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Check Point Enables Corporate Mobile Workers /10 www.smechannels.com
india’s first IT magazine for sme business VOLUME 01
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MY MISSION /38 Avaya: Avaya APAC to Double its Growth in Next 3 Years
TREND SETTER
/22
Tally: Versatility, Availability and Affordability – 3 Tenets Drive a Company to Success
SME BIZ
/26
NetAPP: SMEs to enter Cloud Storage Slowly
ACT IN UNISON TO TAP SME
UC OPPORTUNITY Unified Communications (UC) has always been the tool of the large enterprises but with the market slowdown and the growth of the SMEs, it had also come to the space of the SMEs. But the fact is that the vendors are not able to understand the market as yet and thus have not been very aggressive also. /28
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DELL Awarded Heroes in SMEs /18 www.smechannels.com
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Kaspersky: Specialization is Key to Success
GUEST IN TOWN
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Gigabyte: P67 Mobo Series to Bring a great impact
PARTNER CORNER
/48
Seal Infotech: The strength of Seal lies in its Domain Expertise
MY EXPERIENCE EDITORIAL
EXPERIENCE OF 2010 IS TOO EVENTFUL TO COUNT SANJAY MOHAPATRA editor@smechannels.com
With the Year 2010 passing by, it left a long trail of memories. This is the year which changed the market sentiments from negative to positive. The stock market which was driving to the abysmal depth took a U turn. The global investor also responded back by investing in India – especially on large infrastructure projects. From the IT perspective, the year became very eventful. Green computing became a prime focus of the products design and innovations. Vendors brought out products with smaller footprints and packed more power to the existing ones bringing interoperability to the entire offerings. In the PC and notebook vendors became more conscious about mobility. Creating a convergence between smart phones and PCs, they brought out smart tablets, which worked as PCs and business phones for the enterprises. When Apple launched iPad, Dell launched Streak and Samsung launched Galaxy Tab – all priced at a range of Rs.30-40 thousand. This year saw cloud computing gaining momentum. Storage and server vendors brought out more standards-based products to adapt to the cloud computing. Those vendors who were thinking that it was only large enterprises changed their opinion towards the end of the year saying that it is best fit for the SMEs. This year also saw SMEs became a striking force to reckon with. Most of the vendors recognized that SMEs could really change their market positioning in India and started customizing their products and brought market programmes to woo them. Towards the end of the year, President of USA, Barack Obama, visited India and advocated for the greater cooperation between SMEs in both the countries. Similarly, from the SME market perspective, they got a true representation through SME Channels. The magazine not only got published but also highlighted the issues and needs of SME segment from the IT perspective. It highlighted the much expected segregated approach of the vendors, which was earlier much blurred. Before I close, I must thank all our well wishers and patrons in the industry who have supported the whole year to grow the magazine. I also promise in coming years, we will show similar kind of commitment to the market. Before I close, I wish 2011 bring fortune and growth to all.
WD TV Live Hub Media Centre WD TV LIVE Hub media centre with 1TB storage is one of the great products of Western Digital. Not only it offers comprehensive storage but it also plays all personal media on any screen in the home. You can use WD TV Live Hub media centre to interact with Facebook communities also. You can use it as a media servicer to stream HD video, music and photos to any DLNA/ UPnP-compatible TV or multimedia device, anywhere in the home. Even you can stream content to your iPad, iPhone or any android smartphones using third-party applications. More than anything, it easily connects to Bluray Disc players, Xbox 360, and PlayStation 3. It plays a wide variety of media file types, including popular Full-HD 1080p video formats such as .mkv, .mp4 and .mov. And, it is also compatible with Windows 7 and WiFi ready.
SPECIFICATIONS With 1 TB storage allows one to store all and sundry content that you like to keep including photos, videos and songs. FINAL WORDING With a such a small form factor and 2 years warranty and pricing just Rs.9,999, it holds potential to replace most of the optical drives used in today’s homes. Since it is WiFi ready, it gives another advantage of making the homes completely elegant. OVERALL RATING
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contents
DEC VOLUME 01 ISSUE 10
2010
ER COV RY STO
india’s first IT magazine for sme business
Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Design and Development: Ravi Kumar Visualizer: Manas Ranjan Lead Visualizer: DPR Choudhary MARKETING Senior Manager: M Raj Executive- Marketing: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/101, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-46151993 / 9313891660 E-mail: raj@smechannels.com Bangalore Subrat S 136/9, Ground Floor, Eden Crest Apartment Grape Garden, Ejipura Vivek Nagar PS Bengalore-560047 Phone: 9886107294 Mumbai Hemal Shah B/14, Neel Ashish 92, J.P.road, Andheri (West) Mumbai - 400058 Phone: 9819597604 Chennai Thaga Pandian No-27, Rajan Street, Kodambakam Chennai - 24 Phone: 044-43066990 Kolkata S Subhendu BC-286, Laxmi Apartment, Kestopur
Act in Unison to Tap SME UC Opportunity
Kolkata-700101 Phone: 9674804389 EDITORIAL OFFICE
/28
Delhi: 6/102, Kaushalya Park, New Delhi-
Unified Communications (UC) has always been the tool of the large enterprises but with the market slowdown and the growth of the SMEs, it had also come to the space of the SMEs. But the fact is that the vendors are not able to understand the market as yet and thus have not been very aggressive also.
110016, Phone: 91-11-41055458 info@smechannels.com Bangalore 136/ 9, Ground Floor, Eden Crest Apartment, Grape Garden, Ejipura Vivek Nagar PS Bengalore-560047
TREND SETTER Tally /22
Versatility, Availability and Affordability – 3 Tenets Drive a Company to Success
MY VISION Asus /37 Educating partners to remain as top priority in 2011
Avaya /38 Avaya APAC to Double its Growth in Next 3 Years
SME CHAT DataWind /44 UbiSurfer Offers Full Functionality of a PC
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SME BIZ
news@smechannels.com
NetAPP /26 SMEs to enter Cloud Storage Slowly
Printed, Published and Owned by Sanjib Mohapatra Place of Publication: 6/101-102, Kaushalya
Kaspersky /42
Park, Hauz Khas
Specialization is Key to Success
New Delhi-110016
Phone: 91-11-46151993 / 41055458 Printed at Karan Printers, F-29/2, 1st floor,
more inside
Editorial ~ ~~~~~~~~~~~~~~~~~~~~~ Snippets~ ~~~~~~~~~~~~~~~~~~~~~ Case Study: VMware~~~~~~~~~~~~~ Guest in Town: Gigabyte~~~~~~~~~~ Products~ ~~~~~~~~~~~~~~~~~~~~~ Partners Corner~ ~~~~~~~~~~~~~~~
Okhla Industrial Area, Phase-2, New Delhi 110020, India.
06 10 40 41 46 48
All rights reserved. No part of this publication can be reproduced without the prior written permission from the publisher. Subscription: Rs.200 (12 issues) All payments favouring: Accent Info Media Pvt. Ltd.
SME CHANNELS DECEMBER 2010
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SNIPPETS PRODUCT | CHANNEL | TELECOM | DATA COM
for more log on to smechannels.com
NetApp Adds Muscle with Intelligence To help customers accommodate massively growing data and managing those pieces for the productivity of their businesses, NetApp unveils
a series of improved versions of their existing product lines and also added new technologies. For example, the company has launched
Data ONTAP 8. It is the OS platform of NetApp that enables greater flexibility, efficiency, scalability and performance. Similar in the
products space, there has been addition of three products in the FAS/ V6200 series i.e. FAS/V6280, FAS/ V6240 and FAS/V6210. Other than this, in the FAS/V3200 series, which is meant for midrange storage, there has been addition of three new products including FAS/V3270, FAS.V3240 and FAS/V3210. These products have brought more capacity, flexibility, efficiency and performance to support today’s midrange storage requirements and adapt to future changes. Besides, the company has also launched Solid State Drives (SSDs), SAS disks, OnCommand management software suite and FlexPod Modular Data Centre Solution. FlexPod Modular Data Centre Solution offers a greater collaboration of Cisco, NetApp and VMware to bring out standardized data centre architecture design. Rajesh Janey, President, NetApp India & SAARC says, “The comprehensive portfolio of new platforms and solutions that we are announcing today, will help businesses in their transformation to a flexible and efficient shared IT infrastructure. This would enable them to capitalize on new opportunities, go to market faster and innovation ahead of their competition.”
Check Point Enables Corporate Mobile Workers Check Point launches its new Mobile Access Software Blade that delivers fast and secure access to corporate email, data and business applications from mobile devices. The new blade integrates advanced SSL VPN capabilities and encryption technology to protect against security threats as users remotely connect to the corporate network. As part of the solution, users can download the Check Point Mobile application for secure, one-touch access directly from mobile devices running on Apple, Android, Symbian and Windows PC platforms. The new Mobile Access Software Blade provides users with an intuitive business portal that allows secure connectivity to their intranet, corporate email and web applications. With certificate-based authentication and smart user-device pairing, businesses can ensure each individual has access to their authorized applications, just as they would from their desktop.
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For any queries, contact: North: Delhi - Mr. Hitesh Bhardwaj 9780549957 | Gurgaon - Mr. Samrat Madan 9899710810 | Western UP & Uttaranchal - Mr. Sachin Sharma 9966079929 | Rajasthan - Mr. Amit Sogani 9166617666 | Punjab & J&K - Mr. Inderpal Singh 9779176760 | Chandigarh - Mr. Sandeep Gujral 9888495028 | Eastern Uttar Pradesh - Mr. Ashutosh Srivastava 9161622220 | West: Mumbai - Mr. Dharmesh Mehta 9987784016 | Pune - Mrs. Monica Sahni 9158999407 | Ahmedabad - Mr. Sheth Dhaval A. 9712975765 | Surat - Mr. Abbas Hans 9924109241 | Nagpur - Mr. Atul Ashok Mandlekar 9923976699 | Indore - Mr. Pyush Wankar 8878710786 | South: Bengaluru - Ms. Sunitha Rao 9886745995, Mr. S.M.Ayub 9742778666 | Chennai - Mr. Prabu P.S 9884703204 | Cochin - Mr. Siril Illikal 9846999840 | Trivandrum - Ms. Rani Dath Shaji 9349439581 | Vijayawada - Mr. Aravind Raju.Dasari 9885675673 | Hyderabad - Mr. Kalyan Chakravarthy 9052103556 Mr. Sarah Anand 9849003662 | Madurai - Mr. B.M.Sivakumar 9655798231 | East: Kolkata - Mr. Debajyoti Mullick 9830038990 Mr.Kaushik Mukherjee 9830007189 | Guwahati - Mr. Loknath Khanal 9864504816 | Ranchi - Mr. Arvind Kumar Singh 9570195104
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SNIPPETS
DIGISOL Launches Access Point DIGISOL has introduced its wireless Access Point DG-WA1000N for communication between wireless and wired notebooks/desktop computers in a network. DG-WA1000N complies with IEEE 802.11n standard and is backward compatible with IEEE 802.11b/g standard. The DG-WA1000N wireless Access Point can provide wireless data transmission rate up to 150Mbps which enhances the sharing of files, photos, audio, video and gaming experience over a wireless network. In addition to the point-to-point and point-to-multi point bridge function of the Access Point, the WDS (Wireless Distributed System) function allows DG-WA1000N to act as a WLAN Access Point and repeater at the same time. Users can use this feature to setup a wireless network in large spaces like airports, hotels and schools, etc. This feature is also useful when users want to bridge networks between buildings, where it is not possible to deploy network cable connections between them. The DG-WA1000N Wireless Access Point supports up to four SSIDs. Besides the main SSID, you can configure another three SSIDs. You can configure Wireless security & QoS parameters for each SSID separately. Its also supports WMM (Wi-Fi Multimedia) technology, which enhances the performance by applying QoS for certain network applications like audio/video streaming, VoIP and others. With WMM function, the wireless Access Point assigns priority to different types of data for better throughput. The DG-WA1000N Wireless Access Point supports WPS (Wi-Fi Protected Setup), which simplifies wireless client setup procedures (using push button), so that even an inexperienced user can quickly set up a secured wireless network. An internal RADIUS server is provided on the DG-WA1000N Wireless Access Point for authenticating the wireless clients, providing additional level of network security and user access control within the LAN.
Nokia Joins IBM for Business Mobility Nokia India and IBM have come closer to deliver business mobility solutions to Indian enterprises. Building on their global alliance for business mobility, Nokia and IBM also shared an update on the deployment of IBM Lotus Notes Traveler for Nokia smartphones highlighting substantial traction among Indian enterprises. The solution – which delivers direct, secure access to email and personal information via organizations’ IBM Domino servers – is now available for Nokia Symbian S60 smartphones. The solution has undergone large-scale deployment at leading Indian enterprises including Asian Paints, Max New York Life, Britannia, Subros, Amtek Auto, Usha International Ltd. and Havells to name a few, which have benefitted through improved efficiency and at significantly lower cost compared to rival solutions. “This announcement is part of our continuing effort to expand mobile support for the Lotus software portfolio. The ability to connect securely to business email is an example of Tomorrow at Work, an IBM initiative that examines a changing work environment and anticipates trends in technology, business, society and culture,” said Pradeep Nair, Director, Software Group, IBM India.
MY POINT
“To achieve their enterprise goals, clients need access to a collaborative environment with innovation across borders and organizations” NEELAM DHAWAN
MANAGING DIRECTOR, HP INDIA
Cyberstar Appointed Panda’s Exclusive Distie Panda Security makes a foray into the Indian market. As a first step, the company has appointed Cyberstar Infocom as exclusive distributor for India. Panda Security, with millions of customers spread across 195 countries in the world, offers an extensive range of real time security solutions for small to midsized enterprises home users, online shoppers and netbook users. Panda’s extensive range of security solutions for small and mid-enterprises covers the protection needs of the organization at different levels of the network, from endpoint to perimeter including ‘in the cloud’ services. “We are bullish about Panda Security and see this new business line adding tremendous topline and bottom line value for us,” said Raj Rathi, Managing Director, Cyberstar Infocom, “We are gearing up our channels, training them on how to capitalize on the Panda business opportunity and have on a war-footing begun appointment of at least one sub-disti across 50 leading cities in India,” he added.
D-Link launches Season 2 of ‘bits’ D-Link has launched the second season of its very popular & widely appreciated end-customer seminar titled ‘bits2.0’ at Chennai on 13th December 2010. Off late organizations have been looking for innovative solutions that can lower the Total cost of ownership (TCO) & offer better Return on Investment (ROI), and which is why D-Link came up with this interactive seminar called ‘Building Innovative Technology Solution’ or ‘bits2009’ last year. Now in its second year, ‘bits2.0’ will carry forward the key message of ‘bringing Value for Money & environmentally friendly solutions together’. It will also highlight on Innovative Solutions for all Large, Medium and Small size networking chores’. Addressing the audience present at the inaugural seminar of bits2.0 in Chennai, Jayesh Kotak, VP-Product Marketing, D-Link India, said, “With bits2.0 we hope to reach-out to more & more people through our vast product line, that has been designed to offer valuable, high-quality, user & environment friendly solution.” Last year , it had covered 35 cities in India and Colombo touching over 3000 attendees.
12 SME CHANNELS DECEMBER 2010
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RY E V I DEL IN RS U O 24 H IRIS M O R F Ser ver s
IBM System x3200 M3(7328I6S)
Intel Xeon E 3430 (Quad Core) 2.4 Ghz 8 Mb 1333 Mhz 2gb Ram, 250 gb SATA3.5” S.S HDD, DVD ROM 3 Years Onsite. Rs. 42,640/- IBM Discount: Rs. 2,000/-
IBM System x3200 M3(7328I7S)
Intel Xeon E 3430 (Quad Core) 2.4 Ghz 8 Mb 1333 Mhz 2gb x 1 Ram, 146 gb SAS 15k rpm 3.5” Hot Swap HDD, DVD ROM 3 Years Onsite. Rs. 57,200/- IBM Discount: Rs. 1,500/-
IBM System x3550 M3(7944I7S) Xeon 4C E5506 2.13GHz 4MB 800MHz, 1x4GB Ram, Open Bay 2.5in Hot Swap. SAS/SATA HDD, Combo Raid 01 in built, 3 years Onsite + 24 x 7 Rs. 1,16,480/- IBM Discount: Rs. 9,000/IBM System x3650 M3(7945ICS) Xeon 4C E5507 2.26GHz, 4MB Cache, 800MHz, 1 x 4 GB Ram, 1x146GB SAS HDD, 2.5in Hot Swap. SAS, Combo, Raid 01 in built, 3 years Onsite + 24x7 Rs. 1,26,360/- IBM Discount: Rs. 10,000/-
Storage
IBM System Storage TS2240 & TS2250 3580S4E,3580S5E.Ultrium Gen-4 or Gen-5 SAS Tape Drive with Necessary Options. Data Storing Capacity : 800/1600GB. Data Transfer rate : 120/240 Mbps Rs. 1,32,873/- IBM Discount : Rs. 5.000/-
IBM System Storage DS3500
IBM System Storage TS3200
1746A2S/1746A2D and 1746A4S/1746S4D. Rs. 2,63,690/- IBM Discount: Rs. 5,000/-
35374UL with SAS, LVD Scsi or Fibre Channel Drives. Mid Range Utlrium Tape Library with Gen-4 or Gen-3 Tape Drive(s) and options. No of Cartridge Carrying Slots - 92. Rs. 3,87,784/- IBM Discount : Rs. 5,000/-
For Any Server & Storage contact
Suresh Kumar R Iris Computers Ltd. A-155, Road No 4, Mahipalpur, New Delhi-110037 Mobile # 09717971256 Email: suresh.kumar@iriscomputers.net
Delhi (Storage) Delhi (Server) Mumbai Bangalore Kolkatta Hyderabad Chennai Ahmedabad Pune Cochin Bhuabaneswar Jaipur Ludhiana Lu Lucknow Nagpur
Phalguni Nayak Ashutosh Ganjoo Shailesh Singh Arun.S.R. Sunjjoy De Bharath Kumar Mahesh Kumar Nilesh Patel Pathan H M Jos Anto Changan K.Das Shailendra Chawla Chanan Singh Thakur Aft Umar Aftab Manoj Bobade
9910093497 9810331657 9820402411 9972992003 9051899699 9959544944 9381054669 9327023408 9823673126 9745555101 9337508070 9829096712 9357920009 9336837494 9923822625
phalguni.nayak@iriscomputers.net ashutosh.ganjoo@iriscomputers.net shailesh.singh@iriscomputers.net arun.sr@iriscomputers.net sunjjoy.de@iriscomputers.net bharath.kumar@iriscomputers.net mahesh. mahesh.kumar@iriscomputers.net nilesh.patel@iriscomputers.net hirekhan.pathan@iriscomputers.net jos.anto@iriscomputers.net chandan.das@iriscomputers.net shailendra.chawla@iriscomputers.net chanan.thakur@iriscomputers.net aft aftab.umar@iriscomputers.net manoj.bobade@iriscomputers.net
IBM, the IBM Business Partner Emblem and IBM Express Advantage are trademarks or registered trademarks of International Business Machines Corporation in the United States and/or other countries. Other company, product and service names may be trademarks or service marks of others. ©2010 IBM Corporation - ALL RIGHTS RESERVED. TM
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SNIPPETS
Belkin Offers Laptop Essentials Bundle Belkin provides all the accessories that surround a laptop and help to enhance and complete your laptop experience, whether it is laptop bags with ultimate protection and 360 degree access to devices; car chargers to help you charge your laptop while on the move; cooling pads to shield your legs from the heat from your laptop; laptop mice for more precise and easy movements or surge protectors to protect your gadgets from lightening and power surges. The laptop essentials packs from Belkin are available in 3 different combinations, ACE PACK, STAR PACK, PRO PACK and priced respectively i.e. Rs.2,999/-, Rs.7,999/-, and Rs.5,499/- These packs cater to all, from value conscious to premium consumers with the finest quality accessories at great prices, available according to consumer needs.
GIGABYTE ANNOUNCES THE WINNERS OF ITS Q3 2010 GVPP GIGABYTE Technology announced the winners of its Q3 2010 GIGABYTE Value Partner Program (GVPP). Effective from July 1 to September 30, 2010, the online scheme, named the 5 Million Calibration Program (to highlight GIGABYTE India reaching 5 million installed base of its motherboards in India), proved to be a huge success with the registration of over 2,000 resellers. Of these, over 1,000 have won attractive prizes, such as gold coins, laptop bags, trendy jackets, and movie tickets, depending on the points redeemed by them. GIGABYTE also randomly selected from the entries, 6 participants as winners of bumper prizes. GIGABYTE congratulates the following bumper prize winners: • 1st prize: Praveen Purohit, Rainbow Computers (Maharashtra) Trip to Taiwan, including GIGABYTE factory visit • 2nd prize: Pradip Chakraborty, Unosys (West Bengal) LED television • 3rd prize: Amit Kamal / Kishore Purohit, Mastro (Maharashtra) iPhone and P55A-USB3 • 4th prize: Deepak Jajoo / Rakesh Rane, Micro Link Infonet (Maharashtra) X58A-UD9 • 5th prize: Ajay Sapra, K25 Computer Shoppee (Chandigarh) iPad • 6th prize: Rajeev Kumar Sahu, Shreya Emotions (Jharkhand) H55M-S2
Techcom introduces the SSD 6011 Pianofinish Cabinet Techcom has introduced the latest in its range of premium CPU cabinets – the classy SSD 6011 with Piano-finish. This subtle-designed cabinet comes with splendid, elegant looks which gives it a sophisticated feel. The SSD 6011 facilitates a robust 450 Watt power supply for the best of performance. The connectivity options too have been addressed carefully with 2 SATA Cables provided in the cabinet. Front USB and Audio ports allow users to conveniently enjoy their media without having to reach all the way to the backside of the cabinet. The SSD 6011 is compatible with all types and sizes of motherboards available making it universal in terms of compatibility. This graceful looking product comes to you at a surprisingly affordable price of INR 900 only. Moreover, the product carries a 1 year warranty assurance with itself.
ABACUS launches SPARKLE GeForce GTX 570 Graphics Cards Abacus Peripherals launches SPARKLE GeForce GTX 570 Graphics Cards the DirectX 11 monsters for high-end market. Based on Vapor Chamber Technology, The SPARKLE GeForce GTX 570 Graphics Cards runs not only cooler but also much quieter and it provides more headroom for users to explore performance tweaking ! Vapor Chamber Technology is based on the same principles as heatpipe technology.A liquid coolant is vaporized at a hot surface, the
resulting vapor is condensed at a cold surface then the liquid is returned to the hot surface. The recirculation process is controlled by a wick system. The coolant is water – but because the chamber is evacuated to a very low pressure, the vaporization process occurs at a much lower temperature than normal boiling point. The complex wick arrangement inside the module controls the flow of water and water vapour so that the system can be used in any orientation.
The GeForce GTX 570 GPU heats Vaporization Wicks. Working fluid, pure water, is easily vaporized due to the extreme low pressure (<104 Tor or less). Water vapor moves easily through the vacuum until it meets the condensing wick - adjacent to the cooled surface - and turns back to a liquid state. Further, SPARKLE GeForce GTX 570 Graphics Cards would be available from end of this moth at selected IT stores across India at Rs.21900.
QNAP Strengthens NAS Solutions QNAP Systems strengthens its Business Series Turbo NAS line-up with the addition of a new 8-drive desktop model, TS-859 Pro+ Turbo NAS. The TS-859 Pro+ incorporates Intel’s new D525 dual-core Atom CPU with 1.8GHz clock speed and 1GB RAM, which can achieve up to 116MB/s transfer rates (FTP/Samba reads) while maintaining guaranteed lower power consumption. The Turbo NAS provides up to 16TB of extremely large storage capacity (using 2TB hard drives and single disk volume/JBOD configuration), and is targeted for business users and workgroups who need a tower server to fit in their office environment for backup and sharing of enormous amount of documents, digital pictures, videos, and applications. Meanwhile, the TS-859 Pro+ has been certified as compatible NFS and iSCSI datastore with fully VMware Ready, Citrix Ready and Windows Server 2008 Hyper-V clusters compliant. QNAP continues its industry-leading iSCSI support for server clustering and virtualized environments including support for MC/S, MPIO, SPC-3, and thin provisioning. With built-in iSCSI initiator and target service, network storage can be virtually expanded by simply adding additional QNAP Turbo NAS units to the network and adding virtual volumes, up to 8 per device.
14 SME CHANNELS DECEMBER 2010
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Ahmedabad: 079-40046990 Bangalore: 080-41144075 Bhubaneshwar: 0674-2540457 Chandigarh: 0172-3017921 Chennai: 044-42229653 Coimbatore: 0422-4372270 Cochin: 0484-2323216 Delhi: 011-40581612 Gurgaon: 0124-4084447 Guwahati: 0361-2463545 Hyderabad: 09963922285 Jaipur: 0141-2363614 Kolkata: 033-32959997 Ludhiana: 09872615596 Mumbai: 09323199472 Thane: 0250-2480654 Nagpur: 0710-4223633 Noida: 0120-4325844 Pune: 020-24430064 Wagholi: 020-66032928 Ranchi: 0651-2331913
www.varindia.com 11/19/2010 7:55:20 PM
SNIPPETS
Quick Heal Launches 2011 Security Series
FOXCONN LAUNCHES 6 SERIES MOTHERBOARDS Foxconn unveils 6-series motherboards. These series includes H67A-S, H67MP-S, H67S, P67A-S across the ATX, m-ATX and mini-ITX form factors. This time Foxconn provides you with the most choices. All are equipped with the latest Sandy Bridge chipset from Intel and a versatile power management scheme that’s perfect for performance applications allowing 6-series users to play creatively. Based on Intel’s next-generation architecture, the socket 1155 for Core i7/i5/i3 processors (code named Sandy Bridge), 6-series allows the built-in graphics core to share resources with the processor’s core to increase a device’s computing and graphics performance by a factor of four to five times while still maintaining energy efficiency. Also, with Intel’s “Turbo Boost” technology the CPU’s multiplier is allowed to be adjusted depending on the processor load effectively allowing the system to be dynamically overclocked. The processor can also detect how many cores are actually being used and automatically select a pre-defined multiplier accordingly. There are four different multipliers for the various load scenarios involving one, two, three or all four cores. All 6-series motherboards are equipped with USB 3.0, the next-generation data transfer technology and promises super fast transmissions up to ten times the speed of USB 2.0. USB 3.0 makes sharing easier than ever before; with the growing demand for digital entertainment you need high-speed access to your favourite videos, photos and music files. USB 3.0 gives this to you while offering portability when using external USB 3.0 storage devices and hard drives. Each model has its own set of unique features. H67MP-S and P67A-S offers CrossFire technology that you can bridge together 2 graphics cards and enable their simultaneous usage for maximum performance for graphic rendering. H67A-S ships with a wide range of connectivity options including D-sub, DVI, HDMI.
Quick Heal refreshes its security series for 2011. The newly launched product lines include Quick Heal AntiVirus Pro 2011, Quick Heal Internet Security 2011 and Quick Heal Total Security 2011. The enhancements and improvements made to the earlier design and functioning compliments the theme of Quick Heal 2011: Freedom. Freedom to Connect, Surf, Chat, Tweet, Play, Download, Work, Communicate and Shop online without fear. Quick Heal 2011 has enhanced its installer to speed up the installation. It has also enhanced the anti-virus engine making it light on server resources and yet fast in scanning, detecting and blocking all kinds of Viruses, Spywares, Roguewares and other malwares that might try to sneak into your system. The firewall has been enhanced to work silently in the background and yet be powerful enough to act as a wall against hackers, and the new feature Intrusion Detection System and Intrusion Prevention System detects and prevents malicious activity from the network or Internet before they can reach your system.
EXECUTIVE MOVEMENT
INDIA PRINTER MARKET GREW 57% IN Q3’10
EMC Appoints Kamlakar Kaul as CSO Govt. Business.
THE COMBINED PRINTER, COPIER AND MULTIFUNCTIONAL PRODUCT (MFP) MARKET IN INDIA TOTALLED NEARLY 0.8 MILLION UNITS IN THE Q2’10, A 57.3% INCREASE OVER THE SAME PERIOD OF 2009.
Ajay Goel joins Symantec as MD.
(UNIT SHIPMENTS ESTIMATES, 3Q10 (THOUSANDS OF UNITS)
CPA Global has appointed Mandeep Baweja as the Vice President of Human Resources – Learning and Development for their India office.
Q3 2009
Samsung Q3 2010
44.9
33.6
57.7
Epson
42.9
40.2
Canon
33.2%
34.4%
59.0
115.6 HP
46.8%
Others Growth
Source: Gartner (November 2010)
64.4% 190.0
265.4
431.4
62.6%
Suk Ling Gun has been promoted to Director - Enterprise Sales, APAC, Kaspersky. She was earlier Managing Director for South Asia. NASSCOM Foundation (NF) appoints Ms. Rita Soni as its CEO.
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INTARVO BAGS CONTRACT FROM BSNL inTarvo Technologies has bagged a tender from BSNL for powering a certain number of telecom sites with Solar Power in the Western Uttar Pradesh region. All the cell phone towers will now run by tapping in solar energy instead of diesel generators. This arrangement of powering the energy sites using renewable resources will bring down the dependence on Diesel Generators that power telecom towers in the country guzzling fuel worth crores every year and dumping carbon emissions in the air. This initiative is set to promote renewable energy particularly Solar, in the Western U.P region, that has severe power deficit. On the occasion, Sanjay Bhasin, President & CEO-Telecom, inTarvo Technologies Limited, said “This is the first time that BSNL has given such an opportunity to inTarvo to facilitate the powering of energy sites. The planned solar power project would help the remote areas of Western U.P to become a clean and green region. We plan to establish with these rollouts that alternate sources of energy such as Solar are cost-effective and sustainable solutions and not just some experimental technology.” “The generators at the bottom of the cell phone towers run on diesel, we will convert all those into green towers, reducing the use of diesel which will in turn slash costs as well as hazardous carbon emissions.” He further added.
DIGEST SMC UNVIELS 3G ROUTER SMC Networks introduces SMCWPBR-3G, a Wireless Portable Broadband Router. This router connects to 3G networks using your existing USB wireless modem. It also connects with wireless peripherals such as smart phones, notebooks, tablets, gaming devices and other Wi-Fi devices hence creating a Wi-Fi hotspot from almost anywhere. It offers battery life up to 4-6 hours.
D-M-E IMPLEMENTS SAGE ERP D-M-E Company has implemented Sage Accpac ERP to manage their manufacturing and operations. D-M-E has operations spread across 33 countries serving customers in more than 70 locations. N.S. Krishnakumar, MD, D-M-E Company (India) Pvt Ltd , said, “ The manufacturing process followed by us is fairly unique and we required complete flexibility
Netgear to Strengthen its Market Netgear introduces an array of networking products including NETGEAR N600 Dual Band Wireless Gigabit Router, WNCE2001 universal WiFi Internet adapter, 3G mobile router MBRN3000 and ADSL2+ Wireless –N Router with 3G failover, etc. in the Indian market. Addressing channel meet, Som Pal Choudhury , Director Product Marketing, Consumer Networking Products, Netgear, said, “With the growth of 3G Wireless Broadband and consumer gadgets in India, it is imperative for us to introduce some of our key products, that have had tremendous success in US and Europe, to the India market. The Indian Businesses and Consumers today demand the lifestyle networking gadgets with top-notch quality and valued features that NETGEAR delivers for connecting people and devices to the Internet.” Further, the Netgear N600 Dual Band Wireless Gigabit Router delivers the ultimate performance and features for home and small business networking.
within what a standard ERP package could offer. Sage Accpac ERP offers a robust framework for D-M-E to develop specific processes that could streamline our business”.
ZEBRONICS LAPTOP ADOPTERS ZEBRONICS launches two new Universal laptop adapters. Both models support almost all brands of laptops with various pins provided. Both models support voltage 12, 15, 16, 18, 19, 20 and 24v. The input for these adapters can be 120 or 230v. Rated input current is 1.5A. It also comes with safety features as overload protection and short circuit protection. The second model comes with additional two-in-one feature. It
Vivitek launches Data Projector Range Vivitek, a premium brand of visual display and presentation products, has launched its latest line‐up of digital projectors for diversified market segments such as the business audio/ video, home entertainment and education. The newly unveiled projector series include Data Projectors for professional & education segment D3, D5, D7, D8, D9, Home Theater Segment – H1080, H5080, H9080 and Large Venue
Projectors‐ D5000 and D6510. The latest projector series include features such as increased portability superior brightness higher contrast ratio, 3D‐Ready technology (via DLP Link), as well as Full HD (1080p) widescreen capabilities. With a strong presence in US, Europe and China markets, Vivitek now intends to strengthen its presence in the Indian subcontinent with an expansion in its existing Channel network.
supports input from AC as well as car 12v socket.
RAD TO CONDUCT SEMINAR RAD Data Communications will conduct its first pre-sales and technical seminar in India. To be held at Gurgaon’s Radisson Suites Hotel, this technical seminar will broadly focus on three application areas of Ethernet Access over Fiber, DSL; Ethernet Access over PDH/SDH and SDH Access.
GLACIALTECH M- FLIT PADS In order to achieve the best cooling performance, GlacialTech redesigns the four types of M-Flit series Cooling Pad in the title of S1, M1, L1 & Z1
DELL Awarded Heroes in SMEs DTaking forward the legacy of its “Take your own Path” (TYOP) campaign, Dell India named two new heroes Vishvas Chitale, Chitale Dairy and Subrahmanyam Yadavalli, CoOptions Technologies – to be role models for how emerging businesses may use technology to scale and grow their businesses - The TYOP campaign has seen great success, driving up Dell’s market share in India in the target SME segment and recently bagged the award for being the Best Campaign for reaching business / political decision makers’ award at the Media & Marketing Awards 2010.
which fit laptop up to 17 inches to include a patentpending Air Flow Wing, repositioned fan, and wave shape. This combination of features optimizes circulation to let hot air flow up and away from your laptop. The USB-powered Cooling Pad can be used comfortably on a desk or in your lap. The MFlit series has a very minimalistic metal and plastic design that looks good in any home or office.
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Trend Micro Launches Titanium 2011 Trend Micro has unveiled Titanium Security 2011 that stops viruses, spyware, and phishing attacks on PCs. Titanium is powered by Trend Micro Smart Protection Network, which gathers and analyses threat data, blocking viruses and other malware before they can reach the PC. Because the processing is done “in the cloud”, Titanium is quite light on the system resources and uses less of the PC’s memory and disk space, so it won’t slow the PC down. Titanium 2011 utilizes a cloud-client strategy that combines cloud-based web, email, and file reputation services with Trend Micro’s Smart Scanning technology for real-time, up-todate protection against today’s sophisticated threats. The company has introduced Titanium Maximum Security, which provides customers with better performing, easiest-to-use security software that ensures ultimate protection. “Our new technology takes family and PC protection to entirely new heights and is the most effective way to challenge the explosion of real world online threats,” commented Amit Nath, Country Manager, India & SAARC, Trend Micro.
Transcend launches 8GB dual-channel Memory kit
A SNEAK PEAK OF GIGABYTE 6 SERIES MOTHERBOARD The 6 series of Gigabyte looks very stylish with black color. This is a kind of makeover of the motherboard goes well with the capability of the 2nd Generation Intel Core processors - Sandy Bridge. Feature wise, the series offers 24 phase power design for maximum power delivery. GIGABYTE Ultra Durable 3 design with 2x Copper PCB provides stability, reliability and longevity essential to meet the power needs of high-end processors and other components running today’s most demanding applications and games. It also comes with Onboard 10 SuperSpeed USB 3.0 ports (total of 18 USB ports including USB 2.0) and 6 SATA 6Gbps for high data speed.
Transcend has slipped in an 8GB aXeRam DDR3-2000 memory kit that contains two identically matched 4GB memory modules. With a combination of high capacity, high clock speed and exceptionally low voltage of just 1.6V, the new modules are ideal for hardcore gamers, overclockers and professional users. They can reap the benefits of a 64-bit operating system using this memory kit. Gordon Wu, Regional Head - South Asia, Transcend, “64-bit processors have become mainstream in mid-range and high-end systems due to their ability to support memory capacities larger than 4GB, which is essential for memory-hungry applications such as HD video editing, large databases, virtual server farms, etc. With 8GB of total capacity, a clock frequency of 2000MHz and timings of 9-11-9-24, our newly released dual-channel kit is a comprehensive memory upgrade solution—especially for systems with modern processors running more advanced operating systems.
Hitachi GST Launches 3TB Storage Hitachi GST brings out a new line up of 3TB storage solutions for a broad range of users (from consumers to OEMs). Backed by Hitachi’s reputation for quality and reliability, the Hitachi XL Desktop Drive offers users a simple and reliable way to store and protect life’s most important digital content. With up to 3TB capacity and USB 2.0 connectivity, the Hitachi XL Desktop Drive gives both Mac and PC users enough capacity to store or backup their growing music libraries, digital photos and movie collections. Placed vertically or horizontally, the drive fits perfectly into any home or office environment. Wrapped in a smooth black finish, the Hitachi XL Desktop Drive comes in capacities of 3TB, 2TB and 1TB. Hitachi also announced its shipping of 3TB, 2TB and 1.5TB Deskstar 7K3000 drive family to OEMs and select distribution partners around the world. Based on Hitachi’s proven design, the new Deskstar 7K3000 drive delivers an exceptional blend of reliability, capacity, performance and power.
Seagate Ships “Green” HDD Seagate launches Barracuda Green hard drive, which as per a company release is the industry’s highest performance eco-friendly 3.5-inch desktop drive for low-power personal computers, multi-drive home networking systems and external PC storage. The Barracuda Green hard drive, formerly Barracuda LP, combines the industry’s highest spin speed (5900 RPM) with Seagate’s SmartAlign technology to deliver best-in-class performance. SmartAlign technology enables all the benefits of the new 4K sector standard while simplifying drive installation by eliminating the need for utilities often required to ensure optimum drive performance. The cool-running, lower-power Barracuda Green hard drive delivers whisper-quiet acoustics and helps reduce system costs associated with the fans and power supply devices often required for power-hungry systems.
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3
TREND SETTER
TALLY
VERSATILITY, AVAILABILITY AND AFFORDABILITY
TO
TENETS DRIVE A COMPANY SUCCESS
It’s a fact that SME market in India is a riddle and a difficult code to crack but Tally has done with ease for last two decades and now extending enterprise capability to them with its Tally.ERP 9. BY NEIL D’SOUZA info@smechannels.com
T
ally as a company has always been teasing the journalists and industry pundits for its coziness with the SMEs. Starting from the small kirana shops to the medium size enterprises, most of the organizations use Tally for their accounting. In fact, Tally story goes back to 1986, when Shyam Sundar Goenka told his son to create accounting software to be used by businessmen on computers. The company then was named Tally in the year 1990. It is not that only Tally an Indian company took birth but there were other companies born but most of them switched over to services. Whereas resisting the distractions, Tally pursued the focus on providing solution for businessmen. The entire journey started from the launch of a product called PFA (Peutronics Financial Accountant) in 1988 to bringing out Tally.ERP 9 in 2008. It has been phenomenal journey of the company. During the years the company has adapted to the changing platforms of computing for example in 1990 the company launched Tally 3.X for book keeping, in 1992, the next version came Tally 4.X for Dos-based account systems, in 1996 Tally 5.X for Windows launched with a lot of capability to cater as a business solution. Similarly, in 2001, Tally 6.e version came out with a lot of extendibility and intangibility with ODBC and XML, etc. Next in 2005, the company launched Tally 7.2 with capability to Indian statutory com-
pliance. And finally, in 2006, Tally 8.1 launched with multi-lingual support. The next step obviously was to bring in capability of integrating end-to-end functionality of the business in other words ERP and in 2008 the company launched Tally.ERP 9 with two versions Silver and Gold. And, with growth in the capability and understanding of the domain, the company will also bring out Diamond and Platinum version very soon to cater to the large enterprises and share the space with the likes of SAP, Oracle and Microsoft. Tally has multi-million customers now, out of whom probably 80% would have been using the software for last 10 years or have grown on the base of Tally solution. The philosophy of the company is ‘Power of Simplicity’, this is probably the reason why the Indian businesses have embraced Tally. Now, when Tally has brought out its ERP.9, which is an evolution of its accounting product and based on the same philosophy, how can it be difficult for them to take it to the heart of the businesses or to the SMEs. Uday Holla, Proprietor, U. K. International, a customer and also a partner says, “In this industry, prices keep changing with such frequency, that you need to be highly organized. Only then will you earn the respect of your large customers. Tally. ERP9 has given us the edge” Similarly, Aqeel Zakria, Partner, Modern World, says, “It is crucial to manage inventory as it’s a narrow margin industry and redundancy is high. The slow and non moving stock report is
used on a perpetual basis to streamline inventory.” “Tally.ERP 9 has made our life so simple that we need not do voluminous data entry anymore. Account bills are automatically posted after approval from Project Management System”. R. Sri Kumar, Former Chairman & Managing Director, KSPHC. Shoaib Ahmed, President, Tally Solutions, says: “Tally is a versatile and scalable (both upward & Downward) Business management solution and we have single and multi-user editions available in the market today, both are fully loaded. They come with all the features & capabilities including Tally.NET and services like Remote Access and the recruitment engine the only difference being the multi user (Tally.ERP 9 Gold) can be used in a connected environment (LAN).” “Our focus has always been on the entire pyramid, SMEs (Traders, Retailer, small manufacturers etc.) have always been our customers and they can effectively use Tally for their entire operations. Tally has also been used by many large customers, for their decentralized, and extended enterprise needs. Tally is installed in their own retail stores, distribution centers and supplier locations,” he added. Tally deploys three-pronged approach, to reach out to its customers. The first and foremost is its engagement with the channel partners. The company engages around 16000 odd partners to reaching out and communicating with customers about the Tally.ERP 9 value proposition. Secondly, the products are affordably priced so that the cus-
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TALLY
TREND SETTER
Tally 7.2 Tally 5.X Book Keeping (1990)
Indian Statutory compliance (2005)
Tally.ERP 9 Complete Business Solution with Tally. NET framework (2008)**
Tally 3.X Book Keeping (1990)
Tally 6.3 Tally 4.X PFA Peutronics Financial Accountant (1988)
DOS Based Accounting System (1992)
tomers in small to medium enterprise can easily acquire the technology, which is unlikely with other competing brands. And, last but not least is that the products are easily available in every market. The company very aggressively participates in large customers’ footfall seminars and events to create awareness. Besides, Tally regularly engages its customers through integrated marketing campaigns such as - free support camps on 9th of every month across India at its partner offices, large scale exhibitions and seminars. Here the company educates customers on latest product capabilities and enhancements. Even the company supports events organised by its partners for their customers for upsell, cross sell or solutions to customise its products and services to suit their businesses uniquely. It is a kind of 360 degree of campaign the company does to influence the customers. Talking about the channel partners, the company treats them as the extended arms of the
Extend-ability & Integrate-ability Ex: ODBC, XML (2001)
Tally 8.1 Concurrent Multi-Lingual capability (2006)*
company. Starting from sales to services, implementation and training all the activities the company does with the partners. In these four spheres of engagements, the company utilizes the capabilities of the partners therefore there are different partnerships to handle each of the capability. In the distribution space, there are two-tier distribution model. The first tier of partners are called master Tally Partners (MTP), whose number is 140 and below them are Tally partners who actually take the products to the end users. The number of Tally Partners is 16000 and these partners are recruited, enabled and managed by the MTPs. Besides, in order to provide support, there are around 1100 TSPs (Tally service providers), who cater to the various after sales – service requirements like implementation, data migration, training requirements, for customers. Another tier of partners is Tally Integrators who offer end-to-end solution services in and around the product to customers. Currently there number is around 150 and this
* The user interface for the software is available in 10 Indian Languages, Bahasa Melayu and Bahasa Indonesia giving the customer a language of his choice. The software allows a customer to enter data in one language and have it transliterated into different languages (2006) ** Complete Business Solution with Tally. NET framework, providing a broad range of services using the Internet. Using Tally. NET the user can access the companys data from a remote location (2008).
number is expected to grow considerably in the coming months. Besides, there are around 800 Tally Education partners who provide certification on Tally Solutions and prepare ‘Tally trained’ candidates to service the market. Shoaib adds, “We have created this network of partners so that customers have the benefit of sales, service and solution partners across the geographies. Our partner framework, Tally Integrated Network (TIN), enables the partners to leverage on each other’s strengths.” All the partners are being trained regularly under a systematic manner. The company has a calendar of training programs both on technology (TDL) and functionality. These programmes are undertaken either through webinar or seminars. From the product perspective, the flagship product Tally.ERP 9 will have a lot of enhancements in next three years. At least two editions will come out to the core product that is Diamond
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TREND SETTER
TALLY INTERVIEW
and Platinum. These editions will target top pyramid medium size customers and large customers. Today enterprises are looking at much segmented approach to the solution in order to lower their CAPEX and OPEX, so cloud computing is taking a front seat. But for Tally the product footprint is so small that it does not require a cloud engagement although it can be. But, cloud is definitely an integral part of Tally offerings. They use it very effectively as part of their strategy. Shoaib says, “We have defined SaaS for ourselves in a slightly different way in comparison to the most common belief of a hosted solution typically running in a browser. Customers have different needs in terms of location of software, location of data, and payment model. Technically speaking, the software may be on-premise OR on-cloud, the data may be on-premise OR on-cloud, the payment model could be per-use, per-user, time-based or one-time and so on. We have been walking a path to cover the various combinations rather than just one. Our belief is that for the best experience in terms of availability, performance, flexibility and security the customers may require any combination.” He adds, “Let us say a customer does not have reliable always-on connectivity for reasons of location, cost, perception of security, etc. If he desires not to own the software but pay for it as a service, our model of SaaS covers it. We provide him Tally on rental.” Besides, a customer can use Tally online support centre which runs on Tally.NET and data resides completely on the cloud. His records are available to him real-time and he can get support by posting queries and receiving answers there. The whole thing comes as a service from the cloud from within the application client or on a browser. Even Tally service partners are plugged into it to provide a unified experience to all. Tally.NET, which is the underlying framework of its cloud based services, is integrated into the application providing online support services, deployment control, exchange of data from anywhere to anywhere, remote application operation and extending very soon into etax, epayment, ebanking, biz exchange, etc.
Finally… Tally believes in addressing these real life SaaS needs of the market and customers and not just a separate technology or delivery stream. With the Tally.ERP 9 with affordability, no issues of availability and - compatibility, ease of integration and - management, Tally is really gung ho about its positioning in next few years, which is again triggering its growth from Rs.150 crore last year to an expected figure of Rs.300 crore this year and 3X growth year-on year going forward.
SHOAIB AHMED, PRESIDENT, TALLY SOLUTIONS
WHAT KIND OF CAPABILITY TALLY ERP 9 BRINGS TO THE SMES? By implementing Tally.ERP 9 a business can simplify their day-to-day business operations. Tally.ERP 9 functionalities The software will connect the business with its principals, vendors, retailers and provide better visibility across supply chain. It will also connect the business to their auditors to make it completely compliant, provide ease of filing the reports to government. If it is a mid-sized or large company, then branch management, dealing with service providers, dealing with partners & bankers etc. becomes easy.
WHAT ARE THE ADVANTAGES OF TALLY ERP 9 OVER THE COMPETITION PLATFORM? Tally stands for - the ‘Power of Simplicity’, we believe in continuously innovating solutions which bring value to our customers. We have kept up the legacy– we are the first to come with codeless concept in accounting or the concurrent multilingual capability. Our product can be implemented in a very short time and the customer can start using the product almost instantly. Tally.ERP can easily be configured and also be customized or interfaced. Our striking features like Short Message Service (SMS), Remote Access through Tally.NET Services can transform the way business is conducted. These enable faster information flow between distributed environments facilitating ‘faster and better’ decision making. The big advantage of Tally.ERP 9 is its ability to handle exceptions and the intuitive Error detection and correction capability. Above all it is backed by network of partners for services and easy availability of trained manpower.
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SME BIZ
NETAPP
SME’s TO ENTER
CLOUD STORAGE SLOWLY As per IDC the Enterprise Storage market in India is expected to grow at a CAGR of 98.4% over the period of 2006 to 2011. A significant portion of this growth would come from SMEs. For NetApp, midsize enterprise forms 30% of the company’s business globally. BY NEIL D’SOUZA info@smechannels.com
FACTS ABOUT Year of Operation in India
:
: 2000
India Headquarters
:
Bangalore
Key people
:
Rajesh Janey, President Surajit Sen, Director Channels Syed Masroor, Head- Pre-sales Chiranjeev Singh, Country Head, NGS
Direct presence in India
:
6 Cities i.e. Delhi, Mumbai, Bangalore, Chennai, Pune and Hyderabad
Products
:
Storage Systems: FAS6200 Series, FAS3200 Series, FAS2000 Series, V-Series, Disk Shelves & Storage Media Platform OS: Data ONTAP 8, Data ONTAP 7G, Data ONTAP GX Protocols: SAN, NAS Software: OnCommand Management Software, Protection Software
Website
:
http://www.netapp.com/in/
I
ndian IT market is heading towards a data deluge and given the requirements of effective storage, management and retrieval of data storage has assumed the role of a critical IT enabler in today’s time. In this scenario, SMEs share is quite high. Typically, SMEs don’t take a holistic approach to their IT environment. As they add applications to automate their business processes, they build the infrastructure required for that particular application. They have learnt that there are more sophisticated technologies available in the market and they are willing to look at these technologies and leverage upon them, but the usual problem they face is the existing investment that they have made while deploying these multiple applications and it can become a challenge for them to consolidate everything. Surajit Sen, Director – Channels, Marketing & Alliances for NetApp India, says, “NetApp really has a solution for the SMEs. Our Unified Storage system offeres a very different approach to NAS and SAN convergence. Unified architectures delivers the flexibility to choose not only the right protocol, but also the right performance and price
points to address changing business needs, allowing for data management and storage efficiency in multiprotocol, multivendor environments.” Addressing the issues, NetApp has adopted a three pronged strategy to address SME market. NetApp has introduced the FAS2000 bundles which offer enterprise-class features but at a price point suited for SMBs. To back up the momentum, NetApp has also introduced a new category into its partner program called ‘Silver Category’ Finally NetApp has adopted a partner enablement program that helps partners to build skills and competence around the solutions best suited for this market. The company has also partnered with service providers, who have built shared storage, managed storage offerings based on NetApp technology. These service providers offer ‘Virtual Datacenter’ environments for SMB customers where they get the ‘pay as you grow’ option. NetApp has set up a Customer Innovation Centre at Bangalore, where the company has hosted many of these SMB customers. He adds, “At the NetApp Innovation Centre we actually demonstrate how these sophisticated technologies would work in their environment. Secondly,
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NETAPP
FINAL QUESTION
SURAJIT SEN, DIRECTOR – CHANNELS MARKETING & ALLIANCES, NETAPP INDIA
WHAT DO YOU SUGGEST ABOUT THE FIRST STEP OF THE SMEs TO ENTER CLOUD COMPUTING? Cloud computing is really not about the technology, it is about the business. While transitioning to the cloud, it is advisable to adopt a phased transition approach. As a practice, less critical application should always be switched first to ensure the early teething issues do not impact the critical data. The security standards followed by the vendor organizations are set and need not be revised for each transition. However, for critical data, it is important to re-look at the vendor capability. It is therefore advisable to select a vendor who has the bandwidth and the expertise to support all levels of transactions as well as a proven track record of successful delivery.
we have started a NetApp user’s community. When SMB customers participate in this user’s community they can interact with lot of other customers in our enterprise space and they can get feedback on how other customers have been leveraging on our storage and virtualization technologies to get business benefits.” As per Surajit Cloud services being adopted steadily by both Enterprise customers, who are moving some of their non-critical applications to the cloud, and also by the SME customers. Anticipating this need, NetApp recently along with Cisco and VMware aligned around a new vision called the dynamic data centre. In helping customers along this path, it has introduced Secure Multi-tenancy, which is validated design architecture to offer enhanced security for shared virtual and enterprise cloud environments. And as customers embark on their journey to cloud computing, Cisco, NetApp and VMware will provide a new cooperative support model to deliver an outstanding customer experience. The company is also working with key Cloud Service providers who are offering services to their customers based on Netapp technology.
These service providers are another pathway for NetApp to satisfy customer requirements that are keen on opex based solutions as compared to Capex based solution. But the key concern for the SMEs is around security and one of the biggest challenges the partners face is to convince and ensure them about the security of their data. Mitigating this concern, NetApp has already deployed infrastructure for Cloud Services with rigorous security controls and protocols. NetApp recently announced enhanced integration with Microsoft to deliver enterprise-class data protection solutions to cloud service providers by leveraging the Microsoft Dynamic Data Center Toolkit for service providers. Additionally, NetApp announced the availability of new professional service offerings and additional resources and guidance for service providers to build a variety of enterprise-class cloud services. In fact, the Cloud model offers several benefits like regulate cashflows predictably, protect against technology obsolescence, ease the entry barrier, scale on demand, rapidly role out new applications, reduce the cost of management etc. Most
SME BIZ
of these metrics can be translated into financial terms specific to a customer’s environment. With the delivery model changing from onpremise solutions to cloud solutions, the customers would now be looking for different kind of skills from the partners, and would expect them to adapt quickly to meet their changing requirements. Cloud also shifts the onus of Infrastructure buying from enterprises to the service provider. Therefore the channel partner would have now have to work with the service providers for their requirements. Surajit adds, “NetApp has a unique services strategy. Unlike most other Technology players who focus on selling their own services, NetApp’s strategy is to deliver services through partners. NetApp ensures that partners build the competence and infrastructure to deliver world class support. NetApp backs up partners through a seamless integration model and an extensive network of spares depots.” Infact, NetApp’s Cloud Service Provider program connects cloud service providers with NetApp’s selling ecosystem. The NetApp Partner Program for Service Providers enables service providers to leverage NetApp and its extended ecosystem of technology partners, resellers, and system integrators to develop and drive revenue for cloud services. Before handling cloud applications or services partners need to be properly trained. NetApp will works closely with partners to help assess, design, implement, and optimize the data management infrastructure and maximize the value for their customers and will empower them with the knowledge they need on cloud computing. NetApp recently opened a competency center in Chennai with its partners. This center will be instrumental in showcasing NetApp equipment and solution to highlight the competencies of the solutions built by its partners for their customers. He adds, “We are looking at expanding the center of excellence. Additionally, Partner Tap Program is a platform where key NetApp partners come over to NetApp offices every month on a scheduled day to get an update on the Business and Technology. We plan to incorporate cloud into these discussions as well.”
Finally… NetApp does not position itself as a cloud computing provider rather a technology provider to enable the cloud service providers. These enablement spans across the providers of virtualization, management, server, application, software, networking technologies and solutions. The company wishes that all leverage the power of virtualization to help deliver a service-oriented dynamic data center.
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UC OPPORTUNI COVER STORY
UC
ACT IN UNISON TO TAP SME
Unified Communications (UC) has always been the tool of the large enterprises but with the market slowdown and the growth of the SMEs, it had also come to the space of the SMEs. But the fact is that the vendors are not able to understand the market as yet and thus have not been very aggressive also. BY SANJAY MOHAPATRA sanjay@smechannels.com
I
f one goes by the dictionary meaning of Unified Communications (UC), it is the integration of real-time communication services such as instant messaging (chat), presence information, telephony (including IP telephony), video conferencing, call control and speech recognition with non-real-time communication services such as unified messaging (integrated voicemail, e-mail, SMS and fax). The evolution of the UC has been gradually over a period time. UC is not a single product, but a set of products that provides a consistent unified user interface and user experience across multiple devices and media types. For the lay man, it is nothing but managing communications and getting quick and timely response. The business turnaround entirely depends on the response of the communications. A delayed communication or collaboration can incur huge amount of revenue loss. Therefore, UC is as critical to SMEs as it is to the large enterprises.
As per Frost & Sullivan study, the total size of the UC market in India will grow more than $1 billion by the end of 2010 and expected to grow manifold in coming times also. Similarly, as per Dell’Oro Group, despite pockets of weakness reappearing, the unified communications market will expand significantly in 2010 as existing vendors continue to invest and expand their software offerings and Microsoft begins to actively push Lync. When the overall UC market is growing at the CAGR of 7.9 percent, the individual components of unified communications are already witnessing healthy double digit growth number. For example the audio video conferencing market is estimated to grow at 60%, e-mailing and IP telephony is growing at 20% and 30 percent CAGR. In this scenario, globally SMEs play major role in the growth of UC market. But in India the market is yet to pick up because they face a lot of challenges. The first and foremost is they
have budget constraints and they think too much about interoperability. Secondly, the UC vendors have not been much focussed on the Indian SME market. Adil Doctor, Director SMB Sales (India), Avaya India, says, “Since, SMEs have limited resources they are gradually exploiting the benefits of Unified Communications to help increase efficiency, productivity, and sales. However, SMEs or companies with up to 999 employees in the Indian subcontinent benefited the most from Unified communication.” According to a survey by Access Markets International (AMI) Partners, Inc. SME in India market spent around US$48.8 million on unified communication (UC) in 2009. Majority of this includes enterprise IP telephony, applications like telepresence, mobility, conferencing and collaboration are still used to a limited extent by organizations and therefore comprise only 10 per cent of the market.
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UC
COVER STORY
NITY AS PER FROST & SULLIVAN STUDY, THE TOTAL SIZE OF THE UC MARKET IN INDIA WILL GROW MORE THAN $1 BILLION BY THE END OF 2010.
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“AS SMES HAVE LIMITED RESOURCES THEY ARE GRADUALLY EXPLOITING THE BENEFITS OF UNIFIED COMMUNICATIONS TO HELP INCREASE EFFICIENCY, PRODUCTIVITY, AND SALES.” ADIL DOCTOR, DIRECTOR SMB SALES, AVAYA INDIA Asheesh Pandia, Manager Communications, Siemens Enterprise Communications (SEN India), says, “UC is precisely as relevant as ‘costcontainment’, ROI or productivity to SMEs, as it is to the large enterprises. Specifically all those verticals where the resource size is bigger, travel OPEX is higher or communications is process critical, they need UC more than others. Also, categories with proven needs and interest with IT/ ITES, BPO, Petroleum, Manufacturing, Banking & Finance, Healthcare and Professional Services need UC.” “UC clearly offers profitability, savings, improved decision making, better collaboration and mobility to them. Although pure IP adaptation is seen more in Greenfield projects so far, overall, we can see quantifiable growth. Adaptation is rising with the awareness and developments in security. At this rate, the 100% growth dreams over next three years sound real,” he added. In its February 2009 report, “Market Overview: Sizing Unified Communications”, Forrester also predicts that “companies will deploy enhanced UC capabilities to about 60 per cent of employees in functions that will benefit most from embedding communications features like wireless and video directly into their business applications. Minhaj Zia, National Sales Manager, Unified Communications, Cisco India and SAARC, says, “Indian SMBs are growing and adding more business partners nationally and internationally. With many of them also opening new branches, networking will play an important role in keeping employees connected. According to a Frost & Sullivan study, currently, India leads the SAARC region’s UC market in terms of total spending and better overall awareness of UC. India has a good potential for growth of UC applications as demonstrated by the CAGR of 7.9 per cent during the period from 2008 to 2015.” He added, “The SMB-potential for UC is tremendous as UC offerings span across budgets
and requirements. The bouquet of UC offerings, currently available in the market, is so versatile that any organization, large, medium or small, can find technology that best suits both, its needs and budget. Interestingly, according to a NASSCOM report, approximately 50-60 per cent of IT spends in the country is expected to come from the flourishing SMB segment.” Clearly, there is a huge market waiting out there to be tapped and companies are focused on addressing it. However, in order to effectively tap this segment, it is important that vendors develop customized solutions, which offer a cost-effective and easy to deploy alternative. Indian SMBs are looking at UC as a low-cost tool to communicate effectively with customers and suppliers as well as
“UC IS PRECISELY AS RELEVANT AS ‘COSTCONTAINMENT’, ROI OR PRODUCTIVITY TO SMES, AS IT IS TO THE LARGE ENTERPRISES.” ASHEESH PANDIA, MANAGER COMMUNICATIONS, SIEMENS ENTERPRISE COMMUNICATIONS (SEN INDIA)
facilitate communication across multiple branch locations. It’s important that SMBs are shown how, by streamlining communication infrastructure, they will be able to find smarter ways to cut travel costs maximize operational efficiency and improve business & customer strategies. Conferencing and collaboration tools such as video, audio, web conferencing and instant messaging will account for a majority of the total UC spending. As per Minhaj with the expansion of Unified Communications from the enterprise space into mid-level and smaller organizations, a growing number of SMEs are gradually exploring how Unified Communications has the potential of increasing efficiency, productivity, and sales. As unified communications applications become more prevalent in the extended workspace, more organizations are realizing the associated benefits. Results documented by Sage Research demonstrate a multitude of benefits - both in terms of employee time savings and financial savings. Organizations using unified communications clients saved an average of 32 minutes daily per employee because presence technology enabled staff to reach one another on the first try. Use of softphones resulted in an average savings of $1,727 per month in cell phone and long distance charges. Mobile workers also saved 40 minutes each day, enjoyed greater business communications convenience, and generated annual productivity gains of 3.5 days per year through business continuity impact. Organizations using unified messaging reported that employees saved 43 minutes per day from more efficient message management while mobile workers saved 55 minutes per day. Companies using integrated voice and Web conferencing reported a 30 percent reduction in conferencing expenses (by making integrated conferencing capabilities available in-house and on-network) and an average savings of approximately $1,700 per month in travel costs basis the Sage report. Unified business communications applications not only facilitate productivity improvements for employees wherever their work takes them, they can also enhance the way in which all employees communicate. More specifically for SMBs, the biggest USP of opting for UC solutions is the cost savings that they present in terms of travel, communications, etc. Many SMBs also appreciate that enhanced geographical collaboration that comes with the adoption of UC. For example, CoStar has made a significant investment in a broadcast-quality video conferencing system from Polycom to connect 3,000
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CoStar workers in the US and abroad. They’ve worked hard to build out their network -- dealing with bandwidth allocation, traffic shaping and end-user training -- to keep users satisfied with and using the system. According to CoStar’s Sergio Soto, “When we first started with video conferencing a few years ago, we simply wanted a way to reduce travel costs for our sales team. Now we have developers and researchers on both coasts that use our video conferencing rooms eight hours a day.” Video has helped them cut $4-$5M in travel costs. Neeraj Gill, Managing Director, India & SAARC, Polycom, says, “SMEs have always faced an uphill battle when competing with larger, more established companies. The challenge is even more daunting in the current economy of slower business growth, reduced sales opportunities, and sometimes lower revenues. SMEs are turning to these solutions because they can help them Improve productivity, Higher return on investment (ROI), Enhance their corporate image, Make better decisions faster, Reduce costs, etc. Company-wide Communications,Vendor/Supplier Relationships ,Employee Training/Distance Learning etc are few more points for which SMEs need the UC solutions.” The other vendor of UC is NEC, which is present in India since 2006 and among other products, the company has a strong foothold on UC space. Ravinder Raina, Country Head – Private Network Solutions, NEC India, says, “In the post recession scenario, Unified Communications is fast emerging as a business necessity. Large organizations and SMBs have become optimistic about unified communications and use it for integrating communication tools with real-time business processes. Over the years, unified communications has helped in easing communication hassles and now, even SMEs have started to realize these advantages.” He added, “Unified Communications has come a long way from a simple unified messaging inbox for email, voice and faxes, to enhanced mobility, multi-modal mashups of various forms of communications. Though, the market for UC technologies is still at its infancy. Currently, the UC market in India stands at $549 mn, while $321mn comes from enterprise telephony that includes 17% share of contact center applications, 11% email and messaging, 10% tele-presence and conferencing while 1% comes from mobility, which is still a long way to go.” Similarly, Business Octane is another player who contributes large to UC space through its large presence in the telepresence space. Sanjay Bansal, Chairman of the Board & Managing Director, Business Octane, says, “Immersive
“SMES ARE TURNING TO THESE SOLUTIONS BECAUSE THEY CAN HELP THEM IMPROVE PRODUCTIVITY, HIGHER RETURN ON INVESTMENT (ROI), ENHANCE THEIR CORPORATE IMAGE, MAKE BETTER DECISIONS FASTER, REDUCE COSTS, ETC” NEERAJ GILL, MANAGING DIRECTOR, INDIA & SAARC, POLYCOM Telepresence is gaining momentum and has a huge potential in India. The SME market in India is growing tremendously. The SME segment is already a heavy user for virtual collaboration technologies. The Immersive Telepresence Suites available in the marketplace are majorly suitable for large enterprises given the financial bandwidth and quantum of usage in such enterprises. However, these factors differ for the SME segment where the demand will be driven by such innovations that can replicate in the most effective manner as possible the experience of immersive telepresence at reduced costs to vindicate the investments being made.”
“INDIAN SMBS ARE GROWING AND ADDING MORE BUSINESS PARTNERS NATIONALLY AND INTERNATIONALLY.” MINHAJ ZIA, NATIONAL SALES MANAGER, UNIFIED COMMUNICATIONS, CISCO INDIA AND SAARC
He added, “Business Octane has gone ahead in terms of innovation with its customized range of Immersive Telepresence Suites & Solutions for the SME segment that will help these enterprises benefit from a faster ROI. We had recently introduced CollaboratorPOWERMAXTM an affordable immersive telepresence collaboration suite that offers media-rich, immersive dynamic telepresence experience. The customized suite creates a meeting experience over telepresence which is as effective as meeting face-to-face with distant participants with high definition studio quality video and high definition stereo spatial audio, together with near actual physical sizing and natural eye contact.” The company has advanced video collaboration solution: AltraCOLLABORATOR that also caters to the SME segment; it is a customizable collaboration solution to be retrofitted in existing video meeting rooms. Sanjay Manchanda, Director-Microsoft Business Division, Microsoft India, says, “In today’s fast evolving competitive global market, SMBs need cost-effective technologies that allow flexibility and adds value to their organization. As an initial step towards adopting a UC solution, SMBs are increasingly turning to Software + Services solutions to meet the needs of their businesses. Keeping these changing trends and requirements in mind, Microsoft announced the launch of Microsoft Online Services last year in India that will help fulfil the communication and collaboration needs of these small businesses. This suite combines services such as email, ability to chat, work together simultaneously on documents, have a meeting online and maintain a common calendar at a cost-effective price with flexible payment options” The online services of the company ensures reliable email communication, work and collaborate
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COVER STORY
UC
“BUSINESS OCTANE HAS GONE AHEAD IN TERMS OF INNOVATION WITH ITS CUSTOMIZED RANGE OF IMMERSIVE TELEPRESENCE SUITES & SOLUTIONS FOR THE SME SEGMENT THAT WILL HELP THESE ENTERPRISES BENEFIT FROM A FASTER ROI. SANJAY BANSAL, CHAIRMAN OF THE BOARD & MANAGING DIRECTOR, BUSINESS OCTANE faster with a common library of all documents at one location, engage and ask for opinions using media-rich presentations and option to switch video and audio with multiple parties and find the right colleague quickly and chat on messenger, audio or video. From the vendors perspective, Siemens is very focused on the SME space. As Asheesh says, “We highly focussed on it with a comprehensive portfolio of exclusive UC offerings for this segment. SEN has a track record of consistent product and solution innovation for small and medium businesses. Moreover, our marketing and service/support are aligned rightly to get us an edge on SME space.” SEN provides platforms that best suit smaller business - be it integrating unified communications functionality into Microsoft Outlook, launching conferencing from desktop or using existing infrastructure, such as analogue telephones or entry phones. SEN communications systems and platforms support small businesses with up to 500 employees. SEN OpenScape Office is the industry’s first UC application designed specifically for small- and medium-sized businesses, HiPath 1100 is designed to give highperformance telephony to small/medium sized businesses with up to 140 users and HiPath 3000 is our flexible unified communications platform that scales from 20 to 500 users. The latest OpenScape Office MX is an all-in-one, unified communications appliance built upon reliable, secure, serviceable, and manageable OpenSmart architecture with network connectivity that supports upto 150 users. Among Siemens Enterprise Communications other offerings are OpenScape Office Contact Center, Network Infrastructure & Security portfolio and a whole range of voice/ data/video products and solutions.
Similarly, Cisco also takes SMBs very seriously. Cisco’s SMB division customizes networking solutions. These products and solutions are under the umbrella solution-packs of Cisco Small Business Pro, Cisco Smart Business Communication System, backed by a host of service & support, and financing offers. Channel presence and technical support. Cisco qualifies businesses with less than 100 PCs as
“OVER THE YEARS, UNIFIED COMMUNICATIONS HAS HELPED IN EASING COMMUNICATION HASSLES AND NOW, EVEN SMES HAVE STARTED TO REALIZE THESE ADVANTAGES.” RAVINDER RAINA, COUNTRY HEAD – PRIVATE NETWORK SOLUTIONS, NEC INDIA
Small businesses. Adil says, “Looking at the current trends, IP based systems like SIP; IP PBX and telephony systems are gaining ground. Avaya offers a platform specifically tailored for SME needs, such as Avaya IP Office.” Avaya IP Office is simple yet sophisticated platform which can also scale to provide UC & CC features. SMB customer can start small and add application later as they grow. He adds, “Avaya is the worldwide leader in the SME market, with leadership in both revenue and line share. With Avaya IP Office 6.1, the company accelerates unified communications and contact center technologies in the SME market, helping SMEs compete more effectively, but in a cost-conscious manner.” As per Sanjay, Business Octane’s immersive telepresence collaboration suites and customized collaboration solution are equipped with a user interface that allows for simple and elegant use of all the functionalities. All the immersive telepresence collaboration suites and specific advanced video collaboration solution incorporate a new revolutionary user interface SimpliUSE+ that incorporates TeleconnectWIZARD for connecting multiple locations with extreme ease of usage and without any external help. In addition, Business Octane’s Immersive Telepresence empowers users to collaborate seamlessly with other communication applications. Meeting participants whether on audio, desktops, and video conferencing sites can seamlessly collaborate with the company’s immersive telepresence suites. As per him, the return on investment with our immersive telepresence suites is so compulsive that companies can start reaping returns on their investment within 3 to 6 months. On the other hand, Polycom is farming up a strategy specifically aimed at the SME segment. As a part of this strategy Polycom has recently appointed a global head for the SME segment. The company provides a wide-range of desktop, wireless and multimedia communication solutions for small and medium enterprises. For example, Polycom SoundPoint IP family of phones leverages the capabilities of SIP-based VoIP networks to deliver breakthrough voice quality and advanced features that make calls more efficient and productive. Polycom SoundStation Conference Phones are the industry standard for clear productive conference calls. Similarly, Polycom’s recently introduced QDX 6000 is the first videoconferencing product of its kind to address the cost-conscious SME segment that at the same time seeks ease of use and high quality. However, the biggest challenge the SMEs today face isn’t so much relevant to cost, but the
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complexity of IT. The interoperability is no more relevant now as most the vendors have addressed the issue with open standards based solutions. The lack of awareness and value perception is one of the key roadblocks to SME IT adoption. And, these challenges can only be mitigated by the aggressive engagement of partners to play a consultative role to the customers. Some partners have already understood the value proposition some are not. For example GoIP Global Services is one of the channel partners of multi brands and understand the market very well. They must have gone through gruelling sessions and have acquired the knowledge hard way. Shiv Sharma, Director - Strategy & Alliance, Go IP Global Services, says, “Unified Communications (UC) has emerged as an important milestone in the evolution of enterprise communications. UC seeks to break down the communications silos in the enterprise and add collaboration functions. Using a different tool for each communications mode (phone, fax, and email) hinders productivity, wastes time, and causes frustration. Business users no longer want to juggle multiple devices and phone numbers, multiple message stores, and multiple directories when instead they can access multimedia communication and collaboration tools in a single interface on the desktop. UC breaks down barriers and integrates communication and collaboration tools, making them more easily accessible and saving significant time and resources.” He adds, “UC solutions, such as Microsoft Lync Server 2010 typically combine several traditional communications functions (including presence, instant messaging, real-time voice and video communications and unified messaging) into an integrated, unified solution. UC can improve productivity, accelerate information transfer, and reduce costs. UC solutions, such as Lync Server 2010 and Microsoft Exchange Unified Messaging, can also replace traditional PBX and messaging systems in remote office locations.” Cisco’s SMB market strategy involves helping customers create a sustainable competitive advantage, improve their operational efficiencies, increase their employees’ productivity, and ultimately boost their returns and profitability. The strategy includes focusing on new customised SMB products/solutions and financing schemes like the Easy Lease program, and the 0% finance offering for SMBs. To increase awareness of its products and programs among these businesses, Cisco will continue to invest heavily in partner enablement and innovative marketing initiatives such as the Network on Wheels and the Sales and Marketing Services Organisation. Cisco is developing domain specific solutions
“UC SEEKS TO BREAK DOWN THE COMMUNICATIONS SILOS IN THE ENTERPRISE AND ADD COLLABORATION FUNCTIONS. SHIV SHARMA, DIRECTOR - STRATEGY & ALLIANCE, GO IP GLOBAL SERVICES
to help SMB customers in each sub-vertical, which will help them plan, design and operate business critical networks more efficiently. The Company has also launched a small business partner profitability program. Cisco also makes available a lot of product literature and support material to partners to support their sales efforts. In fact Cisco has a separate division called the Sales and Marketing Support Organisation (SMSO) that takes care of the marketing collateral needs of the channel partners. Similarly, Avaya in India has been moving towards a High-Touch, channel centric (HTCC) sales model. They now have two national level distributors in Redington and Bharti Teletech helping the company reach out to the SMEs across the country. These distributors further sell to a large set of System Integration (SI) partners, across geographies in India & SAARC. The company has a fantastic Channel Partner Program called “Avaya Connect”, which helps SI partners take advantage of enhanced technical and marketing benefits. This in turn helps them build capability on Avaya Technologies and serve customers better. The company is gung ho about 2011 and has a slew of marketing initiatives in the pipeline, one of which is already rolled out. That is the 6 city Experience roadshows to showcase the integrated product roadmap and Avaya technologies to the customers and partner community. The company is investing heavily in the channel partners, by way of partner enablement, Demo Gear, Ex-Stock product availability, Solution bundles, Toll free Support line for Pre-sales & Post-sales, Partners Rewards & Rebates. Avaya has ambitious plans on marketing online, print, road shows for SMB partners who are certified and invested in Avaya. SEN’s indirect channel structure is extensive and so is its reach. The company has over a hundred partners with pan-India presence, including tier II cities. The company has also an excellent
partner program that focus on their empowerment in terms of knowledge - trainings & certification, engagement - partner communication, presence & messaging - marketing and branding support, references and rewards & recognition. On global level, the company has programs like ‘Go Forward’ that are meant for channel empowerment and recognition. Polycom is also working on a strategy to reach bigger number of SME throughout the country for which they are appointing more channel partners. They have 3 distributors and more than 50 channel partners spread across India. The company will soon appoint some more channel partners to reach out the wide spread SMEs in India. By first quarter of 2011, Polycom will launch “Polycom Choice Programme” for its channel partners, which will encompass certification, growth and defining the channel partners. NEC’s channel network for PNS (Private Network Solutions) is pretty strong including the names like Enkay Technologies, Syntel and Intellicon. Very recently they have tied-up with Avaya Global Connect Networks as its national distributor for the PNS solutions.
Finally… The entire assortment of opinion says that most of the vendors are ready with SME solutions and they have addressed the pricing and interoperability issues with due care. The only thing they are struggling waiting is the educating the customers about the utility and R0I of the UC solutions. This is surely a challenge and the large vendors should take the foot forward by engaging the customers in various platforms explaining them about the benefits, which will include aggressively engaging with the partners. Another trend - hosted communication services or cloud services - is also picking up in the market which is very much relevant to the SME market and it is waited to be seen how the things are panning out. But the sentiment is UC is high with the SMEs.
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MY MISSION
VINAY SHETTY, COUNTRY HEAD, COMPONENT BUSINESS, ASUS INDIA
“EDUCATING PARTNERS TO REMAIN AS TOP PRIORITY IN 2011” INDIA AS A COUNTRY has attracted most of the international traders from the time immemorial. Unlike the earlier days, today the influx of the brands to India is more than ever because of simple reason that it has a billion plus consumers. The trend is pretty open in the country. In his present visit, President of US, Barack Obama has already reckoned India as a risen power and developed country; it is no more a developing country. Today, the economy of the country is US$ 1 trillion, which is expected to touch 4.5 trillion in next ten years. The four times growth of the economy is surely going to impact the individual companies’ growth atleast in same pace or even more than that as agrarian sector will contribute less to the growth. The entire IT industry has been seeing Asus as IT Product Company but the time has come that the market should understand that Asus’ real strength lies in technology. Vinay Shetty - Country Head, Component Business, ASUS (India), says, “We have the best of the products with us. Whether the user knows why they are buying that product I am very doubtful because they might not be utilizing the entire feature of the products? He adds, “You take our high end product – a gaming board. Everybody thinks that a gaming board is just another board but one should know that ASUS board does not need a chassis. It comes with an open set up. There is a reset button, overclocking dongle and you need no chassis for this. That is what the gamer really needs but channel does not sell the products on its merits rather they sell on price”. Therefore, as far as 2011 is concerned, Asus principal objective is to educate the partners to sell right products and more products. Sell right-products is about identifying right technology and communicating the same to the customers and selling that to the right customers. Selling more implies to
more units for more profitability because once the partner explains technology to the customers, s/he will certainly pay more for the superior technology. To execute its strategy is also a great challenge for Asus. The markets are spread across wide geographies of India and the time taken to deliver the message or information is too long. Secondly the message the company sends for the partners whether it reaches unaltered to the partners is also another concern. Of course Asus has various methods to reach out to the partners including innovation guide book, SMS and e-mailer service, quiz, online news, etc. but to reach the mass is quite a tough ask. However, this will remain as top of the priority for the company in 2011. From the product perspective, bringing out more and more products and enhancing the product reach in each category of products including motherboards, graphics cards, etc. will remain as priority. The company is doing a very good job in the motherboard market and it remains as the highfocussed product range for them. The company is ready with products based on Intel Sandy Bridge platform, which will be in the market, once the platform vendor officially announces the availability of P67 chipsets. Second line of products is the graphics cards. Already, have been well accepted in the market in 2010, Asus graphics cards bring quality. Vinay says, “We have right mix of graphics cards from NVidia and AMD. Our focus is not volume but quality products.” In ODD and LCD space, Vinay accepts that the company has some hiccups from the price perspectives but quality-wise these products are well accepted in the market. Vinay adds, “We will continue bringing out products for mid-range to high-end markets.” “In the networking category, we are competing with the established players. We have some innovative products coming up in 2011,” he added.
This is good to see the brands having their ideology changed with the business dynamics of India. It is no more about profit or loss or number game but it is about the vision of the companies to see through the country for next 20-30 years. In a major move, in 2011, there will be a new team within Asus India to handle workstations, desktops, All-in-one products – Eee Top and Eee Box. They will be responsible for creating strategy for catering to various markets including LFRs, GOVTs, SMEs, Channel Partners, etc. Chances are there, the company will work with other vendors for workstation and desktops as part of its solution based approach. Asked about his vision of 2011, Vinay says, “My mission is very simple – All my team members have to be very innovative and keep improvising. We have a very good mix of fresh minds and experienced ones.” “Asus is not just another IT hardware company, we are more about technology. Every product we bring out should be technology driven. The day the channel understands that Asus is the technology company we are done,” he added.
Finally… This is an interesting phase for most of the vendors and Asus being an experienced company in India they will have certain advantages than the new comers. The company is going in the right direction matter of the fact is that for how much time the company keeps its strategy intact?
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AVAYA APAC TO DOUBLE ITS GROWTH IN NEXT 3 YEARS The company focus will be on enablement and profitability of the partners, which has made the partners gung ho about their future. From the product perspective, video and data are going to be major drivers for them.
IN ONE OF ITS KINDS of partner conferences at Macau, Avaya revealed its plans and roadmap for 2011. When the company is exuding a great confidence about its performance in the entire APAC region for next two-three years, the partners are gung ho about their future with Avaya also. Known to be a product company in the past, Avaya is quickly transforming to be a solution company. Some of the past events have helped the company to do so. First it is Nortel acquisition, which has helped the company to be presence in the Data space though they have not yet started talking about the positioning as yet. Following this, the company has launched some of the state
of the art solutions including the Android- based Flare solutions which along with SIP-based Aura at the core can change the dynamics of UC market. The company think tank is thinking that these products are going to revolutionize the UC market and these two pieces of solutions will change the way enterprise communications used to happen. Sitting on the core of Avaya business communications, Aura supports mid to large enterprises, enabling unified communications, on-demand collaboration and customer service -- faster, with less complexity and at lower cost. Similarly, Flare is an innovative software solution, which sitting in a client interface makes the communications much easier.
The senior leadership of Avaya APAC forecasts that the company will double its growth in next three years. In order to make it happen, the company will invest in manpower, marketing activities, channel engagement, partner enablement, demo products, solutions centres, etc. Of course, the partner ecosystems will become a key to the success of the company. On the other hand, Avaya will reciprocate by developing partners to sell value products or solutions and by ensuring they earn good margin. Speaking about Avay’s growth predictions for next few years and realization of 2010, Francois Lancon, President, Avaya APAC, says, “We might build or buy in the Eastern Asian region. It is a key strategy to grow fast but short term priority this year is that we will grow organically and we realize that if you have brilliant execution plans then you can do an acquisition. Nortel acquisition has worked because we have targeted the right company and have a very good execution plan.” He added, “We acquired Nortel and we are positioning the company differently. The flare story even is not about selling tablets. It’s about selling tools what new enterprises really ask for. We are selling technology that will change the complexion of business for next 10 years. Flare is a new toy of communication that every CEO would like to keep on their desktop.” For Avaya India plays a major role. Lancon says, “India is special to us. We are investing heav-
38 SME CHANNELS DECEMBER 2010
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MY MISSION
“We are selling technology that will change the complexion of business for next 10 years” FRANCOIS LANCON, PRESIDENT, AVAYA APAC
“Avaya believes India has a huge potential to grow regardless of what macro economics situation pans out.” JOEL HACKNEY, SENIOR VP, GLOBAL SALES AND MARKETING, AND PRESIDENT, FIELD OPERATIONS, AVAYA
ily in India in terms of marketing, equipments, brand campaigns, etc. Very recently, we have launched DevConnect Lab. Based out of Banglaluru, this Lab will drive the development of business communications applications for local India market. It will further promote the development, compliance-testing and co-marketing of innovative third-party products that are compatible with standards-based Avaya solutions.” He maintains, “Last but not the least we have finally cracked the SMB code in India. If you look at SMEs in India we target organizations below Rs.1000 crores. We have good products including Avaya IP Office for them. Tomorrow a lot of Rs.1000 crore India companies will be of million crore companies like Essar, Reliance, etc. when we are targeting these companies we are building future.” As for Lancon, today Avaya IP Office products are available at a very good price point, which was not a case few years back. The company has also found right channel partners and right business model, based on which they can build the business. The company will also target Level -2 cities. Historically Avaya sales to MNCs, now with the changing business dynamics, India has new breed of BPOs who target Indian companies. They are setting up contact centres in smaller cities, they care for the business model and they are investing in technologies. Lancon is also confident that Avaya will grow 5 times of its existing market. Joel Hackney, Senior Vice President, Global
Sales and Marketing, and President, Field Operations, Avaya believes India has a huge potential to grow regardless of what macro economics situation pans out. And if the global economics is strong, it helps the company to grow faster. He adds, “The innovations we are bringing today, the new segments we are moving in, we are in a position to take our market share to double. That is why we are investing heavily. We are hiring professional channel partners, because we firmly believe that we have right solutions that customers need today and our market share allows us that potential to grow.” In fact Avaya is moving in the segment like video which is completely new market for them and it is opening up a great growth opportunity. Data business is growing ever since the company closed the transaction with Nortel. The company is also vocal to the market about how committed they are to the data business. Hackney adds, “Avaya has seen very fast growth (faster than market) around 30-35% in its data networking business. We told our customers of Nortel that we will protect you through the difficult period. We have done exactly that and now they are responding by investing on our technology.” Echoing the views of Lancon, Hackney says, “In India, our focus will be on large enterprises and mid market. We mentioned SME because we have a new product for SME that will give us potential to grow. But India is different as small companies
are very price conscious and we do not want to enter into the price wars. We will make sure that we will get returns for the innovations.” Aligning with its vision of India, the company is investing on the direct sales force – almost doubling the sales force to target mid market and large enterprise. Speaking about the competitive advantage of Avaya vis-à-vis other companies, Hackney says, “Other companies have different approaches to the business. We have respect for them but the truth is that some companies’ strategy is to sell very standard applications with very little customizations and try to compete on price. Other companies come with a large proposition. But, with Avaya the customers have a choice.” He added, “Collaboration market has to be a more open solution. We believe PBX must be disaggregated and put into business process. We also believe that collaboration tools are getting fragmented. In that, consumers who have accounts in Facebook, Twitter, Google Apps, Microsoft Email, etc. want to work seamlessly in all those environments. Therefore our architecture gives access to all the windows of communication on a single architecture whereas the company wants its own applications to be used by people.” He maintains, “The other piece that I want to highlight that in the collaboration customization is important. In our Ace product, we have spent a lot of time in understanding. Our Aura is designed to be customized. So those are the major differences in the philosophy. We know those companies will remain as big for a long time but we have a lot of room to grow by focussing on what we do better.” In the meantime, there was a survey conducted prior to their arrival at the Macau partners’ event to comment on the general business environment and trends they see across the Asia Pacific region for the communications and collaboration industry. In an overwhelmingly positive response, 78% of attendees viewed the general business environment as either more or much more positive than a year ago, and fully 97% expecting business growth for themselves in 2011.
Finally… Avaya has been positioned as a Leader in the recently published Gartner Magic Quadrant for Unified Communications and the Gartner Magic Quadrant for Corporate Telephony. Avaya appears as a leader in both reports, which positioned the company based on its ‘ability to execute’ and ‘completeness of vision’ for unified communications and corporate telephony. This clearly indicates that its leaders’ thought of becoming a market share leader is not far off.
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CASE STUDY
VMWARE
VMWARE ENABLED MAHESH BANK VMWare ensures bank staff access the latest version of applications, cut power bill and reduces expenses on managing and maintening the systems.
T
he A.P. Mahesh Co-operative Urban Bank Ltd (Mahesh Bank) commenced operations in August 1978. It now operates 33 branches, 25 of which are located in the twin cities of Hyderabad and Secunderabad. In October 1996 it became the first cooperative bank in southern India to be awarded ‘scheduled’ status by the Reserve Bank of India. The bank believes delivering efficient, dynamic internal IT services is crucial to achieving turnover of Rs. 10,000 crores and profit of Rs. 100 crores by 2020. This pursuit of excellence extended to finding more effective and low-cost ways of providing staff with desktop services. This included reducing the frequency with which IT staff had to visit branches and offices to fix problems, install patches and upgrade applications. In 2010, the bank decided to deploy VMware View to run 30 user desktop environments in new locations as a pilot project. These environments were run in a virtualized infrastructure hosted in its production datacenter. The project is now fully operational, with the VMware deployment complemented by Pano Logic ‘zero client’ desktop hardware featuring no memory, processors or hard disk. This is the first time the Pano Logic system integrated with VMware has been deployed to support a core banking application in India. “This project provides us with three key benefits,” said Milind Rajhans, Manager, IT, Mahesh Bank. “We can ensure our staff can access the latest version of applications, cut our power bill and all but eliminate maintenance on the client side.” Deploying VMware View has also allowed the bank to deliver similar application speed, performance and reliability to
MILIND RAJHANS MANAGER, IT, THE A.P. MAHESH CO-OP. URBAN BANK LTD
“Deploying VMware View is allowing us to reduce our desktop total cost of ownership by almost 50% and centrally manage our user environments. Moreover, this is the first time in India’s banking industry that VMware has been integrated with ‘zero client’ desktop hardware to run a core banking application.”
KEY HIGHLIGHTS Challenge Reduce desktop total cost of ownership and administration load while maintaining service levels to staff. Solution VMware View has allowed Mahesh Bank to deploy desktops as a managed service while automating administration and management processes and reducing total cost of ownership by 50%.
VMWare at Work l VMware vSphere 4 featuring ESX 4 VMotion Distributed Resource Scheduler (DRS) High Availability (HA) Fault Tolerance l VMware View
Deployment environment l ESX/View on HP BladeSystem c3000 chassis with three HP BL460 blade servers l HP StorageWorks Enterprise Virtual Array l Pano Device desktop hardware l Guest operating systems: Microsoft Windows Server 2003, Microsoft Windows XP l Applications: Core banking system, Pano Manager
RESULTS l Reduced desktop application patching and upgrading time by 70% l Cut desktop maintenance costs by almost 75% l Reduced overall desktop total cost of ownership by 50% l Lowered per-desktop power consumption from 240 watts to 5 watts l Cut troubleshooting requirements l Enabled IT staff to monitor the performance of applications from a central site
VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273; Fax 650-427-5001; www.vmware.com
40 SME CHANNELS DECEMBER 2010
Case Study-vmware.indd 40
12/19/2010 11:35:03 PM
GUEST IN TOWN
P67 MOBO SERIES TO BRING A GREAT IMPACT Gigabyte has started talking about its latest motherboards based on Intel Sandi Bridge architecture. The company spokes persons are going from markets to markets to talk about the capability of their P67 motherboards.
ALVA LIU
AHEAD OF ITS much hyped motherboard P67 launch, Gigabyte has started talking about the mobo’s utility and its game changing proposition. Talking to SME Channels, Alva Liu, Sales Manager, Gigabyte Technology, says, this product is going to create a great pull in the market. We are looking at India as potential market like other vendors do but the difference between Gigabyte and other vendors is that we are pushing quality and value products, where as others see the huge population thus want to dump cheap products”. All Gigabyte products offered in India carry high quality are also offered in the rest of world including Europe and US markets. She adds, “We know many Motherboard brands come with cheaper products and make a very good impact in the market but that is for a very short time. Our mission is to create a sustainable impact in the market.” Alva maintains, “We want to be leader in motherboard innovation”. Alva comes very often to India but this time she wants to send a message to the partners ahead of the launch of P67. She understands that the Indian IT industry is growing at a very fast pace, aligning the growth, Gigabyte wants to move even faster so that they can be leader in the market. This time she wants
Sales Manager, Gigabyte Technology
to take feedback from the partners in terms of launching of this new product range. She wants to educate the partners so that they remain ahead from the competition. Her efforts are to push Gigabyte beyond the A-class cities and reach to the partners of B& C class cities. Her mission this time is also to create enhanced awareness about the product among more and more partners. Besides, Gigabyte also wants to identify the typical user segements and customize their product lines - although Gigabyte Mobo caters to all segments at present. She adds, “The biggest advantage with Gigabyte is that all the motherboards including entry-level, mid-range and high-end come with high end features including dual BIOS, express recovery 2,
“GIGABYTE ALSO WANTS TO IDENTIFY THE TYPICAL USER SEGEMENTS AND CUSTOMIZE THEIR PRODUCT LINES”
etc. Therefore, we are the trusted vendors of motherboards.” Targeted at the power users, Gigabyte P67 motherboard is based on Intel’s much hyped Sandy Bridge architecture and P67 chipset. Although it is a month off for Gigabyte to announce it in public forums but the motherboard is compatible with Intel Core i3, Core i5 and Core i7 2000-series processors. With a sneak view of P67 board, it looks to have a host of features. It has a couple of Gigabit Ethernet ports, eSATA/USB 2.0 combos (the lower orange-coloured ports), FireWire, and optical/S/PDIF audio outputs, etc. Alva shares that there will be channel promotion schemes around this product once this product comes out. There will also be a lot of training and awareness programmes for the channel partners.
Finally… Gigabyte is definitely doing a good job in Indian market but the time has come that they should expedite their reach across various geographies. The market across the country is wide spread and here lies the challenge for them to reach out. In 2011, the focus of the company will also remain to broad-base their reach.
SME CHANNELS 41 DECEMBER 2010
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SME BIZ
KASPERSKY
SPECIALIZATION
KEYTO
IS
SUCESS
In the changing security landscape in India, end point security remains to be a critical point and mandate of Kaspersky Lab India is to remain there as an specialist solution provider. BY SMRUTI CHOUDHURY info@smechannels.com
FACTS ABOUT India Presence
:
2005
India Headquarters
:
Hyderabad
Key People
:
Jagannath Patnaik, Director Channel Sales
Industry
:
Software
Domain Solutions
:
Antivirus Kaspersky PURE New! Kaspersky Internet Security Kaspersky Anti-Virus Kaspersky Mobile Security Kaspersky Business Space Security Kaspersky Open Space Security
Website
:
www.kasperskyasia.com
K
aspersky Lab, the Russian computer security company, cofounded by Natalia Kaspersky and Eugene Kaspersky in 1997, has already made very good inroads into the Indian consumer market for a long time. Now with the Indian SMEs creating a lot of impact in the Indian market, Kaspersky is ready to face the challenges. It offers anti-virus, anti-spyware, anti-spam, and anti-intrusion products. Kaspersky Lab not only has its own branded products but its engine powers products or solutions of many other security vendors. Some time back Jagannath Patnaik, Director Channel Sales, South Asia, Kaspersky Lab spoke to SME channels about its strategy in the Indian market. Kasperky Lab is a 100% channel centric company in India where as other vendors have started approaching end-customers directly. The company has a very strong channel-base under its distributor Sakri IT. The major focus of the company is to touch base with its channel partners in various cities and explain them about the USP of Kaspersky solutions. As per him, Kaspersky’s objective is to be No.1 in the antivirus market in next 3-5 years. In order
to reach that position, the company needs to create an army of resellers to grow its market. Mr. Patnaik adds, “From the market perspective, the focus of the company is ‘content security’. Where there is content the motto of Kaspersky is to secure that be it computer, web, email, etc. but our competition has many other areas to protect apart from content. We are not concerned about that.” In fact, end point security accounts of 25% of entire security market, which is a huge market and if Kaspersky is focussing on this market as a specialist, it is definitely a good job. But thing is that end point security threat is as critical to the consumers and SMEs as it is for the enterprises. Consumers and SMEs do not have CIO or CTO and Kaspkersky products are designed such a manner that it does not require much of human intervention and very user-friendly. Secondly with the 2011 coming in, the company will launch a range of enterprise-class products or a suite of products. In its go to the market, Kaspersky engages channel partners. The pricing of the products are very competitive also but only challenge they face is the channel presence. In 2010 onwards, the company will be strengthening its team to cater
42 SME CHANNELS DECEMBER 2010
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KASPERSKY
SME BIZ
FINAL QUESTION
JAGANNATH PATNAIK, DIRECTOR CHANNEL SALES SOUTH ASIA
WHAT IS THE STRENGTH OF KASKPERKY? The strength of Kaspersky is that more than 40% of its people focus on the R&D of the suspicious cyber movement. By virtue of our focus on the R&D, we will be able to give the customers a peace of mind. The end point is the key to the security and safety of any network, if the customers do not secure the end point node, the CIO or the CTO will not have a peace of mind. The CEOs enterprises give WOW! to Kaspersky. The same feedback also comes from the home users.”
to more channel partners. In August 2010, Kasperesky Lab has already launched its Star Partner Programme, which engages partners in various levels and offers a lot of benefits to them. The objective of the programme is to very transparent and create opportunity to each category of partners scope to grow. There are three categories of partners under this programme, Platinum, Gold and Silver. When Platinum partners number is around 16, they considered as the sub-distributors for the company but the company’s mandate is that these people add value to their services. They will take care of services as well apart from the product movement. In the second category is Gold partner, whose number is around 80 and is increasing quarter on quarter. These are the volume partners who further sell to the Silver partners. And, silver partners are the entry level of the partner programme. Besides there are entry-level resellers also who sell Kaspersky products they are the normal partners who sell Kaspersky along with other products. Mr. Patnaik said, “After Kasperksy Lab opened its office in India we wanted to give the partners their due status. We wanted to support them to increase sales of Kaspersky products. We similarly
have expectation from them.” Mr. Patnaik adds, “We are helping the partners to be the Value Added distributors, as they not only sell products but also offer services to the customers also.” The advantages of being Kasperksy Star partner are manifold. For example, they can do direct billing from the distributor, there will be a transparency in policy for them, they will be provided a number of sales boosting schemes and they will be given recognition and certification also. They will also provide co-branded marketing support from the company; they will be given licenses for their internal use at concessional rate/for Free for the deserving partners. And, the biggest thing is that they will be given better price benefits & incentives from distributors. Kasperksy’s market positioning is considerably high today but there is a scope to improve upon that as the security landscape is going to change because people are getting used to smart phones, cloud computing is taking place aggressively and enterprises are moving to virtualized environment. Of course there is no doubt that the company has created a tremendous pull in the market.
Mr. Patnaik, adds, “India’s business dynamics is changing very fast. For example, Indian mobile phone population grwing very fast. 3% out of it is the smart phone population which will grow to 7% in next couple of years. Therefore, PC manufacturers are going into the smart phone space. Content will be key to the success of smart phones, where Kasperksy will also be a predominant player in securing these contents.” Mr. Patnaik adds, “We are in the age of Cyber War therefore, Kaspersky will remain as a front running to shield computers from any vulnerability. Towards making this happen, whatever technology changes happen, Kaspersky will provide the solutions.” He maintains, “The complications of the malware in the current times compared to 5-10 years ago are completely different. Earlier, malware or spyware were not so harmful because it was being created more for the sake of being famous but now it is created for profit and money. Similarly, Botnet, means computer on the internet. It is a command centre, you recruit computer, to hack data from the targeted computers. He adds, “Trojan Horses are malicious programs, which will sit in other computers and keep on deleting files and destroying information on your system. Even Trojans also give malicious users access to your system, possibly allowing confidential or personal information to be compromised. If you do not have entry level antivirus at the PC and server level, then you have vulnerability. Today, companies are hiring people or hackers to create money by targeted other establishments. People are talking about cloud computing more often these days. So the applications will be sitting in the cloud space. As per Mr. Patnaik, Kaspersky is ready to take on cloud security challenges. He of course revealed that in January-February time frame the company will bring out suite of products for cloud though they have some products which are VMware, Citrix and Microsoft, ready. In terms of Kaspersky Lab’s expectation from India, Mr. Patnaik says, “We are looking from India at least 10-15 % contributions to APAC region against 1-2% in the past.” In fact, the expectation of Mr. Patnaik appears to be in place as the company has crossed its 2009 India revenue immidiately after two months of its direct presence in the country.
Finally… Indian security market is pegged to grow at a CAGR of 16.4% from 2008-2013. In this situation, end point security market is really huge and needs the vendors to do certain things right and Kaspersky seems to have started with all right things.
SME CHANNELS 43 DECEMBER 2010
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SME CHAT
SUNEET SINGH TULI, PRESIDENT AND CEO, DATAWIND LTD.
“UBISURFER OFFERS FULL FUNCTIONALITY OF A PC“ DataWind is the leading developer of wireless web access products, services and related web delivery platforms. Intensifying the UMPC market, DataWind has launched UbiSurfer. SME Channels spoke to Suneet Singh Tuli, President and CEO, DataWind to know about its strategy. Excerpts.
Who are the users of these ultraportable products? Indian telecom market is the fastest growing market in the world today. Quick glance at Indian telecom sector will show that it has over 1.5 crore new subscribers each month and majority of the metropolitan cities now exceed 100% penetration. With these wooing telecom figures in mind it is reasonable to assume that the internet revolution in India is not far behind. Internet today is a vital need of every sector. So, individuals from every genre and sector are using these ultraportable products to pacify their need for internet and be connected to the world. Since our major focus and the goal is to provide internet at affordable prices to the masses, so every segment of market ,society, work force is our major focus. We are equally focusing on every individual segment from vertical industry.
internet is available for only Rs 99 per month and each subsequent year of usage is only Rs.999. Setting a new standard for anytime and anywhere internet access, the UbiSurfer is not only armed with Wi-Fi and LAN connectivity, but also has an in-built cellular modem and an embedded SIM card that allows access to the internet anywhere a mobile phone signal is available all over India. Users are not limited to Wi-Fi hotspots and there is no need to buy a costly USB dongle to ensure connection, making internet access truly ubiquitous. In addition to being a superb mobile browsing solution, the UbiSurfer is also a practical computer that comes pre-loaded with the Microsoft Windows CE 6.0 operating system and Softmaker Office Suite. With Microsoft Windows CE, the new UbiSurfer boots-up in ten seconds, and applications launch instantly, providing consumers an excellent system with the familiarity of a PC.
What are the advantages and disadvantages vis-a-vis a normal netbook? The UbiSurfer along with its cost advantage offers DataWind’s revolutionary free-usage model, which eliminates the complexity of getting online. The UbiSurfer comes bundled with 30 hours per month of free internet access for the first full year useable across India. For heavy users, unlimited
What is your marketing and distribution strategy? Datawind has an aggressive marketing strategy to create interest in the right target audience. Apart from individual users, we are targeting institutional customers and enterprises with workers on the move. We are also working hard on penetrating into smaller cities where Internet cafés still dominate. In order to create consumer
awareness, we are using Print media for awareness pieces and advertisements, contests in Electronic Media, online media and print, TV infomercials and home shopping as the primary marketing strategy. To drive sales, we have collaborated with direct sales agents, independent retailers and e-commerce platforms. Mumbai-based Sunrise Distributors is our national distributor to reach out and create the large network of independent retailers and e-commerce partners. What is your brand promotion strategy? A revolutionary product such as UbiSurfer needs a strong campaign to educate consumers; which we is being executed through Coverage’s in various tiers of media- magazines, national newspapers, local newspapers, print advertisements, hoardings, contests, Infomercials and TV home shopping networks. In order to pick up more practiced support we have a full time PR Company on board which takes care of PR coverage’s across the nation. We very actively participating with the channel on ground level promotional activities such as road shows and providing in store demonstrations. We have leveraged this route very effectively in markets such as the UK, Germany and Australia and will aim to replicate the success in the Indian market as well. SME
44 SME CHANNELS DECEMBER 2010
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Advts.indd 15
12/20/2010 7:43:38 PM
PRODUCT
REVIEW
DIGISOL DG-GS1008D
BU
BUY l
2010
l B EST
ST
ST B U
Y
BE
Y l BE
NORTON INTERNET SECURITY 2011
Ideal for small work groups and SOHO environment, the DG-GS1008D is an Ethernet Desktop unmanaged switch designed to enhance network performance in a compact
BY MANAS RANJAN
form factor. The switch comes with 8 x
info@smechannels.com
10/100/1000 Mbps ports, offering solutions for accelerating bandwidth. The switch uses store and forward packet-switching technol-
THERE WAS A MYTH that Norton security is heavy on PC and impacts on the processing power but to our surprise it is very light weight and does not impact on the processing power of the computer. We have tested Norton Internet Security 2011 and as per the Norton commitment to releasing fastest and lightest security products on the market in the fight against cybercrime, the 2011 edition has come out with all promises intact. Norton goes even further by providing a free tool to consumers, Norton Power Eraser, that is designed to aggressively target and eliminate fake antivirus or “scareware” applications. Norton Internet Security 2011 instantly checks where files came from and how long they’ve been around to identify and stop new crimeware faster than other, less sophisticated security software. It warns you of unsafe and “scam” websites right in your search results and automatically blocks them. The parental Controls Management helps you to track where your kids go and what they do online so you can keep them safe from online dangers and teach them good Internet habits. The Proactive Performance Alerts tell the users when an application is slowing down the PC, so you can make changes to improve performance. The inbuilt Anti-Phishing Technology blocks fraudulent websites created by cyber criminals to steal your identity and your money.
FEATURES
ogy which offers reliable data transfer.
n Norton Insight
It offers users a flexibility to integrate Ether-
n Norton Identity Safe
net, faster enternet and gigabit Ethernet in a
n FREE 24 x 7 Support n Norton Protection System n Norton System Insight n Norton Download Insight
single network. The intelligent ports detect the network speed and auto negotiates between
n Norton Control Center
1000BASE-T, 100BASE-TX and 10BASE-T as
n Norton File Insight
well as between full and half-duplex.
n Norton Identity Safe On-The-Go
Each port supports automatic MDI/MDI-X
n Norton Pulse Updates n Norton Ongoing Protection n Email and Instant Message Monitoring n Smart Two-Way Firewall
detection & auto crossover for uplink ports, which eliminates the need for cross over cables or dedicated uplink port. It has full duplex flow control. Any of the ports can be
PRICE
used as uplink ports. If the ports are short,
`2,530/- for a three PC license and
no port will hang up and individual ports can
`1,220/- for a single PC license
CONTACT Symantec Software Solutions Pvt. Ltd. 611, Paharpur Business Center, 21, Nehru Place Greens, New Delhi - 110 019 Phone: +91 11 2620 7171 Email: nortonindia@ symantec.com
OVERALL RATING
work. With its backplane capacity of 16 Gbps, data transfer is at an average of 2000 Mbps per port at full-duplex mode. Besides, the switch uses high quality glow LED lights for indicating link, act and power on and of.
n Cost: `2,680, Contact: DIGISOL sales support, Phone: 1800-209-3444 (Toll Free) & 022-30616666, Email: sales@digisol.com or helpdesk@ digisol.com
46 SME CHANNELS DECEMBER 2010
Products pages.indd 46
12/20/2010 8:15:26 PM
i-
ct
s
es
ol-
er-
na
NEW ARRIVALS
PRODUCT
CANON
IMAGERUNNER ADVANCE C2020 IDEAL FOR SMES, Canon imageRUNNER ADVANCE C2020 Brings colour printing and essential document functionalities in a single compact device, with functionality like print, copy, scan and fax. Backed by Canon’s signature ease-of-use and reliability, the imageRUNNER ADVANCE C2020 is a perfect multifunctional device for your office. Its brand new intuitive user interface with customizable menu for enhanced user experience helps the users to move from one application to another very easily. Built on Canon’s MEAP (Multi-functional Embedded Application Platform), imageRUNNER ADVANCE C2020 can be connected directly to a user’s workstation using the standard USB 2.0 High Speed port, or leveraged as a shared network resource through a highly efficient 1000/100BaseTX/10 Base-T Ethernet interface. A standard 80 GB hard disk is available to provide storage and spooling facilities for network printing, improving printing efficiency. There is also an option to add the hard disk to Canon imageRUNNER ADVANCE C2020. In addition, secure printing options are available to provide a higher level of document security. It supports optional Super G3 fax functionality for high-speed fax transactions. The 2-line fax feature is capable of handling large volumes of fax documents. It is capable of quickly scanning and sending both black and white and color documents at 44 images-per-minute (ipm) in TIFF, JPEG and PDF formats to e-mail addresses or file folders (SMB/FTP) on a network. n Price: `2.5 lakh onwards, Contact: Sunil Bhan, Marketing manager copiers- BIS division, Canon India Pvt Ltd, 2nd Floor Tower A & B, Cyber Greens, DLF Phase-III, Gurgaon-122002, Phone: 9711119697, 91-124-4160000
VIEWSONIC
VIEWPAD 7 VIEWSONIC VIEWPAD 7 is one of the latest generation of intelligent communications tablets incorporating full mobile phone functionality, computer and gaming capabilities. At 1.15cm in thickness, the ViewPad 7 device is also the worlds slimmest, multi-touch, all-in-one tablet. Measuring 17.9cm x 11cm in size (7-inch screen) and weighing 375g, it is a 3G enabled system and comes with Google Android 2.2 OS ( ViewPad 10 has the Android 1.6 and Windows OS). Users can browse the web, check emails, and have access to thousands of apps available at Android Market on-the-go. Its lightweight feature also makes the ViewPad 7 a perfect travelling e-book owing to the integrated Aldiko software. The multi-touch screen and auto rotation features enrich the reading experience, and is further support MS office documents by preloaded Documents-To-Go. n Price: `32,000, Warranty: 1 Years, Contact: Kuldeeep Ramaiya, ViewSonic Technologies India Pvt Ltd. Unit No.2, 3 & 4 (Ground Floor), Tribhuvan Complex, Ishwar Nagar, Mathura Road, New Delhi – 110065 Phone: 9324732121, 011-42603195-97
s
s,
be
,
an
ps,
ps
or
ASUS
O!PLAY HD2 MEDIA PLAYER ASUS O!PLAY HD2 media player includes USB 3.0 support to transfer high definition video and audio in ultra-fast speeds. The new device also features standard 3.5-inch hard drive compatibility, NAS support, iPhone interconnectivity and DLNA compatibility for effortless access to online entertainment. Better Sharing with USB 3.0, 3.5-inch Hard Drives and Network Attached Storage Support O!Play HD2 features USB 3.0, which works up to ten times faster than USB 2.0, so even an entire HD movie only takes around 70 seconds to transfer. O!Play HD2 expands the amount of content users can keep with support for 3.5-inch hard drives and an easy swap-and-store design so consumers can easily use O!Play HD2 as an external hard drive. Complementing its mass storage capabilities, O!Play HD2 can be configured as a network attached storage (NAS) device for seamless network integration. It comes pre-setup with iTunes, Samba and standard FTP server functions. Users can manage their content and data quickly, all on one device. It even works as a jukebox, with on demand browsing of stored music files. n Price: `8,000, Warranty: 1 Year, Contact: Rohan Kadam, ASUS Technology Pvt. Ltd. Phone: +91-22-67668800 (Board Line), Email: rohan_kadam@asus.com
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PARTNER CORNER
M.V.R.KUMAR, VICE PRESIDENT, SEAL INFOTECH
“THE STRENGTH OF SEAL LIES IN ITS DOMAIN EXPERTISE” SEAL Infotech, a subsidiary of SEAL Consulting Inc., USA is a SAP solution provider to Indian clients and US clients. The company has a solution centre at Chennai and is also the Regional Head Quarters for Indian sub-continent, Middle East and Asia Pacific markets. SME Channels spoke to its Vice President M.V.R.Kumar, about its strategy. Excerpts.
Brief us about SEAL Infotech and its genesis? SEAL Infotech is a leading SAP solutions provider addressing enterprise-wide business and technology needs. SEAL helps clients plan their ERP and Web strategies and also designs, develops and implements these concepts efficiently. SEAL provides a comprehensive array of critical ERPrelated services to optimize and leverage existing and emerging technology, thus maximizing returns on investment. SEAL has very successfully supported its clients in responding to the ever-changing business and technological environments by offering services ranging from ERP implementations, post-implementation support and outsourcing. What is the core strength of the company? The strength of SEAL lies in its domain expertise of Retail, AFS, consumer products, Agro products and Hitech industry vertical implementations, etc. You exclusively deal in SAP solutions, is there any reason behind it? SAP implementation has been core strength of SEAL and there is enough potential in SAP space itself to grow. SEAL has vision to become the largest exclusive SAP partner globally. Strength of SAP
– Oldest ERP system, Largest no. of users across the globe, focus on continuous upgrade / improvement of product functionalities, support available across the globe 24*7, rich functionalities for large no. of industry verticals from retail to aerospace to oil and gas. We provide a large numbers of consultants to deploy solution across the globe. Why Customers will Choose SEAL over other partners? We have 15+ years of SAP implementation and project management experience, global as well as local experience, 100% focus on SAP, large no. of developments repository is available which would reduce the time taken for any implementation, as these developments are proven, SEAL would deliver risk free implementation. Our strength is our experience in large number. of industry verticals. What competitive advantages SEAL offer to the customers? SEAL has got multiple development centres across India to provide local support across various industries in various regions across the country. It has a strong capability to provide quality resources across all the industries. Besides, being dedicated gold partner for SAP is one of the strongest assets. Developing customised interfaces across industries to match the business
requirements of the customers is another feature of SEAL. SEAL works continuously on various upcoming technologies like XMII, EDN (Enterprise Desktop Notification). The enterprise solutions business have been evolving and now people are talking about Cloud solutions, in this scenario, how SEAL is evolving to address the newer challenges? Being exclusive SAP partner SEAL would adapt all new initiatives of SAP and cloud solutions would be one of them. How many customers do you have in India? We have fifty plus customers in India from a wide portfolio of industries. How are you present geographically? We have presence across India, US, Africa, Middle East and UK. What is the turnover of your company and what kind of growth are you expecting this year? Our turnover is Rs.60 Crores for Indian operations and expected to grow at 25% YoY.
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RNI No.: DEL ENG / 2010 / 3192
Data of Posting: 22 & 23 of Every Month
Postal Reg. No.: DL-SW-1/4145/10-12
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