers. Balaji stated, “As far as we are concerned we are not to win everything. For us we need to have fundamental harmonization everywhere. There is no point in compromising in a number of things including my profit to make a number or create a pain for the customers to create that number. The commitment which I cannot make and make the number and that is how is not going to happen for us.”
Finally… A proponent of Six Sigma as a Black Belt and a Certified Master Black Belt for developing market, Balaji would certainly like to see Xerox being adhering to its values in each piece within the organization to address the customers. He concludes, “We are living in indirect channel and it is critical in our partnerships in progress. We need to have the likeminded partners working towards a win-win solution.
SME CHANNELS 39 FEBRUARY 2015
PARTNER CORNER
IVALUE
BELIEVING IN QUALITY OF ENGAGEMENT Experience is the biggest asset. The think tank of iValue InfoSolution comes from a background of vast experience of value business. When most companies were trying to close their operations, they had come to the picture and their experience of chasing the value game had made them to withstand the downturn and move faster - better than the industry performance. BY: SANJAY MOHAPATRA sanjay@smechannels.com
S
tarted 6-7 years back, iValue InfoSolutions today is one of the fastest growing companies in India. At least Deloitte Technology has officially named it as the 324th fastest growing technology companies in APAC for 2014. iValue has grown 137% over last 3 years from the revenue perspective. Sriram S, CEO, iValue InfoSolutions, said, “It has been a very eventful journey so far, although 2008 was not that good year to start anything.” “Frankly we had not expected what was coming from the global economic scenario. But it was a blessing in disguise. Looking back at those years, the tough market scenario helped us to shape ourselves much better. It had helped us to think differently which we would not have done had the market gone through better times. Thanks to the scenario of 2008, it opened up a lot of opportunity for us and for the market,” he added. As per Sriram, they always wanted to go with the customers. The company had the belief that the assets of a customer which comprises DNA or data, network and application are the real business differentiator. The company wanted to help the customers identify, protect and manage those assets so that they are profitable. That model helped them to grow despite challenges in the market. Plus, in last couple of years, the company has developed its vertical practice including eGovernance and BFSI focusing on the availability,
40 SME CHANNELS FEBRUARY 2015
performance and security of the establishments. This allowed the company to push a large set of applications, solutions and services and intern enabled the iValue to grow its stature. Its approach of reach out to the customers and servicing them for the better happened through the partners. Without crossing the lines of the partners, iValue complemented the partners. Of course from the core ideology, iValue believed in growing with the partners. Sriram added, “We exactly know the types of partners we are dealing with and their basket of offerings and their key customers. So accordingly we cater to their requirements. We do not try to sell all our offerings through a particular partner rather well sell the solution which is not available with the partner. We enable him with training and tools.” Besides being a product distributor as a VAD, iValue also offers a host of services including software as a service, infrastructure as a service and security as a service. This capability came in after iValue got aligned with Hitachi Data Systems (HDS) as its partner for Hitachi Cloud Services Connection program (HCSC) in India. This program was a public cloud offering built on HDS cloud infrastructure and solutions and managed by HDS for partners to resell. Sriram maintained, “We started the cloud business way back in 2009-10 but the market was not ready for that. We were always betting big on cloud though. So under our brand name iManage,
we create solutions for each customer after evaluating their size, existing IT infrastructure, computing usage, storage needs and other factors.” He added, “HCSC is a service offering built on the highest quality architecture that provides subscribers with state-of-the-art technology, a team of data management experts and industrial standard IT processes.” So the offering is available for public, private and hybrid cloud. It depends entire on the customer as to how he likes to build it. Good part of the HDS cloud offering is that if a partner is able to drive enough volume can also white-level those services. iValue always keeps the interest of the partner at the front. Sriram says, “We as a VAD will go with the partner to front end the customer. Partners have their contacts but what we add is the piece which is relevant to the customer other than what the partners offer.” iValue never believes in vanilla distribution business as the entire groups comes from the value business. As per him the moment the customer knows the model number and the brand, then it should be more of a supply chain management. iValue’s objective is not to go into that model of business rather stay focussed in bringing niche products and nurturing those products. The moment it becomes a commodity the company would leave it to the pure play supply chain experts to care and move forward to embrace another niche product and evolve products.
IVALUE
PARTNER CORNER
SRIRAM S, CEO, IVALUE INFOSOLUTIONS
“WE ARE LOOKING AT THE BRANDS WHICH CAN GIVE FASTER TRACTION AND CREATE PROFITABLE BUSINESS FOR OUR PARTNERS.”
Sriram states, “We focus on the emerging technologies and if it fits well to our strategy, we take that on board and empower the partners to take that forward to the market. We only deal with the niche offerings of those brands. For example, in Trend Micro we deal with deep security and deep discovery solutions. We do not want to fall into the mainstream antivirus game.” iValue also wants its partners to sell the services as well so that it becomes a scalable model. Sriram maintains, “We want the partners to earn extra money in implementation services, though we have skillsets and time to do it but we prefer our partners to do it.”
Outlook 2015 Asked about his outlook on 2015, Sriram wants to see iValue moved into the next level of busi-
ness in 2015, by bringing in more partner centric offerings where partners are able to get quick tractions and get into higher value projects. He added, “We are looking at the brands which can give faster traction and create profitable business for our partners. So we would see a lot of exciting tie ups in the early part of 2015. We believe in more of quality engagement rather than quantity engagements.” Secondly, he wants to see two of their vertical centric practices i.e. government and PSUs growing faster as well.
About Infrastructure Started with a head count of 40 people in 2008, today iValue InfoSolutions is a 120 people organization. Sriram added, “Every year we keep investing in resources. We invested in more
market facing resources that the back office so that we could engage with the partners and the market much more effectively. We moved from products to the solutions to the vertical specific market approach. We moved from typical solution selling to the consultative approach. All that had asked for a lot of changes internally to reskill us before going to the market. That adaptability, openness and relevance with value kept us on our toes. That has helped us grow faster, expand and profitability along with our partners. We believe that we will do it continuous going forward also.” The company started its operations with four locations – majorly in metros as its presence, but now the company is present across 10 locations. Sriram added, “Also we have started focusing in African market in small way. We are still trying to find out the right model about our does and don’ts there but from April onwards you will find more action on that front as well.” Although iValue is also available in Bangladesh, but as per Sriram, there is huge potential in India which yet to be exploited. He said, “We have not even scratched the surface. We feel India has the potential to grow faster so if we could do well in the bad times of the market, in the good times, we will do much better than the current number. That is why we are focusing more in India and taking baby steps outside India.”
Finally… Last year iValue clocked turnover at Rs. 200 crore, but this year as the overall sentiment is better the company is expecting to close at Rs. 260 crore and next year at Rs. 360 crore. Sriram concludes, “We have been fastest growing company in last six years; we want to maintain the same momentum for next six years also. We see only opportunities; we do not see any challenges in the market.”
SME CHANNELS 41 FEBRUARY 2015
GUEST COLUMN
ATP: PLUGGING GAPING HOLES IN THE SECURITY ARMOR
With cybercriminals proving more and more ruthless and far-reaching in their impact, only an integrated solution can help protect against the multitude of incoming cyber threats. SANJAY ROHATGI President, India, Symantec. BRIEF PROFILE Sanjay Rohatgi is the President Sales at Symantec, India. Sanjay is responsible for leading Symantec’s business and driving growth across enterprise and consumer business by developing aggressive and locally impactful business strategy.
The sheer number of headlines made by data breaches, targeted attacks and cyber espionages in 2014 is enough to drive home the impact cyber-attacks have on enterprises today.Last year witnessed some of the biggest names among the financial institutions, retail chains and large media companies at the receiving end of large-scale data breaches - indicating that with the growing digitization, there are now more avenues for cybercriminals to attack critical data. According to Symantec’s Internet Security Threat Report (ISTR) Vol. 19, despite corporates stepping up information security measures, businesses in India continued to be a hot target for cybercriminals, with 69 percent of targeted attacks in India focused on large enterprises the implications of which were far damaging. Though planning and implementing such large format sophisticated attacks may sound complicated, reports indicate that some of the tools required are availableat rock-bottom prices in theunderground black markets.
Modus operandi: Advanced Persistent Threats (APT) A decade ago, the biggest risk from a bad virus was a temporarily disabled computer and some lost files. Today, targeted attacks are on the rise and APTs, widely used for data breaches and cyber-espionage, pose a real threat for organizations. Traditional cyberattacks employ “smash and grab” tactics. By contrast, APT-style attackers are willing to be more patient as they craft their attack strategy and wait till the reward grows bigger, better, sweeter. They break into the target network in well-calibrated phases - Reconnaissance, Incursion, Discovery, Capture and Exfiltration – elude detection, and harvest valuable information over the long term. Reconnaissance, the most important phase to start the attack, is the phase when the attacker leverages information from different factors to understand their target. The next phase called Incursion is when the attackers inject the malware through the recently
42 SME CHANNELS FEBRUARY 2015
found vulnerabilities in the systems or people. Discovery, another crucial step is when the attacker has now become an insider, studying the internal defense systems of the target organization to craft his next move and to stay undetected. After studying the systems well, the attacker launches his attacks in the Capture phase by gathering all the information he wants to steal or install a malware to disrupt company operations. Exfiltration is another important step for attackers, as in this phase they send all the captured information to their home base for further analysis and exploitation without detection.
Solution: Advanced Threat Protection (ATP) According to ISTR: 2013 stood out as the year of mega breaches, with more than 552 million identities exposed globally and targeted attacks growing by 91 percent from the previous year. With cybercriminals proving more and more ruthless and far-reaching in their impact, only an integrated solution can help protect against the multitude of incoming cyber threats. This being the case, every business must be able to identify incoming attacks and respond to them seamlessly without suffering downtime. Today, IT departments are grappling with growing incidence of advanced cybercrimes and too many false positives. Working through a laundry list of manual processes without the appropriate staffing and skill sets needed to win, leave organizations exposed and vulnerable. In such a scenario, businesses can find shelter with a security expert that can significantly reduce time taken todeal with security incidents by correlating endpoint and network detections. This security expert coupled with a global intelligence network and advanced security technology helps the enterprises with trends on new and evolving threats, providing detailed intelligence and a heads-up to fight incoming attacks. Therefore, there is a greater need for enterprises to build a security layer that not only prevents an attack but prevents, detects and respondsto them.
WE WANT
BUDGET EXPECTATION
JASWINDERAHUJA, CORPORATE VICE PRESIDENT AND MANAGING DIRECTOR SANJAY ROHATGI, PRESIDENT, SYMANTEC INDIA
“TECHNOLOGY HAS THE POTENTIAL TO EMPOWER THE 1.3 BILLION INDIANS THROUGH VISIONARY PROGRAMS LIKE ‘DIGITAL INDIA’, ‘SMART CITIES’ AND ’SKILL INDIA’.” THE BUDGET SHOULD PAVE THE WAY FOR EXPEDITIOUS IMPLEMENTATION “The upcoming budget 2015-16 is an opportunity for the new government to accelerate the reform process unveiled over its first eight months in the office. While the growth rate has already started improving and the forecast for the next year is even better, we need a blue-print for sustained and sustainable growth over the next decade or two. It should focus on simplification, predictability and consistency in overall tax regime even as it goes for fiscal consolidation and broadening the tax net. Technology has the potential to empower the 1.3 billion Indians through visionary programs like ‘Digital India’, ‘Smart Cities’ and ’Skill India’. The budget is a perfect opportunity to charter a clear plan in this endeavour. The budget should pave the way for expeditious implementation of e-governance projects, incentivising investments in world-class data centres and cloud computing infrastructure besides a chance to be a pioneer in the realm of Internet of Things. However, this should be done without causing disruptions in the free flow of data across borders – the lifeline of India’s IT exports. Such steps will ensure high availability of trusted and secure information ecosystem thereby providing much needed foundation for inclusive growth and development.”
“A STRONG ROADMAP TO IMPLEMENT THE GST CAN HAVE A SUBSTANTIAL IMPACT ON R&D AND MANUFACTURING” STRONG ROADMAP TO IMPLEMENT GST With the focus on economic progress, the FY2014-15 budget is keenly awaited by the business community. Manufacturing, rural and urban last mile connectivity, and smart cities are some of the concrete initiatives the government has rolled out since assuming office last year. Coupled with the overall focus on accelerating growth, the economy has responded positively to such announcements. For the electronics and semiconductor industry, the launch of the “Make in India” campaign was a much needed catalyst to fast-track the development of the eco-system, given the ground work laid down over the last few years. Preferential market access (PMA) to Indian companies and removal of import restrictions for equipment used by R&D facilities are some measure that can nurture innovation, encourage the building of manufacturing units and create employment opportunities. Setting up an electronics regulatory authority that can take the lead on policy implementation and developing regulations can provide the necessary governmental guidance and infrastructure to speed up the growth of the ESDM sector in the country and help realize the goals as set forth by the Make in India campaign. We hope the government will be able to address the need for a strong Goods and Services Tax (GST) that will include all indirect taxes. A strong roadmap to implement the GST can have a substantial impact on R&D and manufacturing. In general the Government should continue the focus on ease of doing business and non-adversarial approach of the tax authorities.
SME CHANNELS 43 FEBRUARY 2015
GUEST COLUMN
SMBs IN INDIA TO GAIN FROM NAS
With the increasing business complexities SMBs are waking up to the fact of the damaging consequences of data loss. Hence the sector need to move beyond traditional practices and judiciously adopt and implement solutions like NAS to prevent data loss
RAJESH KHURANA Country Manager for South Asia (India &SAARC, ASEAN). BRIEF PROFILE Rajesh Khurana is currently serving Seagate in the role of Country Manager for South Asia (India &SAARC, ASEAN). Before assuming this role in 2012, Rajesh was responsible for the business of Seagate in India and the SAARC Countries since July 2005. Rajesh joined Seagate in Feb 2001 as Business Development Manager, based in India to manage key OEMs & explore new emerging opportunities for Seagate in the SAARC Countries. In 2002, he was given additional responsibility for the Channel Business Development. Rajesh has played a vital role in making Seagate the dominant hard disc supplier in the region. He has contributed significantly in growing Seagate’s business in the SAARC Countries by developing key OEM business and successfully managing a vast channel distribution network. Rajesh holds a Bachelor of Technology (Honors) in Electrical Engineering from G.B. Pant University of Ag & Technology, Pantnagar.
Small and medium-sized businesses (SMBs) are a highly vibrant and dynamic sector of the Indian economy, and there have been many discussions around ways to fuel growth in this sector to continue driving socio-economic success for the country. As SMBs expand, many grapple with the issue of increasing business complexities. More SMBs are realizing that technology provides an effective way to improve efficiencies, and they are now investing in tools like PCs, storage, web-based solutions and others to try and level the playing field domestically as well as in global markets. One area of concern for SMBs in India is the damaging consequences that their business will have to face due to the loss of critical data. According to a survey by EMC, while the average loss for large enterprises due to data loss is US$585,892, the figure for a small business would be somewhat close to this. The way to avoid this challenge is to set up an infrastructure to backup business critical data in a consistent, predictable and in a user-friendly way.
The what and how of data backup: Installation of Network Attached Storage (NAS) is the most efficient way for the SMB segment to backup business sensitive data. It also centralizes organizes and provides access to the entire team’s business critical files from anywhere, and comes in a range of options from compact affordable desktop models, to multi-bay expandable systems, to enterprise-class rackmounts.
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NAS is a specialized server connected to a network that provides file-based data storage services to other devices on the network. With a full range of capacity points and easy-to-configure backup options, NAS centralises and protects all the business files on a single device. It is also a private, customisable cloud storage solution that helps Internet-connected PC and Mac computers to download and upload files remotely. NAS can be easily configured in RAID which will automatically replicate files on multiple drives. Individual drives can also be connected, allowing replacement or upgradation of a drive without turning off the device or slowing down the business. A built-in Universal Storage Module (USM) slot allows transferring of files to and from USM-compatible portable drives faster and is a cost-effective off-site backup solution. To keep pace with the growing competition, it has become imperative for the SMBs to ensure maximum output from minimum investment. As per a recent research, seven out of ten small and medium scale businesses that use cloud-based storage solutions also use NAS. NAS being an efficient and a cost-effective solution to backup, share and access important business data, the SMB segment will immensely gain from its use and improve the overall efficiency of its business operations. To conclude, the SMB sector should move beyond traditional practices and judiciously adopt and implement solutions like NAS to prevent data loss, helping them to achieve the next level of operational excellence.
REVIEW
PRODUCT
KONICA MINOLTA NEW BIZHUBC221 PRINTER
CANON’S “MAXIFY” SERIES FOR SMALL & HOME OFFICES
C221 A3 colour printer is targeted at corporate and SMEs. The bizhub C221 MFP is developed to handle a wide range of jobs for the new Entry Colour Market. They are equipped with Konica Minolta’s renowned Emperon control-
BY MANAS RANJAN
ler and an array of printing functions that
info@smechannels.com
CANON “MAXIFY” RANGE OF business inkjet printers offers high-quality and economical colour network-printing solutions to SOHO customers. These printers are designed with enhanced features including high speed printing, low cost per print, cloud printing capabilities and wireless connectivity to smart devices. The printers are for SOHOs consumers from across sectors like healthcare, education, hospitality and other services industry. The new printers launched are MAXIFY MB5370 and MB5070 multifunctional printers, and the single-function MAXIFY iB4070. These printers will give SOHOs a competitive edge by offering greater print speeds, versatile connectivity, high paper capacity and high page yield and in turn help them increase productivity, save time and money. MAXIFY printers provide cost efficiency and scalability for small business owners, making them an ideal partner as their business grows.
Konica Minolta’s new ‘bizhub’ series model
FEATURES n Caters to high volume printing
requirements with a duty cycle of upto 30,000 prints per month.
enhance affinity with higher-end MFPs, as well as smart mechanisms that reduce noise, weight and size. In addition, it is compatible for access to mobile devices and cloud
n Equipped with two 250-sheet
services. Direct printing from and scanning
paper cassettes.
to USB improves efficiency as it eliminates
n Compatible with the optional XL
Cartridges which offer a yield of approximately 2500 pages black and 1500 pages color prints. n High print speeds of up to 23 ipm
mono and 15 ipm color. n First print out time as low as 7sec
for black-and-white prints. n New Dual Resistant High Density
(DRHD) pigment inks demonstrate high water and marker resistance. n Includes a single-pass-2-sided
ADF scan engine.
the need for a PC to use the device. The C221 delivers outputs of 22 ppm in colour (A4). Two paper cassettes and a manual bypass feeder are standard equipped for a maximum paper feeding capacity of 1,150 sheets. The upper cassette holds A4 size paper and the lower cassette A3 size paper while the bypass feeder can be used when required. The printer supports Standard Page Description Languageincluding PCL,
PRICE
PostScript and XPS Various PDLs for general
MAXIFY MB5370 is priced at Rs.23, 995, MAXIFY MB5070 is priced at Rs.17, 995 and MAXIFY iB4070 is priced at Rs.10,995
business applications such as Microsoft office, PostScript used for graphic design and DTP, and XPS which supports Windows Vista or later office systems – are sup-
CONTACT
ported for smooth print outs. Mac OS is also
Canon India Pvt Ltd. Telephone: 91-124-4160000
supported by the commonly used PostScript PDL.
WARRANTY 2 years.
OVERALL RATING
n Price: On Request Warranty: On request Contact: Manish Gupta (Manish. Gupta@konicaminolta.com)
SME CHANNELS 45 FEBRUARY 2015
PRODUCT
NEW ARRIVALS
NETGEAR
NETGEAR PROSAFE M6100 CHASSIS SERIES
AXIS
AXIS Q8414-LVS
NETGEAR ProSAFE M6100 Chassis Series is a high-density chassis alternative to stackable switchesfor businesses. The M6100 Chassis Series comprises Gigabit access layer and 10 Gigabit distribution layer switches in a 4U footprint. With more than 1.4 Tbps switching and routing capacity, passive backplane, full management and fabric nonstop forwarding redundancy, the M6100 Series delivers world-class resiliency and scalability announced the press release. Its operating software and system management features take the complexity out of delivering L2/L3/L4-rich services for enterprise edge and SMB core deployments further added the release. The M6100 Series is designed for use at the centre of a small to mid-sized organization network, or as an aggregated or access solution in a larger campus or mid-sized enterprise branch network. For those who require a resilient Gigabit connectivity to the desktop or 10G for virtualized server and storage needs, the M6100 provides the market’s fastest backplane speeds with hitless failover to deliver enterprise-grade service level excellence. The M6100 Chassis Series offers multiple port combinations to suit diverse needs, with up to 144-port Gigabit or 72-port 10 Gigabit ports.
AXIS Q8414-LVS Network Camera features vandal-resistant stainless steel anti-grip casing and built-in invisible IR LED for high quality indoor video surveillance even in complete darkness. It is extremely impact resistant, supporting the IK10+ 50joules rating as well as the IP66/NEMA 4X rating for water resistance. The camera comes with 24/7 indoor surveillance and provides excellent image quality both during day and night with capabilities like Lightfinder technology, which enables life-like colors in low-light conditions, and built-in invisible IR LED illuminator for video surveillance in complete darkness. The corner-mount network camera provides 1.3 Megapixel or HDTV 720p video stream. It features P-Iris control for an optimal depth of field, resolution, image contrast and clarity. The horizontal angle of view up to 105° covers the entire room without blind spots. Capabilities such as remote zoom and focus facilitate the optimization of the captured view during the installation.
n Price: on request, Warranty: On request, Contact: Netgear, 011-41207446
n Price: INR 110499, Warranty: On Request, Contact: Axis Communications, Telephone: +91 (80) 4157 1222
FUJITSU
FUJITSU STORAGE ETERNUS DX60 S3 THE NEW FUJITSU STORAGE ETERNUS DX60 S3 cost-effectively scales to meet the ever-increasing data management needs of small and medium-sized enterprises (SMEs). Sold via Fujitsu’s SELECT partners that provide dedicated customer support, the businesscentric system is easy to install, configure, operate and maintain, removing the perennial headache of managing and storing increasing volumes of data at an affordable cost. Over 85 percent of ETERNUS entry-level storage systems are sold via Fujitsu’s extensive SELECT channel partner network. This new addition completes the latest generation of the comprehensive ETERNUS DX family of disk storage systems. Among its highlights, the ETERNUS DX60 provides faster host interfaces, greater performance, a better price/performance ratio, twice the cache size, and enhanced snapshot and replication functions compared to its predecessor. It also offers improved support of virtualized server environments plus enterprise features such as Thin Provisioning, which are usually found in more expensive, higher-classified systems. n Price: On Request, Warranty:On Request, Contact: MehulDoshi , E-mail: marketing-india@ts.fujitsu.com
46 SME CHANNELS FEBRUARY 2015
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For Business Inquiry Contact Panasonic Sales Representative North India : Dhiraj Pant - 9650024613 dhiraj.pant@in.panasonic.com, East India : Nanda - 9830049750 nanda.ghosh@in.panasonic.com, West India : Tanvir Malik - 9820272615 tanvir.malik@in.pasnasonic.com, South-Tamil Nadu : Dhiwan Faruk Sheriff - 9840103336 faruk.sheriff@in.panasonic.com, South-Karnataka : Anil Panduranga - 9886021535 anil.panduranga@in.panasonic.com, South-AP & Kerela : Krishna Mohan 9849691109 krishna.mohan@in.panasonic.com