June 2017

PLUS

Rubik Infotech Bags Top Performer Award from Sophos /20 www.smechannels.com

india’s leading IT magazine for channel business VOLUME 08 | ISSUE 4 | PAGES 44 | JUNE 2017 | RS. 20/-

SME EVENT

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EmpowerING SMEs with knowledge to address infrastructure challenges

MANAGED PRINT SERVICES:

THE INCUMBENT NEED OF

SMEs For businesses, MPS is seen as a major growth driver that help reduce overall printing costs and optimize the print environment, by turning the entire process of office printing over to a third-party service provider. /24

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Acer delights partners with a fun filled partner program /16 www.smechannels.com

india’s leading IT magazine for channel business PARTNER CORNER

/31

MATRIX: Complete Assistance

to Partners is MATRIX’s Success Mantra

GUEST TALK

/39

DXC Technology:

Influential Spread of Data

SME CHAT

/38

Cisco: Cisco’s dependence on channel is going up continuously

MY EXPERIENCE EDITORIAL

CONNECTING SMBS IS AN EXPERIENCE SANJAY MOHAPATRA

sanjay@smechannels.com

The SME Channels, from this month, has embarked on a journey of connecting the SMB/SMEs all across five cities in India – the cities include Ahmedabad, Mumbai, Chennai, Bangalore and Delhi.

This has been quite an experience for us reason being we could easily measure the challenges and opportunities that the SMEs are having in India. This is very important for the simple reason that India is a SME dominated country, 60% of its employment fulfills through the SMEs and 40% GDP contribution happens from the SMEs. Many times, the principle community forgets the importance of this organization as these are not named accounts. These organizations are seen in dispersed places having one offices but their contribution is immense.

So as much as the large enterprises require the technology, SMEs need the same amount of technology but the procurement or buying partner of both the organizations are different. When the large organizations evaluate and do POC before the implementation, SMEs trust on the vendors and the partners before implementing.

In our two-city journey (Ahmedabad and Mumbai), it became clear that these community has huge potential. It sounds good if you call them smartly managed enterprise or smart and motivated enterprises than small medium enterprises because except finance they have everything that a large organization has. Therefore, if any organization can have strong product strategy to connect the SMEs they can surely find the SMEs are very interesting segment to work with.

Like the large enterprises, SMEs too need analytics, social media marketing, mobility, etc. They are being small they may not need products in its full size. The vendors need slice and dice the products to make that pocket friendly for the SMEs. From SME Channels point of view, we want to address individual issues of the market. This time we took the subject of infrastructure optimization with a sharp eye on the edge networks but we might take other aspects to consideration which could include finance, connectivity, software solutions, compliances, IPR, etc.

In our current endeavor, we have cover two cities – Mumbai and Ahmedabad – but by mid of July we will address Chennai, Bangalore and Delhi. So, if any principal wants to reach out to their customers – be it end customers and partners- we will show them the right direction.

Trust us and let us know if you can be of any support to you.

Microsoft new Surface Pro MICROSOFT’ NEW SURFACE the next generation of the iconic product line and the most versatile laptop delivers the most performance and battery life in a laptop that is this thin, light and quiet. Surface took the category it created and pushed it a step further with the new Surface Pro by bringing up to 13.5 hours of battery life,1 making it more than 2.5 times faster than Surface Pro 3, and providing unmatched versatility and mobility in a lighter, more refined design. Surface Pro is not only a powerhouse laptop, but also a mobile creative studio with a vibrant 12.3” PixelSense touch display that supports the new Surface Pen,2 the fastest pen ever, and Surface Dial2 both on- and off-screen.

SPECIFICATIONS The new Surface Pro has been redesigned from the inside out to give people more performance and 50 percent more battery life than the Surface Pro 4.

FINAL WORDING This is worth product that a business house representative should have with him.

OVERALL RATING

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contents

2017

JUN VOLUME 08 ISSUE 04

ER COV RY STO

Trusted Advisor of Channel Business

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

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

Managed print services: The incumbent need of SMEs /24

Phone: 9674804389

For businesses, MPS is seen as a major growth driver that help reduce overall printing costs and optimize the print environment, by turning the entire process of office printing over to a third-party service provider. For channel companies, MPS allows recurring dialogues and touch points with the customer, leading to an improved, mutually beneficial relationship.

Delhi-110016, Phone: 91-11-41657670 /

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

PARTNER CORNER MATRIX / 31

“Complete Assistance to Partners is MATRIX’s Success Mantra”

FEATURE

accentinfomedia.com Skype ID: b1diyajadhav

Counterfiet / 28

...Partners can help in a fight to counter Counterfeiters

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

GUEST TALK

New Delhi-110016

DXC Technology / 39

Phone: 91-11-46151993 / 41055458

“Influential Spread of Data”

Printed at Karan Printers, F-29/2, 1st floor, Okhla Industrial Area, Phase-2, New

more inside

SME CHAT Cisco / 38 “Cisco’s dependence on channel is going up continuously”

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Kaspersky, eCaps Computers jointly conduct partner pitstop in Chennai Kaspersky Lab has conducted a very successful partner pitstop with its national B2B distributor eCaps Computers in Chennai on April 27, 2017. The event that started at 7pm was held at the sprawling

Crowne Plaza Chennai Adyar Park where the 61 attendants engaged in discussing how to take Kaspersky’s vision for India, forward.

Kaspersky Lab and eCAPS Computers have forged a strong

partnership in their years together.

As is Kaspersky Lab’s tradition, they decided to conduct this Partner Pitstop so as to not just communicate their strategy and demonstrate key products, but also to bring the

new prospective partners on board with Kaspersky Lab. At the meeting, Sahil Jamnawale, Regional Sales Manager, Kaspersky Lab deliberated in detail Kaspersky Lab’s profile for the new prospective partners. He later also gave them comprehensive information about Kaspersky Lab’s non-endpoint offerings. Kaspersky Lab’s Security for Virtualization & Datacenter, Security Intelligence Services and other enterprise offerings was elaborately discussed.

The partner benefits and margins got a dedicated two-way dialogue slot too. The roadmap for 2017 was presented to the partners, with all of them being bullish about their growth prospects.

Altaf Halde, MD – South Asia, Kaspersky Lab said “Kaspersky Lab has been built, and we always say this, with the unrelenting support it gets from all its partners. Engaging with them is an important step in engaging with our end-customers.

Our partner pitstops are crucial to the fabric of Kaspersky Lab. At this one, we focused on our nonendpoint offerings and services.

HPE delivers updated Flash Storage Portfolio for Hybrid IT Intending to help customers continue their journey to an allflash data center, Hewlett Packard Enterprise (HPE) has announced a comprehensive flash portfolio update with new products and data protection solutions. HPE is updating its overall flash portfolio including the addition of cloud-

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SME CHANNELS JUNE 2017

ready Nimble Storage flash arrays powered by predictive analytics for a new-style approach to storage support and monitoring.

The adoption of flash storage continues to gain pace, with 51 percent of customers predicting that they will have an All-Flash Data Center within five years. It’s not just

enterprises, smaller companies are also adopting flash as prices come down. At the same time, IT teams are seeking deeper integration across servers, storage, networks, and automation tools to maximize value from investments.

“As flash permeates the datacenter it has become critical to move

beyond the array – from predictive analytics to data protection to investment strategies,” said Vikram K, Sr. Director, Data Center and Hybrid Cloud, HPE India. “These new solutions help more customers maximize the value of flash on-premises and enable flexible off-premises data mobility.”

SNIPPETS

HP enables brands to ‘Reinvent’ themselves with digital printing solutions At interpack 2017, HP Inc has announced continued adoption of its digital printing solutions, alongside new innovations. Amcor, a leading global flexible packaging supplier headquartered in Switzerland, is operating an HP Indigo 20000 Digital Press, in its Ghent, Belgium facility, to provide digitally printed packaging on a wide range of flexible materials. Since installing the press in 2015, brands have chosen HP Indigo digital print from Amcor for a variety of packaging applications, according to the company.

This installation comes amid growing demand for HP Indigo Series 4 large format digital presses for packaging. Released in 2014, more than 120 of these presses have been purchased by converters around the world, half in the last year alone following drupa 2016.

Dell EMC drives IT Transformation further with next-gen PowerEdge Servers Dell EMC is previewing its most cutting-edge portfolio of PowerEdge servers ever to help customers drive IT Transformations. The newly designed 14th generation of the Dell EMC PowerEdge server portfolio forms a secure, scalable compute platform that is the ideal foundation for cloud, analytics or software-defined data center initiatives. “In today’s digital economy, technology must transform at the speed of business to develop and deploy new applications, optimize resources and deliver an ideal customer experience,” said Ashley Gorakhpurwalla, president, Server Solutions Division at Dell EMC. “With our leadership in server technology innovations, the newest generation of PowerEdge servers are the bedrock of the modern data center”.

Acer, CAIT, Tally brings in GST ready solution “BIZGURU” Confederation of All India Traders (CAIT), Acer and Tally Solutions have announced the launch of “BIZGURU”, a one-stop plug and play business solution for all accounting and GST compliance needs. BizGuru comes with Acer’s world-renowned PC products and pre-installed Tally.ERP 9, the country’s preferred business software. The initiative is supported by CAIT, who have been helping Indian traders embrace new technology for the last decade.

The introduction of Goods and Services Tax (GST) is a remarkable step in the reform of indirect taxation. It offers a great opportunity to organizations of all sizes and sectors to transform and enhance their shift into the digital economy.

One of the biggest challenges for the small businesses and traders is to understand the enormity of GST and adopt real time implementation of it. Therefore, there comes the need of a comprehensive IT solution that would enable smooth implementation of GST and will help businesses in digital transformation. Acer and Tally have been pioneers in introducing innovative products and solutions while CAIT brings with it the country’ largest network of traders.

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MY POINT

“IFollowing the explosion of ransomware, now the opportunity is to focus more on advanced technology to circumvent the potential for human error” LEAH MACMILLAN, SENIOR VICE PRESIDENT OF GLOBAL MARKETING AT TREND MICRO.

Corsair partners with Abacus Peripherals for PAN India distribution Corsair has made an announcement regarding the appointment of Abacus Peripherals for distributing its wide range of products throughout India. As a part of Corsair’s growth strategy, the company will tap on untapped potential customer base and opportunities in the Indian market.

With this announcement, Corsair is focused on reorienting its distribution strategy in India.

The company plans to expand the business and penetrate the market even further banking on the Abacus’ well spread network in more than 25 locations across India and serving over 2000+ channel partners.

Showing excitement on this alliance, M A Mannan, Country Manager, India at Corsair said, “We at Corsair, strongly believe that business/ channel partners plays a vital role in the overall success.

eScan intros new endpoint protection solutions for enterprises Enterprises can no longer rely solely on traditional security solutions in today’s evolving cyber threat landscape. To effectively combat the sophisticated, stealthy and targeted attacks, enterprises need to effectively implement a defined security solution capable of proactively protecting the endpoints.

CISOs need to take a defined approach that will deploy a robust security solution to secure the endpoints from cyber threats at all times for business continuity. Keeping the above challenges in mind, eScan’s Endpoint Protection (EPP) solution has been designed to ensure that protection of endpoints against all kind of attacks can be done without interrupting business continuity. eScan’s R&D team has developed an integrated solution based on artificial intelligence (Proactive Behavioral Analysis Engine Technology) & security analytics (SIEM / MTDR) etc. which provides a comprehensive approach that applies realtime behavioral monitoring of any unknown threats and efficiently mitigates them, be it ransomware, APT or DDoS attack.

SNIPPETS

Three-Fourths of IoT Projects are failing; Cisco survey A new study conducted by Cisco shows that 60 percent of IoT initiatives stall at the Proof of Concept (PoC) stage and only 26 percent of companies have had an IoT initiative that they considered a complete success. Even worse: a third of all completed projects were not considered a success. Cisco surveyed 1,845 IT and business decision-makers in the United States, UK, and India across a range of industries — manufacturing, local government, retail/hospitality/sports, energy (utilities/oil & gas/mining), transportation, and health care.

“It’s not for lack of trying,” said Rowan Trollope, Senior Vice President and General Manager, IoT and Applications, Cisco. “But there are plenty of things we can do to get more projects out of pilot and to complete success, and that’s what we’re here in London to do.” Cisco released the findings at IoT World Forum (IoTWF), an event where Cisco convenes the industry’s best, brightest and most passionate leaders with the goal of accelerating IoT All respondents worked for organizations that are implementing and/or have completed IoT initiatives.

Dell Technologies betting big on IoT biz; announces new products, partnerships Dell Technologies announced new IoT products and partnerships to help customers take the complexity out of their IoT deployments and more quickly realize digital transformation.

According to a recent Gartner report, there will be 20.4 billion connected things in use globally by 2020. Companies are looking for faster, real-time analysis of the massive amount of data produced by all of these “things” on their networks. For some, it’s too expensive to move all the data from the edge of the network near the devices to the data center. Computing at the edge helps determine which data sets are interesting, relevant and need to be sent back to the data center or the cloud for further analytics and longer term storage, saving bandwidth and reducing costs and security concerns.

Simplified “Things” Management – The new VMware Pulse IoT Center is a secure IoT infrastructure management solution that will enable customers to have complete control of their connected things. VMware Pulse IoT Center will help customers to more efficiently manage, operate, scale and protect their IoT projects from the edge to the cloud. Dell will be offering VMware Pulse IoT Center as the preferred enterprise management and monitoring solution for Dell Edge Gateways. By plugging Pulse IoT Center into the new EdgeX Foundry, VMware will be able to offer system and device management for the EdgeX ecosystem.

IoT Advisory Services – IoT Technology Advisory Service is a new consulting offer from Dell EMC Services to help organizations determine the key capabilities and architecture required to leverage IoT data (e.g., sensors, beacons, gateways, mobile phones, wearables, connected devices). This information can be used for initiatives such as optimizing key operational processes, reducing compliance and security risks, uncovering new revenue opportunities and creating more compelling customer engagements.

EXECUTIVE MOVEMENT

SHIPMENT SHARE BY VENDOR (%), INDIA TRADITIONAL PC MARKET Q1 CY2017

Veeam elevates Peter McKay, Andrei Baronov to Co-CEO roles

Amy Barzdukas becomes CMO at Polycom

Acer India welcomes new National Head for Display Products

Schneider Electric appoints Venkatraman Swaminathan to lead the IT Division for India zone Hitachi Data gets Sanjay Agrawal as Director as Director for Indian Market Source: IDC Quaterly Personal Computing Device Tracker, May 2017

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SNIPPETS

Quantum’s new StorNext 6 delivers high performance, data mgmt Quantum Corp. has announced StorNext 6, a major new release of its award-winning StorNext file system. StorNext 6 adds new advanced data management features to the industry-leading streaming performance of the company’s scaleout tiered storage solutions portfolio, which includes flash, disk, tape and public and private cloud storage offerings. With this unique combination of performance and management, Quantum continues to extend the power of StorNext in not only media and entertainment but also other highly data-intensive environments such as genomics, academic research, video surveillance, oil and gas, and government security.

StorNext 6 addresses the needs of enterprises grappling with using their existing NAS solutions to store large, rapidly growing data sets and drive business value from that data.

GIGABYTE announces new AORUS gaming motherboards at Computex-17 GIGABYTE is pleased to announce the introduction of Killer xTend networking technology in the GC-Killer xTend PCIe card. Killer xTend, an innovative new solution for home networking, delivers a smart network switch and a Wi-Fi extender to users’ high-performance PCs. This PCIe card combines three (3) Killer Ethernet E2500 chips and a Killer Wireless-AC 1535 module, which includes Killer’s ExtremeRange Technology. Not only does Killer xTend harness the power of the gaming computer to enable four (4) or more other devices to connect through it. In addition, Killer xTend prioritizes important network traffic to ensure that nothing slows down gaming and streaming video on a Killer xTend-enabled PC. “GIGABYTE has a long history of bringing powerful and creative technologies to gamers and performance-minded PC users, and we are excited to partner with them to bring Killer xTend technology to market,” said Michael Cubbage, CEO of Rivet Networks. “Integrating a smart network switch and Wi-Fi extender provides significant and valuable new functionality to a Gaming PC. xTend simplifies and improves a gamers’ home network, while at the same time prioritizing Killer’s important gaming and streaming video traffic above traffic from connected devices.”

With network performance in-mind the next generation of network interface cards were also revealed. GIGABYTE is pleased to introduce Killer 10 Gb/s Networking Technology. Based on Aquantia’s AQC107 10GbE Controller, the GC-AQC107 supports a 10GBASE-T and with Killer’s 10 Gb/s Networking software these two complement each other to deliver incredible gaming network performance. With all these networking devices at users disposal GIGABYTE is ready for the future of networking technologies.

KPIT bags ERP Cloud Partner of the Year Award KPIT Technologies an official announcement that it has won the ‘ERP Cloud Partner of the YearFY2016’ award at Oracle Open World India. The award, presented during an event at The Imperial hotel in New Delhi on 8th May, recognizes KPIT’s continued success in enabling customers to drive business transformation with Oracle’s cloud-based solutions.

KPIT brings expertise in delivering services through competency development, business results and proven success. In addition to realizing cost optimization, KPIT’s ERP implementations on the Oracle cloud platform help companies respond to market opportunities faster, align and change with business trends, optimize processes, reduce time and decision-making through collaboration and become more agile due to the 360-degree connectivity both externally and internally.

“We’re honored to receive the award. It acknowledges our focus on accelerating business outcomes with solutions that help customers achieve a strong digital footprint using Oracle’s cloud based solutions,” said Baljeet Chhazal, Senior Vice President and Global Head of Oracle Business Unit, KPIT.

VMware, Oracle collaborate over Mobile Enterprise Apps VMware has announced a new relationship to simplify management and enable advanced security features for Oracle’s suite of mobile business applications and Oracle Mobile Cloud Service (OMCS) for mobile devices. Oracle has the most enterprise mobile applications in the Apple App Store and was also named a leader in The Forrester Wave: Mobile Development Platforms, Q4 2016. Through this collaboration, Oracle’s robust mobile ecosystem can now leverage application management and security through VMware AirWatch.

VMware is the first mobile application management provider to manage and secure hundreds of Oracle business applications and custom applications built on the OMCS. As such, enterprise IT organizations can manage their Oracle application suite on a single unified platform together with their other business-critical applications and devices.

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Matrix to exhibit its Security Solutions at SECUREX, SA 2017 Matrix is participating in SECUREX 2017, South Africa from 30th May to 1st June 2017. Matrix will be showcasing its Access Control, TimeAttendance and Video Surveillance solutions at the event.

At the event, Matrix will unfold its latest range of biometric Time-Attendance and Access Control solution. Mobile being the next generation technology in terms of security, Matrix will display its “Your Mobile is Your Identity” solution. In Mobile based Access Control, user either scans the QR code through his/her mobile or just twists the mobile to get access using Bluetooth. A user can mark attendance automatically using GPS or Wi-Fi through mobile application. Matrix will present its standalone Access Control solution where one can connect up to 255 devices and 25,000 users. Matrix will also showcase Access Control for Data Centers – a centralized biometric authentication to data centers and data racks. Additionally, to enhance the security Matrix biometric solutions can be integrated with any video surveillance solution.

SNIPPETS

Oracle all set to open its own data centre in India

Acer delights partners with a fun filled partner program

Oracle has announced it will expand its cloud services in India over the next six to nine months with plans for an Oracle data center in India.

Over the coming months Oracle will be reviewing proposals from government and business partners to provide customers with the capability to build and move workloads to an India-based cloud. The services will offer uncompromised security and performance at a significant price advantage over both existing on-premises infrastructure and competitive cloud offerings.

Oracle’s expanded infrastructure footprint is a result of tremendous customer demand.

“Our customers and partners in India have trusted their businesses and mission-critical workloads to the Oracle Cloud for years,” said Thomas Kurian, president of product development, Oracle. “With this expansion we will be able to further support customer choice adding to capabilities already available through deployments of Oracle Cloud at Customer, as well as other Oracle Cloud data center regions in Asia Pacific.”

Microsoft takes another step towards ‘Public Cloud for Good’ initiative

As part of its continuing efforts to enhance the depth of engagement with the partner fraternity, Acer India has conducted a partner engagement meet in Bengaluru. The event was organized with an aim to extend the bond with partner’s community in an exciting and innovative way.

Along with channel partners, players from IPL’s most renowned team, Royal challengers Bangalore (RCB) were also part of this meet.

The partners met the players from RCB and got a chance to play mini cricket tournament with them. The meet saw an enthusiastic participation from all participants, even the setup for the entire event was designed on cricket theme. The partners were divided into four cricket teams and Acer framed an activity where they replicated the IPL format of bidding players. Once the teams bid and won the player of their choice, the RCB players joined the each team and played the mini tournament with the partners. The excitement continued as the Acer team took the partners through the latest range of products launched at Global Press Conference in New York.

Acer has become the fastest growing PC brand in India and this phenomenal growth will not be possible without the support of our partners.

Along with channel partners and RCB players, R. Jeganath, Chief Sales Officer, Amrish Mahajan – Director, Service Support, Chandana Gupta, Associate Director-Sales, Pramod Sharma – Head, Retail Business, Suyash Singh – Head of Product Management, Sumanth Sudarshan – Head of Marketing & Strategic Alliance, Raja Bhat – National Program Manager from Acer team were part of this meet.

Acer’s passion for innovation and customer-centricity has taken the company to unprecedented levels, and the company is breaking barriers with record growth and exciting range of products..

As part of Microsoft’s ‘Public Cloud for Good’ initiative, Microsoft India is making Microsoft Azure broadly available to eligible non-profit organizations, bringing the power of technology to them. Qualifying nonprofits can avail free Azure credits worth US $5000 for a year to unlock benefits such as insight, agility and operational efficiency. Globally, Microsoft is donating US $1 billion in cloud computing resources between 2016 and 2018 to 70,000 non-profits and NGOs worldwide, including in India. To drive greater inclusion, Microsoft India partnered with NASSCOM Foundation to organize an Azure for Good workshop in Hyderabad today. Attended by 22 representatives from 12 local non-profits, the workshop highlighted how other organizations in the sector are using the cloud platform to drive greater impact among communities in the face of constant challenges of limited manpower and resources.

Inspirria CloudTech receives new certifications Inspirria Cloudtech is pleased to announce the achievement of ISO/IEC 27001:2013 certification for Information Security Management & ISO 9001:2015 for Quality Management System. By achieving internationally recognised certifications, Inspirria has demonstrated its commitment to their cutomer satisfaction.

Inspirria keeps in sync with the latest trends and standard policies and focuses on effective implementation, establishment of clear policy, good planning, better resource security and management with efficient process control, measurement, and analysis to meet customers and IT market’s expectations in order to deliver quality service & support for cloud based solutions and services.

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Axis brings-in additional explosion-protected cameras for businesses Expanding its product portfolio further, Axis Communications has announced three new explosion-protected cameras for use in sensitive industrial areas: XF40-Q2901 Explosion-Protected Temperature Alarm Camera, XF60-Q2901 Explosion-Protected Temperature Alarm Camera, and XP40-Q1942 Explosion-Protected PT Thermal Network Camera.

“Industrial plant operators have a difficult task as they need to ensure efficiency and continuity in large-scale, critical industrial processes, while meeting all health, safety and environmental regulations, across multiple locations and, often times, across large areas,” says Anthony Incorvati, Business Development Manager, Critical Infrastructure & Transportation,

SNIPPETS

Cadyce presents its Security portfolio to Indian markets Cadyce s latest technologies provide every sector with powerful security tools to carry out its work more effectively. High-profile security breaches damage the reputation of stores, creating longterm repercussions for brands that are negatively affected. Cadyce looks at providing long term solutions for problems in this genre.

Cadyce offers wide range of IP cameras which includes Day/Night vision, Wireless, PoE, PTZ, Outdoor cameras as follows: Wireless - CA-IP100MW Monitor your Home or Office, using Cadyce

CA-I P100MW which gives Mega-Pixel resolution with two way audio. Complimentary camera management SecuGuard software monitors 64 cameras simultaneously. Camera’s wide angle HD view makes it suitable for monitoring larger areas like malls, offices, warehouses etc.

Outdoor - CA-IP225OMP CA-IP225OMP is an IP 66 certified Megapixel, PoE, Day and Night vision IP Camera which gives better picture quality and performance. The advanced features of the camera make it ideal for outdoor surveillance.

Vertiv commences Multi-city Event Series ‘Avatar’

Vertiv, formerly known as Emerson Network Power, has rolled out its multi-city ‘Avatar’ event series in association with its partner Network Techlab to connect with its current and potential customer base in India. The event series launched at The Leela Mumbai, on April 28, 2017 was attended by over 100 esteemed customers and Vertiv sales, service and channel team members.

Vertiv hosted the second chapter of this series at The Leela, Chennai on May 10, 2017.

Upcoming chapters will be held at The Leela, Bangalore on May 24, 2017, and at The Hyatt Regency, Kolkata on May 26, 2017. Vertiv will take its new Avatar event series to tier-1 metro cities this quarter, followed by upcountry tier-2 cities next quarter. These events will unveil Vertiv next-generation solutions from its Liebert, Avocent and Smart Solutions product portfolios.

Quick Heal detected over 48,000 attempts of WannaCry ransomware Many organisations and networks in over 150 countries were crippled by the recent WannaCry ransomware outbreak. Quick Heal Technologies Limited has announced that it detected over 48,000 MS-17-010 Shadow Broker exploit hits responsible for ‘WannaCry ransomware’ outbreak in India.

A dump of MS-17-010 Windows OS vulnerability was made public by the notorious Shadow Broker group on 14th April, 2017. Systems which did not apply a patch update for this vulnerability were affected by the WannaCry ransomware which uses wormlike behaviour to affect vulnerable systems on the network.

Among the attempted attacks by the malicious WannaCry ransomware, 60% were targeted towards enterprises and 40% towards individual customers. Quick Heal and its enterprise security brand, Seqrite, successfully detected this ransomware activity and cleaned the malicious file responsible for file encryption from all the attacked systems.

WD expands NAS-optimized portfolio with WD Red, WD Red Pro HDDs Western Digital has shipped more than 15 million helium-based high capacity drives into multiple applications, including for NAS systems, to date and is continuing to support customers with higher capacities and outstanding reliability. WD has announced the expansion of its award-winning WD Red and WD Red Pro NAS hard drives lineup with the introduction of 10TB capacity models optimized for use in personal, home and small to medium business NAS systems. The WD Red line of NAS hard drives allow customers to scale up or down to meet their changing NAS storage needs. “In July 2012, we introduced the WD Red line to address the unique performance and scalability challenges facing home and small business NAS customers,” said Brendan Collins, VP, devices business unit at Western Digital.

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DIGEST RAH INFOTECH HOSTS CYBER SECURITY 2020 n a recently held event hosted by RAH Infotech, IT industry experts came together to discuss the 20 threats each CEO should prepare for by 2020 and how to combat the ever challenging cyber security issues. Speaking at the event, the guest of honour Mr. Pavan Duggal, Chairman International Commission on Cyber Security Law & Advocate, Supreme Court said “Data is the most critical component of any business and securing it should be the first priority. Ransomeware is just the tip of the iceberg. Organisations must brace up for more powerful attacks with cyber criminals finding smarter ways to break into any network.”

INKJETS CONTINUE TO LEAD INDIAN HCP MARKET IN 2017: IDC REPORT According to the latest IDC Asia Pacific Quarterly Hardcopy Peripherals Tracker, the HCP market in India registered a 0.5 percent year-on-year (YoY) growth for the first time in six quarters after unit shipment reached 799,164 in 2017 Q1. The actual numbers for 2017 Q1 are in line with the IDC forecast numbers with only 1% variance in Inkjet HCP and 2% variance in the Laser HCP market.

After demonetization affected 2016 Q4, the printer market bounced back in 2017 Q1 with the inkjet market leading the way with a 15.4 percent growth YOY. Over the past 12 months, the Indian HCP market has witnessed a significant technology shift, with customers showing an ever-increasing inclination towards ink tank printers over entry level laser printers.

COSMOS BANK DEPLOYS VIVOTEK SOLUTION TO SAFEGUARD ITS CUSTOMERS Facilitating effective monitoring using state-of-the-art security systems, Cosmos Co-operative Bank associates with VIVOTEK. The financial heart of the city of Pune has improved its security with VIVOTEK, a leading brand in IP surveillance security, to safeguard not juts its premises, but its greatest asset as well, i.e. Puneites.

A total of 132 VIVOTEK network cameras were installed across the headquarters of the bank.

KONICA MINOLTA ROLLS OUT ACCURIO PRESS SERIES C2070, C2060 Konica Minolta has unveiled the new Accurio Press series which sets new standards for superior value combining digital print quality that rivals offset prints with advanced workflow and color management. It also helps increase the customer profitability by creating smooth and streamlined workflows to expand the print services. The new series comprises of Accurio Press C2070 & C2060 and replaces the bizhub PRESS C1070, C1060 high-end printing devices. Accurio Press combines the quality and performance of previous models with additional features to adapt to customer requirements and also helps in optimizing the processes and workflows

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6/6/17 2:24 PM

SNIPPETS

Lenovo presents GST advantage solution Lenovo has announced the roll out of a comprehensive range of GST-ready solutions across its notebook, desktop, and all-in-one PC powered

by Intel Wi-Fi Core Wi-Fi processors, and the tablet portfolio. Lenovo GST advantage PCs start at an accessible price of INR 19,999/- (plus tax).

With GST, it has become imperative for small businesses to digitize their transactions and the need of the hour is to provide adequate support to make a seamless transition. With this launch, Lenovo aims to enable small businesses and entrepreneurs with a choice of attractive offers from GST-compliant accounting, ERP and POS solutions along with the purchase of select Lenovo PCs. Lenovo is looking to add more partners and also offer easy EMI solutions as part of this GST advantage rollout.

Rubik Infotech Bags Top Performer Award from Sophos Rubik Infotech, the premium IT partner, has been recognized by Sophos as the ‘Top Performer for the Western Region’. Rubik is the only partner in the West region to have received this award.

This is not the first time that Rubik Infotech has bagged any award, the security, mobility, storage and cloud specialized partner from Ahmedabad has received many awards including SME Channels Super 50 Awards, Channel World Premium 100, etc.

Over the period of time, Rubik Infotech has changed its strategy to adapt to the trends of the industry wherein it has aligned existing IT infrastructure to business goals. Its consulting and managed services arm has helped many customers to assess, design, build and manage an agile, flexible IT environment. Among other services, Rubik’s specialization includes DLP, server consolidation and strong authentication.

Epson inaugurates new express service centres in the NCR region Epson has announced the inauguration of two Express Service Centres in Noida and Gurugram.

Opened with the intention of catering to the service needs of customers in the Delhi NCR region, the Express Service Centres will focus on enhancing the customer experience by offering and completing service within one hour, irrespective of the warranty status. The Epson Express Service Centres aim to address the growing customer demand for an ultra- quick and effective resolution to any product problem and is expected to be especially useful for customers who use Epson products to run and sustain their businesses. The centres will focus on repairing and servicing entry and mid-range inkjet printers primarily. Epson has Express Customer Service centres running very successfully in Indore, Raipur and Rajasthan and is gradually extending the concept to other key cities across the country.

Customers walking in to the Express Service Centres in the NCR region can expect the same quick and hassle-free experience, in a comfortable and welcoming environment that is offered at other Express Service Centres.

Govt. IT Spending in India to reach $7.8 Billion in 2017; predicts Gartner The government in India is forecast to spend $7.8 billion US dollars (USD) on IT in 2017, 7.5 percent increase from 2016, according to Gartner, Inc. This is down from Gartner’s previous projection for 9.5 percent growth this year.

IT services (which includes consulting, software support, business process outsourcing, IT outsourcing, implementation, and hardware support) is expected to grow 10.8 percent in 2017 to reach $2 billion USD, making it the largest IT spending category.

“The 2 percent revision in our outlook is primarily due to the effects of demonetization and a drop in industrial production,” said Moutusi Sau, principal research analyst at Gartner. “However, spending plans like affordable housing scheme, and increased loans to small and medium enterprises by the government are likely to have a positive effect on IT spending in the next few quarters.”

The software segment includes enterprise resource planning (ERP), supply chain management (SCM), customer relationship management (CRM), desktop, infrastructure, vertical specific software and other application tools.

20 SME CHANNELS JUNE 2017

Microsoft underscores its commitment to partner ecosystem with new opportunities At Computex 2017, Microsoft outlined key areas of focus to inspire customers, increase momentum in the PC market with the Windows 10 Fall Creators Update, and spark emerging categories including Windows Mixed Reality and Windows and Azure solutions for the Internet of Things.

Nick Parker, corporate vice president, consumer and device sales, shared his vision for how new business models scale and expand markets to create a thriving ecosystem. This vision starts by inspiring customers with new experiences and devices that empower people and businesses to achieve more. “Our partner model is unique in the industry as we collaborate, end-to-end, from design, through all phases of the product lifecycle and across consumer and device channels. Together, we are building new experiences for customers, generating demand and ultimately, creating growth in existing and new categories including Mixed Reality, Internet of Things, and Always Connected PCs with Intel and Qualcomm. At Microsoft, our success scales with our partners and, as an ecosystem, we reinvent existing markets even as we explore new ones,” said Parker.

SNIPPETS

HPE Sharpens Partners’ Competitive Edge with new presales programme To help partners grow revenues by improving their ability to deliver innovative digital transformation solutions for customers, Hewlet Packard Enterprise (HPE) has announced HPE Tech Pro Academy, a unique partner presales community in Asia Pacific and Japan that will offer new, ongoing engagement and training opportunities.

Channel partners operate in an environment where marketplaces and technologies are evolving more rapidly than ever before. Increasingly, their customers view technology as a strategic growth driver. To help their customers maintain a competitive edge, it’s critical that channel partners are knowledgeable about the latest technologies – from the benefits they provide to the specifics around how best to integrate them into existing IT infrastructures.

TREND MICRO BAGS VMWARE PARTNER INNOVATION AWARD Trend Micro Incorporated has announced that they have been honored as the global winner of a VMware 2016 Global Partner Innovation Award in the Technical ISV category.

“I am pleased to recognize this year’s Global Partner Innovation Award winners, which are given to a select group of partners for their exceptional efforts in 2016,” said Ross Brown, senior vice president, Worldwide Partners and Alliances, VMware. “VMware is proud to see Trend Micro win Partner of the Year and we look forward to our continued collaboration.”

Since 2011, Trend Micro has been recognized every year by VMware for the Japan Partner Award. However, this is the first year the company has received the Global Technical Partner Award. Recipients of a Global VMware Partner Innovation Award were acknowledged in 21 categories for outstanding performance and distinctive achievements during 2016.

“We have a long-standing history of innovation and success with VMware,” said Partha Panda, vice president of corporate and business development for Trend Micro. “More than 10 years ago we partnered to bring modern security to the software-defined data center and cloud, and since then have continuously enhanced our relationship. We’ve had many successes along the way with joint product innovation, sales activity, and tech support collaboration, making us particularly proud of an award that recognizes the strength of our partnership.”

Trend Micro Deep Security Wi-Fi, powered by XGenWi-Fi, has been specifically built and optimized to secure VMware customers around the world.

Fortinet’s unveils new business opportunities with Security Fabric for partners Fortinet has conducted its annual SAARC partner conference in Bangkok, Thailand and recognized top partners for their outstanding achievements in 2016. The conference discussed in depth the threat landscape and the need to provide customers a collaborative solution that works together to monitor their network, share information, and respond to threats no matter where and when they occur.

At the conference attended by 150 partners from 4 SAARC countries (India, Sri Lanka, Bangladesh and Nepal), Fortinet unveiled new business opportunities with its Fabric Ready Partner Program that brings together best-in-class technology alliance that allows partners to deliver pre-integrated, end-to-end security offerings that are ready for deployment.

The conference had business and technology sessions where Fortinet gave pointers to partners to expand their offerings and maintain their competitive advantages. Fortinet also provided assets and guidance to resellers looking to enter new security markets. At the end of the conference, several partners expressed greater confidence in developing a wide range of security services to offer their customers while increasing their engineering productivity and profitability.

Cisco, IBM come together to tackle Cybercrime Cisco and IBM Security have announced they are working together to address the growing global threat of cybercrime. In a new agreement, Cisco and IBM Security will work closely together across products, services and threat intelligence for the benefit of customers.

Cisco security solutions will integrate with IBM’s QRadar to protect organizations across networks, endpoints and cloud. Customers will also benefit from the scale of IBM Global Services support of Cisco products in their Managed Security Service Provider (MSSP) offerings. The agreement also establishes a new relationship between the IBM X-Force and Cisco Talos security research teams who will begin collaborating on threat intelligence research and coordinating on major cybersecurity incidents.

One of the core issues impacting security teams is the proliferation of security tools that do not communicate or integrate. A recent Cisco survey of 3,000 chief security officers found that 65 percent of their organizations use between six and 50 different security products.

22 SME CHANNELS JUNE 2017

CyberArk bolsters Channel Partner Program in India CyberArk has announced new CyberArk Channel Partner Program offerings to enhance partners’ privileged account security expertise and ability to drive new business opportunities in India. In addition, newly-announced distribution partners Inflow Technologies and M.Tech will bolster channel support.

The channel plays a critical role in delivering CyberArk’s best-in-class privileged account security solutions to joint customers, raising awareness and triggering new business across the region, including key vertical industries such as financial services, energy and healthcare.

“As one of the largest, fastest growing markets in the world, and with high technology adoption, India is a country with tremendous potential for CyberArk,” said Rohan Vaidya, regional director, India, CyberArk. “The scale and of scope of attacks on the most valuable data within organisations means cyber security is an increasingly important board-level issue.

CyberArk’s ability to break the cycle of cyber attacks by delivering a critical layer of security will enable businesses across India to implement proactive security strategies.”

COVER STORY

MANAGED PRINT SERVICES:

THE INCUMBENT

NEED OF SMEs

For businesses, MPS is seen as a major growth driver that help reduce overall printing costs and optimize the print environment, by turning the entire process of office printing over to a third-party service provider. For channel companies, MPS allows recurring dialogues and touch points with the customer, leading to an improved, mutually beneficial relationship.

BY SATINDER KAUR skaur@smechannels.com

M

anaged print services (MPS) promise big savings, not simply by cutting down on the number of documents you print, but also by reducing the total time your IT departments spend on printing issues. Getting the full value of your investment means working with a partner who, along with knowing the ins and outs of MPS, will take the time to understand your business and identify opportunities to streamline document processes. Most of the organizations are unable to assess the capabilities and make utilization of their document processing devices, leading to

24 SME CHANNELS JUNE 2017

underutilization of Capital investment and waste.

There is no regular MIS available on these devices, to check if SLA’s and end user satisfaction is getting delivered. Besides, environmental impact of these devices remains a concern. While standard MPS engagements focus on reducing print costs, the actual value of MPS comes from helping customers drive productivity via enhanced business processes. MPS solutions come in variety of forms and can be tailored to specific business’ needs like reducing runaway printing costs, ensuring data security and managing the lifecycle of documents across the enterprise, which is essential for compliance and information gov-

COVER STORY

SME CHANNELS 25 JUNE 2017

COVER STORY

“WHEN DECIDING TO DEPLOY MPS IN YOUR COMPANY, THE RIGHT PARTNER MAKES ALL THE DIFFERENCE.” BALAJI RAJAGOPALAN, EXECUTIVE DIRECTOR- TECHNOLOGY, CHANNELS & INTERNATIONAL DISTRIBUTOR OPERATIONS, XEROX INDIA

ernance. According to Yuki Uchida-VP & CMO, Ricoh India Ltd, “Ricoh focuses on providing professional Consulting services to help streamline document output capability and lower Total Cost of Ownership (TCO) through MPS. Its sales approach is extremely consultative in nature and is customized to each customer’s needs, by adding value via MDS services and helping them lower their carbon footprint. The company engages and delivers change in an organization throughout the tenure of the contract and develops MIS to confirm the SLA’s adherence and actual ROI.”

MPS Growth Drivers According to a new market report published by Transparency Market Research entitled “Managed Print Services Market - Global Industry Analysis, Size, Share, Growth, Trends and Forecast 2016 -2024,” the Managed Print Services Market is expected to reach US$ 94.97 Billion in revenue by 2024, rising from US$ 26.18 Billion in 2015. The market is estimated to expand at a CAGR of 14.8% during the forecast period from 2016 to 2024.

If you look at enterprises today, each year improper document management costs organizations millions of dollars in liability, reduced efficiency and lost productivity. These costs only increase in future with expansion in business operations, and ever increasing regulatory and compliance related requirements. Maintaining proper document management infrastructure/ program to ensure data privacy and security, regulatory, compliance, control and access to information and cost control associated with information processing is only getting more critical by the day.

The incumbent need is to outsource these services to a service provider that specializes in the domain and is capable of providing the desired turn-around times and Service Levels backed by tangible and measurable Key Performance Indicators, continuous monitoring and proactive

26 SME CHANNELS JUNE 2017

support for the print environment. This trend has already begun and in future we see more and more enterprises and corporates outsourcing their document management needs to leading global players like us for whom it is a core business.

Cloud has significantly influenced managed print services, allowing employees to print documents without restrictions than traditional processes. The ability to effectively print anywhere at any time with reduced IT burden gained from server virtualization combined with the cost control of effective print management, enables organizations to minimize capital expenditure. MPS in the cloud means entrusting information assets to a third party provider which is a key concern for businesses. While there are established solutions around a secured MPS environment using cloud services, the designing and implementation of such a solution is restricted to a few vendors.

While the Digital India campaign has substantially reduced the need to print document, the desire for more knowledge and information continues to drive print demand. The impact is not significant enough as the overall market is strong.

Measure of a good MPS Provider A genuine managed print service provider will always conduct a detailed, up-front assessment to analyze the current printing infrastructure.

This can include a cost and environmental impact assessment basis on which a detailed report and a proposed strategy to maintain or improve costs, efficiencies and sustainability will be shared. Considering the needs of the customer for document security, quality and convenience, the provider will recommend a balanced deployment.

Hence, MFPs & specific Laser Printers used in the MPS solution basket help organizations integrate digital and hard copy processes for smooth information flow, optimize their IT investments

“RICOH FOCUSES ON PROVIDING PROFESSIONAL CONSULTING SERVICES TO HELP STREAMLINE DOCUMENT OUTPUT CAPABILITY, TCO VIA MPS.” YUKI UCHIDA, VP & CMO, RICOH INDIA LTD

and secure the printing environment from endto-end. In simplified terms, a good MPS provider is the one who can seamlessly manage the past, present and future document management priorities of a customer, while concentrating on real business.

When deciding to deploy MPS in your company, the right partner makes all the difference.

Managed print services (MPS) promise big savings, not simply by cutting down on the number of documents you print but also by reducing the total time your IT departments spend on printing issues. Getting the full value of your investment means working with a partner who, along with knowing the ins and outs of MPS, will take the time to understand your business and identify opportunities to streamline document processes.

Xerox has been positioned by Gartner, Inc., in the Leaders Quadrant of the 2015 Magic Quadrant for Managed Print and Content Services Worldwide for the eighth consecutive year. In this report, Gartner examines the expanding role of managed print services (MPS) along with managed content services (MCS), which is tightly coupled with MPS and focuses on communications inside of an organization. In the new report, Gartner positioned Xerox as furthest for completeness of vision and ability to execute. Xerox highlight 8

COVER STORY

“IN ORDER TO TAP OPPORTUNITY OF MPS, PARTNERS SHOULD FOCUS ON ENHANCING OFFERING FROM PRODUCTIVITY STANDPOINT, AS WELL AS UNDERSTANDING UNIQUE REQUIREMENTS OF CUSTOMER.” KULDEEP MALHOTRA, VP, KONICA MINOLTA BUSINESS SOLUTION PVT. LTD.

Steps for choosing the right MPS partner: l Success starts with analysis: MPS is not a one-size-fits-all solution. A good service provider show understands how they size up your needs.

It’s essential to understand if they have analytical tools to tell you how much time and money you’re spending to print, scan and manage documents? l A proven track record: It’s essential to get answers to questions like Does the provider have experience delivering MPS solutions? What do previous clients have to say about their experience working with the provider? Did they deliver as promised? l Improve document workflow: Businesses today rely on both hard copy and digital documents. Depending on the workflow, digital documents need to be printed, hard copy documents need to be digitized, and sometimes both. Find out how well a potential managed print services partner can integrate digital and hard copy processes so that information flows smoothly, predictably and efficiently through your organization. l Integration: Will a proposed solution integrate with your current IT infrastructure? How much of your existing investment will it leverage?

Will it let you connect seamlessly to the cloud applications you use? Will it make mobile printing easy? l Will MPS grow with you?: MPS deployment can be a big investment. Can a potential MPS partner meet your needs for the next six months?

The next year? How easily and quickly can you change or upgrade? l Security: More than 50,000 new security threats emerge worldwide each day, and a growing number of them are targeted at printers and multifunction printers. It’s critical to understand how MPS will thwart them. It will beneficial to understand whether the plan includes embedded hardware security solutions from best-in-class

sources such as Intel Security (formerly McAfee).

Game Play for Channel Partners in MPS space in India Channels have been pivotal to IT companies deploying their products and solutions in far off geographies. Not only are the channel partners the face of the company in new markets, they are the ones who have traditionally catered to small and mid-markets. Print optimization is the largest, most immediate MPS market opportunity today.

With a growth rate of an astounding 11%, it is estimated that 54% of print revenue will be under contract by 2017. The channel partners have a huge opportunity here, to tap this segment aggressively and create long standing relationships In India, there are immense opportunities for channel partners in MPS space. SMBs are eager to take advantage of MPS solutions to improve productivity, reduce the burden on IT and drive better business performance than basic cost savings. By providing these solutions to SMBs, channel partners can boost customer loyalty and profit margins. They play a vital role in the expansion of MPS into this market segment as they are an important link to customers. Kuldeep Malhotra, Vice President Konica Minolta Business Solution Pvt. Ltd. says, “In order to tap this opportunity of immense potential, Channel partners should focus on enhancing their offering from productivity standpoint, adopt effective marketing strategies as well as understanding unique requirements of every customer.” While tier 2 and tier 3 cities are yet to reap the real potential of MPS and cloud services, an aggressive focus on strategic training and awareness regarding the immense benefits and business opportunities of managed printing services will go a long way in expanding its penetration in the country.

MPS Opportunities to VARs Businesses are aware that in order to thrive, they need to stay as efficient and cost-effective as possible. Hence, Managed Print Services are exploding in popularity among businesses as it helps them regulate printing and copying costs. For VARs this is a growing revenue opportunity as the future of MPS is eliminating the manual processes and reducing wasted prints.

As VARs are close to SME customers who have a keen desire to optimize and be technologically updated, they play a significant role in augmenting the adoption of MPS. Once businesses see the benefit of the cost-reductions they can achieve with a managed print environment, they will want to continue saving which translates into recurring revenue for VARs. Thus, VARs need to adopt the consultative sales approach to achieve success with their customer base in the long run.

Bigger opportunities exist in tier 2 & 3 cities with many SMBs reliant on printing to support business activities. SMBs are willing to transfer more responsibility for their print infrastructure to trusted MPS partners after recognizing the benefits of lower costs and improved service availability.

Balaji Rajagopalan, Executive Director- Technology, Channels & International Distributor Operations, Xerox India adds here, “We have now unveiled Xerox Partner Print Services (XPPS), a unique program which will help our partners to deliver Managed Print Services to its customers.

We are training select top channel partners to be able to deliver these solutions and are sure that this will excite both our channel partners and our customers. Xerox Partner Print Services will streamline and cost-effectively manage Xerox and non-Xerox output devices and help reduce overall print costs for customers by as much as 30%.

Besides improving a company’s document management capabilities, it will also minimize their capital expenditure, drive more efficient management of output device fleet, and reduce energy consumption & the cost of consumables such as ink or toner, thereby cutting down on waste.”

At the End… In the era of digitization, enterprises need to constantly innovate to remain competitive. Many organizations are adopting ways to accelerate digital transformation journey with a combination of digitization, improved information management and business process automation. While the Digital India campaign has substantially reduced the need to print document, the desire for more knowledge and information continues to drive print demand. The impact is not significant enough as the overall market is strong.

SME CHANNELS 27 JUNE 2017

FEATURE

PARTNERS CAN HELP IN

A FIGHT TO COUNTER

COUNTERFEITERS Counterfeiting is nothing less than theft of intellectual property and if unchecked allows the counterfeiter to be unjustly getting profits from the efforts of someone else. The problem of counterfeit has been plaguing the market for quite some time now. Counterfeit products are also extremely omnipresent in the market.

BY SATINDER KAUR skaur@smechannels.com

T

he issue of counterfieting is not specific to IT industry; it is far bigger in the FMCG or any other category.

Yes, counterfeit definitely is a serious challenge which is impacting the customer. They are the ones who suffer the most because of the ignorance. They are being lured by the counterfeit vendors with cheap price tags on products. We put a lot of effort in terms of investments into research & development in building the products. Counterfeiters take the easy route and tarnish the image of genuine brands & products something which is definitely illegal and government should take necessary actions.

Counterfeit cartridges is not just an Original Equipment Manufacturers (OEMs) issue but impacts governments, resellers and customers.

The OEMs lose profit, revenue and brand loyalty.

Governments get impacted due to lost taxes and resellers are on the receiving end as they have to compete with these illegal products available on lower prices. But most of all, counterfeit products impact the end-consumer as he is deprived to experience the original products and services

28 SME CHANNELS JUNE 2017

from the company. Purchasers who think they are cutting cost with counterfeit items are instead jeopardizing the safety of their equipment and the quality of printed materials. Fake cartridges and counterfeit materials can unknowingly lead to damaged equipment, low quality output and higher printing costs. In addition, counterfeit supplies that damage equipment can invalidate equipment warranties and can be hazardous as well since it may not follow well-defined standards and will not have clear environmental disposal system.

Fight with Counterfeiting Admittedly, fighting counterfeiters is no easy task.

If you do nothing about the problem, the stolen and counterfeit goods will flood the market and cost our customers, both time and money.

To know if someone is selling counterfeit Xerox supplies, customers can look for these signs: l It’s Cheap. Prices on counterfeit products are significantly cheaper than Xerox’s. l Poor Quality. Counterfeit cartridges often produce poor print quality or they don’t yield as many prints as expected.

l Odd Packaging. Packaging with unusual colors or designs; a different language on the boxes; inserts such as instructions, return labels, or end caps are missing or incorrect.

Epson has initiated a lot of efforts to combat the menace of counterfeiting and safeguard the intellectual property rights, especially from the headquarters. They have a team set up in India to look into counterfeits. They have conducted over 22 raids in FY16 and a sizeable amount of stakes were seized. It falls under the mandate of Epson head quarter as this is related to intellectual property rights. Among the seized items were not only the bottles or packages but also the tools that are used for manufacturing the counterfeit inks.

The role that Epson play in India is primarily to educate the customers. Samba Moorthy, Director – Sales & Marketing, Epson India excerpts, “We take the ownership to see that customers are fairly informed about the products. We have been doing a lot of initiatives to educate the customers to understand and identify the genuine products. We also discourage our channel partners to stay away from getting into short cuts and trying to sell such

FEATURE

BALAJI RAJAGOPALAN, EXECUTIVE DIRECTOR- TECHNOLOGY, CHANNELS & INTERNATIONAL DISTRIBUTOR OPERATIONS, XEROX INDIA

“XEROX’S STRONG ANTICOUNTERFEITING PROGRAMS ARE DESIGNED TO NOT ONLY PROTECT INVESTMENTS IN INNOVATION FOR QUALITY, BUT TO PROTECT CUSTOMERS.” fake or counterfeit bottles because even they can get allured by the option of cheaper inks. We also educate our customers through our service centres on how to identify genuine ink bottles and where to buy them. We are doing these activities to help our customers buy genuine products and get the best quality and reliability claimed by the product.”

Another type of counterfeiting is Identity card counterfeiting, it gives an opportunity to hackers and identity thieves to breach facilities, networks and access sensitive data. HID FARGO Holographic Over laminate gives an ID card a high level of protection by adding Visual Security Elements (VSEs) that are extremely difficult to forge, yet easy to authenticate. By adding one of these visual security elements such as micro, nano or hidden text and 2D/3D background images, it would immediately increase the protection against ID card counterfeiting and tempering.

Sharing his views regarding real victim of counterfeit cartridges, WeiJin Lee, Regional Director, Secure Issuance, APAC HID Global opines, “No one would be the winner in this situation. For card printers, it uses ribbons. Counterfeit ribbons

SAMBA MOORTHY, DIRECTOR – SALES & MARKETING, EPSON INDIA

“WE DISCOURAGE OUR CHANNEL PARTNERS TO STAY AWAY FROM GETTING INTO SHORT CUTS AND TRYING TO SELL SUCH FAKE OR COUNTERFEIT BOTTLES BECAUSE EVEN THEY CAN GET ALLURED BY OPTION OF CHEAPER INKS.”

could bring low performance of the identity – low image quality, endurable, etc., which in the end, adding potential risk and cost to the customers.”

It is absolutely true that the materials needed to do the most sophisticated counterfeits are not as widely and openly available as the market will eventually require. However, a wide range of thermoplastics, advanced polymers, and other materials are very easily available, which can indirectly assist counterfeiters. And it’s a given that, as the printers become more sophisticated, and the consumers become more demanding, that list will only grow over time.

tive Director- Technology, Channels & International Distributor Operations, Xerox India, “Xerox’s strong anti-counterfeiting programs are designed to not only protect Xerox’s investments in innovation and reputation for quality, but more important, to protect Xerox customers.” Sharing his views, V Balakrishnan,EGM,Konica Minolta Business Solutions India Pvt.Ltd opines, “It has been proved that use of counterfeit consumables by customers has resulted only on increased downtime and loss of productivity.”

Dangers Associated with Counterfeit Print Cartridges

The biggest challenge in the fight against counterfeiting is the lack of consumer awareness and reporting of the same to the OEM for taking necessary actions. Additionally, most consumers overlook all the advantages and go for a cheaper product. However, what they fail to realize is that buying a counterfeit product over an original one costs them more than what they have saved over a period of time. Partners must be aware of both counterfeits and their consequences. The illegality

Xerox Corporation invests millions of dollars in research and expertise to produce top-quality toner cartridges and other supplies that help its customers make great documents. So when counterfeiters attempt to manufacture supplies for Xerox printers and sell them as bona fide Xerox products, it definitely hurts our brand image and customers’ goodwill. According to Balaji Rajagopalan, Execu-

Partner’s role in fight against Counterfeiting

SME CHANNELS 29 JUNE 2017

FEATURE

WEIJIN LEE, REGIONAL DIRECTOR, SECURE ISSUANCE, APAC HID GLOBAL

“IT HAS BEEN PROVED THAT USE OF COUNTERFEIT CONSUMABLES BY CUSTOMERS HAS RESULTED ONLY ON INCREASED DOWNTIME AND LOSS OF PRODUCTIVITY.”

At the end…

Unless and until the regulatory laws become stringent it is going to be a huge challenge to combat counterfeit as it is not pertaining to just one industry. Counterfeit misleads the customer and concerns the brand intellectual property rights.

This can help in terms of promoting healthy environment or a healthy marketplace.

The best any brand can do is that is should ensure that the benefits outweigh the problems, and in that regard, printing industry is also following the trajectory of previous innovations.

1110

“IF AN ID CARD IS EASY TO ALTER OR COUNTERFEIT, IT GIVES AN OPPORTUNITY TO HACKERS AND IDENTITY THIEVES TO BREACH FACILITIES, NETWORKS AND ACCESS SENSITIVE DATA.”

V BALAKRISHNAN,EGM,KONICA MINOLTA BUSINESS SOLUTIONS INDIA PVT.LTD

and lack of functionality of counterfeit products will certainly damage their customers’ printers, and can cause costly contamination and damage to vital printer components. Partners can be part of the first line of defence against counterfeiting by only sourcing products from authorised distributors and by avoiding heavily discounted products as well as deals that sound too good to be true. They should alert the OEM and the company the supplies were purchased from if they come across a counterfeit situation. Epson encourage and educate its partners from time to time to ensure fair practices and keep the customers informed. Wherever it is necessary, it engages in fair dialogues with partners to help them stay away from unethical practices.

(Up to 1.92 GHz, x5-Z8350)

Touch Screen

Battery Backup

Laptop

Stand

For Sales & Support: 040 4816 1111 1. The base frequency is 1.44 GHz and burst frequency is upto 1.92 GHz. Intel, Intel Atom, the Intel logo and the Intel Inside logo are trademarks of Intel Corporation in the U.S. and/or other countries. Windows is a registered trademark of Microsoft Corporation in the United States and other countries.

30 SME CHANNELS JUNE 2017

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Tablet

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PARTNER CORNER

M. GOMATHINATHAN, DIRECTOR, G.J. MARKETING COMPANY, CHENNAI

COMPLETE ASSISTANCE TO PARTNERS IS MATRIX’S SUCCESS MANTRA Telecom market in India has been witnessing a considerable growth.

The transition to digital economy has made VOIP the choice in the telecom market in lieu of Analog communication. In future, IP based communication will be the monopoly for any type of communication, be it video, data or voice.

Brief us about your company?

We, the G.J. Marketing Company, made a humble start in the communication arena in the year 1995. As a startup company, we initially dealt with Tata push button telephones. As per the growing demand in the communication field, our marketing expertise expanded in dealing with L&T EPABX for smaller range and Tata EPABX for higher range. We are proud to declare that we were the first to promote Matrix EPABX in the southern zone in the year 1996. Presently, our product range includes biometric equipments, CCTV cameras, projectors, etc. We also offer board room and video conferencing solutions.

What is your turnover and growth percentage?

We have been maintaining a consistent growth percentage. We keep adding our client base from private to government clients and this shift has boosted our turnover percentage from 20 lakhs to 1 crore per annum.

What kind of telecom solutions you have?

Customer satisfaction and offering cost-effective solutions are our success mantras. By making use of just a router, we help our clients enjoy the benefits of effective video, voice and data communication. We cater to the needs of Work from Home concept and have solutions for communication access from anywhere around the globe.

How do you find Matrix products in terms of its advantages vis-àvis other brands?

Matrix is a brand that stands for ‘SUBSTANCE’ in terms of technology, depth, genuineness and going beyond the mere outer façade and offering more values in all areas. This is what differentiates Matrix from its competitors. It strives to offer MORE in everything it does – technology, applications, functions, features, performance, flexibility, reliability and support. Matrix positioning is based on offering more of these true, inherent values, which customers expect from infrastructure solutions.

Matrix is a reliable brand for after-sales support, technical expertise and professionalism. Meeting the International standard is the sole goal towards which Matrix has been consistently striving to achieve. Matrix has already achieved the protocol that is equivalent to Q.SIG. This has made Matrix compete with communication giants like CISCO. What the company needs to do to improve the market share From my perspective, I would suggest Matrix to conduct frequent road shows. As of now, this has been restricted to dealers. If the option is opened to MNCs, Corporate and Banking Sectors, the exposure and growth percentage would shoot the market share to a considerable extent.

As a partner what kind of products you want to add this year?

“MATRIX PARTNERS ARE SURE TO ENJOY THE BENEFITS OF PRICE SUPPORT, AFTERSALES SUPPORT AND TECHNICAL SUPPORT.” Being a privileged Matrix partner, we intend to move from dealing analog products to IP based Biometric and PABX products.

What is your strength in terms of market reach?

Our strength lies in timely service and after-sales support. This has helped us earn a good name among our clients who refer us to their customers for offering reliable telecom solutions. We have a strong market base in the Government and Banking Sectors.

As a partner, how are you gearing up with the latest market trends? What kind of excitement do you see among your customers?

Fear for security has increased the demand for surveillance products. Hence, we are planning to make a move towards the Security sector as well.

From our experience, we could find interlinking of branches through VOIP has instilled greater excitement among our customers.

SME CHANNELS 31 JUNE 2017

SECURITY STORY

RAMSOMWARE

WANNACRY

HOW, WHAT AND WHY?

With over 300,000 computers in 150 countries already infected and the numbers continuing to grow, WannaCry is turning out to be the biggest attack of its kind.

Microsoft has released patch for its complete portfolio of operating systems but the threat is here to stay!

BY CHITRESH SEHGAL csehgal@accentinfomedia.com

T

he menace of cybersecurity reached new levels when a new ransomware attack, unprecedented in magnitude, plagued computers across the world. The quickly spreading global virus, WannaCry was launched on Friday 12th May 2017. Being addressed by different names such as WannaCrypt WanaCrypt0r 2.0, Wanna Decryptor across the internet, the ransomware spread across servers and organizations in no time, becoming a nuisance in as many as 70 countries over the weekend.

Although there has been wide-spread knowledge of the attack over the last two days, the ransomware is still active and has been spreading rapidly. Specific to Windows PCs, it has been encrypting information in affected PCs and asking a sum of 300 USD in Bit coins as ransom for the release of the information. Ram Punamaraju, CEO & CoFounder, Yitsol said, “The ransomware threat is a challenging one for the networks across the globe, spread through emails, the human element responsible for its spread is equally responsible for the threat to grow.”

Microsoft has released patch for its complete portfolio of operating systems but with the enormity of the widespread window PC networks and the fact that most of them aren’t prompt in installing updates and patches, the ransomware has continued with its attacks across the globe.

How it started and who is behind it?

In quite recent news, a league of black-hat hackers known as Shadow brokers broke into the servers of the National Security Agency, United States’ apex cybersecurity body. They leaked the US Spy agency’s hacking tools and vulnerabilities on public domain. Like previous ransomware attacks, WannaCry spreads by phishing emails but also uses the EternalBlue exploit and DoublePulsar backdoor developed by the U.S. National Security Agency (NSA) to spread through a network which has not installed recent security updates to directly infect any exposed systems. According to John Miller, Sophos Threat Researcher, “Despite encouraging reports of waning threat activity, WannaCry continues to pose significant risks.”

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“THE CREATORS OF WANNACRY HAVE INTEGRATED THIS CRITICAL EXPLOIT INTO ITS WORM MODULE (INITIAL DROPPER), THUS TAKING ADVANTAGE OF THE VULNERABLE INSTANCE OF SMB PROTOCOL TO PROPAGATE.” SUNIL GUPTA, PRESIDENT AND COO, PALADION NETWORKS

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RAMSOMWARE

“ENTERPRISES CONSTANTLY STRUGGLE TO STAY ON TOP OF REGULAR PATCHING CYCLES AS THIS CAN IMPACT DAY-TO-DAY OPERATIONS IN SOME CASES.” KARTIK SHAHANI, INTEGRATED SECURITY LEADER, IBM ISA

SECURITY STORY

“KERALA AND ANDHRA PRADESH HAVE BEEN AFFECTED PARTLY. WE ARE KEEPING A CLOSE EYE ON THE SITUATION AND STRENGTHENING OUR CYBER SYSTEM.”

“INDIA IS GETTING HIT HARD BY SUCH ATTACKS AS INDIA HAS A LARGE NUMBER OF WINDOWS USERS WHO DO NOT HAVE PROPER SECURITY PATCHES.”

RAVI SHANKAR PRASAD, IT MINISTER, GOVT. OF INDIA

SANJAY KATKAR, MD & CTO, QUICK HEAL TECHNOLOGIES

if critical patches were applied in time throughout companies across all industries. Enterprises constantly struggle to stay on top of regular patching

cycles as this can impact day-to-day operations in some cases. Companies will need to have an incident response plan in place to quickly recover and

What is the impact?

WannaCry has infected more than 300,000 computers in over 150 countries already. The software is capable of demanding ransom payments in the crypto currency Bitcoin in 28 languages which answers its viability as a global attack. Top security agencies like Europol have described it as ‘unprecedented in scale’. In its initial stages, the virus affected Telefónica and several other large companies in Spain, as well as parts of Britain’s National Health Service (NHS), FedEx, Deutsche Bahn, and LATAM Airlines. Around the same time, similar targets in at least 99 countries were also reported to have been compromised.

Specific only to Windows PCs, WannaCry appears to travel across corporate networks, spreading quickly through file-sharing systems.

Kartik Shahani, Integrated Security Leader, IBM ISA said, “The incident could have been avoided

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SECURITY STORY

RAMSOMWARE

“IT IS IMPERATIVE THAT BUSINESSES EVERYWHERE UPDATE OPERATING SYSTEMS, THEIR SECURITY SOFTWARE AND EDUCATE THEIR USERS AGAINST PHISHING ATTACKS. THIS IS A BEST PRACTICE TO REDUCE THE RISK FROM ANY ATTACK.” SUNIL SHARMA, VICE PRESIDENT – SALES AT SOPHOS, INDIA & SAARC

also ensure that employees, suppliers and others who work with them receive regular security training.” Sunil Gupta, COO, Paladion Networks added, “The creators of WannaCry have integrated this critical exploit into its worm module (initial dropper), thus taking advantage of the vulnerable instance of SMB protocol to propagate.”

Although CERT-In has come out saying that it has not received any formal report of cyber attack on India’s vital networks by Wanna Cry, reports are doing rounds that India might be among the worst affected countries from the ransomware attack. There have been unconfirmed reports that the Indian government has shut down some ATMs all over the country as a preventive measure against the cyber attack. According to the reports

“BUSINESSES SHOULD ENSURE A BACKUP IS AVAILABLE THAT IS NOT SHARED ON THE NETWORK AND BLOCK ENCRYPTED PASSWORD PROTECTED ATTACHMENTS FROM EMAIL GATEWAYS.” BHASKAR BHAKTAVATSALU, MANAGING DIRECTOR, INDIA AND SAARC, CHECK POINT SOFTWARE TECHNOLOGIES

Automated Teller Machines (ATMs) are highly vulnerable to such malware attacks, with most of them presently running on old versions of Microsoft’s Windows OS. This makes a software security patch update a necessary exercise for the total of 2.2 lakh ATMs in India, of which many old ones run on Windows XP. Sanjay Katkar, MD & CTO, Quick Heal Technologies said, “Cybercriminals are not discriminating while attacking and spreading malware. India is getting hit hard by such attacks as India has a large number of Windows users who do not have proper security patches applied and rely on inadequate internet security.”

IT minister Ravi Shankar Prasad said, “Kerala and Andhra Pradesh have been affected partly.

We are keeping a close eye on the situation and

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“ORGANIZATIONS ISOLATE INFECTED DEVICES IMMEDIATELY

BY REMOVING THEM FROM THE NETWORK AS SOON AS POSSIBLE TO PREVENT RANSOMWARE FROM SPREADING TO THE NETWORK OR SHARED DRIVES.” RAJESH MAURYA, REGIONAL VICE PRESIDENT, INDIA & SAARC, FORTINET

strengthening our cyber system. In two village panchayats of Kerala, computers were hit with messages demanding USD 300 in virtual currency to unlock the hacked files.” As MHA officials closely monitor the situation, RBI has issued an advisory asking all banks to ‘put in place a software update at ATMs to prevent their systems from a malware that has attacked payment systems across the world.’

The top five states with maximum detections are West Bengal, Maharashtra, Gujarat, NCR (Delhi), and Odisha.

For the Channel Partners Channels should gear up to protect customers from the rising ransomware attacks. WannaCry is

sophos.com/interceptx

RAMSOMWARE

“AN ADAPTIVE TRUST APPROACH ALLOWS IT TO DEFINE MORE PERSONAL POLICIES THAT ARE MAPPED TO INDIVIDUALS OR GROUPS THAT SHARE SIMILAR ROLES AND BUSINESS OBJECTIVES.” SANTANU GHOSE, DIRECTOR NETWORKING, ARUBA A HP ENTERPRISE COMPANY

arguably the largest ransomware attack in history.

As global businesses, governments and organizations have understood the need to deal with such grievous ransomware attacks, it has left the channel partner community is a confused state. The big question for them is: ‘What is the impact of this cyber-attack among Indian businesses and what can partners do to help their customers fight such attacks in future?

A lot of organizations do not have the internal expertise to manage security, owing to the cyber security skills-gap. Security solution providers should hence smarten up their resources to help their customers in dealing with changing threat landscape. Channels should also keep in mind the fact that some of their customers may not have an effective end-point management strategy. Part-

“IF AN ORGANIZATION HAS NOT BACKED UP CRITICAL DATA, WHICH EXCLUSIVELY RESIDES ON THE SYSTEMS AFFECTED BY AN ATTACK, THE COSTS COULD BE CONSIDERABLE.” STEVE MCGREGORY, SENIOR DIRECTOR OF APPLICATION THREAT INTELLIGENCE AT IXIA

ners should refocus on conversations around this and help customers build up an effective strategy against this threat. Backup - especially of the Endpoints has now been recognized as the only sureshot way to countering the ransomware threat - this can be an area where channel can make a difference, considering that many organizations are clueless how to proceed once they are attacked.

With ransomware attacks predicted to rise further in 2017, channel partners must invest on a GTM for next-generation solutions which enable customers to manage their data better and are better equipped to deal with these increasing threats.

Finally, The WannaCry ransomware attack has once again

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“WHEN CYBER ATTACKERS ATTACK A SYSTEM, AND ASK FOR RANSOM, IT IS A VERY DIFFICULT TO TRUST THAT THE FILES WILL GET ENCRYPTED AS THEY ARE NOT A LEGITIMATE ORGANIZATION.” SHARDA TICKOO, TECHNICAL HEAD, TREND MICRO, INDIA

confirmed the balance of power in the cybersecurity domain. It has reiterated the fact that cyber security is neither a one off practice nor is it a guarantee from any and every attack. It is a well known fact that cyber attackers are always one step ahead of the security companies and this is a well established fact. The key to security is a gradual unending process, which is collaboration between the enterprises and security vendors. As Budiman Tsjin, Senior Technical Consultant, Asia, RSA said, “It is important to detect and find out which machines have been infected and how bad is the spread of the infection. If you have not, better start documenting detection controls and response procedures for ransomware. This threat is here to stay and will continue to evolve and impact our lives significantly.”

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SME CONNECT

AHMEDABAD

SCHNEIDER ELECTRIC EMPOWERS SMES WITH KNOWLEDGE TO ADDRESS INFRASTRUCTURE CHALLENGES With the first two chapters of the 5 City Campaign, Schneider Electric brought together SME customers to interpret and deliberate on their technology challenges and how they can mitigate attacks and breaches with a systematic approach to IT Infrastructure Security.

I

t is perhaps common knowledge that SMEs are at a perpetual handicap due to limited set of resources and skill sets. This makes it utmost essential that they inculcate the right architectural strategy and practice to mitigate these challenges. With due focus on spreading knowledge on these SME obstacles, Schneider Electric flagged off a new inter-city knowledge campaign titled ‘5 City SME CONNECT’. The beginning of June saw Schneider Electric travel to Ahmedabad and Mumbai for the Knowledge forums which were attended by over hundred SME Customers, and included addresses and panel discussions on SME challenges around datacenter technologies. The spokespersons included senior management team at Schneider Electric, experienced CIOs from the cities and prominent stakeholders from media and the industry.

In the Indian context, small and medium enterprises play a major role in the growth and devel-

36 SME CHANNELS JUNE 2017

opment of the country. As per the government report, India has approximately 40 million of SMEs out of which 200,000 are mid-market customers. The World Bank observed that 600 million jobs will be created by the SMEs in the next 12 years. The Modi Govt.’s flagship ‘Make in India’ initiative also has a heavy reliability on the smooth operations and growth of the SMEs. The government has already passed favorable laws such as, all government and PSUs will have 20% of their procurements coming from the SME ecosystem.

The SMBs contribute up to 60% of total employment and up to 40% of national income (GDP) in emerging economies including India.

The highlight of the events was interpretation and deliberation on the SME technology challenges and spreading awareness among customers on how to mitigate such challenges with a systematic and synchronized approach. Infrastructure problems like power, cooling, racking and stack-

ing have historically never been taken seriously in any IT discussions but none the less remain extremely important for SMEs. However, access to right technology is a challenge, especially when there is extreme pressure to perform. SMEs need to be competent with the larger enterprises and in the global market as well. Adopting new technologies including IOT, Analytics, Cloud computing, Social Media Marketing, Mobility, etc. is a must for them.

“The IT Managers and CIOs should create selfbelief within themselves and their team to create any strategy for the organization.” - AmodRanade, General Manager, Data Center Business Development, IT Division - Schneider Electric.

There are a number of approaches globally wherein SMEs can get the best out of their IT. The most feasible approach is to keep the investment intact and bring in the right practices to make decision making simple. This is where compo-

MUMBAI

nents like power; cooling, racking, stacking and overall designing has a major role to play. The twin eventshelped SMEs with the information and knowhow to interpret the technology challenges and mitigate those challenges with a systematic approach.

AmodRanade who is the General Manager, Data Center Business Development, IT Division for Schneider Electric emphasized on the Microdatacenters. “Edge network is going to stay while the transition happens from the datacentercentric approach to cloud-centric approach. The IT Managers and CIOs should create self-belief within themselves and their team to create any strategy for the organization.”

Reputed CIOs from across industry verticals like BFSI, Manufacturing, and Real Estate were invited to the event to be part of panel discussions and help customers by responding to their queries and questions on enterprise architecture.

Rahil Patel of Kalupur Commercial Co-operative Bank; Paresh Goswami of Chiripal Poly Films; B. Praveen Kumar, Ascendum KPS; ChitranjanKesari of Omkar Realtor & Developers and Aryan Panchal of Pratham Enterprises grace the events

in Ahmedabad and Mumbai. The CIOs enumerated about their own experience in the transformation process and advised the audience to take steps quickly because the time and technology are disruptive. During the panel discussions, the main theme revolved around ‘Optimizing IT Resources to Embrace Future Applications’. The panelists deliberated on the different trends in SME technology acquisition and their mindset when making these acquisitions. The discussions addressed IT infrastructure challenges, technology acquisition and integration; and best practices for SMEs. AmodRanade, continued, “Schneider Electric is once again changing the energy management paradigm with the launch of EcoStruxure architecture. The EcoStruxure architecture leverages IoT and IT to deliver class leading efficiency and performance. Today, access to data is changing everything from business to health, politics, family life, and entertainment. It’s now more important than ever to protect your most valuable asset: information. This is the reason APC by Schneider Electric creates reliable solutions that provide certainty in a connected world.”

SME CONNECT

Amit Dave – Director, Microlink Solution expressed his happiness about the positive attitude of the small and medium organizations. He said, “These organizations have been quite receptive to new ideas. Therefore, they are not small and medium organizations rather ‘smart and motivated enterprises’.”

Sanjay Mohapatra, Editor, SME Channels said that the SMEs are becoming the lifeline for any country and for India, it is no exception. “With ‘Make in India’ and ‘Digital India’ in place, SMEs’ role is becoming very important. Besides, the government has already said that 20% of government and PSU’s procurement would happen from the SME sector. Therefore, it is important for small and mid-size organizations to adopt new technologies so that they can remain as relevant to the market.”

The two events saw an overwhelming footfall of customers from both the cities and surrounding areas of the state. The events were powered by the IT Division of Schneider Electric. The remaining three events will take place in Delhi, Chennai and Bangalore over the next two months.

SME CHANNELS 37 JUNE 2017

SME CHAT

DAISYCHITTILAPILLY, MANAGING DIRECTOR, PARTNER ORGANISATION, CISCO INDIA AND SAARC

CISCO’S DEPENDENCE ON CHANNEL IS GOING UP CONTINUOUSLY A couple of years ago Cisco talked about transition; a transition from a product selling motion to more of a software subscription services selling motion. But there would be no change in the channel led strategy. SME Channels spoke to DaisyChittilapilly, Managing Director, Partner Organisation, Cisco India and SAARC on this. Excerpts

Where do partners stand in Cisco’s current scheme of things?

Cisco is and always was a Channel-led sales motion. In fact, the percentage of our business going through channel has actually gone up over the last couple of years. We used to be about 89% globally because of the channel led business. That currently stands at about 94%. So the dependence of Cisco on channel business is actually going up.

So our new leadership team clarified and confirmed that Cisco is and always was a Channel-led sales motion. In fact, the percentage of our business going through channel has actually gone up over the last couple of years. We used to be about 89% globally because of the channel led business.

That currently stands at about 94%. So the dependence of Cisco on channel business is actually going up continuously.

How do you see the Indian IT Channel business shaping up in 2017?

From the channel stand point, we are seeing a tremendous amount of fragmentation of channel.

The same client is being serviced by very boutique and niche customers. This is primarily going up because of the outcome based conversations that the enterprises are seeking nowadays. Enterprises are willing to take on the multiplicity of partners, provided the outcome that each of these partners are offering are differentiated.

38 SME CHANNELS JUNE 2017

In an enterprise which was primarily serviced 70% by a single partner, we now see a definite shift.

Multiple partner types are getting involved with the same client. We find different consumption models as well. Sometimes its capex, sometimes opex, sometimes it is cloud. So we are witnessing the consumption model shift as well.

Talking about partners to partner collaborations, where does Cisco come in the picture?

It helps if Cisco makes those introductions. We have IT partners, OT partners, startups and ISVs. Usually they have no working arrangements in place but Cisco does. At this point Cisco is better engaged to anchor most of these partner collaborations as compared to the ecosystem. Our channel position is to make these introductions, help interpret the value exchange for both of them and then allow them to construct their own working relationships. We mediate that conversation to a great degree because we can see it clearly. Sometimes we have to tell someone like Rockwell what someone like Wipro or Dimension Data can do.

And if one is a big partner and the other is a small partner, the mediation is even more valuableto the partner. Many of our partners do their largest business with Cisco, and if Cisco guarantees the ecosystem then they are satisfied with it because it is easier for them to sell their solutions through our ecosystem.

“WE WILL CONTINUE TO INVEST IN ENABLING OUR ECOSYSTEM, ESPECIALLY BECAUSE WE KNOW THAT TRANSITION IS SOMETHING THAT CONCERNS OUR PARTNERS AS WELL.”

What is your stand on the Onpremise versus Cloud debate?

Unfortunately, this train has already left the station. The workloads will go to wherever it’s the best home for them. If it is an on-prem workload, even if it is expensive or cheap, it will reside onprem. If it’s a cloud workload, it will be a cloud workload. From a Cisco PoV, we are not pushing one versus the other, and we tell our partners also not to do it. We as a company do not push our customers to one or the other modes of consumption, and our guidance to our channel is also not to do it. Because Cisco’s strength is we are not a public cloud provider that needs to push everybody towards the public cloud.

GUEST TALK

INFLUENTIAL SPREAD OF DATA As organizations continue on the journey to understand Data explosion, they are still figuring out invest in Management and Analytics.

RAHUL GOSWAMI Author, Poet and Storyteller Global Solution Center, DXC Technology BRIEF PROFILE With significant years in IT industry, Rahul Goswami is an Indian Author & Poet and works in the areas of Global Sales and Solution Support, based out of Bangalore (India).

A Certified Consultant in Sales & Marketing Advisory services, Rahul is also a member of “Academy of American Poets”, and loves to explore his poetic writings to drive creative transformations in his works.

With his viewpoints covered in Indian and International media publications, Rahul likes to write in the areas of Sales Effectiveness, Technology & Business Marketing.

In today’s complex business environment, organizations are generating more and more data and are increasingly concerned with using that information to make better decisions. Big Data is becoming one of the most important drivers of a company’s success.

Some industries are experiencing great evolutions stemming from data and analytics, such as healthcare, retail, and financial services. Data fuels the New Style of Business, driving the Idea Economy. The ability to harness value from all the data that matters at the speed of business distinguishes disruptors from the disrupted. Big Data and advances in analytics promise new customers, better experiences, and new revenue streams. But all opportunities come with challenges. The recipe for success to go from problem to outcome is continuously iterating on analytic enabling technologies, knowing what questions to ask, which data to analyze, and how to use the insights at all levels of your organization.

Healthcare Healthcare is experiencing a huge evolution, despite being known as a sector that typically adopts technologies more slowly. The detail and volume of patient information is growing faster, and digital patient-generated health data (PGHD) is being created through more sensors and Internet of Things technologies. PGHD is health-related data created, recorded, or gathered by or from patients (or family members or other caregivers) to help address health concerns. It includes health history, treatment history, biometric data, symptoms, and lifestyle choices, among other information.

Big Data offers healthcare providers the opportunity to collect enough data to make an accurate and comprehensive diagnosis of the patient’s condition.

Healthcare facilities are also providing more proactive care through real-time monitoring of patient symptoms. Patient data can be collected and analyzed in real time, allowing facilities to send alerts if something unusual or important is discovered.

The field of genomic research is seeing major developments due to Big Data/data analytics, which is generating large amounts of information to transform patient care to be personalized for the individual and aiding in the prevention of new diseases.

Retail

The retail industry is using Big Data analytics to form a strategic vision that maximizes competitive advantage, with a comprehensive understanding of customers, products, distribution locations, markets, and more. There are several use cases retailers are leveraging to develop new kinds of shopping experiences: 360-degree views of the customer, dynamic pricing across multiple channels, improved store layouts, social media analysis, brand sentiment measurement, product pipeline tracking (inventory management), and clickstream analysis to optimize e-commerce.

The Big Data era has only just emerged, and the value of these analytics can be applied to any aspect of business. Data is now everywhere in our world and is increasingly important to the success of companies in all industries.

Financial Services Banks and the financial services industry are early adopters of technology compared with other sectors, and they’re using Big Data to provide insights into their customers’ behavior and operations.

Big Data can process massive amounts of unstructured and structured data from many sources, allowing companies to collect and analyze customer data.

The financial industry relies on it for many purposes, including fraud detection, credit risk assessment, customer segmentation analysis, customer service improvement, and the development of new products and services for credit card holders, among others.

For example, fraud is one of the financial industry’s biggest challenges. Using Big Data analytics, financial institutions can recognize patterns and find anomalous activities in real time. Banks are also using data to define and create a more effective environment for marketing to customers, generating better customer segmentation analysis.

These transformed organizations can then accelerate time to value by generating predictive customer patterns, for example. These patterns enable the enterprise to predict a customer need before the consumer is even aware of it. “Predictive customer patterns accelerate the time to decision”. If you can anticipate something the customer wants and present it in a way that eases an immediate decision, you will see value much faster. If you can predict, you will trigger.

SME CHANNELS 39 JUNE 2017

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DIGISOL Systems’ 1.3MP Metal Dome PoE IP Camera with Night Vision. The DG-SC6202 offers the latest compression technology H.264 and a real-time image processing

BY MANAS RANJAN info@smechannels.com

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NETGEARIS ADDRESSING THE SECURITY NEEDS OF SMALL BUSINESSES with the launch of its Arlo Q Plus – 1080p HD Security Camera with PoE (VMC3040S). Arlo Q Plus has in-demand features such as: brilliantly detailed 1080p high-definition video, two-way audio, rolling seven days of free cloud storage for video recordings — and now also offers wired Ethernet connectivity that supports Power over Ethernet (PoE). In addition, Arlo Q Plus has a Micro Secure Digital (Micro SD) memory card slot for easy local recording backup to continue recording in the event of a network interruption.

Arlo Q Plus brings the simplicity of a DIY smart home product to small and medium business owners, providing an ideal solution for tracking around-the-clock activity within shops and offices, at building entrances, in storage rooms, on loading docks, and by cash registers. Without the need for hard-to-install and expensive hardware, the Arlo Q Plus camera not only easily connects to any existing network via WiFi or Ethernet, but also supports PoE for reliable network connectivity and power through a single Ethernet cable.

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SME CHANNELS 41 JUNE 2017

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StorNext 6 addresses the needs of enterprises grappling with using their existing NAS solutions to store large, rapidly growing data sets and drive business value from that data. These enterprises are quickly realizing that traditional NAS is too difficult to upgrade, cannot deliver sufficient performance and is unable to handle parallel workloads. StorNext 6 not only overcomes these limitations but also provides more efficient and cost-effective ways to share and access files across geographically distributed teams, to manage and protect archived data, and to audit changes to data throughout its lifecycle. Quantum delivers all these benefits in an integrated, multi-tier storage solution that maintains optimized performance levels, visibility and access at every tier.

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ZYXEL WRE6505 V2 AC750 RANGE EXTENDER THE ZYXEL WRE6505 V2 WIRELESS AC750 Range Extender blends into your home environment easily. With dimensions smaller than a teacup, you can plug the device anywhere that fits. Are its lights distracting? Not a problem, Zyxel’s WRE6505 v2 gives you that option by simply pressing the WPS button three times!

Eliminate spots with poor wireless signals in those rooms with the Zyxel WRE6505 v2. Just plug the extender into a wall outlet, press the WPS button on the extender once, and then press the WPS button on your wireless router or gateway, the Zyxel WRE6505 v2 extender will copy your existing Wi-Fi network and extend those wireless signals to those dead spots for all your wireless mobile devices to connect to.

Extend your Wi-Fi networks with Zyxel’s WRE6505 v2 the way you like. You can choose the Normal Mode to extend on both 2.4 GHz and 5 GHz bands, Range Mode that extends only the 2.4 GHz band for better wireless coverage, or Speed Mode to extend only the 5 GHz band for better wireless performance.

Zyxel WRE6505 v2’s signal strength lights ensure you to get the best wireless coverage throughout your home.

Get information on whether you’ve plugged the extender on the optimal spot to pinpoint the best signal strength on both bands. n Price: Rs.9600, Warranty: On Request, Contact: Pankaj Singh, Zyxel Technology, India Pvt. Ltd., +91-11-47608800 ext. 847,pankaj.singh@Zyxel.in

LENOVO

LENOVO THINKPAD X1 CARBON WITH 15 HOURS OF BATTERY LIFE FOR EXTENDED TIME AWAY, LenovoThinkPad X1 Carbon product is powered by 7th Generation Intel Core i7 Processors. This latest 2017 range reinforces the company’s endeavor to consistently innovate and address dynamic requirements of customers. Some of the key technology innovations include: Lenovo Smartbeep Technology for troubleshooting identification; new antenna design with engineered Wi-Fi and WWAN; infrared camera for facial recognition with Windows Hello for secure log-in; Fingerprint reader with Dedicated Chip; Low Temperature Solder (LTS) manufacturing process for improved system reliability and a lower emission footprint; low blue Light technology to prevent eye fatigue; a new wave keyboard for the best Tablet mode experience and protection from smudges; Windows Signature Image for assured speed and performance among others.

Weighs just 1.1kg with a14inch IPS display, this system is a sleek 33cms form factor with four layers of carbon-fiber reinforced chassis and a magnesium alloy roll-cage for added strength. This has thunderbolt 3 ports, super-fast LTE-A , Wireless WAN and WIFI certified WiGig.

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Good thing is the notebook comes with a fingerprint sensor with a dedicated chip for biometric processing and new face recognition Infrared camera. Along with this, the system offers a rapid charging feature that provides 80% capacity in just an hour. n Price: INR. 1, 23,000, Warranty: On request, Contact: 1-800-3000-9991

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