PLUS
WD Buys Hitachi GST at $4.3 Billion /10 www.smechannels.com
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MARCH 2011
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Dell: Helping Entrepreneurs Take Their Own path
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TREND SETTER
/28
IBM: “POWER7 delivers a huge leap in capacity and efficiency”
/30
Canon: The road to become us$1 Billion Company by 2015
Anniversa ry
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ENTERPRENEURS OF THE IT INDUSTRY /62
india’s first IT magazine for sme business
ACHIEVERS’
PRODUCTS /94 SOLUTION VENDORS /81 SOLUTION PROVIDERS /88
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COVER STORY /40 SMALL IS BIG IN INDIA
AWARDS GOLDEN SALUTE TO THE PERFORMERS OF INDIAN IT INDUSTRY
B E S T
SME IT ENTREPRENEURES SOLUTION VENDORS PRODUCT AWARDS SOLUTION PROVIDERS
DETAILS ON PAGE /93
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2011 2010 2009 2008 1999 1998 1995 1994 1986
Integrating compute, high-speed networking, storage access and virtualization in one system Introduced 1st and best value, large memory footprint server Launched Unified Computing servers First to innovate and introduce Unified Fabric Switches Developed Multi-layer modular Switch with routing & virtual LAN Leader in Gigabit Ethernet and layer 3 routing in Switches Introduced innovative Cisco VoIP technology Introduced Intelligent Switches Innovator in Multi-protocol Routing
Introducing the Cisco UCS C-Series Rack-Mount Servers powered by intelligent Intel® Xeon® processors. essors. History made by Cisco. Servers made to unify your business business.
Find out more. Visit http://www.cisco.com/go/in/ucs Email: cseries-india@cisco.com Phone: Mumbai-022 66765551, Delhi-011 41750158, Bangalore-080 41265177
© 2011 Cisco Systems, Inc. All rights reserved. Intel, Intel logo and Intel Xeon are trademarks of Intel Corporation in U.S. and other countries.
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PLUS
SMBs in India Don’t Act until It’s Too Late /20 www.smechannels.com
india’s first IT magazine for sme business VOLUME 02
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ISSUE 01
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MARCH 2011
CASE STUDY
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Tally: The purchase entries have made him love Tally.ERP 9
SME CHAT
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Check Point“To Sustain a Growth of 50%-YoY, we Need More Loyal Feet on ground”
TREND SETTER
/32
Avaya: Avaya To Tap SME Market Aggressively
MY EXPERIENCE EDITORIAL
THANK YOU VERY MUCH SANJAY MOHAPATRA editor@smechannels.com
Hello Friends… You said us that SME is a big market in India that one should highlight – in fact, there should be a dedicated publication which should talk about the SME solutions. We found it is not the solution only but the mindset to be changed to address the market and we went on hammering the pain points of the SMEs from solutions perspective and mindset perspective as well. The manner you have support us in our efforts to bring out the importance of the segment is really great. Today, we are celebrating our Anniversary. The milestone, we have achieved, would never have been possible without your blessings. Today, all the vendors have come to know that SME is a force in India to reckon with. They changed their mindset and perception of the market as they used to. A big example is UC and CC space, which was traditionally a domain of large enterprises. Vendors were scared of investing in the SME solutions and market development. Today, not only one vendor but all the vendors have identified that the market has moved to smaller towns and SME organizations are yielding good revenue for them. I remember the senior global leadership of Avaya was denying their foray into the SME space but today, they have a very aggressive marketing plan. IT vendors with traditional products line of PC, servers and storage, were never thinking that they will approach SMEs differently but today, they have dedicated divisions to address the SME needs. You name any brand – be it HP, Lenovo, Dell, LG, EMC, Canon, etc. every company has a plan for the SMEs. Earlier, channel partners used to be looked at as any partners in the business but today, there are special SME partner programmes under which they have to be registered so that they can develop competency. Vendors have understood that there is a need of developing competency because the way technology was used or implemented earlier, is changed now. Your phones are complete communication systems. At home you have complete networking. So, the preference and need of the people have changed therefore, time has come that we should change. Before I close this issue, I would like to thank all the well-wishers and industry friends. You have been true driving force in making SME Channels a success. Keep encouraging and keep writing to us. Remember we will Felicitate the top Performers of the Industry during our Award Ceremony soon.
Zyxel NSA320 2-Bay Power Media Server IDEAL FOR HOME, Soho, SMEs, Zyxel NSA320 is a 2-Bay Power Media Server. With a powerful CPU and sufficient memory, the ZyXEL NSA320 can quickly transfer, backup and stream large multimedia files at the same time. Its superior data read/write rate is up to four times faster than most generic network storage appliances. The NSA320 also handles multiple simultaneous 1080p high-definition streams to different UPnP and DLNA-certified devices such as Microsoft XBOX360, Sony PS3 and DLNA TV in every room at home. The NSA320 features rich server technologies for multimedia sharing and creating music playlist.
SPECIFICATIONS NSA320 also handles multiple simultaneous 1080p high-definition streams to different UPnP and DLNA-certified devices such as Microsoft XBOX360, Sony PS3 and DLNA TV in every room at home. FINAL WORDING With the user-friendly installation wizard, it’s easy to manage and backup media files. OVERALL RATING
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contents
MAR 2011
VOLUME 02 ISSUE 01
Anniversary
sue Is
Sp e ci a l
india’s first IT magazine for sme business
Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Design and Development: Ravi Kumar Visualizer: Manas Ranjan Lead Visualizer: DPR Choudhary MARKETING Senior Manager: M Raj Executive- Marketing: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/101, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-46151993 / 9313891660 E-mail: raj@smechannels.com Bangalore Subrat S NO.661, 10th Main, 5th cross, 4th Block, Koramangala, Behind Old Maharaja,
TOP
Bangalore-560034 Phone: 9886107294
ENTERPRENEURS OF THE IT INDUSTRY
Mumbai Hemal Shah B/14, Neel Ashish 92, J.P.road, Andheri (West) Mumbai - 400058 info@smechannels.com
/62
Kolkata S Subhendu BC-286, Laxmi Apartment, Kestopur
PRODUCTS /94 SOLUTION VENDORS /81 SOLUTION PROVIDERS /88
Kolkata-700101 Phone: 9674804389 EDITORIAL OFFICE Delhi: 6/102, Kaushalya Park, New Delhi110016, Phone: 91-11-41055458 info@smechannels.com
COVER STORY
Small is big in india /40
2010 saw continued expansion of IT markets in secondary towns and cities. SMB was a focus area among most vendors. Partner strategies of HP and Microsoft majorly influenced trends in the channel market.
more inside Editorial~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 06
TREND SETTER Canon /30
The road to become us$1 Billion Company by 2015
Guest Talk: Dell~~~~~~~~~~~~~~~~~~~~~~~ 86
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Apartment, Grape Garden, Ejipura Vivek Nagar PS Bengalore-560047 news@smechannels.com
Avaya /32
Avaya To Tap SME Market Aggressively
Printed, Published and Owned by Sanjib Mohapatra
SME CHAT IBM /28
Place of Publication: 6/101-102, Kaushalya Park, Hauz Khas
“POWER7 delivers a huge leap in capacity and efficiency”
New Delhi-110016
WD /34
Okhla Industrial Area, Phase-2, New Delhi
“Giving the Competition a Run for their Money”
Phone: 91-11-46151993 / 41055458 Printed at Karan Printers, F-29/2, 1st floor, 110020, India. All rights reserved. No part of this publication can be reproduced without the prior
Snippets~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~~10 Case Study: Tally~~~~~~~~~~~~~~~~~~~~~~ 26
Bangalore 136/ 9, Ground Floor, Eden Crest
Check Point /36
To Sustain a Growth of 50%YoY, we Need More Loyal Feet on ground”
written permission from the publisher. Subscription: Rs.200 (12 issues) All payments favouring: Accent Info Media Pvt. Ltd.
SME CHANNELS MARCH 2011
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Please contact piyush_pushkal@dell.com for further details
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SNIPPETS PRODUCT | CHANNEL | PC & LAPTOP | DATA COM
for more log on to smechannels.com
WD Buys Hitachi GST at $4.3 Billion One of the biggest deals on the onset of 2011, Western Digital acquires Hitachi Global Storage Technologies in a cash and stock
transaction valued at approximately $4.3 billion. The proposed combination will result in a customerfocused storage company, with
significant operating scale, strong global talent and the industry’s broadest product lineup backed by a rich technology portfolio.
Under the terms of the agreement, WD will acquire Hitachi GST for $3.5 billion in cash and 25 million WD common shares valued at $750 million, based on a WD closing stock price of $30.01 as of March 4, 2011. Hitachi, Ltd. will own approximately ten percent of Western Digital shares outstanding after issuance of the shares and two representatives of Hitachi will be added to the WD board of directors at closing. The transaction has been approved by the board of directors of each company and is expected to close during the third calendar quarter of 2011, subject to customary closing conditions, including regulatory approvals. WD plans to fund the transaction with a combination of existing cash and total debt of approximately $2.5 billion. The resulting company will retain the Western Digital name and remain headquartered in Irvine, California. John Coyne will remain chief executive officer of WD, Tim Leyden chief operating officer and Wolfgang Nickl chief financial officer. Steve Milligan, president and chief executive officer of Hitachi GST, will join WD at closing as president, reporting to John Coyne.
NetApp to Acquire Engenio External Storage Business at $480 Mln NetApp is all set to purchase the Engenio external storage systems business of LSI Corporation, a publicly held company headquartered in Milpitas, California, in an all-cash transaction for $480 million. The close is anticipated to occur in approximately 60 days subject to customary closing conditions. The transaction is expected to be accretive to NetApp’s GAAP and non-GAAP earnings per share by the end of the second quarter of its 2012 fiscal year. Engenio will enable NetApp to address emerging and fast-growing market segments such as video, including full-motion video capture and digital video surveillance, as well as high performance computing applications, such as genomics sequencing and scientific research. NetApp has the channel reach and customer relationships today that require high performance and big bandwidth capabilities that will be well served by Engenio’s storage platform. These segments are expected to collectively represent a $5 billion incremental market opportunity by 2014.
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Transcend Launches MP330 Digital Music Players Transcend launches a new colour for Digital Player MP330 to its extensive product range. Transcend’s MP330 is a versatile digital music player with support for newer file formats such as FLAC (Free Lossless Audio Codec) as well as MP3, WMA, WAV, and even WMA-DRM10 protected music files. Besides featuring a high signal-to-noise ratio of over 90dB to deliver superior audio output quality, the MP330 provides seven advanced equalizer effects to choose from, including a special user-customizable option that allows music playback to be tailored to match specific music tastes and styles. With a simple design, attractive pink colour, compact size and superb sound quality, the feature-rich MP330 is a definite eye-candy and a must-have for users with expressive personal tastes and active lifestyles. It is equipped with a unique removable sport clip that gives users more flexibility to match their listening habits. Thanks to its built-in USB connector, the MP330 operates just like a USB flash drive, allowing users to easily transfer files without the hassle of carrying around bulky cables. Further, MP330 Digital players are priced at Rs. 2500, 2599 and rs.3415 respectively for 2GB, 4GB, 8GB capacities.
Dell to Exploit Indian Storage Market Dell has rolled out its comprehensive storage portfolio, expanding existing solutions with the recent global acquisitions to give customers the choice to build an integrated storage infrastructure using different technologies such as fibre or iSCSI to meet their needs in the virtual era. Reiterating this storage focus, Dell also announced the India availability of solutions from its recent acquisition of Compellent Technologies, Inc. Compellent Technologies is a rapidly-growing provider of highly-virtualized storage solutions with automated data management features, including tiering and thin provisioning, for enterprise and cloud-computing environments. Understanding the need and importance of data management for the organizations, Dell brings to market the comprehensive storage portfolio in the industry across DAS, NAS, SAN and back-up solutions and strong FC-based solutions. A key trend is the growth of iSCSI storage solutions, and in this fastest growing storage technology, Dell is trying to make storage simple, affordable and capable with with EqualLogic EqualLogic’s iSCSI approach is of particular interest to medium sized businesses as it allows them flexibility of larger enterprises, simplicity of deployment and reducing cost and complexity.
MY POINT
“Clients are demanding increased capacity and performance from their wireless networks without increasing complexity, management requirements or costs” SUBHODEEP BHATTACHARYA
DIRECTOR, NETWORKING, HP INDIA
Access Desktop with VMware View iPad VMware View Client is now available for iPad on the Apple App Store for free. Enabling Apple iPad users to access their virtual Windows desktop applications and data from anywhere, the new VMware View Client, in combination with VMware View, delivers a modern desktop optimized for the iPad’s high-resolution MultiTouch display. VMware’s End-User Computing vision seeks to free end users and IT organizations from more than two decades of complex, device-centric computing and deliver a more user-centric, consumer cloud experience for the enterprise. The new VMware View Client for iPad provides a simple and secure way for end users to access virtual Windows desktops, applications and data from their iPad.
ZOTAC Resumes Shipping H67-ITX WiFi ZOTAC ships out the H67-ITX WiFi Mobo across the globe. New shipments of the ZOTAC H67-ITX WiFi feature the updated H67 B3 revision chipset for enhanced SATA performance and reliability. “ZOTAC values our customers and are doing everything we can to ensure customers only receive enhanced H67-ITX WiFi motherboards. To eliminate confusion, we have assigned the enhanced model with a new SKU – H67ITXC-E,” said Carsten Berger, marketing director, ZOTAC International. Users that have previously purchased a ZOTAC H67-ITX WiFi can exchange their H67ITX-A-E for an H67ITX-C-E through their reseller.
Foxconn to Manufacture PC in Turkey As part of its global deployment for production capacity and reducing over-reliance on the labour force in China, Foxconn Electronics (Hon Hai Precision Industry) has commenced production at a desktop PC plant in Turkey, according to industry sources. Foxconn signed an investment contract in August 2010, calling for a capital of US$60 million initially and aims to roll out 1.5 million desktops a year, according to industry sources. The new plant was set up in response to shipment demand from Foxconn’s top buyer for desktops, leveraging Turkey’s geography proximity for shipments to northern Africa, the Middle East and Europe.
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For dealer queries, contact: North: Delhi - Mr. Hitesh Bhardwaj 9899970496, Mr. Praveen Khosla 9953894141 | Gurgaon - Mr. Samrat Madan 9899710810 | Western UP & Uttaranchal - Mr. Sachin Sharma 9999936619 | Rajasthan - Mr. Amit Sogani 9166617666 | Punjab & J&K - Mr. Inderpal Singh 9888896962 | West: Mumbai - Mr. Gaurav B. Kapadia 9699855775, Mr. Rameez Hazi 9820435528 | Ahmedabad Mr. Krunal Mandavia 9879503496 | Surat - Mr. Abbas Hans 9726266777 | Nagpur - Mr. Atul Ashok Mandlekar 9923976699 | Indore - Mr. Pyush Wankar 8878710786 | South: Bengaluru - Ms. Sunitha Rao 9886745995, Mr. S.M.Ayub 9742778666 Mr. Udaya Moolya 7829908734 | Chennai - Mr. Prabu P.S 9884703204 | Cochin - Mr. Siril Illikal 9846999840 | Trivandrum - Ms. Rani Dath Shaji 9846144510 | Vijayawada - Mr. Aravind Raju.Dasari 9885675673 | Hyderabad - Mr. Sarah Anand 9581133662 I Madurai - Mr. B.M.Sivakumar 9655798231 | East: Kolkata - Mr. Debajyoti Mullick 9830038990 Mr.Kaushik Mukherjee 9830007189 | Guwahati - Mr. Loknath Khanal 8876504816 | Ranchi - Mr. Arvind Kumar Singh 9570195104
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SNIPPETS
SAP BI 4.0 & EIM SAP launches the 4.0 releases of business intelligence (BI) and enterprise information management (EIM) solutions from the SAP BusinessObjects portfolio. The new BI and EIM releases manifest the broad range of technology innovations that are shaping the future of analytics – in real time, with in-memory computing; instant powerful BI in users’ hands, with more mobile devices supported than ever before; across business and social data with certainty, combining structured and unstructured information and providing the tools to govern the information; and providing the best fit, right now in any deployment model, whether on-premise, on-demand, embedded in business operations, or in a “hybrid” manner.
HP OFFERS A SUITE OF CLIENT VIRTUALIZATION SOLUTIONS HP offers the power of the Converged Infrastructure to the desktop by providing an end-to-end solution, including servers, storage, services, access and networking devices as well as printers to bring it all together. HP’s converged infrastructure helps implement client virtualization projects faster and more affordably. HP’s thin clients offer multimedia performance capabilities and options for multiple operating systems and virtualization environments. The latest HP t5550, t5565 and t5570 Thin Clients are ideal for customers seeking simple, affordable and reliable computing for typical office applications and Web browsing in most client virtualization or cloud computing environments. Similarly, HP StorageWorks P4800 BladeSystem SAN is the first HP BladeSystem SAN and the first storage area network (SAN) designed specifically for client virtualization to help organizations improve productivity, flexibility, security and control costs. HP Client Infrastructure Services Portfolio is a comprehensive set of consulting services and solutions, built to help organizations extend the benefits from converged infrastructure to the desktop.
ESET Organized National Partner Conference DIGISOL Launches ESET India conducted its National Partner Gigabit Switch Conference at Sahara Star, Mumbai on 26th Feb 2011 to commemorate its three years of successful business operation in India. The conference was attended by top 30 channel partners in India. The National partner conference was a part of ongoing efforts to continue the development of strong working relationships with its Channel Partners. Channel partners got an opportunity to have a face to face interaction with the top management of ESET and ESS including the global team members. Eugenia Zabashtan, Business Development Director, Pankaj Jain, Director, ESS Distribution (P) Ltd.
Panda Unveils Solution for Netbooks Panda launches Internet Security for Netbooks, which will be available in more than 23 languages for worldwide users. Panda Internet Security for Netbooks allows the use of the netbook more efficiently for any offline or online activities. It gives the user an uninterrupted and safe use of internet even for bank transactions. Thus, providing complete peace of mind and assurance of security to the user. It protects the system from virus, hackers, online fraud, identity theft and all other known and unknown threats. The product keeps the inbox spam free. The
Panda Safe Browser gives the user the freedom to browse the web privately and securely. In addition, the product also features a special Parental Control interface that ensures the safe use of internet by children. Panda Internet Security for Netbooks features an all new Multimedia and gaming mode and Home Network Manager. These special features are backed up by traditional ones like antivirus, firewall and identity protect and anti spam and parental control.
eScan Connect Kick Starts From this Month In order to reach out to its channel partners and resellers all over India, eScan Connect kick starts from this month. During the eScan Connect road show, the partners will be introduced to the latest innovations in the recently launched version 11 range of eScan solutions. eScan has also announced the “eScan Kharido Duniya Dekho” channel scheme for its partners for the last quarter of 2010-11. eScan also will be sharing its product and channel roadmap for the future with the channel community. Through this program, eScan representatives will meet the partners in Tier I, II and III towns.
DIGISOL has introduced its web-smart Gigabit Ethernet switch DG-GS1526, featuring 24 gigabit Ethernet ports with 2 Gigabit SFP slots. The SFP ports add the flexibility of fiber uplink to the switch. DG-GS1526 enables networks of all sizes to introduce Gigabit Ethernet with management features targeted to meet the needs of SMB sector. It provides a flexible web-based management interface that simplifies the configuration of switch features such as port settings, security, QoS, link aggregation and VLANs. These features can increase throughput and flexibility. The DG-GS1526 comes with advanced security features to meet next generation security requirements.
Amkette Turbo USB 7 Port Hub and Charger Get Amkette ultra high speed Turbo USB 7 port Hub and Charger at Rs 1100/- with a 1 year warranty. The fantastic looking hub and charger combines superlative performance with a sleek design. The Hub uses the innovative Multiple Transaction Translator (MTT) technology to guarantee a 12 Mbps speed for all 7 ports, thereby enhancing performance in providing a 100% efficiency rate. The hub not only provides seven ports offering plug n play connectivity to any USB 2.0 device but also acts as a USB charger.
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Viewsonic Appoints Rashi as its ND
GIGABYTE KICKED OFF ‘THE NO. 1 CHOICE– GIGABYTE’
ViewSonic has announced appointment of Rashi Peripherals as its National Distributor for its range of Monitors. Kuldeep Ramaiya, National Sales Head, ViewSonic India, said; “We will leverage on Rashi’s national sales network as well as channel strength for our LCD monitor business. As Rashi is one of the leaders in distribution market, we are expecting a great boost on the sales of monitors in the coming days. ” ViewSonic strategy will be to leverage its leadership position and continuously develop the channels in India through Rashi. It will focus on channel development programs which will include reseller trainings, marketing events, etc thus, leveraging Rashi’ strength in the tier 2 and tier 3 cities and towns. Commenting on the tie up, Rajesh Goenka, VP – Sales and Marketing, Rashi Peripherals, said, “Partnering with Viewsonic is a value adds to our distribution kitty. We can now aim at providing complete range of PC components and will now be able to provide world class components and accessories to the Indian consumers through our supply channel. We will work closely with the Viewsonic team to facilitate branding and marketing of the products.”
GIGABYTE Technology has commenced a motherboard technology knowledge-sharing seminar series, named ‘The No. 1 Choice – GIGABYTE’, for engineering students across the country. Over 2,000 students are expected to attend these seminars that will be held at 30 engineering colleges during the next three months. In addition to the Tier 1 cities, the seminars will be held in cities / regions that include Ahmedabad, Jamnagar, Jaipur, Kota (Rajasthan), Sagar, Dehradun, Nainital, Faridabad, Pune, Panjim, Hubli, Erode, Kottayam, Kochi, Madurai, Tirupur, Bhubaneswar, Imphal, Cuttack, Ranchi, Vijayawada, Jammu, and Patiala. The series was recently flagged off at the annual technology festival of a reputed engineering college in Mumbai, in which the GIGABYTE event was attended by more than 70 students from multiple colleges. The ‘The No. 1 Choice – GIGABYTE’ seminars will primarily focus on PC assembling and the Do it Yourself (DiY) concept, using the most advanced and feature-rich motherboards. Commenting on the seminars, Rajan Sharma, General Manager, Marketing and Sales, GIGABYTE India, said, “We at GIGABYTE are excited to provide a useful platform for 100s of students across the country, for sharing knowledge about the latest motherboard technology trends. The main objective is to let them thoroughly understand and enjoy the power of motherboards in their PCs, while sparking their enthusiasm for the technologies behind them. We hope our endeavor results in increasing the number of technology enthusiasts among the student community, and maybe also in promising careers and innovations in PC hardware technologies.”
EXECUTIVE MOVEMENT
INDIA IMAGING MARKET GREW 10% IN Q4 2010 THE COMBINED SERIAL INKJET AND PAGE PRINTER, COPIER AND MULTIFUNCTION PRODUCT (MFP) MARKET IN INDIA TOTALLED 6,81,142 UNITS IN THE Q4 OF 2010, A 10% INCREASE FROM THE Q4 OF 2009 (UNIT SHIPMENTS ESTIMATES, 4Q OF 2010 (THOUSANDS OF UNITS)
“HP, Canon, Epson and Samsung continued to be the top 4 vendors accounting for 94 percent of the total India printer market. HP remained the leader in the India printer, copier and MFP market with a market share of 55.7% in the fourth quarter of 2010, while Canon followed with 24.6 percent market share.”
379.2
356.4
6.4%
Canon Q4 2009
Samsung Q4 2010
42.7
39.2
49.2
47.2
Epson
8.9%
Others Growth
Source: Gartner (February 2011)
HP
-10.4% 44.1
62.8%
29.0
167.9
146.2
14.8%
Canon India appoints K Bhashkar as the Director of Office imaging Solution Division (OIS). Polycom appoints Arijit Bose as senior vice president and chief information officer (CIO) with global responsibility. Allied Digital Services appoints Gaurav Bahirvani as Global Chief Marketing Officer (CMO). NCR Corporation announces Yiannos Papadopoulos as managing director for NCR channel sales in Emerging Markets Group, which comprises Brazil, India, China and Middle East/Africa. HP India appoints Neeraj Sharma as the vice-president of the Imaging and Printing Group in India. He will be replacing Ravi Aggarwal who is retiring from HP after 21 years.
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NEOTERIC LAUNCHES “BE THE INVINCIBLE” Neoteric launches “Be the Invincible” Trend Micro Partner Program. The partner enrolled under “Be the invincible” can avail benefits like Certification, Rebate / Loyalty Points, Online Business Tracking and Support on collaterals. “Be the Invincible” is applicable to all the sub-distributors and Tier 2 partners of neoteric. The partners would be classified as “Titans” & “Crusaders” based on eligibility. “For any product to be successful, a robust and attractive channel partner program is a must. The endeavor is to create an identity for the partner fraternity selling Trend Micro products. Be the invincible will be driven exclusively through an online portal (www.neotericpartners.co.in) and will allow the partners to see all their rebates and incentive programs on a single dashboard.” commented Anup Nair, Group Head, neoteric infomatique ltd. “For both neoteric and Trend Micro, channel has been playing an important role. That’s why, it is very important to reward and recognize the efforts of our channel community. With neoteric’s channel friendly approach and our technology superiority, I am sure we will add great value to the channel community across the country,” commented Amit Nath, Country Manager India and SAARC Trend Micro.
DIGEST QNAP LAUNCHES NEW NAS MANAGEMENT SOFTWARE QNAP Systems launches the new V3.4 NAS management software. The V3.4 NAS management software is embedded into the NAS as V3.4 firmware, which enhances several key aspects of the QNAP Turbo NAS units allowing owners to maximize their investments in a QNAP NAS. It includes RAID 10, which combines the advantages of RAID 0 and RAID 1, Real-time Remote Replication, Advanced Folder Permissions, ElephantDrive Cloud Storage, Virtual LAN Support, Download Station V2, Advanced Print Server, MyCloudNAS Remote Access, USB Wi-Fi Network Adapter Support and System Management Features.
ZEBRA LAUNCHES GLOBAL PARTNER PROGRAM Zebra Technologies launches its Independent Software Vendor (ISV) Partner Program, designed to foster stronger and more innovative
APC Launches ‘Cricket Khelo’ Promotion
partnerships between Zebra and the ISV partner
APC by Schneider Electric announced ‘Cricket Khelo’ promotion for its IT channel partners, bringing in the sheer excitement and winning spirit associated with the game into the business. This promotion is valid from 2nd February to 31st March 2011 and gives channel partners a chance to become a master blaster by scoring high ‘runs’ through purchase of select APC products and then redeeming those runs against an array of exciting prizes. Attractive promotion prizes include vacations in Switzerland, gold, home entertainment systems, tablet PCs, mobile phones and more. The promotion is a simple slab based program wherein there will be fixed ‘runs’ equivalent to points for selects product models. Total points for the promotion period will be calculated as the sum of all runs scored against each purchase made by the partners. The higher the partner’s score, the more lucrative the redemption of ‘runs’ earned by them.
the importance Zebra places on the ISV’s role in
community. As an element of Zebra’s channel development strategy, the ISV program highlights developing new technology solutions.
WATCHGUARD FELICITATED PARTNERS On the completion of its 10th year in India, WatchGuard Technologies has felicitated its channel partners on 25th February, 2011. The event organized at Hotel Ramada Plaza was attended by more than 100 channel partners from across the country. There were a total of 11 different categories of awards and four nominations for each of the category. The winners were announced based on the best performance under
HP Launches Buy Back Offer HP India announced an exciting program for all its customers across India - ‘HP LaserJet Buy Back Offer’. The program is a unique initiative that allows customers to discover value in their old printer through a cash rebate when somebody buys a new LaserJet printer1 along with hassle free removal of customer’s old printer from their office at no extra cost. Further, HP recognises the customer’s effort in recycling the old printer and
awards them with a certificate. The first ever online buyback offer under the umbrella of ‘Demand More’ campaign by HP is woven around company’s LaserJet printer/scanner which comes with industry first technology innovations like Auto On-Auto Off3 and Smart Instal. The program is specially designed for businesses that demand more and want to add on to their productivity, efficiency and cost-savings.
Seagate Now Offers 3TB Desktop Drive Seagate has begun shipments of 3TB desktop drive – the Barracuda XT hard drive. Legacy PC BIOS designs and device drivers and older operating systems such as Windows XP are incapable of using hard drive capacities beyond 2.1TB. The upshot is that existing desktop drives with more than 2.1TB of storage capacity must be deployed with additional software or hardware and may also require extra device drivers to overcome this limitation. The Barracuda XT hard drive with free Seagate DiscWizard software is a complete, easy-to-deploy solution.
each category.
ISODA WEST MEETS IN MUMBAI ISODA West regional meets in Mumbai on 11th March 2011 at Hotel Suncity, MIDC Andheri. In this event, the agenda was to update the activities of the quarter passed and update the feedback of the TECH SUMMIT 2011. The event was being sponsored by ECaps Computers India private limited which is the new sub-distributor for Kaspersky and an active ISODA Member.
KINGMAX APPOINTS REDINGTON AS ITS ND IN INDIA KINGMAX has apointed Redington India as national distributor in India market for its complete range of products, including flash cards, USB flash drives, DRAM and external HDD. This alliance will provide KINGMAX an opportunity to improve access, and allocate additional resources to its channel network. With the tie-up, KINGMAX plans to scale its next level for its growing memory business in India.
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SMBs in India Don’t Act until It’s Too Late Symantec reveals the India findings of its 2011 SMB Disaster Preparedness Survey, which measured the attitudes and practices of SMBs and their customers toward disaster preparedness. The survey findings show that though SMBs in India are at risk, they are still not making disaster preparedness a priority until they experience a disaster or data loss. “Disasters are unpredictable and can happen due to natural causes, human errors or IT systems failures. SMBs which handle sensitive information such as customer records, credit card details or personnel files, cannot afford to risk data loss incidents,” said Vineet Sood, head, Channels & Alliances, Symantec. “Findings from the research show that SMBs in India still haven’t recognized the tremendous impact of a disaster. Simple planning can enable SMBs to protect their information in the event of a disaster, which in turn will help them build trust with their customers.” The findings show that many SMBs do not understand the importance of disaster preparedness. Sixty-eight of the respondents do not have a plan in place.
Acer Brings Aspire One Happy Netbooks
UNISTAL RELEASES NEW VERSION OF PROTEGENT ENTERPRISE SECURITY Unistal Systems has released new version of Protegent Enterprise Security 2011 by adding new module of Asset Tagging, Tracking and Early Warning System. This module provides an advanced security solution for enterprise IT Assets. As the name suggests this module helps the organization to keep the track of their IT-infrastructure. Once installed it provides the complete history of the IT-infrastructure connected on the organization’s network. With this solution the system administrator can also keep the track of software installed on different PC’s in the network. This module also helps the administrator to safe guard the user data by providing the pre alerts on hard drive failure. Comprehensive reporting helps the administrator to get the required report on a click of button.
Acer has launched a new range of an unexplored colours and tones. Adding to its Aspire range of netbooks, Acer announced its new Aspire One Happy netbook, a product that combines connectivity and computing with inimitable style, bringing in a whole new experience for its users. The Acer One Happy is the perfect digital accessory for young, fashionable people who are highly mobile and constantly connected with their social network. Acer One Happy is available in four delightful colours - Candy Pink, Lavender Purple, Lime Green and Hawaii Blue. A break from the regular monotonous shades, the four pleasant tones carry a distinctive look and feel that matches the style and personality of its owner and will surely stimulate one’s senses.
OmNanotech Appoints LSI as its ND
Ramco Awarded for Quality
Om Nanotech appoints LS Industries as its National distributor for its Zipmem and Dolgix range of products. With this tie-up, Om Nanotech would further consolidate its presence in the Indian market. By joining hands with LSIL, Om Nanotech has now expanded its channel network to over 35 primary locations in India. Zipmem/Dolgix products shall now be available in major cities like Ahmedabad, Bangalore, Delhi, Mumbai, Bhubaneshwar, Chandigarh, Cochin, Coimbatore, Dehradun, Ghaziabad, Gurgaon, Guwahati, Indore, Jaipur, Lucknow, Ludhiana, Madurai, Nagpur, Nalagarh, Patna, Pune, Raipur, Secunderabad, Parwanoo, Goa, Chennai, Kolkatta, Ranchi, Jammu. Setting a scorching pace for its competitors, Om Nanotech has already sketched its road-map for 2011 and topping the agenda is a more focused & sturdy channel strategy.
Ramco Systems has won the prestigious award for ‘Operational Excellence and Quality’ at the BPO Excellence Awards 2010-2011, held at the Taj Lands End, Mumbai. Ramco won the award for exhibiting successful implementation of its acclaimed IP3 Framework, in bringing operational excellence and quality to customers. K A Vishwanathan, Head BPO, Ramco Systems, received the award on behalf of the company. Launched in April 2010, the IP3 Framework (Infrastructure, Product, Process and People) incorporates a four staged approach which brings an optimal synthesis of technology and process coupled with the right human resources and infrastructure. This framework helps organizations to switch amongst models, such as BPO to Licensing to Hosting, given the flexibility and customized approach that is adopted.
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Elitecore Wins NASSCOM Innovation Innovation Award Award 2011 2011 NASSCOM for Cyberoam’s Cyberoam’s Layer Layer 88 Technology Technology for
In yet another crowning achievement, Elitecore, provider of Cyberoam UTM appliances has won the ‘NASSCOM Innovation Award 2011’ in “New Technology Advancement” category for Cyberoam's Layer 8 technology. Cyberoam was also recently named the No.1 UTM Appliance Vendor in India as per the IDC Q3, 2010 Appliance Tracker report. For organizations, Cyberoam's Layer 8 technology gives them the unique advantage of security + productivity by offering granular access based on each user's business requirements while enforcing identity-based controls on their network activities.
Cyberoam UTM ties security to end user identity through Layer 8 technology, allowing IT managers complete visibility and controls over online activities in the network. It facilitates identification of behavior patterns to denote misuse, unauthorized intrusions, or malicious attacks from inside or outside the enterprise by specific users or groups.
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SNIPPETS
AVerMedia Releases Internet TV AVerMedia releases FREE SnugTV Internet TV Service. It is a live TV streaming service that enables users of AVerMedia TV tuners to enjoy comprehensive hometown TV programs online with iPhone, iPad, iPod Touch, Windows Mobile, and laptop while away from home or abroad. Without constraints of time and space, SnugTV brings your TV viewing experience to a whole new level! Simply install SnugTV Station application on your PC and log in to your SnugTV account at www.SnugTV.com; you can watch your hometown TV programming on your desktop, laptop, iPad, iPhone, iPod Touch, or even mobile phone.
KASPERSKY GETS TOP MARKS IN AV-TEST.ORG Kaspersky Internet Security 2011 has produced excellent results in tests carried out by the authoritative research center AV-Test.org. In February 2011, the independent IT test organization AV-Test.org conducted a comprehensive test of 26 of the most popular antivirus solutions. All the solutions were subjected to ‘Real World’ testing that involved blocking infection attempts from malicious websites, as well as dynamic testing – detecting malware by analyzing its behavior as it launches. Additionally, the performance of each solution was tested, including its ability to unpack archives and to avoid false positives. All of the solutions tested were installed on computers running Microsoft Windows 7 32-bit. Kaspersky Internet Security 2011 demonstrated excellent results, neutralizing 100% of the ‘Real World’ threats and detecting all of the threats in the dynamic and WildList categories. The Kaspersky Lab product was the only solution to detect, block and remove all of the dynamic threats in the test.
Cooler Master took Partners to Bangkok Pattaya
Su-Kam Launches Shiny for Home Users
Cooler Master and its distributor, Acro Engineering Company (AEC) flew its partners for a 3 Night/4 Days exclusive trip to Thailand. This was in appreciation of partner’s stupendous support in making Cooler Master a huge success in India. Select few partners who have stood by Acro Engineering Company in promoting Cooler Master Product over the years were invited to join this trip. The Acro-CM Thailand Trip was organized in March 2011 and had over 30 partners joining from across India. All the partners present were felicitated for their incessant support.
Su-Kam introduces UPS known as Shiny for Home segment. The Shiny Home UPS provides 100% pure AC power equivalent to grid power. The Sine Wave back-up power supply ensures that your household appliances are protected from damage and extends their life, too. Its superior HCLC (High Cut/Low Cut) Technology provides complete and constant protection to your appliances in case of any irregularities and disturbances in the grid supply, like short circuits, high voltage, low voltage and overload. Expensive and sensitive equipment like
AMD Launches Radeon HD 6990 Graphics Card AMD launches Radeon HD 6990, which as per the official release is the fastest graphics card in the world. The graphics card packs so much of raw performance that it delivers a new single graphics card world record score of P11865 in the industry standard 3DMark11 benchmark. The graphics cards are now available in select models starting
at Rs.44990/- + taxes. Designed for the power gamer, AMD Radeon HD 6990 graphics cards include AMD’s second-generation, Microsoft DirectX 11-capable architecture, advanced image quality features for the best looking games, and AMD PowerTune intelligent technology to enable higher clock speeds and faster gaming.
Belkin Launches Hi-Speed USB Hub Belkin India launches a highly durable Hi-Speed USB 2.0 4 and 7 ports powered desktop Hubs. These hubs add 4 & 7 easy access USB ports to your PC, Mac or netbook. Belkin USB hubs are perfect for connecting external hard drive printer, smart phone, MP3 player, mouse, keyboard, thumb drive and any other powered USB device to your computer. The Hi-Speed USB 2.0 Hubs offer easy plug-and-play connectivity for Home or Business users. With 3 years of warranty, Belkin’s 2.0 USB Hubs are priced in between INR 456/- to INR 1359/-
TVs, home theatres, satellite dishes, computers, printers, copiers and fax machines are spared from damage. This increases the longevity of your appliances. Shiny is equipped with the SMPS based charger with the high power factor which minimizes the amount of AC power required to charge the batteries, thereby reducing power consumption. The SMPS (Switched-Mode Power Supply) charger provides pure DC supply to the batteries and hence enhances battery life with better control and response. Further, the price of the UPS stats at Rs. 5700/-.
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ZYLOG TO OFFER MANAGE IT SERVICES FOR IBM VIRTUAL DESKTOP Zylog Systems announced its immediate availability of Manage IT services for IBM Virtual Desktop for Smart Business in US, Canada & India. IBM Virtual Desktop for Smart Business, powered by VERDE of Virtual Bridges, is an end-to-end virtual desktop management solution that provides anytime, anywhere access to personal desktops from mobile devices including tablets, netbooks, laptops and thin clients. “Our innovative client computing services for IBM Virtual Desktops will address the growing complexities and business risks haunting the IT department in managing PCs and delivering always available secured work environment at a lowered TCO,” says Shiv Kumar, Executive Vice President, Zylog Systems Ltd. “As a trusted technology partner, we continue to stand by our commitment to provide value added business solutions and managed IT services to our clients by packaging the emerging desktop virtualization and private cloud technologies,” added Mr. Kumar. “Midsize businesses are looking to IBM business partners like Zylog Systems for technology expertise and innovative solutions that deliver value and real business outcomes in the global marketplace,” said Salvatore Patalano, Vice President of worldwide sales for IBM Smart Business..
IN BRIEF CORSAIR FOCUS ON FORCE SSD Corsair has planned for the upcoming transition from 34 to 25 nanometer flash chips used on its solid-state drives. “There is a lot of confusion in the market about the impact of the move from 34 to 25nm flash will have on both the price and the performance of solid-state drives,” said John Beekley, VP of Technical Marketing at Corsair. “We’ve been working closely with SandForce to ensure the smoothest possible transition.”
KINGSTON FOCUSES ON SSD Seeing the robust potential growth that the SSD segment holds, Kingston is focusing on garnering higher volumes and improving market reach for its SSDNow line in India. Kingston offers a whole range of SSDs to improve the performance and reliability of computing systems. Flash technology makes SSDNow drives faster, more durable and reliable than standard mechanical hard disk drives. Kingston will be adding more new and
HID Desktop Solution for Secure PC Logon Receives 5 Star Rating HID Global announced that its HID on the Desktop solution for information access systems has earned five out of five stars in SC Magazine’s January 2011 Multifactor Authentication Group Test. HID on the Desktop includes Genuine HID credentials, OMNIKEY readers and naviGO 1.0 SP3 management software, offering organizations a secure and convenient two-factor PC logon solution for end users. HID Global earned a perfect score across SC Magazine’s performance, documentation and support categories. HID on the Desktop provides organizations a convenient and secure solution for end-users to access both buildings and the computer network while also optimizing the investment in an organization’s existing physical access control system. According to SC Magazine, HID on the Desktop offers “a strong option for an enterprise-class deployment where combining access control and multifactor authentication can deliver cost benefits and simplify the amount of devices users must maintain.”
outstanding-performance SSD products this year to its expanding SSDNow.
CA ADDS DVANCED AUTHENTICATION CLOUD SERVICE Having completed the Arcot acquisition in October 2010, CA Technologies immediately added the CA Advanced Authentication Cloud Service (formerly known as Arcot A-OK for Enterprise) to its arsenal of security solutions to fulfill part of its cloud strategy to provide security “to, for and from” the cloud. CA Advanced Authentication Cloud Service is a highly scalable, multi-tenant and configurable software-as-a-service application that provides advanced authentication capabilities to organizations in a range of industries including
Tally.ERP 9 Enhances Capability Tally launches Tally.ERP 9 series ‘A’ Release 3.0, specifically designed for seamless business execution. With this new release, Tally introduces new features and enhanced functionalities including the incorporation of the new Rupee Symbol; extending its reach in the Middle East with the introduction of its bidirectional language feature; simplification of business processes via job work, and payroll via income tax for payroll. With all
this and a host of other new capabilities Tally becomes India’s most comprehensive business management software and extends its reach beyond borders. Tally also provides another interesting feature that facilitates for ‘Inter-currency’ conversion. Tally allows the users to select a base currently and converts the consolidated reports to all international branches of the business into the same.
Zebronics Introduces Aviator Series Top Notch Infotronix unveils its latest line-up of gaming cabinets, Zebronics Aviator Series. The new funky, stylish-design and feature-rich Aviator Series cabinets are engineered for optimum cooling of all critical components. The chassis features fan speed control (also called turbo boost control) which can be set on “high” to increase exhaust of heat build-up during gaming or can be lowered while in normal operation or simply browsing the web. The front panel is of steel mesh for effective cooling and incorporate a 120mm blue LED fan.
financial services, technology, real estate, pharmaceutical and more.
R&M TO FOCUS ON T-2 &-3 CITIES R&M is on a high trajectory growth path. From a modest start of its India operations in 2006 to making its way into the Top Five players in the cabling market by the end of 2010, R&M has experienced quick growth given its innovative products and high quality. So far, R&M is present in all Tier I cities across India. R&M also has a Demo & Training centre in Bangalore for its partners and end users.
GLACIALTECH LAUNCHES VSHIELD LAPTOP COOLING PAD In order to achieve the best cooling performance, GlacialTech redesigned three types of V-Shield Series Cooling Pad in the title of V3, V5R / V5B & V7 which fit laptop of 15.6” and below to include a patent-pending Air Flow Wing which deliver huge air flow and smooth flow path and LED silent fan and metal grids. This combination of features optimizes circulation to let hot air flow up and away from your laptop.
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CASE STUDY
TALLY
THE PURCHASE ENTRIES HAVE MADE HIM LOVE TALLY.ERP 9 Tally does the work of 5 people.
H
e was holding a managerial post in a State Government Organisation. The urge to be on his own was so strong that he left the lucrative job to try tested waters. He started a hotel business 6 years ago, in 2004. About 6-7 months ago he tried his hand in a real estate business. At the fag-end of 2010, he started a retail store which sells leather products such as wallets, Ladies Hand bags, Laptop bags, Jewel boxes, Jackets, belts among other leather products. Mr. Madhusudan was keen on enlarging his business area. A Real Estate Agency as well as a new leather goods store SLINK was launched by him within a span of 24 months.
K MADHUSUDAN MANAGING PARTNER M G ENTERPRISES
“Tally.ERP 9 is the simplest software in the world. It is economical and the servicing is absolutely hassle-free”
Business Challenges He was using software, which was being used earlier for the Real Estate business. The service was very poor. He did not want his new business of leather goods to suffer. Being a commerce graduate, he understood Tally software. As the next step, he changed the software of the Real Estate to Tally. He was impressed with what he saw. He was happy by the performance of Tally.ERP 9. When he decided to commence his store SLINK in a mall in Rajajinagar Bengaluru, he took up the onus of buying Tally.ERP 9 for the same. The other reason for taking up this is the influence of the Tally partner. He is very much impressed with Mr. Chethan Kumar of Infolink Business Care, a partner of Tally in Bengaluru. The dedication and timely assistance of the partner have bowled him over. Initially there were problems. A standardized way of selling was required. Each item needed to be identified before selling.
RESULTS l Simple l Systematic maintenance of accounts l Reports whenever wanted
CONTACT Tally Solutions Pvt. Ltd. AMR Tech Park II, No. 23 & 24, Hongasandra, Hosur Main Road, Bangalore – 560 068. India.Tel +91 80 66282559; Fax +91 80 30228775; www. tallysolutions.com
There were many items which were repetitive in nature. They sell different types of ladies hand bags. The bags with new designs come in with new rates. Each bag is a handbag, but name needed to be different. Duplication was not welcome. For creation of stock item, a special method was required. There were items which were not required to be displayed in sales vouchers. Some other items get redundant after
sometime due to change in designs and fashion.
The solution The purchase entries have made him love Tally.ERP 9. The information at the fingertip is also an added advantage. Slink commenced working on Tally.ERP 9 two months ago. The good aspect is that Tally.ERP 9 of Slink is synchronized with his laptop.
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Infolink Business Care informs, “For the Slink store, the challenge was with the stock item names, as there were various designs of hand bags at different price ranges. To avoid duplication, we developed a stock item wizard. Once all the stock items were entered in Tally.ERP 9, we generated barcode labels for all the products from Tally.ERP 9 itself. M G Enterprises was using different inventory software for their earlier store, but was unhappy with the services provided. So the customer approached us to learn about the possibility of stock identification in Tally.ERP 9. After studying the complete structure we customized the company’s Tally.ERP 9 to suit its needs. Mr. Madhusudan is happy using Tally.ERP 9, and purchased one more single user license to which data get synchronized to his laptop. Now he enters the purchase entries and does other transactions at home whenever he finds time at home.” Mr.Madhusudan is using Remote Access and Net.Subscription and is happy about both. He feels these are very effective. The store has 3 people including a store manager and a salesperson. The accounts are maintained by the auditor. Keying of entries is maintained only to avoid misuse.
CASE STUDY
The solution given by Infolink Business Care is of many folds. Some of the important customizations are depicted below:
stock items with same name for different selling prices. This auto-generated number is used for barcode description as well.
BARCODE LABEL PRINTING:
UNIQUE WAY OF CREATING A STOCK ITEM
This module helps in generating barcode labels directly from the purchase entry screen. There is no need to use separate barcode label designer software for designing a barcode label. Almost all the products that get purchased by Slink do not have barcode labels. These labels are pasted on the items and the same is scanned at the time of sale. Each stock item has a barcode fixed to it, thus avoiding any sort of duplication of the stock item. AUTO GENERATION OF PART NUMBERS. I.E, BARCODE NOS. The products purchased by Slink are repetitive in nature. For e.g.: They sell different types of ladies Handbags. Every time they get bags with new design having different rates. All the items are called handbags. But in Tally.ERP 9 only one name can be created with similar name, Duplicates are not allowed. So when stock items get created in Tally.ERP 9, these items will be suffixed by a unique auto generated number which avoids duplication. Because of this facility, the user can create any number of
ITEM MASK (MASKED ITEM DO NOT GET DISPLAYED IN SALES VOUCHERS) This Module hides the stock item name from the voucher entry screen. These are the items which will not be sold or purchased any more. This is the business industry where the designs keep on changing. VOUCHER SECURITY CONTROL This module restricts the user to enter only those vouchers that they are assigned to do. Good inventory maintenance is carried out using Tally.ERP 9. Stocks can be seen any time, number of items sold, how many items received from each supplier etc., are known. The item-wise, sales-wise and stock category-wise inventory can be retrieved any time. The control on stock taking is for about 1500 to 2000 items which would be present at any point of time. Mr. Madhusudan’s way of CRM is collection of the telephone numbers, addresses of the customers. Mr. Madhusudan happily informs, “Tally is doing 5 people’s jobs. I am free from any tension. I can get my stock details any time and I can see my sales any time, I can control the stocks easily. Accounts are very important. Tally.ERP 9 has given me the edge to carry out my business comfortably”. SME
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SME CHAT
VISWANATH RAMASWAMY VP - POWER SYSTEMS, SYSTEMS AND TECHNOLOGY GROUP, IBM INDIA/SA
“POWER7 DELIVERS A HUGE LEAP IN CAPACITY, VIRTUALIZATION AND ENERGY EFFICIENCY”
Last year, from February through August, IBM launched - POWER7, which is positioned to help banks, utilities, retailers and emerging businesses manage and draw real-time insights from everincreasing amounts of data. SME Channels spoke to Viswanath Ramaswamy, VP - Power Systems, Systems and Technology Group, IBM India/SA, to know more about it. Excerpts What are the capabilities of Power7? Power 7 is a completely new processor. It has 8 cores per chip & on-chip L3 cache, which make it quite different from the Power 6 line. However, the new range is completely binary compatible with the earlier versions of Power. This makes it an extremely attractive proposition to our customers who would like to embrace latest generations of Power in order to derive the advantages they offer. Other new capabilities are: n 4 Way Simultaneous Multithreading per core n Advancements in energy efficiency features n Turbo Core capability on select systems n Higher system bandwidths The following are some of the benefits that enterprises are seeing in the Power7 Systems: • Power7 systems can deliver four times the performance and four times the virtualization capability for the same price of Power 6 -- and are three to four times more energy efficient. IBM estimates up to a 65 percent increase in transactions or users could be handled by the same server as against it’s predecessor. • POWER7 systems are able to dynamically balance between energy usage and performance and systems utilization based on policy. The result is improved performance per watt -- more than two-times better than similar Intel x86-based sys-
tems, four times better than Sun SPARC servers and eight times better than similar HP Itaniumbased servers. IBM Power Systems provide solutions that enable customers to manage energy usage and costs in a way that aligns IT operations with business objectives. • POWER7 delivers a huge leap in capacity, virtualization, energy efficiency and leadership per core performance o Virtualization without Limits: Drive over 90% utilization o Resiliency without Downtime: Roadmap to continuous availability o Dynamic Energy Optimization: 70-90% energy cost reduction o Management with Automation: New IBM Systems Director Editions with Tivoli components Power6 will be gradually migrated to our more efficient Power7 based servers, which would provide lot more savings for the client from a TCO stand point. However, upgrades will continue to be available for Power6. Are you supporting customers to upgrade to Power7? Based on customer scenarios and applications (along with workloads), IBM will continue to support them on either approach. For customers who are keen to migrate, they
can take a workload from a POWER6 server to a new POWER7 box using a feature called Live Partition Mobility while transactions continue to run. Users aren’t affected and they don’t even realize that a migration has occurred. We can take an entire application environment including the OS and move it from POWER6 to POWER7. In terms of OS know-how, IT administrators can rest assured that existing versions of AIX, 5.3 and 6.1, are both supported on POWER7. This does away with the need to re-certify the software stack. We have introduced AIX 7 also recently. Even AIX 5.2 is supported on Power 6, as a Workload partition under a AIX 7 VM. By the way, all performance characteristics mentioned before are with AIX 6 itself. In terms of customer acceptance, The success of Power7 has been phenomenal. We have over 70 customers already in India, and over 15 competitive wins. What is the cost of acquisition of the processor, is it cheaper than the earlier? The comparison between generations has to be done on TCO & ROI. This is because the core density & scalability of each system is vastly different. POWER7 systems offers industry-leading return on investment though dramatic improvements in price/performance, energy savings and
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Government, Retail & manufacturing sectors and even the outsourced data centre companies. SME organizations can take advantage of Power 7 as it is available in multiple models at attractive & affordable price points that are aligned to SME expectations. How are you marketing this product? The Power7 express servers to play well with channel partners and we have backed the systems with a range of financing options—including a competitive replacement program—additional co-marketing funds, demo units and an increased focus on ISV certified applications. IBM’s thrust into Non-Metro markets should help Power 7 systems reach out to customer sets where we have not been present before.
“WITH VIRTUALIZATION SMBs ARE REDUCING THE TIME SPENT ON ROUTINE IT ADMINISTRATIVE TASKS” virtualization for server consolidation. The new systems can deliver four times the performance and four times the virtualization capability for the same price -- and are three to four times more energy efficient. Additionally, the total cost of acquisition and ownership can be significantly better than competitive systems. For instance, the new IBM Power 750 Express currently delivers about 70 percent better price for performance than Sun SPARC Enterprise T5440 server and more than 280 percent better than Sun SPARC Enterprise M5000 and M4000 servers. And the IBM Power 750 Express delivers more than 400 percent better price for performance than the HP Integrity rx7640 or the rx6600 servers. Which are the applications you are suggesting to be Ideal for this platform? In fact, all types of transaction processing & busi-
ness analytics applications can take advantage of Power 7. I would not restrict Power 7 to any particular domain. Popular databases, application servers, web servers, HPC applications etc are available for Power, either on AIX, Linux on Power or IBM i. Power 7 would also be an attractive platform for server consolidation of infrastructure applications like mail, file & print etc. All these make Power 7 a truly versatile & general purpose platform that can be put to multi task on diverse applications & workloads with equal ease. Which are the verticals you expect to embrace this platform and what about SMEs? In India, the transactions rate will be doubling in next two to three years and Power7 can manage millions of transactions in real time and analyze the associated volumes of data typical of emerging applications. We will broadbase our target to cover all segments including BFSI, Telecom,
What is your Channel empowerment strategy? Today we have an unmatched portfolio across both x86 and Non x86 to be taken to all mid market clients, whether it be ex5(x86), Power7, Storwize V7000 (storage). Across our server portfolio, we enjoy consistent Business with more than 550 partners across the country. The new product line of the Power Express server offerings among our channel partners coupled with a programmatic approach to enablement and promotions, we would continue to strengthen our foundation amongst them. We developed three tier strategy. n Empower: Empower and skill our current channel base to pervade their markets with Power and lead every possible workload with Power7 offerings. n Grow: Leading with our Geo -Expansion strategy grow our base across tier 2 and tier 3 cities. n Engage: Work with ISV’s more closely in the addressing new workloads with Power7. In addition we extensively focused on training and partner enablement across the complete lineup of new products including Power7. What kind of promotional activities you are doing for this? We have had launch events in all metro cities in India in 2010 and we are planning launch events in Sri Lanka, Non-Metros etc this year. Apart from this we have planned for focus customer groups, round tables, etc. Leveraging the successful completion of 25 years of AiX, we will roll out campaigns and initiatives built around this theme. In addition to the above, there would be continued programs which would be launched specifically on Power7 Express offerings. SME
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TREND SETTER
CANON
THE ROAD TO BECOME
US$1 BILLION COMPANY BY 2015 Canon India has registered 50% growth this year to touch revenue of Rs.1260 Crore. The company sells in multiple market segments of consumer, B2B, Government & Commercial and its portfolio comprises Printers, fax, scanners, digital cameras, camcorders, etc. BY NEIL D’SOUZA info@smechannels.com
S ALOK BHARADWAJ, SENIOR VICE-PRESIDENT, CANON INDIA
“CANON IS WORKING ON THREE BASIC CONSIDERATIONS I.E. BUSINESS ENVIRONMENT, CUSTOMERS AND COMPETITIVE BUSINESS ADVANTAGE.”
ome time back, when Mr. Alok Bharadwaj, Senior Vice-president, Canon India was addressing a media gathering, he revealed a number that came as a magic for the ears. He said that Canon India will become 1 billion US$ company by 2015. If you translate this to INR, it may not sound so interesting but 1 billion dollar is surely a big number. In order to know about the drivers of his business, SME Channels spoke to Alok about his vision. He said, “There are essentially 3 things that are necessary for any company to embark on the aggressive growth plan. Most important part of the whole jigsaw puzzle is how the external environment is behaving for the company. When you look at the business environment then one sees a lot of sustainable, predictable high growth indicators. We all are seeing how the economic growth is happening. We also know that our growth is around 9%. But if the agriculture growth is around 3%-5%, it means the other part of our economy has to grow at 15%-16%.” Now, if that is the given thing then the external environment for technology products – particularly the kind of business that Canon is in – seems to indicate that there is high buoyancy for a sustainable long period of time. Within that given situation the second important part that companies to fix is the whole issue around customers.
There are three dimensions the company is seeing in the customer piece. The first aspect like other companies is that Canon needs more customers. This year, in 2011, the company is looking at a customer base of 2.5 million. In 2010, they have already acquired more than 1 million customers - for the first time in any year. In two years from now Canon is looking at 5 million customers to be acquired. In another words, the exponential growth of more customers becomes a very important pillar of the growth. It won’t happen just like that. It will only happen if any company goes into more segments and goes to more cities – particularly tier-2 & tier-3 cities. Canon has been talking about this for many times and has definitely seen a growth in these cities. The second aspect of Canon’s growth is consuming more products. More consumption is very important because in the business there will be repeat customers and repeat consumptions. He says, “In our business we need customers to print continuously, we need customers not only to buy DSLR with one lens but two licences, three lenses and five lenses. Our business model is such; enhancing consumption becomes another central part of our business growth strategy.” Another aspect of the customers’ centricity is to enter into new domain so if there is a set pattern that the company is doing business with that is not enough to deliver. He adds, “When we are look-
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ing at an outcome of a billion dollar for five years from now, we have to look at some new domains. For instance we are looking at managed services it is a new domain for Canon though.” The other new domain is the Canon retail stores. Canon had never been to that domain earlier. The company has already opened 7 Canon Image Squares and is planning to open 5 stores each month. Each store is expected to deliver Rs.30 lakh businesses per month so 7 stores are able to generate Rs.2.1crore a month. He maintains, “This month we are inaugurating another 4 stores to make it 11. So when we touch 100 stores, we will touch revenue of Rs.30crore from the retail stores. So Rs.360 crore is what we can generate out of 100 stores in a year.” “The third part of our growth is competitive advantage. Each company is in the pursuit of its competitive advantage. Therefore, it is important to build sustainable competitive advantage. It is this when built over time delivers really very aggressive growth plans and aggressive fruits. To build the competitive advantage the first most important thig is the technology,” says Alok. “We are in the technology world. This technology is
changing, reshaping and reconfiguring the way people consume technology and the way they deploy technology. Being a very strong technology company, many times we believe that we are ahead of the pack in the industry. That is the very important part that gives us confidence.” But that is not the only thing. The second part of the competitive advantage is the strong way the customers engage with the brand. So the whole brand engagement becomes very important for Canon. This requires ground level customer engagement activity. So Canon is now looking at very strong - both online and on ground CRM programmes. He says, “If we have acquired 2.5 million customers this year, the important question we often ask to ourselves is: Do we know these customers? Because, costumers are all around the country and they are buying Canon products. The answer is no but we ought to know them. Each customer should be known to us because each customer can help us to highlight the brand.” So for printers, Canon is starting an online programme where each customer can log in and register his/her name so that the company can stay in touch with them and understand their
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requirements better. Similarly, for the camera products Canon is now proposing the customers that it is not the technology that they buy or a better product that they buy, but to get into a lifelong photo indulgence, they can only bank upon canon. Alok maintains, “Naturally it requires investment in service that we want to build as a strong platform on which competitive advantage can be created. So earlier if we were taking 4 hours to resolve any complains, we reduced this to 2 hours during last two years. Now we are seeing how we can reduce that further.”
Finally… To conclude, if Canon India wants to become a billion dollar company five years from now, the company has to start putting some pieces together to create a foundation block, which should have three basic considerations i.e. business environment, customers and competitive business advantage. It look Alok and his team is moving in the right direction and putting all the pieces together for the dream company that they want to see in 2015.
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AVAYA
AVAYA TO TAP
SME MARKET AGGRESSIVELY Some months’ back SME Channels had talks with one of the senior leadership of Avaya and got the impression that SME market is not their cup of tea but he had said ‘Never Say Never’! Hardly had it been two quarters the company come with a strong positive message. BY NEIL D’SOUZA info@smechannels.com
A
s per a study by Zinnov, the management consulting house, India has the second largest population of SMEs among BRIC countries. They contribute more than 60% to the Indian GDP while their spending on IT is only 30% of India’s total IT spending. In this scenario, the IT vendors, service providers, BFSI segment, etc. all have made it a point that they should take maximum mindshare. The recent jump into the bandwagon is Avaya, a global enterprise UC provider company. Avaya for a long time was keeping itself aloof from the growing influence of the SMEs but finally the company has broken its mum and officially announced its foray into this space with Adil Doctor at the helms as Director SMB Sales (India), Avaya India Pvt Ltd. The company has one of the best products in the industry that is IP Office. What Avaya is doing to tap the SME market? As per Adil, the company has adopted a three pronged strategy for them. The strategy revolves around right product, right price and right promotion. The company is taking 100% channel rout. He says, “We have got a fantastic product IP Office for the SMEs. Globally, we have sold around 200,000 units of this product. It supports from 2 users to 380 users. You can start from the basic telephony and as you grow, you can add unified communications software to it. So you do not have to reap and replace the system to adjust the capabilities.” So, from the grounds up, every capability is built into Avaya IP Office. It is a hardware solution and as per Adil “You may not find this kind of products in the market as others have limita-
“UNLIKE THE PREVIOUS MODEL WITH AGCL, NOW WITH TWO DISTRIBUTORS REDINGTON AND BEETEL, WE HAVE MORE REACH AND CAN MAKE THE PROCESSES MORE STREAMLINED.”
ROY WAKIM
DIRECTOR SME COMMUNICATIONS, APAC tion in terms of adding users, which restrict users either to 30 or 60 but in the case of Avaya IP Office it is very flexible. The seriousness of Avaya on Indian SME market is evident from the fact that a senior leadership from the APAC, Roy Wakim, Director SME Communications has flown into the subcontinent to help Adil panning out the strategy and meeting customers to know their level of interest. It has happened within a fewer months of its leadership and APAC channel meet at Macau. Why so late in entering the market? Roy says,
“Earlier it used to be AGCL that Avaya was operating with in India, which was more focussed on the BPOs and large contact centres. It did not allow the SMEs to grow from the marketing perspective. Now Avaya being direct, we are taking this segment very seriously.” He added, “We have a fantastic product. Starting from the basic telephony, you can add UC and CC features to it. Apart from its scalability in terms of users, it can be networked in 32 locations with 1000 users.” Roy maintains, “We have 1.6 million installed systems worldwide in SMEs and India is one of the key markets for us. Unlike the previous model with AGCL, now with two distributors - Redington and Beetel, we have more reach and can make the processes more streamlined. It is easier to order now. Beetel has its own analogue handsets, which allows the bundling to happen. AMI says No.1 factor for SMEs in the small business below 100 employees is to save money on local and long distance calls. With IP Office, you can call across your branch offices. IP Office has built in Call Detail Record (CDRs), which helps you can improve your call tracking. You can access calls on your mobile phones. It means what the market is asking for is available in Avaya IP Office.” Adil adds, “We understand India is a very price conscious market, we have made it easier for the partners to pick up the product by creating bundles. These bundles are available with both our distributors Beetel and Redington ex-stock. Partners might not have seen this kind of bundles before. Today, a 32 user bundles is available for as low as Rs.86, 000. So, the perception that Avaya is only in enterprise space is changing. From the price point of view, we have kept it very aggressive and the partners really appreciate this. Besides, if a partner wants any help from Avaya, we have toll free support line. For any pre-sale or post-sale we can help them. Any market query comes we are ready to support them. From the marketing perspective, we have also engaged many prominent media for six month campaigns where we are doing full page ads and other bundles. We are doing monster banners and EDM blasts for the customers. So also, we are sending newsletters to the customers to spread awareness. Adil adds, “Today the market size in India for 20-250 users is around US$100 million. There is a lot of space to grow and there is a lot of opportunity. We will never miss it. It is always an incremental business for us.” From the sales side even though the company is looking at building vertical-specific solutions but at the moment, their priority is to put their channel strategy in place. However, Avaya DevCon-
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ADIL DOCTOR, DIRECTOR SMB SALES (INDIA), AVAYA INDIA PVT LTD.
“THE PERCEPTION THAT AVAYA IS ONLY IN ENTERPRISE SPACE AND PRODUCTS ARE PRICY IS NO MORE EXISTENT.” nect programme enables the partners to certify their own vertical specific application and sell it to the customers.
From the perspective of partner programme, the company has an umbrella programme know an Avaya Partner Connect which encompasses the partners catering to the SMEs as well. But specific to SMEs, the company has specific certification programmes only for IP office and SME products. Talking about the market share, Roy opines that Avaya is going to garner very small market share as it is the first year for them. If they achieve 1% of penetration, they will achieve the set up base. In order to achieve their goal, apart from strengthening their relationship with the existing partner base Avaya is also going after new partners and inviting them to join hands. Therefore, the company is doing a four-city Partner Acquisition Event. Out of which they have already completed in 3 cities. From the perspective of distribution partners Beetel and Redignton bring in their expertise and value adds. When Beetel has 4000 partners in India Reidington has a network of more than 23,600 channel partners. When Redington has a technical team of 4 people for Avaya in the SME space, Beetek has 2 people for Avaya SME account. From the investment perspective, Avaya is looking its SME business in various stages. In stage 1 they have brought in right products. In the
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second stage they have a, immensely experience person in Adil Doctor and two other people to drive the business in terms of training distributors and running the bundle programme. The company is looking at 3 years time frame with 400 channel partners to set their SME business in place. Of course it is a great challenge for the company to take UC to the SMEs but a buoyant Adil takes it as an opportunity. Roy says, “We are excited and the partners are excited. We have started receiving feedback from the customers that they have received SMS from the partners that Avaya is coming aggressively in the SME space. It shows the enthusiasm from the partners. There is a positive vive in the market for us.
Finally… So far, the plan in India for Avaya is going in right direction and Mr. Adil Doctor is executing it flawlessly and fantastically. The company has a time line of 3 years, within which they want to make it big. Of course channel partners will play a major role in this journey and aspects like ex-stock availability of products, good margin, service back up and ample opportunity of developing applications will propel them to stand by Avaya in its journey. And, they will target top 12 cities for this.
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SME CHAT
KHWAJA SAIFUDDIN SR. SALES DIRECTOR, WD, MIDDLE EAST, AFRICA & SOUTH ASIA
“GIVING THE COMPETITION A RUN FOR THEIR MONEY” Some time back WD announced to acquire Hitachi GST, which makes it a dominant player with almost 50% of the market share. Both the companies are experts in their own domain. When Hitachi is strong in enterprise segment, WD is very strong in consumer, desktop and mobile PC space. So this marriage is going to be a game changing story in the industry. SME Channels spoke to Khwaja Saifuddin, Sr. Sales Director, WD, Middle East, Africa & South Asia to know about his feedback. Excerpts
What is your say on the Acquisition of Hitachi GST by Western Digital? This is first time in the history of the industry that two profitable companies are getting together because usually a profitable company buys out a sick unit, which is not making profit. We look at it very positively. It gives us an edge on certain segment of the market, specially the enterprise where we were still making the inroads. We had our dominance in the desktop and mobile market. With Hitachi, it make us easier in fulfilling the enterprise segment. The President & CEO of Hitachi GST, Steve Milligan, will be joining WD as president. He was with WD earlier as senior vice president and CFO, so it is good for us. What is the Market Implication? The nature of the product offering from our side is great. Specifically, in the enterprise niche market where we had single digit market share and where Hitachi GST and Seagate were the dominant players, is now our target market. Otherwise,
worldwide, we have more than 31%market share and Hitachi GST had 19% and Seagate had less than 30%. It looks a big thing in paper but we need to sustain it and that is our priority. Hitachi customers should not feel threatened. Both the companies teaming together can offer better solution for them. What about Hitachi GST Products? We will stand committed to the products of Hitachi till the end of their road map. We have not bought the brand to kill it. We have bought a brand to enhance and develop it and make the consumers more benefited. The key thing is that we were never in the SCSI way. We were always on SATA way and we stood with it that we will not compromise on the performance. Now with Hitachi products coming in, we have the flavour of SAS and FC enterprise‐class products, which would be much more enhancing from the roadmap perspective. What about the partners’ Future?
We are only waiting for the formal go ahead from the regulatory authorities around world. From our side, the future of the partners is all secured. Naturally, for Hitachi GST to bounce back would have results of a lot of hard work from the partners, so we will not let those partners, who have done the hard work, suffer because of these decisions. It is not like four plus four is always eight, so we do have our own channel base, it is the matter of survival of fittest. Life will be now more interesting from the enterprise segment perspective now. What is the similarity and difference between the distribution structures of both the companies? We have four distributors. Out of which three are regional and the other one is responsible for enterprise and retail business. Hitachi has the similar kind of distribution structure. So our thought processes is pretty aligned with each other. What does this visit of yours mean to the market? This visit of mine is more to understand from the
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market about the panic created by the falling price of competition products, when there was no need. This is a season when people should buy more but People have stopped buying looking at the inconsistency in the pricing. The whole industry is suffering. Besides this, we have recently 6 GB/sec products. So I will meet key partners and make sure that they understand this product. I would like to understand about their strategy behind the product positioning and going forward how they can be benefited.
“THE HITACHI PURCHASE WILL ALLOW WDC TO ENTER THE CRITICAL ENTERPRISE HDD SEGMENT.”
What kind of message competition is getting out of it? The key message to the competition is that let us be matured enough. Let us not go and sell the products on the price point. In the today’s IT environment, the HDD is the most complex part in the computer because in the making of HDD, we use aeronautical engineering, mechanical engineering, electronics engineering and substance of nanotechnology, etc. but selling it so cheap and not making any margin for the fear that WD will take the market share is not right. Let us make money and let the channel to make money also. Let it be a profitable business than killing it out of ego.
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BHASKAR BAKTHAVATSALU COUNTRY MANAGER, INDIA & SAARC, CHECK POINT SOFTWARE TECHNOLOGIES
“TO SUSTAIN A GROWTH OF 50%-YOY, WE NEED MORE LOYAL FEET ON THE GROUND” A 100% channel driven company, Check Point is committed to working with partners to enable the customers to do business in the secure environment. The company has helped secure customers from external threats and helped partners grow their business as well by bringing in more products and services. Now going to 2011, the company is also committed to improve on the deliverables. SME Channels Spoke to Bhaskar Bakthavatsalu, Country Manager, India & SAARC, Check Point Software Technologies, to know his views on how the things are panning out for the company. Excerpts. What has been 2010 from the channel engagement point of view? To keep pace with the evolving complexities of today’s security challenges, customers need a partner equipped to provide them with solutions that would keep up with the speed of their businesses. As the market leader in security, with 100 percent focus on security and 100 percent of sales through partners, Check Point is committed to working with partners to enable the customers to do business in a secure environment. The Check Point channel engagement provides a framework that enables our partners to grow profitably. Check Point’s market leading network, endpoint and data security solutions help boost partner profitability through multi-tiered margins and sales incentives. Check Point Co-op Marketing Program is one of the most generous programs in the industry that help partner to increase awareness and create new opportunities through various marketing initiatives. Check Point also provides its partners access to a set of comprehensive sales, marketing and training tools to execute their Go To Market plan quickly and efficiently.
Check Point supports channel partners with assured margins and appropriately reward them for their loyalty. Enabling our partners to take advantage of new business opportunities available in the growing network, endpoint and data security market has been mutually beneficial. Partners need to adapt with the evolving market and customer requirement. Check Point with its latest and innovative offerings helps partner achieve this goal. We have vastly expanded our training and certification programs to assist partners to meet specific market needs and enhance their offerings to the customer. Whether you have entered into new territories in terms of channel engagement? Check Point always looks forward in assisting our channel partners and distributors to become more successful by reaching out to new customers in newer territories. As awareness about security and Check Point as a brand increased, we saw a notable spike in the demand for Check Point solutions from cities other than the traditional metros. Check Point’s UTM appliances based on the revolutionary software blade architecture has
given a boost to our SMB offerings which has garnered us many customers from B and C cities across India. Our leadership in this space has been globally substantiated by Gartner, who has placed Check Point in the leader quadrant for UTM for the year 2010. Distributing partners of Check Point assist us in developing the market by growing the business of our resellers and by recruiting and nurturing new resellers. Distributors have a direct business relationship with Check Point and act as a reseller to solution providers and also assist in handholding new partners for deeper penetration across various geographies. What kind of new products / solutions and services you have launched? Check Point provides comprehensive, flexible and extensible security solutions, while keeping security operations simple and affordable. With integrated hardware appliances, independent or pre-defined bundles of software blades, and virtualization options, a Check Point Security solution can be customized to fit the needs and budget of any size or type of business.
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“IN 2011 CHECK POINT LOOKS AT EXPANDING THE SCOPE OF COMPETITIVE REPLACEMENT PROGRAM AND ALSO WOULD BE EXTENSIVELY PROMOTING DEMO UNIT PURCHASE BY PARTNERS WHICH CAN BE PARTIALLY FUNDED BY UTILIZING PARTNER MDF.”
Various Security solutions from Check Point launched in 2010 n Check Point Security Gateway Virtual Edition (VE) protects dynamic virtualized environments and external networks from both internal and external threats by securing virtual machines and applications. Based on proven security technologies and the Software Blade architecture, VE inspects inter-VM traffic in dynamic virtualized environments. n Through Check Point Multi-Domain Security Management, you could get more security and control by segmenting your security management into multiple virtual domains. Any size business can benefit—easily creating virtual domains based on geography, business unit or security functions to strengthen security and simplify management. n Check Point Series 80 appliances raise the bar on branch office security by extending Software Blades to the edge of the network— delivering enterprise-grade security in an industry-leading smallest desktop form factor. n SmartEvent Software Blade, a new unified security management solution for real-time event visibility across multiple security systems, that gives administrators the possibility to view security incidents from a high-level business view to
forensic details in just three clicks of a mouse for fast-acting threat response n Check Point Abra instantly turns any PC into your corporate desktop, allowing users to access files and applications anywhere, anytime. It’s Plug-and-Play USB form factor allows users to easily launch a secure virtual workspace that keeps mobile data secure by segregating the virtual workspace from the host PC. Users can work offline from the encrypted USB drive or online using Abra’s integrated VPN client n Check Point Mobile Access Software Blade is the safe and easy solution for you to connect to corporate applications over the internet with your Smartphone or PC. The solution provides enterprise-grade remote access via SSL VPN, allowing you simple, safe and secure connectivity to your email, calendar, contacts and corporate applications. How these products have helped partners to increase the stickiness in the market? With 100 percent of our sales driven through the channel, it is vital for us to give our partners the right knowledge and training they need to
provide customers with the appropriate security solutions. Check Point aims at enabling its partners to achieve growth and add real value to their offerings to the customers. Check Point also ensures that partners with increased commitment and investment are rightly rewarded. Our solutions are based on Check Point Software Blade architecture which is the first and only security architecture that delivers total, flexible and manageable security to companies of any size. With this unprecedented capability, Check Point Software Blades deliver lower cost of ownership and cost-efficient protection that meet any network security or endpoint security need, today and in the future. Software Blades can be deployed on Check Point UTM-1 and Power-1 security appliances, IP appliances, open servers, within virtualized environments, and on endpoints. New blades can be added simply by enabling their functionality in software; no additional hardware, firmware or drivers are necessary. This enables organizations to deploy security dynamically, as needed, with lower total cost of deployment. This unique architecture has helped partners to provide more security functionality to customers at a lower TCO.
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How do you want to take this forward to 2011? At Check Point we know that partners are critical to our success and help us to serve our customers better. Along with our 100% channel-driven philosophy, Check Point channel programs are recognized as the best in the security industry. We believe in giving our partners the right outlook to be successful in the market. We train them to evolve towards adopting a consultative approach to the customer and to be regarded as a consultant rather than a reseller to them. We saw success with our aggressive training strategy that helped us in enabling our partners to achieve the aforesaid goal. In 2011 we look at pursuing this strategy even more aggressively to attain greater heights. As we are growing over 50% year on year it is important that we have more feet on the ground through our loyal partners. Check Point is also looking to further strengthen its market share across various geographies and verticals to continue to be the leader in the security domain. Have you listened to the channel partners’ views earnestly? As a 100% partner centric organization, we have
regular interactions with our partners. These interactions vary from one on one meetings to events. As a part of our objective to understand the partner community better we do regular surveys on various aspects of vendor-partner relationship. These include both internal and third party surveys. These have helped us in understanding partner views on various channel policies and also help us in improving our relationship with our partners. All our channel marketing events and programs are regularly reviewed to ensure that set objectives of the programs are met. These initiatives are also assessed by the feedback from participating partner. These feedbacks enable us to ascertain the success of various programs and also aid us in periodically modifying them to achieve better results. What kind of schemes and programs have you launched last year and what kind of programs you have to launch this year? Check Point has attractive promotions that help our Channel Partner sell more of our solutions. These programs are designed to generate more business and provide an accelerated growth path for our partners. Some of these schemes are ongoing programs
that are periodically updated like functionality upgrade and competitive replacement programs. These programs have evoked great interest among partner community due to the business proposition and value these programs generate. Under this program there is regular discount program for educational institutions and also credit for trading in older Check Point products for their latest versions. Access to these program offerings are based on being an authorized partner. Check Point Partner program rewards partner with access to an extensive combination of sales, marketing and support offerings designed to provide them with the resources necessary to deliver strategic value to customers. In 2011 Check Point looks at expanding the scope of competitive replacement program and also would be extensively promoting demo unit purchase by partners which can be partially funded by utilizing partner MDF. Check Point would also develop and execute regional promotion program. We are also looking at jointly developing partner specific promotional campaigns which would be partner driven. These could also be exclusive to a particular partner depending on the commitments from the partner. SME
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SMA COVER STORY
2010 OVERVIEW
BY SANJAY MOHAPATRA sanjay@smechannels.com
2010 saw continued expansion of IT markets in secondary towns and cities. SMB was a focus area among most vendors. Partner strategies of HP and Microsoft majorly influenced trends in the channel market.
IS BIG T
he year 2010 was good for the Indian economy which grew at a rate of 9.5% GDP. This kind of economic growth had a cascading effect across sectors including the IT sector and consequently its channels and partner community. However the dynamics of economic growth did not impact all players in the ecosystem equally. While it helped expand the market and contributed to the growth of new players in tier two and tier three cities, it also had a crippling impact on the already depleted margins of large national distributors. Looking back, the year was marked by a few dominant trends: the increasing demand for IT products and services in secondary town and cities; the emergence of regional players in small towns and cities who played a critical role in meeting the demands in these markets; the margin pressures experienced by national distributors and the box sellers; the emergence of large format stores not just in metros but in smaller towns as well; the increasing thrust on emerging solutions such as cloud computing, virtualization, collaboration and business intelligence; and vendors providing financing schemes to partners who can therefore hold longer in the credit cycle. Vendors worked closely with partners to upgrade their skills, educated them on new technologies and solutions, provided marketing support, and worked collaboratively to exploit new market segments and opportunities. Above all, the frenzy of activity in the market estab-
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ALL 2010 OVERVIEW
COVER STORY
G IN INDIA lished the criticality of the channel partners and demonstrated the close interdependence of the IT industry and its partner community. The most dominant vendors among the channel community were Microsoft and HP which introduced major changes in the strategy and influenced the dynamics of the IT channel community. In addition, vendors that continuously engaged with channels included IBM, Intel, AMD, Oracle, EMC, Red Hat, and Emerson. The two major drivers for vendors’ channel strategy continued to be to increase sales and expand the reach of the market. Factors that also impacted channel strategies include the increasingly competitive market scenario; the economic pressures which saw a saturation in urban markets and increased demand in secondary towns and cities; the emergence of the SMB as a lucrative market segment; vertical segments such as education, government, infrastructure, transport, small-scale manufacturers and exporters. To achieve that, vendors launched numerous initiatives that were aimed at increasing sales and aid partners to maintain healthy bottom lines. Vendors initiated processes to increase the flow of communication within the ecosystem as timely information become a key enabler not only to tap new oppor-
tunities but also a critical tool to understand market dynamics. Additionally, there were increased focus and sharpened strategies to help partners move up the value chain with targeted training sessions, joint marketing initiatives and increased involvement in the sales cycle.
What’s on the ground? In 2010, leading vendors tweaked their channel strategy to help partners achieve consistent growth. The challenge for all vendors was to engage with the channels continuously and consistently and provide support in terms of training, market development activities and requisite information to help them move up the value chain. For example, HP, a leading player in the consumer segment which claims to share a deep relationship with its channel partners, constantly engaged with partners across the nation to develop a relationship of mutual support in any situation. According to Deepti Dang, Head of Channel and Trade Marketing, HP India, “In 2010, the challenge for us was to evolve a strategy where channel profitability would take centre-stage. Our new go-to-market distribution
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COVER STORY
2010 OVERVIEW
PRAVEEN SAHAI DIRECTOR OF SALES, INDIA & SAARC, IOMEGA
“We are doubling our presence with the right support policies and making all the range available.”
B RAGHAVENDRAN VICE PRESIDENT AND HEAD, PARTNER ORGANIZATION, CISCO INDIA AND SAARC,
ASHEESH PANDIA MANAGER – COMMUNICATIONS, SIEMENS ENTERPRISE COMMUNICATIN PVT. LTD.,
“Cisco has introduced a new cloud partner program to help them choose their role in the cloud and evolve business models to capitalize on the multi-billion cloud market opportunity.”
“In India, we follow a bit different models but overall Siemens enterprise communications has introduced several interesting programs for partners globally.
model was devised to ensure that everyone in the channel made healthy and assured margins, and the market operating price was no longer dependent on the volume of business a partner did. HP is completely focused on partner profitability, enhancing partner skill sets and introducing new solutions (and not products only). We launched POS solution for retails, education and small enterprises and also digital signage to help partners extract maximum wallet share out of a customer.” HP’s strategy was to allow partners to focus on creating a strong value proposition for customers rather than spending time negotiating prices
CHERIAN VARGHESE SENIOR DIRECTOR, ALLIANCE & CHANNELS, ORACLE INDIA,
DEEPTI DANG HEAD OF CHANNEL AND TRADE MARKETING, HP INDIA
“Oracle Accelerate programme which specifically caters to mid-market businesses and allows partners to deliver industryfocused application solutions.”
“Hp is completely focused on partner profitability, enhancing partner skill sets and introducing new solutions.”
with suppliers. Assured margins would encourage distribution partners to deploy more resources for channel engagement and market expansion of their business. Luminous Power Technologies, a vendor that provides high quality power products for home and commercial applications, had a fruitful year in terms of channel development and engagement initiatives. The company conducted community programs for channel partners, which triggered far-reaching benefits providing a common platform to voice concerns and share feedback. The company’s activities helped expand and strengthened its channel community. It also helped the
company to increase its market share by 50%. Rakesh Kalhotra, Founder & CEO, Luminous, says, “The most prominent channel engagement program that we started in the year 2010 was “Leopard Club” Leopard club movement is an effort to honour and carry forward the practice of appreciating and gratifying the top achievers among all channel partners. Leopard association guarantees great after sales services and fabulous benefits with loads of exciting business incentives. We launched schemes like “Lucky 7”, “Khul Ja Sim Sim” and “Panch Ka Dum” with big prizes at stake ranging from international travel to cars, LCD TVs and much more. The sole motto of these
KERMAN RANA, DIRECTOR, BUSINESS DEVELOPMENT, QNAP HOW DO YOU WANT TO TAKE YOUR CHANNEL ACTIVITIES FORWARD TO 2011? QNAP’s goal is to achieve the growth of another 100% this year as well. Aside from a full line of storage products ranging from 1 bay, 2 bay, to 8 bay, 1U, 2U or more, QNAP will invest heavily in the corresponding storage software for best security, efficiency and high performance data storing, sharing and backup experience. QNAP will keep launching innovative products to cover the storage needs of individual, SMB and corporate. QNAP’S core support area will be training the channel partners to increase partner confidence on the brand and also to ensure that the partner is confident of selling, installation, and maintenance of the product. QNAP will continue to invest in this direction to ensure channel confidence and profitability for a mutual win win business. QNAP has and will always have a channel focus business model and would do a lot of channel hand holding to ensure that channel gives the best & most cost effective solution to their customers.
HAVE YOU LISTENED TO THE CHANNEL PARTNERS’ VIEWS EARNESTLY? We always listen to views of not only channel partners but also our ODM customers and improvement is a continuous process and never ending process.
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COVER STORY
2010 OVERVIEW
SUNIL SAPRA, REGIONAL DIRECTOR-INDIA & SOUTH ASIA, ASTARO
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our partners growing our mutual business significantly this year. Globally, we are growing much faster than the
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market. In India we should at least do three times of our 2010 revenue. And we will do this only with limited number of partners. This will mean that our partners will gain 2-3 times on their current investment on Astaro. One of our leading partners has shared with us that he is likely to achieve more revenue with Astaro solutions in
initiatives is to encourage the channel partners to perform better and achieve even more than the targets assigned to them.” AMD benefitted from the expansion in the PC market which grew by 31% (according to IDC) in 2010. While this growth has been primarily driven by laptops, even the assembled desktop PC market grew. Therefore AMD worked towards enabling its partners to benefit from this growth. AMD also expanded and strengthened its relationships with motherboard vendors to ensure that their motherboards are available across all AMD processors that are sold to system builders. At NEC, the strategy during 2010 was to reinvent, rethink and rediscover its go-tomarket strategy. The objective was to realign and strengthen its partner ecosystem while developing a clear segmentation and targeted approach towards customers. During the year, NEC steadily increased its partner base from two to five strategic alliances as the company relies heavily on its partners’ reach to take its solutions to the customer. That is why NEC has constantly invested in growing the partner ecosystem and emphasizes on the qual-
6 months than what he had achieved with another brand in more than one year. This precisely is the value and power that our partners get by being associated with us. They are able to sell on value and not enter “me too” price driven UTM products and hence make better revenues and margins.
HAVE YOU LISTENED TO THE CHANNEL PARTNERS’ VIEWS EARNESTLY? Constrictive feedback and Continuous improvement is the mantra for success. We work very closely with our partners and they know that they can trust us. That’s why the discussions are more transparent, more candid. It helps us know where we lack and take immediate corrective measures. Our partners are our best friends and strongest critics. It is because of their honest feedback that we have been able to achieve good success within such a short span of time.
WHAT ARE THE MAJOR INNOVATIONS YOU WANT TO BRING THIS YEAR IN YOUR CHANNEL ENGAGEMENT? Cloud is fast becoming a reality. Though it is unlikely to replace the traditional business models, over a time it will become a very significant contributor to a solution provider’s business. We have been propagating and investing in cloud based solutions for the benefits of our partners and customers for quite some time now. In 2011, we will be forming relationships on the managed security front and also make available our virtual UTM solution in hosted model to our traditional partners too. We will focus on helping our partners develop new revenue streams around our hosted solutions such as virtual UTM, Mail Archival Service and Log management service.
ity of partners to ensure mutual growth. “Besides having critical mass, partners should also have domain knowledge,” says Ravinder Raina, Country Head, Private Network Solutions, NEC India.
Cisco’s partner initiatives during 2010 was guided by the philosophy of ‘Together We Lead’ approach where the company prioritized resources around the needs of partners to help
SANJAY SINGH, HEAD- VALUE AND
VOLUME CHANNEL SALES, INDIA AND SAARC, TREND MICRO
HOW DO YOU WANT TO TAKE YOUR CHANNEL ACTIVITIES FORWARD TO 2011? While we continue to strive to provide new products / solutions as per growing threat landscape, we equally focus on enabling our partners with relevant training and certification in all aspects of security while providing them with the necessary sales and after sales support to run and sustain this line of business. In addition, we also provide best possible tech support and help partners in product demo as well.
HAVE YOU LISTENED TO THE CHANNEL PARTNERS’ VIEWS EARNESTLY? Channel partners are an integral part of our business. At Trend Micro we understand that it is a critical to support the channel partners and we continuously strive to work towards winning the trust of our channel partners. Our objective is to make it easy for partners to do business and hence increase profitability. We create different forums to listen to channel partners’ views, understand them in right spirit for mutual benefit aligning to customer needs. Such an approach has been instrumental in increasing our footprint and helps us to cater to a wider section of customers.
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COVER STORY
2010 OVERVIEW
drive growth, engagement and loyalty. The company focused on orchestrating partner marketing campaigns, resources and enablement around go-to-market strategies, to build next-generation partnerships and deliver on its vision. Throughout the year, Cisco effected several changes in its partner strategy in India and abroad to better leverage opportunities such as collaboration and video, virtualization and cloud-based services. Iomega focused on bringing innovation in the product range and technologies to deliver a world-class experience in storage solutions. The company created a large base of more than 1000 partners in India across more than 40 cities in the country. The thrust of NetApps’ channel strategy in India in 2010 was expansion. The company announced a distribution agreement in India with Avnet Technology Solutions. The company also launched specific programs aimed at expanding its engagements with global systems integrators, regional systems integrator and cloud service providers. In July 2010, Axis Communications organized its first channel partner meet, which was held in Goa. The aim was to establish a high connect with partners with its various solutions and industry specific events. In mid 2010, Axis also introduced the Technology Partner Program (TPP) to partner with industry-leading infrastructure partners and ensure end-to-end system compatibility and optimized end user installations. The main pillar of partner engagement for Novell during 2010 was to focus on upgrading partner skills sets and move up the chain to become solution providers. Novell strengthened its focus on its channel strategy & its commitment
JAGANNATH PATNAIK, DIRECTOR – CHANNEL SALES, KASPERSKY LAB, SOUTH ASIA HOW DO YOU WANT TO TAKE YOUR CHANNEL ACTIVITIES FORWARD TO 2011? As Kaspersky Lab has increased focus on Enterprise products globally, there will be a few more new products which will be launched & some are already launched like KHSS i.e Kaspersky Hosted Security Services. We have Kaspersky Hosted Email Security & Kaspersky Hosted Web Security. We are also going to launch Kaspersky Security Centre- Service provider edition for our partners who are engaged in Managed services.
HAVE YOU LISTENED TO THE CHANNEL PARTNERS’ VIEWS EARNESTLY? Yes we did & we constantly interact with our channel partners to improve our processes.
WHAT ARE THE MAJOR INNOVATIONS YOU WANT TO BRING THIS YEAR IN YOUR CHANNEL ENGAGEMENT? Under our Enterprise & SMB business division, we have plans to expand our partner network to district levels. We have just introduced online case locking portal for our authorized partners. Our Kaspersky Star Partner Program brings a lot of value to trusted & loyal partners.
to increasingly go to market via the channel route. Typically a lot of companies leverage partners as a fulfillment route whereas Novell’s strategy was to train and enable the partners so that they function as a clear extended arm to Novell in not just selling but also with regard to identifying, provide solutions as well as support & implementation services. “We put a lot of emphasis on ensuring that our partners are certified and that they also benefit as part of the Novell family; whether it is in terms of attractive margins, training and enablement
support, access to company marketing materials or joint go to market activities so as to help them penetrate into newer regions to harvest business opportunities,” says Narayana Menon K, Lead Marketing and Strategy, India and South Asia, Novel. For Siemens also last year was great. There were lots of activities with respect to Channel Engagement. Asheesh Pandia, Manager – Communications, Siemens Enterprise Communications, says, “In India, we follow bit different models but overall Siemens enterprise communications has
VINEET SOOD, HEAD, CHANNELS AND ALLIANCES, SYMANTEC HOW DO YOU WANT TO TAKE YOUR CHANNEL ACTIVITIES FORWARD TO 2011? Symantec will continue to offer partners opportunities for predictable, profitable growth; relevant market-leading solutions; and the skills and tools to deliver superior value to customers. We are enhancing our Partner Program, executing on strategy updates we announced in April 2010. The strategy includes new solution Specializations (Data Protection, High Availability and Storage Management), and new Master Specialization categories for qualified partners with established consulting practices in one or more solution-area Specializations. These changes and enhancements reflect and encourage a partner-led approach to some of Symantec’s most important markets. The Specialist model rewards partner investments with increased engagement and a closer relationship with Symantec. The enhanced program enables partners to further differentiate their business from competitors, maximize returns using new sales, technical and business enablement tools and resources, and accelerate profits with more predictable results. In short we are not changing the revenue matrix in India but introducing high value propositions to help them become smarter partners.
HAVE YOU LISTENED TO THE CHANNEL PARTNERS’ VIEWS EARNESTLY? Channel partners are the key to our business and engaging with them helps in strengthening mutual relationships. We believe partner feedback is critical and important, thus we have set up an APJ VAR Council which is an interactive platform that provides partners an opportunity to give inputs on Symantec product and sales strategies. It is also a platform to share knowledge and discuss issues that affect the partner community.
46 SME CHANNELS MARCH 2011
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COVER STORY
2010 OVERVIEW
RAGHURAMAN P DIRECTOR TRANSACTION BUSINESS, AMD
“We see better growth of desktops coming from these markets. Some of the markets where we have seen good progress are Rajastan, Haryana, Tamil Nadu, Orissa, Bihar and Jharkhand.”
RAVINDER RAINA COUNTRY HEAD, PRIVATE NETWORK SOLUTIONS, NEC INDIA
NARAYANA MENON K LEAD MARKETING AND STRATEGY, INDIA AND SOUTH ASIA, NOVEL
“NEC has constantly invested in growing the partner ecosystem and emphasizes on the quality of partners.”
“We put a lot of emphasis on ensuring that our partners are certified and that they also benefit as part of the Novell family.”
introduced several interesting programs for partners globally. Among these are OpenScape Fusion Development Program, Service Delivery Partner Program and Technology Partner Program. We have also added new tools to our ongoing Go Forward! Partner Program.”
Small towns fuel growth The real growth in the market came from secondary towns and cities. The overall economic prosperity in the country has touched the lives of people across the country. This, in turn, fuelled the aspirational needs of the people who wanted
ANKESH KUMAR DIRECTOR, CHANNEL PRODUCTS & MARKETING, EMERSON NETWORK POWER INDIA
TEE LEE REGIONAL DIRECTOR, SOUTH ASIA PACIFIC REGION, AXIS COMMUNICATIONS
“We have been bringing more partners in the fold especially in tier three and tier four cities.”
“By growing our partnership base, we will be able to deliver more comprehensive solutions and services to our end users in the tier two and three towns.”
gadgets and a lifestyle comparable to the affluent segments of populations. The growth of the telecommunications sector, increased Internet penetration, growth and popularity of television, improved roads and connectivity were other factors that contributed to economic prosperity and purchasing power of the people. Small wonder then, that the growth in demand for IT products and services in tier two and tier three cities far outstripped the demand in the metros and top tier cities. Growth came from centers such as Ludhiana, Jhallandar, Amristsar, Guwahati, Shillong, Siliguri, Kota, Udaipur,
Baroda, Surat, Allahabad, Cuttack, Coimbatore, Mysore, Nagpur, etc. This demand helped the growth of regional partners who became important players in the IT channel market. Says Ankesh Kumar, Director, Channel Products & Marketing, Emerson Network Power in India, “We have been bringing more partners in the fold especially in tier three and tier four cities.” Cisco has a strong presence in most tier one, two and three cities and towns. In addition, Cisco regularly introduces channel programs which help partners expand the coverage and the partner network. Luminous Power Technologies which
SURAJIT SEN, DIRECTOR – CHANNELS, MARKETING & ALLIANCES FOR NETAPP INDIA HOW DO YOU WANT TO TAKE YOUR CHANNEL ACTIVITIES FORWARD TO 2011? We have a strong partner base of about 91 partners who will be the key growth drivers for NetApp’s overall business in India. We focus on quality of partners rather than quantity of partners. We deliberately keep the number of our partners down to a reasonable number to ensure that we minimize channel conflicts and also have an equitable distribution of our business amongst our partners. This helps our partners stay relevant to NetApp and vice-versa. We focus on making our partners active and productive. We are continuously making efforts to ensure that most of our partners do business with us every quarter. We track and monitor these metrics and reach out to the partners who haven’t been doing business with us. We try and understand their concerns and work with them to ensure that they stay focused. If however their business priorities have changed and they no longer wish to focus on NetApp business, we amicably part ways. This helps us stay focused on investing all our resources across a focused bunch of partners and getting the maximum returns from them.
HAVE YOU LISTENED TO THE CHANNEL PARTNERS’ VIEWS EARNESTLY? We have an aggressive partner listening program. We have several platforms like 3rd party surveys called ‘Total Partner Experience’ surveys. We also use platforms like partner council, regular businesss planning sessions and business reviews.
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COVER STORY
2010 OVERVIEW
has had extensive presence in the North Indian market expanded its presence by “manifold” in other parts of the country during 2010. Globus also realized the huge potential that lies in B and C Class cities. Ms. Kirandeep – VP, Marketing, Globus Infocom, says, “It finds easier to motivate and support the channel partners in small cities. Also, We have organized comprehensive training programs for our existing as well as new channel partners at multiple locations which basically focused on engaging and motivating the partners and to make them understand the huge earning potential through our path breaking innovations.” From 2010 Cyberoam, a comprehensive security solutions provider started entering several new tier two, three and four cities for channel engagement which was not the case in the past. Vendors like AMD also focused in these markets. Says Raghuraman P, Director Transaction Business, AMD “We are expanding our reach to smaller cities across the country. We see better growth of desktops coming from these markets. Some of the markets where we have seen good progress are Rajasthan, Haryana, Tamil Nadu, Orissa, Bihar and Jharkhand.” Besides the demand for IT products, small towns also saw an increased demand for surveillance products. Oh Tee Lee Regional Director, South Asia Pacific Region, Axis Communications, says “There is a growing demand for surveillance solutions coming in from smaller cities and towns in India. We have been focused on growing our partner network to go beyond tier one cities. By growing our partnership base, we will be able to deliver more comprehensive solutions and services to our end users in the tier two and three towns.” Says Praveen Sahai, Director of Sales, India & SAARC, Iomega, “The tier two and tier three city growth has been very good and we see a lot of traction building up. With our new warranty
PANKAJ JAIN, DIRECTOR, ESS DISTRIBUTION HOW DO YOU WANT TO TAKE YOUR CHANNEL ACTIVITIES FORWARD TO 2011? In 2011, we will have significant advancement in the ESET business edition & home edition product portfolio which will create the differentiation. Our partner program will focus on partner profitability through attractive deal registration margin and back end rebates. As the SMBs Security packs will be launched soon we plan to engage with more partners for geographic coverage. We will continue to Invest in trainings and accreditations that strengthen channel partners and their staff knowledge enabling them to deliver complete solutions to their customers and maximize their sales opportunities. We are planning for aggressive marketing campaigns to ensure that there is brand awareness & demand from the market to support our channel network. We will have channel recruitment, channel business development conference & training programs across India so that partners are well equipped with the necessary tools to cater the customer requirements. Special emphasis would be on online marketing.
WHAT ARE THE MAJOR INNOVATIONS YOU WANT TO BRING THIS YEAR IN YOUR CHANNEL ENGAGEMENT? Our channel managers will work closely with the channel partners. We have refined our agenda for 2011 which will focus more on brand awareness & partner profitability. We will continue with our channel centric approach and highly transparent channel policies. No doubt we will rely on our Partners in case of paper licensing but at the same time we will look out for more effective and efficient ways to tab the India’s most potential SMB, Gov & educational segment market. We will invest and innovate channel program, build transformational partnership with the MSPs-SPs-SIs, focus on fastest growing SMB-Enterprise segment and scale our infrastructure to support partners.
policy “No Q asked Replacement Policy”, we have seen a lot of commitment from these cities. We have a focused approach on these cities and have special interest to grow here. We are doubling our presence with the right support policies and making all the range available.” Besides stepping up its presence in the second and third tiers towns and cities via new partnerships, HP has also taken a strategic decision to ramp-up its direct presence via an increased number of HP World outlets in these markets. The company had appointed Savex Computers as the national distributor for HP World during the year.
Rise of regional partners: its dynamics Concurrent with the demand from tier two, three and four cities, was the rise of distributors such as Neoteric, Savex, Supertron, Compuage who made exponential gains catering to the needs in these markets. Vendors like Microsoft, HP, Dell and Acer also preferred to go with regional distributors since they had direct presence and access in these markets, understood the local market dynamics and were hence more effective in those markets. On the other hand, top-tier national distributors such as Ingram Micro and Redington,
TUSHAR SIGHAT, SR. VP–OPERATIONS, CYBEROAM ( INDIA & SAARC) HOW DO YOU WANT TO TAKE YOUR CHANNEL ACTIVITIES FORWARD TO 2011? At present, Cyberoam is committed to maintain its No.1 position in the UTM market of India and reaching for greater heights of success. In 2011, our core focus would be SOHO and home user market (bottom of the pyramid) as well as the high end large enterprise market. For the latter, we have recently launched CR1000ia and CR1500ia which support up to 2500 users.
HAVE YOU LISTENED TO THE CHANNEL PARTNERS’ VIEWS EARNESTLY? Cyberoam has a 360 degree feedback mechanism to listen to each and every major concern of our channel partners. Our partners rate us very highly in various things including product availability, price performance, channel profitability, brand pull and customer ratings, channel marketing and pre-sales support, training and certification, post-sales support, channel policy management and more.
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COVER STORY
2010 OVERVIEW
Your search for the best Antivirus stops here!
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had grown very large with too many processes which delayed decision making. This is a trend that is likely to have a long-term impact on the dynamics of IT distribution in India. With the growth and demand coming from secondary towns and cities, vendors have started focusing on these partners more instead of relying on their traditional top tier partners. Vendors are finding a new comfort level in working with smaller distributors as the top management gets directly involved not only in the decision making but also in its execution. This sort of flexibility and commitment on the partner is reassuring to vendors as the competition in these markets are cut throat. The entry of Dell has also greatly impacted the IT partner landscape in smaller towns and cities. After appointing partners via its PartnerDirect program, Dell focused on winning marketshare by focusing on services. To execute this vision, Dell had to depend heavily on its partners who are actually the company’s feet on the ground. This proved to be a game changer
as Dell began to appoint partners in regions where it did not have enough reach—such as the Northeast region—as Dell approved service providers. This step not only hitched the profile of partners but also provided additional revenue streams for its partners. The issue of double taxation on packaged software continued to be a thorn in the market in 2010. The most impacted packaged products were Microsoft and Adobe. As a result of double taxation, which greatly increased the burden on consumers, Ingram Micro and Redington had stopped dealing in Microsoft products creating a glut for Microsoft products in the market. Microsoft therefore appointed more distributors such as Rashi Peripherals, Savex, and Neoteric Informatique to move its products. This, in turn, impacted the bottomlines of Ingram and Redington. However appointing new distributors proved beneficial for Microsoft in more ways than one, as the company then began to leverage these partners to provide support to its customers in remote areas. HP’s decision to have regional distributors and to ride on the network of telecom channel partners is another significant reason that contributed to the rise of regional partners. In a bid to cater to the markets better, HP decided to reduce its dependence on Ingram Micro and Redington and leverage local partners more. This was strategic to HP’s vision of gaining marketshare in an intensely competitive market. Besides faster access to market and having local support, HP cut one layer in the distribution process, which helped the company to cut costs and pass it on to consumers. The slowdown and its impact on PC purchases in 2008-09 impacted HP’s consumer business. Consequently the company did a complete
rethink in its go to market strategy and identified the telecom channels to push its netbooks and entry-level notebooks. This decision was also partly due to the new HP executive, Sunil Dutt, at the helm of affairs. Dutt, who had done stints at Nokia and Samsung prior to his HP assignment, was familiar and comfortable with the dynamics of the telecom channel. “We have also appointed 12 zonal distributors or T1 partners across the country. These include three IT partners–Ingram, Savex and Redington–as well as nine telecom distributors. Each zone has been divided into multiple regions based on their local dynamics and potential. In each of these regions, we have appointed redistributors/ stockists (RDS)”, says Dang, Head of Channel and Trade Marketing. Vendors actively aided smaller players by introducing financing schemes. In tight market conditions, the financing options provided great succor to small partner to stretch themselves and achieve stiff targets. For example, Cisco has a financing arm called Cisco Capital, which enabled partners to tide over financial issues and help them to finance certain solution portfolios that they wanted to offer. Similarly, Redington offered help to its partners via its financial program EasyAccess. Although such programs were fewer in number, it has set the tone for more such activities in future.
From box pushers to solution providers Understanding the market reality that margins will increasingly get wafer thin in a box-pushing scenario, more and more partners are leaning on offering services and solutions as the main-stay
ARUN NARASIMHAN, GM- BUSINESS DEVELOPMENT, RAMCO SYSTEMS HOW DO YOU WANT TO TAKE YOUR CHANNEL ACTIVITIES FORWARD TO 2011? In 2011, Ramco will continue to focus on growing the business through channel partners. In Ramco OnDemand ERP, we have a very unique offering for our channel partners and customers in India. We will strengthen our channel development and enablement initiatives through dedicated Channel Development Managers across all regions. Ramco Channel Development Managers will work closely with our channel partners to help them achieve their business goals and build successful business leveraging the power of cloud computing. We expect our channel partners to work with us in further enhancing the lead we have over competition in the SaaS application space.
HAVE YOU LISTENED TO THE CHANNEL PARTNERS’ VIEWS EARNESTLY? We constantly engage with the partner community to equip them with necessary information to handle customer queries. We have a robust training program and a partner dedicated portal where partners can communicate their concerns and share feedback from the customers to help us improve our product and service. This could be information on the needs of different industries, what is the market looking at currently and what their requirement is. Such information helps us in our R&D to enhance our product. Also they give us valuable input on how to approach the market. Our Partner Forum has given us an excellent opportunity to hear their ideas and incorporate the same in ongoing and upcoming programs.
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COVER STORY
2010 OVERVIEW
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of their business. Vendors are also increasingly pushing partners to learn more and offer more by way of education, training sessions, handholding, participating in sales cycles and sub-contracting work to partners in large projects. Overall, with so much of awareness, market opportunities and continuous thrust by vendors to push partners the solutions way, partners have also started taking the plunge. In fact, this has given rise to a category of solution providers such as Allied Digital, Frontier Business Systems, Precision Infosystems, Team Computers, Value Point Systems, Progressive Infotech, Targus Technologies with revenues in the range of Rs 200 crore to Rs 800 crore. These providers bid for projects in the domestic market along with top tier service providers such as HCL, Wirpo, TCS and IBM, all of which now focus on the lucrative SMB segment. Often, vendors are seen to bid large projects and then pass parts of it to their preferred partners. Some solution providers like QuantM have in fact actively initiated branding activities. The company has recently launched its private cloud service under the brand “Qloud”. Allied Digital has also set up its own network operating center to offer private cloud service.
Oracle recently introduced Partner Network Specialized program that is designed to allow the partner community to differentiate themselves and reap the benefits of being recognized by customers for their in-depth expertise on Oracle technology. Says Cherian Varghese, Senior Director, Alliance & Channels, Oracle India, “This program provides partners an opportunity to differentiate themselves and become a vendor of choice for Oracle customers by highlighting their core expertise in a specific technology and formally certify specialization. Another program is Oracle Accelerate program which specifically caters to mid-market businesses and allows partners to deliver industry-focused application solutions. These applications provide a wide range of industryspecific functionalities and can be rapidly deployed by our qualified partners.” For long, Cisco has focused on partner profitability via services. Cisco believes this is one of the major reasons for having a successful channel network. For example an average Cisco certified partner over time derives almost 50 percent of total business through services—professional, managed and now cloud-based services. This is much higher than the industry average. Says B Raghavendran, Vice President and Head, Partner Organization, Cisco India and SAARC, “Cisco has introduced a new cloud partner program to help them choose their role in the cloud and evolve business models to capitalize on the multi-billion cloud market opportunity. We have introduced several cloud partner programs and Collaborative Professional Services (CPS)—a portfolio of services that combines Cisco intellectual capital, engineering expertise and service automation to help partners profitably expand or build new professional services practices.” The channel strategy at Parametric Technology Corporation (PTC) is an ongoing effort to ensure
that partners are innovative in their approach, adding value to business, and are involved in strategic partnerships and solution selling with end customers. Says Rohit Biddappa, Head, Marketing, India, ANZ, SEA, PTC, “The recently launched and upcoming products by PTC help us and our channel partners not just to meet the demands of the dynamic market conditions but also be pioneers in solution-driven business for customers. The launch of new products and services necessitate refreshed training for our partners to upgrade skills. Our objective is to ensure that they sell to customers strategically and are seen as consultants, and not perform only transactional business.” HP also realized that there will be huge opportunities in services for partners but the key will to tap the right technology at the right time. The key thrust areas HP has identified for itself and its partners lie in the convergence of different technology layers—converged infrastructure. HP is positioning its converged infrastructure as a base for services providers to deliver numerous pay-per-use models such as Infrastructure as a Service, Storage as a Service, Software as a Service, Platform as a Service, Private and public cloud or Everything as a Service. Other areas that HP focused on throughout 2010 include server virtualization, cloud and high-performance computing. Says Sahai of Iomega, “Iomega has been upgrading the box-pushing partners to become solution vendors with NAS. We believe it is time that box pushers diversify their business towards system integration. Customers look for solutions that add value and provide considerable return on investment. Iomega has been providing continuous training programs for Iomega multi-media and NAS solutions to enhance their skill-sets, so that the demands of our customers are met across categories.”
SHUBHOMOY BISWAS, COUNTRY DIRECTOR, INDIA AND SAARC, SONICWALL HOW DO YOU WANT TO TAKE YOUR CHANNEL ACTIVITIES FORWARD TO 2011? In the year 2010, we focused on training and recruiting new partners. We intend to continue training medallion partners, both in the SMB and Enterprise space as well as National System Integrators on SonicWALL’s new product ranges and product lines. We also plan to scale up our Sales, Marketing and Technical trainings as they help partners provide higher quality and right solutions to the end customers.
HAVE YOU LISTENED TO THE CHANNEL PARTNERS’ VIEWS EARNESTLY? SonicWALL’s go-to-market is only through the channel partners. They play an integral part between us and our customers. Therefore their views matter a lot to us and we make it a point to understand the needs and views of our channels partners. We take effective steps to ensure that our medallion partners get the best of support from us. We also invest a lot in trainings to address whatever issues they might have.
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Y R E V I DEL IN RS U O 24 H IRIS M FRO Ser ver s
IBM System x3200 M3(7328I6S)
IBM System x3550 M3(7944I7S) Xeon 4C E5506 2.13GHz 4MB 800MHz, 1x4GB Ram, Open Bay 2.5in Hot Swap. SAS/SATA HDD, Combo Raid 01 in built, 3 years Onsite + 24 x 7 Rs. 1,16,480/- IBM Discount: Rs. 9,000/-
IBM System x3200 M3(7328I7S)
IBM System x3650 M3(7945ICS) Xeon 4C E5507 2.26GHz, 4MB Cache, 800MHz, 1 x 4 GB Ram, 1x146GB SAS HDD, 2.5in Hot Swap. SAS, Combo, Raid 01 in built, 3 years Onsite + 24x7 Rs. 1,26,360/- IBM Discount: Rs. 10,000/-
Intel Xeon E 3430 (Quad Core) 2.4 Ghz 8 Mb 1333 Mhz 2gb Ram, 250 gb SATA3.5” S.S HDD, DVD ROM 3 Years Onsite. Rs. 42,640/- IBM Discount: Rs. 2,000/-
Intel Xeon E 3430 (Quad Core) 2.4 Ghz 8 Mb 1333 Mhz 2gb x 1 Ram, 146 gb SAS 15k rpm 3.5” Hot Swap HDD, DVD ROM 3 Years Onsite. Rs. 57,200/- IBM Discount: Rs. 1,500/-
Storage
IBM System Storage TS2240 & TS2250
IBM System Storage DS3500 1746A2S/1746A2D and 1746A4S/1746S4D. Rs. 2,63,690/- IBM Discount: Rs. 5,000/-
3580S4E,3580S5E.Ultrium Gen-4 or Gen-5 SAS Tape Drive with Necessary Options. Data Storing Capacity : 800/1600GB. Data Transfer rate : 120/240 Mbps Rs. 1,32,873/- IBM Discount : Rs. 5,000/-
IBM System Storage TS3200
35374UL with SAS, LVD Scsi or Fibre Channel Drives. Mid Range Utlrium Tape Library with Gen-4 or Gen-3 Tape Drive(s) and options. No of Cartridge Carrying Slots - 92. Rs. 3,87,784/- IBM Discount : Rs. 5,000/-
For Any Server & Storage contact
Manav Sharma Iris Computers Ltd. A-155, Road No 4, Mahipalpur, New Delhi-110037 Mobile # 09899926685 Email: manav.sharma@iriscomputers.net
Delhi (Storage) Delhi (Server) Mumbai Bangalore Kolkatta Hyderabad Chennai Ahmedabad Pune Cochin Bhuabaneswar Jaipur Ludhiana Lu Lucknow Nagpur
Phalguni Nayak Suresh Kumar Shailesh Singh Arun.S.R. Sunjjoy De Sandeep Sada P Sadakchar Nilesh Patel Pathan H M Jos Anto Changan K.Das Shailendra Chawla Chanan Singh Thakur Akshat Pal Manoj Bobade
9910093497 9717971256 9820402411 9972992003 9051899699 9989436502 9500019565 9327023408 9823673126 9745555101 9337508070 9829096712 9357920009 9335115378 9923822625
phalguni.nayak@iriscomputers.net suresh.kumar@iriscomputers.net shailesh.singh@iriscomputers.net arun.sr@iriscomputers.net sunjjoy.de@iriscomputers.net sandeep.m@iriscomputers.net sada sadakchar.p@iriscomputers.net nilesh.patel@iriscomputers.net hirekhan.pathan@iriscomputers.net jos.anto@iriscomputers.net chandan.das@iriscomputers.net shailendra.chawla@iriscomputers.net chanan.thakur@iriscomputers.net akshat.pal@iriscomputers.net manoj.bobade@iriscomputers.net
IBM, the IBM Business Partner Emblem and IBM Express Advantage are trademarks or registered trademarks of International Business Machines Corporation in the United States and/or other countries. Other company, product and service names may be trademarks or service marks of others. ©2010 IBM Corporation - ALL RIGHTS RESERVED.
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COVER STORY
2010 OVERVIEW
ROHIT BIDDAPPA HEAD, MARKETING, INDIA, ANZ, SEA, PTC
“The recently launched and upcoming products by PTC help us and our channel partners not just to meet the demands of the Dynamic market conditions but also be pioneers in solutiondriven business for customers.
AJAY KOGTA COUNTRY MANGER, INDIAN SUBCONTINENT, STRONTIUM TECHNOLOGY
“Going forward we want our channel partners to get world class products and hassle free warranty and technical support.”
“We constantly engage with our partners to upgrade skill sets through partner training, annual promotions, incentives and roadshows. This has helped us not only to expand reach but also bring depth in our go-to-market strategy”, adds Ravinder Raina, Country Head, Private Network Solutions, NEC India.
The SMB Flavour Low levels of IT penetration, intensely competitive market scenario, the need to streamline processes and have visibility into operations to reduce costs are some of the factors that are driving adoption of technology by the small and medium sized companies. The needs and requirements of this sector are vastly different from the large enterprises. For example, the IT budgets are very small and, it is a price sensitive market; it does not have streamlined processes and therefore packaged software needs to be tweaked before target-
RAKESH MALHOTRA FOUNDER & CEO, LUMINOUS
“The most prominent channel engagement program that we started in the year 2010 was “Leopard Club”.
ing this segment. This segment also typically does not have a technology department and hence a lot of customer education is required. Therefore the dynamics of selling to this set of customers is very different compared to a segment that is aware with large budgets. Yet the potential of this segment is huge because it comprises more than 70 percent of businesses in India. IT penetration is woefully poor and most businesses do not even have PCs with a network connection. Most vendors and partners find this a lucrative segment and they have customized their products and solutions to appeal to this segment. As part of Cisco’s initiative to strengthen its SMB outreach, the company introduced Grand Slam in the second half of 2010. Cisco’s SMBfocused partners won an all-expenses-paid trip to watch the Australian Open held in January 2011. Its main aim was to increase Cisco’s coverage geographically and increase in sales revenues.
MS. KIRANDEEP VP, MARKETING, GLOBUS INFOCOM
“It finds easier to motivate and support the channel partners in the smaller cities.”
Due to the Grand Slam program, Cisco witnessed a growth of 190% in the specified product categories. Another popular program launched was Borderless Profithon partner program aimed at accelerating Borderless Networks business in the SMB and mid-market segment for routing, switching, and security and wireless technologies. The company plans to undertake a 30-city roadshow to educate customers, on the benefits of Borderless Networks architecture and partners, on ways to derive greater profits from the borderless networks portfolio. Another program called Kick-Off was also launched in early 2010. The promotional campaign, aimed at increasing the awareness and sales of the company’s lower end SMB switches, provided channel partners an opportunity to earn points and be eligible to win a trip to South Africa to watch a FIFA World Cup Quarter Final match.
MS SUDHA JAGADISH, CEO, DAX NETWORKS HOW DO YOU WANT TO TAKE YOUR CHANNEL ACTIVITIES FORWARD TO 2011? Indian Market today is moving away from being product and solution centric to being Service centric to partner with Telecos and address SMB and enterprise networking needs. We market our products (for every Project) to the end users only through our System Integrators spread across India (both Regional and National Level) & will continue with it. Additionally, we also have an exciting Channel thrust vide ADSP program to reach the horizontal mid-sized segments of the enterprise market.
HAVE YOU LISTENED TO THE CHANNEL PARTNERS’ VIEWS EARNESTLY? Our Partners are our Eyes and Ears in the market place. We always treat their views very seriously and this is a continuous process.
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COVER STORY
2010 OVERVIEW
AMIT KUMAR KEDIA, DIRECTOR – TECHCOM HOW DO YOU WANT TO TAKE YOUR CHANNEL ACTIVITIES FORWARD TO 2011? 2011 looks to be a promising year for Techcom as we plan to expand further in our operations across the country as well as over our product portfolio. Techcom will expand its footprint over regions where we are not present strongly as of now, and also penetrate deeper into the untapped rural markets. Hence our wider spread will also enhance our ties with more channel partners inducing mutual growth in the process.
HAVE YOU LISTENED TO THE CHANNEL PARTNERS’ VIEWS EARNESTLY? We associate a good amount of importance with our channel partners and their feedback forms a considerable part of our analysis of products and marketing patterns that we put forth in the market. We also take a good amount of tactical feedback from our associates in terms of evaluation of our products and schemes in the market, and region-based / consumer-based strategies.
The SME sector is a key focus area of Emerson Power Network. Says Ankesh Kumar, Director, Channel Products & Marketing, Emerson Network Power in India, “To enable smaller enterprises optimize their energy expenditure and maximize returns from mission-critical infrastructure, Emerson Network Power has introduced an entire range of power, enclosure and cooling solutions tailored to SMEs needs. These solutions are based on Emerson’s Adaptive Architecture that allows small enterprises to upgrade their infrastructure as business grows, while incurring the minimum possible cost. It lends the benefits of flexibility, scalability and lowest total cost of ownership, thereby optimizing their operational expenses and maximizing returns in due course.” Emerson plans to help channel partners evolve as consultants who can independently advise SMEs on the right solutions for their physical infrastructure. IBM is also imparting skills to its partners to provide cloud-based solutions to the SMB sector which has a huge potential. Going forward, the company is also upbeat about the prospect of offering sophisticated solutions to the medium sized businesses for which it will train its partners.
Going Forward In 2010, Strontium Technology wants to break into top 10 largest memory maker in the world. The company plans to achieve this by entering new geographies and new technologies. Ajay Kogta, Country Manager, Indian Subcontinent, Strontium Technology, says “Going forward, we want our channel partners to get world class prod-
ucts and hassle free warranty and technical support. This will continue to create strong bonding between us and channel partners.” During the year, vendors worked closely with partners, listened to their feedback and incorporated it into the system. For example, when AMD got feedback from its partners on its warranty replacement process, the company launched Advanced Warranty Replacement program under which it started shipping replacement parts even without waiting for defective ones to be received. This highlights the critical role partner play in the vendors’ go-to-market strategy. In 2011, Axis Communications plans to focus on building ‘intelligence on the edge’ in all its solutions. They want to be at the forefront of knowledge and information sharing. In 2011 Siemens’ focus during the first half would be on special training programs for channel partners and their executives about the entire product portfolio of Siemens Enterprise Communications. It will help them to position their organizations as a competent system integrator capable of handling complex solutions and not another hardware & box-seller. The company attributes to the feedback from its partners.
Finally… Vendors will continue to work closely with their partners in 2011. The focus on smaller towns and cities will continue and vendors will forge close partnerships to cater specific market segments. The focus on providing comprehensive solutions instead of pushing boxes; and the focus on SMB as a key market segment are thrust areas that are likely to continue throughout 2011.
RAJAN SHARMA, GM, MARKETING & SALES, GIGABYTE TECHNOLOGY INDIA HOW DO YOU WANT TO TAKE YOUR CHANNEL ACTIVITIES FORWARD TO 2011? In 2011, our channel partners can expect more focus on channel building, channel profit and channel education on new platforms. Our focus will be to further consolidate our channel penetration in Rest of Maharashtra, Gujarat, North East, and Central India. We have outlined an aggressive marketing strategy that includes adding more partners, increasing channel penetration and spread in nonmetro markets, sustaining growth in established markets, strengthening post-sales infrastructure so that our partners and their customers benefit. We are also looking at increasing our Premium Partner base across locations. We will continue to organically grow our GVPP and our other regular program, GIGABYTE Channel Incentive Program (GCIP). Through GCIP, we launch, monitor and ensure channel sales promotions, wherein we nominate partners as Premium Partners and Value Partners in specific location-wise / region-wise.
HAVE YOU LISTENED TO THE CHANNEL PARTNERS’ VIEWS EARNESTLY? We have always given paramount importance to the needs and feedback from our channel partners. All our channel as well as marketing strategies revolve around this feedback, whether it is enhancing post-sales support, signing up sub-distributors across the country, launching new products consistently (so that our partners always have something new to offer their customers), aggressive pricing, channel incentive schemes, or training programs. We understand that there is always room for improvement, which keeps us on our toes vis-à-vis taking prompt action on channel feedback.
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TOP
ENTREPRENEUR
Sanjiv Krishen Chairman
ORGANIZATION Iris Computers Ltd. TURNOVER: (in Rs crore) 924
961
2008-09
2009-10
763
2007-08
HEADCOUNT: 253 ACCOLADES: “Best Distributor Award” by IBM for Volume Servers and again in Macau given the “Best Distributor Award” by Lenovo for their Commercial business.
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n engineer from BITS Pilani, Sanjiv Krishen has over 35 years experience in the IT industry. Mr.Krishen has immense managerial experience with multinational and Indian corporations such as IBM, IDM. He has international experience at top management level in a multinational distribution company representing IBM, Apple, Compaq, AT&T, Paradyne Datacommunications, etc. For last 10 years he is working as chairman of Iris Computers Ltd. Iris Computers started operations in 1996 with a modest turnover of Rs. 5 Crores and achieved a turnover of Rs. 67 Crores in 1999. This growth was achieved over a span of just 3 years by rapid expansion of the existing product portfolio and vendor base. Augmenting the existing product distribution portfolio in 2003, the company has also made successful forays into high margin allied services viz. AMCs, facilities management and service providers. Sanjiv is also on the Board of Iris Unified Technology Ltd., Impact IT Solutions Pvt. Ltd. and Impact Infrastructure Pvt. Ltd.
OPERATIONAL DOMAIN: IT hardware and software distribution PRODUCTS AND SOLUTIONS: Products from IBM, HP, Lenovo, Microsoft, APC, LG, Raritan, Polycom, Canon, Dell, HCL, Iris PC, Belkin, Adata, Smart Guard ADDRESS: A - 155, Road No 4, Mahipalpur, New Delhi 110 037, Tel: + 91 11 2678 2505
Contribution to the IT industry Mr. Krishen is a well known name in IT industry in India. His sound knowledge of computers and electronics is the major differentiator in the top management hierarchy of distribution companies. Many times he himself has makes calls on the end customers along with the channel partners resulting in winning orders for the partners.
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TOP
ENTREPRENEUR
V.K. Bhandari
ORGANIZATION Supertron Electronics TURNOVER: (in Rs crore) 927
Chairman & Managing Director
479
2007-08
611
2008-09
2009-10
HEADCOUNT: 500 ACCOLADES: Lifetime Achievement Award (Compass), Product Manager for Seagate Business’ at Beijing - 2007, Best Regional Distributor by Skotch Summit - 2003-04 OPERATIONAL DOMAIN: IT and Telecom products distribution
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t was in the year 1987 that a young man from Jaipur armed with a graduation degree arrived in Kolkata to seek his fortunes in the Jute Industry. With his father and grandfather already in this industry, his initial plans were to learn about Jute Technology and join the industry. But, the jute sector was in a national decline and he soon realized that his passion was elsewhere. We are talking about Mr. Bhandari, he then joined Sujata Infotech, a Mumbai based major national IT distribution house with an office in Kolkata. Information-technology was a rapidly growing industry, and he began handling Sujata’s marketing-customer relations wing. The immense potential of the IT industry in India excited him. He opened a small proprietorship company called Supermatic Computer in 1991. In 1993, Mr. Bhandari opened Supertron Electronics Ltd, a distribution and Importing Company with 3 persons and an investment of Rs.3 lakh only. Mr.Bhandari has been a founder member of COMPASS, (Computer Association of Eastern India), one of the biggest IT associations of India. He has served as Vice-President and then President of COMPASS for many terms. Compass conferred upon Mr. Bhandari the Lifetime Achievement Award in 2010.
CSR Activities
PRODUCTS AND SOLUTIONS: Servers, desktops, laptops, netbooks, printers, TFT Monitors, PC components, peripherals, memory modules, storage products, networking products and consumer electronic products of brand-enhancing international vendors like Acer, e-Machines, Buffalo, Dell, LG, IBM, Seagate and Transcend among others. ADDRESS: Supertron House, No 2, Cooper Lane, Off R N Mukherjee Road, Kolkata - 700 001, India, Phone: +91 33 2213 1221, Fax: +91 33 2213 0366, E-mail: frontdesk@supertronindia.com
Sponsoring lunch of Old Peoples’ Home, students’ education, installing drinking water facility at Bansiwala School in Rajasthan, contributions to relief camps for Gangasagar Mela, donating callipers to Mahavir Sewa Sadan and regular donations to community and non -profit organizations like Banga Bandhu, CRY, etc.
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TOP
ENTREPRENEUR
Kunwer Sachdev Managing Director
ORGANIZATION Su-Kam Power Systems TURNOVER: (in Rs crore) 500
NA 2007-08
NA 2008-09
2009-10
HEADCOUNT: 2100
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he man, the entrepreneur, the innovator, Mr. Sachdev started his entrepreneurship as a distributor of cable TV connections, but soon understood how an inverter works or should work. He taught himself physics, delved deep into the technology behind the idea of power back-up, spent countless days with his engineers and ended up as an expert himself. He has always revelled in rolling up his sleeves and getting his hands dirty. He realized that in a country with a perpetual shortfall in power generation vis-à-vis demand, the consumer would decide that a reliable power back-up solution is a necessity, not a luxury. And he was determined to give India, the finest products based on the most advanced technologies. Instead of slavishly imitating products from overseas, Mr. Sachdev chose to carve his own path, with innovation as his mantra. He set up a vibrant R&D department, which has produced product after product that his competitors now imitate. He was an early champion of green technologies, having begun research into solar solutions long before anyone else. Over the last year, among various new developments, perhaps the most significant has been the company’s successful programme aimed at tapping and storing solar energy and converting it for use in our daily life.
ACCOLADES: ELCINA-EFY Award for Excellence in Research & Development for the year 2009-10, Power brand India - 2009-10, 10 and 2010-11, Amity HR Growth Award 2008, 2009 and 2010, ‘Business Super brand 2008 - India’ status conferred by Super brands Council, Worldwide OPERATIONAL DOMAIN: Power Back Up Solution PRODUCTS AND SOLUTIONS: UPS, Inverters, Solar power back up solutions, Solar Home Lighting Systems, Solar Power Conditioning Unit ADDRESS: Corporate Office, Plot No. 54, Udyog Vihar, Phase VI, Sector-37, Gurgaon - 122001, Haryana, India +91-124-4030700, 4170500, info@su-kam. com
R&D Activities Our R&D strength is reinforced with extensive infrastructure that includes state-of-the-art equipment like Power Analyzers, Digital Scopes, Waveform Generator, Curve Tracer, Protocol Analyzer, Spectrum Analyzers, Brake Dynamometer, Emulator and Simulator for DSP & Micro Controller applications, and Programmable Power Supplies. This enables Su-Kam to develop design capabilities that are at par with the finest international standards.
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TOP
ENTREPRENEUR
K.R. Naik Chairman
ORGANIZATION Smartlink Network Systems TURNOVER: (in Rs crore) 295*
146
156
2007-08 2008-09 2009-10 *Before Demerger of D-Link India
HEADCOUNT: 537 ACCOLADES: No 1 - India’s most Wanted IT Brands for Structured Cabling for six years in a row CRN, Best Structured Cabling Brand” by DQ Channel for two years in a row, “Channel Champions Award” in Network Cabling by CRN for three years in a row
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Mechanical Engineer with Post Graduate in Industrial Engineering and Diploma in Business Management, Mr.Naik had started his career with IBM, working in various departments, including product design and development till their closure of India operations in 1979. Later, in 1994 he started a joint venture with a multinational D-Link Corporation under the name “D-Link India” with manufacturing facility in Goa and corporate office in Mumbai. D-Link India is now a “de-merged company” and has been renamed as “Smartlink Network Systems Ltd”. Today Smartlink Network Systems Ltd business includes, its own DIGILINK brand of passive networking products and DIGISOL for active networking products, Mr. Naik’s responsibilities has changed and evolved over time and he presently focuses mainly on Strategic Alliances, strategic business decisions, apprising board of directors and investors and more importantly charting the vision and mission of the Company. He is also the former President of Manufacturers’ Association for Information Technology (MAIT). He had created Rs 300 crore company (before demerger of D-Link India Ltd) and created the brand DIGILINK, which is number 2 brand in structured cabling in India. DIGILINK is the first networking company to be listed in BSE and NSE.
OPERATIONAL DOMAIN: Network Products and Services PRODUCTS AND SOLUTIONS: SCS products from Copper to Fiber, Data Centre Solutions to Residential Cabling Solutions and IPLMS solutions, DIGISOL brand of Active Networking products and services under Digicare. ADDRESS: Plot No. 5, Kurla-Bandra Complex Road, Off CST Road, Santacruz(East), Tel : 91-22-3061 6666, Fax : 91-22-2652 8914, Email : helpdesk@DIGILINK.in
Manufacturing & R&D Smartlink has manufacturing facility of 130,000 sq ft. at Goa. It comprises 4 High Speed SMT and highly versatile lines. This facility has received ISO 9001:2000 & ISO 14001:2004 Certifications and 400+ highly skilled people engaged here. The company also exports SCS Products to more than 30 across the world
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Partn
9327010229,
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9900229555, 9831253919,
3/24/2011 11:18:44 AM
TOP
ENTREPRENEUR
Hemal Patel Founder and CEO
ORGANIZATION Elitecore Technologies TURNOVER: NA (Privately held company) HEADCOUNT: 493 ACCOLADES: 7th NASSCOM Innovation Awards, No.1 UTM appliance vendor in India (IDC), Gartner’s Magic Quadrant for UTM, Network UTM Innovator in the perimeter security, ZDNet Asia ranked Elitecore as an “IT Leader of the Year” for 2008-09, Best Software Product Company” (2009 & 2010) from GESIA.
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s a first generation NRI entrepreneur based in the US, Hemal Patel already had a huge experience in managing the IT infrastructure of several reputed firms like Chase Manhattan Bank, J.P. Morgan, Dresdner Bank, Smith Barney & Shearson, Merrill Lynch, Prudential Insurance Company, AT&T Bell Laboratory, Amdahl Corporation and more. He was also a principal partner at Eclipse Micro Computer where his technical capabilities brought huge growth revenues for the company. Upon return to India in 1999, Hemal was one of the co-founders of Icenet India, which was among the earliest ISPs in the country. In the same year, he set up Elitecore Technologies to apply his own knowledge and expertise in network security and telecom billing solutions. Compared to other IT hubs in India such as Bangalore, Mumbai and Hyderabad, Hemal decided to set up his company in his hometown, Ahmedabad which was not really associated with the IT scene. As CEO, his objective was to gain cost leadership while attracting and developing homegrown talent pool. Through his entrepreneurial mettle, Hemal was initially able to attract a huge investment of $10.3 million from a global private equity firm, The Carlyle Group. Also, in order to attract global partners, Elitecore improved its R&D capability through extensive resource training, ramped up pre-sales and technical support and undertook strategic positioning by taking part in global trade shows.
OPERATIONAL DOMAIN: Network Security and Telecom PRODUCTS AND SOLUTIONS: Cyberoam UTM, CRESTEL Billing & Revenue Management Solution, EliteAAA AAA-Radius and 24online, offering a billing and bandwidth management solution ADDRESS: 904, Silicon Tower, Behind Pariseema Building, Off C.G.Road, Nr. Lal Bungalow, Ahmedabad 380 006, INDIA. Tel: +91-79-66065606 Fax: +91-79-26407640 / +1-201-777-2113
CSR Activities Hemal has always been highly supportive of CSR efforts initiated by the company. Elitecore finalized its tie-up with Charotar Institute of Technology, Changa (CITC) to start Research & Development on Next Generation Networks (NGN). Elitecore is associated with Blind People’s Association, Ahmedabad. Elitecore with the help of Prarthana, organized a blood donation camp in its premises.
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TOP
ENTREPRENEUR
Govind Rammurthy CEO & MD
ORGANIZATION Micro World Software Services TURNOVER: NA (Privately held company) GROWTH: 40% year on year HEADCOUNT: 160 OPERATIONAL DOMAIN: Security PRODUCTS AND SOLUTIONS: Security eScan and MailScan Anti-Virus, Anti-Spam and Content Security
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ADDRESS: Plot No. 80, Road No. 15, MIDC, Marol, Andheri (E), Mumbai - 400 093, India, Tel: +91 22 2826 5701 – 05, Fax: +91 22 2830 4750
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veteran of 18 years, before founding MicroWorld Mr. Rammurthy had a brief stint at TELCO, India. He holds a bachelor’s degree in engineering with specialization in Computer Science. He set up MicroWorld in the year 1993 with a team of 3 engineers and started indigenously developing AntiVirus and Content Security solutions. Under his leadership, MicroWorld has grown to become a global company with subsidiaries in the USA, Germany and Malaysia and MicroWorld’s flagship product, eScan has become one of the preferred Information Security Solutions worldwide. Products from MicroWorld have passed several rigorous tests conducted by reputed and independent evaluators of the security industry, while they have also won plenty of awards for their superior performance. Virus Bulletin, Checkmark, AV-Comparatives, TUCOWS, Red Hat Ready and Novell Ready are a few of them.
CSR Activities Donates 1% of his company’s profit to non-profit and charitable institutions such as Thirumala Tirupathi Devastanam, Orphan Children Welfare Activities, Cancer Patients Treatment Welfare Fund and many more.
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ENTREPRENEUR
P.R.V. Raja Vice Chairman, MD & CEO
ORGANIZATION Ramco Systems TURNOVER: (in US$ Million) 48.6 41.5
2007-08
2008-09
35.5
2009-10
HEADCOUNT: 1500 ACCOLADES: Ramco Systems was awarded “Innovation in IT applications”, Ramco Systems won prestigious award for ‘Operational Excellence and Quality’ at the BPO Excellence Awards 2010-2011.
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R Venketrama Raja, better known as PRV, had established Ramco Systems with a mission to create a world-class information technology company focused on enterprise management applications and emerging technologies. Since then, Ramco Systems has become one of the top 100 enterprise solution providers in the world with its products. The company has developed a revolutionary enterprise application assembly and delivery platform – Ramco VirtualWorks. PRV’s basic philosophy has been “Technology keeps you ahead”. An astute businessman with a passion for technology, he is also Vice-Chairman, Managing Director, Member of Investor Grievances Committee and Member of Share Transfer Committee, Ramco Industries Ltd, Director, Thanjavur Spinning Mill Ltd., Director, Member of Audit Committee, Member of Investor Grievance Committee, Member of Share/Debenture Committee and Member of Project and Management Committee, Madras Cements Ltd.
OPERATIONAL DOMAIN: Enterprise Solutions PRODUCTS AND SOLUTIONS: Ramco Enterprise Suite, Ramco Enterprise Asset Management Suite, Ramco Aviation, Ramco OnDemand ERP (RODE), Ramco Enterprise Information Management Suite, Ramco Advanced Process Control, and Ramco Mine Management Suite. ADDRESS: 64, Sardar Patel Road, Taramani, Chennai - 600 113 Tel: +91 44 2235 4510, Fax: +91 44 2230 1859, Email: info@rsi.ramco. com
Manufacturing & R&D Ramco Systems was ranked 54 in top 100 R&D spenders in India; largest in terms of sales to R&D spend among IT companies; third largest R&D investor in total spends in IT R&D (after TCS & HCL). R&D efforts have been primarily focused on initiatives to proactively enhance products such as Ramco OnDemand ERP, Ramco Enterprise Series, Ramco VirtualWorks, and Ramco DecisionWorks.
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ENTREPRENEUR
Atul Khosla Managing Director
ORGANIZATION Om Nanotech TURNOVER: (in Rs crore) 225
85 35 2007-08
2008-09
2009-10
HEADCOUNT: 400 ACCOLADES: Best Exporter’ Award by Ministry of Commerce, India for 2007-08, 2008-09 OPERATIONAL DOMAIN: Memory Modules
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Gold Medallist Engineer, Mr. Khosla started his career with Tata Consultancy Services, in the field of Software development on IBM mainframes. During the 10 years that he was with TCS, he was assigned to various counties like USA (three times), Switzerland, Australia. Thereafter, for another 10 years, he was instrumental in setting up Software companies from scratch, two of which went for an IPO. Atul was one of the rare TCSer who took the challenge to leave a secure corporate career and experiment with setting up fresh ventures. Having set up new successful companies as an employee, Atul’s entrepreneurial streak led him to venture on his own, thereafter. Around 7 years back, Mr. Atul Khosla decided to follow his passion in Electronics. He started a Company, Spaceage Security Systems Ltd. from the limited resources that he had. In July 2006, he joined hands with “Om Associates Pte Ltd., Singapore” to setup one-of-a-kind venture “Om Nanotech Pvt. Ltd.” in NSEZ, Noida.
PRODUCTS AND SOLUTIONS: Micro SD, MMC, SD CARDS, DRAM, USB Drive, Memory components (Brands: ZipMem and Dolgix) ADDRESS: SDF, E-3, 4 & 20, NSEZ, Noida, U.P. 201305, Ph: +91-120-2460008, 3047730, Fax: +91-1202460007 http://www. om-nanotech.com
Manufacturing & R&D The company has state-of-the-art manufacturing facility in 24000 sq. ft. area in NSEZ, Noida. It has put up 2 new Yamaha SMT lines and is planning for a 3rd one. The company keeps on innovating new test patterns and methodology to improve the quality of the finished products. It scouts the global market for any new options. It also deputes its engineers overseas and invites overseas experts for technical interactions. The company’s products are currently sold in 21 countries directly or through its associates. The company has invested in a strong R&D team and matching infrastructure to ensure its leadership position.
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ENTREPRENEUR
Kailash Katkar Founder Director, MD & CEO
ORGANIZATION Quick Heal Technologies TURNOVER: (in Rs crore) 103
58 32
2007-08
2008-09
2009-10
HEADCOUNT: 370
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ACCOLADES: Entrepreneurs International Honours in 2002, G S Parkhe Industrial Merit Award 2009 awarded by MCCIA, “Maharashtra IT Award” for 2009-10, Vocational Excellence Service Award (Feb 2010), Yes Bank award for Best SME in innovation, Deloitte Tech Fast 50- Fastest Growing Technological Company in India. OPERATIONAL DOMAIN: Network Security
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r. Katkar is the person who virtually brought Pune into the Indian IT landscape with his creation of Quick Heal. His rise is meteoric and inspiring for most of the budding entrepreneurs. Started from repairing Radios, TVs, and VCRs, etc., Mr. Katkar is today a successful entrepreneur with Rs.103Cr turnover. His company - Quick Heal - is arespectable Antivirus Company, not only in India but also in more than 50 countries globally. Started his career as a Maintenance Engineer in Data Star Electronics, which later on he took over and diversified into AMCs of Computer maintenance & hardware peripherals company as CAT Computers Service. In the year 1994 his younger brother, Sanjay joined his business & they added a new dimension by developing solutions for Virus attacks in computers. This gave birth to a product “Quick Heal”, which led to series of successes & inventions in the field of security & Antivirus. Mr. Katkar is innovative, creative & he is a step ahead in exploring new business opportunities.
Manufacturing and R&D Owns R&D centre in Pune. PC2Moblie Scan Technology supports more than 580+ models of mobile phones. Quick Heal has a presence in around 50 countries globally.
PRODUCTS AND SOLUTIONS: Guardian AntiVirus, Quick Heal Anti Virus, Quick Heal Internet Security, Quick Heal Total Security, Quick Heal Anti Virus for Server Edition ADDRESS: 603 Mayfair Towers II, Wakdewadi, Shivajinagar, Pune, Pincode - 411005. Maharashtra, Phone: +91-02041060400/66025985, Fax: +91-020-41060401
CSR Activities Association with NASSCOM Foundation to help various social organizations to protect their data from online threats, Distributing thousands of licenses free of cost to such social organizations with the help of NASSCOM Foundation nationwide till date. In 2009-10, Quick Heal Technologies have sponsored a book bank for class 8th, 9th & 10th students from tribal areas along with Seva Bharati, an NGO from North East of India.
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es ives v i r Dr D h te s a l Sta F SB olid U | |S s e l rds u od y Ca M ry mor o m Me e M sh Fla
Strontium Technology India Pvt. Ltd
805,Madhuban Building, Building No-55 Nehru Place, New Delhi-110019 Phone No-+91 11 40568675 Sales-indiasales@strontium.biz Technical Support-techsupport@strontium.biz Service Locations:http://www.strontium.biz/company/Smartlink.htm Advts.indd 24
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ENTREPRENEUR
R.K. Bansal Managing Director
ORGANIZATION Uniline Energy Systems TURNOVER: (in Rs crore) 85
88
2008-09
2009-10
68
2007-08
HEADCOUNT: 250 OPERATIONAL DOMAIN: Power back up PRODUCTS AND SOLUTIONS: Supply, Installation, Testing & Commissioning of UPS system, Sinewave Inverter System, Servo Stabilizer, etc.
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ADDRESS: Uniline House, Ramesh Market, East of Kailash, New Delhi - 110 065, India, Phone: +91-11-4666 1111, +91-11-2646 9031, +91-11-2646 9108 Fax: +91-11-2648 1469 Email ID: uniline@uniline.in
r Bansal is one of the pioneers of Indian manufacturing of power solutions. His journey started with his company of Kla Electronics Pvt. Ltd., which was trading power solutions products since 1989 under the brand name Uniline. Later on, he started manufacturing Power solution products under the name of Uniline and changed the name of the company to Uniline. Today, Uniline is amongst the leading source in Power Electronics Sector, catering to the needs of large and small Computer Installations, Industrial Automation, Banks, Airlines, Healthcare, R&D Establishments, DoT etc. He has 10,000 sq. feet of modernized sales & service area in South Delhi and Factories at Delhi & Parwanoo (H.P.) along with Branch Offices all over India. It is today the 3rd largest UPS manufacturers Mr. Bansal is the General Secretary of All India UPS Manufacturer’s Association.
Accolades: Udyog Pragati Award, the National Quality Star Award, the Udyog Patra Award and Laghu Udyog Bharti Execellence Award.
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SOLUTION VENDORS
TOP
Cisco FOR CISCO, the classification of business size is linked to IT usage and the number of desktops the business has. A small business is one that has between 1 and 99 computers, and businesses with 100 and 200 personal computers is classified as the SMB market. The mid-market sector is between 201 and 999 PCs. Cisco has launched a complete range of products, solutions and bundled offerings that are tailor made keeping in mind the requirements of small to medium customers. With over $3bn invested in R&D for this market segment alone, Cisco has developed solutions that can effectively satisfy the technology demands of the SMB customer. A critical feature built into Cisco’s products is the plug ‘n’ play capability that enables our partners to easily install the network infrastructure and ensures that business owners can manage their network effortlessly. With an array of products that provide end-to-end technology solutions ranging from network connectivity, security, video, storage to unified communication tools that enable seamless collaboration anywhere, anytime, Cisco is effectively a one stop shop vendor for SMB targeted technology infrastructure.
CONTACT PERSON: Amit Malik, Vice President – East, Cisco India & SAARC ADDRESS: 6th Floor, C22, G Block IL & FS Financial Centre, BKC, Bandra (East), Mumbai 51 400051022/ 26533430
SOLUTION: Switching, Routing, Security, Data centre, Digital Media Systems, TelePresence, Unified Communication and collaboration tools, IP surveillance, Wireless, Video, Storage, etc.
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HP India
CONTACT PERSON: Pradeep Khemani, Country Manager, Channel & SMB Sales, ESSN, HP India
ADDRESS: Oberoi Commerze, International Business Park, Oberoi Garden City, Westin Building, Goregaon (East), Mumbai - 400063
HP CREATES new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to solve SME customer problems. The company has three business groups drive industry leadership in core technology areas including Personal Systems Group: business and consumer PCs, mobile computing devices and workstations, Imaging and Printing Group: inkjet, LaserJet and commercial printing, printing supplies, Enterprise Business: business products including storage and servers, enterprise services, software and networking. HP has recently launched a number of initiatives to win sales in the small-to-mediumsized business (SMB) IT market in India. The company has adopted a micro-market strategy for SME business, whereby it plans to roll out cloud computing-based solutions around key verticals like healthcare, retail and education. HP has partnered with 150 Indian software companies and has already developed 8-10 critical applications.
SOLUTION: Enterprise Servers, Storage & Networking (ESSN)
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SOLUTION VENDORS
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Dell
DELL IS a solution provider that resonates with the small and medium businesses. Being the visionary outcome of a true entrepreneur, Dell realizes that these SMBs are going to bring in the next wave of growth and want to help them derive greater value from IT as they grow from small to medium to large. Dell has kept its definition of SMBs very simple. Organizations having employee strength of 100 or less are called SMBs, more than 100 but less than 500 are called medium businesses & 500 employees & more are large enterprises.Dell’s strategy is to help customers build the most rock-solid infrastructure possible, one that empowers users with information-driven applications, while driving cost and complexity out of the IT room. Our technology and services help customers do more and do it better, with maximum long-term value. We believe our legacy qualifies us specially to help SMBs expand their businesses; our offerings meet their special requirements - be it the Vostro range of desktops and laptops, be it the way we simplify their datacenter with our hyper-V embedded servers or our iSCSI storage networks
CONTACT PERSON: Satyan Vyas, Director, Medium Business, Consumer & SMB at Dell India ADDRESS: 12/1, Divyasree Green, Inner Ring Road, Domlur, Bengaluru, Karnataka 560071, 080 2510 6172
SOLUTION: Security, Virtualisation, Servers, System Management, Data Storage
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Lenovo
CONTACT PERSON: Alex Li, Vice President-HSB, Lenovo India
ADDRESS: Fernsicon, level-2 Doddenakundi Village, Marathhalli Outer Ring Road, Marathhalli Post: KR. Puram Hobli, Bangalore-560 037
LENOVO FORAYED into the SMB segment in June 2008 with Lenovo ThinkPad SL laptops for the SMB customer, making this its first ThinkPad offering for SMBs. Lenovo India considers any company with 100-499 employees as an SME. The company has taken special care in understanding the requirements of the SMB users - manageability, stability, rich configurations and security were some of the key factors they considered and accordingly designed their products. Lenovo has already extended the ThinkPad brand promise to SMBs by introducing two products - the “ThinkPad Edge and “ThinkPad X100e” ultraportable series. Lenovo is focused on providing SMBs a total solution of hardware, software and services to fit their needs. The ThinkPad Edge laptops feature a new and exciting ThinkPad design, illuminated keyboards on select models, choices of Intel and AMD processors for fast performance, up to 8 hours of battery life, an optimized VoIP experience, Active Protection System (“air bag” like system) to protect the hard drive and Rescue and Recovery software to restore system files and settings and optional 3G connectivity. ThinkPad x100e on the other hand, is a pioneering product in the industry as it offers ultra portability and the ThinkPad brand promise at an entry-level price point..
SOLUTION: ThinkCentre PC and ThinkPad Notebooks
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SOLUTION VENDORS
TOP
Microsoft MICROSOFT ENTERED India in 1990 and has since worked closely with the Indian government, IT industry, academia and local developer community for ushering in some of the early successes in the realm of IT. Microsoft currently has offices in 13 cities - Ahmedabad, Bangalore, Chandigarh, Chennai, Coimbatore, Hyderabad, Indore, Jaipur, Kochi, Kolkata, Mumbai, New Delhi, and Pune. Increasingly, Microsoft is becoming a key IT partner to the Indian government and the industry. Since its advent, Microsoft has been supporting and fueling the growth of the local IT industry through its partner enablement programs. Since its entry into India, Microsoft has focused on three things, namely becoming a key IT partner to the Indian government and the industry, Supporting and fueling the growth of the local IT industry through its partner enablement programs, Under Microsoft Unlimited Potential, enhancing education, jobs and opportunities and fostering innovation through relevant, affordable access to computing and Microsoft in India employs about 5500 people and has six business units in India representing the complete Microsoft product lifecycle.
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SOLUTION: Internet Explorer 9, Windows office suite 2010, Enterprise solutions, Server solutions, Collaboration and mail messaging solutions.
CONTACT PERSON: Rajeev Mittal, General Manager, Small and Medium Enterprise, Microsoft Corporation (India) ADDRESS: 9th Floor, Tower A, DLF Cyber Greens, DLF Cyber Citi, Sector 25A, Gurgaon 122 002, India, Phone: 1800 102 1100
Canon
CONTACT PERSON: Alok Bharadwaj, Senior Vice-president, Canon India
ADDRESS: 2nd Floor Tower A & B, Cyber Greens, Phase III, Dlf City, Gurgaon, Haryana 122002, 0124 416 0000
INCORPORATED IN 1997, Canon India Pvt. Ltd. is a 100% subsidiary of Canon Singapore Pte.Ltd; a world leader in imaging technologies. Canon today has offices spread across 7 cities in India with an employee strength of over 840 people and markets 160 comprehensive ranges of sophisticated and contemporary digital imaging products in the country. These include digital copiers, multi-functional peripherals, fax-machines, inkjet and laser printers, scanners, All-in-ones, digital cameras, digital camcorders , dye sub photo printers and multimedia projectors semiconductors, card printers & cable ID printers. Canon is the leader in the imaging solutions space for the SMEs. This company is a one stop solution for all the needs. Canon has pioneered Five technology ‘imaging’ engines viz: Optical Engine, Electrophotography, Bubble Jet, Semiconductors and Display which drives Canon’s cutting-edge technology products. With over 1100 registered patented technologies in Digital Cameras, 2300 in inkjet printers, 5600 in multifunctional printers and more than 200 in scanners, Canon has emerged as one of the leading technology innovators in the digital imaging space worldwide. Canon India forayed into retail space with the launch of its exclusive brand retail store called “Canon Image Square.” Canon plans to inaugurate 95 retail stores in 2011, 100 in the year 2012 and another 100 stores in 2013 taking the count to 300 stores in the next 3 years. Canon’s unique initiative to tap B, C and D-class cities of the country, Image Express, reached 38 cities in Tier II and Tier III towns. With the acquisition of Océ Canon is positioned as the undisputed leader in professional and display graphics printing domain in 2010.
SOLUTION: Digital copiers, multi-functional peripherals, fax-machines, inkjet and laser printers, scanners, All-in-ones, digital cameras, digital camcorders , dye sub photo printers and multimedia projectors semiconductors, card printers & cable ID printers
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SOLUTION VENDORS
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Lenovo
Dell
DELL IS a solution provider that resonates with the small and medium businesses. Being the visionary outcome of a true entrepreneur, Dell realizes that these SMBs are going to bring in the next wave of growth and want to help them derive greater value from IT as they grow from small to medium to large. Dell has kept its definition of SMBs very simple. Organizations having employee strength of 100 or less are called SMBs, more than 100 but less than 500 are called medium businesses & 500 employees & more are large enterprises.Dell’s strategy is to help customers build the most rock-solid infrastructure possible, one that empowers users with information-driven applications, while driving cost and complexity out of the IT room. Our technology and services help customers do more and do it better, with maximum long-term value. We believe our legacy qualifies us specially to help SMBs expand their businesses; our offerings meet their special requirements - be it the Vostro range of desktops and laptops, be it the way we simplify their datacenter with our hyper-V embedded servers or our iSCSI storage networks
CONTACT PERSON: Satyan Vyas, Director, Medium Business, Consumer & SMB at Dell India ADDRESS: 12/1, Divyasree Green, Inner Ring Road, Domlur, Bengaluru, Karnataka 560071, 080 2510 6172
SOLUTION: ThnkCentre PC and ThinkPad Notebooks
CONTACT PERSON: Alex Li, Vice President-HSB, Lenovo India
ADDRESS: Fernsicon, level-2 Doddenakundi Village, Marathhalli Outer Ring Road, Marathhalli Post: KR. Puram Hobli, Bangalore-560 037
LENOVO FORAYED into the SMB segment in June 2008 with Lenovo ThinkPad SL laptops for the SMB customer, making this its first ThinkPad offering for SMBs. Lenovo India considers any company with 100-499 employees as an SME. The company has taken special care in understanding the requirements of the SMB users - manageability, stability, rich configurations and security were some of the key factors they considered and accordingly designed their products. Lenovo has already extended the ThinkPad brand promise to SMBs by introducing two products - the “ThinkPad Edge and “ThinkPad X100e” ultraportable series. Lenovo is focused on providing SMBs a total solution of hardware, software and services to fit their needs. The ThinkPad Edge laptops feature a new and exciting ThinkPad design, illuminated keyboards on select models, choices of Intel and AMD processors for fast performance, up to 8 hours of battery life, an optimized VoIP experience, Active Protection System (“air bag” like system) to protect the hard drive and Rescue and Recovery software to restore system files and settings and optional 3G connectivity. ThinkPad x100e on the other hand, is a pioneering product in the industry as it offers ultra portability and the ThinkPad brand promise at an entry-level price point..
SOLUTION: Security, Virtualisation, Servers, System Management, Data Storage and Management, Mobility solutions, Vostro PC
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SOLUTION VENDORS
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I-Omega IOMEGA CORPORATION, a wholly owned subsidiary of EMC Corporation headquartered in San Diego, is a worldwide leader in innovative storage solutions for small businesses, home offices, consumers and others. The Company has sold more than 425 million digital storage drives and disks since its inception in 1980. Today, Iomega’s product portfolio includes industry leading network attached storage products for the home and small business; one of the industry’s broadest selections of direct-attached portable and desktop external hard drives; and the ScreenPlay™ family of multimedia drives that makes it easy to move video, pictures and other files from the computer room to the livingroom. To learn about all of Iomega’s digital storage products and network storage solutions, please go to the Web at www.iomega.com. Resellers can visit Iomega at www.iomega.com/ipartner.
CONTACT PERSON: Praveen Sahai, Director of Sales – India & SAARC, Iomega Corporation ADDRESS: IBC Knowledge Park, Level-11, Tower-D, Bannerghatta Road, Bangalore 560 029 Phone: +91 080 4013 8888, Phone 2: +91 80 4013 8787, Fax: +91 80 2668 9990
SOLUTION: Network Storage Solutions, Home Network Solutions, Multimedia Drives, Desktop Hard Drives, Portable Hard Drives, SSD Flash Drives, Smartphone, REV Removable, Removable Storage, Data Recovery
Tally
CONTACT PERSON: Bharat Goenka, Co-Founder and Managing Director ADDRESS: Tally Solutions Pvt. Ltd., AMR Tech Park II, No. 23 & 24, Hongasandra, Hosur Main Road, Bangalore – 560 068. India. Tel: +91 80 66282559, Fax: +91 80 30228775
TALLY HAS differentiated itself emphatically on both counts. Since its inception in 1986, when it was steered by the visionary and passionate Late Shri S. S. Goenka, to its standing more than two decades on as India’s leading business management software product company, Tally has come a long way. Tally powers 95% of businesses in India. With Bharat Goenka-son of the Late Founder-at the helm, Tally remains firmly committed to Indian business. A pioneering company, Tally was the first to introduce codeless software, a natural language interface, concurrent multilingual capabilities, and path-breaking remote functionality. In terms of services, this technology giant was the first to launch free service, while dramatic breakaway commercial terms including free upgrades and no charge per seat transformed the ownership experience. Its strong principle right from the early years to reach customers through a dedicated partner network has resulted in a robust partner system. Tally products are transforming businesses across industry in over 94 countries. More than 2 million business users are testament to its product philosophy...defined by the ‘Power of Simplicity’.
SOLUTION: Enterprise Accounts Solutions Including Tally.ERP 9, Tally Developer and Shoper 9
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Samsung India SAMSUNG ELECTRONICS Co., Ltd. is a global leader in semiconductor, telecommunication, digital media and digital convergence technologies with 2009 consolidated sales of US$116.8 billion. Employing approximately 188,000 people in 185 offices across 65 countries, the Company consists of eight independently operated business units: Visual Display, Mobile Communications, Telecommunication Systems, Digital Appliances, IT Solutions, Digital Imaging, Semiconductor and LCD. Recognized as one of the fastest growing global brands, Samsung Electronics is a leading producer of digital TVs, memory chips, mobile phones and TFT-LCDs. For more information, please visit www.samsung. com
CONTACT PERSON: Ranjit Yadav, Country Head - Mobile & IT Business at Samsung India ADDRESS: Vipul Tech Square, Golf Course Road, Sector 43, Gurgaon, 122009
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SOLUTION: Visual Display, Mobile Communications, Telecommunication Systems, IT Solutions, Digital Imaging, Semiconductor and LCD.
CONTACT PERSON: Atul Jain, Country Manager - India & SAARC, Netgear
ADDRESS: Paharpur Business Center, Software Technology Incubator Park, Nehru Place Greens, New Delhi 110 019, India, Phone: 91 11 26207270, Fax: 91 11 26207606
Netgear India
NETGEAR IS a global networking company that delivers innovative products to consumers, businesses and service providers. For consumers, the company makes high performance, dependable and easy home networking, storage and digital media products to connect people with the Internet and their content and devices. For businesses, NETGEAR provides networking, storage and security solutions without the cost and complexity of Big IT. The company also supplies top service providers with retail proven, whole home solutions for their customers. NETGEAR products are built on a variety of proven technologies such as wireless, Ethernet and powerline, with a focus on reliability and ease-of-use. NETGEAR products are sold in over 28,000 retail locations around the globe, and through more than 37,000 value-added resellers. The company has headquarters in San Jose, Calif., with additional offices in 25 countries.
SOLUTION: Switching Solutions, Wireless Solutions, Security Solutions, Storage Solutions
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GUEST TALK
HELPING ENTREPRENEURS TAKE THEIR OWN PATH A careful look at history will show that yesterday’s small businesses have grown into today’s big businesses. Be it Dell, Google or Facebook – they all started in garages or dorm rooms and are today fueling the growth of the economy in their own proportions and changing the way the world works radically.
P. KRISHNAKUMAR Director – Marketing, Consumer and SMB, Dell India
BRIEF PROFILE P Krishnakumar, also known as KK, is the Marketing Director at Dell, responsible for marketing to Consumers and SMB customers. He joined Dell about 3.5 years back, with the responsibility to develop and execute the marketing strategy for Dell’s commercial business in India. Since then, he has been in various marketing roles across the Asia-Pacific and Japan region, including direct marketing to consumers as well as Product and Solutions Marketing for Dell in the SMB segment. Krishnakumar has around 16 years of experience in the IT and Consumer Industry and has served in various sales & marketing positions in India. Prior to joining Dell, Krishnakumar was Country Manager – Consumer Desktops in the personal solutions group in HP India. He spent close to 7 years in various sales & marketing roles with Compaq & HP. Krishnakumar holds a B.Tech Degree in Electronics Engineering from NIT, Calicut and Post Graduate Diploma in Management from IIM, Lucknow.
THE LAST couple of years have been quite transformational for our country. From grappling the shackles of the global setback to trotting ahead at an undeterred pace, our country is now again aiming double digit GDP growth in the coming financial years. Witnessing the way India absorbed the recession and came out of it, India is increasingly being considered as the engine of growth for companies at the global level. India has become a must-have stop on the travel itinerary of almost every bureaucrat and President be it US, France or China. A key part of this Indian growth journey has been the Indian entrepreneurs and business leaders – big and small – who have dared to scale ahead. Wikipedia defines entrepreneurship as the act of being an entrepreneur, which can be defined as “one who undertakes innovations, finance and business acumen in an effort to transform innovations into economic goods”. Innovation is definitely the key word here; however success comes when multiple things fall in place to make it all look right. To help businesses expand, a key aspect is technology. Technology has played a critical role in scaling up these businesses through use of reliable products that keep businesses up and running, backed by services that provide fast resolution, and proactively manage uptime. A careful look at history will show that yesterday’s small businesses have grown into today’s big businesses. Be it Dell, Google or Facebook – they all started in garages or dorm rooms and are today fueling the growth of the economy in their own proportions and changing the way the world works radically. It takes an extraordinary person to launch and grow a business. Michael Dell is that kind of visionary. He saw an opportunity to make technology more accessible to people and organizations around the world and revolutionized an industry. Michael is just one of the many achievers who dared to take his own path with a view of how technology could enable human potential everywhere. The raw number of entrepreneurs and small
businesses stand proof of the entrepreneurial wave that the global economy is riding on today. According to the International Council of Small Business (ICSB), more than 500 million new small and medium businesses will be started in the next five years. Many of these new enterprises will come from fast-growing economies such as Brazil, Russia, India and China, and others. Small and medium businesses recognize this, and their IT spending growth has outpaced total corporate IT spending worldwide since 2002, and is expected to do so through 2013, according to analyst firm IDC. Specifically, annual SMB IT spends is expected to total more than $670 billion USD worldwide. These numbers just give an overview of the way entrepreneurship is picking up and progressing. In the IT space, there are two things we consistently see in organizations that have successfully sustained competitiveness and nurtured strengths while driving innovation – one, a strong and strategic use of technology inside their organization; two, a storing culture of entrepreneurialism and the use of knowledge capital with a risk appetite. Here in India, we see a strong sense of both characteristics that are fundamental and critical for all businesses in their quest to sustain competitiveness. And there still exists immense potential to build on these further. From the basic functions of emailing and printing, an increasing number of SMBs are going beyond the routine PC and laptop adoption and are using IT to gain competitive advantage. However, considering the fact that the country has around 7.6 million small and medium businesses, there is a lot of scope out there. The key for SMBs is to understand their need and invest in resources accordingly. With respect to technology, they need to invest in technologies that are affordable, easily manageable, high on performance and scalable. This holds true irrespective of the industry a business pertains to. Being the visionary outcome of a true entrepreneur, Dell realizes that these small businesses are
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GUEST TALK
going to bring in the next wave of growth for our country and we want to help them derive greater value from IT as they grow from small to medium to large. The “Take Your Own Path” campaign builds on this heritage, recognizing the unique challenges and journeys entrepreneurs face. The campaign focuses on entrepreneurs who’ve dared to take their own path and used technology to their benefit. In fact, this is the first ever Dell SMB brand campaign. It was launched first in India and is now a global campaign across 8 countries. Entrepreneurs like P. Rajendran (NIIT), Neeraj Roy (Hungama Digital), Raman Roy (Quattro), Anupam Mittal (Shaadi.com), Sanjana Ratnam (No Ordinary Bride) are just some names who became brand ambassadors for Dell. The heroes (that’s what we call these brand ambassadors) are indeed an inspiration to entrepreneurs and small businesses. By celebrating our heroes, we forge a deeper relationship with them and share Dell’s value proposition with current and potential customers. The campaign recognized entrepreneurs as heroes and showcased their stories to demonstrate that technology could be used in any industry and any business, irrespective of size or domain. For example, Vishvas Chitale was a Take Your Own Path (TYOP) hero who presented his story on the way he used technology in his dairy business. The dairy business and technology may seem as far fletched as imaginable but the Chitale Dairy story showcased the bridge between the two. When increasing demand created a serious server sprawl, they deployed Dell EqualLogic for a smooth sailing storage virtualization journey. In the words of Mr. Vishvas Chitale, CEO and CTO, Chitale Dairy, “EqualLogic was the natural choice because of scalability in storage. Other storage solutions available in the market are not as scalable as EqualLogic. With EqualLogic, black boxes in the storage array can be added in accordance to the company’s growth. You don’t need any additional software or additional manpower to scale up the storage virtualization or upgradation. So from the management point of view, EqualLogic storage was a great system for us because it doesn’t require much manageability.” For exhibiting the same spirit of showcasing the way technology acts as an enabler for businesses, Mr. Subrahmanyam Yadavalli (Subbu), Managing Director, CoOptions Technologies was also recently recognized as the new “Take Your Own Path” hero. Set up in 1999, CoOptions started off with a singular focus - to empower rural communities in India. The idea
was to establish sustainable and scalable busito honor businesses that apply technology in ness services by empowering the rural hubs innovative ways to improve the customer expecalled PACS (Primary Agricultural Cooperative rience and grow. The awards saw more than Societies). Subbu decided to do this by deploy5000 entries, all from varied businesses and ing Dell PowerEdge servers, which proved to the final prize went to Ekgaon Technologies be a key driver in making this a rural initiative who provide innovative technologies to rural a grand success. A technology leader, coach, India. Based in Delhi, EkGaon functions as an mentor and a guide Subbu has certainly chosen IT services provider for rural India, designing the best way to minimize cost and maximize and developing technology and information performance Incorporating server managesystems to address the varying needs of develment, disaster recovery and storage provisionoping communities. The company, founded ing, Dell PowerEdge servers have ensured that in 2002, has become a pioneer in mobile rural they drive complexity out of virtualization with accounting and mobile tracking of transacits business-ready configurations — by offertions for small rural financial organizations. ing complete solutions for virtualization that We understand the solutions to the problems in include servers, storage, networking and softIndia can emerge from India itself and EkGaon ware — all qualified and supported as a single, is living proof that smart IT investments can complete solution. This means your enterprise not only pay off for the business itself, but for can confidently and securely their customers as well. get all the benefits of virtualTwenty five years ago Dell SMB IT spends started as an entrepreneurial ization to drive your business ahead. This is exactly what is expected to adventure and we’re proud Subbu has been doing and he of those roots. We believe total more than it takes an extraordinary has been doing it really well. $670 billion As India begins to take its person to launch and run place in the sun as an ecoUSD worldwide. a business and that’s why nomic power to be reckoned small and medium busiThese numbers nesses are one of our top with, it is imperative that we just give an harness the Indian potential five business priorities. in totality and the instances Consistently we have been overview of above are few of the big suclaunching products and soluthe way entre- tions targeted at small and cessful entrepreneurial stories preneurship is medium businesses – be it who have really progressed using technology. picking up and the Vostro range of desktops Bucking the industry trend, and laptops, be it the way progressing. women are increasingly writwe simplify their datacenter ing the entrepreneurship code with our hyper-V embedded especially in traditionally male dominated servers, be it the iSCSI storage networks or our sectors like biotech, agriculture, microfinance recently launched printers. In that direction we & IT in the country. With this in mind Dell have also tailored our IT services to suit SMBs. unleashed the power of women in business by We want to help these businesses and be their connecting top global women entrepreneurs trusted IT partner in lieu of the IT department at a platform – the Dell Women’s Entrepreneur they often don’t have. Network (DWEN). DWEN serves as a netTechnology is going to be the ultimate tool working platform for women entrepreneurs that is going to create and scale businesses like who run businesses in the world’s top markets never before. It is going to reach places, industo celebrate the impact that women-owned tries and people that is going to revolutionize businesses have on the economy and share the way we do business and live our lives itself. best practices within the unique and challengTake Twitter, for example, it is emerging as a ing world of running high-growth companies new search tool; or the way the tablet revoluto make it to the next level. This is again an tion is making an impact on notebooks or the extremely successful community and the sucdiminishing of traditional media in light of new media. Those who partner these new techcess is evident from the fact that this initiative nologies, make the adjustment and make use of (which was rolled out in June last year at Shangexisting technology are going to take the leap hai) is being replicated again this year in Brazil. ahead. Technology is no longer a privilege or a Underscoring our commitment to supcompetitive advantage - it is now a competitive porting individuals with a big idea, Dell also necessity and crucial to human success! instituted a Small Business Excellence Awards
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SOLUTION PROVIDERS
Progressive Infotech PROGRESSIVE INFOTECH is a leading provider of ICT Solutions & Services encompassing Technology Integration, Managed Services & Professional Services, through its robust world class delivery processes to varied corporations of high repute. Progressive has come a long way since its inception in 1998. Over the last decade, Progressive has grown in size and stature, experience and expertise by efficiently running the ICT Infrastructure set-up of several Indian enterprises as well as global organizations in India. With an Integrated Quality Management system comprising ISO 9001:2008, ISO 20000-1:2005 (previously BS15000-1) as well as ISO 27001:2005 (previously BS7799) standards, Progressive is redefining the way ICT Infrastructure management is being delivered across the globe. Today, Progressive services its customers through its reach in 130+ locations across India with the aid of 1000+ employees and a well qualified and ITIL certified technical team. Progressive in recent has ventured into international operations through partners and established subsidiaries in UAE and Singapore to cater to the Middle East and South East Asia market. For its globally distributed customers, Progressive has set up a state-of-the-art Network Operations Center in Noida, at its Head Quarters in Noida, which monitors and manages the ICT Infrastructure of many companies in real time. Progressive has forged strategic relationships with some of the industry’s most reputed technology leaders such as Hewlett Packard, Oracle, Fujitsu, Google, Juniper, NetApp, Microsoft, VMware, Symantec, Citrix & RedHat.
TURNOVER: (in Rs crore)
158
2007-08
182
2008-09
211
2009-10
EMPLOYEES: 800 CONTACT PERSON: Prateek Garg, MD ADDRESS: C-161, Phase II Extension, Noida 201305, INDIA, Tel: +91. 120.4393939, Fax: +91. 120.4393922, Website: www. progressive.in
SOLUTION: SI and IT infrastructure management including cloud computing, IT Managed Services
TURNOVER: (in Rs crore) 203
2007-08
190
2008-09
180
2009-10
CONTACT PERSON: V Murali
2
ADDRESS: No.:22, 1st Floor, Above Canara Bank, Habibullah Road, T.Nagar, Chennai - 600 017, Phone: 044 – 42199500, Fax: 044 - 42199502 Service Desk : 044 42199521, website: www.precisionit. co.in
Precision Informatic PRECISION GROUP, headquartered at Chennai, is one of the India’s premier sources for IT products and support services. Established in 1996, it provides quality service to address the Information Technology requirements of Corporates, Small and Medium Enterprises in India. Precision has over 1400 dynamic professionals spread over Bangalore, Hyderabad, Trichy, Madurai, Coimbatore, Vishakapattinam, Mumbai and Delhi. The company addresses the end-to-end IT infrastructure requirements of its clients by focusing on planning and building dedicated expertise and managing the relevant business relationship with global partners on the specific domain. Through this the company ensures that clients have access to latest technology products and solutions at competitive price, backed up with world-class expertise and quality support services.
SOLUTION: Infrastructure Design Services, Transition Planning, Integration and Project Management Services, Managed Services, Infrastructure Solutions
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WeP Peripherals WEP PERIPHERALS Limited, one of India’s largest employee-owned companies, was established in September 2000. Starting primarily with Dot Matrix Printers, WeP is now diversified into emerging and growing segments including Power Solutions, Retail Solutions and After Market while continuously strengthening its portfolio of printers. With the ever growing demand for printers and UPS in the country, among the small and medium enterprises, WeP’s products are designed keeping in mind the current requirements of the market, which are high on quality and yet cost effective. WeP’s growing product portfolio reflects the rapid pace the company have gained over the years. WeP design, develops, manufactures and services these products. WeP is known for its quality with 6 sigma initiative & ISO 9000 standards of certification for its Product Development, Manufacturing, Marketing and Support. We have recently been certified ISO 14001:2004 for our Himachal Factory and ISO 9001-2000 for our support function. CONTACT PERSON: Ram N Agarwal, MD & CEO
TURNOVER: (in Rs crore) 182
2007-08
172
171
2008-09
2009-10
EMPLOYEES: 210
ADDRESS: WeP Peripherals Limited. 40/1A, 4th Floor, Lavelle Road, Bangalore-560001 Tel : 91-8066112000 Fax: 91-80-22270378 www.wepindia.com
SOLUTION: imaging products including Dot Matrix Printers, Line Matrix Printers, Passbook Printers, UPS, Retail POS Printers, Retail Billing Printers, Scanner, etc.
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Sogo Computers SOGO COMPUTERS had its humble beginnings in the year 1991, which also coincided with liberalization of Indian economy, 169 ushering waves of reforms across a number of key industry segments. From being a trader of 116 104 IT components, peripherals and accessories in year 1991, today Sogo Group is a 2 billion Rupees regional conglomerate that has business interests in IT, Retail, Real Estate and 2007-08 2008-09 2009-10 Hospitality employing over 300 professionals. The 2008 July edition of popular IT magazine Data Quest puts Sogo Computers among EMPLOYEES: 195 the top 150 IT companies in the country with an annual turn-over of Rs 1750 million. CONTACT PERSON: Sogo Computers since its inception has Jaymuni Rao, CMD been focused on distribution of technology products as well as offering affordable IT ADDRESS: 11/9, solutions for the masses across the state of the Hayes Court, 2nd Karnataka. Floor (0ff Richmond The company started manufacturing comRoad), Bengaluru, puters under the Sogo PC brand in late nine560025, Tel : 91-80ties, and has been a system builder partner 41430300 Fax: for reputed brands such as Intel, Microsoft, 91-80-22120641 Seagate, Samsung, LG among others. www.sogoindia.com One of the first vendors to identify the large opportunities in the smaller cities, Sogo has set up 8 branches till date outside Bangalore, but within the state of Karnataka. According to third party studies, Sogo is the largest IT hardware reselling/distribution company which a single state focus. Sogo Computers forayed into retailing in 2005, and today has over 20 retail outlets across the state, some of the uni-brand but many have hybrid models. Sogo Computers have also set up its own subsidiary company called Sogo Synergy that focuses on software services both for local and international markets. In 2008, Sogo Computers was appointed as the exclusive Master Sales Affliate ( distributor) for the state of Karnataka by Dell. TURNOVER: (in Rs crore
SOLUTION: Desktop, Notebook, Server, Routers, Switches and passive networking solutions, Software, LCD Projectors, Plasma TVs, UPS , etc. Also offers products on rent
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Team Computers ESTABLISHED IN New Delhi by Mr. Ranjan Chopra, Team Computes started as Apple Support Shop & servicing of Laser Printers in 1991. It has presence in many geographies including Chennai, Mumbai, Bangalore & Kolkata. Started working on Business Unit Format, Infrastructure Solutions & Infrastructure Managed Services formed as separate Business Units. It has also tie-up with Google. Google search solution, Google apps, Maps and PostiniOne of the first vendors to identify the large opportunities in the smaller cities
TURNOVER: (in Rs crore) 230
210 175
2007-08
2008-09
2009-10
EMPLOYEES: 1253 CONTACT PERSON: Ranjan Chopra, CEO
SOLUTION: IT Management, Data Centre Solutions, Information Security & Availability Services, Business application consulting, Infrastructure Management, etc.
TURNOVER: (in Rs crore) 173
2007-08
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2008-09
ADDRESS: #1, Mohammadpur, New Delhi – 110066, India Telephone No:+91 11 4200 4200 F+91 11 4200 4206 www.teamcomputers.com
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CONTACT PERSON: Devendra Taneja, MD
ADDRESS: 12, Santh Nagar, East of Kailash, New Delhi – 110065. India, Phone: +91 11-46555999 (30 lines) Fax: +91 11 26476822 Website: www.e-pspl.com/
PC Solutions PC SOLUTIONS is an established and reliable source for a wide range of technology services. The company offers a comprehensive range of IT services to our clients in diverse industries such as Banking and Financial Services, Insurance, Manufacturing, Telecommunications, Retail, Healthcare, IT/ITES, Power, Media, Education, Distribution and many more. PC Solutions has extensive experience in providing end-to-end IT services, integrating various technologies and delivering solutions in multiple geographies for more than 20 years for its Indian and global clients. They have pioneered global delivery model offering appropriate mix of off-shore, and onsite support services to the maximum advantage of the clients. The company is committed to provide premier technology services with a high level of customer service, quality and value far exceeding our competition and by fostering a “cooperative style” work environment.
SOLUTION: SI, Facility Management, Security and Wireless Hardware, Software, Power, Networking, Servers
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Value Point Systems VALUEPOINT SYSTEMS is one amongst the top 100 IT companies in India. Valuepoint has been the chosen partner to customers for providing IT Infrastructure, Integrate it as well as maintain it over its complete life cycle. Their core business lies in enabling clients to setup and run businesses and critical applications. Our innovative range of solutions helps our clients leverage their business and sustain a global advantage. The company’s solutions span across the entire technology lifecycle. From design to setup and management of your infrastructure. And in every realm of technology, from computing architecture to networks, security and much more. With long lasting alliance with technology leaders,independent software vendors and with their expertise, we provide flexible solutions to meet the customers requirements to ensure maximum returns on their IT investment.
Targus Technologies TURNOVER: (in Rs crore) 120
2007-08
115
2008-09
130
2009-10
EMPLOYEES: 349 CONTACT PERSON: Col. Balwinder Singh, CMD
CONTACT PERSON: RS Shanbag, CEO
TURNOVER: (in Rs crore) 192
2007-08
171
2008-09
153
2009-10
ADDRESS: 66, St. Johns Wood Road, Opp Oracle Lexington, Koramangala, Bangalore - 560 029 www.valuepoint.in
EMPLOYEES: 900
SOLUTION: Imaging & Printing Solutions, Personal Computing Solutions, Software Solutions, Server & Storage Solutions, Networking & Security Solutions, Rental & Leasing Solutions
ADDRESS: 218, Phase IV, Udyog Vihar, Gurgaon – 122016 (Haryana), info@targustech. com. Tel. 0124 – 4742300, Fax. 0124 – 4742335 Website:www. targustech.com
TARGUS TECHNOLOGIES Pvt. Ltd. is an ISO-9001:2000 Certified leading company in providing Quality Solutions in the IT Industry. ‘Targus’ aims at providing complete and Quality Solutions to its clients in all spheres of IT activities. It is proud to have a satisfied clientele of leading MNC’s, corporate business houses and Govt. organizations. The Company has diverse business partners to ensure immediate, quality support and services. Strategic partnerships with IBM, Hewlett-Packard, SUN Microsystems, HCL, Acer, MICROSOFT, Oracle, Symantec, CA, Cisco, Nortel Networks, AMP, Mod-Tap and AT&T are a strong pillar of our organization. Professionally organized, financially sound and an aggressive company, Targus foresees itself amongst the leaders in the IT Industry within a short span of time. The growth rate of the company has been multifold and Targus expects an even higher growth pattern in the years to come. In the competitive IT services industry, it’s difficult to know what differentiates one company from the other. With Targus, you can be certain that we put our clients first—we take a unique approach to fostering client satisfaction.
SOLUTION: SI, Facility Management, Networking, Server storage solutions, software solutions, etc.
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Progression Infonet PROGRESSION INFONET Pvt. Ltd. was incorporated in 1995 with the vision to provide, and optimize, IT computing infrastructure. The company’s mission is to build a globally admired technology powerhouse with a human and ethical face, committed to the growth and prosperity of our customers, employees and our society. The company is passionate about two things: constantly follow technology and focus on technologies. Its Customer Experience Center and Proof-of-Concept Lab enables its engineers gain experiential knowledge on the latest technologies. This knowledge aids in identifying and recommending the best-fit solution to clients to address their current & future business needs and de-risk technology adoption. Second, their “solutions” approach, along with constant exploration of the changing technology landscape, focuses on enabling customers derive higher ROI for the investments they make.
SOLUTION: Servers, Storage, Networking, Software, VoIP Solutions, Remote Infra Mgmt, FMS, Cloud Computing
TURNOVER: (in Rs crore) 124
NA
NA
2007-08
2008-09
2009-10
EMPLOYEES: 140 CONTACT PERSON: Shiv Sharma, Director-Strategy & Alliance ADDRESS: 108 Tribhuvan Complex, 10th Milestone, Mathura Road New Delhi 110065, Tel: 01126840921, Email: girijesh. mishra@goip.in
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TURNOVER: (in Rs crore) 32.3
2007-08
35.9 28.6
2008-09
2009-10
EMPLOYEES: 125 CONTACT PERSON: JB Hooda, CEO ADDRESS: 55, Independent Electronic Modules, Electronic City, Sector 18, Gurgaon – 122015, Haryana, India http://www.progression.com
GoIP Global Services
GOIP GLOBAL Services Pvt. Ltd. is an India based leading IT Solutions and Services Company with presence in South East Asia and North America. The company provides end-to-end technology solutions and services within the Infrastructure domain to Telecom Operators, Services Providers, Government and Enterprise Customers. With its extensive technical strength and manpower, the company executes large System Integration projects in IT and Telecom. The company has a strong presence in the SMB segment through a pan India network of 11 offices and 500+ Channel Partners. The key strengths of the company include Design, Implementation and Management of Wired and Wireless Access Networks, Platform Solutions, Data Centre Solutions and Infrastructure Management Services. The company’s Infrastructure Management Service offering includes Remote Infrastructure Management, Security Management, Connectivity Solutions, Onsite Support and Help Desk support.
SOLUTION: Infrastructure Consulting, Connectivity Solutions, Telecom - VAS Consulting, Remote Infrastructure Management, VAD
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www.smechannels.com
india’s first IT magazine for sme business
ACHIEVERS’
AWARDS GOLDEN SALUTE TO THE PERFORMERS OF INDIAN IT INDUSTRY
2ND SEPTEMBER 2011 I N T E R C O N T I N E N TA L E R O S , NEHRU PLACE, NEW DELHI
B E S T
SME IT ENTREPRENEURES SOLUTION VENDORS PRODUCT AWARDS SOLUTION PROVIDERS
BOOK YOUR DATE AND PARTICIPATE CONTACT: M Raj <raj@smechannels.com> 91-11-9313891660 6/101-102, Kaushlya Park, Hauz Khas, New Delhi-16; Phone: 91-11-46151993 / 91-11-41657670
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PRODUCTS
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DIGISOL DG-GS1008D IDEAL FOR small work groups and SOHO kind of environment, the DGGS1008D is an Ethernet Desktop unmanaged switch designed to enhance network performance in a compact form factor. The switch comes with 8 x 10/100/1000 Mbps ports, offering solutions for accelerating bandwidth. The switch uses store and forward packet-switching technology which offers reliable data transfer. It offers users a flexibility to integrate Ethernet, faster internet and gigabit Ethernet in a single network. This switch also automatically recognizes protocol, which offers flexibility to the users. These intelligent ports detect the network speed and auto negotiates between 1000BASE-T, 100BASE-TX and 10BASE-T as well as between full and half-duplex. Each port supports automatic MDI/MDI-X detection & auto crossover for uplink ports, which eliminates the need for cross over cables or dedicated uplink port. It has full duplex flow control. Any of the ports can be used as uplink ports. If the ports are short, no port will hang up and individual ports can work. With its backplane capacity of 16 Gbps, data transfer is at an average of 2000 Mbps per port at full-duplex mode allowing every node to perform at their maximum performance. Like most of the present generation Digilink active products, this switch also comes within a strong non breakable metal body. Besides, the switch uses high quality glow LED lights which indicate link, act and power of the product. n Price: Rs.2680, Contact: DIGISOL sales support, 1800-2093444 (Toll Free) & 022-30616666 / sales@digisol.com or helpdesk@ digisol.com
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SAMSUNG ML-1666 SAMSUNG ML-1666 is a compact “Made for India” laser printer. With 16 PPM speed, it offers an intuitive printing experience by incorporating a number of easy to use one touch features into the product design. The ML-1666’s low noise level, rapid print speed, and easy power button assure maximum convenience. The printer’s print screen button – conveniently located on the printer control panel – lets you print the contents from your screen, quickly and easily, even when you’re away from your desk. Just one touch is all that it takes. With one click, there’s no more extra editing or cropping of unwanted content-clutter from original webpages or documents. If a single page is what you want, it’s what you’ll get. Hold the button for more than two seconds and the ML-1666 prints the last object that you activated on your monitor. The ML-1666 features a first page output time (FPOT) of just 8.5 seconds and an impressive 1200 x 600 dpi print resolution. The printer comes with full starter toner of 1500 pages. n Price: Rs.5,499, Warranty: 2 years, Contact: Samsung India, +91-124-488-1234
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CHECK POINT ABRA PRICED RESPECTIVELY around Rs.8, 400 - Rs.12, 600, for 4GB and 8GB, Check Point Abra turns any PC into a fully secure corporate desktop. Abra Provides users access to company emails, files and application anywhere whether offline or online through integrated virtual private network (VPN) connectivity, Abra loads itself automatically on any PC, and contains local encrypted storage to protect any data stored on the device. Remote workers and contractors accessing the corporate network through personal or third-party equipment can put businesses’ sensitive data at risk and threaten the network. For example, mobile workers storing corporate data on a home PC could inadvertently expose company information when a child or another home users visitors a peer-to-peer (P2P) file sharing site or sending attachments via instant message (IM), Similarly, a contractor could accidentally send a business’ proprietary data to another client. Regardless of the intent, the potential damage from data loss is the same. n Price: US$140 for 4GB US$220 for 8GB, Contacts: Srinivas S, Phone: 08022996505 / srinivas@checkpoint.com
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LENOVO THINKPAD EDGE 14 POSITIONED AS ideal notebook for SMEs, the Lenovo ThinkPad Edge 14 has a consumer-driven design. The ThinkPad Edge Series laptops reflect a new progressive and strikingly clean appearance while retaining ThinkPad durability and reliability. For example, the laptops include spill-resistant keyboards and valueadded ThinkVantage Technologies like the Active Protection System and Rescue and Recovery. The ThinkPad Edge 14 has additional ports and a nicer SDHCcard reader. The Edge 14 gains eSATA through a combo port that includes three USB ports and one eSATA/USB connection. The larger Edge model also now offers an ExpressCard/34 slot for future expansion and an optical drive. Besides, it is powered with Intel Core i3-350M Processor (2.26GHz 1066MHz), 2 GB DDR3 SDRAM 1066MHz RAM, 14.0 â&#x20AC;&#x153; HD Glossy 1366x768 screen, 320GB HDD, ThinkPad 11b/g/n Wi-Fi wireless, DVD Recordable (Dual Layer) and 6 Cell Lithium-Ion battery. The overall packaging is just ideal for the SMEs. n Price: Rs.35,300, Warranty: 1 year, Contact: Corporate Communication, Ph: 080-30533192, Toll free: 18004252666
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CANON LASER SHOT LBP6300DN
CANON LASER Shot LBP 6300dn is a perfect laser printer for the small business or professional home office, who likes to print a variety of documents including A4, Letter, Legal, etc. Combining an excellent print performance, it offers network printing capability. With print speed of 30ppm, the LBP6300dn offers high-quality monochrome documents in double-quick time. In addition, the first printout time is only 6 seconds, which greatly reduces time spent waiting for documents to be ready. This printer consumes a 9W in standby mode. Changing the LBP 6300dnâ&#x20AC;&#x2122; toner cartridge is very easy. Push a button and the front cover opens, allowing you to replace the toner easily. Equipped with automatic duplex print, the LBP 6300dn comes with the 50-sheet multi-purpose tray and a 250sheet standard cassette an optional 500-sheet cassette feeder brings total paper capacity to a massive 800 sheets. With 2500 pages duty cycle, this printer is rightly ideal for the SMBs. n Price: Rs.24,995, Warranty: 2 Years, Contact: Canon India Private Limited, Tel No.: 1800-180-33-66 (Toll Free No.), Email: info@canon.co.in
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IOMEGA STORCENTER IX12-300R
TREND MICRO WORRY FREE BUSINESS SECURITY 7.0
IDEAL FOR Video Surveillance, ROBO environments and small office back-up’s, StorCenter ix12-300r, Incorporates industry-leading enterprise-class EMC storage technologies. Easily supporting groups of up to 250 users, the StorCenter ix12-300r Network Storage array provides up to 24TB of networked storage in a 2-rack unit (2U) form factor. The StorCenter ix 12-300r has sophisticated configuration and networking features often only available in larger enterprise installations, and is ideal for production file (NAS) and block (SAN) data storage, backup to disk (B2D) of critical business data, shared storage for virtualized environments including Microsoft Hyper-V Server 2008 R2 and VMware vSphere, and application-specific storage such as Microsoft Exchange Server 2010. The USP of the product is that it is expandable up to 12 drives and 24TB, has Flexible Storage Provisioning, Network Capabilities For Performance, Windows DFS And Application Support, etc. It does not require any dedicated IT staff. It supports the entire LifeLine feature set that makes the ix12 one of the most advanced, innovative and easy-to-use network storage device for small businesses and distributed enterprises today.
TREND MICRO Worry Free Business Security 7 features capability to address the threats that small businesses face these days. Nearly 60 percent of all reported infections involve data-stealing malware. The email DLP feature enables small businesses to keep information private by discovering, monitoring and preventing accidental or deliberate loss of confidential information through email. The integrated Mac client protection feature is perfect for small businesses that are running both Macs and Windows because it allows them to secure their iMacs, Mac Servers, and MacBooks without purchasing or managing additional solutions. The feature’s single console includes security status and configuration for both platforms. Small businesses that are challenged with managing and tracking the movements of USB devices can now, with the feature of blocking threats before they reach your computes, it controls access to USB drives and other attached devices to prevent data loss and block threats. Businesses can restrict access to USB ports to avoid anyone copying information to portable USB drives. It achieves this through the power of the Trend Micro Smart Protection network infrastructure, which scans, filters and correlates in the cloud more than 3.2 terabytes of data and blocks over 5 billion threats every single day.
n Price: 2,30,000 (4TB)/ 3,30,000 (8TB), Warranty: 3 Years (Limited Warranty), Contact: Annamalai Ar, Iomega Corporation, Phone no: 18001802237, email: indiasales@iomega.com
n Price: On demand (It is subscription based and not warranty based {1 year, 2 year, 3 year}), Contact: 18001036778 (Toll Free Number), Email ID: priyanka_c@trendmicro.com
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WD AV-25 500 GB WD AV-25 500 GB is one of the best products from the portfolio of Western Digital. It is High reliable and engineered specifically for always-on multimedia streaming applications. The drive offers customers universal compatibility, low power consumption and the ability to simultaneously record multiple audio and/or high-definition video streams while running at cool and quiet temperatures. The best part of this drive is that it is 2.5” in form factor and goes inside most of the notebooks of any brand. Ideal for Video surveillance, DVRs/PVRs, set-top boxes, high-end audio systems, karaoke players and digital signage, it provides 24x7 reliability. The drive draws less than 2 Watts while operating and a mere 4.75 Watts during spin up. With SilkStream technology, it supports up to five simultaneous streams of HD video in a variety of file formats. n Price: Rs. 4400, Warranty: 5 years ltd. Contact: Western Digital, 180011 9393, 1800 200 5789, 011 26384700
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Wireless Device Sharing for Productivity Seekers N Series Wi-Fi Router auto detects your internet connection type and manual free setup, Download Master; 24 hours downloading even when PC is turned off, Universal repeater
EZ All-in-One Printer Server Application
EZQoS -
Quality of Service
Sharing All-in-One Printer functions wirelessly for multiple users simultaneously without buying another printer server.
Dr. Surf Dr. Surf, your personal wireless doctor, can automatically offer real-time diagnostics. Auto-detect Connection Problems
â&#x20AC;˘ If there is any problem for internet connection, Dr. Surf can auto-detect and provide possible solutions. â&#x20AC;˘ eg. Your cable is not connected with the router.
AiDisk File sharing with your family and friends, anytime anywhere! 3 steps to complete FTP file-sharing
- Step 1: Decide how to share your folders - Step 2: Create your unique name of this FTP server - Step 3: Config successfully!!
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ZYXEL NBG4115 WIRELESS N-LITE 3G ROUTER
THE ZYXEL NBG4115 Wireless N-lite 3G Router features 802.11n technology offers a cost-effective solution for users who demand the next-generation network performance. Along with speeds up to three times faster than 802.11g networks, the NBG4115 is also more stable and reliable for wireless data and multimedia streaming to provide better Internet experience. Better yet, it’s backward compatible with the existing 802.11b/g networks. With a 3G USB adapter connected, the NBG4115 offers flexibility for mobile Internet access. Telecommuters who frequently travel among headquarters, branch offices and homes can easily share the 3G wireless network anywhere within the cellular signal coverage; it also provides temporary Internet access to places like events or exhibition booths. Without complicated network deployment, users can quickly access the Internet through Ethernet cable or wireless connections. In addition to the built-in USB interface for a 3G dongle, the NBG4115 features one Ethernet WAN port for the alternative of Internet access.. Without any configuration required, the NBG4115 can offer you the flexibility to share either a 3G/3.5G WAN or a xDSL/Cable connection with all users in your network when either connection is available. With Wi-Fi Multimedia (WMM) technology, by automatically prioritizing different types of network traffics to optimal performance, the NBG4115 can enhance users’ experiences for audio, video and voice applications over wireless networks. The configurable QoS ensures smooth delivery of gaming, video streaming, VoIP and downloading, so your important activities can be arranged by the priority you set. Further, equipped with a Wi-Fi Protected Setup (WPS) push button, it establishes a secure wireless network. The WPS takes only a few seconds to set up a secure wireless network without any complicated procedure. Instead of entering a pass phrase, users can authenticate a new device on the network by simply pressing a button or by entering an automatically generated PIN code. n Price: Rs. 8900, Warranty: 3Years, Contact: Suvir Kumar , ZyXEL Technology India Pvt. Ltd., Tollfree-1800-102-9995, Email -suvir@zyxel.in
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STRONTIUM DDR3-1066 MHZ DESKTOP STRONTIUM MAC Memories are made especially designed for Macbook, Macbook Pro and iMac. These modules are 667MHz and 1066MHz solutions available as 2GB single piece, 4GB single piece, 4GB (2 x 2 GB modules) kit or 8GB (2 x 4 GB modules) kit. Utilizing performance IC’s from Hynix/Micron, Mac Edition SODIMMs from Strontium help unleash the high performance potential of Apple platforms. These Mac memory modules are specifically designed for rock-solid stability in demanding digital media rich environments. It allows users to maximize memory capacity and throughput to increase their systems performance. Built to Strontium’s legendary quality and reliability standards, Mac Memory modules are fully tested to ensure maximum compatibility in Apple Mac products and come with lifetime warranty. Strontium guarantees that they provide the same brands and same IC part numbers that Apple installs in its new machines. With Strontium Mac Memory, Apple systems are sure to run faster and help users become more productive with upgraded memory, especially when it is 100% Guaranteed Compatible Apple Memory module from Strontium. n Price: Rs. 4,590 for 4GB, Warranty: life time, Contacts: Piyuesh Pandey, Email: piyuesh@strontium.biz, Tel.: 011-D +91 11 40568675
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