December 2016 by SME Channels

PLUS

IBM completes Sanovi Technologies acquisition /14 www.smechannels.com

indiaâ&#x20AC;&#x2122;s first IT magazine for sme business VOLUME 07 | ISSUE 10 | PAGES 72 | DECEMBER 2016 | RS. 20/-

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PLUS

HP redefines security practices in MPS ecosystem /08 www.smechannels.com

india’s first IT magazine for sme business CHANNEL BIZ

CORPORATE STORY

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Dell EMC: Dell EMC to Create Separate Partner Programme by February 2017

/69

Lenovo: Lenovo Gung ho about Datacenter Business

GUEST TALK

/23

HPE: channel partners investments in emerging technologies

MY EXPERIENCE EDITORIAL

THERE IS NO BAD TIME FOR A NOBLE CAUSE SANJAY MOHAPATRA

sanjay@smechannels.com

I AM THANKFUL TO ALL THE PEOPLE who came forward to join us at the event of SME Channels where we had an intense discussion on the future of the partner’s business and the impact of GST. I am also thankful and congratulate to all the recipients of SME Channels Super50 and Achiever Awards who reciprocated our request by furnishing their documents of success. We also are obliged to the IT associations including PCAIT, FAIITA and CMDA who expressed their unconditional support to us. Last but not the least I am indebted to all resource person who engaged with us to debate on various topics given to them. It all happened when the prime minister announced the demonetization of high denomination notes of 500 and 1000. It had a natural impact on all organizations – small and big. The key takeaways from the event was that partner organizations could only grow if they deliver value and if they manage their finance in a prudent manner. They should not take out their profit margin from the company account regularly and invest in all sorts of personal assets. They should reinvest those money gain into the company for the growth. Year 2017 is going to be very critical; reason being the demonetization impact is going to stay for some time. Secondly the GST will have presence in the market with full form. First thing first: demonetization is impacting in the market by making the consumers and the enterprises to adopt digital way of transforming money. So, there is a humongous growth in the payment mechanisms, cards and payment apps. Secondly, to the tune of 11.5 lakh crore rupees ($170, 408 billion) have been deposited in various banks. It means a good number of people have parked their money in the banks. Can the banks with their existing infrastructure handle such an amount for all purposes? Probably no. They would have to refresh their infrastructure. Along with the banks all financial institution and payment gateway institutions would have to do the same. Another very important development would be QAS by the Telcos and Broadband providers because without quality connectivity digitization would fall flat. So, on the telco side, there would be a big change in their procurement process. With the money in the Bank it will have spiraling impact on the lending and would create more opportunity for buyers. Later when GST comes into picture, it would have a deep impact in the organizations’ accounting software. Again, it would ask for changes in the infrastructure not only in the private sector but also in the government tax departments. So, both the big-ticket reforms would have a deep impact on the ICT infrastructure market so also in the economy of the country. Are you ready for this?

SME CHANNELS DECEMBER 2016

Portronics presents “Yogg X” PORTRONICS “YOGG X” is an extremely Slim and Elegant Smart Fitness Watch with a Touch-Enabled Detachable Dial and a water proof design (IP67). Yogg X is designed to integrate seamlessly in your daily active lifestyle. You can set up to six daily Reminders and Yogg X will silently vibrate on your arm without bothering others. Yogg X is a wonderful partner of your Smartphone. It shows you Notifications about new Social Media messages, SMS, emails, missed calls, reminders, and goals achieved and Bluetooth disconnected feature. Even if it accidentally falls and stays in a bucket of water 1 meter / 3 feet deep for 30 minutes, it will work normally without any glitch. Yogg X brings the benefits of wearable technology for style and fitness conscious people, at home, at office or in-between.

SPECIFICATIONS Once fully charged its 55mAh battery lives up to five days. Just put the dial on the charging pod and use micro-USB cable. FINAL WORDING The 20 grams device is only available at Rs. 2499. OVERALL RATING

contents

DEC VOLUME 07 ISSUE 10

2016

ER COV RY STO

indiaâ&#x20AC;&#x2122;s first IT magazine for sme business

Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Asst. Editor: Satinder Kaur Executive Editor: Smruti Chaudhury Sub Editor: Chitresh Sehgal Designer: Ajay Arya Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Marketing Executive: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 / 8587835685 sanjeev@smechannels.com Bangalore #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 Mumbai Tahmeed Ansari

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EDITORIAL OFFICE Delhi: 6/103, (GF) Kaushalya Park, New Delhi-110016, Phone: 91-11-41657670 / 46151993 editor@smechannels.com Bangalore Bindiya Jadhav #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 E-Mail bindiya@ accentinfomedia.com Skype ID: b1diyajadhav

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Printed, Published and Owned by Sanjib Mohapatra Place of Publication: 6/101-102, Kaushalya Park, Hauz Khas

CHANNEL BIZ Dell EMC

GUEST TALK / 67

Dell EMC to Create Separate Partner Programwme by February 2017

HPE / 23

Channel partners investments in emerging technologies

New Delhi-110016

CORPORATE STORY Lenovo

/ 69

Lenovo Gung ho about Datacenter Business

SME CHANNELS DECEMBER 2016

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SAP helps businesses to take another step towards digital Aims to contextualize and simplify performance reporting across areas of business in real time, SAP SE has announced the launch of the

SAP Digital Boardroom in India. The SAP Digital Boardroom is a planned breakthrough digital approach. This approach

“Technology is changing the rules of business and disruption is becoming the norm. As business leaders we need to absorb,

understand and adapt with agility and speed to constantly changing circumstances,” said Deb Deep Sengupta, President & Managing Director, SAP Indian Subcontinent. When required to make highly informed business decisions, board members, executives and decision-makers are often faced with separate reporting solutions that present data in a static, isolated way. SAP Digital Boardroom gives senior management and C-Suite executives access to business data and analytics, allowing them to gauge their company’s standing in the market as compared to their competitors. It aims to harmonize the view of company operations across all lines of business on multiple devices. This view enables users to understand the past, assist in predicting the future and helps in faster and better decision-making in today’s era of digital transformation. SAP Digital Boardroom gives senior management and C-Suite executives access to business data and analytics, allowing them to gauge their company’s standing in the market as compared to their competitors.

HP redefines security practices in MPS ecosystem HP has announced it has redesigned HP Managed Print Services (MPS) to help protect corporate print environments against cyberattacks with world class secure printing. New HP Secure MPS capabilities include advanced security professional services, software solutions

SME CHANNELS DECEMBER 2016

and expanded core delivery capabilities for customers’ multivendor print fleets. In addition, HP announced the pre-configuring of HP print devices for security. “Networked printers can no longer be overlooked in the wake of weakening firewalls to the growing sophistication and volume of cyber-

attacks,” said Ed Wingate VP & GM, JetAdvantage Solutions at HP, Inc. “That’s why HP has established a new benchmark in managed print services, infusing security best practices into everything that we do to enable our customers to stay on top of growing endpoint security challenges.” “Organizations must take

proactive steps to address security concerns in the print and document infrastructure, and the managed print service (MPS) provider, like HP, should be viewed as an important partner in this endeavor,” said Robert Palmer, Research Director with IDC’s Imaging , Printing and Document Solutions team.

Think Fiber. Think CommScope.

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SNIPPETS

D-Link pleases distributors with Hong KongMacau trip As part of its sales incentive program, D-Link India Limited has rewarded its Business distributors with an exclusive luxury trip to Hong Kong and Macau on accomplishment of their business targets for H1, 2016-17. The exclusive trip to Hong Kong and Macau had over 60 participants, which included business distributors and key members of D-Link management team. This business plus leisure trip allowed the distributors to interact with D-Link team in a candid manner and learn about company’s future roadmap & technology focus. D-Link management team also felicitated its distributors at the awards night for their incessant support & contribution to D-Link’s growth. “Motivating our business distributors to outshine & enable them to leverage on their expertise has been a key focus area at D-Link. From time to time we present them with opportunities that bring business growth & further strengthen our association” said Sanket Kulkarni, VP – Channel Sales (India & SAARC), D-Link.

Polycom strengthens UC Portfolio with RealPresence Medialign 55 Express Polycom has announced the launch of RealPresence Medialign 55 Express, an integrated video solution for the modern workplace. Designed at the company’s research and development (R&D) facility in India, this unique solution provides companies with the option to implement affordable, high quality video collaboration in smaller conference rooms and meeting areas. The solution is flexible and works together with the Polycom RealPresence Group 500 series for easy deployment based on the unique needs of the room of environment. With integrated features such as Polycom SmartPairing, users can instantly share and annotate content via their devices, the web and cloud storage.

Emerson Power rebrands as Vertiv The business now formerly known as Emerson Network Power has announced the appointment of Rob Johnson as CEO and officially commenced a campaign to rebrand the standalone company as Vertiv. Vertiv is a global provider of mission-critical infrastructure technologies for vital applications in data centers, communication networks, and commercial and industrial environments. The company, which is headquartered in Columbus, Ohio (USA), has more than 20,000 employees and more than 25 manufacturing and assembly facilities worldwide. Platinum Equity acquired the business today from Emerson in a transaction valued in excess of $4 billion. Emerson also retained a minority interest in the company. Johnson, most recently an operating partner at Kleiner Perkins Caufield & Byers, spent 10 years at American Power Conversion (APC), a leader in data center infrastructure. He was President and CEO of APC when the company was sold to Schneider Electric for $6.1 billion in 2007. While at APC he also served as General Manager of the company’s Availability Enhancement Group.

MY POINT

“As business leaders (SAP), we need to absorb, understand and adapt with agility and speed to constantly changing circumstances.” DEB DEEP SENGUPTA, PRESIDENT & MANAGING DIRECTOR, SAP INDIAN SUBCONTINENT.

10 SME CHANNELS DECEMBER 2016

HCL Infosystems gets Cisco Gold Certification HCL Infosystems has announced today it has achieved Cisco Gold Certification. To earn the Gold Certification, HCL Infosystems had to meet rigorous standards set forth by Cisco in networking competency, service, support and customer satisfaction. Bimal Das, Joint President - Enterprise Products Distribution Business, HCL Infosystems Ltd., “We are pleased to announce our recertification by Cisco as ‘Gold Certified Partner’, a status that we have maintained since 2008. This is a testimony of our efforts to be recognized as the first and most trusted choice for Principals, as we strengthen our Enterprise presence through an extensive pan-India network of deeply specialized enterprise distribution partners. We are confident that leveraging Cisco’s expertise will strengthen our endeavour of becoming the Technology Lifecycle Partner for Enterprises.”

Hitachi bullish about global IoT Biz Hitachi has announced the formation of Hitachi Insight Group. Headquartered in Santa Clara, CA, the new group will drive Hitachi’s unified Internet of Things (IoT) business and go-to-market (GTM) strategy worldwide. With USD$5.4 billion in IoT solutions and services revenue generated in 2015 and 33 solutions in-market today, Hitachi offers one of the broadest IoT solutions portfolios in the industry. By uniting its digital and IoT solutions and services businesses, Hitachi is positioning itself to lead in this fast-growing market. The newly formed Hitachi Insight Group will be the ‘tip of the spear’ in Hitachi’s quest to capture market share in what IDC projects to be a $1.46 trillion market opportunity by 2020.1. IoT is propelling a rapid convergence of our physical and digital worlds, creating unprecedented opportunities and challenges for businesses, cities, governments and industries. Hitachi is a pioneer in the creation and application of sensors to provide connected intelligence and support early IoT use cases in industrial markets, such as predictive maintenance and optimized factory. T

SNIPPETS

Savera Digital, Quick Heal strengthen distribution ties Savera Digital India has been appointed as Premium Partner by Quick heal in Rajasthan, MP, Jharkhand, Vidarbha. This partnership will bring together Savera’s great distribution network to deliver Quick Heal’s innovative and advanced IT security solutions. Savera Digital has a strong and established distribution network in Rajasthan, Indore, Bhopal, Vidharbha, Ranchi and which will help Quick Heal to reach out to untapped cities and smaller towns of different cities allowing Quick Heal to expand its presence in outlets already being served by Savera. As a premium partner Savera will help the Quick Heal to penetrate in virgin and untapped markets of India. Stating this partnership, Gopal Pansari, MD, Savera Digital India Pvt Ltd said, “We are glad to be associated with Quick Heal, leading IT security solutions provider in the country. The company designs focused strategy for each distributor and equip them well enough to implement it. We are confident of success of alliance and look forward to grow the presence of Quick Heal in Rajasthan, MP, Vidarbha , Jharkhand.”

Cloud traffic to quadruple by 2020; predicts Cisco At the sixth annual Cisco Global Cloud Index (2015-2020), cloud traffic is expected to rise 3.7fold, up from 3.9 zettabytes (ZB) per year in 2015 to 14.1 ZB per year by 2020. This rapid growth of cloud traffic is attributed to increased migration to cloud architectures due to their ability to scale quickly and efficiently support more workloads than traditional data centers. With greater data center virtualization, cloud operators are also able to achieve greater operational efficiencies while flexibly delivering a growing variety of services to businesses and consumers with optimal performance. To better understand data center growth, new analysis on application workloads was developed for this year’s report. The following business and consumer projections were revealed: Business workloads dominate data center applications and are growing. Business workloads will grow by 2.4 fold from 2015 to 2020 but their overall share of data center workloads will decrease from 79 to 72 percent. Consumer workloads, while smaller in number, are growing faster. During the same time, consumer workloads will grow faster by 3.5 fold. By 2020, consumer workloads will account for 28 percent (134.3 million) of total data center workloads, compared to 21 percent (38.6 million) in 2015. By 2020: video streaming workloads will account for 34 percent of total consumer workloads, compared to 29 percent in 2015; social networking workloads will account for 24 percent of total consumer workloads, compared to 20 percent in 2015; search workloads will account for 15 percent of total consumer workloads, compared to 17 percent in 2015. By 2020, 44 percent of traffic within data centers will be supported by SDN/NFV platforms (up from 23 percent in 2015) as operators strive for greater efficiencies.

SHIPMENT SHARE BY VENDORS (%), INDIA PC MARKET Q4 CY 2016

EXECUTIVE MOVEMENT

AXILSPOT has announced the appointment of Pinaki Chatterjee as Director for Sales, India & SAARC. Yashpal will lead the alignment of the Information Technology Strategy with the Business Strategy at Intex. Sophos has announced the appointment of Joergen Jakobsen as regional vice president for Asia-Pacific and Japan (APJ).

Source: IDC Asia Pacific Quarterly PC Tracker, November 2016

12 SME CHANNELS DECEMBER 2016

SNIPPETS

Veritas launches NetBackup 8.0 EDM solution The new solution builds on the foundation of Veritas’ NetBackup to integrate data visibility, application resiliency and copy data management so organizations can uphold their most critical asset—data. In this era of digital transformation when operating a business requires constant uptime, the risk of data loss is always at the forefront of financial, healthcare, media or any data driven enterprise. To meet these needs, Veritas has for over a decade offered capabilities that include industry leading insight, availability and data protection technology. Veritas is executing on its strategy announced at Veritas Vision to accelerate digital transformation converging these three capabilities to deliver a 360 data management solution that helps reduce risks, ensures application service levels, assists in meeting regulatory compliance demands and offers rapid access to data.

IBM COMPLETES SANOVI TECHNOLOGIES ACQUISITION IBM has completed the acquisition of Sanovi Technologies, that provides hybrid cloud recovery, cloud migration and business continuity software for enterprise data centers and cloud infrastructure. Adding these capabilities along with advanced analytics will better enable IBM to bolster its Software Defined Resiliency strategy and delivery of Business Continuity and Disaster Recovery services for clients undergoing digital and hybrid cloud transformation. With Sanovi’s software, IBM will further empower clients to redefine their disaster recovery strategy in the face of unprecedented industry change. The addition of Sanovi’s orchestration technology to IBM’s existing resiliency portfolio offers a solution that helps simplify and automate the disaster recovery process, helps to manage recovery workflows, and can help to reduce recovery time, operating costs, and disaster recovery drill testing time. From a central dashboard, resiliency professionals can automate and monitor recovery point and time objectives in their disaster recovery environments by application, server, or data base to work towards business driven recovery outcomes. IBM plans to integrate the Sanovi capabilities into the IBM Global Technology Services unit. IBM Resiliency Services is designed to anticipate and confront the growing range of natural and man-made risks surrounding businesses today and was named a Leader for the second consecutive year in Gartner’s June 2016 Magic Quadrant for Disaster Recovery as a Service. Moving forward, IBM envisions leveraging Watson Analytics to expand Sanovi’s DRM capabilities and enable organizations to move from business continuity planning to more proactive resiliency programs that help anticipate potential failures.

MSI Announces 11 More Service Centers Across 10 Indian Cities MSI unveiled 11 more locations to its Regenersis network. This expansion will help the company provide official support in more locations and highlights MSI’s dedication to the Indian market. With even more local knowledge and personnel, MSI is dedicated to the goal of maintaining customer gaming gear of the highest possible standard. To highlight its devotion in being a leader in gaming notebooks, MSI is offering free upgrade services and end of year cleanup till January 2017. With working hours of 9:30AM to 6:30 PM, Monday to Saturday, customers can fetch a wide window of availability to fit their busy schedules and the toll free hotline and email address offers plenty of ways to get fast reliable service. Toll Free Number: 1800 120 6080, Email: Customersupport@regenersis.com India is a vast and diverse country with a modern and busy population. In order to customize the service in each area and decrease searching and wait times, MSI and Regenersis are eager to open new centers in a variety of locations. The 10 cities include-: Mumbai (x2), Delhi, Bangalore, Hyderabad, Chennai, Pune, Ahmedabad, Kolkata, Chandigarh, and Lucknow.

NVIDIA strengthens AI innovation with Start-up Program NVIDIA, the AI computing company, has launched the NVIDIA Inception program in India, in recognition of the country’s potential for artificial intelligence innovation. Inception is a virtual incubator program to support startups with revolutionary ideas in AI. Members will receive a custom set of benefits, from hardware grants and marketing support to training with deep learning experts. The Inception Program was launched in India at the inaugural NVIDIA Emerging Companies Summit India, part of the GPU Technology Conference (GTCx), aimed at bringing together the brightest minds and greatest ideas in GPU computing. Vishal Dhupar, Managing Director – South Asia, NVIDIA said, “We believe the next generation of breakthroughs in technology and business will be driven by the AI startup community. Young India’s aspirations, ideas and potential are global in scale, and we are excited to amplify the imagination and intelligence of the country’s brightest minds through the Inception Program and the Emerging Companies Summit.”

14 SME CHANNELS DECEMBER 2016

Avaya raises customer experience bar for mid size businesses Avaya unveils a new version of the company’s contact center platform that enables midsize businesses to rise above the competition by offering a superior, omnichannel customer experience. Research data finds that 60% of consumers surveyed stated their expectations for customer service are higher now than they were just one year ago. In addition, by 2020 customer experience is expected to surpass product and price as the key brand differentiator. Finally, Aberdeen Group (2015) research shows significant increases in customer retention, profitability and growth for those companies that deliver best-in-class customer experiences over those that don’t. Avaya IP Office Contact Center 10 extends Avaya’s industry leading contact center innovations that deliver efficient, personalized customer service, lower costs, and increase profitability. Midsize companies can quickly and easily define and deploy an omnichannel strategy that encompasses the entire customer journey, from proactive, outbound capabilities, etc.

SNIPPETS

IT Spending to reach $72.4 Billion by 2017; predicts Gartner

KPMG, MICROSOFT ESTABLISH IOT ADVISORY PARTNERSHIP

Gartner analysts are discussing the key IT and business issues that are driving the evolution of digital business this week during Gartner Symposium/ITxpo here through Friday. Analysts said the key vertical segments driving IT spending growth include the communications, media and services, banking and securities, manufacturing and utilities markets. “’Make in India’ is set to boost the manufacturing sector, as well as make it easier to attract investment, and ‘Digital India’ is focused on creating digital infrastructure, digital delivery of services and increased digital literacy,” said Partha Iyengar, Gartner Fellow and head of research at Gartner India. “Software and IT services spending is projected to have the highest growth rates as companies work towards creating digital applications on which enterprise organizations’ digital business models are being built.”

Dell EMC all set for Digital Transformation

KPMG in India and Microsoft India have established a strategic Internet of Things (IoT) Advisory partnership, which will enable them to combine their advanced technologies, industry insights, and creative thinking to accelerate the digital transformation of large and mid-market Indian enterprises. “Microsoft and KPMG have been long standing partners and we are happy to open another chapter of this relationship in India. The partnership brings together KPMG’s consulting expertise on digital transformation with Microsoft’s proven experience in spearheading large IoT implementations. The IoT Advisory will help define IoT usage scenarios for customers and then implement them for desired business impact, said Peter Gartenberg - General Manager, Enterprise and Partner Group, Microsoft India. Speaking about the association, Rachna Nath, Partner and Head, Digital Consulting, KPMG in India, said, “Our alliance in India is a strategic step towards helping our customers achieve valuable business insights to make smart decisions faster while managing risk, compliance and security. This collaboration will help customers drive productivity and better performance, and help transform their business. KPMG in India will also extend its services to the entire spectrum of Microsoft Productivity Tools, Intelligent Cloud, Blockchain technology and Cyber security amongst others.” Around the globe, KPMG is successfully bringing together its business transformation expertise with Microsoft’s industry-leading cloud technologies and business solutions to give companies the combined business and technological strengths they need to be successful. A similar association is replicated in India, where Microsoft is the only cloud service provider with an open, flexible platform that delivers a full range of offerings from local datacenters.

Dell EMC has announced a wave of products, solutions and consumption models designed to help customers transform IT on their way to becoming a digital business. Digital disruption is shaking up all types of organization in all industries. In a recent Dell Technologies study, half (48%) of global business leaders from mid-size to large enterprises confessed they don’t know what their industry will look like in three years. They agreed that moving toward a cloud model, expanding software development capabilities and enabling faster innovation and deeper insights from data are key strategies to digital transformation. However companies are struggling to evolve their data centers, with 69% saying they are being held back by too many traditional applications.

WD expands Scale portfolio of Data Center Storage

Epson rolls out new 3LCD home theater projector

Focused on addressing cloud-scale challenges, Western Digital Corporation has announced the introduction of a new entry-level storage system. Expanding its existing systems, solutions and platforms portfolio, the new plug-and-play object storage system, the ActiveScale P100 system, provides the foundation for the future of petabyte (PB) scale storage infrastructure. The ActiveScale P100 joins the Data Center System (DCS) business unit’s portfolio that also includes the Active Archive System, the InfiniFlash all-Flash storage platform, and the disk-based platforms. The ActiveScale P100 is an economic entry-level configuration that scales from 720TB to 2PB of raw capacity to meet application data growth needs in increments of easy-to-install capacities.

Epson has launched the new EH-TW8300 home theatre projector with 4K content support and HDR. The new model will replace the previous Epson home cinema projector EH-TW8200. The newly designed home cinema projector delivers 2,500 lumens of color brightness and 2,500 lumens of white brightness. The projector is engineered with up to 1,000,000:1 dynamic contrast ratio and displays high dynamic range content, with eyepopping bright colors and deep, dramatic ultra blacks for a fully immersive large-screen experience. With Epson EH-TW8300, you can discover a whole new way to watch movies — the way filmmakers intended!

16 SME CHANNELS DECEMBER 2016

SNIPPETS

Dell announces next-gen data protection solution To provide data protection with a single console, Dell has announced the release of Dell Data Protection | Secure Lifecycle, the next-generation data protection solution to protect business data wherever they travel. The latest addition to the Dell Data Security Solutions portfolio, Secure Lifecycle protect critical business data at all stages of the lifecycle – at rest, in motion, and in use – whether inside or outside of a network. It also provides the ability to define access rights at a granular level, giving IT leaders the authority

to restrict individual file access rights only to those that ‘need to know.’ Existing solutions address only elements of data security and are unable to protect data that leave an organization’s environment. Among its most important capabilities is delivering visibility into where data are, regardless of where they have moved. It provides ubiquitous coverage across devices and operating systems, safeguarding files on external storage such as USB keys and major public cloud services.

HID Collaborates with Honeywell HID Global has announced that Honeywell Building Solutions has integrated HID technology into its new Honeywell Vector Occupant App to transform the work environment, giving building occupants convenient, connected experiences in facilities. With mobile access as one of its key features, the new Honeywell Vector Occupant App makes it possible for building occupants to use their mobile devices for card-free secure access to a single area of a building, an entire facility or multiple locations around the globe. “HID Global shares a commitment with Honeywell to deliver a more satisfying, mobilecentric experience in smart buildings,” said Harm Radstaak, Vice President and Managing Director of the Physical Access Control Solutions business with HID Global. “We look forward to exploring opportunities with Honeywell to extend the benefits of using trusted identities on mobile devices for a variety of building services and applications.”

DIGEST LEADTEK UNVEILS NVIDIA QUADRO P6000 AND P5000 GRAPHICS CARDS : LEADTEK announced its first two professional graphics cards based on the latest NVIDIA Pascal architecture to fill out the high-end Quadro family, the Quadro P6000 and the Quadro P5000. These new models deliver better visualization and compute performance than the previous generation Quadro products and enable the most detailed, life-like VR experiences possible. The Leadtek Quadro P6000 is the world’s most advanced professional graphics solution ever created, combining the same Pascal GPU used in the recently-announced NVIDIA Titan X Pascal. However, the Leadtek Quadro P6000 has 3,840 CUDA Cores, which is higher than Titan X of 3,584 CUDA Cores.

ESCAN GETS AV-TEST CERTIFICATION The results showed that eScan Internet Security Suite successfully blocked malicious malware and Trojans infections in the test conducted by AV-TEST. AV Test is one of the benchmark tests for IT security products towards protecting from the growing malware and virus threats. eScan R&D teams relentlessly work towards providing a robust and latest security solution to its users for safe online activities. eScan Internet Security Suite has surpassed all the norms and standards in order to receive the award.

MSI DEMONSTRATES ITS NEW LINEUP OF VR READY PCS

Built to help small-to-midsize enterprises better manage the massive amounts of data they create and consume, Seagate Technology has unveiled the Seagate IronWolf Pro for NAS applications. IronWolf Pro empowers SMEs to keep the right data ready for use with extreme workload rates of up to 300TB, and blistering fast access, so they can quickly discover and capitalize on new business opportunities. IronWolf Pro now comes standard with a two-year Seagate Rescue Data Recovery Service Plan, meaning IronWolf Pro drives are covered when disaster strikes - such as a flood, fire or accidental damage. In addition to IronWolf Pro, Seagate’s BarraCuda Pro drives also come standard with recovery services for complete peace of mind across the entire Pro series. The NAS market is expanding at a furious rate and is expected to reach US $7B in 2017, as reported by Global Industry Analysts, Inc.

MSI demonstrated its state of the art gaming and workstation PCs in its Tech Evolution event, held in the cities of New Delhi and Mumbai. The event witnessed the gathering of industry veterans in the PC segment as well as gaming enthusiats who personally experienced the emerging era of VR compatible gaming PCs. The new systems are tailored to deliver full gaming and workstation class GPU power in a significantly small encasing. The VR One backpack on the other hand is the first PC compatible device to furnish a full VR capable performance with no trailingwires. Sharing his delight on the showcasing of the new liner up, Eric Kuo, VP, Global Sales and Marketing, MSI said, “Our highly skilled team at MSI is committed to establish new benchmarks in the PC industry. The new VR ready PC line up will enable the next generation gamers, experience a whole new level of PC gaming.’’

QNAP releases QmailClient Mobile App

DATACENTER DYNAMICS APAC AWARDS 2016: NETMAGIC GETS RECOGNITION

Seagate intros 10TB IronWolf Pro for NAS apps

QNAP Systems has released the QmailClient mobile app for iOS and Android devices, enabling users to check multiple email accounts on the go, and to browse and send emails using the QmailAgent on their QNAP NAS. “QmailClient provides a handy tool for managing multiple email accounts from one place,” said Christine Wang, Product Manager of QNAP. “It not only supports reading and sending emails, but also allows for attaching files stored on the QNAP NAS for greater convenience.” In addition to quick email search, QmailClient pairs with a QNAP NAS for more practical usage. Users can easily send an email with files attached from their QNAP NAS wherever they are. When inserting large files, a NAS share link or Google Drive link can help send attachments without exceeding file size limits.

18 SME CHANNELS DECEMBER 2016

Netmagic, an NTT Communications company has announced that the company has been tagged as the “Data Center Critical Environment Team of the Year” at the DCD 3rdAsia Pacific Awards 2016 held in Hong Kong. Netmagic is the only Indian Entity to have ever once received an award in IT infrastructure space especially for the lifecycle of Data Centers including all the three aspects in design, build and manage the Datacenter in the Asia Pacific region. In addition, NTT Communications also won two other awards - “Service Provider Data Center” and “Critical Environment Future Thinking” category.

SNIPPETS

Wacom has unveiled Intuos 3D Wacom has unveiled Intuos 3D, the firstever complete and affordable 3D solution that provides all the necessary tools to create printready three-dimensional designs on a PC or Mac computer. By introducing an accessible 3D design and modeling product, Wacom is leading the way in popularizing the creation of cool and imaginative 3D art and design for a wide demographic. Wacom’s Intuos 3D comes to the market at an ideal time as interest in three-dimensional design and printing is growing rapidly. “While 3D design and DIY printing has become extremely popular, Wacom determined an existing opportunity to improve the front-end of the creative design process and deliver a complete solution designed specifically for 3D enthusiasts, particularly those just getting started,”says Jeff Mandell, Executive Vice President of Wacom’s Branded Business.

LG India introduces ‘No Cash No Worry’ campaign LG Electronics India has announced “No cash No worry” campaign to enable customers hassle free purchases of consumer durables. This attractive consumer-centric campaign, “60 days EMI holiday offer”, will take away the worries of cash payments at the time of purchase. On the occasion Niladri Datta, Corporate Marketing Head, LG Electronics India said; “LG has constantly worked towards creating a good life for its consumers by providing the best of products that are high on innovation, technology, usability and style. We have designed this campaign to help customers purchase consumer durables without paying cash. Under this attractive finance offer, the 1st EMI will start post 60 days of purchase date, we have tied up with Bajaj Finance for this. The offer is applicable across various segments of LG’s consumer electronics and home appliances with Zero Down Payment and Zero Interest at select retail outlets. Without worrying about cash crunch, this Chrisas and New Year, bring home a reason to celebrate - the futuristic LG OLED TV. Being hailed as the ‘future of television’, OLED TVs boast of self-lightning pixels and the High Dynamic Range (HDR) technology which creates sharper colors, perfect blacks, infinite contrast and absolute clarity. They are powered with Dolby Vision technology, UHD quality, Harmon Kardon speakers and webOS 3.0.

Unistal brings in next-gen Locate Laptop Unistal Systems has come up with advanced version of software product Locate Laptop. Locate Laptop keeps a track of laptop’s location whenever laptop gets connected to internet. What matters is not just the laptop, but also the valuable, sensitive and confidential data in it. It contains a smart agent, designed to collect and transmit critical data required to pinpoint laptop location which can be checked on Google Maps to identify the current location of unauthorized user in case of a theft. It can silently inform you, about the location of your employee’s laptop! Locate Laptop is now capable of capturing the photo of the user who is operating the laptop and send it to the web server from where it can be retrieved in case of any theft or in case the employers wants to know who is operating on its assigned laptop. Predefined settings allow the user to encrypt classified files and folders whenever laptop is not connected to internet for specified period or is detected stolen. It monitors the Location, IP Address, and Internet Service Provider with date and time. It allow user to submit Theft Report online and provides regular Status Updates of laptop location on email. Users now can easily register for 1 year subscription.

SUSE, Pi DATACENTERS join hands over Cloud, SDDC Services SUSE has partnered with Pi DATACENTERS to offer Cloud and SDDC services in India Pi is a state-of-the-art, greenfield data centre organization and an enterprise cloud service provider based in Amaravati, the capital region of the newly re-organised state of Andhra Pradesh. SUSE and Pi DATACENTERS will collaborate to offer a complete spectrum of Cloud and Hosting services to customers in India. Pi DATACENTERS is the first 100 percent Software-Defined-DataCenter (SDDC) & Cloud Service Provider in India to have adopted SUSE OpenStack Cloud. SUSE OpenStack Cloud will power Pi to offer a robust platform on which independent and isolated Clouds could be provisioned as a part of its various industry-specific Cloud solutions. Pi currently offers customized Cloud solutions for verticals across IT/ITES, BFSI, Government & PSU, Manufacturing, Healthcare, Education, E-Commerce and Retail. Says Kalyan Muppaneni, Founder & CEO, Pi DATACENTERS. “With a significant part of industry being on SUSE Linux already, it would be of utmost ease for enterprises to migrate on @PiCloud powered by SUSE OpenStack.”

20 SME CHANNELS DECEMBER 2016

Canon expands projector portfolio Canon India launches new models under their Projector series, thereby strengthening Canon’s projection portfolio. The new launch includes LX-MU800Z, XEED WUX6010 and XEED WUX 450ST, loaded with world-class technology and user-friendly features. The LX-MU800Z projector comes equipped with new Laser Light Source technology which has been introduced by Canon for the first time for its range of projectors. A perfect choice for digital signage and art exhibitions, the products are ideal for a range of applications where excellent image quality and low maintenance are essential. The XEED series projector comes with new features like hardware edge blending that gives you effortless flexibility and control over image presentation. The XEED models are also equipped with Canon’s proprietary LCOS (Liquid Crystal On Silicon) technology to create projections free of the lattice effect. Bhaskhar, VP – Business Imaging Solutions Division, Canon India said, “In accordance to our constant pursuit of developing innovation led products, we are excited to introduce our new range of projectors. The new models offer unmatched image quality and brightness along with lower operating costs enabling both businesses and end-users to deliver optimum results at a minimum cost.”

International Exhibition & Conference

SNIPPETS

HP becomes number one in PC Market in India; IDC report According to International Data Corporation (IDC), the overall PC shipment for Q3 2016 stood at 2.51 million units i.e. a quarter on quarter growth of 17.3 percent over Q2 2016 and year on year decline of 22.5 percent over Q3 2015 The overall consumer PC Market recorded 1.37 million units, a quarter on quarter growth of 31.0 percent over Q2 2016. According to Manish Yadav, Associate Research Manager, Client Devices, IDC India “With increased consumer confidence; backed by strong festive demand, decent monsoon and positive economic outlook, eventually drove the pockets of investment in the quarter ”. The commercial PC Segment recorded 1.13 million unit shipments in Q3 2016 i.e. a 4.1 percent quarter on quarter increase against Q2 2016.

LOGITECH TO WIDEN RETAIL FOOTPRINT; SIGNS SUPERTRON AS ND Logitech India has announced its strategic national distribution partnership with Supertron Electronic Pvt. Ltd. Under the partnership, Supertron will be responsible for retailing Logitech products across its 53 outlets in India. Logitech will leverage the Supertron outlets across India as a touch point for consumers. `r321Commenting on the partnership, Moninder Jain, Managing Director, ASEAN & India Region and Vice President at Logitech said, “This partnership is an extension to Logitech’s commitment to give a great buying experience to its customers. With its strong retail presence in India, Supertron will be able to offer the wide range of Logitech products to more consumers.” He further added, “Supertron is one of the fastest growing IT distributors in India known not only for its distribution strength but also for its efficiency in acting as an extended arm of vendor thus adding value to the chain. We find great synergy in this partnership and are confident that Supertron’s reach and strength of channel penetration will help Logitech to grow further in the Indian market”.

Lack of industry standards are key barriers for cloud adoption; Survey Instasafe Technologies and Cloud Security Alliance (CSA) have jointly released the results of a joint survey - “State of Cloud Adoption & Security in India”. The survey was released at the 4th CSA APAC Congress in Bangalore by Aloysius Cheang, EVP & MD – CSA APAC & Sandip Kumar Panda, CEO – Instasafe. While moving to the cloud is an infrastructure imperative that most organisations in India are actively pursuing, security aspects of moving their applications and data to a cloud provider are the key factors affecting the widespread adoption of cloud. The benefits for enterprises moving to the cloud are clear: greater business agility, data availability, collaboration, and cost savings and these are being actively weighed against the risks of security breach and data loss. “Instasafe looks forward to contributing to CSA’s initiatives and research and helping to build better and stronger cloud security standards and best practices” said Sandip Kumar Panda, CEO, Instasafe Technologies.

Demonetization slows down PC, mobile devices market in India: says IDC Indian government’s demonetization move of making old 500 and 1000 Rupees notes invalid as legal tender in the country has led to a slow down across many industries and consumer devices market seems to be no different. Cash is a dominant mode of transaction in the devices market as it enables quick transaction turnaround thus providing much needed liquidity for maintaining the demand and supply mix in the devices business. Cyclically, consumer purchases see a slowdown post the festival season in India. However, this year with the demonetization process underway, the sequential decline is likely to be higher owing to the cash crunch the country has been facing since the second week of November. This has already resulted in significant slowdown of demand across PC and Mobile devices; not just in offline retail but in online channel as well, where Cash-On-Delivery (COD) contributes to a substantial portion of the sales.

22 SME CHANNELS DECEMBER 2016

Kaspersky Lab Data Protection Technology gets FIPS 140-2 Certification Kaspersky Lab has reported that its encryption technologies for businesses have been successfully certified by the National Institute of Standards and Technology (NIST) as fully compliant with the Federal Information Processing Standards (FIPS) 140-2 standard. The FIPS 140-2 is the national computer security standard for the United States of America and introduces strict requirements for the operation of a cryptographic module. The independent assessment by this reputable authority, along with similar certifications in other countries, confirms the efficiency and safety of encryption routines available for Kaspersky Lab’s corporate customers. Kirill Kertsenbaum, Enterprise Solutions Director at Kaspersky Lab, comments: “Our goal is to ensure that our solutions meet all the requirements of businesses around the world, including government regulations. Being compliant with FIPS 140-2 supports the successful execution of our enterprise business strategy in the USA and Canadian markets, and provides all current and potential customers with yet more proof that our data protection technologies meet the strictest requirements for data safety.”

GUEST TALK

IT DISTRIBUTION STRATEGY

CHANNEL PARTNERS INVESTMENTS IN EMERGING TECHNOLOGIES The relationship between OEMs/Service Integrators and their partners/resellers used to revolve around products. That’s not the case anymore as partners see a shift in the ratio of revenue augmentation from products and services.

RAHUL GOSWAMI Director Consulting Specialist– Sales & Marketing Advisory services. Hewlett Packard Enterprise (HPE) BRIEF PROFILE With significant years in IT industry, rahul Goswami is an Indian author & Poet and works in the areas of sales and solution support consulting, based out of bangalore (India). a certified consultant in sales & marketing advisory services, rahul is also a member of “academy of american Poets”, and loves to explore his poetic writings to drive creative transformations in his works. With his viewpoints covered in Indian media publications, rahul likes to write in the areas of sales effectiveness, Technology & business marketing

We’re in the midst of a transformational market where end-user buying behavior is changing to include line of business (LOB) managers and CIOs in addition to IT, and where the core technology areas around the third platforms standardization - mobile, social, cloud and big data - are becoming key in addressing customer business issues. For channel partners, this transformation not only represents new business opportunity but also big changes in their businesses. And for many channel partners who still make most of their revenue on legacy technology, such as hardware, servers, storage, networking and desktops, change is tough. That’s where the IT distribution strategy fits in. To keep the attention of their partner customers as they change course and to keep revenue coming in, IT distributors are expanding their enablement prowess to offer partners the support and services they need to grow their businesses and move forward. The solution is simple. How partners get to where they need to go -- cloud services, managed services, mobile solutions, selling to LOB managers, etc. -- is dependent, to a good degree, on the vendor and the distributor. The minimum investment for distributors now includes field resources, solution centers,

and training and education that focus on competencies and LOB selling. That’s why distributors such as Avnet, Ingram Micro, Tech Data and Synnex are making big investments in cloud, strategic business units and vertical lines. We can clearly see a transition from investments into legacy platforms and System of Records (SoR) technologies to System of Records (SoR) technologies. Because the vendors’ downstream alliance partners, distributors reach out to VARs that vendors cannot reach directly because they can’t afford to. The goal of distributors, however, is the same as that of their vendor partners. The IT distribution strategy is to strengthen the channel partners’ role as an influencer with their customers by deepening a partner’s expertise around vertical markets, cloud and business solutions. In their efforts to provide more core value to their partner customers, IT distributors are adding new enablement capabilities for marketing support services, such as analytics support. There are also professional service automation (PSA) tools from companies like ConnectWise, Autotask and Tigerpaw Software to compete with, as well as remote management and monitoring (RMM) tools from companies like Kaseya, LabTech and MAXfocus. Both represent “a single pane of glass” for service departments and managed services providers to do their jobs. While the evolution of distributors is still a work in progress, channel partners need to consider what the distributors bring to the table, especially if they’re looking for help in the sales cycle, in order to streamline the Configure, Price, Quote (CPQ) and QuoteTo-Cash (QTC) strategies of many companies. The focus is on technologies that support systems of records and systems of engagements that enable greater speed, scalability and real-time integration for diverse systems, apps, and platforms. IDC is pre-dicting that over 90% of net-new commercial apps will be developed for the cloud going forward, and that 70% of CIOs will adopt a cloud-first strategy by 2018.

SME CHANNELS 23 DECEMBER 2016

PRESE NTS

18 NOVEMBER 2016, CROWNE PLAZA, OKHLA, NEW DELHI smechannelsmagazine

50 AWARDS HAS BEEN GIVEN TO TOP INDUSTRY BODIES IN DIFFERENT CATEGORIES

24 SME CHANNELS DECEMBER 2016

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he National Capital of India has recently witnessed the Knowledge Forum – cum – Felicitation Ceremony of the channel partners and the vendors in India’s IT Industry by SME Channels with Axilspot as its title sponsor. The gala event brought in a gathering of partners, vendors, SPs, VARs, heads of top IT associations, CIOs, CTOs and prominent dignitaries from IT Ministry and departments of Service Tax and Value Added Tax (VAT). The awards gala night celebrated the growth of the Indian IT Channel and motivated the Industry recognizing and rewarding outstanding performance in the space. In its 6th year, the SME Channels Summit & Awards 2016 recognized 50 top performing channel partners with Super50 Awards and 50 top performing vendors with Achievers’ Awards as well as CIOs across the country with Top20 CIO Awards. All

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these awards were decided on the basis of the nominations, partners and vendors feedback. There were all total over 130 awards in different categories. The first part of the event saw the industry leaders and channel partners interact with each other through presentations and panel discussion about key challenges and opportunities in the market. The theme of the Panel Discussion was “Growth Strategy of Indian Channel Partners Beyond 2020”, the presentations were around ethical practices, cloud computing, security, among others. The panel discussion enabled IT channel partners and vendors to get vital insights into industry trends and what key aspects are shaping up the market. the panel discussion witnessed the participation of Indian IT veterans including Alok Gupta, President, PCAIT, Ranjan Chopra, Chairman, Team Computers, Pratap Mondal, Enterprise Sales Manager – South

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Asia, Kaspersky Lab, Rahul Goswami, Sales & Solution support Consulting, Enterprise Solutions Center, HPE, Anil Sethi, Director & General manager, Dell EMC, Alok Verma, Regional Manager Sales, VMware India and Vipul Dutta, Chairman, ISODA. The session deliberated on the transformation of Indian ICT landscape as technology convergence and collaboration form the new norm and the challenges involved in looking for new business avenues in IT. Top officials from ICT bodies ISODA, PCAIT, FAIITA and CMDA including Champak Raj Gurjar, President FAIITA, Alok Gupta, President, PCAIT, Saket Kapur, General Secretary, PCAIT, Vipul Datta, Chairman, ISODA presided over the summit and the discussion participants ranged from Channel Partners, ITDMs, representatives from SMEs and Enterprises. lets have a glimpse on awardee partners in Super 50 category.

HEAD OF THE ORGANIZATION RANJAN CHOPRA, TEAM COMPUTERS

ANIL SETHI OF DELL EMC GIVING AWAY SUPER50 AWARD TO TEAM COMUTERS

YEAR ON YEAR GROWTH PERCENTAGE

33%

AVERAGE OF 5 YEARS

NUMBER OF CERTIFICATES

GROWTH PLAN FOR 2017

40 percent growth

MESSAGE FOR PEER GROUPS stay relaxed stay focused. india is a growth market. we need to continuously build our competence.

CORE STRENGTH AS A LEADING PARTNER National presence in all states and sales & support.

HEAD OF THE ORGANIZATION Atul Gupta, Deepak Sachdeva

NUMBER OF CERTIFICATES Lenovo, Dell, Netis, 3M, Kensington, Targus, Liteon, Lapcare, Ligowave, Microtik, Dymo Cardscan and Baffo

AWARD AND RECOGNITION • A widespread national distribution network (32 branch offices )and a well established supply chain network with over 6000 channel partners. • Covering 150+ cities across India. • Strong relationships with most of the premier vendors of IT hardware • We also offer high quality servicing of laptop mainly related to replacement of Keyboard, Hinges and Screens.

SANIB MOHAPATRA, PUBLISHER, SME CHANNELS GIVING AWAY SUPER50 AWARD TO RX INFOTECH PVT LTD

COMPANY PROFILE Rx Infotech was established in 1998 as the most promising distributor, supplier, importer and of best in class accessories, add ons and spares to enhance working on a laptop/desktop/servers. It is the only place to get everything about spares and accessories under one roof.

YEAR ON YEAR GROWTH PERCENTAGE

40% SME CHANNELS 25 DECEMBER 2016

HEAD OF THE ORGANIZATION Vishal Bindra

ACPL SYSTEMS PVT. LTD.

YEAR ON YEAR GROWTH PERCENTAGE

40% NUMBER OF CERTIFICATES 80

CORE STRENGTH AS A LEADING PARTNER Cyber Security

BIGGEST ACHIEVEMENT IN 2016

MESSAGE FOR PEER GROUPS

Launched our own SSL-VPN product

You guys inspire me everyday with your competition

GROWTH PLAN FOR 2017 We are setting up world class managed security centre

HEAD OF THE ORGANIZATION

NUMBER OF CERTIFICATES

GURPREET SINGH Dell-EMC Premier, Cisco Premier, HP Gold, Commvault Gold, VMware,

CORE STRENGTH AS A LEADING PARTNER

ANIL SETHI OF DELL EMC GIVING AWAY SUPER50 AWARD TO ARROW PC NETWORK PVT LTD

We believe in earning profit as well as trust of customers. We have a strong team who understand customerâ&#x20AC;&#x2122;s business and create innovative & customised IT solutions.

BIGGEST ACHIEVEMENT IN 2016 (i)Complete IT infrastructure of a multinational NGO running hospitals at remote locations all over India. (ii)Data Centre upgrade/renovation for a hospital in Delhi. (iii)Complete networking of stores for a multinational garment fashion company PAN India including IOT.

GROWTH PLAN FOR 2017 To increase financial and technical capabilities to provide innovative IT solutions to growing companies PAN India. To increase engagement with OEMs investing in IT eco system. To become first choice for our customer, vendors and employees.

YEAR ON YEAR GROWTH PERCENTAGE

40% 26 SME CHANNELS DECEMBER 2016

MESSAGE FOR PEER GROUPS Focus on building your team & internal capabilities. Become more employee friendly organisation and your employees will take care of your customers.

HEAD OF THE ORGANIZATION SANDEEP JAIN

ANIL SETHI OF DELL EMC GIVING AWAY SUPER50 AWARD TO ARYAN COMPUTERS & PERIPHERALS

YEAR ON YEAR GROWTH PERCENTAGE

NA PARTNERS IBM, Cisco, Motorola, AMP/Tyco, Citrix, Vmware, Cyberoam, Airtel, Microsoft, Lenovo, TVS Electronics, Brother, D-Link, LinkSys

AWARDS AND RECOGNITIONS Year 2011, Sold our First Cloud Based Solution worth INR 3 Crores to “RSPL

Limited” Year 2011, Sold IBM Blade Center H with Power Blades and v7000k Storage for SAP worth INR 1.25 Crores to “Lohia Starlinger Limited” Year 2012, Become Lenovo Regional Distributor for Eastern UP. Year 2012, Did Optical Fiber Laying of more than 4.5 KM at “Lohia Starlinger Limited”.

SOLUTION/SERVICES Consolidation Virtualisation Business Continuity Cloud Data Center (iii)Complete networking of stores

COMPANY PROFILE

Computers & Peripherals specializes in installing and maintaining various types of Servers, PCs, its Peripherals, Networking, Wireless Networking, WAN and Structured Cabling. Equipped with sophisticated tools and qualified as well as experienced services engineers, Ready to give Various IT enabled Solutions and Services to the End Users.

Established in the 1994, Aryan

HEAD OF THE ORGANIZATION

NUMBER OF CERTIFICATES 12

Arun SC, Deepak Cano

SOLUTION/SERVICES Enterprise Solutions End User Computing Network Solutions Security Solutions Software Solutions

ANIL SETHI OF DELL EMC GIVING AWAY SUPER50 AWARD TO ASPIRE NXT PVT LTD

AWARD AND RECOGNITION Dell – Best Strategic Partner 2016 Dell – Highest Enterprise Revenue 2016

COMPANY PROFILE Formerly 3in Solutions, Aspire NXT has been growing at 300% year on year. We believe investing in the right set of people and tools is the foremost growth generator for our organization. Our financial strength and priority for customer experience is what drives us to aspire to new heights

YEAR ON YEAR GROWTH PERCENTAGE

NA SME CHANNELS 27 DECEMBER 2016

HEAD OF THE ORGANIZATION VISHAL GARG

ANIL SETHI OF DELL EMC GIVING AWAY SUPER50 AWARD TO BRUCKE NETWORKS

YEAR ON YEAR GROWTH PERCENTAGE

15% NUMBER OF CERTIFICATES YOU HAVE

BIGGEST ACHIEVEMENT IN 2016

core strength in licensing arena to get more business from this segment.

CORE STRENGTH AS A LEADING PARTNER

Successfully executing migration from old servers & softwares to latest versions with negligible downtime for a leading financial institution.

MESSAGE FOR PEER GROUPS

Providing most effective solution to the customer at competitive cost.

GROWTH PLAN FOR 2017

Focus on customer satisfaction. Revenue in-flow will start automatically.

Get more certifications. Leverage our

HEAD OF THE ORGANIZATION ALOK GUPTA

NUMBER OF CERTIFICATES YOU HAVE 58

YOUR CORE STRENGTH AS A LEADING PARTNER SI in real term

SANJAY MOHAPATRA OF SME CHANNELS GIVING AWAY SUPER50 AWARD TO CACHE INFOTECH PVT LTD

YEAR ON YEAR GROWTH PERCENTAGE

20%

28 SME CHANNELS DECEMBER 2016

YOUR BIGGEST ACHIEVEMENT IN 2016 Single order worth 9 cr of United Health Group (USA).

GROWTH PLAN FOR 2017 TO ACHIEVE 40%.

MESSAGE FOR YOUR PEER GROUPS develop a good presales strength in the organization and try to acquire all needs of the customer related to IT.

YEAR ON YEAR GROWTH PERCENTAGE

30%

HEAD OF THE ORGANIZATION KOTA SUBRAHMANYA, SURESH HR,

ANIL SETHI OF DELL EMC GIVING AWAY SUPER50 AWARD TO CENTRAL DATA SYSTEMS PVT LTD

YEAR ON YEAR GROWTH PERCENTAGE

20% NUMBER OF CERTIFICATES Cisco – Silver Partner HP – Gold Partner VM Ware – Enterprise Partner Dell – Preferred Partner APC-Schneider – Data Center Elite Partner Microsoft – Silver Partner Riverbed – Premier Partner

CORE STRENGTH AS A LEADING PARTNER

Specialized in providing IT Infrastructure Solutions with business practices built on Enterprise Networking, Security, Data Center and Collaboration areas.

BIGGEST ACHIEVEMENT IN 2016 We have executed several project in 2016 in the areas of Enterprise Networks, Security, Collaboration and Data Center & Virtualization. Apart

from the above, in Mobility space we have partners with VM Ware and Cisco Meraki. On Cloud front we offer Cisco Managed Security Services and Network Optimization services. This is apart from our existing cloud (O365) offering from Microsoft. With regards to Next-Gen security our practices are built around Cisco and Palo-alto platforms.

Planning for 25% to 30% growth

MESSAGE FOR PEER GROUPS We are going through an exciting journey, please make most of it.

GROWTH PLAN FOR 2017

HEAD OF THE ORGANIZATION

NUMBER OF CERTIFICATES 48

Ashwani Singh

CORE STRENGTH AS A LEADING PARTNER Over 140 implementations across verticals / Industry

ANIL SETHI OF DELL EMC GIVING AWAY SUPER50 AWARD TO CLOCKWORK BUSINESS SOLUTIONS

BIGGEST ACHIEVEMENT IN 2016 Clockwork started its service in the north east market with a License sale of over 50 users

GROWTH PLAN FOR 2017 Projecting a YOY growth at 50%.

MESSAGE FOR PEER GROUPS World is open for digitizations, opportunities galore when technology is adopted.

YEAR ON YEAR GROWTH PERCENTAGE

28% SME CHANNELS 29 DECEMBER 2016

HEAD OF THE ORGANIZATION Piyus Kanti

S C MITTAL OF BIZTEK ADVISORS GIVING AWAY SUPER50 AWARD TO CLOUDSTRATS TECHNOLOGIES PVT. LTD.

NUMBER OF CERTIFICATES 5.

STRENGTH AS A LEADING PARTNER Managed Services, Consulting, Cloud and Virtualization.

YEAR ON YEAR GROWTH PERCENTAGE

100% BIGGEST ACHIEVEMENT IN 2016

MESSAGE FOR PEER GROUPS

Cloudstrats Inc. setup its base in the United States

Our industry needs to make customers our top priority by focus on our teams, their skill and competencies to ensure world class support to our customers.

GROWTH PLAN FOR 2017 Achieve another 100% growth supplemented by international revenue from the US and EMEA regions. Establish our credentials as the market leader for niche Professional Managed Services..

HEAD OF THE ORGANIZATION P K Sharma

Comnet Vision established in 1996 to provide cutting edge technology solutions in the range of Products & services Solutions offerings to the customers in Corporate & federal where they have not reached and are needed the most. We seek to target those niche technology markets and companies who are willing to explore new product and markets for their expansion and have excellent expertise and resources in place, but do not have right markets, right customers and right contacts. Our major objective is to take Information Technology, Solutions and Products to customers across India.

YEAR ON YEAR GROWTH PERCENTAGE

NA DECEMBER 2016

The Comnet Vision has technical and strategic alliances with domestic and international majors like Suzuki Motor Cycle, Haldiram’s, Harley Davidson, TPG Vishal Mega Mart, MacDonald’s, BSES, Hero Motors, Snapdeal, Radio City, Spice Group, Bhushan Steels, Samsung India, etc.

COMPANY PROFILE

S C MITTAL OF BIZTEK ADVISORS GIVING AWAY SUPER50 AWARD TO COMNET VISION (I) PVT LTD

30 SME CHANNELS

SOLUTION/SERVICES

HEAD OF THE ORGANIZATION Vinod Kumar

S C MITTAL OF BIZTEK ADVISORS GIVING AWAY SUPER50 AWARD TO CORPORATE INFOTECH PVT. LTD.

NUMBER OF CERTIFICATES

YEAR ON YEAR GROWTH PERCENTAGE

47%

keeping customer satisfaction at highest priority”

CORE STRENGTH AS A LEADING PARTNER

BIGGEST ACHIEVEMENT IN 2016

• Quality. • Commitment to delivery. • Statutory regulations. • Discipline and healthy trade practices. “Quality services at competitive prices

• Microsoft: Public Sector Partner of the Year award. • NetApp: Partner of the Year Award. • Airport Authority of India Project (worth INR 19.5 crores) Anti-hijacking command control

centre at Rastpati bhawan, ATC tower (T-3 Delhi airport) & 12 airports across India. • DGS&D rate contract- Microsoft, Trendmicro, Netapp, and Huawei.

GROWTH PLAN FOR 2017 CIPL has a very strong plan and roadmap to achieve 150% growth rate in the current financial year.

HEAD OF THE ORGANIZATION D.K. Bajaj

MESSAGE FOR PEER GROUPS As CIPL moves on the growth path, it has a very strong plan and roadmap for its vendors, partners and customers. It has the passion, the tools, the infrastructure and the vision to provide complete IT solutions at one stop.

NUMBER OF CERTIFICATES Y Sonicwall, Cyberoam ( Sophos), VMWare, Citrix, Trend Micro, Dell, HP, Microsoft.

CORE STRENGTH AS A LEADING PARTNER Design, Deploy, Implement, Maintain, Monitor Cyber Security Solution Offerings. Also asses & recommend storage approach for enterprise.

S C MITTAL OF BIZTEK ADVISORS GIVING AWAY SUPER50 AWARD TO DM SYSTEMS PVT. LTD.

BIGGEST ACHIEVEMENT IN 2016 Won Many national awards, Dell sonicwall Awards and Cyberoam / Sophos Awards

GROWTH PLAN FOR 2017 Should be a Vendor of Choice for Enterprise & Emerging Customers of NCR for Cyber Security Solutions offering, Targeting for INR 25.0 Crore..

MESSAGE FOR PEER GROUPS Let us Sell value to our customers & Maintain Succint margins.

YEAR ON YEAR GROWTH PERCENTAGE

25%

SME CHANNELS 31 DECEMBER 2016

P RESEN TS

18 NOVEMBER 2016, CROWNE PLAZA, OKHLA, NEW DELHI

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AXILSPOT BRAND LAUNCH

BRUCE ZHOU, CEO, AXILSPOT IS GIVING A PRESENTATION ABOUT AXILSPOT

LAUNCH OF BRAND AXILSPOT IN INDIA (FROM THE LEFT) PINAKI CHATTERJEE VICE PRESIDENT SALES, INDIA & SAARC. , AXILSPOT, GLOBAL SALES DIRECTOR OF AXILSPOT, AUGUST CHEN AND BRUCE ZHOU, CEO, AXILSPOT

CHAMPAK GURJAR, PRESIDENT, FAAITA IS WELCOMING AXILSPOT TO INDIAN IT FRATERNITY BY OFFERING A WELCOME MOMENTO TO BRUCE ZHOU, CEO, AXILSPOT

32 SME CHANNELS DECEMBER 2016

ndia’s networking market has a great scope, as 90% of the market is yet to get streamlined. With the new Govt. initiatives, IT infrastructure will grow in rapid pace in the coming years. Typically rural market still seems to be an unchartered territory and is waiting to be explored. Keeping a note at this, AXILSPOT has made its entry at the Indian networking market just at the right time

“WE ARE ALREADY IN THE PROCESS OF CREATING STRONG INFRASTRUCTURE BY SELECTING STRATEGIC PARTNERS AND DISTRIBUTORS ACROSS THE COUNTRY TO ENSURE EASY AVAILABILITY AND SERVICE LOCALLY.”

HEAD OF THE ORGANIZATION Sumeet Prakash

S C MITTAL OF BIZTEK ADVISORS GIVING AWAY SUPER50 AWARD TO EMARSON IT SOLUTIONS PVT. LTD.

NUMBER OF CERTIFICATES 20

CORE STRENGTH AS A LEADING PARTNER Solution Selling with Highly Competent technical Team

YEAR ON YEAR GROWTH PERCENTAGE

30% BIGGEST ACHIEVEMENT IN 2016 Large Engagement in Building of Data Center.T.

GROWTH PLAN FOR 2017 Focus on Security, Wireless and Data Center Business.

HEAD OF THE ORGANIZATION Sunil Paul

SOLUTION/SERVICES E-Commerce Solutions, Web designing, Web Development, Application Development, SEO, SMO, Digital Marketing, Multimedia, Domain and Hosting, Mobile Applications.

COMPANY PROFILE S C MITTAL OF BIZTEK ADVISORS GIVING AWAY SUPER50 AWARD TO FINESSE IT LABS PVT. LTD.

Finesse Interactive Solution Pvt. Ltd is a global leader that integrates existing and latest technologies within small as well as large organizations. We have a diverse business portfolio in website design & development, SEO, SMO, Domain & Hosting, Application Development, Digital Marketing and Multimedia. We render end to end web solutions in a vibrant environment that leverage on technology. Our in house team of professionals work with the right technology and strive to explore new dimensions in order to deliver the best results to the clients.

YEAR ON YEAR GROWTH PERCENTAGE

SME CHANNELS 33 DECEMBER 2016

HEAD OF THE ORGANIZATION SUBBARAM GOWRA, CHIEF EXECUTIVE OFFICER, GBB(GOWRA BITS & BYTES

S C MITTAL OF BIZTEK ADVISORS GIVING AWAY SUPER50 AWARD TO GOWRA BITS & BYTES

YEAR ON YEAR GROWTH PERCENTAGE

15%

YOY(YEAR ON YEAR)

NUMBER OF CERTIFICATES VMware Enterprise Partner, Gold Partner of Cyberoam-SOPHOS & Premium Partner of IBM

CORE STRENGTH AS A LEADING PARTNER We have dedicated subject matter experts against each of our practices/ solutions.

BIGGEST ACHIEVEMENT IN 2016

MESSAGE FOR PEER GROUPS

We could implement 10 + large turnkey SAP Infrastructure deployments.

Keep transforming

GROWTH PLAN FOR 2017 to increase focus on Open Source, Hyper Convergence & Information Security.

HEAD OF THE ORGANIZATION Saket kapoor

S C MITTAL OF BIZTEK ADVISORS GIVING AWAY SUPER50 AWARD TO GREEN VISION PVT LTD

SOLUTIONS SERVICES Client-Server Applications, Web-based Applications, Enterprise Business Solutions, Systems Software, Help Desk Management Services, Technical Services, Network Management, Server Management, Cloud Enabled Enterprise Services, Web 2.0 Architecture and Dynamic Web Portals

COMPANY PROFILE Started in 1990, come a long way from distributing computer systems, to offering comprehensive information technology solutions. We are at the hub of the IT revolution in the Indian market with complete manufacturing and testing facilities and a dedicated team of support professionals. A network of re-sellers and advertising support gives the Company high visibility and market reach. Green Vision Group has the certified technical prowess to diagnose, analyze and trouble shoot in the areas of Network traffic, congestion Solutions and Conferencing. Today we are suitably poise to access the evolving market needs in emerging high skill set specialized areas like System optimization. Server integration, Network consultancy, Storage solutions

YEAR ON YEAR GROWTH PERCENTAGE

NA 34 SME CHANNELS DECEMBER 2016

HEAD OF THE ORGANIZATION Yoshinori Okami, Chairman

S C MITTAL OF BIZTEK ADVISORS GIVING AWAY SUPER50 AWARD TO HITACHI SYSTEMS MICRO CLINIC PVT LTD

YEAR ON YEAR GROWTH PERCENTAGE

SOLUTION/SERVICES

COMPANY PROFILE

Solutions: End User Computing Server, Backup & Storage, Virtualization, Networking, Security Cloud Solutions

Found in 1991, headquartered out of Delhi, currently working with 18+ branch offices and 180+ service points across India, we strive to help businesses upgrade to agile, state-ofthe-art and resilient IT infrastructure, we work in close collaboration with leading OEM vendors to provide

Services: Managed IT Services, Data Center Services , Professional Security Services, Application Services Cloud Services

tailored IT solutions & services which are customized to suit business needs. We design, deploy, implement and support custom IT infrastructure solutions and services. With our international best practices and certified skilled resource pool, we have been delivering optimal business solutions to over 3000+ customers

HEAD OF THE ORGANIZATION HARBHAJAN SINGH

across verticals. We are peopleoriented IT Solutions Company with a Human Touch, meant for businesses of all sizes, supported by its massive network throughout the country.

NUMBER OF CERTIFICATES Nine

CORE STRENGTH AS A LEADING PARTNER Mobility, Networking, Wireless Solutions and Security.

BIGGEST ACHIEVEMENT IN 2016

S C MITTAL OF BIZTEK ADVISORS GIVING AWAY SUPER50 AWARD TO INFOTECH COMPUTERS & COMMUNICATIONS

Wirless Solution installed in 300 Acres and Max number of Awards in 2016 (from SME Chanels, IDG, Apple and Cisco)

GROWTH PLAN FOR 2017 10% - 15%

MESSAGE FOR PEER GROUPS Ethical Business Practices with 100% customer Retention in last 15 years. Keeping pace with new products and Technologies with better edge in the market. And Investment in technical training improves our skill set. In tough times also we are better placed.

YEAR ON YEAR GROWTH PERCENTAGE

25% BY FY 2015-2016 SME CHANNELS 35 DECEMBER 2016

HEAD OF THE ORGANIZATION Rakesh Gupta

INSAT TECHNO SERVICES

YEAR ON YEAR GROWTH PERCENTAGE

40% CORE STRENGTH AS A LEADING PARTNER

BIGGEST ACHIEVEMENT IN 2016

95 percent of our customers are r epeat c ustomers, wh o recommend us to other organisations.

Providing of Sound system at Satsang H all o f R am Tirath Mandir, Amritsar.

GROWTH PLAN FOR 2017 50 percent increase in turnover by adding new customers.

HEAD OF THE ORGANIZATION MANOJ KANODIA, INSPIRA ENTERPRISE INDIA PVT. LTD.

MESSAGE FOR PEER GROUPS Quality repays its cost slowly and is profitable over a longer period of time.

NUMBER OF CERTIFICATES ISO 27001:2013, ISO 9001:2008, ISO 20000-1:2011, ITIL Certified Company with OEM certified engineers

CORE STRENGTH AS A LEADING PARTNER cities to address today’s technology related challenges. Strategic alliance with 20+ World renowned OEMs. Recognized for its exceptional client servicing & technical assistance capabilities, industry-leading solutions and has bagged prestigious awards. Backed by a strong track-record of innovation, completing projects in time, speedy TATs.

RAHUL GOSWAMI OF HPE GIVING AWAY SUPER50 AWARD TO INSPIRA ENTERPRISE INDIA PVT. LTD.

BIGGEST ACHIEVEMENT IN 2016 Some Big deals include Dial 100 Service, Hospital Management Information System at MCGM’s network, State Bank of India etc.

GROWTH PLAN FOR 2017 The enterprises in different verticals are fanatical to opt for a complete business transformation from legacy disparate applications to a sophisticated suites to standardize processes and policies across organizations and geographies.

MESSAGE FOR YOUR PEER GROUPS YEAR ON YEAR GROWTH PERCENTAGE

70%

36 SME CHANNELS DECEMBER 2016

Inspira is taking a quantum leap in hastening the digital revolution of India. Innovative IT Solutions will enable organizations to work better, smarter and more efficiently.

HEAD OF THE ORGANIZATION Gurpreet Singh

RAHUL GOSWAMI OF HPE GIVING AWAY SUPER50 AWARD TO ISHAN INFOTECH LTD

YEAR ON YEAR GROWTH PERCENTAGE

40% NUMBER OF CERTIFICATES We believe in earning profit as well as trust of customers. We have a strong team who understand customer’s business and create innovative & customised IT solutions.

CORE STRENGTH AS A LEADING PARTNER

We believe in earning profit as well as trust of customers. We have a strong team who understand customer’s business and create innovative & customised IT solutions.

multinational NGO running hospitals at remote locations all over India. (ii)Data Centre upgrade/renovation for a hospital in Delhi.

GROWTH PLAN FOR 2017 BIGGEST ACHIEVEMENT IN 2016 (i)Complete IT infrastructure of a

To increase financial and technical capabilities to provide innovative IT solutions to growing companies PAN

India.

MESSAGE FOR YOUR PEER GROUPS Focus on building your team & internal capabilities. Become more employee friendly organisation and your employees will take care of your customers.

SME CHANNELS 37 DECEMBER 2016

HEAD OF THE ORGANIZATION AMARNATH SHETTY

LDS INFOTECH PVT LTD

YEAR ON YEAR GROWTH PERCENTAGE

12% NUMBER OF CERTIFICATES YOU HAVE

YOUR BIGGEST ACHIEVEMENT IN 2016

more than 20+

Awarded â&#x20AC;&#x201C; APAC Cloud Software Partner of the year 2016 from Canalys Forum, Microsoft- Best Value sales National Partner of the year , Microsoft Best National Education Partner of the year.

YOUR CORE STRENGTH AS A LEADING PARTNER We offer end to end solutions that integrate seamlessly by leveraging on established products and best trade practices.

GROWTH PLAN FOR 2017 n

Indian economy seemingly never

looked so virtuous as it stands today, markets though bumpy have offered tremendous growth potential to companies across all verticals over the past few years, in our own Information technology arena as we see today .

infrastructure, Take a balanced approach on cloud with an eye on hosted and on premise options, move clients towards a hybrid infrastructure, n Be a Technical Consultant to the customers n

MESSAGE FOR YOUR PEER GROUPS Focus on delivering a right set of tools for managing Private and Cloud

HEAD OF THE ORGANIZATION

NUMBER OF CERTIFICATES 10 + Certificates

Jagdish Prakash Modi

CORE STRENGTH AS A LEADING PARTNER System integrator

RAHUL GOSWAMI OF HPE GIVING AWAY SUPER50 AWARD TO MC MODI AND COMPANY

YEAR ON YEAR GROWTH PERCENTAGE

20%

38 SME CHANNELS DECEMBER 2016

HEAD OF THE ORGANIZATION RAJAT ARORA, MEGAHERTZ INFOTECH PVT LTD.

RAHUL GOSWAMI OF HPE GIVING AWAY SUPER50 AWARD TO MEGAHERTZ INFOTECH PVT LTD

YEAR ON YEAR GROWTH PERCENTAGE

30-35% NUMBER OF CERTIFICATES HP-Gold/HPE-Silver/Oracle-Gold/ Microsoft-Silver/Dell-Premier/ CyberPower-Authorised Business Partner/IBM-Partner World Member/Commvault- Preferred/ VMware-Business Partner/ CitrixBusiness Partner.

CORE STRENGTH AS A LEADING PARTNER System Integration /Solution led Sales/Cloud Integration Service Professional Services around RHEL, VMware, Citrix, Microsoft

REC, PDCL. Implementation of ARPAN Project in Indian Army SAP Implementation in PTC India on IBM AIX Platform

GROWTH PLAN FOR 2017 BIGGEST ACHIEVEMENT IN 2016 Implementation of APDRP Goa with

Improving on the product services mix ratio. Major shift on to the services portfolio

with Cloud implementation services, Also adopt the digital marketing initiatives to boost up sales to reverse this.

MESSAGE FOR PEER GROUPS Keep Evolving, Keep walking

HEAD OF THE ORGANIZATION Devang Jasani

NUMBER OF CERTIFICATES Cisco-18, EMC-03, VMWare-04, Microsoft-07

CORE STRENGTH AS A LEADING PARTNER

SANJAY MOHAPATRA OF SME CHANNELS GIVING AWAY SUPER50 AWARD TO MERIDIAN INFOTECH PVT LTD

Enterprise Networking, Data Centre Solution, Collaboration and Security Solution.

BIGGEST ACHIEVEMENT IN 2016 Next Generation Security Solution Order from a large Corporate.

GROWTH PLAN FOR 2017 50% YoY overall growth and major business from BFSI and Service Provider segment

MESSAGE FOR PEER GROUPS Encourage and develop team to understand and discuss Line of Business of Customer

YEAR ON YEAR GROWTH PERCENTAGE

45%

SME CHANNELS 39 DECEMBER 2016

HEAD OF THE ORGANIZATION Venu Gopal Peruri

SANJAY MOHAPATRA OF SME CHANNELS GIVING AWAY SUPER50 AWARD TO META INFOTECH PVT LTD

YEAR ON YEAR GROWTH PERCENTAGE

SOLUTIONS/SERVICES

COMPANY PROFILE

Business solutions provided include software for Web Analytics & Acceleration, Network Security, Business Intelligence and Application delivery network to ensure fast and responsive application delivery to users wherever they are.

Meta Infotech Private Limited (An ISO 9001-2008 certified company) is a leading Information Technology firm. Meta Infotech is a comprehensive solution provider offering inventive solutions for the corporate world. Our activities encompass niche services

specializing in IT infrastructure and Security management solutions. Meta Infotech came into existence in 1997, and since then has proactively involved itself in providing quality software and solutions to the corporate world

HEAD OF THE ORGANIZATION

NUMBER OF CERTIFICATES 50+

Sushil Jain

CORE STRENGTH AS A LEADING PARTNER Data Centre and Cloud Services

BIGGEST ACHIEVEMENT IN 2016

SANJAY MOHAPATRA OF SME CHANNELS GIVING AWAY SUPER50 AWARD TO ORBIT PERIPHERALS PVT. LTD.

Awarded as HPE Partner of the Year 2016 at HP GPC, Boston

GROWTH PLAN FOR 2017 25% Growth YOY

MESSAGE FOR PEER GROUPS Change is the only constant and Digital and cloud is New Normal

YEAR ON YEAR GROWTH PERCENTAGE

20%

40 SME CHANNELS DECEMBER 2016

HEAD OF THE ORGANIZATION Kavita Singhal

SOLUTIONS/SERVICES Software Licensing, Cloud Consulting, Campus Automation, Website Development.

COMPANY PROFILE KAMTRON has been at the forefront of software licensing and IT consulting for over a decade and is a trusted brand for the education industry. We provide licensing solutions for all kinds of business (small, medium, large, corporate, education and government). Our focus has always been towards the education industry. We have very good professional and business relationship with all major software vendors.

RAHUL GOSWAMI OF HPE GIVING AWAY SUPER50 AWARD TO KAMTRON SYSTEMS P. L

YEAR ON YEAR GROWTH PERCENTAGE

HEAD OF THE ORGANIZATION Anil Kumar Jain

NUMBER OF CERTIFICATES We have been honored with many certifications by OEM’s & Partners. To list few of them are as follows: Elite Member of Brocade Partner, Platinum Program Partner for Polycom, Unify Partner and Trusted Partner for many more

CORE STRENGTH AS A LEADING PARTNER We, at Progility Technologies take pride in our offerings, our services, our expertise and approach that has helped shape enterprise communications solutions for over 2 decades. Our endeavor to do so is guided by the four values of Progility that stand as a signature with our offerings.

SANJAY MOHAPATRA OF SME CHANNELS GIVING AWAY SUPER50 AWARD TO PROGILITY TECHNOLOGIES PVT LTD

BIGGEST ACHIEVEMENT IN 2016 The biggest achievement for any sales organization is hitting the plan numbers, adding new customers and retaining the existing customers.

GROWTH PLAN FOR 2017 With the current economic indicators and rapid investment by the government in infrastructure, digitalization and roll out of smart cities a growth % in the range of 16% to 18% should not be a major challenge.

MESSAGE FOR PEER GROUPS YEAR ON YEAR GROWTH PERCENTAGE

15%

Market is dynamic, customer demands are increasing, technology is changing at a fast pace ; service delivery will play a key role. Let’s collaborate within ourselves to share knowledge and recourse to keep our cost low and still fulfill our customer demand.

SME CHANNELS 41 DECEMBER 2016

HEAD OF THE ORGANIZATION JB HOODA

SANJAY MOHAPATRA OF SME CHANNELS GIVING AWAY SUPER50 AWARD TO PROGRESSION INFOTECH PVT LTD

YEAR ON YEAR GROWTH PERCENTAGE

SERVICES/SOLUTIONS

COMPANY PROFILE

Computing power, networking, virtualization, communication or security.

Launched in 1995, Progression has been at the forefront of technology, delivering outstanding IT infrastructure services to create significant business value for its customers. Today, Progression is a leading IT infrastructure service provider and managed cloud services

AWARDS AND RECOGNITION CRN, ITPV, VMware, and Hewlett Packard.

company. Progression delivers a comprehensive range of cloud offerings, remote management services, managed hosting and DR services to its valued customers across the world.

trained and certified in designing, architecting, selling, servicing and optimizing computing infrastructure

With a team strength of 150 and growing, Progression has engineers

HEAD OF THE ORGANIZATION

NUMBER OF CERTIFICATES 48

PAWAN KHURANA, QUANTM LTD.

CORE STRENGTH AS A LEADING PARTNER Our approach of “One QuantM” with “One SLA” for all IT requirements

SANJAY MOHAPATRA OF SME CHANNELS GIVING AWAY SUPER50 AWARD TO QUANTM LTD.

BIGGEST ACHIEVEMENT IN 2016 We have efficaciously achieved our ONE QUANTM vision and given a solo platform to the customer for all his IT needs. Today an enterprise is managing different vendors for different IT needs and it is getting next to impossible to sync two or more vendors to complete a project. However our ONE QUANTM approach has given our customers a comfort of single window interaction, SLA’s and delivery and completing projects successfully on time.

GROWTH PLAN FOR 2017 Making more paradigm changes in our business as well as to our customers to adjust to the new technology and business landscape.

MESSAGE FOR PEER GROUPS

YEAR ON YEAR GROWTH PERCENTAGE

16%

42 SME CHANNELS DECEMBER 2016

We are thrilled to receive SME Channels Super50 Channel Partner Awards 2016 . While having happy clients is our first priority, recognition for our work among so many talented Business Partners is a huge honor. trusted business advisor and provide true transformative value to clients.

HEAD OF THE ORGANIZATION JITESH CHAUHAN , RUBIK INFOTECH

SANJAY MOHAPATRA OF SME CHANNELS GIVING AWAY SUPER50 AWARD TO RUBIK INFOTECH PVT. LTD

NUMBER OF CERTIFICATES

CORE STRENGTH AS A LEADING PARTNER Services & Support.

YEAR ON YEAR GROWTH PERCENTAGE

22% BIGGEST ACHIEVEMENT IN 2016

30%

Deployment of DLP solution for 4000 users for a Client in India.

MESSAGE FOR PEER GROUPS Services & Cloud is Future

GROWTH PLAN FOR 2017

HEAD OF THE ORGANIZATION N.K.MEHTA, MD & CEO, SECURE NETWORK SOLUTIONS

NUMBER OF CERTIFICATES ISO 27001 Certified Company , Best Support Partner – Fortinet ; Best Support Partner – Forcepoint ; ISODA Business Excellence Award , IBM Security – Operational Excellence Award ; Channelworld Premium 100 awardee.

SANJAY MOHAPATRA OF SME CHANNELS GIVING AWAY SUPER50 AWARD TO SECURE NETWORK SOLUTIONS INDIA PVT LTD

CORE STRENGTH AS A LEADING PARTNER We are focused Network Security Partner and our USP is : Others ALSO do Security but we ONLY do Security . We have excellent Security Consultancy and Support capabilities.

BIGGEST ACHIEVEMENT IN 2016 We got our biggest Network Security Order from a Financial Institution and was executed with on time precision which customer very much appreciated.

GROWTH PLAN FOR 2017 To capture more Enterprise Customers and also to penetrate deeper into the North and East market.

MESSAGE FOR PEER GROUPS YEAR ON YEAR GROWTH PERCENTAGE

Don’t under value your services to customer and operate at healthy margin.

15%

SME CHANNELS 43 DECEMBER 2016

HEAD OF THE ORGANIZATION Gurpreet Singh

SANJAY MOHAPATRA OF SME CHANNELS GIVING AWAY SUPER50 AWARD TO SECURE SOLUTIONS

YEAR ON YEAR GROWTH PERCENTAGE

NA AWARDS AND RECOGNITIONS Fortinet Best Seller in Kerala Symatec: Best Seller in Kerala

SOLUTIONS /SERVICES

COMPANY PROFILE

Client, gateway and server security solutions for virus, spam and spyware, firewall and virtual private network, vulnerability management, intrusion detection and prevention, Internet content and e-mail filtering, Traffic shaping, load balancing, remote management technologies.

Secure Solutions, the pioneers in Network Security Services & Storage Solutions, provide client, gateway and server security solutions for virus, spam and spyware, firewall and virtual private network, vulnerability management, intrusion detection and prevention, Internet content and e-mail filtering, Traffic shaping,

load balancing, remote management technologies to enterprises and service providers, with a solid management team, a qualified and dedicated support team and visionary product strategy.

HEAD OF THE ORGANIZATION PUNIT THAKKAR, DIRECTOR & CEO, SHIVAAMI

NUMBER OF CERTIFICATES YOU HAVE Google Apps Premier Partner

YOUR CORE STRENGTH AS A LEADING PARTNER SANIB MOHAPATRA, PUBLISHER, SME CHANNELS GIVING AWAY SUPER50 AWARD TO SHIVAAMI CLOUD SERVICES PVT. LTD.

Top & Largest Google Partner for GSuite

YOUR BIGGEST ACHIEVEMENT IN 2016 Successfully won & provisioned an order of 40K mail boxes of one client.

GROWTH PLAN FOR 2017 Acquire 5K clients at any cost

MESSAGE FOR YOUR PEER GROUPS Focus on Value and money will follow. Do not under cut your margin.

YEAR ON YEAR GROWTH PERCENTAGE

200%

YOY SINCE 2011 44 SME CHANNELS DECEMBER 2016

HEAD OF THE ORGANIZATION Vipul Thakkar

SANIB MOHAPATRA, PUBLISHER, SME CHANNELS GIVING AWAY SUPER50 AWARD TO SILVER TOUCH TECHNOLOGIES LTD.

YEAR ON YEAR GROWTH PERCENTAGE

20%

Total 28 certificates

3. The Highest level of Integrity and Trust among team and clients.

CORE STRENGTH AS A LEADING PARTNER

BIGGEST ACHIEVEMENT IN 2016

NUMBER OF CERTIFICATES

1. Talent Pool of 1000+ IT professionals with global exposure 2. Global Footprint – UK, USA, AU, FR, EU, IND

IPTV Partners Leadership Award 2016, Became SAP Partner in UK, Setup France subsidiary, Voluntary Blood Donation Camp

GROWTH PLAN FOR 2017 Expand business with planned integration of emerging technologies and developing existing verticals in USA, France and UK.

turbulence seen in the world which would affect the buying behavior of new and existing buyers in IT sector and focus on emerging technologies for 2017.

MESSAGE FOR PEER GROUPS Keep an eye open for the political

HEAD OF THE ORGANIZATION Sanjeev Despande

SANIB MOHAPATRA, PUBLISHER, SME CHANNELS GIVING AWAY SUPER50 AWARD TO ITELLIGENCE INDIA SOFTWARE SOLUTIONS PVT. LTD.

YEAR ON YEAR GROWTH PERCENTAGE

NUMBER OF CERTIFICATES

COMPANY PROFILE

SAP Global Partner (Gold and Platinum). What makes us unique is also being part of the NTT Data Group – one of the world’s largest ICT service providers.

Founded in 1989 Bielefield, Germany. As a long-term partner we take the responsibility for the success of our customers’ IT-Initiatives. We combine services of SAP-Consulting, Software, Hosting and Application Management

Services for optimal solutions. The basis for this is our proven industry solutions, process know-how, SAP technology leadership, our worldwide presence and social competence which leads our employees with passion to the progress of our customers.

SME CHANNELS 45 DECEMBER 2016

HEAD OF THE ORGANIZATION Gurpreet Singh

SANJAY MOHAPATRA OF SME CHANNELS GIVING AWAY SUPER50 AWARD TO SPARK TECHNOLOGIES PVT LTD

COMPANY PROFILE Spark Technologies Private Limited has emerged as an illustrious IT solutions service provider, trader & supplier since its inception in 1994. Established at a prime location of Delhi (India), Spark is dedicated to provide solutions for LAN, WAN, IT integration services, WiFi networking, IM Firewall, End Point Security and Data Encryption, Power Conditioning,

YEAR ON YEAR GROWTH PERCENTAGE

40% Premises Structure Cabling and many more. Our main focus is to provide instant technical support to the problems of our clientele in respect to IT. The company has employeed a team of expert IT Integration Services, software engineers, IT personnel and other professionals possessing high end experience and knowledge of the domain. They provide the simplest

and customized solutions for various requirements of its clients within their desired budget to satisfy them beyond their expectations. Its flexible solutions, reasonable pricing and on-time completion of orders have attained immense trust and retention of clients. The company strives to continue the same for successful business enhancement in future.

HEAD OF THE ORGANIZATION Harish Tyagi

SANIB MOHAPATRA, PUBLISHER, SME CHANNELS GIVING AWAY SUPER50 AWARD TO TAARAK INDIA PVT LTD

SOLUTIONS AND SERVICES END POINT SECURITY NETWORK SECURITY (PROTECTING NETWORKS FROM CYBER ATTACKS) DATA SECURITY MOBILE SECURITY APPLICATION SECURITY DATA CENTER SECURITY RISK AND COMPLIANCE

Founded in 2001, Taarak has occupied a strategic position on the leading edge of the information security industry for more than 15 years, with a singular focus on effective security solutions that are able to adapt as cyber threats evolve. Today we are a full-service Internet security solutions provider with exceptional expertise in tracking, trending and preventing, in real-time, computer attacks, network intrusions, negligent insider actions, data leakage, and exploitation of vulnerabilities in networks, email systems and web applications.

NA DECEMBER 2016

Spark Technologies is a known name in the IT industry for reliable and costeffective service solutions. Services rendered by us include the following: IT Integration Services LAN, WAN, WiFi Networking, End Point Security and Data Encryption, IM Firewall, Premises Structure Cabling Power Conditioning, NAS SAN and IP SAN Storage, P Surveillance, etc.

COMPANY PROFILE

YEAR ON YEAR GROWTH PERCENTAGE

46 SME CHANNELS

SERVICES WE PROVIDE

NETWORKING TOUR - GURGAON / BANGALORE

GURGAON 15TH MARCH

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BROUGHT BY

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ORGANISED BY

For details contact: Phone No: 91-11-41657670 /46151993/41055458; info@accentinfomedia.com; Website: www.cxoopen.com;

HEAD OF THE ORGANIZATION K R Chaube

SANIB MOHAPATRA, PUBLISHER, SME CHANNELS GIVING AWAY SUPER50 AWARD TO TECHLINK INFOWARE PVT LTD

COMPANY PROFILE Techlink, a premier Information Technology Company, was established in 1991 and subsequently incorporated in 1995. It is known for its track record of delivering high quality products and services to its customers. It has more

YEAR ON YEAR GROWTH PERCENTAGE

NA than 500 man-years of experience in providing solutions in various functional and technology domains. With proven technology and functional expertise, it has established itself as a Low Risk Partner of its customers. Techlink believes that success of

its organization lies in the ability, agility and adaptability of its human resources to customer needs. Techlink has skilled professionals in Sales & Marketing, Technology Research and Development, Product Design and Development, and Technical Support.

A strong team of highly qualified professionals work constantly to live up to the expectations of its customers

HEAD OF THE ORGANIZATION Piyush Jaiin

NUMBER OF CERTIFICATES 50+ certificates and awards

CORE STRENGTH AS A LEADING PARTNER SANIB MOHAPATRA, PUBLISHER, SME CHANNELS GIVING AWAY SUPER50 AWARD TO UNEECOPS TECHNOLOGIES LTD

CMMi certified processes, skilled team of 450+ experts and deep experience in 20+ industry verticals.

BIGGEST ACHIEVEMENT IN 2016 SAP Business One “ Best Partner of the Year Award”, CMMi Level 3 Certification.

GROWTH PLAN FOR 2017 Double up our growth across all departments and divisions.

MESSAGE FOR PEER GROUPS Uneecops thrives on two core values – innovation and excellence. By innovating new products and solutions we have been able to help our clients run their business better, and deliver excellent experiences. IT is changing the way SME businesses run today and we are happy to be a catalyst of this change.

YEAR ON YEAR GROWTH PERCENTAGE

45%

48 SME CHANNELS DECEMBER 2016

HEAD OF THE ORGANIZATION Gurpreet Singh

VELOCIS SYSTEMS PVT. LTD.

YEAR ON YEAR GROWTH PERCENTAGE

NA SOLUTIONS AND SERVICES Application Management Network Operation Center Managed Services Physical Infrastructure Enterprise Network Security Software Solutions Unified Communication & Collaboration

Audio Visual Solutions Cloud Solutions Mobility Physical Infrastructure

COMPANY PROFILE Velocis Services have attained a place of prominence in the Indian IT landscape. Our Managed Services team and NOC helps our customers

get desired uptime for their IT Assets so that they can deliver satisfaction to their customers. Our New initiatives are in the domain of Cloud and Mobility. Our Cloud offerings ensure a seamless transition to cloud/hybrid cloud by helping customers in their Cloud Assessment and by offering Cloud Infrastructure Services, Cloud Application Migration

Services and Cloud Managed Services. Our Mobility offerings help customers increase collaboration, achieve faster turnaround time and deeper customer connect, by providing solutions and services on Mobile Strategy, Application Development, Mobile Security and Managed Services.

NUMBER OF CERTIFICATES HEAD OF THE ORGANIZATION Sanjeev Sarma, Jayant Sharma, Simant Sharma

Webx is committed to quality services and is ISO 9001:2008 Certified Company. Webx is a now planning for CMMI-DEV and ISO 20000-1 Certification. Our team members are also certified by OEMs like, Cisco, Dell, Lenovo and Oracle..

CORE STRENGTH AS A LEADING PARTNER

SANIB MOHAPATRA, PUBLISHER, SME CHANNELS GIVING AWAY SUPER50 AWARD TO WEBX TECHNOLOGIES PRIVATE LIMITED

Webx is considered as a very reliable partner for enterprise solutions in the northeast India. Our integrated units provide one window solution to the principal with 100% success rate.

BIGGEST ACHIEVEMENT IN 2016 The Implementation of Management Information System at North-East Frontier Railway Construction Organization was the biggest achievement of 2016. The solution is being used to track and monitor all 37 projects under NF Railway Construction Organization.

GROWTH PLAN FOR 2017 Webx is planning to expand into the rural areas of NorthEast. We are setting up an IT Services Grid by partnering with young and dynamic entrepreneurs of northeastern states. We have also started our operation from STPI, Bengaluru to promote promising StartUps through our accelerator platform â&#x20AC;&#x201C; StartUp Powerhouse.

YEAR ON YEAR GROWTH PERCENTAGE

10%

MESSAGE FOR PEER GROUPS Team at Webx feels that, with the technological advancement in our day to day lives, we are living in the age of excellence. The days of survival of the fittest are over and only excellent can survive

SME CHANNELS 49 DECEMBER 2016

HEAD OF THE ORGANIZATION ABHIJIT CHATTERJEE

SANIB MOHAPATRA, PUBLISHER, SME CHANNELS GIVING AWAY SUPER50 AWARD TO ABHI TECHNOLOGIES PVT LTD

NUMBER OF CERTIFICATES Double MCP (Worldwide Topper â&#x20AC;&#x201C; Rank 1, scored 1000 out of 1000), MCSE in Network Security, Certified SBS Specialist, Certified Surveillance Consultant, IBM Certified Server Sales Specialist, McAfee Certified Security Professional, Norton Champs Certified System Engineer

YEAR ON YEAR GROWTH PERCENTAGE

20% YOUR CORE STRENGTH AS A LEADING PARTNER

YOUR BIGGEST ACHIEVEMENT IN 2016

MESSAGE FOR PEER GROUPS

Leadership Quality, Co-ordination between Parent company and customer, Confidence Development, Focusing Mutual Growth (of DealerDistributor) and Motivational Guidance

100% renewal of all our Service contract and set to grow our service business by upwards of 50% YOY.

Stick to the basics and never cross subsidies a transaction to ensure you achieve bare minimum profitability on each case. Ensure your accounting practice is fair / transparent and as per the law of the land.

GROWTH PLAN FOR 2017 Targeting a growth of 35% YOY and also exploring service projects outside india in Asia & EMIA region.

HEAD OF THE ORGANIZATION VIPUL DATTA, CEO, FUTURE SOFT

RAHUL GOSWAMI OF HPE GIVING AWAY SUPER50 AWARD TO FUTURESOFT SOLUTIONS PVT. LTD.

NUMBER OF CERTIFICATES More than 200+ Technologies : Microsoft / Symantec / Cisco / Veritas / Arcserve / Trend Micro / Oracle / Oracle Hardware : Citrix / Vmware / IBM Software / Microsoft Azure / AWS / Redhat / HP & HP Software / Dell / EMC / Lenovo / Juniper / Sapphaire / Synology etc.

CORE STRENGTH AS A LEADING PARTNER End to end Project Execution Mapped to an SLA & SOW. At FutureSoft we are committed for full consumption of clients investment in IT and hence all engagement with client are mapped to a mutually agreed SOW / SLA and each project delivery is reviewed on these mutual terms. This method of engagement has us to ensure near 100% renewal of business and customer retention.

BIGGEST ACHIEVEMENT IN 2016 100% renewal of all our Service contract and set to grow our service business by upwards of 50% YOY.

GROWTH PLAN FOR 2017 Targeting a growth of 35% YOY and also exploring service projects outside india in Asia & EMIA region.

YEAR ON YEAR GROWTH PERCENTAGE

20%

WE HAVE ACHIEVED GROWTH IN HIGH 20% YOY

50 SME CHANNELS DECEMBER 2016

MESSAGE FOR PEER GROUPS Stick to the basics and never cross subsidies a transaction to ensure you achieve bare minimum profitability on each case. Ensure your accounting practice is fair / transparent and as per the law of the land.

CHAMPAK GURJAR, PRESIDENT, FAAITA IS GIVING AWAY THE AWARD OF ENDPOINT SECURITY VENDOR OF THE YEAR TO SOPHOS

Sunil Sharma, VP - Sales, Sophos India & SAARC said, “We are very happy to receive prestigious SME Channels Endpoint Vendor of The Year award. Sophos is amongst the first security vendor in the industry to deliver synchronised security solutions that allows endpoints and networks to talk to each other to combat coordinated cyber threats. Our end point and network security portfolio complement each other and has been the trusted security provider to customers across small, medium and large enterprises.”

CHAMPAK GURJAR, PRESIDENT, FAAITA IS GIVING AWAY THE AWARD OF ENTERPRISE APPLICATION VENDOR OF THE YEAR TO SAP INDIA PVT. LTD

MESSAGE FOR PARTNERS “Sophos in India is growing steadily and we recorded a 37% Y-o-Y growth for FY16, outpacing the overall market growth rate. With a strong base of channel partners across the country, and a robust product portfolio in endpoint, network and cloud security, we are well placed to address the $1.24 billion market opportunity in India in 2017.”

Avinash Purwar- Vice President, Global Partner Operations and Head of Emerging Business, SAP India said, “It is a privilege to receive the SME Channel’s Achievers Award 2016 and to be recognised among the top Solution Providers. Our customers and partners have been central to our success and winning this award reaffirms our commitment to the ecosystem. We would like to thank SME Channels for providing this knowledge platform and wish the all the success.”

India’s First

“Our partners have played an important role in SAP’s two decade journey of making India future ready. We are proud of the channel network of over 600 partners to jointly enable our customers to lead in this Digital Economy. SAP is committed to partner’s success and our recent initiatives such as formation of Partner Advisory Board, go-to-market strategy for SME business to be 100% partnerled as well as building specialized capabilities to upskill partners fortify this commitment.”

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SME CHANNELS 51 DECEMBER 2016

CHAMPAK GURJAR, PRESIDENT, FAAITA IS GIVING AWAY THE AWARD OF NETWORK SECURITY VENDOR OF THE YEAR TO FORTINET TECHNOLOGIES INDIA PVT, LTD.

Rajesh Maurya, Regional Director, India & SAARC, Fortinet said, “Our vision is an intelligent security fabric which spans across the entire network, linking different security sensors and tools together in order to collect, coordinate, and respond to malicious behaviour anywhere it occurs in real time. We are only network security vendor to have its own threat intelligence, managed by its in-house global FortiGuard Threat Research team. This allows us to provide industryleading response times to existing and emerging IT threats.”

MESSAGE FOR PARTNERS “Partner solutions that integrate with the Fortinet Security Fabric are able to actively collect and share threat information and mitigation instructions in order to improve intelligence, enhance overall awareness, and broaden threat response from end-to-end. Partners while deploying solutions can allow technology partners to become part of the Fortinet Security Fabric at a number of critical integration points, including at the hypervisor.”

ALOK GUPTA, PRESIDENT, PCAIT IS GIVING AWAY THE AWARD OF IDENTITY & AUTHENTICATION VENDOR OF THE YEAR TO HID INDIA PVT. LTD.

Vishwanath Kulkarni, Director of Sales – India and SAARC (Physical Access Control Solutions), HID Global said, “We are very honored and pleased that HID Global India team has won the Achievers’ Awards 2016 (Vendor Awards) from SME Channels for ‘Identity & Authentication Vendor of the Year’. This award is testimony to our commitment and strong focus on building strong capabilities for HID Channel Partners in India.”

52 SME CHANNELS DECEMBER 2016

SHRI NAVEEN GOSAI, ASSISTANT COMMISSIONER, VAT IS GIVING AWAY THE AWARD OF BEST BACKUP VENDOR OF THE YEAR TO VEEAM SOFTWARE

Ashok Acharya, Regional Director, India and SAARC region, Veeam, “We are setting a new industry benchmark with our availability solutions and reinforce enterprises in their digital transformational journey. The ‘Back-up Vendor of the year award’ is a testimony of our capability in providing highly reliable and flexible solutions that enable organizations to drive application and data availability.”

MESSAGE FOR PARTNERS “Veeam is a 100% channel oriented company and is committed to supporting and driving partners for continued success. Our ProPartner program is a testimony of the framework to educate, support and create value for business opportunities with our partner. We are thankful to our partners for trusting us and delivering our innovative solutions to customers.”

ALOK GUPTA, PRESIDENT, PCAIT IS GIVING AWAY THE AWARD OF X86 SERVERS VENDOR OF THE YEAR TO HEWLETT PACKARD ENTERPRISE

MESSAGE FOR PARTNERS “It is because of the support of our partners that we have won this award. Our partners are our key stakeholders. We want to enable our partners to provide the best service possible to their customers and thereby build a secure and safe environment. Therefore, equipping them with the state-ofart technologies in the identity solutions space will continue to be our key focus area.”

In March 2016, IDC released a quarterly update to their Worldwide Quarterly Server Tracker, citing market share figures for the 4th calendar quarter of 2015 (4Q15). Hewlett Packard Enterprise continues to lead in the worldwide server market by revenue. HPE is the undisputed #1 in worldwide revenue for the 8th consecutive quarter. HPE ProLiant is the x86 server market share leader in both revenue and units for 79 consecutive quarters, more than 19.5 consecutive years. Sustained market leadership is a hallmark of HPE ProLiant innovation. HPE’s #1 position for revenue share, 29.0%.HPE has led the Blade server market in revenue and units for more than 9 years straight, 37 consecutive quarters.

ALOK GUPTA, PRESIDENT, PCAIT IS GIVING AWAY THE AWARD OF NON-X86 SERVER VENDOR OF THE YEAR TO IBM INDIA PVT. LTD.

Power systems revenue climbed 4 percent from a year earlier, or eight percent adjusted for the strong US dollar. On that basis, sales were up for all of 2015. The reason it is back is IBM’s shift to Linux as an alternative to AIX, its proprietary Unix software. The new Power8 processor makes it easier for clients to port Linux applications from x86. It opened the platform to third parties. Under the OpenPower initiative, other companies can now design and sell Power servers and processors under IBM’s license. IBM is adding more components to its systems from third parties like Nvidia and Mellanox. This allowed Power to be changed to handle modern workloads like big data and cloud applications. IBM even released a new line of low-cost Linux servers that customers can order online.

SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS IS GIVING AWAY THE AWARD OF PC VENDOR OF THE YEAR TO HP INC

According to International Data Corporation (IDC), the overall PC shipment for Q3 2016 stood at 2.51 million units i.e. a quarter on quarter growth of 17.3 percent over Q2 2016 and year on year decline of 22.5 percent over Q3 2015. HP took the top spot with an overall market share of 28.8 percent in the India PC Market. The vendor grew by 18.9 percent quarter on quarter over Q2 2016 owing to the partial execution of state owned education project and with increasing LFR (Large Format Retailer) and online presence during festive and back to college season the vendor recorded 20.0 percent growth in overall consumer market in Q3 2016.

ALOK GUPTA, PRESIDENT, PCAIT IS GIVING AWAY THE AWARD OF SURVEILLANCE VENDOR OF THE YEAR TO TYCO SECURITY INDIA PVT. LTD.

Tyco India, for the last two decades, is dedicated to advancing safety and security by finding innovative ways to save lives, improve businesses and protect people where they live and work. Market leader globally in fire protection and security solutions industries, we have a comprehensive range of advanced solutions to suit your requirements. With our diverse and innovative product line, understanding of the local markets and strong dedicated team of experts, we deliver end-to-end customized solutions across sectors, be it Banking & Finance, Healthcare, IT & ITeS, Pharmaceuticals, Industrial & Manufacturing, Retail, Warehousing & Logistics, Power, Oil & Gas, Energy, etc. With 10 offices in India and 350+ town presence we are closer to our customers to serve their varied needs.

SAKET KAPUR, CONVENER, FAIITA IS GIVING AWAY THE AWARD OF PC BRAND IN MAKE IN INDIA TO ICTS

“We consider the award as highly valuable recognition at the right time to the efforts of ICTS in bringing up the innovative solutions as marketing offering at an affordable pricing. This award gives us a way to reach a good partnerbase to make strategic alliances in moving ahead more aggressive into the market. Our heartfelt thanks to SME Channels.”

MESSAGE FOR PARTNERS We would like to reiterate that ICTS is “A Value Partner” and moves ahead in delivering the value to all stakeholders while working towards a mutually beneficial business relationship..

SME CHANNELS 53 DECEMBER 2016

VIPUL DUTTA, CHAIRMAN, ISODA IS GIVING AWAY THE AWARD OF ALL FLASH ARRAY VENDOR OF THE YEAR TO NETAPP INDIA PVT. LTD.

Krithiwas Neelakantan – Director Channel & Alliances, NetApp India said, “The SME Channel’s Achievers Award 2016 validates the market impact of NetApp flash innovation and we are honored to be recognized for our leadership in this space. Flash is primarily transforming the economics and experience in the modern data center. NetApp is helping our customers’ leverage the innovation that only flash can deliver as they evolve to digital businesses.”

MESSAGE FOR PARTNERS “We form lasting partnerships with the industry’s best reseller, application, infrastructure, consulting, and cloud service provider partners with one goal in mind: the success of our customers. Global enterprises, local businesses, and government installations look to NetApp and our ecosystem of partners to help maximize the business value of their IT investments.”

SANJAY MOHAPATRA, EDITOR, SME CHANNELS IS GIVING AWAY THE AWARD OF MFD LASER VENDOR OF THE YEAR TO HP INC.

According to the International Data Corporation (IDC), HCP market in India dropped 2.2 percent sequentially in Q1 2016 and reached 795,451 units in terms of shipments. HCP market in India was primarily driven by Laser Printer, which marked a remarkable sequential growth of 15.9 percent in Q1 2016. In the Laser segment, printer-based Laser HCP market grew by 5 percent in terms of unit shipments in Q1 2016 as compared to Q4 2015. Financial year ending pushed many corporates and enterprises to exhaust their budget which supported the Laser market growth. The surge in Medium and Large Enterprises business was the prime reason for the growth and it was also supported by the stable channel business. HP continued to be the market leader with 57.7 percent market share, followed by Canon and Samsung at the second and third position respectively.

54 SME CHANNELS DECEMBER 2016

SANJAY MOHAPATRA, EDITOR, SME CHANNELS IS GIVING AWAY THE AWARD OF MOBILITY VENDOR OF THE YEAR TO VMWARE SOFTWARE INDIA PVT. LTD.

VMware’s cloud infrastructure and business mobility solutions break the bonds that tie IT systems and end-user environments to physical hardware, providing both IT and the business greater efficiency, agility and control. VMware is the recognized leader in virtualization and automation of compute, networking and storage resources from the desktop to the data center and to the cloud. Our technologies and the open standards they support provide a powerful foundation. A close comparison of virtualized infrastructure offerings will show you why VMware is a clear industry leader and the choice of over 500,000 customers. With a hybrid cloud based on VMware’s Software-Defined Data Center, you gain a consistently managed and secure environment across private, managed and public clouds, for all applications.

SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS IS GIVING AWAY THE AWARD OF A4 PRINTER VENDOR OF THE YEAR TO CANON INDIA

“The CSP division, which is basically responsible for all technology A4 printers is contributing 24% to the overall Canon India business. However, its inkjet products have witnessed 124% growth in the sale. However, the company is expecting to achieve 25% market share in the Laser segment and 24% in the Inkjet segment by the end of 2018. The company is expecting to achieve growth in Tier-2 and Tier-3 markets to create a wider and stronger customer pool.”

SAKET KAPUR, DIRECTOR, GREEN VISION (P) LIMITED IS GIVING AWAY THE AWARD OF FASTEST GROWING TECHNOLOGY VAD TO R A H INFOTECH PVT. LTD.

Ashok Kumar, CEO RAH Infotech said, “It feels good to be recognised as the fastest growing VAD in India as it reflects upon our years of hard work and single minded focus on customer satisfaction as well as partner retention.”

MESSAGE FOR PARTNERS “The credit for the feat we have achieved should largely to go our partners for their continued support over the years. To further strengthen our ties with the partner community, we will soon be launching fully owned lead generation engine which helps us share sales ready leads with our loyal partners and close deals faster with our pre & post-sales expertise and support”

SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS IS GIVING AWAY THE AWARD OF VIDEO COLLABORATION VENDOR OF THE YEAR TO POLYCOM UNIFIED COMMUNICATIONS SOLUTION PVT. LTD.

Minhaj Zia, Vice President, Polycom India & SAARC and South East Asia said “ Our video collaboration solutions help unleash the power of human collaboration across any distance, device, or timeline to help not only save costs and meet company objectives, but to create a true Workplace of the Future. We are proud to be the recipient of this award. We will continue to help customers realise the potential of collaboration technology, particularly when embedded in their business functions.”

MESSAGE FOR PARTNERS “Partners play a critical role in Polycom’s journey to help unleash the power of human collaboration. With our valued partners, we are helping organizations of all sizes and across industries leverage the power of collaboration. Our strategy relies heavily on our ability to work in lock-step with our partners to address the dynamic challenges of the modern workplace. Together, we can help our customers drive critical business outcomes and towards positive transformation.”

SHRI NAVEEN GOSAI, ASSISTANT COMMISSIONER, VAT IS GIVING AWAY THE AWARD OF APPLICATION DELIVERY CONTROLLER VENDOR OF THE YEAR TO RADWARE INDIA PVT. LTD.

Radware is a global leader of application delivery and cyber security solutions for virtual, cloud and software defined data centers. Its award-winning solutions portfolio delivers service level assurance for business-critical applications, while maximizing IT efficiency. Radware’s solutions empower more than 10,000 enterprise and carrier customers worldwide to adapt to market challenges quickly, maintain business continuity and achieve maximum productivity while keeping costs down.

CHAMPAK GURJAR, PRESIDENT, FAAITA IS GIVING AWAY THE AWARD OF.CYBER SECURITY VENDOR OF THE YEAR TO KASPERSKY LAB

Altaf Halde, Managing Director Kaspersky Lab South Asia said, “This success recognizes Kaspersky Lab as an innovator in IT security, making the digital world safer for more than 270,000 firms worldwide. Through its provision of an unprecedented level of protection for more than 15 years, Kaspersky Lab fought off stiff competition to claim the title of “Cybersecurity Vendor of the year, 2016”.

MESSAGE FOR PARTNERS “We work very closely with all our channel partners. They have contributed to our growth in the region. Channel Partners need to be more closely connected and possess more knowledge of the product they are selling. Partners will always have an upper hand in the sales cycle, if they are more informed on the solutions and the Industry in general.”

SME CHANNELS 55 DECEMBER 2016

SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS IS GIVING AWAY THE AWARD OF INNOVATIVE SOLUTION PROVIDER FOR CLOUD AGE BUSINESS TO VMWARE SOFTWARE INDIA PVT. LTD.

BRUCE ZHOU, CEO, AXILSPOT IS GIVING AWAY THE AWARD OF UPS VENDOR OF THE YEAR TO SCHNEIDER ELECTRIC INDIA PVT. LTD.

“On February 14, 2007, APC was acquired by Schneider Electric, a multinational European corporation known globally for its expertise in energy management and automation. This led to the establishment of the Critical Power & Cooling Services (CPCS) Business Unit, which now includes the APC and MGE UPS Systems brands. Eversince, Schneider Electric has been growing faster in the space of power solutions for the datacentre to ome segment from enterprises to the SMEs. This has a range of Smart-UPS to Smart-UPS on line amd SYMMETRA.” Engineered to deliver the highest level of business continuity possible, Symmetra’s modular, redundant architecture can scale power and run time as demand increases or when higher levels of availability are required. Integrated network manageability provides real time status updates of UPS health and environmental conditions. Hot-swappable, user replaceable power, battery, and intelligence modules enables low MTTR and ease of service.

56 SME CHANNELS DECEMBER 2016

SHRI NAVEEN GOSAI, ASSISTANT COMMISSIONER, VAT IS GIVING AWAY THE AWARD OF BEST GEPON VENDOR OF THE YEAR TO ZYXEL

Gary Chen, General Manager – APAC Region, Zyxel Communications Corporation said, “We are extremely delighted to receive the prestigious SME Channel’s Achievers Award 2016. It is a testimony to our commitment of offering cutting edge disruptive networking solutions to help businesses gain maximum operational efficiency in India.”

MESSAGE FOR PARTNERS Zyxel is having diverse product portfolio to serve the customer and Partners. Having said that, partners are keys to our business success, also we are closely working with partners for new technology trends, enabling / training them. Anyone can take a leverage of our technical expertise.

SAKET KAPUR, DIRECTOR, GREEN VISION (P) LIMITED IS GIVING AWAY THE AWARD OF DIY BRAND OF THE YEAR TO ELITEGROUP COMPUTERS SYSTEM

Rajshekhar Bhatt, Country Manager, ELITE Group said, “SME Channel is being very influential media for Channel as well as SME category of end clients. The award is an acknowledgement & appreciation of the fact is all our efforts have been channelized in the right direction for making our channel make better margin, end client taking full advantage of key features & value proposition offered by ECS.”

MESSAGE FOR PARTNERS “To ECS channel partners, thank you for working with us. As a global leading motherboard, Mini-PC, Notebooks and mobile device manufacturer, Elitegroup is aiming to play a critical role in the development of India digitalization. We not only look forward to offering better experience to our users, but also dedicate in helping our partners and business gain sustainable growth.”

SHRI NAVEEN GOSAI, ASSISTANT COMMISSIONER, VAT IS GIVING AWAY THE AWARD OF BEST ENTERPRISE SOLUTION VENDOR OF THE YEAR TO RED HAT INDIA

Neeraj Bhatia, Director - Partner, Alliances & Commercial Sales, Red Hat, “ We are delighted to have received the SME Channel’s Achievers Award 2016. It is awards like these that not only reiterate Red Hat’s leadership as an Enterprise Open Source provider but also showcase the value we bring to our channel and alliance partners.”

MESSAGE FOR PARTNERS “At the outset, we would like to thank all our partners for being a part of the Red Hat community. Red Hat has one of the most spirited and lively partner ecosystem across the globe that is creating, vending and administering quality solutions using our technology. A major chunk of our business comes from our partners. We constantly strive to keep our partners equipped with the right knowledge, skills, expertise and keep them updated on Red Hat technologies.”

SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS IS GIVING AWAY THE AWARD OF A3 PRINTERS VENDOR OF THE YEAR TO KONICA MINOLTA BUSINESS SOLUTIONS INDIA PVT. LTD.

Kuldeep Malhotra Sales Head, Konica Minolta said, “We are delighted to receive the prestigious SME Channel’s Achiever’s Award 2016 for our A3 Multi-Functional Printing machines in India which offer a host of revolutionary features to enhance office operations, producing high quality printing outputs. This has further cemented our position in the industry and has also bolstered our commitment to lead the printing segment in terms of disruptive and cutting edge features.”

SHRI NAVEEN GOSAI, ASSISTANT COMMISSIONER, VAT IS GIVING AWAY THE AWARD OF BEST ACCOUNTING SOFTWARE VENDOR OF THE YEAR TO TALLY INDIA

What sets a company apart is as much in its DNA as its achievements. Shaped for success by the visionary – Late Shri S. S. Goenka, Tally has come a long way. Today, more than two decades since its founding, it enjoys a reputation as India’s leading business management software product company. Class-leading technology & a robust Partner system Tally powers more than 10 Lakh businesses worldwide. With Bharat Goenka — son of the late founder — at the helm, Tally remains firmly committed to Indian business. A pioneering company, Tally was the first to introduce codeless software, a natural language interface, path-breaking remote functionality and other unique capabilities. It was the first to launch free service and breakaway commercial terms including free upgrades and no charge per seat to transform the ownership experience. Its strong principle right from the early years to reach customers through a dedicated partner network has resulted in a robust partner system.

SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS IS GIVING AWAY THE AWARD OF SCANNER VENDOR OF THE YEAR TO FUJITSU INDIA PVT. LTD

MESSAGE FOR PARTNERS “We at Konica Minolta would like to assure our existing as well as interested partners about our partner driven expansion approach. Our partners are of high importance to us and we will continue to work towards a mutually prosperous growth with special incentive programs as well as dedicated training sessions for new emerging technologies in the printing segment for maximum market penetration.”

“Fujitsu is proud of receiving SME Channel’s Achievers Award 2016, as it proves that market recognition of our products has apparently increased. Fujitsu would like to provide individuals, private companies and public organizations with high quality scanners for process streamlining and contribute to the improvement of people’s life. We hope to receive the same award in 2017 again.”

SME CHANNELS 57 DECEMBER 2016

SAKET KAPUR, CONVENER, FAIITA IS GIVING AWAY THE AWARD OF BUSINESS LEADER OF THE YEAR TO KUNAL SINGHAL OF EAZY ERP

Kunal Singhal , Eazy Business Solutions said “ In a community of such reputed CIOs and IT industry leaders , to be recognized as one of the leaders is a matter of honour for me. I thank SME Channels and jury for giving me this prestigious award.This award is a motivation for our entire team to stay committed towards the goal of delivering the best solutions for SMEs.”

MESSAGE FOR PARTNERS “I’d like to thank all our channel partners for all the support and EAZY really looks forward to work more aggressively in coming times and also appoint more channel partners in various regions of the country and outside.”

SAKET KAPUR, CONVENER, FAIITA IS GIVING AWAY THE AWARD OF BEST DATA SECURITY PRODUCT IN MAKE IN INDIA TO PROTEGENT

“We understand the fact that challenges are likely to grow in near future with more complexity coming up. But we are ready as always and committed to upstage anything that is categorized as data recovery. We are dedicated to enhance our performance by implementing our expertise of this phenomenal field to deliver unparalleled value and innovation all around the world. Unistal is among the few companies who provide RAID server data recovery and with 45+ products including data recovery, file recovery, database recovery & Email recovery. Unistal has a world class data recovery lab and experienced data recovery & research specialists who personally recover your data from any kind of media, desktop, laptop and servers. Our organization’s vision is to extend reach of our products, services, sales and support across the globe in the forthcoming years. We are looking forward to establish our data recovery centers at all major locations across the world. “

58 SME CHANNELS DECEMBER 2016

SAKET KAPUR, CONVENER, FAIITA IS GIVING AWAY THE AWARD OF BUSINESS LEADER OF THE YEAR TO GANESH JIVANI, CEO, MATRIX COMSEC (RECEIVED ON HIS BEHALF)

“It is a great honor to win the Business Leader of the Year Award. At Matrix, we are on a mission to prove Indian engineers and companies can design and build world-class technology products. If necessity is the mother of invention, India offers ample opportunities for innovation and creating technology products. pushing the technology and business boundaries.” Mr. Ganesh Jivani, CEO, Matrix Comsec.

MESSAGE FOR PARTNERS “It is a great honor to win the Business Leader of the Year Award. At Matrix, we are on a mission to prove Indian engineers and companies can design and build world-class technology products. If necessity is the mother of invention, India offers ample opportunities for innovation and creating technology products. I thank SME Channel Magazine for thinking of such an award and finding me deserving it.” .

SHRI LALAN KUMAR, IRS, ADDITIONAL COMMISSIONER OF SERVICE TAX, DELHI-II AND SHRI SHAILENDER SINGH PARIHAR, IG - TIHAR JAIL ARE GIVING AWAY THE AWARD OF BEST REGIONAL IT ASSOCIATION TO PCAIT

“Feeling a dire need to crystallize the immense human and material resources of the IT Industry, particularly the Channel for common National and Global benefit, a group of 15 persons heading various organizations came forward in May 2004, to give birth to PROGRESSIVE CHANNELS ASSOCIATION OF INFORMATION TECHNOLOGY (PCAIT) which was registered on March 9, 2005 as a Society.”

MESSAGE FOR PARTNERS “We would like to thank our partner base of more than 10000 which includes, distributors, subdistributors, retailers, SI partners and other tie-ups which Big OEM like Dell, HP and Acer for their continuous support for our product & services, they have showed during the journey. We always care for our partners and prepare policies which will help them to give their full in terms of efforts needed.”

SAKET KAPUR, CONVENER, FAIITA IS GIVING AWAY THE AWARD OF TABLET AND MOBILE MANUFACTURING BRAND IN MAKE IN INDIA TO CHAMPION COMPUTERS

“We are much honored to receive this award. We thank SME Channels, Our Team and Customers for their support,” Kapil Wadhwa, MD, Champion Computers.

MESSAGE FOR PARTNERS “This platform is inspirational for all the Enterprises to achieve this award which also give boost to the upcoming organizations in telecom sector to focus on product quality and customer satisfaction.”

SHRI LALAN KUMAR, IRS, ADDITIONAL COMMISSIONER OF SERVICE TAX, DELHI-II AND SHRI SHAILENDER SINGH PARIHAR, IG - TIHAR JAIL ARE GIVING AWAY THE AWARD OF BEST EMERGING NATIONAL IT ASSOCIATION TO FAIITA

The Federation of All India IT Association (FAIITA) was established to unite partners and highlight the significance of the channel. FAIITA has emerged as a strong voice of the channel fraternity which is vocal against the anti-channel elements. It has not only brought a ray of hope among partners, but brought a sense of unity in the entire fraternity. FAIITA has taken channel’s expectations to the next level and now it will be very critical for the apex body to deliver on its commitments. The formation of the Federation of All India IT Associations (FAIITA) is one of the historical movements in the IT channel fraternity. A group of like minded people came together in early 2014 to take united efforts against the unfair trade practices in the channel business. After several rounds of discussion, the idea of a national federation evolved and supported by partners. The national forum was constituted in February 2015 with a vision to safeguard to promote healthy business practices.

SAKET KAPUR, CONVENER, FAIITA IS GIVING AWAY THE AWARD OF NETWORKING PRODUCT BRAND IN MAKE IN INDIA TO DIGISOL

Mandar Joshi, Head - Channel Business, DIGISOL Systems said, “We want to express our sincere appreciation and thanks to the SME Channels for recognizing us with the SME Channel Achievers Award 2016 for Best Make in India Brand. We are truly humbled and honored to receive it. In a larger sense, this award is dedicated to our founder Chairman Mr. K. R. Naik. Who always believe in manufacturing in India. He started manufacturing in India three decades back.

MESSAGE FOR PARTNERS The message which we would like to spread among the partners is that lately with changing times and the changing channel, they need to scale up and need to reach to end users. They need to cope up with changing technologies and changing business model. Partners need to keep on innovating as technology is evolving they have to evolve and stay tuned with it.

SHRI LALAN KUMAR, IRS, ADDITIONAL COMMISSIONER OF SERVICE TAX, DELHI-II AND SHRI SHAILENDER SINGH PARIHAR, IG - TIHAR JAIL ARE GIVING AWAY THE AWARD OF BEST ASSOCIATION FOR SOFTWARE BUSINESS TO ISODA

“We understand that SME Channels is the first IT Magazine in India for SME Business. To be recognized in such a large forum as one of the associations in India that is making a difference to the Channel community is indeed heartening. More so because ISODA has always had the philosophy of working for the betterment of members and hence ensuring that business grows for everyone. It is indeed a pleasure to accept the award on behalf of the association.”

MESSAGE FOR PARTNERS “ISODA is an association built on a solid platform of channel wellness, technology propagation and enablement of networking within the ISODA partner community. There are tremendous advantages of being part of ISODA and one of them definitely is to enable ways and means to grow business. We have now grown to be a large association with a mix of ISVs, SIs, Resellers and VADs.”

SME CHANNELS 59 DECEMBER 2016

ALOK GUPTA, PRESIDENT, PCAIT IS GIVING AWAY THE AWARD OF CONVERGED INFRASTRUCTURE OF THE YEAR TO DELL EMC

SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS IS GIVING AWAY THE AWARD OF LAPTOP VENDOR OF THE YEAR TO DELL TECHNOLOGIES

SANJAY MOHAPATRA, EDITOR, SME CHANNELS IS GIVING AWAY THE AWARD OF STORAGE SOLUTION VENDOR OF THE YEAR DELL EMC Anil Sethi, Director & General Manager, Channels, Dell Technologies said, “We are very excited to be acknowledged with SME Channel’s Achievers Award for 2016. This award is testimony to our leadership in the market. This recognition places on us, the responsibility to provide partners with enhanced channel engagement programs with an objective to improve their business reach and profitability.”

MESSAGE FOR PARTNERS “The acquisition of EMC has created a very positive bu[^\ in the channel fraternity. A lot of partners have provided feedback that the merger and acquisition of EMC is already helping them with business opportunities to provide IT infrastructure deployment and consumption requirements which are emerging from the workloads of a digital future. The merger with EMC also has led to development of a new unified channel partner program.”

MESSAGE FOR PARTNERS “At every step of our journey, we are always listening to the feedback received from our channel partners and are implementing or enhancing our channel programs that benefit the community at large, not just for today but for the future as well. We would like to reiterate to our partners that the future of IT looks bright and that 2017 should be, and will be the year for Dell and all the partners that we are associated with to achieve absolute leadership in the market.”

60 SME CHANNELS DECEMBER 2016

SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS IS GIVING AWAY THE AWARD OF NO.1 INKJET PRINTER OF THE YEAR TO EPSON INDIA PVT. LTD.

SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS IS GIVING AWAY THE AWARD OF PROJECTOR VENDOR OF THE YEAR TO EPSON INDIA PVT. LTD.

SAKET KAPUR, DIRECTOR, GREEN VISION (P) LIMITED IS GIVING AWAY THE AWARD OF BEST POS PRINTER VENDOR OF THE YEAR TO EPSON INDIA PVT.LTD.

SAKET KAPUR, DIRECTOR, GREEN VISION (P) LIMITED IS GIVING AWAY THE AWARD OF BEST DOT MATRIX PRINTER TO EPSON INDIA PVT. LTD.

“We are extremely delighted to receive the SME Channel’s Achievers Award 2016. This recognition is a validation of our product quality and the superiority of our technology. As a worldwide leader in innovative organization solutions, we understand the needs of our customers and we believe that that we can exceed customer expectations and change the world by initiating change in printing, visual communication, quality of life, and manufacturing.”

“As a manufacturing company that generates value in the real world, Epson aims to expand the scope of its efficient, compact and precision technologies to help free people from repetitive manual work. Epson’s goal is to heighten people’s creativity, and to create a sustainable and affluent society in which people enjoy safe and healthy lifestyles.”

MESSAGE FOR PARTNERS

“We are firmly committed to our two-tier channel model, working with specialist resellers alongside our network of authorized distributors and have a very close working partnership with our partners based on support, mutual co-operation and a drive to maximize success.”

“Channel is an intrinsic part of EPSON’s growth story. Epson’s long-term strategy involves working with carefully selected partners who have a clear understanding of how our products and technologies benefit our customers. We are firmly committed to our two-tier channel model, working with specialist resellers & network of authorized distributors and have a very close working partnership with our partners based on support, mutual co-operation and a drive to maximize success.”

SME CHANNELS 61 DECEMBER 2016

JETEN JAIN OF VEEAM SOFTWARE IS GIVING AWAY THE AWARD OF BEST DR AS A SERVICE TO CTRLS

BRUCE ZHOU, FOUNDER & CEO - AXILSPOT IS GIVING AWAY THE AWARD TO CTRLS FOR BEST MANAGED SERVICES PROVIDER OF THE YEAR

SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS IS GIVING AWAY THE AWARD OF BEST PUBLIC CLOUD PROVIDER OF THE YEAR TO CLOUD4C

SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS IS GIVING AWAY THE AWARD OF BEST SAP HOSTING COMPANY OF THE YEAR TO CTRLS

62 SME CHANNELS DECEMBER 2016

Cloud4C is a revolutionary product offering from the Asia’s largest and India’s only Tier-4 data center, CtrlS. True to its name CtrlS is always focused on providing data safety, security and optimal content delivery with a series of cutting edge service offering. The Cloud4C is the most advanced and quickly customizable cloud offering. Cloud4C focuses on providing a cloud with Control, Continuity, Customization and Compliance. Cloud4C is thus a Cloud Service portfolio of CtrlS wherein CtrlS acts as an integrator PaaS & SaaS to enable the best possible Cloud solution to the end client. Companies like Hero Cycle, Time Music, Himalaya, NDTV, Mahindra Reva, Hyderabad Metro rail and Jabong have been using this service. Of course there are a long list of cusotmers to this organization. So CtrlS is the Asia’s Largest Tier 4 Datacenter with redundant network offering 99. 995% uptime SLA, the highest in the Industry. Besides it offers Four Copy Cloud and 2N+N Disaster Proof Network, etc. The Certifications it has including ISO 27001, ISO 22301 and ISO 20000:1 and offer 24 x 7 x 365 Support.

CHAMPAK GURJAR, PRESIDENT, FAAITA IS GIVING AWAY THE AWARD OF STRUCTURED CABLING VENDOR OF THE YEAR TO D-LINK INDIA LTD.

“This is indeed a honour as for the fifth year in a row D-Link has been adjudged as the winner by SME team. This is testament to channels confidence in the brand & our commitment towards excellence in technology. I would like thank our partners & business associates for their relentless support and also congratulate SME Channels team for putting together such a fabulous event. We look forward to being associated with publication & wish you all the very best. “

SAKET KAPUR, DIRECTOR, GREEN VISION (P) LIMITED IS GIVING AWAY THE AWARD OF BEST PERIPHERALS BRAND OF THE YEAR TO ZEBRONICS Founded in 1997, Zebronics is India’s No.1 IT Peripherals and Multimedia Speakers brand and increasing its footprints in LED TV and Surveillance vertical with a mission to provide products which are Great on design, performance yet so easy on pocket, that every household in the country can afford. Today, Zebronics employs over 900 people across 31 Offices and 126+ Zeb Cares in India. The offices are backed by strong network of dealers, resellers and integrators adding to retail presence of over 30,000+ locations across length and breadth of the country. The Zeb Care (service centers) provide support to the consumers and the channel network. Zebronics is known for its EQR Mantra (Excellence, Quality and Reliability) throughout its large range of computer peripherals and consumer electronics

BRUCE ZHOU, CEO, AXILSPOT IS GIVING AWAY THE AWARD OF NETWORKING PRODUCTS VENDOR OF THE YEAR TO D-LINK INDIA LTD. “Rajesh Doshi, Director, Zebronics India pvt ltd said, “We are really thankful to SME channel for the recognition of brand Zebronics. Recognitions like this are an encouragement, prompting us to work even harder and also motivates us to set out goals even higher.”

MESSAGE FOR PARTNERS “Our partners have always been & continue to play pivotal role in our business eco system. It is our constant endeavour to enable our partners to sustain, equip them to meet future challenges & grow. Also through product diversification & alliances we have opened up new revenue opportunities for partners. D-Link is committed towards working closely with resellers/ channel community, and further strengthen its distribution network.”

SAKET KAPUR, DIRECTOR, GREEN VISION (P) LIMITED IS GIVING AWAY THE AWARD OF BEST POWER BANK BRAND TO ZEBRONICS

MESSAGE FOR PARTNERS “As always we owe our success to the channel partners and, no wonder, we are extremely strong with them and also there has been increasingly good recognition and acceptance of the Zebronics brand. We are introducing at least 10 new products every month, to which, again, the channel reacts extremely well. Our partners were able to go back to consumers with attractive products every so often, that helped in spreading through word-of-mouth and took our business”forward..”

SME CHANNELS 63 DECEMBER 2016

CIO AWARDS

SHRI SHAILENDER SINGH PARIHAR, IG - TIHAR JAIL IS GIVING AWAY THE AWARD OF TOP 20 CIOs TO MR. BANWARI LAL VERMA SYSTEM ADMINISTRATOR OF SHRI LAL BAHADUR SHASTRI RASHTRIYA SANSKRIT VIDYAPEETHA

SANJAY MOHAPATRA, EDITOR, ENTERPRISE IT WORLD IS GIVING AWAY THE AWARD OF TOP 20 CIO TO MR. VIPIN KUMAR, GROUP - CIO OF ESCORTS LTD.

SANJAY MOHAPATRA, EDITOR, ENTERPRISE IT WORLD IS GIVING AWAY THE AWARD OF TOP 20 CIO TO MR. SATISH PAPNOI, CTO OF PATH WAYS SCHOOL

P R ES E NTS

SANJAY MOHAPATRA, EDITOR, ENTERPRISE IT WORLD IS GIVING AWAY THE AWARD OF TOP 20 CIO TO MR. SHAILENDRA CHOUDHARY, AVP-HEAD-I.T OF INTERARCH BUILDINGS PRODUCTS PVT.LTD.

LIFETIME ACHIEVEMENT AWARD SANJAY MOHAPATA, EDITOR AND SANJIB MOHAPATRA, PUBLISHER, ENTERPRISE IT WORLD ARE GIVING AWAY THE AWARD OF LIFETIME ACHIEVEMENT AWARD TO MR. SC MITTAL, DIRECTOR & PROMOTER, BIZTEK ADVISORS & EX-GROUP CTO, IFFCO

SHRI LALAN KUMAR, IRS, ADDITIONAL COMMISSIONER OF SERVICE TAX, DELHI-II IS GIVING AWAY THE AWARD OF TOP 20 CIOS TO MR. PINKESH AMBAVAT, CTO OF CRIF HIGH MARK CREDIT INFORMATION SERVICES PVT. LTD.

TOP 20 CIOS AWARD OF GUHAN, DIRECTOR,MINDGATE SOLUTIONS PVT. LTD.

64 SME CHANNELS DECEMBER 2016

TOP 20 CIOS AWARD OF MAHESH NARVEKAR, CHIEF OFFICER AT DISASTER MANAGEMENT UNIT, MCGM

TOP 20 CIOS AWARD OF MILIND VARERKAR, GENERAL MANAGER IT AT SARASWAT BANK

CIO AWARDS

SHRI SHAILENDER SINGH PARIHAR, IG - TIHAR JAIL IS GIVING AWAY THE AWARD OF TOP 20 CIO TO MR. PRABHAT KIRAN, CHIEF â&#x20AC;&#x201C; INFORMATION MANAGEMENT & TECHNOLOGY OF SK ENGINEERING & CONSTRUCTION INDIA PVT. LTD

SHRI SHAILENDER SINGH PARIHAR, IG - TIHAR JAIL IS GIVING AWAY THE AWARD OF TOP 20 CIO TO MANOJ KUMAR, IT HEAD ACME GROUP

SHRI SHAILENDER SINGH PARIHAR, IG - TIHAR JAIL IS GIVING AWAY THE AWARD OF TOP 20 CIOs TO MR. BANWARI LAL VERMA SYSTEM ADMINISTRATOR OF SHRI LAL BAHADUR SHASTRI RASHTRIYA SANSKRIT VIDYAPEETHA

SHRI SHAILENDER SINGH PARIHAR, IG - TIHAR JAIL IS GIVING AWAY THE AWARD OF TOP 20 CIO TO MR. SUJOY BRAHMACHARI, GM OF HERO MOTOCORP LTD.

SHRI SHAILENDER SINGH PARIHAR, IG - TIHAR JAIL IS GIVING AWAY THE AWARD OF TOP 20 CIOS TO DR SUNIL GUPTA HEAD-IT OF ERU - MINISTRY OF STEEL

SHRI SHAILENDER SINGH PARIHAR, IG - TIHAR JAIL IS GIVING AWAY THE AWARD OF TOP 20 CIOS TO MR. SAURABH GUPTA GENERAL MANAGER - IT & SAP OF 3B-THE FIBREGLASS COMPANY

SHRI LALAN KUMAR, IRS, ADDITIONAL COMMISSIONER OF SERVICE TAX, DELHI-II IS GIVING AWAY THE AWARD OF TOP 20 CIOS TO MR. ANIL PORTER, A.V.P. IT & GDS SERVICES OF INTERGLOBE TECHNOLOGY QUOTIENT

SHRI LALAN KUMAR, IRS, ADDITIONAL COMMISSIONER OF SERVICE TAX, DELHI-II IS GIVING AWAY THE AWARD OF TOP 20 CIOS TO MR. JORAVAR SINGH MANAGER IT OF BIKANO

SHRI LALAN KUMAR, IRS, ADDITIONAL COMMISSIONER OF SERVICE TAX, DELHI-II IS GIVING AWAY THE AWARD OF TOP 20 CIOS TO MR. KAMLESH TECK CHANDANI, SR. VP OF ROLTA INDIA LTD.

TOP 20 CIOS AWARD OFSURESH IYER, CIO, BLUE STAR

TOP 20 CIOS AWARD OF SWAPNIL SHIRWADKAR, HEAD - IT INFRASTRUCTURE & IT SECURITY, INDIAFIRST LIFE INSURANCE COMPANY LIMITED

TOP 20 CIOS AWARD OF PANKAJ PANDEY, HEAD-IT OF IDBI FEDERAL LIFE INSURANCE CO. LTD

SME CHANNELS 65 DECEMBER 2016

PANNEL DISCUSSION ON CHANNEL BUSINESS BEYOND 2020.IN THE PICTURE (FROM LEFT), VIPUL DUTTA, CHAIRMAN, ISODA, RANJAN CHOPRA, CHAIRMAN, TEAM COMPUTERS, ALOK VERMA, REGIONAL MANAGER SALES, VMWARE INDIA, SANJAY MOHAPATRA, EDITOR, SME CHANNELS, RAHUL GOSWAMI, SALES AND SOLUTION SUPPORT CONSULTING, ENTERPRISE SOLUTIONS CENTER, HPE, ALOK GUPTA, PRESIDENT, PCAIT, ANIL SETHI, DIRECTOR & GENERAL MANAGER- CHANNELS, DELL EMC, PRATAP MONDAL, ENTERPRISE SALES MANAGER - SOUTH ASIA, KASPERSKY LAB

P R ES E N TS

SHRI LALAN KUMAR, IRS, ADDITIONAL COMMISSIONER OF Bruce Zhou, CEO, Axil Spot is addressing SERVICE TAX, DELHI-II IS ADDRESSING AUDIENCE ABOUT the gathering THE GST

SHRI SHAILENDER SINGH PARIHAR, IG - TIHAR JAIL ADDRESSING THE AUDIENCE ABOUT GST

SHRI NAVEEN GOSAI, ASSISTANT COMMISSIONER, VAT IS GIVING A PRESENTATION OF GST IMPLICATIONS

PICTURE OF THE AUDENCE AT THE EVENT

GST PANNEL (FROM LEFT) SHRI NAVEEN GOSAI, ASSISTANT COMMISSIONER, VAT, SHRI SHAILENDER SINGH PARIHAR, DIG - TIHAR JAIL AND SHRI LALAN KUMAR, IRS, ADDITIONAL COMMISSIONER OF SERVICE TAX, DELHI-II

HARDEEP SINGH - SYSTEM ENGINEER SAARC NORTH, VEEAM SOFTWARE

66 SME CHANNELS DECEMBER 2016

SURENDRA SHARMA, EMINET POET ENTERTAINING THE AUDIENCE WITH HIS COMMIC BANTERS

ANIL SETHI, DIRECTOR & GENERAL MANAGER- CHANNELS,DELL EMC

KASPERSKY LABâ&#x20AC;&#x2122;S TERRITORY CHANNEL MANAGER, SAHIL JAMNAWALE, GIVING PRESENTATION

BOOTH OF AXILSPOT

NAVIN SABHARWAL, COUNTRY SALES MANAGER - BUSINESS PARTNERS, IBM

Channel biz

Dell EMC to Create Separate Partner Programme by February 2017 After the merger of EMC Federation of companies with Dell, Dell Technologies has separate business units i.e. Dell, Dell EMC including RSA and Virtustream, Services and strategically aligned businesses – SecureWorks, Pivotal and VMware And, every BU is trying to do the integration quickly so that they can tap the maximum market share with right market programmes.

By: sanjay mohapatra sanjay@smechannels.com

owards the end of October, the island country of Macau had hosted Canalys APAC Channel Forum. This forum had not only showcased various products from sponsored companies but also had shown high-level discussion with the channel partners in the region. The newly formed company Dell Technologies also had its share of time to disseminate its strategy as far as Dell EMC is concerned among the visiting partners and media group.

John Byrne President, Global Channels DELL EMC

“We also make sure that we stay nimble and very agile because as you become big, you slowdown.”

As per the Think tank present in the event, Dell EMC channel business is US$35 billion dollars globally and it is by far the dominant player in this space globally. With Dell and EMC coming together there is a significant upsell potential for the partners because there will be multiple businesses for the partners. John Byrne, President, Global Channels at DELL EMC said, “We want to be number one in every space with all the solutions available in one kitty.” Ng Tian Beng, SVP & GM – APJ, Channel Business, DELL EMC, said “India is obviously high digit growth country in APJ. We are looking at three times opportunity and substantial cost saving.” John maintains, “Dell’s PC business is growing for 15 quarters in a row. We are the fastest growing PC company. We are now No.1 in server market share. We are No.1 in work station category, which is for the first time since 2010. We are the fastest growing company in storage market. We are also No.1 in Converged and Hyper Converged infrastructure space and growing significantly.” John added, “As far as India sales strategy is concerned, we have got enterprise and commercial sales motions. Rajesh Janey will lead the enterprise segment, which is for the large top accounts and any other accounts will be led by commercial team driven by Alok Ohrie. So both the teams would sell the whole portfolio of products including desktops, notebooks, servers and storage. This way we are covering the whole market. We will have different schemes there. We

sme channels 67 december 2016

Channel biz

are very confident that there would be better coverage and good growth for the entire group.” People see Dell Technologies as a significant overlap of companies because Dell has acquired so many companies over the years. However, as per the spokesperson of Dell EMC it is not true. The acquisition has brought in a lot of market opportunity for its partners and customers. As per John the good feedback from the partners is that the partner community is changing dramatically. Digital transformation and new era of IT is influencing them. So, Dell Technologies with all its product lines is an advantage, only thing the company needs to do is some customization. John said, “I am there in this company for last one year and what I see is that Michael Dell, Chairman and CEO, Dell Technologies consistently listens to the voice of the customers. He is taking feedbacks from the CIOs in terms of their desires and their requirements for future. If a CIO wants to buy products from all division, I think we can offer them the full breadth of solutions which no one can. We being private it allows us significant flexibility.” He emphasizes on building a Dell EMC channel as partners and distributors want them to create separate strategy. He added, “These people want Dell EMC’s own programme and initiatives. But ideally, we want partners and distributors selling multiple lines of products. We want them to be driving solutions from the products. We want to train them and create them an extension of our team. We do not want partners and distributors learning products, which are never going to sell in the market. Our product managers would like every single sales person, every single partner and every single distributor to learn about every single product. We do not want that.” He added, “The products set we have in Dell and EMC are complementary with each other and the culture we have are similar too. Secondly, I can see that the market will consolidate and therefore, it gives significant scale to us, which the competition does not have. But we also have to make sure that we stay nimble and very agile because as you become big, you slowdown. This is my third job and it has been a year for me in this company but I can say that it is moving faster and is exciting.” As per John, Dell EMC is looking at creating suite of services. The company is working on programme for services from sales and rebate point of view for the partners. He assures that the partner programme which will be tumbled out in February 2017, will have special provision for services business and its gratifications. Ng Tian Beng added, “That is critical and we are working hard on designing the programme that allows us to sell services for the Asian customers

68 sme channels december 2016

too.” John added, “Other feedback is that we have to improve our tools and processes. We are doing significant IT investment which is around US$ 23 million for this purpose. By February 1st 2017 we would have one portal with single sign in. Partners would not have to go to EMC or Dell separately anymore. There will be one portal and one deal registration. So the ultimate form of protection for the channel partner would be deal registration. We are also making our rebate programme very simple.” Tian Beng maintained, “From the top 400 partners of EMC, 60% are already selling Dell solutions. So, when we bring two worlds together, our purpose gets solved. We want partners who sell multiple line of products. In the past when the partnership between Dell and EMC was not officially formalized, the competition had tried to lure them but our partners did not budge from their position reason being they were waiting for the compelling value proposition from the new entity.” So, Dell EMC is making significant investment in centralizing all its programmes. Its financing model is also growing significantly. The impact on India is that Rajesh Janey’s and Alok Ohrie’s teams will have one channel team from February 2017 catering to both enterprise and commercial customers.” Similarly, the partner advisory boards will be one again during Apil 2017 and the company is also pondering on bringing in a global partner advisory for a bigger discussion. John adds, “We are also talking about zero tol-

Ng Tian Beng, SVP & GM -APJ, Channel Business, DELL EMC

“In the past when the partnership between Dell and EMC was not officially formalized, the competition had tried to lure them but our partners did not bUDGE from their position reason.” erance of any violation of deal registration.

Finally… John concludes, “Dell EMC wants to be No.1 in every space– be it price point or even products. We have got 62 countries in the Asia Pacific and if you ask sales person of each country, everyone will say that we will like to grow the market – such is the potential! Both the teams for Dell and EMC have done tremendous progress in the smallest time in the global market, but there is a lot of work ahead of us. India is a definitely very big market for us.”

CORPORATE STORY

LENOVO: GUNG HO ABOUT DATACENTER BUSINESS Canalys 2016 Channel Forum at Macau had a lot of takeaways: One big is that Lenovo is ready to revolutionize the datacenter market with its technology tie ups. It was probably the reason why Lenovo was present in the event as a Keynote sponsor. BY: SANJAY MOHAPATRA sanjay@smechannels.com

It is not hidden that Lenovo is aggressively trying to tap datacenter market. Reason being ever since the company has acquired the X86 servers’ portfolio from IBM, Lenovo has been endeavoring to add value to it. The objective of the company is to create a leadership position in this market by targeting the new age IT business opportunities. It means the company is targeting the organizations adopting Web-scale IT, Converged Infrastructure, Hyper Converged Infrastructure and All Flash solutions. To do that, the company has technology tie-up with companies like Nutanix, SimpliVity, Nimble Storage, Cloudean, Nexenta and many more. However, its growth in the standard server market is quite given which they have inherited from IBM. Sumir Bhatia, Vice President, Asia Pacific, Data Center Group, Lenovo, said: “We acquired this business in 2014, which is relatively new to the other business. Our go to market and disruption of the data center is that ‘we are often called the challenger’. We relish that. Reason being, we have no legacy. With the next-gen IT influencing the CIOs, we have world class partnerships. We have partnerships with Microsoft, VMware, Red Hat, Nutanix, SAP, Juniper and Nimble, etc. It is not just handshake partnership but it is engineering partnership from the ground up.” He added, “In the space of Hyper Converged infrastructure for example, today we have the most number of range of Hyper Converged solutions because of Nutanix alliance. We have 11 different boxes in HX series of hyper converged boxes today, which offers 600 different combinations. So, taking this into the market of data center is a huge advantage.” Partners are key to Lenovo’s GTM strategy. As per Sumir Lenovo is the channel first company. 95% of its India business happens through the

partners. And, the company is persistent to its stated position and grow its partners on the datacenter business. He maintained, “The range of Nutanix solutions we have actually fits quite a lot of industries right away. There are two aspects of these machines. First these products need to be plug n play and up and running quickly. But the other aspect is after the installation bringing efficiency. What is the efficiency. It is about footprint. It is about bringing energy down and TCO down. So, it fits across all

the segments. The range we have starts from entry level models upto much higher scalable models.” However, the awareness of such capability of Lenovo in the market is not great so what the company is doing is that it is participating in the top events. In the Red Hat forum in India Lenovo was the platinum partner, where Sumir himself was speaking. At SAP events, too, Lenovo was the platinum partner. Similar, in a lot of other events Lenovo is participating as a top sponsor. Sumit added, “Also we are working with our

SUMIR BHATIA, VICE PRESIDENT, ASIA PACIFIC, DATA CENTER GROUP, LENOVO

“WITH THE NEXT-GEN IT INFLUENCING THE CIOs, WE HAVE WORLD CLASS PARTNERSHIPS.”

SME CHANNELS 69 DECEMBER 2016

CORPORATE STORY

partners to take it to the market. The other way of gaining visibility is winning in the market. We are winning high-end solutions on SAP. You would be happy to know that worldwide 52% of SAP Hana implementation has happened on Lenovo platform. In India, we are winning some SAP Hana projects.” “As an organization, our take is that we have been leader in the PC for last 14 quarters. Firstly, we are saying that PC is not dead neither it is declining. No.2, people are saying commoditization has happened and there will be no innovation. We are proving that wrong. We will continue to innovate – whether that is Yoga laptop or Yoga Book or ThinkPad x1. We have ranges of products. In phones, we have two brands - Lenovo and Moto. We have tablets, we have entire range of PCs – right from desktops to thin clients to Laptops to Convertibles to Detachable. And, we also have the Datacenter Solutions. So, we clearly are occupying the position, where nobody else is in the world who has this kind of portfolio,” added Rahul Agarwal, Managing Director & CEO at Lenovo India. “We believe that whatever happens in the background, people will always need devices. So, all the transition happening in the competition is paving path for opportunity for us to step in and take some servers,” he added. Asked about when the Indian x86 server market is going down how the opportunity is translating for Lenovo. Rahul said, “Firstly, X86 market is not declining. Last year to this year, it has declined due to lack of large deals of US$ 25-30 million and above. So when you divide the market in three parts from the server requirement perspective, one is traditional IT, which is nonvirtualized is quite large. Then is the converged and hyper converged and virtual server market. This part is growing at almost 40%. This is where we are in partnership with and the balance is the hyper-scale providers including the AWS and Azure who are buying too, is very tricky. We will play selectively. The middle part which is 20% today, will become 50%. We will play here as a dominant player. Therefore, there is enough growth potential. That is why we are Challenger Brand.” Today, 95% of Lenovo Data center business happens through partners. And, as per Rahul the DNA of Lenovo is partner led. He added, “If you look at the history of Lenovo, we have seen success through partners. We believe that partners specially in the market, which is changing so rapidly, partners are going to be very crucial for us. We feel that partners are adding value for us. We cannot have that number of feet on street. Secondly, they understand the customers very well.

70 SME CHANNELS DECEMBER 2016

The top 50 partners are very good and they have very good technical resources. They can do POC and they can do SI job, which we are not able to do and the fact is that a lot of servers are sold as solutions today.” Sumir commented: “The demand of the customers is very specialized today. That is where the partners are handy. For example, in Big Data and Analytics, you need specific partners who have focus on Analytics. You need SIs who can pull in these Analytics companies and glue it together. So therefore, partners are very critical to us. All this make us ‘Channel First Company’ today and we will remain as Channel First in the future too. Elaborating on the approach to the datacenter market, Rahul said: “We have two-pronged strategy for the data center business. First is for the large solutions that goes to enterprises and government, where we have about 15 odd partners whom we work with strongly, who have capability and technical poise, who handle any kind of requirement. That number may go to 20 in 2017. We are not seeing the drastic increase in the highend SI partners. What we want is that the engine becomes smoother for them because some of them still are absorbing the way we work and the new people that we hire.” “The other one is the SMBs or the small requirements which are of non-solution approach because today 50% of the market is still the box selling. For this market, we need reach. There is a lot of need in the market for one server or two servers. There, the customers need not to even talk to us or we do not even need to know who the customer is? That is the run rate engine where

RAHUL AGARWAL, MANAGING DIRECTOR & CEO AT LENOVO INDIA

“WE CLEARLY ARE OCCUPYING THE POSITION, WHERE NOBODY ELSE IS IN THE WORLD WHO HAS THIS KIND OF PORTFOLIO,” we are the leaders. There our strategy is to further increase our distribution. So I will say that we have the basic partners strength but what we need to do is at the higher end is to improve our share of wallet” he added.

Finally… Sumir concluded, “When we build the partners’ ecosystem, we are getting them into training and making sure that they are articulating our value proposition into our customers. Obviously, we are continuing to invest on people on the ground to support these partners. We have just launched two certification programmes. There are three more certification in the pipeline. Rahul added, “Good thing is that we will continue to bring innovative products which grow very fast with the portfolio and disrupters in nature. The big game changer is not the investment in the market but the execution of plan. We need clarity in the purpose and rigor in the execution.

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