Issue September 2014

18 September 2014 www.varindia.com

CHANNEL CHIEF

D-Link and its Channel Partners

– companions in successSince its incep� on in early 90s, D-Link has been a renowned name in connec� ng people. D-Link has played a crucial role in revolu� onizing the

internet trend in the country. The company is con� nuously posi� oning itself as a leader in the networking segment with innova� ve off erings.

As an end-to-end networking solu� ons provider for consumers and businesses, D-Link has always been in the fore-front in terms of off ering

latest technology with innova� ons. Determining the market poten� al & demand for IP surveillance, D-Link made a strong foray in this highly

compe� � ve segment with extensive plans, to establish itself as a prominent player in this domain. Sanjay Sehgal, VP Sales, D-Link (India) Ltd.

shares some scheme of things that is the strength of the company -

Through its journey spanning close to 2 decades, Dell’s channel partners have

been an integral part of the success story & a constant companion in success. Hence Channel engagement is one of the key agenda at D-Link. All its strategies and road-map are devised not only to stimulate business growth, but also provide platforms for its channel partner/ re-sellers to expand their horizons. D-Link ensures that its partners present across the length & breadth of the country are optimally benefi ted. In fact the schemes/ reward programs are designed in such a manner that partners present in C & D class city also reap maximum return. Additionally D-Link also organizes training & certifi cation programs at regular intervals to update partners with new technological advances & equip them to meet customer demands. Moreover D-Link follows ‘Feet on street model’, as a result its sales force is constantly in touch with partners & supporting them in meeting business demands. It believes in creating a business ecosystem that fosters collective growth & mutual support.

Inroads into Surveillance space

D-Link provides varied networking solutions to their customers like routing, switching, cabling etc. So for them it is just about taking that extra step & start offering IP surveillance solution to the same customer. In order to reach-out to its existing partner network & provide them with the required confi dence to foray into a new product segment, D-Link provides adequate training to help them understand the nuances of surveillance solutions design, implementations, technical knowledge, various aspects of Surveillance solution selling and other assistance needed from time to time. D-Link has also entered into tie-ups with partners and System Integrators for exclusive business partnerships for IP Surveillance business. As a result of its focused strategy & business approach, D-Link has made successful inroads in Surveillance space and bagged quite a few projects recently.

With the advent of new age technology like smartphones, tablets etc., mobility & instant access to information has become part of its lifestyle. Hence reaching out to customers with an effective & effi cient solution is the key. This is where partner/ re-sellers need to focus on, and look at providing a holistic solution to the customer rather than product selling. Also developing a rapport & retaining customer hold high precedence in today’s competitive environment. In my opinion partners/ re-sellers need to invest with engaging with

customer & build a strong customer base that will eventually results in assured long term business.

Educating and empowering the

Partners

D-Link constantly works towards engaging with its partner’s present PAN India. Road shows/ seminar/ partner engagement program is one such platform that allows the vendor to interact directly with the channels. D-Link conducts such roadshows throughout the year in A, B & C class cities. The objective of these meets is to introduce partners to the latest in networking technology, update them on the product range, and address business concerns if any. Further to enable partners to sell better D-Link also conducts training & certifi cation programs. For its Structured Cabling product line D-Link has recently rolled out ‘D-Link Certifi ed Cabling Expert (DCCE) program across India. DCCE provides participants with in-depth information on the technical aspect of the subject, evaluates trends for both copper & fi ber products, and trains them to design, install and conduct post-implementation testing of D-Link passive networking components for Infrastructure projects.

Throughout the year D-Link at D-Link introduce various schemes for partners that give them an opportunity to enhance their business value. D-Link also introduce region specifi c festive schemes like ‘Poila Baisakh’ Offer for Kolkata, Vibrant Gujarat, Kerala delights etc. that offer more business opportunity.

The road ahead

With the proliferation of handheld devices and access to internet on the go, D-Link has seen a new channel being developed in recent times i.e. online sites.

According to me, while these sites help in reaching out to tier 2 and tier 3 cities at a faster rate, a majority of online players as of now are more into demand fulfi llment rather that demand generation. While it is important to note that the VAR does not just do demand fulfi llment, but also play a key role in demand generation. As they understand the customer’s requirement and then design a customized solution to meet the specifi ed requirement. This is what gives VARs an edge over the online sites. However, I foresee a time soon where a new channel will be established combining the strength of both, the online sites and local VAR. The reach of online sites along with the local presence and customization support provided by the VAR will be phenomenal. �

Message to the VARs

“In today’s highly competitive market scenario, it is important to know your strengths, stick to core competencies and focus on growing your customer base in that space. Don't get overextended with too many manufacturers though it may be tempting to join all of the partner programs applicable to your customer base, but this approach may not ensure the best ROI. In my opinion leverage on the manufacturers' programs and use the resources made available to you to personalize your offerings and be profi table. Also one should try & be the subject matter expert in their core competency, and continue to take certifi cation courses to stay abreast of the latest technology offerings for your customers.”

Sanjay Sehgal

VP Sales

D-Link (India) Ltd.


Is IT giving diminishing returns?

ROUND ABOUT

Asoke K. LahaPresident & MD, Interra IT

Tucked in the obscure corners of the Indian dailies, three news items have appeared in the recent days, which would

have escaped the attention of even serious readers. One was about the book fair held in Delhi at Pragati Maidan. The news analyzed the reasons behind the drop in attendance at the normally well-visited book fair. Parents held back the children from visiting the fair mostly on account of the focus on digital publishing at the fair. They did not want their children to get exposed excessively to videos and DVDs, etc, which were on display more than the printed books.

The second news item related to the opening up of Internet de-addiction centres in the metros for students who were obsessed with surfing, particularly adult sites. Many parents are secretly admitting the menace of surfing among their wards during their absence or at times when they are alone is increasing. The third related news item was about the government’s stand taken before the Supreme Court that it was impossible to filter the pornographic sites beamed from servers located abroad.

Do these things portend that the IT revolution that swept across the world has started giving diminishing returns? Does it mean that a sort of revulsion is building across the IT landscape? Happily, there are not many takers for this hypothesis.

Similarly, breakthroughs in IT are incremental like a ladder. It moves up to chase newer agenda and purpose. Stifling such quest for knowledge is counterproductive in the sense that it thwarts the creative mind and acts as a stumbling block for achieving the potential. My sense is that apprehensions that IT is encroaching into the values of the orderly society is an alibi for those who cannot stand up to be in the race for human expression that IT provides.

On the other hand, I believe that an IT buff has many things to cheer in India. The indomitable resolution of the government

to create a digital infrastructure that can reach every nook and corner of the country, the currently launched initiatives such as IT-enabled financial inclusion programme, digitally linking educational institutions in the country, etc are good auguries. There is a shade of public opinion that these initiatives are not new, they existed even before in one form or the other is a politically loaded area and I do not want to enter into the merits and demerits of such discussions. But one thing has to be taken cognizance that such assertions lend credence to the argument that the IT culture is more closely etched into the Indian psyche than ever before.

Will these initiatives make India an IT superpower in the foreseeable future? An answer in the affirmative, I believe, is an oversimplification of growth dynamics. The creation of an infrastructure of a gigantic size and hue is a necessary condition for India’s emergence as an IT superpower, but not a sufficient one. A lot more has to be done to put that infrastructure and facilities to optimal use. Also, the benefit of these facilities should flow equitably to all, more particularly to the poorest of the poor, who are marginalized for centuries and hold no hope so far to get them bailed out from that abject condition in which they live. Will these happen in India? Let us look at the IT landscape critically and find out our strengths and weaknesses to carve out a roadmap for the future.

I have a feeling that, barring a few who might be using IT applications for higher research or doing scholarly works, the rest in India feels that software development, IT-enabled services, call centres, web designing, e-mail, etc are all about IT. But IT is an unexplored domain, where there can be tectonic discoveries that can rewrite human history. Are our mindsets grooved to this reality? I am afraid it is not.

From sheer acquisition of basic knowledge, IT has to traverse a long and arduous domain to unravel more epoch-making discoveries and innovations. Are we prepared for it? My considered view is that we are ill-prepared to unravel that path. How many of our universities or IT companies are involved in original research? If there are any such institutions, frankly speaking, I am not aware of it. Our universities or even schools of higher learning are embarked on creating IT professionals who can work in corporations and we take great pride while reading that they are offered astronomical sums as salaries during their campus placements. Our erudite President, Shri Pranab Mukherjee, has made a statement recently, which should open up our minds and introspect how that is happening. He reminded a distinguished audience that the last time an Indian received Nobel Prize while teaching and researching in an Indian university was 84 years ago. That was Dr C. V. Raman. Today, there are 720 universities, 37,000 degree colleges and 11,000 polytechnics / ITIs. But these huge infrastructure put together could not produce a Nobel laureate from our own environs. Those who got the Nobel or any other higher recognition are those Indians who are researching / working in other countries. Is it not a sad commentary on our educational system?

The next important thing is making IT a powerful social tool. India is still very low in the pecking order in universalizing IT across the country. Only a fraction of the total population has access to Internet, computers and the like. The percentage of people using modern gadgets like mobile phones or fixed line telephones are still low compared to many countries.

Finally, coming back to our theme: is IT giving diminishing returns in the Indian context? I feel it is a farfetched conundrum when IT has not even etched the peripherals of our Indian psyche. Diminishing returns in the economic sense can operate only when we reach the peak of satisfaction. In the case of IT, we have miles to traverse to reach that level of satisfaction, from where diminishing returns start operating. �


HOT BYTES

ManageEngine positioned in

the Gartner Magic Quadrant

Microsoft ties up with SAP

Dell launches 13th Generation

of PowerEdge Servers

Wipro and CA Technologies

partner for DevOps

Avaya Fabric Networking

observes exponential growth

Microsoft and SAP have

started delivering their global partnership in India, making Microsoft Azure available for SAP applications. The partnership will allow Indian enterprises to leverage the fl exibility and scalability of Microsoft Azure for their mission-critical SAP deployments.

The partnership is expected to deliver 200–300 per cent effi ciency increase in IT infrastructure deployment and savings of 40–75%

Ma n a g e E n g i n e has been

positioned by Gartner, Inc. in the Niche Players category of the 2014 Magic Quadrant for IT Service Support Management Tools for the second year in a row for its flagship product, ServiceDesk Plus.

“We believe our entry into the Gartner Magic Quadrant for IT Service Support Management Tools for the second consecutive time confi rms ManageEngine’s progress and validates our long-term commitment to provide best-in-class IT

help desk software,” said Raj Sabhlok, President, ManageEngine. He also added, “This long-term commitment couldn’t have been possible without regular feedback from our customers who help us to continually improve ServiceDesk Plus.”

The Gartner Magic Quadrant for ITSSM Tools 2014 report also features 13 other vendors. All vendors in the report were assessed on strictly defined inclusion criteria which comprise ability to execute and completeness of vision.

on total ownership costs . The SAP applications certifi cation for Microsoft Azure allows customers with existing SAP licenses to deploy SAP software on Microsoft Azure.

“Along with SAP, we will deliver the best applications and services to customers on the cloud. This will help improve employee productivity, enhance workforce mobility and drive increased business value,” said Peter Gartenberg, GM – Enterprise and Partner Group, Microsoft India.

Designed to help c u s t o m e r s

worldwide address and optimize the evolving spectrum of application and workload requirements, Dell has unveiled its most advanced and easy-to-manage portfolio of PowerEdgeservers.

The Dell PowerEdge 13th generation server portfolio features c u s t o m e r - i n s p i r e d engineering built to optimize price performance for the widest range of web, enterprise and hyperscale applications, and features state-of-the-art advancements in storage, processing and memory technology coupled with industry-leading systems management capabilities.

The new Dell PowerEdge portfolio – which begins with fi ve form-factors across blade, rack and tower servers – provides customers with choice in how they address industry trends including cloud computing, mobility, big data, and software-defi ned. More than 80 percent of IT decision-makers report these factors as investment priorities for the next 12

months, according to the Future Ready IT survey, recent worldwide research commissioned by Dell and Intel.

“90 % of Indian IT Decision Makers feel that there is a need for an IT structure that will tailor infrastructure to specifi c applications and

workloads, according to a global research done by PBS. Additionally 90 % also feel ITDMs are interested in making IT work like hyperscale types. Keeping this in mind, we are launching the 13th Generation of Servers which are focused on three underlying principles– accelerating application performance, empowering workloads in any environment, and simplifi cation of systems management.” – Manish Gupta, Director, Enterprise Solutions Group, Dell India.

Wipro and CA Technologies

have expanded their strategic partnership to jointly deliver next- generation DevOps solutions for testing.

Shridhar Mittal, General Manager, Application Delivery, CA Technologies said, “All companies face tremendous pressure to deliver higher-quality applications faster at lower cost than ever before, so they look for solutions that can address their challenges – especially testing – which has always been the biggest

Avaya is at the centre of

software transformation in networking, creating streamlined opportunities for CIOs and IT managers while saving businesses money and increasing overall effi ciency. The company is seeing growth in networking implementations clocking in at 100 per cent year over year with organizations such as the city of Redondo Beach, Calif., IIX, the York Region School District and Bangalore International Airport Limited (BIAL), among others.

Avaya Fabric Connect networking can provide the fi rst steps to simplify the environment, eliminate the need for multi-touch confi guration and to provide a path to end-to-end network automation toward the strategic goal of SDN. Fabric Connect reduced more than 20 protocols used in legacy networks to a single one to enable the simplicity that a growing number of businesses and organizations are welcoming into their IT operations, and is 100% compatible with existing Ethernet networks.

TP-Link sets

up o� ces

in Mumbai

and Delhi

In order to strengthen its foothold in India,

TP-Link has set up its offi ce in Mumbai and Delhi.

Bill Ye, Director & Country Manager, TP-Link India, said that the company’s principle is to provide good profi tability and support to partners and end-customers.

Atul Jain, Vice-President, Channel Sales, TP-Link India, commented that the company is witnessing growth in India which will lead to build a strong sales and service infrastructure to support customers.

The new offi ces will make TP-Link executives more accessible to its partners and customers, and will also act as support centers.

Acronis opens

New Data

Centers

Acronis has opened four new data

centers in Asia and Europe, in addition to already working data centers in the US and France. The new data centers, located in Singapore, Japan, Russia and Germany, bring secure, localized data protection to Asian and European businesses that are concerned about the privacy and security of their data.

"Businesses feel apprehensive about storing their data in regions far from their own," said Stanislav Protasov, Co-Founder & Senior VP of Engineering and R&D, Acronis. “The concerns associated with storing data have become more pronounced, as businesses and consumers look for more local and secure data protection services."

bottleneck for the systems development lifecycle. Our solutions can help optimize the entire process by removing the bottlenecks.”

The partnership will enable Wipro to leverage the expanded portfolio of CA Technologies, including service virtualization, release automation/continuous delivery, continuous validation and continuous monitoring solutions to help customers.


HOT BYTES

Linksys signs new ND

Cognizant all set to buy TriZetto

HGST extends partnership with Intel

Seagate announces new Cloud

and Solutions Strategy

Windows Server with Hyper-V

grabs 47.5% Market Share

Fujitsu to open HPC Competency

Center in Bangalore

Enterprise storage company HGST

has announced it will extend the use of Intel NAND Flash technology as part of a cooperative agreement with Intel Corporation on Serial Attached SCSI (SAS) solid-state drives (SSDs). Since 2008, HGST has successfully worked with Intel to develop industry-leading enterprise-class SAS SSDs for servers, workstations and storage systems. The resulting products have combined HGST’s enterprise storage experience with Intel’s NAND Flash expertise, and are the foundation for HGST’s leading position

Cognizant has a n n o u n c e d

that it has entered into a defi nitive agreement to acquire TriZetto Corporation for $2.7 billion in cash, subject to customary adjustments. TriZetto is a leading provider of healthcare IT software and solutions.

Francisco D’Souza, CEO, Cognizant, said, "We are excited that the integrated

For its complete range of data

networking hardware products and solutions that include wired and wireless routers, Ethernet switches, VoIP equipment, wireless internet video cameras, power line network adapter, network media hub, audio visual products, network storage systems, network accessories and wireless USBs, Linksys has appointed neoteric infomatique as its national "Connectivity Partner" for Channel (Non-Large Format Retail) Business.

As part of its value-added initiative towards building this relationship, neoteric is all set to

shortly conduct a series of Xperience Live activities in appropriate select locations (high footfall customer locations) to help generate awareness for Linksys products amongst end-customers.

As part of its value-added initiative towards building this relationship, neoteric is all set to shortly conduct a series of Xperience Live activities in appropriate select locations (high footfall customer locations) to help generate awareness for Linksys products amongst end-customers.

portfolio of capabilities across technology and operations will uniquely position us to help clients drive higher levels of operational effi ciency, while re-imagining care for the future. We look forward to welcoming the TriZetto team into the Cognizant family and creating a truly differentiated and sustainable foundation for healthcare."

in SAS SSDs.“We are proud of what

HGST has accomplished in working with Intel over the past six years. HGST continues to invest signifi cantly in the enterprise SSD area, and strategic engagements are a key element of our strategy. Intel complements our proven enterprise storage capabilities with its NAND Flash expertise, resulting in our leading position. We look forward to the continued success of the HGST Ultrastar SAS SSD product line,” said Mike Gustafson, Senior Vice-President & General Manager, HGST Flash Platforms Group.

Seagate Technology has further

strengthened its position as a trusted storage solutions leader by delivering cloud systems and solutions for OEMs, DIY and other organizations. Seagate is building on its position as a steward of digital information, and its acquisitions of Xyratex and EVault, to deliver an Intelligent Information Infrastructure system to help organizations manage the massive

growth in digital data and deliver on next-generation workloads.

Seagate Cloud Systems and Solutions has its offerings in four areas - integrated High-Performance Computing solutions, scalable, modular components and engineered solutions, custom, modularized systems for OEMs and Cloud Backup/Restore.

Windows Server with Hyper-V

has become the leading x86 and EPIC-based hypervisor in India, garnering 47.5-per cent market share (ahead of its nearest competitor by 3.1 points) in Q1 2014, according to the IDC study “Worldwide Server Virtualization Tracker Q1 2014”, which measures newly virtualized server hosts every quarter. Hyper-V is a part of Windows Server 2012 R2 and offers world-class features, scalability and fl exibility to customers for virtualizing their existing on-premises infrastructure. Coupled with System Center and

Fujitsu is charting an aggressive

strategy to build its share in the High Performance Computing (HPC) market segment in India, buoyed by the traction it has gained in the market. The company has planned investments across customer services and engagement, partnerships and training, with an aim to double its revenues in the HPC segment. Fujitsu will open the Fujitsu HPC Competency Center in Bangalore – the fi rst such by a technology vendor in India, and Fujitsu’s fi fth such center globally.

Microsoft Azure, Hyper-V also enables enterprises to quickly deploy and manage hybrid cloud services.

“The popularity of Hyper-V also refl ects customer confi dence in Microsoft’s suite of cloud offerings. Virtualization with Hyper-V is the stepping stone for enterprises in transitioning their legacy IT infrastructure to cloud. It helps them keep pace with the rapidly evolving platform demands of modern business,” said Tyler Bryson, General Manager, Marketing and Operations, Microsoft India.

It has also announced strengthening exclusive partnerships with select partners in India.

Andy Stevenson, Territory Leader – Middle East and India, Managing Director for Fujitsu, India, said, “The Indian market for HPC solutions is vibrant, owing to an increasing focus from the Government to become scientifi cally advanced and prepared, and sectors such as manufacturing and design, pharma and telecom which value the importance of advancements, new discoveries and time-to-market”

IESA signs MoU

with TCA

India Electronics and Semiconductor

Association (IESA) has signed a Memorandum of Understanding (MoU) with Taipei Computer Association (TCA) with an objective to promote ESDM industry cooperation between India and Taiwan. The MoU is part of the collaboration with TCA, under which IESA will extend support to promote investments for India and set-up of the design and manufacturing ecosystem in the country.

M. N. Vidyashankar, President, IESA, said, "India is positioned among their priority destination, primarily due to its maturity of the market, availability of talents and the expertise India can bring to the ESDM supply chain with components like designing, embedded system, VLSI, etc."

Emerson

signs In� ow

Technologies Emerson Network

Power has announced that it has appointed Infl ow Technologies as the national distributor for its range of data center infrastructure management (DCIM) products.

Ankesh Kumar, Director - Product Management (Channel, IT Solution) and Marketing, Emerson Network Power in India, said, "We are pleased to announce Infl ow Technologies as our distributor for India. Infl ow Technologies has a successful history and robust distribution presence, and as a team they understand the Indian customer very well. Pre-sales technical support is one of the key value-added services offered by Infl ow with its team present at the key locations across India."


ON THE RAMP

Juniper introduces Spotlight Secure

threat intelligence platform

Dell comes up with Dell Precision

Towers and Rack Workstations

Intel launches latest Xeon processors

Fortinet introduces new

� rewall platformsJuniper Networks has announced

new advancements in its security capabilities that extend the Juniper Networks Spotlight Secure threat intelligence platform and link it with fi rewall policies in Juniper Networks SRX Series Services Gateways. These new advanced security capabilities empower customers to quickly take action on intelligence from varied threat detection technologies by immediately pushing enforcement rules to SRX fi rewalls to cut off command-and-control (C&C) traffi c, isolate infected systems and

effectively combat a diversity of threats targeting networks.

“By creating an open framework that enables the aggregation of intelligence data from multiple feeds, we can provide application and user-level visibility. This solution is able to increase agility to effectively combat evolving threats in order to keep High-IQ networks secure,” said Jonathan Davidson, Senior VP & GM, Security, Switching, and Solutions Business Unit, Juniper Networks.

Dell has announced new mainstream

and performance tower and rack workstations –Dell Precision Tower 5810, Tower 7810, Tower 7910, and Rack 7910 – which have been designed to address the critical requirements of customers in compute-intensive fi elds such as engineering, manufacturing, and media and entertainment. Updated with Intel’s latest Xeon processors, DDR4memory, next-generation graphics technology from NVIDIA and AMD, and doubling the amount

of memory from the previous generation, these powerful, scalable systems are optimized and independent software vendor (ISV) certifi ed to run the most demanding applications. In addition, Dell is releasing a new version of the Dell Precision Optimizer v2.0, which automatically confi gures workstation settings to maximize application performance.

Fortinet has unveiled two new

next-generation fi rewall platforms – the FortiGate-300D and FortiGate-500D – that provide mid-enterprises with fi ve

times next-generation performance, enabling increased protection.

“Traditional fi rewalls have not kept pace with the changing threat landscape, forcing organizations to look to next-generation

Intel India has announced the

launch of the Xeon E5 v3 to strengthen its global SDI approach. As the global technology shift drives Enterprises worldwide to move from a hardware-driven Infrastructure to a SDI the Xeon processor E5 v3 family-based platforms will be used in servers, workstations, storage and networking infrastructure offering industry-leading capabilities to enterprises.

“The Xeon processor E5 v3 family-based platform is one among many strategic steps to enable a Software-Defi ned

Infrastructure. Software-Defi ned Infrastructure has the potential to make a signifi cant impact on the enterprise landscape the world over, and Intel has been investing strategically to be prepared ahead,” said Srinivas Tadigadapa, Director – Enterprise Solution Sales, Intel South Asia.

Bharat Shah, Global Product Head – Securities Trading, TCS BaNCS, Tata Consultancy Services, elaborated on how the Xeon E5 v3-enabled TCS to take advantage of the latest generation of the Intel Xeon E5 processor family.

fi rewalls for a deeper level of inspection. With Fortinet’s high performance appliances, any natural fi rewall refresh or web fi ltering renewal presents the

opportunity to add new security functions yet consolidate security devices – a ‘win-win’ scenario for customers,” said Rajesh Maurya, Country Manager, India & SAARC, Fortinet.

VMware

introduces

VMware vCloud

Air Network

VMware has announced the

VMware vCloud Air Network to provide greater choice and fl exibility to businesses looking to capitalize on the advantages of hybrid cloud. VMware vCloud Air Network is a large network of validated cloud services based on VMware technologies with more than 3,800 VMware Service Provider partners in more than 100 countries.

“We continue to see tremendous momentum for VMware vCloud Air as more and more businesses look to capitalize on the undeniable operational and economic benefi ts of hybrid cloud,” said Bill Fathers, Executive Vice-President & General Manager, Hybrid Cloud Services Business Unit.

Cyberoam

announces iView

NR appliances

Cyberoam has a n n o u n c e d

availability of its next-generation reporting series of iView appliances – iView NR, for Enterprises and MSSPs. The iView appliances offer centralized logging and reporting of Cyberoam network security appliances, along with other UTMs and NGFW appliances, routers, switches, and devices deployed across multiple locations.

Abhilash Sonwane, Sr VP – Technology & Products, Cyberoam, said, “The iView NR logging and reporting appliances are designed for faster data processing with support for more events per second, higher storage capacity enabling longer data retention, more logs storage per day.”

WatchGuard introduces policy

mapping capability

Wa t c h G u a r d Technologies

has announced the interactive, integrated policy mapping capability for UTM and NGFW)appliances. It provides a comprehensive view of traffi c fl ow and policy impact across the entire network, with the ability to quickly fi lter or drill down for additional detail and analysis.

"Security policies are the brains of a fi rewall and

dictate the effectiveness of any fi rewall confi guration and directly impact our customers' network protection. We recognized an opportunity to improve their security management and help eliminate errors by giving network administrators a powerful tool for visualizing policy analysis," said Dave R. Taylor, VP of Corporate and Product Strategy, WatchGuard Technologies.

Logitech G unleashes

G402 Hyperion Fury

Logitech has introduced the

fastest gaming mouse the Logitech G402 Hyperion Fury Ultra-Fast FPS Gaming Mouse. The Hyperion Fury features Logitech’s exclusive Fusion Engine sensor technology that can reliably track over 500 inches per second (IPS) and Logitech’s exclusive Delta Zero sensor technology for unrivaled accuracy.

“It is a moment of pride for Logitech to fi nally launch the fastest-ever gaming mouse –

Logitech G402 Hyperion Fury. The lightweight design delivers high-speed moves, unprecedented precision with maximum accuracy, With Fusion Engine, it allows user to make fast, furious swipes which enable user to dominate the battlefi eld,” said Ashok Jangra, Cluster Category Manager, India & South West Asia, Logitech.


ON THE RAMP

Samsung introduces Smart

Learning in India

Xerox comes up with Versant

2100 Digital Press

HyperX announces availability

of Savage memory

Samsung Electronics has announced the

launch of Samsung Smart Learning, India’s fi rst education store under its MSC (Media Solutions

Center) division. The solution is designed to offer the best-in-class interactive study material to students. The solutions will supplement the educational needs

of over 70 million students studying in classes 1st to 12th for CBSE board and another 4.5 million students who are preparing for

competitive examinations. The solutions will be augmented to include other school boards, higher education and skill building content in due course.

Xerox has launched the new Xerox

Versant 2100 Press for the production printing industry. The 100 page-per-minute device – versatile for any production environment – combines speed, Ultra HD image quality and automation features to create colourful personalized c o m m u n i c a t i o n s , collateral, brochures, photo publishing and speciality print products.

Balaji Rajagopalan, Executive Director, Technology, Channels & International Distributor Operations, Xerox India,

said, “We are very excited to launch the Xerox Versant 2100 Press in India as it appropriately fi ts the market requirement of mid- to high-end segment of the digital printing industry. The Xerox Versant 2100 Press with an offset-like matte fi nish will revolutionize the digital printing industry in India and also expand the market to tier-II cities for on-demand printing in the commercial and photo printing segments.”

HyperX has a n n o u n c e d

that the HyperX Savage, which is the new high-performance memory module, will be available in India by next week. HyperX Savage replaces HyperX Genesis and offers experienced enthusiasts, gamers and content creators a cutting-edge look.

HyperX Savage will be available in high-speed frequencies from 1600MHz to 2400MHz, and in capacities of 4GB and 8GB single modules and 8GB to 32GB dual-

channel or quad-channel kits. The high speeds help increase system performance and ultra-responsive multitasking.

“After replacing HyperX blu with FURY for entry-level gamers, it was time to refresh our mid-level Genesis line with HyperX Savage. The bold and stylish red heatspreader offers enthusiasts and gamers a radical new look combined with high performance and capacities to match,” said Ann Bai, Sales Director, APAC Region, HyperX Division, Kingston.

Brocade

enhances

Storage Fabric

Leadership

Brocade has announced that it

has advanced its leadership in fabric-based networking by developing new solutions testing initiatives to extend support for the Brocade Solid-State Ready program. In addition to server virtualization, I/O-intensive workloads – such as virtual desktop infrastructures, data warehousing, and online transactional processing – are requiring IT organizations to re-evaluate their storage strategies. This has led to exponential growth in the deployment of solid-state storage technologies, which will be as disruptive in the data center as server virtualization was.

Zicom SaaS

Rolls Out new

e-Surveillance

solution

for ATMs

Zicom SaaS has launched a service

model to monitor ATMs 24x7 from its Remote Control & Command Centre through video verifi cation of alarms and two-way voice systems. The Zicom SaaS Model for ATM Security is the latest trend in outsourcing security systems as a next generation service where a customer pays for services on usage basis without having to own any systems.

“Generally, it is the bank which makes the whole investment as the ATM is its property. However, this particular model entails a lot of savings for the bank in terms of capital expenditure and operational costs,” said Pramoud Rao, Founder & MD, Zicom.

NetApp announces new

SDS Solutions

NetApp has announced new

solutions that increase and simplify automation of software-defi ned storage elements and provide fi ne-grained management of VMware virtual machine data, including evaluation software that interoperates with VMware’s Virtual Volumes to help customers achieve more effi cient IT operations at a lower cost. “Software-defi ned storage is a

foundation for the cloud that allows NetApp and VMware to deliver agile, simple, and easy scalable IT infrastructures,” said Dan Neault, Senior Vice-President, Datacenter Solutions Group, NetApp. “Our new solutions for VMware environments accelerate our customers’ businesses with automated, simple, and effi cient IT operations. NetApp is focussed on simplifying data center deployment."

WD launches Wireless Storage drive

CP PLUS Launches HDCVI

All-in-one TRIBRID DVR

WD has unveiled My Passport

Wireless, an easy-to-use Wi-Fi-enabled storage drive that allows consumers to save, access and share stored content wirelessly with any smartphone, tablet, computer or other device.

“As we celebrate its 10th anniversary, the success of WD’s My Passport line of portable hard drives is unprecedented. Our new My Passport Wireless drive continues the evolution, resolving a common problem for today’s mobile consumer;

too many devices with limited storage and no way to offl oad their content and free up space on-the-go. Now, consumers will have one drive to easily store content from all their devices and enjoy that content anywhere they go,” explains Jim Welsh, Executive Vice-President, WD Content Solutions Business and Worldwide Sales.

CP PLUS TeknoLogix Labs has launched CP PLUS Coral All-in-one Tribrid DVR with HDCVI technology, offering compatibility with three signals—IP, analog and HDCVI — to render the comprehensive surveillance solution.

All-in-one CP PLUS Coral Series HDCVI DVR addresses the issues of mixed systems, where Analog, IP and HDCVI cameras have been added to the electronic surveillance system. The solution has been long overdue since the System Integrators had

been fi nding it unviable to integrate different types of cameras for varying design needs. It gives much required agility and fl exibility to add any camera- IP, Analog and HDCVI.

CP PLUS Coral Series HDCVI DVR is a result of its resolve to introduce comprehensive and tailor made solutions which can protect critical infrastructure and value assets across domains with its rugged quality controls, reliable products and optimum solutions to get the best.


VOICE-N-DATA

NETGEAR AC750 improves

Wi-Fi connectivity

ASUS to embed Trend

Micro’s Solution

RCOM enters into Mobile

Banking Services

NETGEAR has a n n o u n c e d

the availability of new NETGEAR AC750 Wi-Fi Range Extender (EX6100) which supports older a/b/g/n Wi-Fi devices while providing additional performance to the latest 802.11ac Wi-Fi devices.

NETGEAR AC750 Wi-Fi Range Extender (EX6100) boosts your existing network range and speed, delivering AC dual-band Wi-Fi up to 750 Mbps. It works with any standard Wi-Fi router and is ideal for HD video streaming and gaming. It also gets connected with iPads, smartphones,

laptops and more.S u b h o d e e p

Bhattacharya, Regional Director, India & SAARC, NETGEAR, said, “Innovation is the key to get an edge in today`s competitive world and we excel in this domain with continuous improvement. We provide our customers with the latest Wi-Fi range extender technology, which would help in extending the Wi-Fi range for wireless devices like iPads, iPods, laptops, smartphones, game consoles and smart TV.”

ASUS has agreed to embed Trend

Micro’s newest solution, the Trend Micro Smart Home Network, into its wireless routers. The agreement will substantially strengthen security for smart devices in the home by integrating the combination of network management and security with parental controls.

“We are excited about the collaboration with Trend Micro to provide families with a secured and faster home network experience,” said Tenlong Deng, VP of Wireless Devices, ASUS. “ASUS wireless home router products enable home network security and optimize bandwidth effi ciency while fi ltering Internet content."

Re l i a n c e Communications

has announced the service readiness of its USSD platform-based mobile banking services to enable banking transactions for its customers. Users can dial *99# short code on their handset, which will allow all customers to access banking service across 29 nationalized banks with a single number – irrespective of the mobile handset, make or region.

RCOM has integrated NPCI (National Payment Corporation of India)

gateways with the charging systems and USSD gateways located in Mumbai. NPCI will manage the banking menu and call fl ow with respective banks.

Vinod Sawhny, Chief Executive Offi cer, Reliance Communications, said, “Financial inclusion is a national priority and we are proud to launch this platform which can offer basic fi nancial services even in areas that are beyond the reach of traditional banking. RCOM’s endeavour is to bridge this gap."

Maharashtra

Government ties

up with BSNL –

Dimension Data

To drive Cloud Auto scale

project in the State of Maharashtra, Department of Information Technology, Government of Maharashtra, (DIT, GoM), takes a leap by partnering with BSNL - Dimension Data. With this project, DIT, GoM aims to create hybrid cloud architecture by extending its existing data centers to a secure, public cloud environment. This project will help DIT, GoM to provide a more seamless and effi cient Cloud-enabled IT infrastructure for its citizen interface programme which automates all government-citizen interactions.

The Cloud-based solution from BSNL - Dimension Data will enable DIT, GoM, to improve automation and reduce operating expenses.

Tata Comm

may roll out

4G in India

Ta t a Communications

is planning to bring out solutions that will help operators to offer voice calls over 4G network. Here, it is worth noticing that Maximum revenue of telecom operators comes from voice services. So, Voice calls over 4G network can be a revenue generator as it allows mobile operators to offer high-defi nition voiceover 4G LTE networks.

In India, Bharti Airtel and Aircel have already launched 4G services in some cities on the 2,300 MHz band, or using the TD-LTE technology. As far as Reliance Jio Infocomm is concerned, it is the sole holder of pan-India licence for 4G LTE on TD-LTE band.

Smartlink introduces new router

Smartlink Network Systems under

its brand DIGISOL has announced the debut of Next- Generation AC750 Wireless Dual Band Broadband Router – DG-BR4400AC. It is a Dual Band Wireless Router with speed supporting up to 733Mbps and two separate LEDs indicating 2.4GHz and 5GHz frequency bands for easy identifi cation of the connected wireless network.

With the Indian internet space realizing presence of more and more devices, multiple wireless devices cause interference and become a hindrance in the smooth

functioning of wireless network. Smartlink’s DG-BR4400AC router’s dual band is an effective solution that helps for better performance of the network.

Uninor awarded “Project Sampark”

Lenovo VIBE X2 launched with

LTE True Octa-Core SoC

Uninor will be awarded a grant

by the GSMA’s Mobile For Development Foundation Inc. via its Connected Women programme. Under this fi rst-of-its-kind commercial initiative, the Project Sampark will aim to increase women’s access to the use of mobile phones and to promote solutions towards women’s barriers to mobile usage. GSMA has agreed to partner in this joint initiative to create awareness that the mobile is a tool of facilitation for women and their ownership of a mobile phone needs

to be encouraged by the society.

Morten Karlsen Sorby, CEO, Uninor, said, “Mobile technology has the ability to change the way we communicate, but its effects are not evenly distributed. Gender disparity is also echoed in mobile usage. This is a signifi cant area of concern and what better way than using mobile connectivity to help deal with this developmental challenge."

Project Sampark is being launched as a pilot project to assess the barriers.

MediaTek and Lenovo have

launched VIBE X2, powered by the LTE True Octa-Core System on Chip (SoC) MT6595.

Sitting at the premium end of Lenovo’s device range, the VIBE X2 is made to cater to the modern multi-layered lifestyle. The fi rst two layers are made up of its colourful cases and click-on accessories respectively, and the layer at the heart of the phone refers to the MT6595 encased within.

The MT6595-powered VIBE X2 validates

MediaTek’s LTE platform as a high-quality solution and provides consumers with an additional LTE-enabled smartphone option.

“We are pleased to see our powerful MT6595 in Lenovo’s VIBE X2. This partnership demonstrates our commitment to enabling more LTE choices joining our growing list of LTE-enabled devices based on our portfolio,” said Ching-Jiang Hsieh, President, MediaTek.


Top IT Distributors

IT distribution in India has undergone tremendous transformation over the last few years.

Technology distribution is becoming more and more mature and organized over a period of

time from being largely disorganized and immature in the past. Even the challenges that

the IT distribution segment is facing are also going through drastic changes. Earlier when

the gray market and government policies were a big mayhem, are now fairly manageable.

Now, the common intermediary between vendors and end-customers, who is frequently: vendor to distributor, distributor to reseller

or SI, reseller or SI to end-customer, IT distributors have realized the big opportunity that newer technologies like Cloud Computing,

Big Data, Mobility, Social media are offering. As a result, IT distributors are still trying to maintain a stronghold with the expansion

of business and strengthening of existing structures. This year, among the biggies of IT distribution like Ingram, Redington and HCL

Infosystems, the distributors who fared well are Savex, Rashi Peripherals, Comguard, Supertron, Beetel Teletech, Global Infonet and

Fortune Marketing.

In our effort to distinguish those IT distributors who have done really well in the market, VARINDIA presents a list of top

distributors of India:

Ingram Micro India Company’s turnover (2013-14): Rs.14,128 crore

Company’s turnover (2012-13): Rs.12,024 crore


Name of Head of Organization: Jaishankar Krishnan, Sr. Vice-President & Managing DirectorAddress: Godrej IT Park, “B” Block, 5th Floor, Pirojsha Nagar, Vikhroli (W), Mumbai – 400 079Telephone/Fax: 91-22-39894645 / 91-22-30561000Website: www.imonline.co.in Brands associated with: Ingram Micro has 75+ brands with them. To name a few, Microsoft, Apple, IBM, HP, Intel, Acer, Cisco, Autodesk, Emerson, Samsung, Lenovo, Fortinet, Logitech, Riverbed, etc. Company’s Proile: Ingram Micro's global regions provide distribution of technology products and services, market development services and supply chain management services to nearly 170,000 technology solution providers and 1,400 manufacturers. Ingram Micro is focussed on maximizing shareowner value and achieving customer satisfaction through innovation in the information technology (IT) supply chain. The company has developed services and solutions designed to address the needs of each technology category and market segment, with expert services to support customers serving vertical and speciality markets.

Redington India Limited Company’s turnover (2013-14): Rs.13,657 crore



Name of Head of Organization: E. H. Kasturi Rangan, President (non-IT Div.) and P. S. Neogi, President (IT Div.)Address: "Centre Point", Ground Floor, Plot Nos. 8 & 11 (SP) Thiru-Vi-Ka Industrial Estate, Ekkaduthangal Guindy, Chennai – 600 032 | Telephone/Fax: 044-2243353 / 044-22253799Website: www.redingtonindia.com Brands associated with: Adata, Adobe, AMD, APC, Apple, Asus, Autodesk, Axis, Brother, Business Objects, Cisco, Citrix, CA, Digilink, D-Link, EMC, Emerson, Epson, Fluke Networks, Fortinet, Gigabyte, Google, Haier, HCL, HDS, HP, Huawei, IBM, Intel, ISS, iTech, Juniper, Lenovo, Logitech, Linksys, McAfee, Microsoft, Mitashi, Moser Baer, Motorola Enterprise, NCR, Netgear, Oracle, Polycom, Printronix, PTC, Psion, Red Hat, salesforce.com, Samsung, Sandisk, Seagate, Secure Synergy, Sony Ericsson, Sun Microsystems, Symantec, Symbol, Systimax, Tandberg, Toshiba, Trend Micro, TVS-E, Tyco, VM Ware, Wyse and Zebra Company’s Proile: Commencing the Indian operations in 1993, Redington (India) Ltd. is India's top distributor today. The company along with its subsidiaries is in the business of end-to-end supply chain management of IT and Non-IT products in various potential geographies of South Asia, Middle East and Africa. It has a market penetration of more than 22 countries. Redington is amongst the largest, supply chain solution providers to over 85 leading manufacturers of Information Technology, Telecom, Lifestyle and Consumer Electronics Products, worldwide.

T o p I T D i s t r i b u t o r s


HCL Infosystems Limited Company’s turnover (2013-14): Rs.7,852 crore



Name of Head of Organization: Harsh Chitale, Managing Director & CEOAddress: E-4, 5 & 6, Sector 11, NOIDA – 201 301 (U.P.)Telephone/Fax: +91 120 2526518/19, 2520977 / 2550923Website: www.hclinfosystems.inBrands associated with: Enterprise Products: HCL, Lenovo, Lexmark, Oracle, Sukam, ADC Krone, Hitachi, Duplo, Toshiba, Konica Minolta, InFocus, D-Link, Datacard, ViewSonic, Nexenta, Huawei, Molex, eScan, HP, Dell; Tablets: Lenovo, Acer, HCL; Telecom Distribution: ZTE, Nokia, Sandisk and CE/CD/SA: JBL, Hamilton Beach, Whirlpool and Delonghi, BraunCompany’s Profi le: Founded in 1976, HCL Infosystems Ltd has established itself as India´s premier hardware, services and ICT systems integration company, offering a wide spectrum of products which include Computing, Storage, Networking, Security, Telecom, Imaging and Retail. Over the years, we have developed specialized expertise across verticals, including Telecom, BFSI, e-Governance and Power. HCL enables business transformation and enrichment of lives by delivering sustainable world-class technology products, solutions and services in our chosen markets, thereby creating superior shareholder value.

Savex Computers Limited Company’s turnover (2013-14): Rs.5,435 crore



Name of Head of Organization: Anil Jaggasia, Chairman & Managing DirectorAddress: 124, Maker Chambers – III, 12th Floor, Nariman Point, Mumbai – 400 021Telephone/Fax: 022-2279 9999 / 022-2204 1656Website: www.savex.orgBrands associated with: HP Consumer DT and Laptops, HP Consumer & Commercial Printers, HP Supplies, Samsung mobiles, Logitech…Company’s Profi le: Headquartered in Mumbai, with 72 offi ces and 42 warehouses spread across India, Savex is well-positioned to service the distribution needs of our customers and partners across the country. With a pan-India presence and over two decades of expertise in distribution, Savex offers its vendors access to more than 7,000 Channel Partners, Retailers, Corporate Resellers, VARs and System Integrators. Savex’s core competencies in distribution are better logistics, effi ciently monitored inventory management, fl exible and innovative credit fi nancing for customers and partners, a national channel reach and an excellent reseller account management system.

Compuage India Company’s turnover (2013-14): Rs.2,200 crore

Company’s turnover (2012-13): Rs.1,953 crore (Consolidated)


Name of Head of Organization: Atul Mehta, Chairman & Managing DirectorAddress: “D” Wing, 601/602, Graham Firth Steel Compound, Ram Mandir Road, Behind Raheja Titanium, Western Express Highway, Jay Coach Signal, Goregaon (E), Mumbai – 400 063 Telephone/Fax: 022-67114444 / 022-6114445Website: www.compuageindia.com Brands associated with: Adata, Asus, AOC, CA, Cisco, Creative, Edifi er, Foxconn, HP, K & Computing, Kingston, Liteon, Maxx, Microsoft, Numeric Relicell, Samsung, SAP, Toshiba and TE Connectivity Company’s Profi le: Over the years, Compuage has established itself as one of the most sought-after, value-added distributors of global IT brands. Having a nationwide presence, Compuage is a system-oriented and process-driven company. In addition to this, it has a strong IT-enabled distribution backbone, a solid fi nancial and inventory management system, a young and dynamic sales team and a committed channel spread across the country. Headquartered in Mumbai, Compuage has been growing at a rapid pace and has an ambitious blueprint for further expansion.

Rashi Peripherals Company’s turnover (2013-14): Rs.2,180 crore



Name of Head of Organization: Suresh Pansari, Managing DirectorAddress: Ariisto House, 5th Floor, Junction of N. S. Phadke Road, Telli Gali, Andheri (E), Mumbai – 400 069Telephone/Fax: +91-22-61771771/72Website: www.rptechindia.com Brands associated with: Adata, AMD, APC, Asus, ECS, HP, Intel, Logitech, Lenovo, Netgear, Leadtek, Nvidia, Mobotix, Plantronics, Sandisk, Samsung, Targus and Toshiba Company’s Profi le: Established in the year 1989, Rashi has come a long way in distribution and is today rated amongst the best distribution companies in India. Today, Rashi has 59 branches offi ces and 62 service centres spread across A-, B-, C- and D-class cities of India and more than 9,000 partners/customers in 750 cities/towns. Rashi is also known for its various innovative marketing programmes with conceptualizing and implementing schemes/rebates being its key strengths.

Top IT Distributors


Iris Computers Limited Company’s turnover (2013-14): Rs.2,121 crore



Name of Head of Organization: Sanjiv Krishen, Chairman; Vishal Sopory, CEOAddress: A-155, Road No. 4, Mahipalpur, New Delhi – 110 037Telephone/Fax: 91-11-2678 2505Website: www.iriscomputers.net Brands associated with: Acer, Ateis, Brocade, Best Power Equipments, Canon, Dell, Hewlett-Packard, IBM, Lenovo, Numeric Power Systems, QNAP Systems, Schneider Electric IT Business, Sistema Shyam Teleservices, Samsung India and Western Digital TechnologiesCompany’s Profi le: Started operations in 1996 with a modest turnover of Rs.5 crore, Iris Computers achieved a turnover of Rs.67 crore in 1999. This growth was achieved over a span of just three years by rapid expansion of the existing product portfolio and vendor base. The company has extensive domain knowledge and a formidable channel network. 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.

neoteric infomatique limited Company’s turnover (2013-14): Rs.1,500 crore



Name of Head of Organization: Paras H. Shah, CEOAddress: Matulya Centre, Unit No. 201, 2nd Floor, Senapati Bapat Marg, Lower Parel (West), Mumbai – 400 013, Telephone/Fax: 022-40859600 / 022-40859694Website: www.neoteric.co.in Brands associated with: Acer, ADATA, AJA, Alcatel-Lucent, AVI, Avocent, Belkin, BenQ, Bosch, Bowers & Wilkins (B & W), Cybernetyx, Canon, Corsair, Creston, Cue, Dell, Edimax, Emerson, Gigabyte, G-Tech, Hitachi, Incase, Kramer, Konftel, LaCie,Lenovo, LG, Linksys, Logitech, Matrox, NEC, Numeric, One for All, Panasonic, Plustek, Polycom, Promise, Toshiba, UMAX, Wacom, Western Digital, Wipro and Xerox Company’s Profi le: Founded in 1991, neoteric offers a broad array of future-bound, well-structured core technology solutions across diverse verticals. neoteric has been a trendsetter and has always strived to bring tomorrow’s technology today. The vision, reach, go-to-market strategy, performance-driven innovative initiatives ensure a unique experience, a feeling that is truly neoteric. Also, its unique marketing programmes, excellent logistics services, technical know-how through “Evolve” and pre- and post-sales services through F1 services initiatives have enabled us to effi ciently serve over 10,000 partners spread across 500+ cities.

Supertron Electronics Private Ltd Company’s turnover (2013-14): Rs.1,554 crore



Name of Head Of Organization: V. K. Bhandari, Chairman & Managing DirectorAddress: No. 2, Cooper Lane, Off R. N. Mukherjee Road, Kolkata – 700 001Telephone/Fax: +91-33-2213 1221 / +91-33-2213 0366Website: www.supertronindia.com Brands associated with: Seagate, Dell, IBM, Samsung, LG, Transcend, Acer, Digilite, Philips, Cyberoam, Toshiba and Buffalo Company’s Profi le: Established in 1993 in Kolkata by V. K. Bhandari, Chairman & Managing Director, Supertron Electronics is driven by an overarching mission to bring world-class technology to an under-penetrated India and empowering users. Supertron's enhanced supply chain effi ciencies, the ability to reach products across the country and scale a brand's growth in the shortest possible time and at the lowest cost has made it a leading alliance partner for its suppliers. SEPL has also successfully diversifi ed into other businesses like IT-enabled services. The company's newest businesses along with the established ones are poised to become the company's future growth drivers.

Global Infonet Distribution Private Limited Company’s turnover (2013-14): Rs.1,105 crore

Company’s turnover (2012-13): Rs. 934 crore

Company’s turnover (2011-12): Rs. 835 crore

Name of Head of Organization: Prashant Prakash, CEOAddress: D-98, Okhla Industrial Area, Phase – I, New Delhi – 110 020Telephone/Fax: +91 11 4831 7000Website: globalinfonet.inBrands associated with: Microsoft, SAP, F-Secure, Xerox, Ricoh, Lexmark, Kingston, AMD, Gigabyte, TP-Link, XFX, MSI, LG, Samsung,WD (Western Digital), Asus, A-Trust, BPE, AOC, Lenovo, Delta and HPCompany’s Profi le: Commencing operations in 2001, Global Distribution Group (The Group) has successfully positioned itself as a focussed distribution player with a signifi cant reach across Europe, Middle East and Africa. We have demonstrated our capability in these price-sensitive / diffi cult-to-penetrate geographies by leveraging our risk management capability, effective Supply Chain Infrastructure Management and effi cient utilization of the Management Information Systems. Within a short span of 13 years, the Group has successfully transformed itself from a regional IT products distribution fi rm with traditional cash-and-carry model to a leading cross-continental IT distribution powerhouse offering all the facilities as a broad-liner yet nimble in its operations with a lean and mean structure.

Top IT Distributors


GIGABYTE Z97X-UD7 TH Motherboard

GA-Z97X-UD7 TH is a GIGABYTE 9 Series

motherboard that support the latest Fourth- and

Fifth-Generation Intel Core processors, bringing

together a unique blend of features and technologies

that offer the absolute ultimate platform for

your next PC build. This motherboard support

Thunderbolt. GA-Z97X-UD7 TH is based on

Intel Z97/H97 chipsets. It comes with the next-

generation Intel 97 Express chipset and Intel socket

1150, supporting Fourth-Generation Haswell,

Haswell Refresh, Devil’s Canyon processors and

also, the Fifth-Generation Broadwell processor.

The most attractive feature is Dual Thunderbolt

2 ports that allows user to simultaneously connect

as many as 12 devices, in addition to three digital

displays. Each of these ports sport utmost data

transfer speeds, with simultaneous bi-directional

data transfer potential of up to 20 Gbps. This means user can transfer a complete HD 1080p movie within seconds. GA-Z97X-UD7 TH also

features a special PCIe expansion card, ensuring amazingly fast connectivity, thanks to its support for the latest 802.11ac and Bluetooth 4.0

standards.

With its desirable features, GA-Z97X-UD7 TH gives maximum system control to Do-It-Yourself (DIY) PC Users. It is also loaded with

features that will delight any gaming enthusiast. With its fl exible graphics potential for either 3-Way CrossFire or 2-Way SLI action, it facilitates

the ultimate graphics effect without compromising on resolution.

MaStar -AT01 USB 3.0 1.8-Inch Portable SSD

AT01 is a Portable SSD which is small with dimensions

93 x 53.8 x 8.6 mm (1.8”). AT01 can easily fi t into your

pocket. Up to 1TB of the capacity within the card-size SSD,

AT01 enables user to carry heavy fi les without any effort.

In addition, it support the USB 3.0 transfer interface, which

performs 10X faster than USB 2.0 devices. Adopting the high-

speed USB 3.0 transmission specifi cation, AT01 features a read

speed up to 260MB/s and a write speed up to 170MB/s, doing

transfers of pictures or videos in just a few minutes. With no need

for any cable, user can plug and play at will, enjoying the speedy

experience easily. Even on USB 2.0 host devices, USB 3.0 AT01

performs distinctly better than USB 2.0 drives. The AT01, as small as a

credit card, offers 256GB, 512GB, and a massive 1TB in capacity. It has

a smooth and neat appearance. The white glossy fi nish makes it simple,

but noble. All portable drives of MaStar come with a 3 years warranty,

including AT01.

PRODUCT OF THE MONTH


“Indian market is challenging, passionate

and something close to our hearts”Intel aims to create and extend computing technology to connect and enrich the lives of people. Keeping customers as priority,

Intel closely monitors the customer requirements,and utilizesthe trend from a channel outreach perspectivetoensure that their

partners are well-equipped to manage consumer queries. Talking about Intel’s growth and future plans in India, Maurits Tichelman

Vice President, Sales and Marketing Group, Intel, shares his views with VARINDIA -

Despite the trend in the APAC region that points to the use of a huge number of mobile devices, Intel was slow

in getting into the segment. But in view of the entry of new local players into the mobility segment, the company is now capitalizing on it.Talking about global trends, there are somewhere around 750 new brands that have announced their own tablets. Of those, today, there are 300 active players in the eco-system, built around Intel-based technology.

Apart from providing CPUs, Intel helps them build the eco system. So if entrepreneurs in South-East Asia or in India want to build a market specific eco-system, then Intel can help them develop the solutions. Additionally, the company wants to add more value in terms of technology and knowledge in verticals such as the fast-developing Internet of Things (IoT), and make sure that our customers are ready to use the opportunity when the IoT community is built.“Starting this year, a separate content repository in the form of an IoT will exist on the ITP portal, and help the channel learn about IoT solutions and provide guidance on selling to end customers,” says Maurits Tichelman Vice President, Sales and Marketing Group, Intel.

Boosting Channel Power…There are specific trends that have and will continue to drive

Intel’s channel strategy in India. There is exponential growth in the Indian market, beyond metros that is providing ample opportunities for channels to tap this under penetrated market. The final goal is to make technology understandable for the end-user, whether consumer or business. “What is essential for the channel partners is to understand our offering, before advising customers,” views Maurits.

Channel being an important aspect for Intel, the company is looking forward to invest immensely in its channel strategy by improving its training capabilities for channel partners. For instance, Intel has been evangelizing the channel eco-sphere through the 2400+ Intel Technology Providers in the state of Tamil Nadu and encouraging the adoption of Intel based products in the region. This year Intel has hosted seven Intel Channel Symposiums across the country.

The company believes in helping channel partners grow in their respective regions. Intel’s strong and long running membership program has been crucial in this regard, and the backbone of its channel engagements. In the year 1995, Intel had launched a membership program called the Genuine Intel Dealer program; over the past nineteen years, the program, now known as Intel Technology Provider program has evolved to keep up with the changing channel dynamics with over 20,000 technology providers registered across India.The Intel Technology Providers have been an integral part of Intel’s growth story in India. The company has one of the longest running channel programs in India and the ITP program has evolved with time to keep up with the changing dynamics of the channel.

The Intel Channel Symposium (ICS), held every year across locations, is another platform to showcase the latest range of desktops, mobile devices, servers, devices enabling Internet of Things and security devices based on Intel processors.

Intel is also working on evolution of online activities for channel partners and making the online content more customized for partners.

The road ahead …Given that India is one of the most technologically aware and

sound markets, Intel's task here is challenging, yet passionate. Each market comes with unique opportunities and challenges. Given the fact that one strategy doesn’t fit all markets, Intel has to apply different strategies. “The biggest challenge in India will be its diversity, and with the large scope of varied target customers we have here, it is important to have a regional outlook,” states Maurits.

One of the main areas of focus for Intel is the desktop strategy, which aims to reinvigorate the category through compelling new form factors, including the Next Unit of Computing and portable All in Ones, to remodel themthrough brand new usage models and experiences.New personal computing form factors such as tablets and 2 in1s are also an excellent growth opportunity for Intel and its channel partners.

The other big growth opportunities include the IoT and Servers. Intelligent systems play a huge part in fuelling the IoT mainly through Digital Signage, Intelligent storage, POS and Surveillance, Cloud Services, SMEs, and Workstationscontinue to fuel server growth. �

[email protected]

Maurits Tichelman

Vice President, Sales and Marke� ng Group

Intel

FACE TO FACE

53 www.varindia.com September 2014

Top trading IT & Mobility Technology Trends Some of the major trends being witnessed in the industry today are-

• Convergence of Mobility and Cloud, known as the MOBILE CLOUD. In

the last 5-6 quarters, both cloud and mobility are showing prolifera� on

in convergence

• Adop� on of Big Data Analy� cs is growing at a rapid pace and will

con� nue to do so unprecedentedly

• Enterprise mobility is a key area of focus for companies of all sizes.

More and more businesses are op� ng for mobile solu� ons to enjoy

benefi ts like be� er effi ciency and customer experience (as well as to

improve their ROI)

• Usage of 3-D Prin� ng is increasing rapidly. The size of the global market

including 3-D printer sales and associated services is predicted to reach

$16.2 billion by 2018

• So� ware-Defi ned Networking is set to grab a humongous share of the

networking budget. With IDC predic� ng a global market of $2 billion

for SDN-ready products by 2016, it is a trend which enterprise channels

cannot miss even in India

• Digital Iden� ty Management is a so� ware using which both organiza� ons

and individuals can manage their mul� ple iden� � es across business

and personal networks and solve the issue of knowing the real iden� ty

of the individual

secured way," says Amit Dubey, Principal (Development Services) at Advaiya.

Software-defined Networking

gaining momentum…

Software defined networking (SDN), another technology that used to be a relatively new term a year back is slowly attracting the attention of customers who are looking for scalable data centers and mobility though its adoption rate is still not the highest. In terms of market size in India, Gartner states that server, storage and networking market amounts to approximately INR 15,300 crores, out of which at least 5-10% must be SDN centric decisions.

Sajan Paul, Director Systems Engineering, India & SAARC, Juniper Networks observes that Indian business today is now accepting SDN as a serious investment decision. "We have done a number of sessions for the CIOs and teams. The feedback we received showed that it is a great technology but people preferred to wait and watch. This approach has changed over time and we are seeing some real deployments happening now.”

"Software-defined Networking (SDN) is enabling opportunities that develop new applications which shape how the network functions are secured for end user or mission critical business applications. Along this are the opportunities for network integrators and system integrators to put together complex networks that are becoming platforms for next-gen enterprise applications," replies Prakash Krishnamoorthy, country manager, HP Networking, HP India.

VMware believes in the software-defined data center, where infrastructure is virtualized, delivered as a service and controlled by software. Opine BS Nagarajan, Director – Systems Engineering, VMware India & SAARC, “We believe that the power of software, decoupled from hardware, is the way forward. Whether you are building out a new data center or updating an existing data center, you are making an investment in your business.”

Says Manish Gupta, Director – Enterprise Group, Dell Enterprise Solution Group, “Today the server is evolving considerably with the rise of software defined infrastructure and the rules of IT are being rewritten. Dell’s future-ready IT model includes technology solutions that brings server, storage and networking closer together that are more tightly integrated, modular to scale to meet business demands, and software-defined to automate and simplify IT operations and service delivery.”

The all-pervasive Cloud...The good news is that globally, the

use of cloud computing is growing and by 2016 this growth will increase to become the bulk of new IT spend. 2016 will be a

defining year for cloud as private cloud will begin to give way to hybrid cloud, and nearly half of large enterprises will have

hybrid cloud deployments by the end of 2017. Companies across industry verticals are considering moving to the hybrid cloud and there is definitely immense scope for the market to grow in India as well.

A few of the recent reports suggest that cloud has a bright future in India, and it has moved to the adoption stage. “A Gartner report suggests that 2014 will see India registering a growth of 30% in the cloud segment, touching a total value of around $550 million. To add to this, 20-25% of large outsourcing deals in India already involve the cloud,” observes Yogesh Sawant, Director, Partner Sales and Field Alliances Organization, India, Hitachi Data Systems.

“While many organizations have taken a step toward the public cloud, a public cloud scenario is still a rarity among Indian enterprises due to cost variability and agility, vendor lock-in, security and audit issues

remain unaddressed. But, India remains poised to take advantage of the remarkable efficiency and operational advances made possible by cloud computing,” compares Ambarish.

Enterprises are going all out to replace traditional data center infrastructure technologies and management processes to adopt cloud computing. Companies in particular will shift massively from "purchasing" to "pay per use" model in Data Center architecture and this will mean that datacenters will rapidly shift to co-hosting.

Agrees Amod Ranande, General Manager - Data Center Business Development, Schneider Electric, "80% of datacenters will be outsourced in another 10 years. The main change will stem from the probable generalization of Cloud computing. This is not simply a technological upheaval; it is first and foremost a change in business model for players in the IT landscape."

Among the Cloud types, SaaS &IaaS primarily generate the maximum amount of revenue, PaaS contributing a comparatively smaller percentage to the revenue. The Government of India itself is taking more initiatives of adopting cloud. Enterprises are finding the utility of tapping into the trend, replacing expensive infrastructure and assets with discrete service purchases, especially in software solutions and IT infrastructure.

But regardless of which Cloud computing model is deployed, companies are looking at adapting to a very different business model where Service on demand, Service Level Agreements (SLA), speed, flexibility, energy efficiency and broad network access are daily prerequisites. �

[email protected]

Amit DubeyPrincipal (Development

Services) at Advaiya

COVER STORY


Hitesh Shah, Director, Channel Sales, BlackBerry, India

Recently government of India announced the ‘Digital India programme.’ The program seeks to end

the huge divide between rural and urban India and the digital haves or have-nots. This program is

already being touted as the government’s master stroke in creating a 21st century India, with the

government gearing up to offer better services, foster innovation, generate more jobs for the

citizens of India while leveraging technology as the critical leveler. The government has further

embarked on a plan to build 100 smart cities, urban fiber optic-connected digital clusters that

will provide next-generation services to its residents, thereby transforming the dreams of a digital

India in reality.

Mobile phones and technology will play a significant role in driving this digitization process. M2M

(Machine 2 Machine) technologies will be vital to realize this vision of digital and smart cities, as well

enhancing the delivery of healthcare and education services.

For any country to transform into a digital prowess, there are 2 key elements that would need to be

taken care of- initiation and execution.

Initiation- This stage could involve challenges around lack of awareness around the threats and opportunities of digital transformation.

Other challenges are lack of proper financial impetus and slow regulatory reforms.

Execution- The lack of a digitally literate population could pose a bottleneck to begin with. At this level, it is necessary to create policies

and frameworks that would drive technology-enabled processes and delivery. At the moment, in India, this work is in progress.

Manoj Khadkikar, HOD for Channel Solutions Group, Zicom

The Internet of Things (IoT) has enabled connectivity in a big way. Every device is now connected

with other devices and they are all together linked to the Command Control Centre. Zicom is helping

this process so that more and more devices become automated and the vast data empower

these devices to predict ahead of things that are going to happen. This, in turn, makes them more

preemptive and preventive rather than simply reactive which was the case hitherto. So, from the

security perspective, digitization augurs well, and Zicom is offering security solutions both directly

and indirectly to many of these projects.

Making India digital is a humongous task and therefore challenges en route are inevitable. Some

of the challenges like inadequate infrastructure, lack of education and necessary skills, economic and

linguistic barriers are all known bottlenecks. But the major bottleneck is that everything is implemented

at the government level – and not at the ground level. Even though the people are aware that they can

play an important role in enhancing from the security standpoint, they are not acting swiftly. They know the

need but are not acting on it. But I do hope that things will improve in the years to come.

Manish Sharma, Managing Director, Panasonic India

Panasonic has always envisioned becoming a Green Innovation company achieving both business growth

and environmental contributions. While the concepts of sustainable smart cities are new for countries

across the world, the Japanese Government and Panasonic have made pioneering efforts to create a

sustainable, self-reliant and smart city – the Fujisawa Sustainable Smart Town (SST). The company’s aim

and mission when it comes to town-creation is to structure a smart town based on people's lifestyles,

designed for the way people live. We are now actively developing the concepts and processes behind

Fujisawa SST into other projects around the world. Especially in India, with the new government’s

enhanced focus on creating 100 smart cities, the brand can bring together its inherent strength of

innovation and sustainability, combined with its product and solutions prowess will help create world’s

most advanced, self-reliant and innovative smart cities in India. Such cities will be a great exercise in

building a sustainable, low-impact living, in addition to providing zero-emission smart houses. Our aim is to

bring energy to life in a sustainable smart town that will open its doors to a new age of hope.

The Central Government needs to comply with international carbon emission targets and cities play a major role in

the production of emissions. As energy needs are growing, pollution increases, supply needs to be managed proficiently and critical infrastructure

needs to be protected. Also, public safety and security is increasingly posing a challenge and people are continuing to use unsecured Wi-Fi

hotspots to access personal information (e-mail, social network, Internet banking) and exposing themselves to various types of attacks.

Rahul Agarwal, Executive Director, Commercial Business Segment, Lenovo India

India, with 243 million internet users, is a striking example of the Internet’s growth potential. Even

with a rapid rate of adoption, a major part of our population is currently not connected. Meanwhile,

there is growing evidence that access to the Internet can boost GDP, jobs and incomes. The

Internet currently contributes 1.6 per cent of India’s GDP, and McKinsey & Co. has projected

that this could go up to 2.8–3.3 per cent by 2015 (Online and Upcoming: The Internet’s Impact

on India, 2012). The upcoming rollout of the Government’s ambitious Digital India initiative is

expected to positively impact the current levels of Internet penetration, thus enhancing and

improving educational, economic and social development of the country.

As a growing brand with a consistent focus on innovation, we are confident that this new

e-governance programme will propel our growth in the government and education verticals.


Rajesh Janey, President for EMC's India & SAARC, EMC

Today, the digital universe in India is nearly doubling in size every two years and is bound to multiply

9-fold between 2014 and 2020. This explosion is majorly caused by proliferation of devices such as PCs

and smartphones due to the decline in the cost of technology and an increase in Internet, and uptake of

services such as social media, and developments like city-wise video surveillance, and digitization of TV,

among others. Within enterprises, it is driven by BYOD, use of technologies like Web 2.0, virtualization,

etc and applications like CRM, ERP and database analytics, etc. Also, there has been an increase in the

adoption of IT to address changing consumer and policy expectations, growing cyber-threats, and drive

greater competitiveness for business in a flat economy. EMC is working with various stakeholders to reach

the ultimate goal of digitizing India, and at an enterprise level by providing better solutions across storage,

server and network level which lowers the operational costs and diverts their budgets into revenue generation

projects. EMC provides customizable storage and networking solutions that would help and organization grow

without having to worry about the security of the information the organization is trying to protect.

Technology adoption is a catalyst not only for growth among India’s micro, small and medium enterprises, but for the

growth of the Indian economy as a whole. Also, according to the EMC’s Privacy Index report, India is a relative new comer to the Internet world and,

thus, everyone is lapping it up. There is greater willingness to share and trade information for better services from consumer, and e-commerce sites.

We need to take care of small yet grave issues such as of password renewals and of reading all online documents carefully to avoid cybercrimes,

and unfortunate incidents of hacking as well. Once such issues are addressed, I am sure India would be fully digitized in a short span of time.

Tushar Sighat, Executive Director & CEO, D-Link (India) Ltd.

The present Government’s initiative of Digital India is truly commendable. Further, it has also allocated

exclusive budgets for “Digital India” initiative to set up broadband network in villages and promote local

manufacturing of hardware and Indian software products. With this, the present Government has truly

recognized the significance of a strong IT Infrastructure and its contribution towards developing India

into a Superpower.

As an organization specializing in network connectivity devices, it has been our constant endeavour to

promote broadband penetration across the length and breadth of the country. Now with government’s

support, we look forward to reaching out to the masses with our wide product portfolio that are reliable,

affordable and easy to use. Moving ahead, we are also committed to developing products based on

“green” technology that will prepare our customers to an alluring new era of ultimate connectivity.

One of the key objectives of this initiative is to connect all gram panchayats by broadband Internet,

promote e-governance and transform India into a connected knowledge economy. However, one of the main

obstacles at this point is the backbone of the project, i.e. National Optic-Fibre Network project (NOFN) which is running behind

schedule. Hence, it is imperative for the Government to bring in synergy between both the projects.

For a project of this magnitude, it is essential for the Government to first work towards building state-of-the-art IT infrastructure that can

efficiently support the programme. Further, IT literacy in the country is another crucial aspect that needs to be looked into, as people across all

stratas of the society should be able to optimally benefit from digitization. However, lack of computer knowledge will deter the citizen from

getting benefited.

Dr Alok Bharadwaj, Executive Vice-President, Canon India

The demand for document digitization is on the rise across various sectors, including pharmaceutical,

healthcare and others. The demand includes various records for different departments like HR and R&D,

legal and Government compliance documents, etc. The demand has also been augmented by the

increase in the importance of Information Security. Organizations are looking for value-driven solutions

for continuous process improvements within business and government. There is a high demand for

managed integration of office functions. Also, the transition from CapEx (Capital Expenditure) to OpEx

(Operational Expenditure) has been so well embraced by the Indian industry that Canon envisions

the entire B2B imaging market shifting towards it. To bridging this gap, Canon Business Service acts as

an integral part of the industry and will play a vital role in the Government and corporate sector in

India. Canon has also recently launched Central Print room services which will enable companies to

standardize their print material, including brochures, posters, danglers, etc.

Ranjit Nambiar, Director of Sales, IAM, HID Global

HID Global has structured its portfolio to meet the demand in a number of emerging/future market growth

areas. The foundation is the iCLASS SE platform powered by Seos, which simplifies how identities are

created, used and managed across a broad range of applications, and provides compatibility with

microprocessor-based credentials, including cards, smartphones and other mobile devices. We also are

extending our portfolio through strategic acquisitions such as IdenTrust for secure authentication solutions,

and Lumidigm, which provides the opportunity for HID Global to extend proven biometric technology

beyond finger- and hand-based applications into iris, facial and other smart imaging systems.

We also see new market opportunities as the industry moves in the following directions:

Beyond cards to smartphones: Users are increasingly mobile and bringing their own devices (BYOD)

into the organization’s environment, using smartphones, laptops and tablets to access the resources they

need. This will make it possible for smartphones to grant access to everything from the door, to data, to the

cloud.

Beyond readers to “tap-in” access convenience: As users are able to carry more types of credentials on a smart

card or phone, they will be able to simply tap them to a personal tablet or laptop for authenticating to a network.

Beyond Public Key Infrastructure (PKI) technology to simplified solutions for higher security: The advent of Commercial Identity Verification

(CIV) cards enables organizations to implement strong authentication for accessing data and opening doors, without having to purchase

certificates from a trust anchor or pay annual maintenance fees as they do with PKI-based government Personal Identity Verification (PIV) cards.


Sanjeev Sehgal, Managing Director, SparshSecurity

The Government’s initiative of “Making India Digital” programme seeks to transform India into a digital

empowered society and knowledge economy. Taking “Making India Digital” initiative further, Sparsh

would like to lead the Digital Surveillance Space by continuous innovation and offering technically

advanced product in the market. Due to our focus on technology, various global leaders in electronic

security have partnered with us to further advance the technology and bring these products to

market. Sparsh’s vision is to put India on the global map for designing and manufacturing high-

quality and technologically advanced electronic security equipment.

The key challenges for the country to be fully digitalized are related to infrastructure, security,

cyber laws and training space. India lacks in IT infrastructure system like data center which are key

aspects of digitalization. We still are not at par with our global counterparts in terms of secure and

impenetrable networks, which put our critical sites of various government establishments at risk. Also,

India needs a proper training programme in place for all government officials to understand the data

availablity, its protocols of access and protocols of security.

Sunil Sharma, VP Sales & Operations, India & SAARC, Cyberoam

Before we can fully leverage the advantages that emerge from becoming a digital economy, there is a need

to set the vision to keep the momentum secure and alive. Our R&D efforts have always kept pace with the

changing role of security and the way it applies in an increasingly Internet-driven business environments.

We are promoting greater awareness and undertaking more initiatives on thought leadership. By reaching

out to IT and security decision-makers and government organizations, we are creating greater equity to

ensure the role of security is understood well for the changing times.

For India, becoming a digital economy is an accomplishment that will serve as a critical socio-

economic intervention, benefiting millions of people, for essentially it is about bridging the digital divide.

However, before this vision is realized, the key bottlenecks in the quality of broadband communication

infrastructure, reach of latest ICT technologies to critical mass, training and skills development, etc. Security

again needs to support and strengthen such progress.

Srinivas Surapani, VP - Commercial Excellence, Schneider Electric.

In our Digitization journey to strengthen the partner strategy and increasing engagement with our

intermediaries, Partner Relationship Management (PRM) is conceived and is one of the main focus

areas for 2014. PRM is a set of strategies, programs, assets and services delivered through a one-

stop digital platform, available 24x7 - Anywhere!

We have recently deployed PRM, a web-based portal for our intermediary channels viz.,

Panel Builders, System Integrators, Contractors, OEMs, Consultants, etc. and are seeing good

traffic on the portal. PRM portal will deliver a customized and easy-to-use online experience

for our intermediaries, ultimately driving engagement and differentiating Schneider Electric in the

marketplace. Long term, PRM will deliver the value proposition and digital suite of tools that will

best meet the needs of each customer segment. Our channel managers are regularly enriching the

content (targeted per channel type), communicating with partners through PRM, and are publishing

news, updates and best practices etc.

PRM is a very important strategic initiative both for Schneider Electric & its partners. After its successful deployment, we are

receiving great feedback from our partners. The partners feel a stronger connection with Schneider with the availability of information

round the clock. They are really happy to get all the tools & documents in a single window focused for their specific channel & are now

able to train their teams on our products & services through the online Learning Management System & share opportunities with us.

Yuji Nakata, MD, Konica Minolta India

We are in the digital imaging space, and we constantly promote digitization. Digitization definitely allows

people to consume content in small doses and moreover enables one document to be simultaneously

processed on multiple platforms.

Digital print is forecasted to grow at 23% CAGR in India. Cloud usage will grow. All our printers are

cloud enabled. One can access cloud directly from our device panel to view, download and print.

We will certainly contribute to make India digital with world-class technology and solutions of Konica

Minolta.

Many processes are still manual and paper-based here and, therefore, digitization is still taking time to

evolve. There is an increasing trend to move to digitization of record management.

E-governance initiatives will help to promote digitization. Improving literacy level and availability of digital

content and interface in the local language will be the key drivers.

Som Satsangi

vice president, Sales, Enterprise Group,

HP India

The Digital India programme is a great opportunity to develop the digital infrastructure of India,

which will open up more jobs/business opportunities. We are here to support the Government in this

endeavour by providing the latest technology and solutions to meet the present and future requirements

of Digital India. Our Channel partners are integral for this programme to be a success, as they help in

expanding business and enhancing customer ’s experience.


CHANNEL LEADERSHIP SURVEY 2014

SmartphonesThe Indian mobile phone market which is primarily driven by smartphones category is up for a

transformation. The country is now the quickest-expanding smartphone market globally and the third-largest market after China and the United States. Sales in the country rose by 84 per cent in the quarter to June as users traded up from basic handsets to more sophisticated models. Local and foreign companies alike are sacrifi cing profi t margins to build market share in India. Smartphone sales in India are expected to reach 80.57 million units by the end of this year. Also, the sales would continue to grow at a CAGR of about 40% over the next fi ve years.

What is new?

• Mozilla s the latest entry into India's cheap smartphone market by recently partnering with Intex and Spice

• Android continues to lead over all other operating systems in the worldwide sale of smartphones

Key VendorsBlackberry, Nokia, HTC, Samsung, Karbonn,

Micromax and Lava

Enterprise Mobility Enterprise Mobility is an emerging discipline within the enterprise over the past few years. In today’s

mobile world, as more workers continue to use smart devices and tablet computing devices as well as accessing cloud services, to conduct their business on a day-to-day basis, enterprise mobility has become all the more important. Enterprise mobility refers to this shift in business practices, where more employees work outside the offi ce and must access secure corporate data to conduct daily tasks. The usage of this technology is not constrained to tech industry but also to other verticals. Today with enterprise mobility, it has become easier for employees to work outside the offi ce as they can access secure corporate data to conduct daily tasks.

What is new?• Enterprise mobility market is expected to touch $1.8 billion by 2017 as more and more fi rms are

turning towards mobility apps• The potential is marred by

inhibitors such as security and data breach, integration issues, regulatory compliance and high cost

Key VendorsHP, Dell, Microsoft, VMware, EMC

12%

14%

24%19%

18%

13%

System Integrators Distributors

Resellers VARs

Solution Partners Others

25%

15%

25%

10%

13%

12%


VADs VARs

Solution Partners IT Consultants

Channel Leadership Survey 2014In today’s marketplace, there is no denying that the technology companies are on a fast-track and sell most of the

technologies with the help of Channel. Even those who were averse to the idea of doing business with the channel are

now reconciled to adop� ng the Channel route. However, Channel landscape has undergone a sea-change over a period

of � me. Today’s channel environment is characterized by specializa� on.

As a fi rm believer in the pivotal role that channel plays, VARINDIA has been empowering the channel through

underscoring the need of their rela� onship with the vendors. It has, in the past, demonstrated this strong belief from

� me to � me by taking new, innova� ve ini� a� ves meant to help the channel community. VARINDIA as the ul� mate voice

of the Indian VAR fraternity in the country has once again set the tone for the next level of engagement with the Channel

by the vendors by conduc� ng the Channel Leadership survey 2014.

VARINDIA’s survey method is built on a unique combina� on of specialist industry knowledge and in-house research

recently conducted on our website (www.varindia.com). This approach enables us to achieve our goal of building a

market consensus view of diff erent category. We have received an overwhelming response to our survey and more than

7,500 persons had par� cipated in the survey in all the categories. The vendor with the highest overall average ra� ng in

each category was named the Channel Leader.


UTMThe term “UTM” was originally coined by IDC. With threats becoming more complex and sophisticated

with the passage of time, UTM, as in the past, is considered the way out. By installing UTM, which combines multiple security features – fi rewall, gateway antivirus, VPN and network intrusion detection and prevention on a single platform, one can rest assured that the network-security solutions remain on-premise. More advanced markets will, undoubtedly, prefer virtual UTMs and cloud security, but the less mature markets like India will witness the growth of UTMs (physical appliances). Mobile devices are going to be the biggest driver for the UTM market.

What is new?• Sophos acquires Cyberoam Technologies, the second

UTM acquisition for Sophos after having acquired Astaro three years back.

• The UTM market is a high-growth market that is forecasted to grow at a rate of 17.3 per cent from 2011 to 2016

Key VendorsFortinet, Palo Alto, Check Point, SonicWall, Palo Alto,

Cisco and Cyberoam

PC MarketWhen it comes to PC adoption, the country is still performing better than other countries in the

Asia-Pacifi c. Where the proliferation of mobile devices and smart handheld devices has resulted in the cannibalizing the PC market in the rest of the world, India is still a beacon of hope for the market. The PC market is expected to bounce back further with the increase in the consumer spending owing to festive buying and this growth will increasingly come from tier-II and -III cities. However, the country still has a very low PC penetration.

What is driving the market?• In the Indian PC market, HP

and Dell were neck and neck, followed by Lenovo. Owing to its recent channel realignment, improved management of its partners and the addition of new partners, Dell managed to rally to the top 2 position.

• Traditional PC manufacturers have started making big inroads into the tablet market.

Key VendorsHP, Dell, Acer and Lenovo

TabletsTablet is one of the many product ranges that has emerged over the past few quarters and has caught

the fancy of many PC vendors. Low-cost tablets that account to 78 per cent of the total tablet market in the country is believed to be an answer to today’s ailing PC and laptop market. The sales number for tablets, however, went down considerably in the fi rst three months of 2014 due to the emergence of new-age phablets in the country and the regulations by BIS (Bureau of Indian Standards). But, in the new quarter, the segment is showing signs of recovery again owing to improved discretionary spends by end-users and festive buying that will drive its growth, going forward.

Where is the market heading?• Samsung with 19 per cent market

share occupied the top position in the Indian tablet market.

• Android continues to be the most preferred OS.

• The dominance of tablets with screen size 7 < 8-inch will continue.

Key VendorsSamsung, Apple, BSNL, Micromax, HP

and Dell

15%

9%

23%24%

18%

11%


Resellers VARs


17%

14%

11%

20%

22%

16%


Resellers VARs


13%

8%

23%

24%

15%

17%


Resellers VARs




Video Conferencing Demand for cloud-based video conferencing and collaboration solution fuels the growth of video

conferencing solutions in India. In a recent survey, business professionals have indicated their preference for a unifi ed service rather than separate tools for video conferencing, web conferencing and audio conferencing to manage business collaboration cohesively. However, economic downturn is limiting this market to grow further as organizations are taking a cautious approach towards overall IT spending. Moreover, the ongoing transition in the video conferencing space from a primarily hardware-based model to the growth of video subscription services has deeply impacted hardware sales growth in the fi rst quarter of this year.

CLS observa� ons fi nd - • Videoconferencing and telepresence

equipment market has shown a sharp decline in Q1 2014 and is expected to show declining results in the coming quarters

• Cloud-based video conferencing services are gaining momentum

Key VendorsPolycom, Cisco, Avaya and LifeSize

Digital Camera India Digital Camera Market which was previously dominated by Point & Shoot segment is now

experiencing an inclination towards DSLR cameras. This shift is primarily as a result of reducing costs of DSLRs as well as rising income levels and technological advancements. Fortunately for digital camera vendors, there is one thing that smartphones can’t do (yet) that digital cameras can: interchange lens.

India heading towards Digi� za� on...• India Digital Camera Market registered an annual shipment of 1.99 million units for the year

ending June 2014. Nikon, Sony and Canon together holds around 96% share of the market• Growth of Smartphone continues to hinder the market growth

Key VendorsSony, Canon, Samsung and Nikon

MFPs/ MFDsWith the increase in business demands and an ever growing market in India, the MFP segment is

clearly growing much faster and has been undergoing many changes in its functionalities. Demand for MFPs is increasing as they deliver enhanced functionality and productivity for an organization, thus redefi ning offi ce life, helping organizations to consolidate their investment, maximizing the use of space and simplifying workfl ow processes. There has been an increased adoption of MFPs by small, medium size businesses as well as large enterprises.

Going forward...• The A3 MFP market was led by Canon, followed

closely by Ricoh and Konica Minolta occupying the third spot in CY2013

• HP managed to have a strong market share and remained as the market leader in India followed by Canon, Epson and Ricoh in the 1Q 2014. They were closely followed by Samsung with a little margin of difference in terms of market share

• MFPs now come with in-built capabilities that enable printing from cloud and mobile devices

Key VendorsHP, Canon, Epson and Ricoh

23%

14%

17%8%

24%

14%


Resellers VARs


8%7%

39%11%

14%

21%


Resellers VARs


17%

13%

21%15%

20%

14%


Resellers VARs



MPSThe MPS market in India might well be in its early stages of adoption, but it continues to mature and

evolve, offering customers greater value and challenging vendors to continually evaluate and enhance their product and services portfolios. The MPS segment has gained momentum in the last few years as enterprises have started to transition from Capex to Opex business mode of printing. Midmarket businesses currently trail behind large enterprises in MPS deployment, but more than one-third of these organizations are considering a transition very soon. Today service providers delving into true managed service based business models in which MPS is a component of a larger offering.

What is new?• BFSI and Telecom sectors being early

adopters will continue to dominate the MPS market

• MPS vendors offer differentiated and extensive portfolio of products that include cloud, mobility and security

• The segment is slated to grow to about Rs. 1500 crore by 2015

Key VendorsHP, Canon, Xerox and Epson

ERP ERP market in India steadily growing for the last few years and the main reason for this enormous

growth can be attributed to factors like best practices, easy and faster implementation and the need for replacing customized system with standard application packages. It is no longer a software solution used only for back offi ce functions. With a slump in the software market, an increasing number of SMBs are now looking at adopting ERP solutions on the software as a services (SaaS) model for faster deployment, though it has not yet widely been adopted for mission-critical operations. However, the high cost of ERP packages could pose a challenge to the growth of this market.

What is new?• SaaS-based ERP adoption to grow

further in India market• Major businesses running ERP

on Cloud to grow and transform their businesses

Key VendorsInfor, SAP, Tally, Microsoft, Oracle

and Infor

An� -VirusThe Indian market is crowded with several vendors dealing in the anti-virus space targeting the end

users and can be categorized into consumer (home users) and enterprise segments. The Enterprise security segment is preferably going to make signifi cant contribution in the next couple of years in not just anti-virus solutions but complete security solutions also. India is the third largest country globally in terms of Internet users. However, statistics show that only 13 per cent are using valid license of antivirus software and 30 per cent tend to re-install trial versions of same or other antivirus software.

What is new?• India has emerged as the ransomware

capital of Asia Pacifi c with 11 percent of cyber victims falling to this form of virtual extortion

• India ranks 4th in the world in Mobile Malware

• Homegrown IT fi rm Innovazion has named its new antivirus software ‘NaMo’

Key VendorsNorton, McAfee, Kaspersky, Quick Heal, Trend

Micro, eScan , K7 Computing and Max Secure

18%

11%

22%14%

19%

16%


Resellers VARs


22%

19%

9%8%

31%

11%


Resellers VARs


19%

14%

26%

21%

16%

4%


Resellers VARs




Projectors In India the digital projector market was traditionally dominated by large businesses, but now the

home/small offi ce home offi ce (SOHO) segment has shown tremendous potential with the launch of new models that support features like HD, short-throw, 3D, Wi-Fi etc. The boom in the demand is attributed to the increasing business demands and the burgeoning education sector in the country. The market is expected to grow at a faster pace due to the revival of delayed projects affected by the Indian general election of 2014.

What is new?• High-Defi nition (HD) projectors

are cannibalizing the Standard-Defi nition (SD) projector segment by registering more than 55% market share

• The demand for PICO Projectors are likely to increase signifi cantly

• The DLP based Projectors dominated the Indian Projector Market with 54% market share followed by LCD Projectors

Key VendorsBenQ, Epson, NEC, Panasonic and Canon

Graphic Cards Over the past few years, India has not only seen an increase in the gaming population but also in the

use of graphics card. Graphics cards continue to get faster and more powerful, and the options can seem overwhelming. Ideally, the two major players in the graphics card world are AMD and Nvidia, but there are other players too in this space with equally convincing products. However, compared to the emerging markets such as Russia, China and Brazil, India is lagging behind when it comes to graphics penetration. It is only to be hoped that the GPU market will grow much faster than the PC market.Seconly the gaming segment in the world is to reach 26 billion in 2014.

What is new?• AMD has announced a new

technology partnership with OCZ Storage Solutions to introduce AMD Radeon branded Solid State Drives

• NVIDIA is the leader in visual computing with its products like Quadro, Tesla and Tegra and focus on smartphone, tablet and automotive infotainment space

Key VendorsNVIDIA, AMD and Qualcomm

HDDThe hard disk drive (HDD) industry experienced a lower growth in the year 2013. The continuing

decline in HDD unit shipments in 2013 is believed to be due to longer refresh cycles for PCs, consumer preference to purchase tablet computers rather than traditional PCs and the lack of popularity of Windows 8 PCs. A new generation of ultra-thin notebook PCs using hybrid HDDs is expected to help the recovery of PC HDDs in the upcoming days. However, enterprise storage will defi nitely continue to accelerate HDD market, as pointed out by many.

What is new?• The fate of HDDs lies with cloud

storage and ultra-thin notebook computers• Vendors are toying with the

idea of coming up with HDDs which would be compatible with tablets

Key Vendors

Seagate, WD and Toshiba

15%

12%

23%19%

21%

10%


Resellers VARs


13%

14%

29%

22%

11%

11%


Resellers VARs


21%

13%

21%14%

17%

14%


Resellers VARs



LaserJet PrinterIn the past few years lasers have become a preferred printer option in business houses for their speeds,

superior quality and the ability to handle complex applications. There is a demand for the Laser printer and is growing phenominally and an opportunity for all vendors to expand. The printer segment grew 1.5% in terms of unit shipments in Q1 2014, as per IDC and recorded a signifi cant growth of 12.8% driven by surge in government business and stable channel business. Laser printers have emerged as revenue generators for both vendors and partners as they can position them as a must-have product for corporate buyers.

The Fact sheet - • More customers prefer laser printers over inkjets because of features like speed, affordability, low-

cost printing, security and continuous drop in prices• Growth of Canon, Ricoh and Epson has been quite satisfactory whereas HP remained on the top

slot Key VendorsHP, Canon, Xerox, Samsung

InkJet Printer Inkjet business in India is a Rs. 1,000 crores industry with 12 lakh units and 84 percent of this market

is served by the home market segment. Almost all the leading vendors in this segment recorded a decline. While the inkjet category of printers was earlier mostly used by household users, they are now getting signifi cant acceptance among the small offi ce home offi ce (SOHO) category as well. In spite of vendors investing large budgets on running promotional campaigns, inkjet printers could not sustain interest levels amongst the end user community, reason being low consumer demand across all price bands.

What is contribu� ng to its growth?• • Inkjet segment has performed weakly due to low consumer demand, resulting in a

marginal growth of 1.5%• The inkjet HCP market witnessed a sequential decline of 15.5% in Q1 of 2014

Key VendorsHP, Canon, Epson

NotebooksDriven by large commercial orders and higher sales, the laptop market in India grew quite substantially

in terms of units. The overall PC market is 4.8 million units with YoY drop of 7.4 percent since 2012. The commercial PC segment recorded a high of 6.7 million units in 2013, with YoY growth of 15.8 % over 2012. It propelled the sales to decline due to delay in public & govt. spending. The refresh buying on Windows XP has driven some volumes amongst enterprises but the market still remains dampened. However, the notebook market has contracted over the past two years, making it harder for smaller players to make a profi t.

What's hot?• Sony decides to exit the

PC business and sell off its Vaio laptop division

• Windows 8 touchscreen notebook sales stumble as PC buyers fl ock to tablets

Key VendorsHP, Dell, Acer Toshiba and

Lenovo

21%

18%

14%

23%

10%

14%


Resellers VARs


14%

11%

32%

22%

12%

9%


Resellers VARs


19%

21%

14%

23%

15%

8%


Resellers VARs




WLAN Market As broadband wireless access grows, the overall Indian Wi-Fi market (including WLAN hardware,

systems integration and software services, not including embedded devices, laptops) is predicted to grow. WLAN market seems to be growing exponentially with the proliferation of smart devices coupled with the need to be connected has pushed the demand for a wireless last mile connection. The next generation products which promise to deliver gigabit speed in a secured environment coupled with growing traction of BYOD concept is pegged to be the next big driver in the wireless market.

What is driving the market?• • The Wireless LAN market in India witnessed a 17.6% increase QoQ and 10.5% YoY

during 1Q 2014• With the new government in place, the public hotspots projects is likely to positively impact the

networking market in the future

Key VendorsHP, Dell, Cisco, Huawei, Juniper, Aruba Networks,

TP-Link and Netgear

Video Surveillance Video surveillance market is gaining a huge momentum in India due to security concerns, government

initiatives, and growing awareness. It has a wide application in all the verticals such as government, banking and fi nance, travel and transport, residential, commercial, healthcare, industrial and retail. There is a steady shift happening from analog based surveillance to IP based surveillance though government and private companies still prefer to install analogue CCTV solutions. Furthermore, the introduction of small network cameras with remote surveillance capabilities (IP cameras) will spur its uptake.

What is new?• Developing countries

like India and China with huge population base will be the key drivers in the Asian market

• Demand from Government / Public sector remains high followed by industrial and commercial sector

Key VendorsAxis Communications,

Hikvision, Samsung, Bosch, Zicom, CP Plus, Mobotix, Honeywell and Sparsh

Applica� on Delivery NetworkA combination of WAN Optimization Controllers (WOCs) and Application Delivery Controllers

(ADCs), Application Delivery Networking is a technology that provides application availability, security, acceleration and visibility. A big factor forcing changes in this market are BYOD policies and cloud computing, both of which have been cited time and again as major instigators of evolution in enterprise networks and applications. These factors have had a huge bearing on the application delivery sector, and can be credited for growth in the Global WAN Application Delivery Market.

What is the new opportunity?

• The Indian ADN market is estimated to grow from $193.9 million in 2013 to $480 million by 2018

• ADN market will be worth $5.82 Billion by 2018

Key VendorsRiverbed, Blue Coat, Array

Networks, F5 Networks, Cisco, A10 Networks and Palo Alto

22%

14%

13%17%

19%

15%


Resellers VARs


21%

17%

13%14%

19%

16%


Resellers VARs


24%

14%

13%17%

19%

13%


Resellers VARs


�



SSDsThe awareness among customers about the Solid-State Drive (SSD) technology and its benefi ts compared

to traditional hard disk drives is increasing. India as a potential market is rapidly growing in the advanced memory technology segment comprising of SSDs. This trend can be attributed to proliferation of devices that use cache drives and enormous growth of digital data. As such, SSDs are well on their way to becoming the mainstream, standard storage mechanism. However, they are currently the default storage device in the Ultrabook category. Having said that, there will always be a market for both HDDs and SSDs, and will continue to offer them as a storage option for consumers seeking a bit of the best of both worlds.

What is driving the market?• The global SSD market is expected to rapidly

increase from US$11.04 billion in revenues in 2013 to approximately US$14.47 billion in 2014 and US$23.54 billion in 2017.

• AMD is the latest entrant in the storage space by having teamed up with Toshiba-owned OCZ Storage Solutions to develop the line of Radeon SSDs

Key VendorsSeagate, Kingston, WD, ADATA, SanDisk and

Samsung

UPSThe Indian UPS market revenue is forecasted to grow two-fold by the end of 2018, increasing at the

CAGR of around 12 per cent during 2013-18, where both multinational and Indian suppliers are jockeying for space. Foreign players are acquiring domestic companies of India in order to have access to well-established distribution network and value chain of the UPS systems market in India. The market has been predominantly dependent on low-range UPS systems/single-phase UPS (up to 25 KVA) constituting over half of the total UPS market. However, with the growing utilization of UPS systems in larger industries, the trend is more likely to change and contribute to its growth. The demand for uninterrupted services and power backup in data centers as also the trend towards cloud computing, virtualization and the need for easy data availability is resulting in the growth of the UPS market.

What's hot?• There is a palpable shift in the UPS market towards Modular UPS systems and highly effi cient

transformer-less UPS.• Single-phase UPS (less than 25 KVA) still continues to contribute a major chunk of the revenue

compared to three phase (20KVA and over).

Key VendorsAPC, Emerson, Numeric,

Socomec, Delta and BPC

Dot-matrix PrinterThe DMP market has stagnated and absence of deals and decreased government buying has seen the

segment decline over the years. There is a prediction in the market of the unlikeliness of the DMP market to see growth before 2015. Also known as the impact matrix printer that comprises of a print head it mainly fi nds usage in mass printing areas such as ticketing, ATMs, cash registers and point of sales terminals. After a recently announced directive from the government, any ministry or government department is required to purchase 50% of their DMP from local manufacturers, thus boosting further sales for this segment.

What's coming up?• The Union government has

recently approved the Preferential Market Access (PMA) policy to support domestic manufacturers to give preference to locally made dot matrix printers.

Key VendorsEpson, TVS-E and WeP

14%

12%

18%

22%

19%

15%


Resellers VARs


14%

22%

18%17%

19%

10%


Resellers VARs


22%

7%

24%17%

12%

18%


Resellers VARs



ServerThe server market in India is expected to grow, especially in the latter half of the year signalling the

effect of positive policies and business sentiments. 2014 began on a favourable note for the x86 server market because of the positive sentiments in the market. The server market in the non-x86 segment saw a sharp decline of 45 per cent in revenue in Q1 2014 as compared to Q4 2013 as large banks and telecommunication companies held back their investments towards the long-pending restructuring of their core infrastructure due to uncertain political scenario in the country.

What is the new opportunity?• Banking, telecom and government sectors are expected to be the key to this growth, while the

SMB segment, healthcare and e-commerce would provide the necessary incremental growth.• In India, in the x86 market, HP continued to lead in Q1 2014 with a revenue share of 36 per cent,

followed by Dell with a share of 22 per cent and IBM with a share of 16 per cent. IBM is facing a challenging time in the market due to its x86 business being bought over by Lenovo.

Key VendorsHP, Dell, Lenovo and Oracle

Thin ClientAsia-Pacifi c is the fastest-growing market for thin client, with India being one of the world’s most

prolifi c consumers in the space. Although the commercial desktop PC shipments have started to shrink, the Thin Client market still remains buoyant. Increased security concerns, easier administration, lower maintenance costs and lower power consumption are among the main reasons why companies prefer to choose thin clients over traditional PCs. However, the rise of Cloud Computing is putting a new twist to the recent Thin Client growth which is otherwise an old concept globally. The convergence of virtualized infrastructures with cloud computing is another big factor benefi ting Thin Client.

The Road ahead...• Thin Client is growing as an attractive

option for businesses across diverse verticals, such as healthcare, banking, education and retail, looking for a centralized desktop environment with high level of reliability.

• The global Thin Client market is expected to expand to 14.36 million units by 2015.

Key VendorsHP, Dell Wyse, Citrix and NComputing

StorageThe Indian Storage market saw a double-digit Q-o-Q de-growth (in revenue), largely due to a drop in

vendor revenue in Q4 2013. The overall storage market for CY2013 saw 6.5-per cent growth in vendor revenues compared to CY2012 and it stood at US$56.8 million, the lowest the market has reached ever since Q2 2012. The declining trend was attributed to a combination of uncertainty around the political scenario and the market deferring its investments by a quarter.

Cloud-based storage is certainly nothing new, but due to limitations in bandwidth and concerns over security, the concept hasn't really taken off. However, software-defi ned data center will become the standard in the next couple of years with more organizations reaping the benefi ts of this model.

The CLS Survey reveals...• EMC continued to lead the market with an overall share of 33 per cent, whereas NetApp displaced

IBM this quarter with a 16-per cent market share, followed by HP and IBM with a share of 12 per cent and 11 per cent, respectively.

• Dell registered an impressive growth in the server space mainly due to its change in the strategy and investments in the channels.

• Growth is expected in the telecom and government verticals as a combination of fresh investments in business outcome-led technologies and capacity requirements.

Key VendorsHP, Dell, EMC, NetApp, Huawei and Hitachi

21%

17%

19%

14%

22%

7%


Resellers VARs


17%

12%

19%11%

22%

19%


Resellers VARs


23%

9%

11%23%

18%

16%


Resellers VARs




they maintain a positive brand image.

Level 5 – Optimized

At this level, organizations are taking complete control of all devices and are deploying encryption for all data no matter where it resides. Management capabilities enable a view and control of all endpoints, irrespective of platform, and key management capabilities for securing and encrypting data that resides in public or private cloud.

The big difference for Optimized organizations is that their need is to have a solution that can help decrease IT management costs and reduce or eliminate the impact on the end-user experience that could hurt productivity.

At this level, organizations are in the best position to reduce risks signifi cantly and safeguard confi dential data.

There is no quick solution; it is an evolution. Companies must work through to fully optimize their data security strategies while reducing IT costs. WinMagic possesses the expertise and consultative approach to help customers determine their current and desired state on the Maturity Model. Their industry-leading encryption solutions ensure required capabilities are enable appropriately at all desired levels of the maturity curve. �

A key foundation or the fi rst pillar of any data security solution

should start with data encryption and key management. If a solution is built with the proper foundation, the risks associated with data loss or exposure are greatly reduced, including the negative impacts on the process and capabilities. But this begs the question: what is your organization thinking and approach to securing their environment? How far down the path have they gone in securing their environments and is encryption a key foundation? There are, of course, different levels of security that can be established across different areas or sectors of the business – encryption solutions are no different.

More than ever before, data encryption and security are top of mind among most IT administrators as more and more regulations and laws are put in place to curb the risk of data loss. As organizations seek to improve their security models, they are faced with a myriad of options to lock down systems, processes and networks.

However, in our experience

organizations have avoided

looking at a robust encryption

solution because they feel:

• It can be too costly and expensive.• It will slow down overall device

performance.• Process and capabilities become

complicated and affect user experience.• There are too many devices to

secure and monitor leaving organizations at a loss from where to start.

Nishant Verma, Country Manager India & SAARC, WinMagic, opines, “If the right data encryption solution is implemented, it is possible to fully secure your organizational data while reducing IT costs and being completely invisible to the end-user.” Also, the idea of maturing your processes and solution approach is critical to understanding and controlling your security. There are fi ve levels of data encryption maturity that organizations can fi nd themselves in:

Level 1 – Unaware

A level where there is no data protection

solution utilized by an organization. As far as the business is concerned, there is no business driver to adopt encryption.

Organizations in this category are at a high level of risk in the event a device is lost or stolen. They typically haven’t evaluated their security needs and the risks associated with not adopting such a foundational approach to data security.

Level 2 – Tactical

This is a level where a company selectively deploys basic software or OS-based encryption to a defi ned and often very limited number of laptops devices. There are no central management capabilities and is managed via desk side support only. It is a baseline solution that may be “good enough” but lacks control and effi ciency as it will generally encrypt only one type of device (like a laptop), in a silo’ed team or department.

This tactical approach is often born out of the need for compliance to specifi c laws, legislation or regulations.

Level 3 – Defi ned

This level is defi ned as encryption being leveraged across most, if not all endpoint (laptops) devices and may begin to include some removable media. Centralized management is also introduced at this level. There is room for improvement as there are still devices and endpoints that do not have data security and could act as an access point to authorized users.

In this instance, like the Tactical level, compliance is driving the need for encryption but in addition to this, there is a requirement for better audit and control capabilities.

Level 4 – Managed

A level where most, if not all, devices are encrypted, including desktops. This is all controlled through a fully centralized management solution and gives administrators the granularity of control they need without being a hindrance to the end-user.

Building on the same business drivers as the Defi ned category, Managed organizations also need to improve their overall IT management process and ensure

A deeper look at Data

Security readiness

Nishant Verma

Country Manager India & SAARC

WinMagic

FACE TO FACE


Top VADs of ICT Industry The Value-Added Distributors not only off er “Pick, Pack and Ship” services, but also off er programmes and services that add value to the

distributed products that increase their value or worth. Apart from adding more value to products and services, various na� onal and regional

distributors have le� no stone unturned to establish themselves in the art of distribu� on and allied services. With a right combina� on of resources,

distributors bring technology solu� ons to the market and, in the process, create a true value proposi� on for its partners. There is no denying the

fact that distributors are the cheerleaders of the industry as they provide customers the latest and most relevant technology solu� ons and act

as growth drivers to meet their demands for the best-of-breed technology products and solu� ons without any wai� ng period. Armed with the

best-of- breed technology solu� ons, various na� onal and regional distributors have made their mark in the value-added landscape. Today, the

ubiquitous use of IT products and processes can be a� ributed, to a great degree, to the presence of a large distribu� on channel in the country,

which has carved a niche for themselves through their reach, presence and fi nancial commitment.

The role of VADs is changing in the exis� ng marketplace. The demands for improved services coupled with growing accountability for effi ciency

and compliance are paving the way for the need for effi cient VADs. The distributors are well on their way to align their business models more

closely with their tech vendors. VADs will provide the distributors/channel partners with highly-skilled technical support to off er deep exper� se

for world-class customer sa� sfac� on. VADs also off er training, educate and help resellers in understanding the customer’s requirements to deliver

appropriate solu� ons, understanding the requirements that they should go all out to create a more compelling demand genera� on. VADs need to

help VARs to generate demand around mul� -vendor off erings. Instead of just focussing their a� en� on on “boxes in/boxes out” eff ort, VADs need

to off er value-added services as an extension of the manufacturers’ sales channel. It helps in the alignment of their products with the goals of the

manufacturer.

Amtrak Technologies (P) Ltd. Head of the Organization: S. ChakrabortyAddress: 6, Community Centre, East of

Kailash, New Delhi - 110065Telephone/ Fax: 011- 26448000, 26411751Website: www.amtrak.co.inProfi le: Amtrak, formed in 1991, has grown

into four group companies with interests in Information Technology, Telecom, Defence Equipments and Software Development. They are an authorized distributor and service provider to several leading companies worldwide. The group caters to varied requirements of Indian Defence, Paramilitary and other Government organizations.

Amtrak works closely with the leading technology innovators, defence suppliers and system designers to offer its customers a broad range of customized solutions and implement a wide range of individual platforms and sub-systems into a single effective network.

Arrow Enterprise Computing Solutions (ECS)

Head of the Organization: Hari BhullarAddress: Building No.221, 3rd Floor, Okhla

Industrial Estate, Phase-III, Delhi -110020Telephone/ Fax: +91 7838 427 941, +91-

11- 41019513Website: http://ecs.arrow.inProfi le: Arrow ECS, India is one of the

leading value added distributors for international top manufactures in information technology. As the link between the manufacturers and resellers we smooth the path for the successful distribution of intelligent IT solutions from the areas of e-security and e-business. We evaluate and market the latest hardware and software products, which complement one another and can be combined to produce overall solutions. Enterprise IT distributor Arrow Electronics has now acquired COMPUTERLINKS, making it a part of Arrow Enterprise Computing Solutions (ECS).

Avnet Technology Solutions (India) Pvt. Ltd.

Head of the Organization – Jaideep Malhotra

Address – A 301, 3rd Floor, Supreme Business Park, Behind Lake Castle, Hiranandani Business Park, Powai, Mumbai - 400076

Website - www.ats.avnet.co.inContact - 022-44200200Profi le – Avnet Technology Solutions is

an operating group of Avnet, Inc., a Fortune 500 company. The distribution network covers major markets and it sells enterprise and embedded technology products from the world’s premier computer manufacturers and software suppliers, as well as the services and solutions required to implement them effi ciently and effectively. Its relationships with diverse technology suppliers, including well-established leaders and emerging market innovators, coupled with its rich services portfolio, help its partners reach new markets and new customers.

Comguard Infosol Pvt. Ltd. Head of the Organization – Harish RaiAddress - MBC Centre, G.F., 143/A

Ghodbunder Road, Opp. Cine Wonder Mall, Kapur Bawdi, Thane, Mumbai – 400607

Website: www.comguard.netContact - +91 22 61934800Profi le : ComGuard is a valued- added

Distributor in the IT security space and has a reach across the Middle East and North Africa regions. The company was established in 2002 and is headquartered in Dubai, UAE. It is a part of the Spectrum Group which deals in IT networking and security training and consultancy.

ComGuard believes that great partnerships are driven by true commitment. This has resulted in long-standing partnership with the leading network and security technology partners. Backed by a strong vision and sustained growth rate, the company’s distribution reach has spread to 14 countries across Middle East and India with above 1,000 partners.

HCL Infosystems LimitedHead of the Organization – Harsh ChitaleAddress - E-4, 5 & 6, Sector 11, NOIDA -

201301, UPContact - +91 120 2526518/19, 2520977

Website - www.hclinfosystems.inProfi le – A listed subsidiary of HCL, HCL

Info Systems has a long-standing history of being involved ever since the inception of the IT industry in the country. With already a presence in 170 cities, 505 more points of presence are reaching 4,000 towns throughout India and operations in emerging markets including South Asia, Middle East and Africa. It has a strong distribution network of 93,000 outlets in over 9,000 towns in India. HCL Infosystems’ has one of the largest sales and distribution network in the country and provides value-added distribution for partners. The company operates under three primary segments, namely Computer Systems and related products and services, Telecommunication and Offi ce Automation and Internet and related services. Its manufacturing facilities are based in Chennai, Puducherry and Uttarakhand.

Today, HCL Infosystems has become one of the leading System Integration companies in the country, implementing several turnkey Systems and Networking Integration projects nationwide and across most of the vertical business segments. It has developed customized and effi cient system integration solutions designed to fuel the Indian growth engine.

Inflow Technologies Pvt. Ltd.Head of the Organization – ANAL Jain Address - “Infl ow House”, # 33 & 34,

Indiranagar 1st Stage, Off 100 Feet Road, Bangalore - 560038, India

Contact – 9379190083Website – www.infl owtechnologies.comProfi le - Commenced in the year 2005,

Infl ow is a niche player in IT Infrastructure Distribution and Services providing Value Added Distribution in Information Security, Networking, AIDC & POS, Infrastructure and Application Software, Storage Management, Electronic Security and products and services in South Asia with Rs.470 crore in revenue. It is headquartered in Bangalore with presence in 16 locations.

Infl ow operates through 5 Business Units with a total team strength of more than 165 employees. Infl ow does business through over


650 channel partners.

Inspira Enterprise India Pvt. Ltd.Head of the Organization – Prakash JainAddress – 23, Level 2, Kalpataru Square,

Kondivita Lane, Off Andheri-Kurla Road ,Andheri (E), Mumbai -400 059

Contact – 022-4056 9999Website - www.inspira.co.inProfi le – Inspira is a leading Value Added

Distributor in IT, Networking, Biometric and Homeland Security solution provider in partnership with the world’s renowned technology companies like Hewlett-Packard, Dell, Juniper Networks, 3M Cogent, Array Networks, BMC and SafeNet. These solutions have positioned Inspira as an end-to-end integrator in verticals such as Government, Defence, Banking and Financial Services, Telecom and Large Enterprises.

iValue Infosolutions Pvt. Ltd.Head of the Organization – Sunil PillaiAddress – “iValue House”, No.1, 3rd Cross

29th Main Road, BTM Layout 2nd Stage, Bangalore - 560 076

Contact - +91 80 65329944 / 66 / 40969906

Website - www.ivalue.co.inProfi le - iValue was incorporated with

a misson to empower profi table growth of business, through effective management of Customer’s “Digital Assets.” It offers solutions and services that are aligned and optimized for protecting and growing business, across vertical and sizes, through its vendors and channel partnerships. iValue’s team with its focus and specialization over the last 13+ years in the Digital Asset Protection and Data, Network and Application (DNA) management areas, has built tremendous expertise in understanding and addressing customer’s challenges across size and verticals. The company has partnered with 5,000+ customers, across size and vertical, in their “Digital Asset” management front.

The company’s ecosystem comprises of 25+ direct OEM partners, 500+ Partners covering national, regional and local System Integrators and 20+ consulting fi rms.

M.Tech Solutions (India) Pvt. Ltd.Head of the Organization – Bhavin BhattAddress – SRI Narayani NPSR Plaza,

No: 25, Third Floor, 7th Cross Road, Vasanthanagara Extn, Bangalore – 560 052

Contact – +91-804097 7238Website - www.mtechpro.comProfi le – M.Tech Solutions (India) Pvt.

Ltd. is into distribution of IT security, application delivery network and video communications solutions. The company also offers maintenance services for such products. M.Tech was incorporated in 2010 and is based in India. The company operates as a subsidiary of SecureOne India Holding Pte. Ltd.

Presto Info Solutions Pvt. Ltd.Head of the Organization – Krishan

GirdharAddress – Presto Infosolutions Pvt. Ltd., 6,

Community Centre, East of Kailash,

New Delhi -110065Website – www.presto.co.inContact – 91-11-42336600Profi le - Presto Infosolutions Pvt. Ltd.,

one of the fastest-growing Value Added Distributors, specializes in offering solution- based on various emerging technologies to the government and enterprise customers in India and SAARC countries. Presto distributes a variety of Networking and Security products, including Video Conferencing solutions, WiMAX, Telemedicine and Secure Data Center.

The company also offers IT consulting and training services focussed on helping their customers to identify improvement areas, analyzing business problems and optimizing their IT infrastructure. Their competency is in architecting and deploying secure enterprise networks, Data Center, Video Integration Solutions and Boardroom Solutions that consolidate, integrates and enables management of information for mission-critical applications. Presto is having a presence across more than 20 cities in India to support their customers and has two overseas branches in Singapore and UAE to address business opportunities in SAARC, Middle East and Africa.

RAH Infotech Pvt. Ltd.Head of the Organization – Ashok KumarAddress – 6 A/B/C, Tower B-4, Spaze

iTech Park, Sohna Road, Sector - 49, Gurgaon – 122 001

Contact - +91 124 4085162Website - www.rahinfotech.comProfi le - RAH Infotech was established in

2005 with a focus on providing state-of-the-art technology solutions in association with the global IT leaders. Over eight years of its operations, RAH Infotech has been providing world-class IT solutions to a large number of channel partners and corporates in India and SAARC countries and has been growing more than 30% every year. This is a testimony to the trust Indian IT reseller community has shown in RAH’s value-added distribution capabilities.

RAH’s broad portfolio provides a wide range of Networking, Network Security, Storage, Wired and Wireless Solutions in association with innovative and credible brands such as A10 Networks, Alvarion, Celestix, Exinda, Juniper Networks, Micro Tik, Palo Alto Networks, Quest Software, Trustwave and WatchGuard. The company has a strong channel base of more than 450+ VARs and System Integrators.

Rashi Peripherals Pvt. Ltd.Head of the Organization – Suresh PansariAddress – Ariisto House, 5th Floor,

Junction of N.S. Phadke Road, Telli Gali, Andheri (E),

Mumbai- 400 069Contact - +91-22-61771771/ 72 Website - www.rptechindia.comProfi le – Established in the year 1989,

Rashi has come a long way in distribution and is today rated amongst one of the best distribution companies in India. With more

than 25 years of presence in the IT distribution business, Rashi has 58 branch offi ces and 60 centres spread across A, B, C and D class cities of India and more than 9,000 Partners/Customers in 750 cities/towns.

Rashi is known for its various innovative marketing programmes with conceptualizing and implementing schemes/rebates being its key strengths. One of its very popular fl agship events is the Channel Business Forum (CBF) which is an equal opportunity forum that brings together participating vendors and channel partners on a common platform.

Redington India LimitedHead of the Organization – PS Neogi

(President – IT Division)E H Kasturi Rangan (President – Consumer

Products Division)Address – Guindy House, 95 Anna Salai,

Guindy, Chennai - 600 032Contact - +9144-30287901Website - www.redingtonindia.comProfi le – Having commenced its operations

in 1993, Redington, along with its subsidiaries, has been providing end-to-end supply chain solutions for all categories of Information Technology products (PCs, PC building blocks, networking, software and enterprise solution products) and Consumer and Lifestyle products (Telecom, Digital Lifestyle products, Entertainment products and Digital Printing Machines) to over 100 international brands and building relationships with major brands for years.

With its corporate offi ce in Chennai, it has 56 sales locations, 70 owned service centres and 292 partner service centres across India.

Redington has built its business on very strong ethical and commercial fundamentals which has not only helped it to consistently exceed the industry growth rate, but has also enabled to fi rmly establish it as the “partner of choice” with most of its vendors and business partners.

Sakri IT SolutionsHead of the Organization – K. Ravi

Laxman Address - 301, Block – A, World Trade

Center, Kharadi, Pune – 411 014, IndiaContact - 020-65111017Website - www.sakri.inProfi le – SAKRI IT Solutions is an

emerging IT Security and Networking products company engaged in both hardware and software security domain. Its Management, Sales, Marketing and Technical leadership has in-depth knowledge, expertise and hands-on experience in IT Security products. SAKRI is the Master Distributor of Kaspersky LAB for Retail/ SME products across India.

SAKRI is also Airtel Distributor for MAHARASHTRA for ILP, MPLS and NLD. SAKRI is CISCO-certifi ed SELECT Partner focussing on the SMB market.

Texonic InstrumentsHead of the Organization: Nitesh

BhandariAddress: No.9, Athipattan Street, Mount


Road, Chennai-600 002Telephone/ Fax: 044-2841 0638/ 044-2841

5187Website: www.texonic.comProfi le: Texonic Instruments is a distributor

of technology-based products having over three decades of experience in the fi eld of technology with a commitment to serve customers across India. The company provides products and services to clients ranging from SOHO to Enterprises.

Texonic reduces the complexity of security and communication technologies and also ensures that businesses are future-proofed from the technology changes. And their comprehensive experience in the high-tech marketplace uniquely qualifi es them for this task.

Texonic partners and distribute for A10 Networks, Brocade Check Point, HID Global, Ilantus, Milestone, Digilink, Ikshu, ViewOn, huntkey, Anwix, Ice and Aruba Networks.

Virtual Netcomm Pvt. Ltd.Head of the Organization – Swaminathan

SethuramanAddress – 102-103, Panlee Complex,

Near Sardar Patel Seva Samaj, Navrangpura, Ahmedabad - 380 009

Contact – +91 79 2646 5303Website - www.vnpl.comProfi le – VNPL is a group company

of Virtual Group, a premier Value-Added Distribution House (VAD) offering best-in–class Information Management Solutions

headquartered at Ahmedabad, India with a network of sales and support offi ces at Bangalore, Chennai, Delhi, Hyderabad, Mumbai and with overseas operations at Sri Lanka, Bangladesh, Singapore, Malaysia, Indonesia, Dubai and UK.

VNPL offers comprehensive information management solutions including information security, networking and network management, storage and backup solutions, wireless/Wi-Fi solutions and video conferencing solutions to partners and customers in India and SAARC through its alliance with world-class technology partners like Barracuda Networks, Blue Coat, Extreme Networks, ForeScout, Palo Alto Networks, Radvision, Ruckus Wireless and Splunk.

The fi rst phase of IT evolution was basically revolved around automating the complex computational jobs. Later, the systems were developed to make all the sundry organizations automatic. Rich experience and expertise helps to transform your enterprise into a streamlined and optimally-functional entity. There is always a demand for the right tools, methodologies and templates for your enterprise’s needs, combined with world-class knowledge and experience and here comes the need for System Integrators. The most important part is how they are bringing the business value which includes the ability to access real-time data and gain a consolidated view of your business, accelerated business processes, reduced business cycle times, higher performance and last but not the least that is increased fl exibility. System Integrators (SIs) and the Solution Providers (SPs), who are the key sources for identifying, analyzing and designing complex IT solutions, come with larger portfolios as Value Added Resellers (VARs), who bring value into component subsystems while ensuring that those subsystems function together, and the practice of doing this is known as system integration.

In India, there are a number of SIs and SPs who are quite instrumental in the deliverance of many projects. However, there seems to be a very limited awareness of their existence, especially among the tier-II and -III System Integrators and Solution Partners who are doing a good amount of business in the country. VARINDIA has attempted to compile a fact-sheet of SIs and SPs working on various projects and setting new benchmarks in operational excellence. By forging stronger partnership with them, vendors can enter into multiple and diverse businesses with a strong belief that continuous evolution is a key contributor to complexity.

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Top System Integrators of India


C TECH COMPUTERS

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a large number of customers, partners, vendors and visitors visit the campus on most working days. The campus building consists of seven fl oors with a basement parking, each with a number of entry and exit gates. In order to address the security needs of the campus, management decided to invest in surveillance equipment to ensure the safety of their employees.

Solution: After evaluating multiple IP camera vendors, MindTree chose Axis IP cameras for their quality and support. A total of 68 Axis IP cameras (including 5 PTZ cameras) across the facility were installed to hasten response to security incidents. AXIS M3011 and AXIS 213 PTZ Network cameras were shortlisted based on the cost/value proposition.

Testimonial: “For a campus with a large number of employees, a proper security and surveillance monitoring has become mandatory to ensure smooth functioning. We needed a surveillance system that could ensure safety of our employees as well as help us in day-to-day operations managing the campus. The cameras along with MindTree software installed in our premises have helped us achieve these objectives effectively.” – Sudhakara Thota, Chief Security Offi cer, MindTree Ltd

BlackBerryFinancial services fi rm brings balance to workforce with BlackBerry.Challenges: FTIL’s workforce needs to stay constantly connected to deliver round-the-clock operations as well as respond to clients, which

meant that work regularly left the four walls of the offi ce and that the personal lives of workers regularly bowed to the demands of their jobs. This made security a critical consideration for FTIL. As a company dealing with sensitive data, FTIL cannot afford for information to leave the offi ce network, but with an increasing number of devices entering the workforce, FTIL needed a platform that would enable employees to enjoy the fl exibility of using their preferred mobile devices without compromising company security.

Solution: Upgrading from BlackBerry Enterprise Service 5 to BlackBerry Enterprise Service 10 has provided unifi ed device management and security platform. At the same time, the deployment of BlackBerry 10 devices incorporating BlackBerry Balance technology enabled the company to help its workforce reclaim more personal space.

Testimonial: “We are happy with our BlackBerry devices and their newest platform which has enabled easy segregation of work and personal activities. Downloading apps has never been so convenient and even from a normal user’s perspective the segmentation is clear. We appreciate the contrivance and fl exibility brought in by BlackBerry.” – Rohit Ambosta, Sr Vice-President – IT, Financial Technologies (India) Limited

Check PointState Government Data Centre makes use of Check Point solutionChallenges: Despite decent levels of Security Controls deployed, there were incidents and indicators of compromise were fi rst observed much

later than actual time of infection/compromise in the network.Solution: Check Point Security Checkup Tool played a vital role to begin the process in order to solve the security issue as it brings in the 360-

degree view of the security incidents seen without being deployed in the line of data paths. The solution comprised of tightening the perimeter with the Check Point 21400 appliances cluster with Threat Prevention Software blade bundles at the main State Data Centre. However at three critical network places across the state, we deployed the three sensors for the Network Security Assessment 24x7 for the pick of Indicators of Compromise (IOC), be it a bot, malware or day “0” almost on the real time basis.

Benefi ts: Successful Project, Very Happy Customer, and interest from 2 more States - in different stages of the RFP process - after learning of this project were shared.

CiscoCisco solutions enable students and faculty at BITS, Pilani to collaborate effi ciently within and beyond the campus.Challenges: Faculty shortage in higher degree courses/electives was a challenge across campuses because the need for specialized electives varied

in extent across different campuses, making it very diffi cult to launch electives in all the four campuses. To address this issue, BITS, along with BITSAA, its alumni community, launched the BITSConnect 2.0, a multi-million dollar project that leverages Cisco’s collaboration portfolio to enhance teacher-student-alumni interaction across its campuses.

Solution: Using Cisco’s collaboration solution portfolio, BITS has been able to facilitate knowledge transfer in real time more effi ciently. Faculty and staff meetings are conducted via multi-party voice-conferencing (scheduled and on-demand with optional recording), and numerous voice-conferences are required each week between various campuses and collaborators (faculty for coursework discussion or between administrative staff). Implementation has also made possible multi-campus classroom teaching, whereby high-defi nition telepresence is used for teaching and helps provide multi-way HD Video and interactivity within the classrooms.

Testimonial: “This deployment has helped us increase collaboration and foster innovation. Immersive telepresence is also being used for administrative staff meetings. Providing HD quality face-face enhances productivity and streamlines administration. Additionally, it has enabled us to build relationships with industry partners, government agencies, research organizations, educational institutions and alumni from across the globe.” – Prof. Bijendra Nath Jain, Vice-Chancellor, BITS, Pilani

CitrixBirlasoft addresses Mobile Security concerns with Citrix XenMobile.Challenges: Birlasoft wanted a solution that included security features like user authentication, passwords, session time-outs, remote wipe-out

and encryption. Once the policy was put in place, provisioning an enabling platform was the next step. The MDM platform was expected to enable across the mobile device estate (without exception).

Solution: The Citrix XenMobile was implemented on the cloud. The project was rolled out in two phases based on the technical and geographical considerations of the employee base. Post the rollout of Citrix XenMobile, Birlasoft has been able to reduce the risk of data loss through mobile devices. While there was no data loss happening, the deployment has preempted the risk of data loss. It has also made management of security on mobile devices easy.

Testimonial: “With Citrix XenMobile, we have complete visibility and control into the security posture of the mobile devices accessing the corporate e-mail service. We have been able to reduce the risk of data loss through mobile devices, and the solution has also made management of security on mobile devices simpler.” – Vipul Jain, CIO, Birlasoft

Cyberoam Technologies, a Sophos companyChitale Dairy relies on Cyberoam UTM, a one and all internet security solutionChallenges: The mechanism used for authenticating the employees did not suffi ce the needs of the company. Hence, they could not apply

policies on the employees and control their surfi ng trends. Moreover, they were unaware of what was going on in the network.Solution: Cyberoam’s Firewall, Checkmark and ICSA certifi ed ensures that Chitale Dairy’s network is safe from attacks like DoS, DDoS, IP


Spoofi ng and other network attacks. It also provides granular access controls over Internet traffi c and network resources.Testimonial: “Cyberoam’s unifi ed approach of management has been great for us. It has provided solutions to most of our challenges.” - Vishvas

Parshuram Chitale, a Partner of Chitale Dairy.

DellAsian Paints supports its growing application landscape and expanding global distribution network with Dell solution. Challenges: Asian Paints had successfully consolidated its operations and moved to a centralized ERP solution, but higher data volumes and

business expansion led to a greater need for a scalable, high throughput network infrastructure.Solution: Asian Paints solidifi ed its network core and added scalable and reliable switching capacity by deploying the Dell Force10 C150

modular chassis and subsequently upgrading to the C300 modular chassis to support its growing application landscape and its expanding global distribution channels.

Testimonial: “The network had to live up to the ‘always-on’ expectation that a rapidly-growing business like ours had. We wanted complete redundancy in all of its active components in order to reduce the chance of any outage.” – Diby Chiriyamkandath, Manager – Network Infrastructure, Asian Paints

D-LinkAmma Unavagam, a Tamil Nadu Government initiative, gets benefi ted with D-Link IP Surveillance SolutionChallenges: While offering low-cost meal is the key agenda, maintaining hygiene and food quality was also a top concern for the offi cials

working on the project. To ensure all the 200 centres across the State follow hygiene standards and ensure absolute food quality, it was decided to install surveillance monitoring devices in each of the Unavagam (canteen). However, the authorities were in a dilemma between CCTV and IP Surveillance.

Solution: The D-Link team assisted the offi cials at Amma Unavagam presented a comprehensive and viable IP Surveillance solution. With the objective of providing video surveillance benefi ts and remote monitoring capabilities, D-Link technical team, along with its Business Associate La Providence System, presented a comprehensive IP surveillance solution to the Amma Unavagam Project. To maintain the hygiene standards and monitor the quality of food supplied at counters of Amma Unavagam, D-Link IP Surveillance solution provides 20 days video footage of 200 canteens spread across Chennai.

Benefi ts: D-Link IP Surveillance solution makes it possible to analyze captured video content and raise alerts automatically when suspicious activity is detected, for round-the-clock surveillance with minimal staffi ng.

EMCSRM University delivers cloud computing course with EMC VSPEX Proven InfrastructureChallenges: In recognizing the growing industry demand for IT professionals with specialist skills and knowledge, the IT Department at SRM

University wanted to offer a degree programme that would enable postgraduate students to specialize in cloud computing and to introduce relevant courses to the undergraduate students in the IT program.

Solution: The Department of Information Technology partnered with Uniware Systems to design and deploy the VSPEX Proven Infrastructure comprising EMC VNX unifi ed storage, Dell servers, HP networking, and VMware vSphere virtualization, which is being used as the platform to deliver the cloud computing program. The University is considering using the backup and recovery solution in the next phase.

Testimonial: “With the VSPEX infrastructure, we can deliver the needed skills and expertise to students to enhance their career prospects as cloud technology professionals.” – S. Rajendran, Professor, Department of Information Technology, SRM University

FortinetMahesh Bank secures the entire network to meet the RBI guidelines with Fortinet Solution.Challenges: Mahesh Bank was aggressively adding services to its portfolio and needed a cutting-edge security solution at its branches to protect

its growing data and applications. The bank did not have a legacy security solution and to comply with the RBI mandates, the bank needed to deploy resilient security architecture to protect its network and implement centralized control over its branches' Internet and application usage.

Solution: Mahesh Bank's 39 branches have each deployed a FortiGate-40C appliance to extend cutting-edge security, providing secure network access via VPN. They also serve as routers to connect the branches to the Internet via MPLS. Using a centralized network security policy, the head offi ce now has complete control of the Internet and application usage as well as transactions conducted at every branch.

Testimonial: "The FortiGate platform carried all the security functionality we needed, while the highly qualifi ed support team assured us that they could be the single, reliable go-to party for all our servicing needs." – Milind Rajhans, Assistant General Manager (IT & CISO), Mahesh Bank.

HCLSundaram Mutual enhances its IT Infrastructure by partnering with HCL ServicesChallenges: Rapidly growing business and expanding customer base are forcing organizations like Sundaram Mutual to place more emphasis on

the performance of their current IT systems. More importantly, the company preferred solutions that allow them to pay only for what it uses as a way to support its expansion across the regions.

Solution: HCL offers helpdesk support & preventive maintenance services at Sundaram Mutual’s 38 branches. To enable a smooth call logging process, HCL Services has installed a centralized browser-based software tool to enable users lodge service requests.

Testimonial: “It was important to have improved IT processes to help us achieve our objective. HCL Services, through its customized service options has given us the right impetus and helped us achieve key business benefi ts, like enhanced security, optimum utilization of resources, streamlining processes and increased datacenter server up time.” - S Muarli, CTO, Sundaram Mutual Management Company Limited – Chennai.

HID GlobalHID Global has been selected by Performance Buildings and Design Offi ces in Germany to create shared workspaces and “on-demand”

offi ces.Challenges: As part of their technology offering for tenants, Performance Buildings and Design Offi ces was looking for a technology solution

provider that met their high standards for a secure access system to the offi ce space that was easy to use and delivered cost benefi ts.Solution: Performance Buildings evaluated HID Global’s network access control solutions along with a number of other solutions. However,

the decision was an easy one. HID Global was selected as the provider of choice because it was the only company with the ability to support their cutting-edge IT architecture and provide the fl exibility that they required.

Tales from Best Case Studies


Testimonial: “We are not just offering rooms, we are offering end-users of the offi ce space – tenants or temporary ‘on-demand’ end-users of the offi ce space, a secure environment where they can work, meet, hold conferences and provide training sessions.” – Phill Handy, Managing Director, Design Offi ces

HikvisionAbu Dhabi Facility rides Hikvision technological knowhow.Challenges: The National Rehabilitation Center, located in Khalifa City, Abu Dhabi, suffered a series of security setbacks. These ranged from

serious lighting / glare camera issues to overall CCTV system instability.Solution: The nuts and bolts of improvement were Hikvision's DS-2CD8255F-EI 2MP IR Low-light Bullet Camera, DS-2DF7274-A 1.3MP

Network IR Speed Dome, DS-2CD755F-EI 2MP Low-light Indoor Dome Camera, and Hikvision's own iVMS-4200 Management Software to control the solution.

Testimonial: “In all honesty, we are blown away by Hikvision's support. When we were initially designing this project, Hikvision engineers provided unbelievable service and support. In fact, in over a year, we have not had one single camera failure.” – Mohammad Maarouf, Euro Technology's Project Manager on this job

HPMTS India improves infrastructure and application management with HP management software.Challenges: MTS was using separate tools for each aspect of its infrastructure, including manual tracking of service requests, a manually-updated

knowledge repository, and individual tools that managed specifi c devices.Solution: Telecom operator MTS India has centralized application and infrastructure management with a HP software solution. This has

improved application availability and accelerated response to business requests – while reducing application management costs by 20 per cent.Testimonial: “The performance and productivity of the IT team has improved. We now have the same number of people supporting more

end-users, with a much better response time.” – Rajeev Batra, CIO, MTS India

IntelIndia’s National Stock Exchange tests its PRISM inline trade risk management system on an open platform based on Intel Xeon processor E5-

2600 v2 product family.Challenges: Improve trading ecosystem. Enhance the PRISM Inline Trade Risk Management System’s speed, reliability and throughput by adding

more cores to support all applications, test on an open platform, achieve and maintain necessary levels of reliability and fault tolerance and maintain technology spending and improve the trading ecosystem’s performance without increasing the budget for system operation and maintenance.

Solution: The NSE adopted commodity hardware with Intel Xeon processor E5-2600 v2 product family to improve the PRISM Inline Trade Risk Management System’s effi ciency and boost high-performance datacenter infrastructure. It also scales the platform based on business need, and achieves the desired throughput and reduced latency.

Testimonial: “We address our technology needs with Intel’s new processors to meet our increasing compute needs and reinforce our leadership position in the equity market.” – N. Muralidaran Chief – Special Projects, NSE, and Director, NSETECH

KasperskyKaspersky Lab: Ferrari’s choice for IT SecurityChallenges: To implement a high-end security solution capable of scaling to meet future needs, while protecting one of the world’s most

valuable brands and its signifi cant Intellectual Property (IP) holdings. Seamless integration with the existing complex infrastructure, including endpoints, industrial technologies and mobile devices.

Solution: A lengthy benchmarking process followed by close collaboration between Kaspersky Lab and Ferrari’s IT teams to implement a seamless, highly-integrated security solution with minimal impact on productivity or sensitive systems and maximal impact on threat detection and protection rates.

Testimonial: “To protect our sensitive intellectual property, we needed a strong technological partner with a complete, cutting-edge IT security solution. Kaspersky Lab delivers exactly what we need.” – Vittorio Boero, CIO, Ferrari S.p.A

MicrosoftBakewell, an niche biscuit manufacturer moves to Cloud, enhances collaboration and lowers costs.Challenges: As a small business with a regional footprint and about 100 employees, Bakewell was missing out on a key component and this was

slowing down management. There was a clear need for better communications and collaboration to manage its employees and global distributors to support growth, especially as the management focussed on markets with time zones as much as 10–12 hours apart.

Solution: With Bitscape Infotech, Bakewell embraced Microsoft Offi ce 365, a collection of Cloud-based email, calendaring, collaboration, conferencing, and web-based Offi ce apps. The new solution has turned out to be a cost-effective and an easy way to access and edit documents, respond to emails, and approve documents by voice or video conferencing with overseas customers. Not only does it allow the management to work with customers the way they want, but it eases business pressures by giving access to information on any device. With more accurate decisions made on the fl y, Bakewell is set to capture new markets.

Testimonial: “Through online meetings and conferencing, the solution has reduced travelling, telephone and shipping expenses. We estimate that, within one year, the solution will bring down collaboration and communication expenses by 35 percent.” – Mohammed Raish Suthar, Chief Executive Offi cer, Bakewell Biscuits Pvt. Ltd

NcomputingThe Bhavasara Kshatriya Cooperative Bank Ltd puts an end to IT woes with NComputing solution.Challenges: Over time, the Bhavasara Kshatriya Cooperative Bank Ltd, Bengaluru was inundated with issues related to maintenance of slow

machines, management of fi nancial dada, information security and preparedness against virus attacks.Solution: NComputing provided the bank with an affordable alternative, while enabling them to have a unifi ed view of operations. After

evaluating many computing solutions, including a couple of thin client options, the bank selected NComputing’s L300 for vSpace, which is an affordable and energy-effi cient desktop and virtualization solution that fi tted BKCB's requirements like a glove.

Testimonial: “For the IT team at the BKCB, IT infrastructure expansion means NComputing, and NComputing means end of IT worries!” – Gopinath TK, Head – IT, Bhavasara Kshatriya Cooperative Bank Ltd


NECPVR enhanced customer experience using NEC's NFC Technology.Challenges: Streamlining operations, simplifying billing and reducing total cost of ownership were some of the critical issues that the PVR

Group was facing. What the Group was looking for was a comprehensive retail solution which could empower their customers through their smart devices for making payments, and also simplify their billing.

Solution: NEC provides all of the necessary components for a complete e-money service, including e-money servers, e-money payment terminals, and e-money media. NEC can also provide a solution that customers may also select functions that fi t their specifi c needs. Services are provided over the Cloud, enabling quick launch of private brand e-money services and also a wide range of media can be used for e-money payments, from smartphones to contactless IC cards and barcodes.

Testimonial: “With the usage of this NFC-enabled mobile wallet, we have been able to reduce transaction time by 80% as compared to transactions made through any other traditional payment methods.” – Pramod Arora, Group President & CEO, PVR Limited

NvidiaNVIDIA QUADRO K5000 has transformed “Ambition into Achievement” for Digital Magic’s Real-Time 3D Animation.Challenges: Digital Magic’s operations are diversifi ed, with functions in animation, post-production and VFX. When it comes to post-production,

specifi cally for DI colour correction, artists should have real-time feedback of their actions. As standard rendering engines are not equipped to carry out such actions effi ciently, artists frequently spend more time waiting for images to render, than actually adding value to the fi nal look of a shot.

Solution: Digital Magic decided to equip the workfl ow with NVIDIA Quadro K5000 processors – powered by the innovative Kepler architecture, later upgraded to Quadro K6000. NVIDIA Quadro K5000 powers the rendering engines of more than 50% of the world’s top VFX houses and offers the capability of addressing Digital Magic’s specifi c needs and presented a whole new level of computing power and rendering speeds.

Testimonial: “When I tried our fi rst Quadro K5000 system, thanks to the NVIDIA team, I was ecstatic. I was able to see a perfectly anti-aliased video output in full HD, driving a 55-inch display. It was unbelievable!” – Arul Moorthy, Managing Director, Digital Magic Visuals

OracleAccelya Kale speeds up data processing 2.5x – helps airlines issue revenue reports faster, increases business agilityChallenges: To provide a highly available, secure and scalable revenue accounting database platform for airlines to manage exponential growth

in passenger revenue data, and enhance competitiveness and enable airlines to handle seasonal peak loads in the airline industry and deliver accurate daily revenue reports to commercial and fi nance departments within stringent timeframes.

Solution: Accelya Kale chose Oracle Exadata over other vendors because of its highest transaction throughput and seamless migration of the company’s existing Oracle Database, with minimal changes to its airline passenger revenue accounting platform. It achieved 99% accuracy for airline revenue forecasts while minimizing processing errors.

Testimonial: “Nothing beats Oracle Exadata when it comes to processing more than 100 million transactions per year, quickly and reliably. It is the ultimate hardware and software solution for us, as it is tuned to provide extreme performance, enabling our customers to generate accurate daily revenue reports faster.” – Prameet Savla, Vice- President, Technology, Accelya Kale Solutions

PolycomCARE Ratings improves productivity, strengthens customer relationships, & builds collaborative work-culture with Polycom SolutionsChallenges: CARE’s management wished to enhance communication between their sites and identifi ed the introduction of video collaboration

could improve workforce productivity, increase training outreach, and build closer customer relationships. The videoconferencing solution had to fulfi l several criteria including quality of experience, security and compliance, interoperability and support for using video remotely or on-the-go.

Solution: CARE’s complete UC (Unifi ed Communications) solution, powered by the Polycom RealPresence Platform, includes the immersive Polycom Architected Telepresence Experience (ATXTM) at their Mumbai headquarters. The Polycom ATX solution enables a custom-designed telepresence experience by providing Polycom immersive technology in an existing meeting room.

Testimonial: “The impact which enterprise-grade high-defi nition video has provided cannot be underestimated – be it the clear audio and picture quality, or the ability to share content easily and securely. In a huge country like India where kilometres and air miles between offi ces are vast, video has helped us truly defy distance.” – Umesh Ikhe, Group Chief Technical Offi cer, CARE Ratings

Red HatEssar implements global HR portal with red hat solutionChallenges: For implementing its global HR portal, Essar needed an enterprise-class web server platform that is easy to confi gure, thoroughly

tested and fully supported. The company migrated to Red Hat JBoss Web Server to ensure secure access to personal information of its employees and comply with the UK Data Protection Act, 1998.

Solution: After rigorous technical discussions and analysis, Essar decided to move from its existing web server platform – which was the community version of Apache web server – to Red Hat JBoss Web Server. Red Hat JBoss Web Server plays a key role in ensuring compliance with the UK Data Protection Act, 1998. Secure HTTPS access to the Myequations portal is supported by Red Hat JBoss Web Server. This helps Essar make sure that the sensitive data of its employees is not transferred without adequate protection.

Testimonial: “A thoroughly tested, interoperable, and easy-to-confi gure platform, Red Hat JBoss Web Server is critical to the success of Essar’s HR portal implementation across its global sites.” – Jayantha Prabhu, CTO, ESSAR

SAPBharat Petroleum reduces logistics and distribution costs with SAP Supply Chain ManagementChallenges: In trying to mitigate lost sales, the lubricants division had to maintain artifi cially high levels of inventory to ensure product

availability. Not only was it losing sales opportunities, it was struggling to rectify a working capital defi cit.Solution: For Bharat Petroleum Corporation Limited and its network of more than 49 plants, 115 depots, over 100 supply locations, and 10,000-

plus dealers and retailers, it takes the SAP Supply Chain Management application. The SAP SCM application’s scalability and functionality enabled Bharat Petroleum to optimize supply chain performance across its liquefi ed petroleum gas (LPG) and lubricants divisions.

Testimonial: “Our investment in SAP SCM helped us build an effi cient supply chain in our liquefi ed petroleum gas and lubricants businesses. This helped improve the company’s competitiveness while lowering overall supply chain costs.” – S. Prakash, DGM – ERP, Bharat Petroleum

Schneider ElectricGenpact’s IT infrastructure is future-proof with Schneider Electric solutions and servicesChallenges: Genpact’s infrastructure was expanded considerably just for the sole purpose of maintaining uptime, but this limited their ability to

Tales from Best Case Studies


properly manage it. Their pressing need to overhaul infrastructure was further complicated by vendor management issues. As part of Power Quality Audit results, Genpact also found that data centre costs entailed about 40 % in power consumption alone and were running on low effi ciencies.

Solution: Schneider Electric suggested a “build as you grow” model that would lower the undue pressure on the fi nances. Instead of a classical UPS, they introduced the idea of a chassis with a few modules with the ability to add on as required. As a result, they were successful in drastically cutting down CapEx and wastage.

Testimonial: “We experienced up to 70 per cent in savings, and derived 90 per cent RoI, since deployment.” – Shyamashis Brahma, Vice-President – Infrastructure and Logistics, Genpact

Sift TechnologiesGetit sifyfi edChallenges: Due to its rapidly-growing business, the need for additional IT infrastructure became more and more urgent. During times of

peak load, the existing aging servers and storage were often found to be inadequate and were unable to provide high availability and instant access scenarios. Additionally, the ability to rapidly scale was critical to delivering high-quality service to its customers while keeping capital and operating expenditures in check.

Solution: With Sify’s enterprise-grade hybrid cloud infrastructure supported by best-of-breed vitualization technology, Getit’s internal assessment showed that it would require 12 servers in addition to the existing 10 servers to meet its projected growth. Sify’s team of experts analyzed these requirements and suggested a Hybrid Cloud solution, the fi rst of its kind in India.

Testimonial: “With a growing demand of our information-based products and services, we had reached a critical juncture in our growth and needed to take a strategic decision on scaling our IT infrastructure to cater to our growth.” – Vivek Prabhu, Head of Engineering, Getit

SymantecHitachi Systems Micro Clinic Private Ltd bolstered data protection with Symantec’s Backup Exec 2014Challenges: Hitachi Systems Micro Clinic Private Ltd manages backup solutions on its customers’ premises from its own remote operations

centre. It wanted to ensure that customer data is protected by one of the best technologies in the market.Solution: The company is a Beta Test participant of Symantec Backup Exec 2014 software and is upgrading to the solution to take advantage of

its patented granular recovery technology and ability to unify physical and virtual backups from a single console.Testimonial: “We appreciate Backup Exec’s scalability. One of our customers uses Backup Exec to successfully protect more than 300 servers,

500 terabytes of data, and 7,000 Citrix XenDesktop users.” – Amit Vyas, Vice-President, Hitachi Systems Micro Clinic Private Ltd

TallyTally.ERP 9 enables S N Electronics to improve their billing speed by 90 per centChallenges: At SN Electronics, most start-ups had orders placed over telephone with records getting captured manually in Excel, which was

leading to poor visibility with respect to orders, placed versus billed. Another matter of concern was that credit management and outstanding settlement also took place manually which caused unnecessary delays in the routine work of the data operators at S N Electronics.

Solution: With Tally.ERP 9 solution, there was a huge makeover in the processes practised at S N Electronics. Now, it completes its entire bank reconciliation process in a few clicks without the necessity of employing an additional resource to complete this task. Additionally, with fast and effi cient sales order processing, the business realizes a 90-per cent reduction in the billing time along with increased visibility of stock in transit.

Testimonial: “Today, with the improved knowledge of Tally.ERP 9, the entire reconciliation happens in real time, at a lesser cost and with fewer resources – what a great saving of time and effort from complete automation.” – Rudra Prasad Biswas, Executive Director, S N Electronics

VMwareLOLC builds a Software-Defi ned Data Center using the VMware vCloud SuiteChallenges: As LOLC Group expanded, LOLC Technologies faced a critical challenge; how could it support growing internal demands and

provide new services to external companies?Solution: LOLC Technologies is using the VMware vCloud Suite to implement a cloud platform that enables its businesses to diversify into

new markets as it transforms the existing virtualized infrastructure to a Software-Defi ned Data Center, enabling LOLC Technologies to operate as a “cloud services provider”. The Sri Lankan organization is also establishing IT services on demand to non-LOLC customers.

Testimonial: “Engaging VMware has enabled us to cater to the skyrocketing demands of our fast-growing group of companies while supporting the delivery of products and services to new customers.” – Conrad Dias, Chief Executive Offi cer, LOLC Technologies

Zebra TechnologiesDefence contractor Warmkraft reduces quality control manpower by 50 per cent with Zebra SolutionsChallenges: Warmkraft ships millions of uniforms to its government customers. As per DoD requirements, all apparel suppliers must tag

garments at the item level, with all tags maintaining 100% readability. Additionally, for its own quality standards, the company needs to track every item that leaves its warehouse accurately and ensure that the right number and type of garments reach the right customers.

Solution: To meet the company’s needs for high performance and effi ciency, Warmkraft chose Zebra’s R110Xi4 RFID printer/encoder for creating clothing tags and case labels. With RFID inlays spaced closer together than other printers, the R110Xi4 provides a lower cost per label, fewer media-roll changes and faster throughput. With the Zebra printers, the manufacturer prints tags for every single garment. On the one side, the tag is human readable with a barcode, while the back holds the RFID chip.

Testimonial: “We really needed to fi nd a solution that was going to work for that kind of volume – to actually make sure that everything that goes in that box is correct; all the labels that come out that go on the printers are correct.” – Carl Brown, President, SimplyRFiD.

ZicomBlackBerry gets benefi ted from Zicom’s solutionsChallenges: BlackBerry’s retail business was running on wafer-thin margins. Endless shoplifting by putative customers, theft and burglary

in retail outlets and warehouses and more ominously, theft and pilferage by own employees were some other challenges. Woefully, the losses were further augmented by a host of other problems including unskilled staff and absenteeism.

Solution: With over 150 outlets across the country, BlackBerry utilized Zicom’s e-count and e-Attend services. e-Count enables the brand to track footfall at its network across the country as well as the footfall to “conversion” ratio. In addition, e-Attend helps to ensure real-time tracking of employee attendance and productivity of 1,500 employees of this retail chain.

Benefi ts: BlackBerry now has a tool to measure footfalls. e-count provides the company a footfall count on an hourly basis, all details of peak hours, daily, weekly and monthly footfalls.

Issue September 2014

Documents

Transcript of Issue September 2014