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Wipro Lighting launches Internet of Lighting /20 www.smechannels.com
india’s leading IT magazine for channel business VOLUME 08 | ISSUE 12 | PAGES 40 | FEBRUARY 2018 | RS. 20/-
CLOUD COMPUTING /26 Nutanix: Cloud Computing powering India’spriority of ‘Digital-first country’
PARTNER CORNER /31 ENJAY IT SOLUTIONS: Cyber Security and CRM
SECURITY CORNER/34
PRIME INFOSERV LLP: Emerging Cyber Security Challenges – New Threat Landscape
BATTLE FOR SUPREMACY RAGES BETWEEN SECURITY SOLUTIONS AND CYBERCRIME
Each passing year has proved to be been a banner year for cyber villains. In 2017 too, many companies became victims of hack attacks and virus infections in their supposedly secure databases. The same fate also befell the small and medium sized companies. They also reported cyber security breaches....20 1
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HPE Opens Customer Experience Center /08 www.smechannels.com
india’s leading IT magazine for channel business GUEST TALK
PARTNER CORNER
/33
RAHUL GOSWAMI:
Winning in the Age of Digital Personalization & Transformation
/31
ENJAY IT: Cyber Security and CRM
PARTNER CORNER
/36
NEWVIK: Matrix has an
in-house manufacturing unit and R&D Centre to offer quick turnaround for clients.
MY EXPERIENCE EDITORIAL
TIME TO CORPORATE FINANCIALLY AND EXPERTISE WISE SANJAY MOHAPATRA
sanjay@smechannels.com
Good morning friends. As I am writing this piece of editorial I realize very strongly that in order to excel, there is a need of strong financial backup for the partners along with strong will power. Last week I was with the ISODA Tech Summit 2018 at Kuala Lumpur. There were nearly 80 partners representing the entire country who attended this event. I realized that these partners who represent other partners in the country have strong intent to grow big but the biggest challenge they are facing is the finance. Whatever might be the turnover of the country, it wants to execute larger than size projects which is why there is always a challenge for the partners. Of course, the banks are there to provide LC and OD, even then it is difficult of execute some ambitious projects. On the other hand, the vendors do not have procedure to override their set of guidelines and support the partners. in this case remains the option of cooperation of the partners among each other. To me, the option of cooperation among each other on every space – be it technology, practice and on top of it finance is the best option. It means partners in Delhi can pick partners from Mumbai, Chennai and Kolkata and form a formal association and start working on projects. It is applicable to partners in each city. Of course, maintaining accounts is a challenge in this short of associations but if partners can come together and create a formula of success, can help each other, which is better than doing something great than losing to large partners. It is always the large partners like Wipro, TCS, Infosys bag large projects owning to their financial muscle and deep technical expertise, where as the smaller partners with technical expertise do not meet the requirement of the RFP, so it is time there should be a formula of association. The other aspect what is beneficial of the association is that there is always a shortage of skilled manpower as poaching takes place at all level. In the case of association, the partners need not have to worry much about the skilled labor. So net net, it is a win win situation for the partner community. It is to be seen how partners would take this forward.
Sony new Laser Projectors For Corporates, Schools And Museums THE NEW LASER PROJECTORS FROM SONY offers highest brightness installation projections that address the needs for large venues and mid-sized class rooms. The models including VPL-FHZ120L and VPL-FHZ90L use a newly-developed LCD panel with enhanced light resistance and, for the VPL-FHZ120L, an optical compensator to realise high contrast that delivers stable brightness and high-quality image with vibrant colour reproduction. Furthermore, Sony’s unique Z-Phosphor Laser uses a blue laser as its light source alongside a 3LCD optical system, to achieve the full spectrum of light and continuous, clear RGB colour.
SPECIFICATION: THE AUTO COLOUR CALIBRATION FUNCTION ENABLES USERS TO EASILY MAINTAIN THE BEST PICTURE QUALITY BY AUTOMATICALLY ADJUSTING THE COLOUR CHANGES THAT USUALLY OCCUR WITH LONG-TERM USE FINAL WORDING: These new mid-range WUXGA models are designed for small to medium rooms. OVERALL RATING
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contents
Trusted Advisor of Channel Business
2018
FEB VOLUME 08 ISSUE 12
ER COV RY STO
Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Associate Editor: Deepak Singh Associate Editor: Chitresh Sehgal Designer: Ajay Arya Assistant Designer: Rahul Arya Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Marketing Manager: Kajal Sharma Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 / 8587835685 sanjeev@smechannels.com Bangalore #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 Mumbai Tahmeed Ansari 2, Ground Floor, Park Paradise, Kay-Bees CHS. Ltd.,Opp. Green Park, Oshiwara, Andheri (west), Mumbai - 400 053. Ph. +91 22 26338546, Fax +91 22 26395581 Mobile: +91 9967 232424 E-mail: Info@smechannels.com Kolkata S Subhendu BC-286, Laxmi Apartment, Kestopur Kolkata-700101 Phone: 9674804389
Battle for Supremacy Rages between Security Solutions and Cybercrime /20 Each passing year has proved to be been a banner year for cyber villains. In 2017 too, many companies became victims of hack attacks and virus infections in their supposedly secure databases. The same fate also befell the small and medium sized companies. They also reported cyber security breaches.
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 DESIGNED BY
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HPE Opens Customer Experience Center to Showcase IoTbased smart city solutions Hewlett Packard Enterprise (HPE) India has launched a Customer Experience Center (CEC) in Gurugram to showcase and demonstrate
IoT-based smart city solutions. The facility will feature a wide-range of innovative offerings for smart city projects from HPE, and powered by
Intel architecture. By launching this CEC, HPE will enable partners and customers to experience cutting-edge technolo-
gies first hand that can help in the seamless development of smart city projects across the country. “The vision of the government’s smart cities’ mission is to improve the quality of life of every citizen in the country. A smart city strategy requires careful and proper implementation of new technologies and a citizen-centric approach,” said Som Satsangi, MD – India, HPE. “We are therefore happy to launch this Intel-powered CEC in Gurugram to showcase our experience, best practices, partner ecosystem and technology innovation. Through this initiative we aim to help governments leverage technology to reduce the time it takes to turn smart ideas into smart cities.” “Our vision is to work with the industry to connect devices to sensors, and enable storage and analysis of this data for actionable insights. The Intel powered smart city CEC at Hewlett Packard Enterprise, India, is a great opportunity for customers to experience, and for system integrators to showcase local IoT implementation possibilities, said Prakash Mallya, MD, Sales & Marketing Group, Intel India.
Ricoh’s Indian Subsidiary Files for Insolvency Protection Japanese printing and imaging solutions vendor Ricoh’s Indian subsidiary Ricoh India has filed for insolvency proceedings due to its inability to meet its liabilities. According to the company it has filed an application under Section 10 of the Insolvency and
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SME CHANNELS FEBRUARY 2018
Bankruptcy Code (IBC) before the National Company Law Tribunal. The IBC is the bankruptcy law of India which seeks to consolidate the existing framework by creating a single law for insolvency and bankruptcy. “The company has come to
a position where it is unable to meet its liabilities, and this course of action has been decided in the best interest of the company, its customers, employees and minority shareholders and all other stakeholders,” the Ricoh India said in a BSE filing.
Ricoh India’s board had on January 25, 2018 resolved to inter alia file an application under Section 10 of the Insolvency and Bankruptcy Code, 2016 (IBC) and relevant Rules and Regulations thereunder to initiate Corporate Insolvency Resolution Process.
SNIPPETS
RAH Infotech to distribute Infoblox
Sophos Unveils Intercept X Sophos has launched Intercept X with malware detection powered by advanced deep learning neural networks. Combined with new active-hacker mitigation, advanced application lockdown, and enhanced ransomware protection, this latest release of the next-generation endpoint protection delivers previously unseen levels of detection and prevention. “Predictive protection is the future of IT security. Sophos has taken a huge step forward by bringing deep learning neural networks into the industry leading exploit and ransomware protection of Intercept X,” said Sunil Sharma, Managing Director Sales at Sophos India & SAARC. “
SUSE Taps Infosys as its First Global Solution Partner SUSE has named global consulting, technology and next-generation services provider Infosys as its first global Solution Partner in the top tier of the SUSE Partner Program. In addition, Infosys has chosen SUSE Linux Enterprise Server for SAP Applications – the leading platform for SAP HANA and SAP S/4HANA among customers globally – as its preferred platform for SAP HANA Transformation Programs. This reflects Infosys’s commitment to build SUSE solutions into their IT transformation offerings, particularly the cutting-edge services Infosys has developed around SAP and ecosystem applications on Infosys managed private cloud.
AMD Ryzen Desktop APUs Features Powerful Graphics AMD introduced two Ryzen Desktop processor with built-in Radeon Vega graphics models. AMD Ryzen 5 2400G and AMD Ryzen 3 2200G processors combine four of the latest “Zen” CPU cores with advanced Radeon “Vega” architecture on a single chip, offering leadership levels of system and graphics performance at their respective $169 USD SEP and $99 USD SEP price points. “When we launched our first Ryzen processors a year ago, we began driving innovation and competition across the PC market. We remain dedicated to this mission throughout 2018, as we further strengthen our Ryzen portfolio by adding two leadership APUs designed to meet the varying needs of today’s PC users,” said Jim Anderson, senior vice president and general manager, Computing and Graphics Business Group, AMD. “AMD Ryzen Desktop APUs are a perfect example of the innovation we bring to market for consumer and commercial PC users. Combining our high-performance CPU and GPU architectures, this new category of Ryzen desktop processors is designed to deliver a smooth overall computing experience.”
10 SME CHANNELS FEBRUARY 2018
MY POINT
We’re entering an era of tectonic digital change. In spite of the multiple challenges faced by businesses to go digital, leaders are united in the belief that they need to transformRAJESH JANEY, MANAGING DIRECTOR & PRESIDENT, INDIA ENTERPRISE, DELL EMC
RAH Infotech has signed a distribution agreement with Infoblox (www.infoblox.com), a network control company that provides Actionable Network Intelligence solutions. Infoblox delivers Actionable Network Intelligence to enterprise, government, and service provider customers around the world. As the industry leader in DNS, DHCP, and IP address management, the category known as DDI, Infoblox provides control and security from the core—empowering thousands of organizations to increase efficiency and visibility, reduce risk, and improve customer experience. “This association with Infoblox will take our business portfolio to a different level and we are very excited about the prospects in the coming days. Infoblox with its years of experience will bring in Intelligence, Insight, and Automation to solve many of the toughest networking challenges Indian corporates may have,” shared Ashok Kumar, CEO, RAH Infotech.
Vertiv Acquires Data Center Rack PDU Vendor Geist Vertiv, formerly Emerson Network Power, has reached an agreement to purchase Lincoln, Nebraska-based Geist, a privately owned manufacturer of Rack Power Distribution Units (PDUs) and associated data center products. Geist is a market leader in Rack PDU products and has a broad portfolio of data center power, cooling, monitoring, and infrastructure management products that complement Vertiv’s own line of intelligent Rack PDUs. The acquisition will add engineering and design capabilities with patented Geist technologies, expand access to the channel, and solidify Vertiv as a global leader in the data center Rack PDU space. Geist is a global company headquartered in Lincoln, Nebraska, and has more than 250 employees. Geist president Brad Wilson will continue as manager of the business, reporting to Pat Johnson, executive vice president of integrated rack systems for Vertiv. The announcement of the Geist acquisition comes just a week after Vertiv announced the acquisition of Energy Labs, a privately owned, San Diego-based manufacturer of direct and indirect evaporative cooling systems.
SNIPPETS
CSS Corp Bags ‘5th Big Data & Analytics Converge 2018 Award’ for its ‘Active Insights’ Platform
Canon Expands Ink Tank Printers Range with Six New PIXMA G Series Canon India has expanded its popular PIXMA G series printer range with the launch of six new models namely G 1010, G 2010, G 2012, G 3010, G 3012, and G 4010. PIXMA G-series printers feature a front-facing, built-in refillable ink tank system, by making it convenient to monitor ink levels and refill when required. Paired with the ink bottle’s spill-resistant tops, the system is designed to provide seamless and clean usability at home and office. Printer durability is also improved, allowing high volume printing businesses to enjoy reduced downtime. With Canon’s Hybrid ink system the new printers are engineered to achieve high resolution images with incredible photo-quality resulting in vibrant photographs and sharp text documents. The new range of multi-function devices deliver outstanding professional documents, enhancing home and workplace productivity. Accompanying this launch, Canon India is also announcing interesting consumer promotions on G2000 and G2010 to make this further attractive to home consumers. The G series will be accompanied with new range of Canon photo papers available in several variants. The new G Series printers will be available between the price range of INR 8,195/- to INR 17,425/-.
CSS Corp announced that it has been selected as a winner of the ‘5th Big Data & Analytics Converge 2018 Award’ in the ‘Best Analytics Service in Customer Analytics’ category. CSS Corp emerged as a winner for its proven capabilities in driving intelligence in customer engagements through its smart analytics platform, Active Insights. CSS Corp was recognized for its unique capabilities that leverage artificial intelligence, machine learning and natural language processing to enable businesses to understand customer experience. CSS Corp’s Active Insights goes beyond traditional analytical models to predict customers’ buying behavior and identify next best actions by applying contextual algorithmic models to historical purchasing behavior. The platform is powered by advanced statistical models that uncover customers’ intent and issues and proactively deliver the right recommendations and remediation.
EXECUTIVE MOVEMENT
GLOBAL IT SPEND TO HIT $3.7 TRILLION THIS YEAR Worldwide IT spending is projected to total $3.7 trillion in 2018, an increase of 4.5 percent from 2017, according to the latest forecast by Gartner., Inc. Enterprise software continues to exhibit strong growth, with worldwide software spending projected to grow 9.5 percent in 2018, and it will grow another 8.4 percent in 2019 to total $421 billion
Table 1. Worldwide IT Spending Forecast (Billions of U.S. Dollars) 2017 Spending
2017 Growth (%)
2018 spending
2018 growth (%)
Data Center Systems
Spending
2017
179
0.6
Enterprise Software
Growth (%)
2018
389
9.5
Devices
Spending
2018
704
5.6
IT Services
Growth (%)
4.3
985
5.5
Communications Services
1,393
1.3
1,427
2.4
Overall IT
3,527
3.8
3,683
4.5
Source: Gartner (January 2017)
12 SME CHANNELS FEBRUARY 2018
Avaya has appointed Greg Pelton as vice president, technology strategy. Pelton will play a key role in shaping Avaya’s technology strategy as the company continues its transformation into a services and cloud- based UC and CC solutions provider. Kaspersky Lab has named Alexander Moiseev as its Chief Business Officer (CBO), a new position created by the company. Mercer Rowe, former vice president of strategic partners at IBM‘s Watson and cloud computing platforms, has been named senior VP and general manager of Avaya Cloud Xerox has announced that Dan Cooper will lead Global Imaging Systems (GIS), A Xerox Company. Cooper will report to Mike Feldman, President, North America.
Enterprise NAS
TES-x85U Series QES or QTS Enterprise-class operating system
Application and storage operating system
TES-1885U
Dual OS options provides the choice of high-availability or versatility QES - Specially designed for enterprise storage
QTS - All-in-one application and storage operating system
Uses ZFS (the best file system for business data storage) and supports multiple advanced functions for high-end enterprise storage such as data deduplication, in-line compression for optimized VDI storage performance, self-healing, near-limitless Snapshots and SnapSync.
Supports auto-tiering storage optimization with Qtier, block-based snapshots, and SSD caching. Also provides rich business-ready apps (Virtualization Station, Container Station, web server, VPN server and more) for a comprehensive all-in-one NAS solution.
Powered by Intel™ Xeon D processors The TES-x85U series is powered by Intel® Xeon® D 64-bit SoC processors with integrated PCH (6-core and 8-core respectively) which provides outstanding performance for data transmission and applications. Intel ® Xeon ® Processor D
Copyright © 2018 QNAP Systems, Inc. All rights reserved. https://www.qnap.com/en-in/
QNAP Systems Inc., (INDIA) | indiasales@qnap.com Challam Towers, New No. 113, Dr. Radha Krishan Salai Road, Myalpore, Chennai - 600 004 Tamil Nadu
SNIPPETS
Fujitsu Launches New PrimeFlex to Enhance SAP environments Fujitsu launches two powerful new solutions designed to help organizations deploy extremely data intensive applications needed for their digital transformation, through greatly improving the ease of management for scale-out SAP HANA in-memory database deployments. Certified by SAP, the enhanced Fujitsu Integrated Systems PRIMEFLEX for SAP HANA and PRIMEFLEX for SAP Landscapes solutions powered by FlexFrame Orchestrator Management Software allow organizations to manage the implementation and operation of SAP infrastructures needed to process vast amounts of data, minimize the complexity and cost of such installations, and run a flexible, efficient and secure SAP environment that is scalable for future growth.
HP Makes Multi Jet Fusion 3D Printing Solution Commercially Available in India HP Inc has announced the commercial availability of its Multi Jet Fusion 3D Printing solution in India. HP also announced Imaginarium and Adroitec as resellers of its 3D printing solution in the country. According to the vendor, HP’s Multi Jet Fusion 3D Printing solution is a productionready commercial 3D printing system that delivers superior-quality physical parts up to 10 times faster and at half the cost of current 3D printing systems. Sumeer Chandra, Managing Director, HP Inc. India, said, “3D Printing will contribute to democratizing manufacturing and transforming industries, including the $6 trillion Asia-Pacific and Japan manufacturing segment. India is a strategic hub for this significant shift and we are excited to bring the cutting-edge Multi Jet Fusion technology to Indian customers across a variety of vertical markets.” HP’s growing partner ecosystem enables businesses to develop game-changing solutions that reinvent the manufacturing industry.
Epson Debuts High-speed Inkjet Printer Epson has launched their first high-speed linehead Multi-Function InkJet printer for enterprise printing in India. The newly launched WorkForce Enterprise printer, WF-C20590, prints at breakthrough speeds of up to 100 pages per minute (ppm). The printer offers one of the fastest speeds in inkjet printing, reinventing business printing in the office and ushering new levels of productivity. The WorkForce Enterprise printer’s ultra-high capacity ink cartridges yield up to 100,000 pages (2×50,000) in black and 50,000 pages in colour each, enabling uninterrupted downtime and a lower total cost of ownership and greater cost savings. With the high yields and high volumetric efficiency, there is reduced frequency of consumables exchange compared to toner replacements of a laser printer. The high capacity paper feed unit with option for up to 5,350 sheets for input and paper output capabilities of up to 4,000 with the sheet finisher unit support high volume printing. Siva Kumar, General Manager, InkJet Printers at Epson India said, “The new WorkForce Enterprise printer is a masterpiece that drives productivity while also providing drastic energy savings of up to 75% less power consumption. This printer is the perfect complement to any business infrastructure.”
Barco and Supertron Sign Distribution Partnership Barco has appointed Supertron India, one of the country’s largest IT distribution and services intermediaries, as its national distribution partner for its meeting room & boardroom range of solutions in India. The association will enable a more robust market and channel penetration on a pan-India level for ClickShare and wePresent. The vision behind the move is to meet the growing demand for cuttingedge technological solutions that enable more productive, interactive, and seamless meeting room experiences. The ‘plug-and-play’ solutions from Barco employ state-of-the-art technology to optimize meeting room operations and drive productivity. The platform-agnostic approach employed also enables sharing of critical data in real-time from multiple devices, facilitating far more engaged and involved meeting room discussions and allowing decision-making to be more information-driven and accurate.
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iBall launches Laptop ‘CompBook Exemplaire+’, with optional Hard drive iBall has announced new addition to its popular Laptop Category with ‘iBall CompBook Exemplaire+’. Suiting the diversified needs with one singular performance, the everyday laptop ‘Exemplaire+’ combines robust multimedia features with serious horsepower. The 35.56 cm (14inch) Laptop is designed sleek and slim with unexpected power. It is effortlessly portable and designed with oblique edges for a slimmer look, and more premium metal surfaces for chic style that will go anywhere. Making your life easier, the Windows 10 OS brings you seemingly limitless options and possibilities in terms of applications and features making the device flexible yet productive. Packed with Intel Quad Core Processor that functions at the speed of up to 1.92 GHz and also multitasks with 4GB DDR3 RAM + 32GB storage, expandable up to 128GB via Micro SD Slot. With optional HDD inside the provision slot, rest easy with 1TB ample storage to expand your library of movies, apps, photos and more.
PRESENTS
CIo DINE AND
DISCOURSE MARCH - APRIL 2018
DISCUSSING TRANSFORMATION OF THE ROLE AHEAD FOR THE INDIAN CIO POWERED BY
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SNIPPETS
Synology Releases NAS Offerings in India Taiwan-headquartered Synology has forayed into India market with the rollout of its cutting-edge series of NAS solutions in the country. The company has announced strategic partnerships with both online as well as offline channels to make its solutions available in the country. Synology’s offline distributors in India include Supertron and EBM, while Amazon will serve as the company’s online retailer. Four complete product lines of industryleading NAS that are designed to meet different requirements and needs from personal users, small offices, SMBs, and enterprises (including XS/XS+ series; Plus series; Value series and J series) provided by the company are now available in India. The company will also be unveiling the latest DiskStation Manager 6.2 (DSM6.2) OS update along with new applications and services in the country soon.
Sophos Positioned as a Leader in Magic Quadrant
ICT Veteran Arun Balasubramanian Takes on as Country Manager at Qlik India Qlik has appointed ICT industry veteran Arun Balasubramanian as the company’s Country Manager for India. In his new role, Arun will be responsible for leading and expanding Qlik’s operations in India. His deep experience in the Indian IT market and with cloud and subscription delivery models will add greater depth to and drive growth for the company’s countrywide operations. Arun will report to Julian Quinn, Regional Vice President, Asia Pacific. Commenting on his new role, Arun said, “I am delighted to join the stellar team at Qlik that is working to bring the power of data analytics to public and private organizations in India in greater measure than before. The complex and layered Indian market is difficult to navigate without reliable information, but Qlik is well-poised to unlock and deliver new synergies that can lead to optimization and success for a variety of different enterprises, institutions, and projects. With over 20 years of experience in the IT industry, Arun has held senior executive positions at HP, CA Technologies, and Salesforce. Prior to joining Qlik, Arun was spearheading Microsoft’s Cloud and Enterprise business in India, and was responsible broad set of products including Azure, SQL and IOT. He also worked closely with go-to-market and alliances teams to increase the brand’s footprint across enterprise, commercial and public sector clients. Before joining Microsoft, Arun played a vital role in delivering strong growth for Salesforce during his time as its Area Vice President – India and SAARC.
Gartner has positioned Sophos as a Leader in its 2018 Magic Quadrant for Endpoint Protection Platforms. Sophos has been positioned as a Leader in all 10 of these reports since they were first published in 2007. Said Dan Schiappa, Senior Vice President and General Manager of products at Sophos, “We believe Gartner’s continued placement of Sophos in the Leaders quadrant in the Magic Quadrant for Endpoint Protection Platforms demonstrates that Sophos is able to innovate and deliver solutions that organizations of all sizes can use every day. Predicting future threats is the future of security protection and the deep learning capabilities we have added to our portfolio is enabling us to do just that, more effectively than any other next-generation vendor.”
Capgemini Scoops Informatica’s 2017 Big Data Partner of the Year Award Capgemini has been named as the “Big Data Partner of the Year for 2017” by Informatica, the enterprise cloud data management leader. The award highlights Capgemini’s strengths as a market leading services provider on Informatica technology across all aspects of the data lifecycle, including master data management, data quality, data masking and archiving and big data, with innovative and best-in-class assets. “We are proud to be named as ‘Informatica’s Big Data Partner of the Year’ for 2017. This is truly a recognition of our capabilities and strengths in Informatica’s Big Data Management products and technology across all aspects of the data lifecycle,” said Srikant Kanthadai, VP and Global Head of Data Management, Capgemini’s Insights & Data Practice. “Capgemini has been an Informatica Global Partner for over five years now and together we are committed to delivering innovative and best-in class next gen Data Management solutions, enabling insight-driven transformation and rapid deployment in organizations worldwide.”
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*astTECS Rolls out Mobile Cloud Telephony for Contact Centres *astTECS, a leading provider of enterprise telecom technology products and Asterisk based Open Source communication solution, has launched *astTECS MCTel – Mobile Cloud Telephony solution for domestic contact centres. The virtual collaboration solution, delivers carrier-grade communication on a cloud platform and its flexibility, functionality and agility blends the competence of cloud and mobile technology that completely eliminates the need of expensive infrastructure requirements of a call center operation. *astTECS MCTel is a plug-and-play technology best suited for domestic contact centres, start-ups, special purpose campaigns, pilot campaigns and businesses who want to leverage mobile cloud telephony to enable better business performance and operate on an OPEX model. Since the calls are made via SIM, no landline or PRI is required. The key features of *astTECS MCTel include: – App based login and calling, attendance monitoring, LIVE call recordings, LIVE call reports, agent performance report, campaign analytics and real- time supervision.
SNIPPETS
Arrow PC Network Becomes the Platinum Partner for Dell EMC VxRail Arrow PC Network, the next-gen (hybrid) SI & solution provider, has recently added Dell EMC VxRail solution to their kitty. Powered by vSAN and offered with Dell EMC PowerEdge servers, VxRail is the only specifically developed and fully optimized hyper-converged appliance. Gurpreet Singh, Managing Director at Arrow PC Network said, “Hyper convergence is and will play a crucial role in coming years. Today, Hyper convergence infrastructure is a hot topic and undoubtedly market is witnessing a shift towards it. HCI helps in bringing together all the
important trends that enterprise IT struggles to handle.” “We are thrilled to take VxRail solution/ appliance to the Indian market as it is the only solution in the market, which has been developed keeping the specific needs of the companies in mind. It will definitely deliver the new standard in hyper-converged infrastructure transformation. It provides the flexibility and agility required to meet current and future business needs without ripping and replacing current infrastructure components, which makes it exceptional,” he added further.
Fortinet Safe Internet Use Tips Fortinet has issued safety tips to all internet users to commemorate “Safer Internet Day” being celebrated globally on Tuesday, 6 February 2018. Starting as an initiative of the EU SafeBorders, over the years Safer Internet Day (SID) has grown beyond its traditional geographic zone and is now celebrated in about 130 countries worldwide. The 2018 theme, “Create, connect and share respect: A better internet starts with you” is a call to action for every stakeholder to play their part in creating a better internet for everyone, in particular the youngest users out there. “We are now living in a digital world, and cybercrime is part of that new reality. We have all learned to lock our cars, deadbolt our doors, look both ways before crossing the street, and avoid dark alleyways and streets at night. It is time to develop the same good habits as we navigate through our digital environment using internet. Collectively and individually we can make the internet a safer place,” said Rajesh Maurya, Regional Vice President, India & SAARC Fortinet.
Zyxel Introduces NebulaFlex for Access Points Zyxel’s launches NebulaFlex feature for Access Points. Currently supported by three Zyxel wireless access points, NebulaFlex frees traditional standalone APs to be managed in two modes – either cloud-managed or on-premises, giving businesses true flexibility in deployment while reducing extra hardware and software costs. Managing standalone access points is straightforward and it perfectly fits in any small-sized area where just a few APs would provide sufficient WiFi coverage. Cloud-managed access points, on the other hand, are easy to install, configure and centrally manage WiFi networks from small to large – anytime and anywhere. The simplicity, limitless scalability, and feature-rich management have been luring businesses into the cloud.
Kaspersky Grows 8% during 2017 Kaspersky Lab grew sustainably in 2017 and increased its global unaudited IFRS revenue by 8%, to a total USD 698 million. While the second half of 2017 was challenging for the company due to geopolitical turmoil and unfounded allegations, its customers and partners keep demonstrating trust, resulting in a successful year for the business. The growth was driven by the strong performance of Kaspersky Lab’sB2B business (+13%): the company saw growth of 30% in the enterprise segment, 61% in non-endpoint, and 41% in bookings from cybersecurity intelligence services. Kaspersky Lab continues to expand its portfolio, introducing and enhancing solutions that prevent, detect and respond to the most sophisticated cyberthreats, such as Endpoint Detection and Response and a wide array of professional services.
DIGEST PORTRONICS MINI BLUETOOTH SPEAKER OFFERS STUPENDOUS SOUND QUALITY Portronics has launched “Thunder Mini”, an intelligent and portable Bluetooth Speaker with FM which offers numerous options of connection to deliver an excellent quality sound. Watching movie with your family at home with a good sound and picture quality is the objective of almost every person on every weekend. So, while watching movie on a projector, laptop or TV, you feel the need of a great sound then Thunder Mini is just for you to meet up your demands. The new Portronics Thunder Mini is offered at an exceptional pricing of INR 4999/-. The packaging of Portronics “Thunder Mini” includes one main unit, one micro USB cable and one 3.5 mm audio cable.
VIEWSONIC ROLLS OUT VX32762K-MHD FRAMELESS DESIGN MONITOR Leading visual solution products provider ViewSonic has introduced the VX3276-2K-mhd, a 32″ WQHD IPS Monitor with a stylish ultra-slim frameless design. Users can now enjoy a truly immersive visual entertainment experience with the VX3276-2K-mhd. With this product ViewSonic delivers a visually appealing design combined with efficiency and performance. The product features include a sizeable 32” frameless bezel, minimalist design, SuperClear IPS panel technology, flexible connectivity, low energy consumption and WQHD (2560 x 1440) resolution.
ZEBRONICS ROLLS OUT ITS LATEST NEPTUNE WIRELESS HEADPHONES Zebronics has introduced its newest headphone, Neptune, a stylish headphone with a complete package of wireless comfort and an advanced high-end chipset boasting sound to a new level of listening experience. With robust design and leather covered headband’s appealing guise, the headphones go a step ahead to enhance your style quotient. It is embedded with Rhythmic LED lights which beam a showcase of your tunes and the graphics groves on your beats.
CANON INDIA LAUNCHES CANON IMAGE SQUARE 3.0 Canon India has announced the launch of a Gen-Z version of its retail outlet – Canon Image Square 3.0 in India. What makes this launch a noteworthy milestone in Canon’s India journey, is its transition from an experiential model to an ‘experiential imaging destination’. To provide a comprehensive perspective towards imaging, Canon Image Square (CIS) 3.0 aims at offering a full-fledged customer experience, with an input to output approach. The idea is to transform retail outlets into a destination, attracting customers to experience a whole new imaging revolution.
SME CHANNELS 17 FEBRUARY 2018
SNIPPETS
Paisabazaar.com collaborates with Microsoft India’s largest online lending marketplace Paisabazaar.com has entered into a partnership with Microsoft to drive ‘industry first’ technology innovations on its platform using artificial intelligence and machine learning. As part of the overall partnership, Paisabazaar.com will move its entire infrastructure to Microsoft Azure. Being India’s largest digital lending platform, Paisabazaar.com receives customers from varied segments from more than 750 cities and towns across India every month. By building cuttingedge technology on Microsoft cloud, Paisabazaar. com intends to offer customized, tailor-made and secure solutions for each consumer coming to its platform.
Qualcomm Board Gives Thumbs Down to Broadcom’s Revised Buyout Offer Qualcomm has announced that its board of directors has unanimously rejected the revised non-binding, unsolicited proposal by Broadcom Limited (NASDAQ: AVGO) to acquire all of the outstanding shares of Qualcomm for $82.00 per share ($60.00 in cash and $22.00 in Broadcom stock), which Broadcom announced on February 5, 2018. The Qualcomm Board, assisted by its financial and legal advisors, determined that the Broadcom proposal materially undervalues Qualcomm and falls well short of the firm regulatory commitment the Board would demand given the significant downside risk of a failed transaction. However, Qualcomm has offered to meet with Broadcom to see if it can address the serious deficiencies in value and certainty in its proposal. “The Board has unanimously determined that your amended offer materially undervalues Qualcomm and falls well short of the firm regulatory commitment the Board would demand given the significant downside risk of a failed transaction,” Qualcomm chairman Paul Jacobs wrote in a letter to Broadcom CEO Hock Tan.
ZOTAC ZBOX PI225 won iF DESIGN AWARD 2018 ZOTAC Technology is excited to announce that the world’s smallest Mini PC, the ZBOX pico PI225, was a winner of the prestigious 2018 iF Design Awards in the Product Computer category. The ZBOX pico PI225 was recognized by the iF International Forum Design GmbH among 6,400 entries from 54 countries and won over the jury, made up of independent experts from all over the world, with its world ranking pico size and flexible and powerful desktop performance. Just a bit taller than a typical 2.5-inch SSD drive, the super-compact mini pc powered by an Intel Apollo Lake dualcore processor provides a symphony of silent performance capitalizing on a completely fanless design. Encouraged by the recognition of the company’s design expertise, ZOTAC will remain dedicated to rigorous standards and the relentless pursuit of excellence in design and innovation.
3i Infotech’s ORION ERP set to accelerate growth for enterprises ORION ERP is an integrated, cost-effective and cloud-enabled industry solution for growing and midsized enterprises, from 3i Infotech, a global information technology company. The solution is built on future-ready technology stack to digitally empower organisations and help optimise business processes to make informed decisions through anytime access to dashboards and analytics, available on multiple deployment options, including both On Premise and Cloud. ORION ERP process packs are flexible and scalable solutions that cater to various industries including manufacturing, trading & distribution, contracting, logistics, retail, banking, insurance, procurement, grant management, HRM, etc. 3i Infotech is focussing on integrating the new-gen technologies to innovate process automations using robotics, machine learning and IoT. They are also building ‘Taskbots’ using open RPA Technology platform which can bring significant value to its customers. The company is working on IoT Interfaces along with AWS services to address the client’s needs in this space to connect various Manufacturing Sensor based data to bring in control in the manufacturing processes. Block chain initiatives using ‘Open Chain Technology’ is also being explored for the customers to have their digital distributed ledger management and digital asset management
18 SME CHANNELS FEBRUARY 2018
Epicor Takes Aim at India Market, Expands its Technology Center Epicor Software Corporation has announced the opening of new office premises for the technology center in Bengaluru as a result of the continuing expansion of its local talent. The Epicor India Technology Center (ITC) was officially launched in Bengaluru in August 2015 with the objective to support the company’s globalization strategy. The ITC houses product development, support, and services, to drive performance and growth on a global scale for the company’s key target markets in manufacturing, distribution, and retail. The regional customer base has been growing steadily, primarily in the manufacturing sector. The company recently announced a new country-wide distributorship with Redington India, one of the country’s largest technology distributors, that sees Redington selecting and training specialist resellers from its network of over 20,000 business partners. The partnership is part of the strategic plan to grow the customer base for the global enterprise resource planning solution, Epicor ERP, in India. On his first visit to India and the Epicor ITC, Steve Murphy, CEO of Epicor said, “India is an important part of our growth plans—with a solid distribution partnership and the expansion of our technology center in Bengaluru, we are in a great position to achieve success in the region.”
SNIPPETS
Palo Alto Offers Security to All Major Cloud Providers Palo Alto Networks has showcased how it is infusing new cloud capabilities into its Next-Generation Security Platform designed to prevent successful cyberattacks in the cloud. The forthcoming advancements will provide customers operating in hybrid and multi-cloud environments with a comprehensive, consistent security offering that integrates directly with cloud infrastructure and workloads. In an upcoming study conducted by ZK Research, 86 percent of respondents indicated that their organization stores and manages data across multiple cloud infrastructure providers. Maintaining a consistent and effective security posture in these multi-cloud environments becomes especially cumbersome because the security capabilities that are native to cloud providers can only be configured to protect the infrastructure for which it was developed. These native capabilities must also be supplemented for effective cyber breach prevention, and failure to do so could leave an organization vulnerable to data loss or exposure.
Skybox Threat Report Says Server– Side Exploits Dominated Threat Landscape in 2017 Skybox Security has released its inaugural Vulnerability and Threat Trends Report, which analyses vulnerabilities, exploits and threats in play in 2017. The report, compiled by the team of research analysts at the Skybox Research Lab, aims to help organizations align their security strategy with the reality of the current threat landscape. A trend observed for the last several years has seen threat actors turn cybercrime into a money–making machine. An integral part of this approach means taking the path of least resistance: leveraging existing attack tools rather than developing new ones, using the same attack on as many victims as possible, and targeting “low–hanging fruit.” Findings of the report shed light on how those “fruits” have changed to include the assets that are generally more difficult to patch. During 2017, the vast majority of exploits affected server–side applications (76 percent), up 17 points since 2016. Skybox Security Chief Technology Officer Ron Davidson points out that dealing with server–side vulnerabilities is always more difficult because the higher–value assets require more consideration than simply if there is a patch available or not. “As more relies on servers than on clients,” he explains, “organizations need to have the means to understand these server–side vulnerabilities in context — of the asset criticality, the surrounding topology and security controls, and the exploit activity in the wild. Only then can they accurately decide the optimal patching priority and schedule.” The increase in server–side exploits corresponds with the continued decline in the use of exploits kits relying on client–side vulnerabilities, which accounted for only a quarter of exploits in the wild that year. This is due in part to the demise of major exploit kit players like Angler, Neutrino and Nuclear, with no comparable frontrunner rising to replace them. “This does not mean, however, exploit kits are gone,” said Marina Kidron, senior security analyst and group leader of the Skybox Research Lab. “If there’s one thing we know about cybercriminals, it’s that they’re constantly changing tactics, and so the next ‘exploit kit giant’ is very likely in development as we speak. We also suspect that some kits have ‘gone private,’ and are used exclusively by their developers in hopes of prolonging their viability.” (Read in smechannels.com)
Zoho Partners with ICICI Bank
In an industry-first integration of accounting and banking, Zoho, India’s leading software products company, is partnering with ICICI Bank, the country’s largest private sector bank by consolidated assets, to deliver a streamlined digital banking experience to customers using Zoho’s cloud accounting software, ‘Zoho Books’. ICICI Bank current account holders can now securely connect their bank account to Zoho Books which will help businesses eliminate data entry, automate reconciliation, provide multiple payment options to their customers, request working capital loans, and pay suppliers directly from their accounting platform. This pioneering partnership will allow Micro, Small and Medium Enterprises (MSMEs) in India to experience contextual banking, by connecting their banking and accounting, which was once available only for large companies and corporations with huge IT and infrastructure budgets. Anup Bagchi, Executive Director, ICICI Bank said, “ICICI Bank has always pioneered in bringing in digital innovations and provide world-class banking experience to its customers. Keeping this in view, we are delighted to partner with Zoho to bring forth an integrated solution that will offer MSMEs with unparalleled ease of doing business. This integration enables MSMEs to bring in the efficiency of automation by connecting seamless banking transactions and bookkeeping on a single platform. Additionally, it also enables them to keep a track on all their business expenses on a single platform without having to switch multiple applications.”
Wipro Lighting launches Internet of Lighting Armed with Smart & Connected outdoor lighting solutions, Wipro Lighting is ready to provide complete lighting infrastructure for Smart Cities. Wipro’s connected and intelligent outdoor lighting has demonstrated its capabilities of improved public safety, efficiency, and comfort. Wipro Lighting has collaborated with leading global technology companies like Cisco and pureLi-Fi, Scotland. It has collaborated with Cisco for Power over Ethernet (PoE) based lighting solutions and is also offering Human Centric Lighting solutions for new age workspaces. These collaborations enhance user experience and deliver the desired outcome for customers – be it energy saving or improving workspace productivity and enhanced employee well-being. It has tied up with pureLi-Fi, Scotland to deliver high speed & secure data transmission through LED luminaires.
SME CHANNELS 19 FEBRUARY 2018
COVER STORY
BATTLE FOR SUPREMACY RAGES BETWEEN SECURITY SOLUTIONS AND CYBERCRIME Each passing year has proved to be been a banner year for cyber villains. In 2017 too, many companies became victims of hack attacks and virus infections in their supposedly secure databases. The same fate also befell the small and medium sized companies. They also reported cyber security breaches.
BY DEEPAK SINGH
deepak@smechannels.com
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018 will be no better. On the contrary, the security threats are all set to assume more ominous proportions. As security systems are getting more powerful and sophisticated, the possibility that cyber villains will find more innovative and complex ways of staying ahead or keeping pace cannot be ruled out. It is against this backdrop that SME Channels sought to analyse the cybersecurity preparedness for Indian organisations and talked to vendors about their products and solutions to help customers thwart the designs of the cybercriminals. In today’s data driven era, as massive amounts of data get generated and stored by both individuals and enterprises alike, security can no longer be an afterthought. 2017 witnessed a significant number of large scale data breaches and ransomware attacks such as Petya, WannaCry and Equifax. “Enterprises today are wary of the impact that a data breach or a cyber-attack may have on the business and the very identity of an individual. Organisations are relooking at their existing security in order to be better prepared for possible threats to their data and are re-evaluating their security posture while investing in a wide range of security services and products. This in turn is helping the market grow and mature, “says Kartik Shahani, Integrated Security Leader, IBM ISA.
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“The overall security market is growing due to rising cybersecurity threats. We foresee that the ransomware business model will still be a cybercrime mainstay in 2018, while other forms of digital extortion will gain more ground. The ransomware attacks will manifest itself in a more ‘Specialized’ and ‘Targeted manner’, unlike the earlier approach,” says Nilesh Jain, Vice President – South East Asia and India, Trend Micro.
Stellar Growth of the Security Market in India The staggering growth of the security market India can be attributed to the overall growth of the Indian IT market that is expected to reach $87.1bn in 2018 (according to Gartner). “According to Gartner the security spending in 2018 in India is expected to grow to $1.7 billion in 2018,’ says Jitendra Ghughal, Director Channels, India & SAARC, Fortinet. Businesses today are undergoing the digital transformation path, rethinking what customers value most and creating newer operating models for competitive differentiation and security, which in turn has started to play pivotal role in IT landscape. Companies across key sectors including BFSI, Healthcare, Manufacturing and Automation are today moving to the cloud and
COVER STORY
SME CHANNELS 21 FEBRUARY 2018
COVER STORY
“ENTERPRISES TODAY ARE WARY OF THE IMPACT THAT A DATA BREACH OR A CYBER-ATTACK MAY HAVE ON THE BUSINESS AND THE VERY IDENTITY OF AN INDIVIDUAL.” KARTIK SHAHANI, INTEGRATED SECURITY LEADER, IBM ISA.
investing in robust security solutions. Owing to rapid technology innovation, companies across industries are evaluating and adopting new technologies such as Augmented Intelligence (AI), machine learning, IoT and Blockchain. Gartner reports that 40 percent of companies have already made progress in piloting or adopting AI solutions but with such technological advancements come new possibilities for cybercriminals to capitalize on vulnerabilities. “With respect to India, in 2018, we will experience more number of attacks targeted at the ATMs, especially malware attacks and sophisticated business email compromise (BEC). We also expect to see a rise in security incidents across Public Cloud platforms,” says Nilesh. Nilesh says, “We will see a lot of applicationlevel vulnerability getting compromised in 2018 and an increase in cases of compromise of IoT devices. When we go to the root cause, there’s either a flaw in the process, vulnerability compromise, or ignorant users.” Another major trend is corporates increasingly looking at mobile devices to stay connected. With close to 50% individuals now accessing corporate data through their mobile devices, the risks to experience attacks have risen manifold times. As all sensitive information such as intellectual property, competitive data, customer information and contracts can now be accessed through the click of a button, enterprises of all sizes are must look at making their security infrastructure robust. Identity threat may prove to be another major concern when it comes to security. That said, according to IBM’s latest ‘Future of Identity’ survey - a global study examining consumer perspectives around digital identity and authentication; India tops the global list as the most aware and advanced in adopting latest technologies pertaining to authentication. However, the survey indicates that the millennials are disrupting digital identity and
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authentication as they choose to prefer convenience over security. They are putting less care into traditional password hygiene, yet are more likely to use biometrics, multifactor authentication and password managers to improve their personal security. Biometrics including face recognition, fingerprint and retinal scanning clearly emerge as the future of identity in the study. With the implementation of GDPR in May 2018, organizations doing business in the European Union (EU) will face stricter regulations around the protection of data and will be expected to report data breaches to regulators within 72 hours. With high penalties states in the regulation, organizations are placing greater emphasis on preparing their incident response plans, which will lead to an overall improvement in the aftermath of a breach.
Security Solutions Must Deliver Answers According to the estimates by 2019, IT security will be a $100bn industry. However, the actual costs associated with cybercrime are estimated to exceed $2 Trillion. Needless to say, it is incumbent on the vendors to provide security products and solutions that can give the customers peace of mind. Organizations need to respond to the staggering growth of our digital economy by insisting on more and better security controls. Security solutions need to be able to evolve into expert systems built around integrated security technologies, actionable threat intelligence, and dynamically configurable and interactive security fabrics. As much as possible, security also needs to be able to operate at digital speeds, which means automating security responses and applying AI and selflearning so that networks can make effective and autonomous decisions. Basic security hygiene also needs to become part of our basic security pro-
“WE FORESEE THAT THE RANSOMWARE BUSINESS MODEL WILL STILL BE A CYBERCRIME MAINSTAY IN 2018” NILESH JAIN, VICE PRESIDENT – SOUTH EAST ASIA AND INDIA, TREND MICRO
tocols, with patch and replace protocols happening on all devices automatically. And we need to replace organically developed accidental network architectures with intentional design that can withstand serious and sustained attacks. Security has never been about a product, it has always been about the continuous services around it. Organisations cannot deploy a product and become secure, there is a lot of preparation, planning, design involved before the phases of implementation, operation and continuous optimization come in. There are also newer security technologies coming all the time and solution providers can take the lead in gaining expertise over a specific technology and becoming the leaders in the same. Jitendra says, “The best defense against intelligent and automated threats is an integrated, collaborative, and highly adaptive security fabric. Just as with AI, whoever gets the fabric-based security system right, leveraging things like machine learning and AI, will have a highly aware and proactive security defense system better able to keep pace with the next generation of automated, AI-based attacks.” At IBM, the focus has been on building cog-
COVER STORY
“THE BEST DEFENSE AGAINST INTELLIGENT AND AUTOMATED THREATS IS AN INTEGRATED, COLLABORATIVE SECURITY FABRIC. JITENDRA GHUGHAL, DIRECTOR CHANNELS, INDIA & SAARC, FORTINET.
begin to immediately respond to any critical data losses – in short ensure a quick incident response using advanced tools such as Resilient. IBM MaaS360, along with Watson, is another one of the smartest endpoint protection platform available today to increase operational efficiency, maximize data security and deliver on your digital transformation goals. The promise of unified endpoint management (UEM) allows IT to manage smartphones, tablets, laptops and IoT devices from a single management console. IBM MaaS260 delivers cognitive insights, contextual analytics, and cloud-sourced benchmarking capabilities to make sense of the mobile minutiae you encounter daily – while protecting an enterprise’s endpoints, users, apps, docs, and their data from one platform. IBM has long advocated for strong and innovative means to enhance privacy and data protection. “We recently announced our latest investment in privacy-enhancing technology with the new Quad9 Domain Name System (DNS) offering. Created in collaboration with Packet Clearing House (PCH) and the Global Cyber Alliance (GCA), Quad9 goes far beyond standard DNS name resolution, with four key areas of focus – Privacy, Security, Scalability and Ease of use.”
Channel’s role in Security
nitive security solutions. Built upon security intelligence, cognitive solutions generate not just answers, but hypotheses, evidence-based reasoning and recommendations for improved decision making in real time. Watson for cyber security can draw security intelligence from millions of security blogs, online forums and white papers to help see threats unseen by other systems. This also helps a better response mechanism which reduces data breach and exfiltration of data. “We also offer a wide portfolio of cloud security solutions. Our security identity and access management solutions can strengthen compliance and reduce risk by protecting and monitoring user access in today’s cloud environment. They also help safeguard valuable data and applications with context-based access control, security policy enforcement and business-driven identity governance. We have been named the leader in its firstever Magic Quadrant for Access Management, worldwide for 2017, by Gartner,” says Kartik. Talking about products, IBM QRadar on Cloud - a network security intelligence and analytics offering, helps enterprises detect cyberattacks and network breaches so that you can take action before any considerable damage is done or
Channel partners need to help customers understand the importance of technologies beyond the traditional security solutions. The next set of technologies will change the way information security is executed in an organization and channel partners need to lead the way educating in customers about the same. From the beginning Fortinet has always been focused on driving business with our partners. We have a mature partner program and an experienced sales team. “We are already delivering value to our partners and their business beyond just what we sell. Fortinet will work to increase this value so we can become more important to their business and enable them to expand with the Fortinet Security Fabric. We want partners to build on the Fortinet Security Fabric to deliver their own value-added services, not just implementation services, but also managed services that they can wrap around the Fabric,”’ says Jitendra. Fortinet will also look to help partners improve their profit margins and the Security Fabric will help partners provide new services that build on Fortinet products. “We’re are also looking at ways to help more partners move from a one-time sale relationship with their customers to one that creates long-term relationships. We want to help partners to look at providing lifetime value to their customers,’ says Jitendra.
We will be launching more network security solutions to support our core firewall offerings and extend our Security Fabric. We will also update our FortiOS security operating system, and roll out new firewalls that continue to set record speeds in the industry. SD-WAN and Operational Technology (OT) security will be important areas of focus for Fortinet this year
Helping the customers IBM has witnessed great success in India in terms of security deployment. The Bombay Stock Exchange (BSE) wanted to build a next generation operations center within the National Institute of Standards and Technology (NIST) cybersecurity framework to defend the digital assets and chose IBM Security to build and manage a state-of-theart cybersecurity operations center (SOC) for the same. The facility provides round the clock protection, detection and incident management capabilities for them. IBM Security drew up a security infrastructure around five key pillars – customer, network, applications used during the course of business, data and users – taking into consideration the requirements for 24x7 monitoring, incidence response, pre-emptive action and resiliency of the system. Credit Information Bureau India Limited (CIBIL), India’s pioneer Credit Information Company (CIC), uses IBM Security solutions to protect their critical business systems from cyber-attacks. We developed a customized security operations framework to monitor real-time threats and help CIBIL proactively identify fraud. Our services provide round-the-clock proactive security log monitoring and real time validation of suspicious threats. We also built an integrated Security Operations Center (SOC) for incident reporting and management, which detects and monitors security events and phishing attacks in real-time. Fortinet secures and partners with all the leading telecom service providers in India, including leading nationalised banks, state and central government projects, large enterprises to SMBs Fortinet has customers wins in all verticals and markets.
The Road Ahead As the incidence of security breaches is growing in geometrical progression, it is resulting in the increasing adoption of the latest security solutions even further. Hence there is a need for making right technology investment. This will make it possible to swiftly discover and blunt the catastrophic effects of a cyber-security breach before loss of critical data becomes a reality.
SME CHANNELS 23 FEBRUARY 2018
BUDGET STORY
BUDGET 2018
WHAT IT BRINGS FOR ICT Leader: Harnessing blockchain for development work, financial impetus to Smart City project, redeveloping railway stations with CCTVs and WiFi hotspots, and setting up a national level AI program are among the key announcements of Budget 2018, which are likely to bring greater business opportunities for the ICT sector. BY DEEPAK SINGH
deepak@smechannels.com
A
s next general elections are to be held in all probability in 2019, it was only to be expected that Union Budget 2018 presented by Finance Minister ArunJaitley would be addressing the needs of farmers and the rural population. However, the ruling dispensation at the centre appears to have given requisite attention to the information technology sector with the announcement of significant steps including setting up of a national program to encourage artificial intelligence [AI], the use of blockchain technology to encourage digital payments and curb the use of cryptocurrency, and providing easy internet access to the rural population.
Smart City Mission The Finance Minister has earmarked Rs 2.04 lakh crore for Prime Minister NarendraModi’s much vaunted initiative --the 100 Smart City Mission. Under the project the selected 99 cities will get a financial boost of Rs 2.04 lakh crore during the fiscal 2018-19. Consequently, technology companies will be encouraged to participate in the Smart City project. Lauding the move SudhindraHolla, Country Manager – Axis Communications, India & SAARC, said, “Emphasis on the Smart City pro-
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gramme with an estimated ₹2.09 lakh crore outlay and improved connectivity across interiors, the national corridors and borders will involve use of higher end surveillance solutions going forward, making citizens more upbeat on such critical safety measure,” Anil Valluri, President, NetApp India & SAARC, commented, “The focus on wide scale broadband access, on Machine learning, AI and robotics, on R&D as well as skilling, and on Smart Cities will keep pushing India’s Digital agenda, well supported by the additional fund allocation. It is a quietly progressive budget, and timed well to focus on readying all cross sections of Indian society to reap the benefits of the future.”
ARUN JAITLEY, FINANCE MINISTER.
AI Gets Thumbs UP AI has found a place a prominence in the Budget speech of the FM. According to the FM the NITI Aayog will establish a national level program to encourage artificial intelligence by leveraging the technology. “We welcome the announcement for NITI Aayog to initiate a national programme on Artificial Intelligence. AMD being a primary provider in this area hopes to partner actively with the policy making body to bring world class standards to India. The announcement on setting up of Centers of excellence for Artificial Intelligence is welcomed as this provides a consolidation of
SUDHINDRA HOLLA, COUNTRY MANAGER – AXIS COMMUNICATIONS, INDIA & SAARC
BUDGET STORY
ANIL VALLURI, PRESIDENT, NETAPP INDIA & SAARC
SUNIL SHARMA, MANAGING DIRECTOR SALES FOR SOPHOS INDIA & SAARC,
ARVIND CHANDRASEKHAR, WW GOVERNMENT AFFAIRS LEAD - AMD
payments are definitely positive signs,” said GauravAgarwal, Managing Director, India& SAARC - Symantec.
Cyber Security Gets its Due
RAJESH MAURYA, FORTINET’S REGIONAL VICE PRESIDENT - INDIA & SAARC
GAURAVAGARWAL, MANAGING DIRECTOR, INDIA & SAARC - SYMANTEC
knowledge and a strong knowledge base that can be leveraged by the country,” said Arvind Chandrasekhar, WW Government Affairs Lead - AMD.
tocurrency circulation and explore the usage of Blockchain technology. Cryptocurrency is popular with cybercrooks and usually cryptocurrency is the end, rather than the means of the crime, for example, when crooks infect your computer with coinmining software to hijack your CPU to earn money, or scramble your data with ransomware and demand that you pay them in cryptocoins to get it back.” Sharma further added, “We welcome the reduction in corporate tax as it will be a growth enabler to the entire micro and SMEs.” “With 5 lakh WiFi hotspots proposed to provide data access to 5 crore people in rural areas, we can expect a surge in mobile Internet usage. This is a great step towards financial inclusion as more people from rural areas would now have access to digital products and services,” commented S Sundarajan, Executive Director of i-exceed, a technology products and services firm. “This year’s Union Budget further validates their strong focus on leveraging the best of technology to enhance socioeconomic equity, capital and capacity within the country. Setting up of half a million WiFi hotspots and push for digital
Blockchains to Give impetus to Digital Economy While, the government announced that cryptocurrencies are “ill legal”, it will leverage blockchain technology to boost the digital economy. Capitalising on the block chain technology could open new ways of securing peer-to-peer lending transactions, boosting trade finance, fintech and information repository sectors. By segregating the use of block chain from cryptocurrencies reflects the government’s intention to use the technology in a gradual and safer manner, before it gets into concepts like replacing currencies. Sunil Sharma, Managing Director Sales for Sophos India & SAARC, said, ““With the rise in bitcoin’s popularity and a strong warning to act with “extreme caution” and understand the significant risks of choosing to invest in cryptocurrencies, it’s no wonder 2018-19’s budget has a special emphasis on taking measures to stop cryp-
Commenting on the aspect, Prashanth GJ, CEO at TechnoBind, said, “The Government’s push for cybersecurity is also one of the most awaited measures.” “The hyperconnectivity towards which India is heading needs to be secured with a very sound cybersecurity policy. Data protection is a top priority and a security approach that leverages the power of automation, integration and strategic segmentation backed by threat intelligence are critical to the implementation of the above programs,” said Rajesh Maurya, Fortinet’s Regional Vice President - India & SAARC.
Finally… The Budget reflects the Government’s commitment to digitalization as a key force for India’s development strategy. The focus on “ease of living” will inevitably entail and spur greater use and deployment of technology across all verticals. Increased investment for AI, comprehensive initiative on Cyberphysical systems and focus towards creating a 5G test bed will enable India to leapfrog in areas of emerging technologies globally. The proposal to review the outward direct investment will be of great relevance to the IT sector as it charts its global growth trajectory. The announcement of the Aysuhman Bharat program, envisaged as the world’s biggest healthcare scheme will be a key differentiator for the healthcare sector as it will benefit more than 10 crore families across the country. This will also create immense opportunities for the technology Industry and startups to build solutions that will enable the transformation.
SME CHANNELS 25 FEBRUARY 2018
CLOUD COMPUTING
CLOUD COMPUTING POWERING INDIA’SPRIORITY OF ‘DIGITAL-FIRST COUNTRY’ Digital transformation has been recognized as being vital to the growth of our nation. This transformation has enjoyed the unanimous approval and contribution from all stake holders including enterprises, MSMEs, government bodies and citizens.
D
igital India envisions creating high speed digital highways, that will impact commerce and create a digital footprint for every individual. Technologies based on mobility, analytics, Internet of things and most importantly, cloud technologies are the building blocks for the digital India mission. There is a growing need to manage huge volumes of data, and making them readily available to public through digital cloud services. Cloud has a pivotal role in enabling this change. While Data centers have become crucial to this transformation, IT leaders increasingly recognize that current data centers have reached their limits for supporting how state and local governments need to work and provide services.Lightening the load to adapt to increasing demand is the principle many government IT managers have in mind as they look to make data centers more efficient, flexible and capable for delivering new services. Government IT departments are also prioritizing investments in data center consolidation and new technologies to enable higher IT service levels. There are three trends that are impacting government IT today: l Virtualization and cloud l Infrastructure as a service (IaaS) l Flexible infrastructure for application development and delivery
Evolving the Data Center to Hyperconvergence for Virtualization and Cloud: The traditional image of a data center is a cavernous room filled with rows of equipment racks and whirring, blinking boxes. This reality is fast disappearing as advances in virtualization
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technology pack more capabilities into smaller devices. Government data centers are evolving to take advantage of virtualization, especially for servers and storage. The goal is to capture the associated benefits of higher data center efficiency and optimization, as well as reduced capital and operational expenses. The data center model is also evolving to support private cloud and IT as a service to accomplish IT projects faster and more effectively. Virtualization enables a hyper-converged infrastructure that integrates servers and storage in a single appliance. The systems leverage industrystandard hardware and softwaredefined storage, enabling easy scalability and management. A welldesigned hyper-convergence infrastructure in the data center offers several additional advantages for IT operations and service delivery like l Cost reductions for infrastructure, software licenses, cabling and other elements, with predictable budgeting for data center growth l Easier, on-demand and linear scalability of compute and storage resources, which reduces the need to overprovision resources in anticipation of potential performance demands l Flexibility to support new IT offerings, such as analytics, that help government employees improve services to constituents l Simpler management with fewer server and storage silos
Delivering Private Cloud and Infrastructure as a Service One key to agility — in both government and IT — is having the right resources ready to go at a moment’s notice, but to use them only when they are truly needed. That agility is behind the idea of
SUNIL MAHALE, INDIA MD AND VP, NUTANIX
“WHILE DATA CENTERS HAVE BECOME CRUCIAL TO THIS TRANSFORMATION, IT LEADERS INCREASINGLY RECOGNIZE THAT CURRENT DATA CENTERS HAVE REACHED THEIR LIMITS.” IaaS on hyper-converged infrastructure: delivering computing, storage and network resources on demand to application developers and users. This environment operates like a private cloud, where the IT infrastructure can serve more applications and users without the need to add more staff. By creating a private internalcloud, IT managers also can reduce concerns that come with using untrusted or shared cloud services, including security, compliance and audit trails. IT can automate many operational tasks around provisioning and orchestration, which makes it easier to activate or repurpose servers as needed. Additionally, automated configuration Log onto www.smechannels.com to accent the entire article
PARTNER CORNER
DELL TECHNOLOGIES RESEARCH REVEALS DIGITAL READINESS OF INDIAN BUSINESSES Indian business leaders forecast the next era of human-machine partnerships and how they intend to prepare
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e’re entering the next era of human-machine partnerships with a different and new vision of the future, according to quantitative global research by Dell Technologies in collaboration with Vanson Bourne. The research was conducted with 3800 global business leaders including 300 Indian business leaders, across 17 countries. It is increasingly clear that humans and machines will have to work as a cohesive workforce with 40% rooting for administrative tasks such as scheduling meetings, data inputs to be taken over by machines, thereby freeing time. 42% Indian leaders believe that inventory management as a task is most likely to be outsourced to machines by 2030 Further, despite the hurdles that businesses face and the inexorable race to move everything online and make available in real-time, 24/7, leaders are united in the belief that they need to transform. 50% already believe that they are catering to the evolving needs of their customers, with the help of engaging and customized offerings. While there is a whopping 66% who think that their organisations currently or will in 5 years struggle to offer equal opportunities across its different generations of workers due to varied digital skill-sets and mind-sets. Businesses are split by whether the future represents an opportunity or a threat, and torn by the need to mitigate these risks. For instance: l Cyber security is a threat that imposes far reaching implications on the business, believes 56%, the more we depend upon technology, the more we have to lose in the event of a cyber-attack. l 55% of them feel that greater data capture could infringe upon the public’s right to privacy l 57% are calling for clear protocols in the event that autonomous machines fail l 56% say computers will need to decipher between good and bad commands
Barriers to transform Indian businesses are confident of operating a successful digital business in 2030. The main barriers to becoming a successful digital business in 2030 and beyond are:
ALOK OHRIE, MANAGING DIRECTOR & PRESIDENT, INDIA COMMERCIAL, DELL EMC
RAJESH JANEY, MANAGING DIRECTOR & PRESIDENT, INDIA ENTERPRISE, DELL EMC
Data privacy and cyber security concerns – 47% l Lack of budget and resources- 36% l Lack of senior support and sponsorship- 36% l Lack of right skills/ competencies-36% l Lack of employee buy-in-30% lLack of coherent digital strategy and vision-29% Given the promise of monumental change— fuelled by exponentially increasing data and the applications, processing power and connectivity to harness it—56% speculate that schools will need to teach how to learn rather than what to learn to prepare students for jobs that don’t yet exist According to, Rajesh Janey, Managing Director & President, India Enterprise, Dell EMC “We’re entering an era of tectonic digital change. In spite of the multiple challenges faced by businesses to go digital, leaders are united in the belief that they need to transform. It is encouraging to see how Indian leaders believe strongly in the importance of providing customer experiences
which are not only holistic, but also engaging. In today’s age of digital uncertainty, it is extremely important for enterprises to prepare for the future, focusing on workforce, security and IT transformation, in order to stay ahead. Through this research we aim to provide meaningful insights to business leaders to empower them with the ability to predict and plan for the digital future.” Also sharing his views, Alok Ohrie, Managing Director & President, India Commercial, Dell EMC “We are at the horizon of an amazing digital future which is going to open newer and better business possibilities. As our dependence on machines increases, it is becoming imperative for businesses to plan and equip themselves for a collaborative human-machine future. This research is primarily aimed at helping customers and other businesses better envision the future and uncover peer advice on how to transform and succeed. A truly mutually beneficial partnership is on the cards – if businesses prepare accordingly.”
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SME CHANNELS 27 FEBRUARY 2018
ISODA TS8
8TH ISODA TECH SUMMIT ORGANIZED AT KUALA LUMPUR 80+ solution partners representing pan-India are seen exchanging experience with each other. Sponsoring vendors were found rubbing shoulders with the partners in a unique way of round table format.
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SODA Tech Summit 2018, the 8th edition of the Summit, organized at JW Marriot, Kuala Lumpur, Malaysia. A 4-day meet, the Tech Summit 2008 is being attended by 80+ value partners who are in the solutions and software business and represent the entire geography of India. Welcoming the guests, Atul Modi, Chairman, Tech Summit -8 spoke about the theme of the event which is “TIPPING POINT: Breaching the Finance Barrier. Addressing the audience, Tushar Parekh, Chairman, ISODA, commended the efforts of the entire Tech Summit team for organizing the wonderful event in Malaysia and wished to take the membership from 180 to 500. It started with a lot of fun though but soon there were serious presentations from Cisco, Check Point and Sophos, Ipswich, Radware, Red Hat, Kaspersky, LG, etc. The topics of presentation
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included technology to financial gains for the partners. Prashant Jain, Director, JNR Management Resources Pvt. Ltd. had given presentation and deliberated on a whole lot of topics involving the entrepreneurship and growth of the partners. The topics varied from managing finance to incentivizing employees and handling the unproductive employees. Good part of the event was 80+ value partners – all owners - attending this event were actively participating and taking interest in the presentations. Each partner was assigned to a table number and each table had a leader who was monitoring the attentiveness of the partners. At the end of the event the most attentive table was given award. Besides, each sponsoring vendor was introduced to each table for 10 minutes, which ultimately turned out to be very interesting for the sponsoring vendors. Because the vendors could meet
every partner individually and exchange cards. This resulted in business development for the vendors as well. In between, Rajeev Mamidana, President, ISODA, engaged the attendees with interesting games using Kahoot and first three winners were given rewards. There were a lot of networking between the partners and vendors; and partners with partners. The event also saw felicitation of performing partners of the year. After the two days event was over, the attendees were taken to city tour and visit to Sunway Lagoon Kuala Lumpur. Atul Modi, Chairman of ISODA TechSummit 8, said, “The difference in terms of this year’s Tech Summit is that we have chosen the venue – JW Marriot, Kuala Lumpur - which is far better than the previous years’ venues. It takes less travel time from India to reach. There is no hassles in terms of visa processing also.” “From the content stand point, we met a lot of
ISODA TS8
VIKRAMJI BHATTI, MD, INDIA & SAARC, STRATUS TECHNOLOGIES PVT. LTD.
“I THINK THIS IS VERY WONDERFUL EXPERIENCE TO BE HERE. INITIALLY, WE HAD RESERVATIONS AS A NON-SECURITY COMPANY, BUT IT TURNED OUT TO BE GOOD. WE INTERACTED WITH SO MANY PARTNERS - SPECIALLY THE LAST ROUND WHEREIN I MET NEARLY 7-8 PARTNERS IN EACH TABLE. IT IS GOOD. “ JASPAL SHARMA, TECHNICAL HEAD - INDIA & MIDDLE EAST (GOVT, PSU), RADWARE
“THIS IS THE FIRST TIME THAT I HAVE ATTENDED ISODA TECH SUMMIT, BUT I MADE A LOT OF FRIENDS HERE AND MET SO MANY PARTNERS TOO. NEXT IS THAT I AM LOOKING FOR A LONG-TERM RELATIONSHIP. IF YOU LOOK AT THE LONG-TERM HISTORY OF RADWARE, OUR BUSINESS IS DRIVEN BY THE SIs.”
RAJEEV GUPTA, DIRECTOR SALES -INDIA & SAARC AT SOPHOS
“THIS IS THE 5TH CONSECUTIVE YEAR THAT WE ARE PARTICIPATING IN ISODA TECH SUMMIT. THIS YEAR, THE CONCEPT OF ROUND TABLE INTRODUCTION OF THE VENDORS IS COMMENDABLE INITIATIVE. TILL LAST YEAR IT WAS DIFFICULT TO FIND EACH PARTNER BUT THIS YEAR IT IS A FORMAL KIND OF INTERACTION WITH THE PARTNERS.” SME CHANNELS 29 FEBRUARY 2018
ISODA TS8
SRINIVAS SITARAM, COUNTRY MANAGER - SMB AT CHECK POINT SOFTWARE TECHNOLOGIES
“THIS IS THE FIRST TIME CHECK POINT HAS PARTICIPATED IN ISODA TECH SUMMIT. WE ARE 100 PER CENT CHANNEL COMPANY. FOR THIS EVENT, MY FEEDBACK IS REALLY POSITIVE.” SANJAY JOSHI, COUNTRY MANAGER, EDIMAX
“I HAVE ATTENDED THIS EVENT FOR THE SECOND TIME BUT THIS TIME IT IS REALLY GOOD – SPECIALLY THE ROUTABLE INTRODUCTION OF THE VENDORS TO THE PARTNERS. I AM HAPPY ABOUT IT.” SHRENIK BHAYANI, GM FOR SOUTH ASIA, KASPERSKY
“THIS IS THE FIRST TIME I AM ATTENDING THIS EVENT. I AM SURELY FINDING VALUE IN IT. I SHOULD APPRECIATE ISODA AS AN ORGANIZATION, IN TERMS OF TAKING THEIR EFFORTS NOT FOR THIS TECH SUMMIT BUT SETTING UP THE ORGANIZATION.” partners before creating this event. The first challenge we came across is finance and profitability. That is why the theme is Tipping Point: Breaching the Financial Barrier – either we will tilt here or tilt there. Banks have limitation in finance point, beyond that the vendors must jump in.” Asked about why only 80-85 partners have attended the event, Atul added, “Every year we bring in only 80-85 people. This is a sponsored event. We take only half of the money from the partners and rest half we generate through sponsorship.” As per Atul, the objective is to create more and more networking with each other so that we can grow our business across pan India complementing each other.
Finally… The event was supported by IT principals including Cisco, Kaspersky, Check Point, Red Hat, Sophos, Radware, ipswitch, Stratus, LG, Edimax, Forepoint, Seclore and RAH Infotech as sponsors. And, close to Rs.1 Core had gone into creating the event in Kuala Lumpur.
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WE ARE LOOKING AT DOUBLING OUR REVENUE IN INDIA THIS YEAR. RAYMODN LIM, REGIONAL SALES MANAGER, ASEAN, IPSWITCH
“MANY ‘MISSION CRITICAL’ PROJECTS PERTAINING TO THE VISUALIZATION AND ENTERTAINMENT DOMAIN WOULD BE UP AND LIVE IN 2018.” LYN KWEK, DIRECTOR OF INTERNATIONAL MARKET, IPSWTCH
“MANY ‘MISSION CRITICAL’ PROJECTS PERTAINING TO THE VISUALIZATION AND ENTERTAINMENT DOMAIN WOULD BE UP AND LIVE IN 2018.” Briefly tell us about ipswitch? Started in Boston, US, ipswitch is a 27 years old company. Prior to 2012, the focus was on the North American markets but after that we have grown tremendously outside of US. In 2016 only, 35% of our business was generated from outside of US. So, we are growing, and India is very important for us. We have many solution, but we are known for our flagship solution called managed file transfer (MFT) and network management. Our solutions are available on-premise and on cloud. We have 42, 000 customers in 116 countries. After we decided to go international, we went all out in 116 countries. We work through the partners and have our offices in those locations. However, we do not have office in India and currently being handled out of Malaysia. What are your plans for India? RAH Infotech is the only distributor for us in India. We started this partnership last year and it has been exciting journey since then. We expect to grow our business very fast this year along with RAH Infotech. In near future we would like to have our own office in India too. ipswitch outside of North America is 100% channels company. So, we do not sell directly in any of the countries. When we are working with RAH, our intent is to groom a set of focused partners. So, we are enabling them from sales and technology point of view. We already have enabled RAH. What is your marketing strategy in India? We are taking part in a lot of events in India also RAH does a lot of events of its own. We are looking at online and social media channels. We are also resorting to telemarketing. We need to aggressively address the channel and customer market concurrently. How do you differentiate yourself? We differentiate yourself from the competition in terms of our licensing model. We make the licensing in such a way that the customers can fully utilize the license that he buys. We are very competitive in terms of pricing. What is the goal for India in 2018? We are looking at keeping 2-3 strong partners in each of the region with RAH Infotech as the distributor at the hub. We are looking at doubling our revenue in India this year..
PARTNER CORNER
CYBER SECURITY AND CRM Utilitarian purpose and functionality of CRM, the data can be controlled interms of downloads and copying/ sharing, making it secure on the server.
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ith CRM becoming an essential business practice, the days when vital customer and company data was stocked up securely in a cabinet under lock and key is gone. Today, this information, including crucial financial information, is logged into servers, possibly cloud based devices with strong connectivity to the World Wide Web, making it almost universally accessible and protected only through software codes and advanced and complex cyber security rules. Two of the most common threats that data logged onto CRM can face include a threat of data loss due to server crash and a massive breach of security through data theft. In case of a server crash, there has been sufficient precaution taken these days to ensure data backup options on cloud or multiple servers with back of vital data. In case of a data theft, there are several features within CRM that can be managed or programmed to ensure the strictest level of security can be provided to the data stored on servers as well on a day to day basis, when accessed my multiple users, across platforms. Some of the key features of CRM that can come handy to ensure the data security include: l Customised data access Customisation is one of the most significant offerings of CRM processes. From tailor made solutions that cater to specific sectoral needs to mobile solutions and automated work flow systems, all can be made an integral part of any modern CRM process. Access to data is one such significant feature that can control who, when and where can access how much data, from a given CRM process. From a security point of view, this goes a long way in customising sensitive data access across select platforms and designations.
Devices are not available in the offline mode While mobile CRM is one of the most sought after modern CRM process that gives access to data for executives on the go, it is also one of the sensitive platforms for data security. Threats or possible availability of data in the offline or nonwork environment can be considered as a loophole of using CRM on mobile devices. However, customised security patterns on these devices ensure that while they are connected to the server, they are made unavailable in the offline mode. This helps secure data through use of adequate firewall and remote desktop security programs to ensure that while productivity is maintained, it does not compromise security. l Browser App based CRM services Data stored on cloud-based platforms or servers that interact with a vast number of corporate and consumer devises, can make data accessible to the World Wide Web. However, the use of Browser App’s is one of the most reliable formats for using CRM processes and its data in a secure environment. App based CRM processes further ensure greater efficiency, ease of navigation and seamless integration, while ensuring it is secure from possible data hijacking that can happen through external browsers. l Data sharing controls Just as CRM can be customised to provide data access, so it can be customised to ensure access to data copying and sharing. This means that while the executives utilising CRM for their day to day functioning like automated work flow and for generating vital sales reports and predictive analysis, the data can be programmed to not be available for download or for sharing. In other terms, without compromising the l
LIMESH PAREKH, CEO OF ENJAY IT SOLUTIONS
“TWO OF THE MOST COMMON THREATS THAT DATA LOGGED ONTO CRM CAN FACE INCLUDE A THREAT OF DATA LOSS DUE TO SERVER CRASH AND A MASSIVE BREACH OF SECURITY THROUGH DATA THEFT.”
Utilitarian purpose and functionality of CRM, the data can be controlled interms of downloads and copying/ sharing, making it secure on the server.
Cessation: With innovation and modern technology come the rising threats of modern privacy infringement and theft, often beyond what one can imagine. However, CRM processes have, by far, been one of the most agile, highly evolved and best equipped to cater to the intelligent business needs of modern enterprises, with adequate provisions and customisations for security and dependability.
SME CHANNELS 31 FEBRUARY 2018
SME CHAT
RAMYA CHATTERJEE, DIRECTOR – SALES (VISUALIZATION & ENTERTAINMENT), BARCO INDIA
FOR VISUALIZATION AND ENTERTAINMENT BU, OUR MAJOR FOCUS FOR 2018 WOULD BE METROS & STATE CAPITALS. As India is growing faster than other countries including China, it is taking all the necessary technologies on its stride. It has changed the way citizens were looking at their life style, entertainment, etc. and government’s looking at the citizen centric services including city surveillance, etc. SME Channel spoke to Ramya Chatterjee, Director – Sales (Visualization & Entertainment), Barco India. Excerpts… What sort of sales target does the company have for 2018? What kind of growth the company wishes to register particularly in Visualization and Entertainment BU? We believe that in 2018 Barco India is going to witness solid business growth, especially in the Visualization and Collaboration space. Barco is expanding its presence across India by building up its own in-house team. Historically, Barco used to have a very lean Sales Organization and business was essentially driven by its channel partners. However, to strengthen, assist and help partners to drive exponential growth, Barco has decided to adopt a focused regional business team approach that would primarily focus on (1) Partner enablement for addressing opportunities & (2) Creating new strategic business opportunities. Barco aspires to show double digit growth in both its wireless collaboration business & in the ProAV/Event business with an acceleration compared to the expected segment growth. From the vertical market point of view where do you expect the majority of growth coming from? Recent advancements in home entertainment technology and OTT streaming services have made it imperative for Indian theatre owners, as well as the larger entertainment community, to adopt innovative solutions that deliver more
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engaging, immersive experiences to their audiences. The aim has to be to provide a unique entertainment experience that cannot be recreated in a living room. Barco’s latest, advanced & innovative Laser Platform Projector deployments leveraging on state-of-the-art projection technology can help in delivering this differentiation by enabling a more immersive theatre environment to provide captivating, mesmerizing entertainment experiences on the large screen. For the wireless collaboration business line, key growth is expected from Large Enterprise (IT/ ITES, BFSI, Manufacturing, Professional Services sectors) & SME space. For ProAV projection business major wins are expected from 3D mapping/ Projection mapping, Water Fountain Projects, Large venue installs, Infrastructure development projects, Smart City Projects and projects related to visitors’ attractions. How many projects are in the pipeline? Can you name the major projects that the company is working on right now which would be materialized in 2018? There are many large projects wherein Barco is working very closely with its valued customers and partners. Barco’s technology innovation and extremely high quality are sources of confidence for its customers. Additionally, many ‘mission critical’ projects pertaining to the Visualization and Entertainment domain would be up and live in 2018.
“MANY ‘MISSION CRITICAL’ PROJECTS PERTAINING TO THE VISUALIZATION AND ENTERTAINMENT DOMAIN WOULD BE UP AND LIVE IN 2018.” Are you planning any alteration in terms of your engagement with the market? For e.g., would you go direct more, or go through Solution partners / SI partners more / would like to enhance your foot print in the channel community? There would certainly be a couple of selected disruptive go-to-market strategies that will be adopted in 2018. However, Barco will continue its partner focus. A majority of its businesses are executed through authorized channel partners across South Asia. To further strengthen, assist and help our partner network in driving solid growth, Barco has decided to develop its own regional business team in the forthcoming year. The team is being built to focus primarily on the In order to access the complete interview log on to: www.smechannels.com
GUEST TALK
WINNING IN THE AGE OF DIGITAL PERSONALIZATION & TRANSFORMATION As e-commerce continues to drive new revenue opportunities around the globe, customers are gaining more control of their shopping experience.
RAHUL GOSWAMI, LIMESH PAREKH, GlobalCEO Solution Center, DXC of Enjay IT Solutions Technology
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.
As e-commerce continues to drive new revenue opportunities around the globe, customers are gaining more control of their shopping experience. Unlike traditional shoppers who were limited to buying goods and services from physical stores, today’s consumers demand more convenience and less friction across their “phy-gital” (physical +digital) journeys from the brands they shop with. They want to use their favorite mobile devices to shop from anywhere at any time. And they want companies to understand their needs and suggest personalized offers based on their shopping preferences. It’s a well-known business axiom that repeat customers drive current profitability while new customers drive current growth and future profitability. Yet, acquiring and retaining customers is harder than ever before. That’s because consumers are expecting personalization experiences tailored to their needs and preferences based on their implicit behavior and explicit permission across all interactions with sellers. Not delivering on this appears as a failure in the eyes of the consumer. The impact can be huge: for every customer experience failure, brands lose an average of 65% of that customer’s wallet share during the following year1. In the past, consumers have been invited into stores, websites and mobile apps controlled by companies. But over the next few years, consumers will push sellers beyond these boundaries from social media “buy” buttons to over-the-top messaging services with integrated payments such as WeChat to concierge services and full-featured mobile wallets, these will all become selling channels. In return, consumers are willing to provide rich digital body language online and offline behavior that signals their intention and preferences. However, this digital body language is all but lost on sellers, especially in-store. That’s because until now personalization has largely been the domain of online businesses or the e-commerce teams of brick and mortar sellers. To stay relevant, sellers need to embed themselves in the ongoing phy-gital lives of consumers and earn
the right to be part of a continuous stream of engagement. But, they can’t do it by following traditional means of marketing, communications and customer service. Personalization is their way in. Few tenets on the basis of which new age digitization modalities rest are: l Companies are finally starting to understand that their online presence is about serving customers as much as it is about selling to customers. l Personalization is driving revenue growth for companies around the world, but they don't invest in it nearly as much as other features that have an unknown impact on revenue. l Personalization is making customers spend more, but companies don’t yet value personalization as an important factor in improving the online experience. l There is huge growth potential for companies in mobile apps. l Online customers report that shopping cart cancellations are largely due to unexpected surprises at checkout. l Many online consumers crave better search and compare and aggregate functions, but many companies are investing in other features. l Customers highly value online ratings and reviews (positive and negative) from other customers and seek them out before making a purchase. While word of mouth (83% positive, 77% negative) is still the most common method of sharing, digital platforms are catching up. l Customers are likely to post positive reviews after a positive shopping experience, but are also likely to post negative reviews about poor product quality or service. l Organizations have a huge opportunity to redirect digital marketing campaign spends to improve return on marketing investment (For reading compelete coverage log on to www. smechannels.com)
SME CHANNELS 33 FEBRUARY 2018
SECURITY CORNER
EMERGING CYBER SECURITY CHALLENGES – NEW THREAT LANDSCAPE Organizations today need to explore a new threat protection model in which their defensein-depth architecture incorporates a signature-less layer that specifically addresses today’s new breed of cyber attacks.
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yber Security Challenges have increased manifold & there is paradigm shift in Threat Landscape. In spite of substantial spending on legacy security products, advanced attackers are bypassing these defenses easily making the life of Security Professional miserable. There’s no single technical answer. Attackers will always exist and innovate and find a way into any organization data no matter how secured is the defense mechanism. Breaches are inevitable. The shift in security outlook needs to change from “keep them out” to “early detection and response before damage is done”.
New Threat Landscape Attacks have changed in form, function, and sophistication. The main difference is the new threats (advanced attacks, APTs etc) are actively driven by humans, as opposed to previous generation attacks which were malware based attacks (viruses, Trojans, worms etc) These advanced attacks utilise both malware designed to infect many systems as well as sophisticated, zero-day malware to infect targeted systems. They use multiple attack vectors like Web, email, and application-based attacks. And today’s attacks are aimed at getting valuable data assets— sensitive financial information, intellectual property, authentication credentials, insider information—and each attack is often a multi-staged effort to invade networks, spread, and ultimately hack the valuable data.
Limitations of Traditional Single-Vector Defenses Most of the Security organizations are looking for
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malware based attacks instead of human attackers who may use malware as part of their advanced attacks. Hence new generation of threats are able to bypass traditional security defense. Firewalls: Firewalls allow generic http Web traffic. Next-generation firewalls add layers of policy rules based on users and applications & consolidate traditional protections such as IPS and AV but do not add dynamic protection that can detect threat content or behavior. l IPS: Works on Signatures, packet inspection, DNS analysis. It will not detect anything unusual in a zero-day exploit, especially if the code is heavily disguised or delivered in stages. l Anti-virus and Web malware filtering: Since the malware and the vulnerability it exploits are unknown (zero-day), and the website has a clean reputation, traditional AV and Web filters will let it pass. The volume of vulnerabilities in browser plug-ins like Adobe and the exponential combinations of these browsers with operating systems make it hard for AV vendors to keep up. l Email spam filtering: Spoofed phishing sites use dynamic domains and URLs, so blacklisting lags behind criminal activities. It takes more than 26 hours to shut down the average phishing site. Malicious code can also be carried in laptops, USB devices, or via cloud-based file sharing to infect a machine and spread laterally when it connects into the network. It is common for mobile systems to miss updates to DAT files and patches, so they are vulnerable to both known and unknown exploits. In general, even up-to-date machines can be infected using zero-day exploits and social engineering techniques, especially when the system is off the corporate network.
Once in place, malware may replicate itself— with subtle changes to make each instance look unique—and disguise itself to avoid scans. Some will turn off AV scanners, reinstall after a cleaning, or lie dormant for days or weeks. Eventually, the code will pass on login credentials, financial data, and other valuables. Many compromised hosts provide a privileged base so the criminal can explore further or expand his botnet with new targets. Most companies don’t analyse outbound traffic for these malicious transmissions. Those organizations that do monitor outbound transmissions use tools that look for “known” bad actor addresses and regulated data. l Web filtering: Most outbound filtering blocks adult content or time-wasting entertainment sites. Many enterprises restrict social networking sites. “There is widespread agreement that advanced attacks are bypassing our traditional signaturebased security controls and persisting undetected on our systems for extended periods of time. The threat is real. You are compromised; you just don’t know it.” – Gartner, Inc., 2012 “
The Five Stages of MultiVector Attacks The new generation of attacks are complex, use multiple attack vectors to maximize the chances of breaking through defenses. Multi-vector attacks are typically delivered via the Web or email. They leverage application or operating system vulnerabilities, exploiting the inability of conventional network-protection mechanisms to provide a fullproof defense. In addition to using multiple vectors, advanced targeted attacks also utilize multiple stages to pen-
SECURITY CORNER
SUDIPTA BISWAS VICE PRESIDENT & CISO PRIME INFOSERV LLP
“THE MAIN DIFFERENCE IS THE NEW THREATS ARE ACTIVELY DRIVEN BY HUMANS, AS OPPOSED TO PREVIOUS GENERATION ATTACKS WHICH WERE MALWARE BASED ATTACKS (VIRUSES, TROJANS, WORMS ETC)“ etrate a network and then steal valuable information. This makes it far more likely for threats to go undetected. The five stages of the attack life cycle are as follows: System exploitation : The attack attempts to set up the first stage, and exploits the system using casual browsing. It’s often a blended attack delivered across the Web or email with the email containing malicious URLs. Malware executable payloads are downloaded and long-term control established: A single exploit translates into dozens of infections on the same system. With exploitation successful, more malware executables—key loggers, Trojan backdoors, password crackers, and file grabbers— are then downloaded. This means that criminals have now built long-term control mechanisms into the system. Malware calls back : As soon as the malware installs, hackers establish a control point within organizational defenses. Once in place, the malware calls back to criminal servers for further instructions. The malware can also replicate and disguise itself to avoid scans, turn off anti-virus scanners, reinstall missing components after a cleaning, or lie dormant for days or weeks. By using callbacks from within the trusted network, malware communications are allowed through the firewall and will penetrate all the different layers of the network. Data exfiltration : Data acquired from infected servers is transmitted via encrypted files over a commonly allowed protocol, such as FTP
or HTTP, to an external compromised server controlled by the criminal. Malware spreads laterally : The hacker now works to move beyond the single system and establish long-term control within the network. The advanced malware looks for mapped drives on infected laptops and desktops, and can then spread laterally and deeper into network file shares. it will map out the network infrastructure, determine key assets, and establish a network foothold on target servers.
How the New Generation of Threats Bypass Traditional Security Cyber criminals combine Web, email, and filebased attack vectors in a staged attack, making it far more likely for their attacks to go undetected. Today’s firewalls, IPS, AV, and Web gateways have little chance to stop attackers using zero-day, onetime-use malware, and APT tactics. These blended, multi-stage attacks succeed because traditional security technologies rely on fairly static signature-based or pattern matching technology. Many zero-day and targeted threats penetrate systems by hiding newly minted, polymorphic dropper malware on innocent Web pages and in downloadable files like JPEG pictures and PDF documents. Or they use personalized phishing emails sent to carefully selected victims with a plausible-looking message and malicious attachment targeting a zero-day vulnerability. Or they use social media sites embedding tweets that
include a shortened URL masking the malicious destination. Each time a victim visits the URL or opens the attachment, a malware payload installs on the victim’s computer. This malware code often includes exploits for multiple unknown vulnerabilities in the OS, plug-ins, browsers, or applications to ensure it gains a foothold on the system.
Next Generation Threat Protection(NGTP) Today’s Corporations, Financial Institutions, Educational Institutes, Government agencies are experiencing unprecedented cyber-attack activity — both in number and severity. In a never-ending game of cat and mouse, the cat currently has the upper hand. And unless your organization is prepared, you may be its next victim. By now it is pretty evident that how serious today’s next-generation threats are and why traditional security defenses are helpless to stop them. Now it’s time to unveil a new category of network security defense ie Next-generation threat protection - What is really needed to combat today’s most sophisticated cyber attacks.
Signature-less defenses Organizations today need to explore a new threat protection model in which their defense-in-depth architecture incorporates a signature-less layer To access complete article, Pls, Log onto www.smechannels.com
SME CHANNELS 35 FEBRUARY 2018
PARTNER CORNER
BISWA RANJAN, PROPRIETOR, PREVISE TECHNOLOGIES, BANGALORE
MATRIX HAS AN IN-HOUSE MANUFACTURING UNIT AND R&D CENTRE TO OFFER QUICK TURNAROUND FOR CLIENTS. India’s telecom market is the second largest in the world by number of telephone users and it is growing faster than other countries. SME Channels spoke to Biswa Ranjan, Proprietor, Previse Technologies, Bangalore to know about his strategy in this industry. Excerpts. Brief us about your company? Previse Technologies is a Bangalore based company with its branch office in BHUBANESWAR. It operates with a team of engineers and technocrats, marketing and servicing various telecommunication, office automation and electronic security products. Previse deals in Telecommunication and Office Automation products and other allied accessories from individuals to corporate houses. What is your turnover and growth percentage? Our company’s turnover is around 2 crore, with a growth percentage of approximately 30%. What kind of solutions and products you are dealing in? Our company provides all kinds of Telecom and Security solutions, which includes Gateways, Audio and Video surveillance, etc. How do you find telecom market in India? India’s telecom market is the second largest in the world by number of telephone users. Major sectors of the Indian telecommunication industry are telephone and internet broadcast. This industry is on the verge of transforming into next generation network. It employs an extensive system of modern network elements such as digital telephone exchanges, mobile switching centres,
36 SME CHANNELS FEBRUARY 2018
media gateways and signalling gateways at the core, interconnected by a wide variety of transmission systems using fibre-optics networks. What kind of telecom solutions you have? We provide all kind of telecom solutions for diverse and large corporate offices, factories, hospitals, hotels/motel, apartments and call centers. How do you find Matrix products in terms of its advantages vis-àvis other brands? Matrix is a brand that stands for ‘SUBSTANCE’ in terms of technology, depth, genuineness and going beyond the mere outer façade and offering more values in all areas. This is what differentiates Matrix from its competitors. It strives to offer MORE in everything it does – technology, applications, functions, features, performance, flexibility, reliability and support. Matrix positioning is based on offering more of these true, inherent values which customers expect from infrastructure solutions. The company provides specific solutions with heavy focus on quality and customer service. Key differentiators lie in providing pre-sales, postsales and R&D support. Most importantly, Matrix has an in-house manufacturing unit and R&D Centre to offer quick turnaround for clients. What the company needs to do
to improve the market share? Every company that wants to be successful must continuously strive to increase its market share. But the fact is that most companies fall short by a great margin of their annual planning and projection. When the chips are finally counted at the end of the financial year and success is evaluated, the spreadsheet expectations often don’t meet reality. Even if expectations are met, the proper measure of success isn’t just the growth percentage of your market share, but the measure compared to your peers in the industry. As a partner what kind of products you want to add this year? This year we would like to add more in Telecom IP solutions products. What is your strength in terms of market reach? To operate successfully in a changing market, companies should plan their objectives and strategies around their strengths. Strong employee attitudes include excellent customer service, personal relationships with customers and high integrity. What kind of benefits you are getting for being Matrix partner? Matrix supports both pre-sales and post-sales which includes technical training, online support, services and on time delivery.
REVIEW
PRODUCT
QNAP QVR PRO, A PROFESSIONAL NVR ON NAS
QNAP Systems’ QVR Pro, a surveillance app that runs alongside the NAS OS as an independent operating environment. QVR
D-LINK 2U ENCLOSURES ESPECIALLY FOR CCTV DVR
Pro turns a QNAP NAS into a professional NVR solution with the advantages of NAS storage expandability and integration with a wide range of IoT devices for an enhanced surveillance experience. QNAP also released a mobile version of QVR Pro Client, providing users greater management and monitoring
BY MANAS RANJAN
convenience while on the go.
info@smechannels.com
QVR Pro has a “dedicated storage space”
D-LINK 2U WALL MOUNTABLE ENCLOSURE DESIGNED FOR CCTV DVR storage with an exceptional bottom openable section feature provides easy access to the device and aide’s maintenance. In a regular scenario the BNC Connectors in the DVR are connected at the rear of the DVR making it difficult to access at time of servicing. As a result installers need to either leave extra cable inside the wall-mount enclosure so that the DVR can be pulled while servicing, or the DVR is kept side on so that it can be serviced from 1 side through the front door. With D-Link 2U DVR enclosure all this hassle is taken care of, as the bottom openable section feature provides for easy access to the device and thereby supports easy maintenance / ease of use. Further the lock and key feature in D-Link 2U DVR enclosure ensures the data is protected from theft or any kind of tampering. D-Link 2U wall-mountable DVR enclosure comes with welded frame integrated with side walls and vented top cover with fan mounting provision, while the rear side of the enclosure offers wall mounting provision. Further it comes with a front glass door with lock & key and bottom openable section. Fabricated out of CRCA steel, CNC programmed, punched, bended, welded and powder coated and meets highest quality standards.
FEATURES
on NAS to ensure that the storage is fully
n Conforms to DIN 41494 or
reserved for QVR Pro and the performance
equivalent industry standards (100% assured compatibility with all equipment conforming to DIN 41494)
will not be impacted by other applications on
n Adjustable 19” equipment mount-
storage capacity by connecting QNAP expan-
ing verticals
sion enclosures to their NAS or by using the
n Depth adjustable mounting
slots provides for better mounting flexibility and maximizes the usable depth n Precision engineering capabilities
and best efficient software configuration product technology provide the best product quality and fastest delivery in the industry
NAS. As the need for storage space grows with time, users can easily expand their
unused storage of another QNAP NAS. QNAP provides various APIs for users to quickly integrate a wide range of cameras, configure event alerts and recordings. IoT devices can also be used to make the surveillance system securer and more intelligent. QVR Pro supports thousands of camera
n Top and bottom Panel with cable
entry facility n Provision to mount cooling fans on the top panel n Powder coated finish with
pretreatment process meeting all industry standards
FEATURES n Smarter event management system n Powerful camera management and support
n Grounding and Bonding Options
n Flexible recording space allocation and failover capabilities
PRICE
n Cross-platform monitoring and management with QVR Pro Client
On request
WARRANTY On Request
CONTACT www.dlink.co.in
n Price: on request, Warranty: on request, Contact: www.qnap.com
SME CHANNELS 37 JANURARY 2018
PRODUCT
MATRIX VERTIV
VERTIV’S COMPACT UPS SYSTEM FOR EDGE DEPLOYMENTS
MATRIX COSEC ARC IO800, A COMPACT INPUT-OUTPUT CONTROLLER
VERTIV’S LIEBERT ITA2, A COMPACT, THREE-PHASE, is Vertiv’s Liebert ITA2, a compact, three-phase, 8 and 10kVA UPS system designed for local and remote IT deployments at the edge of the network. The latest addition to the Vertiv UPS portfolio gives customers powerful, efficient battery backup solution with three-phase input and output for 208/220V IT requirements. The system is available in various models globally and through Vertiv channel partners. The Liebert ITA2 is a true on-line UPS that can be used in rackmount or tower arrangements, with a compact design allowing easy installation and flexible placement in the tight spaces typical of edge deployments. Threephase input allows users to utilize a building’s existing electrical architectures more effectively, with a power factor of up to 1.0 helping the UPS maximize rated power to the IT systems. The Liebert ITA2 saves utility costs by operating at over 93 percent efficiency in dual conversion mode and up to 99 percent in eco-mode. Intelligent network communications and monitoring is provided via a Vertiv Unity communications card. n Price: on Request, Warranty: On request, Contact: www.VertivCo.com.
IN AN ORGANIZATION, THERE ARE MULTIPLE DEVICES FUNCTIONING FOR various applications that are required to be controlled effectively. Hence an I/O Controller provides the flexibility to control and monitor a range of hardware devices integrated with the controller. To meet such requirements, Matrix COSEC ARC IO800 is ideal as the compact Input-Output Controller controls multiple third-party devices performing multiple applications. It ensures ease in configuration of multiple devices. Furthermore, this device can also aid in Elevator Access Control. The features of the device include eight input ports with four state supervised inputs, eight output ports with form c dry contact relays, Power over Ethernet (PoE), Ethernet and/or RS-485 Connectivity, Elevator Access Control and LED indication for device and network status respectively, Price: on request, Warranty: On request Contact: www.MatrixAccessControl.com
DELL
DELL XPS 13 NOTEBOOK THE LATEST XPS 13 (9370) FROM DELL, is an expression of style for users and a desire from fashion forward customers. With a robust configuration, unrivaled cinematic experience and eye-pleasing aesthetics, the XPS 13 addresses the need for stylish and powerful machines that deliver quality content on the go. Further, to the complete availability of Dell’s thin and light series, with the introduction of Dell Cinema, now more than ever, people can watch video content on their PCs with the expectation of a full cinematic experience, including studio sound and visual quality. Through Dell Cinema, an immersive three-pronged multi-sensory cinematic experience that’s unforgettably real with rich colors, uninterrupted streaming and exceptional audio. n Price: INR 94790 for Core i5 processor with Full HD display, Warranty: On request, Contact: www.dell.com
38 SME CHANNELS FEBRUARY 2018
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