sme channels august 12 issue

LEADERS CORNER /54

HP: Revisiting Networking Market

SME BIZ /56

Xerox: Slowdown is an Opportunity

LEADERS CORNER /52

Brocade: Mobility and Cloud Will Be Focus for 2012

NEC to Focus on Tier 3 Cities /12PLUS

VOLUME 03 | ISSUE 06 | PAGES 68 | AUGUST 2012 | RS. 20/-

india’s first IT magazine for sme business

01

Today, Data has become the most sought after asset in the IT world. With unscrupulous elements leaving no stone unturned to obtain information to generate profits, data

breaches have become a norm today. It’s not only affecting the large enterprises but SMBs too are as much prone, or rather more, to such attacks. /36

EYE IN THE SKY/46

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Advts.indd 15 17/08/12 9:47 PM

Go Daddy Sees Big Growth in India /18


PLUS

VOLUME 03 | ISSUE 06 | PAGES 68 | AUGUST 2012 | RS. 20/-

www.smechannels.com

STRENGTHENING THE

FUNDAMENTALS

EDITORIAL

SANJAY [email protected]

WHILE I AM writing this piece of article, the biggest issue of the country this year, rainfall seems to be touching its required level as it has been raining all across the country for last one week. The metrological department is predicting the return of monsoon around mid of September. So another one month to go and it can be enough for the farmers.

The worst affected states like Punjab, Rajasthan, Gujarat, etc., which were facing below normal rain, are happy to see the late pouring. Incidentally, these states are the prosperous states and large consum-ers of IT and technology products.

Often we do not keep these basic requirements/ issues on perspective while discussing about IT or technology road map. Today, when there is less rain fall and it is about to affect agriculture, we are forced to believe that without growth in agriculture Indian economy cannot progress. Off late though people had started believing that India is becoming a knowledge economy but with markets around the world falling flat and the domestic market not performing well, people are bound to think about the fundamentals of the country that we cannot ignore that tag that india is an agrarian economy.

But yes, we can be a strong knowledge based economy but we need cooperation from all the quar-ters and especially from the government sector that drives the policy decision to make this a reality.

The reality is without the development of infrastructure, growth of IT is difficult and in order to set up infrastructure the help of IT is a must. So the role of government sector is vital from all aspects. But the government sector cannot impose law arbitrarily, it has to take private sector as consultant and implementation partner.

In the recently concluded seminar on empowering SMEs with Afffordable ICT, one thing became clear that the infrastructure is already there but to run the infrastructure there is a need of reinforce-ment in terms of right technology at a right price. Enterprises are not sure about the right solution or right technology and there is no agency to vet the solution or technology whether that is apt for the given enterprise. So often people are seen either making over buying of products or under buying of products. These enterprises, which constitute, more than 90% of our economy do not have somebody to evaluate solutions for them.

So like agriculture, small and medium industries, roads and buildings, hospital and airport are the infrastructure of the country, which take maximum number of labour force and these have to be developed with the help of IT and all governemnt and private sectors have to shake hands on this.

OVERALL RATING

Portronics CHARGE IT

MY EXPERIENCE

SPECIFICATIONS

It is a very small device like your mobile

phone and weighs only 10 grams.

FINAL WORDING

At price point of Rs. 799, the device can he

handy when there is a power outage and

you want to switch on your Tablet.

PORTRONICS’ new Tablet charging device CHARGE IT allows charging Tablets including iPads, Samsung Galaxy Note, etc. through the computers using the USB inter-face. This feature exists by default in mobiles but not in Tablets. But using CHARGE IT one can do so with the Tablets also. It is to remem-ber that except for MAC, no PC can charge iPAD and Galaxy Tablet so far through the USB cable but using this device every PC can charge the Tablets. This device enables 1.3A of current that allows shortening the charging time of tablets to less than 4.5 hrs. Smartphones charges almost at the same speed as they are on AC adapter. Most of the smart phones can be charged within 1-2 hrs time. The phones can also be changed through the laptops even if on sleep mode.

CASE STUDY /28

Tally: Leading ICT Solu-tion Company Implements Tally.ERP 9

PARTNER CORNER /24

Corporate Telesystems: “We Find no Good Reason to Switch to Some Other Brand”

LEADERS CORNER /30

HP: “By 2015 Reinforcing the Power of Ultrathin Product Portfolio

SME CHANNELSAUGUST 2012

4

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Advts.indd 2 17/08/12 9:41 PM

AUGCOVER

STORY

Secure Computing /36

Today, Data has become the most sought after asset in the IT world. With unscru-pulous elements leaving no stone unturned to obtain information to generate profits, data breaches have become a norm today. It’s not only affecting the large enterprises but SMBs too are as much prone, or rather more, to such attacks.

Publisher: Sanjib Mohapatra

Editor: Sanjay Mohapatra

Assistant Editor: Karma Negi

Reporters: Aparajita Choudhury

Executive Editor: Smruti Chaudhury

Copy Editor: Neil D’Souza

Web Designer: Vijay Bakshi

Technical Writer: Manas Ranjan

Satya Sagar Sinha

Lead Visualizer: DPR Choudhary

MARKETING

Senior Manager: M Raj

Marketing Executive: Rajat Kumar

Circulation and Printing: Panchanan Bhoi

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SME BIZXEROX /56Slowdown is an Opportunity

Editorial ~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 04

Snippets ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 08

Partner Corner ~~~~~~~~~~~~~~~~~~~ 24, 29

Case Study ~~~~~~~~~~~~~~~~~~~~~~~~~ 28

Leaders Corner ~~~~~~~~~~~~~~~~ 30, 52, 54

Products ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 62

Security Corner ~~~~~~~~~~~~~~~~~~~~~~ 66

more inside

SME CHATSAP /32“We Want to Support Start-ups”

TREND SETTERAlcatel-Lucent /26ALUE Wants to Replicate its Success in the Data Space

contentsVOLUME 03ISSUE 06 2012

PLUSFEATURE: Convergence of Technologies to Prevail /46

FEATURE: “Affordable ICT Solutions Can Drive Growth in SMEs” /58


6


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Virtualization an Opportunity With SMBs The virtualization market in India is still at a nascent stage but there are significant growth opportunities across server, desktop and storage virtualization. Of the total IT installed base in the country, only 5 to 10% have been virtualized so far.

Through secondary research AMI has concluded that the small and medium business segment (SMBs; companies with fewer than 999 employees) comprises about 30% of the India virtualiza-tion market and is likely to grow

exponentially in the next few years. This growth will be driven by a need to increase operational efficiencies. The size of this untapped market is considerable, presenting a huge growth potential for leading participants in the market.

Tally Unleashes ERP 9 Release 3.6Tally Solutions has launched Tally.ERP 9 Release 3.6, designed to help the 30 million MSME units of India sail through the audit season, by making their books Revised Schedule VI compliant. It enriches the auditing experience for the Chartered Accountant (CA) and enables his clients to keep their books Audit Ready announced the company. With release 3.6, users will be more Audit Ready with the audit tool. This in turn simplifies the CA’s work leading to a more accurate and efficient audit process and a shorter audit period.Bharat Goenka, MD, Tally Solutions, said, “Tally works ahead of times to incorporate all the statutory requirements as and when they are mandated by the Govt. Thus helping business houses to focus on growing their business and avoid the risk of unforeseen penalties and fines due to non-compliance.”

“What makes this industry unique is that the participants compete as well as collaborate to offer best-of-breed solutions to the end users,” said Shweta Baidya, Bangalore-based senior research analyst at AMI India. Desktop virtualization is being adopted by organizations where the cost of maintaining desktops is high; it serves to reduce overall operational expenditures. The key driver for server virtualization is the reduc-tion of expenditure also driving this technology is the need for easy data recovery and business continuity.

IT and IT enabled services have been early adopters of virtualization, followed by the pharmaceutical, telecommunica-tion and banking/financial services and insurance verticals. In the past server virtualization was the more readily adopted technology among India SMBs. However, desktop virtualization has gained popularity in 2011.

Inhibitors dampening virtualiza-tion adoption rates are the mindset of end users and their aversion to take on new technology. “Due to a lack of technical expertise and limited initiatives by vendors/system integrators to increase awareness, India SMBs tend to stall or postpone their plans to virtual-ize,” said Baidya.


8

SNIPPETSfor more log on to smechannels.com

PRODUCT | CHANNEL | CONSULTING | SERVICES

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Advts.indd 14 18/01/12 9:21 PM

Greytrix to Empower Customers on Sage BIGreytrix India is all set to bring Sage 300 ERP Intelligence. Sage 300 ERP Intelligence previously known as the Alchemex BI is one such financial reporting tool that Greytrix believes, is going to serve the precise needs of the current industrial set up where changes are quick and unforeseen, information is in superabundance and competition is at a raging level. This module, both Sage and Greytrix advocate has ample of profitable features to offer like the ability to create, edit and delete custom analytical reports and also control the views and user authorizations for each of these. Uncomplicated design features for a user friendly report view and an exemplary support for connections of large number of ODBC data sources for a multi company and multi-currency consolidated view is another vital utility of this add-on.

Currently, the module is included in the Sage 300 ERP v 6. Greytrix is contemplating the promotion of the Sage 300 ERP Intelli-gence tool to its existing customers by propos-ing a lucrative pricing structure for all types of services including licensing of the module. The company will be demonstrating their develop-ment, implementation and support services in several upcoming industry events.

“We are taking bold steps at Microsoft. The new, modern Office will deliver

unparalleled produc-tivity and flexibility for both consum-ers and business

customers,”STEVE BALLMERCEO MICROSOFT CORP.

MY POINT

SAP Analytic Apps Address ComplexitySAP AG has announced the availability of the SAP Net Margin Analysis analytic application to bring enterprises the most complete financial view of their business-to-business (B2B) operations.

The application uses advanced analytics to capture cost-to-serve metrics — the indirect costs hidden in supply chains that service and support customers. Data captured by SAP Net Margin Analysis is readily accessible, helping businesses reduce costs at a granular level and perform better.

SAP Net Margin Analysis addresses the increasing complexity businesses have in servicing their customers effectively and efficiently. As the number of channels, services and stakeholders has grown exponentially, it has become much more difficult for organizations to get an accurate financial picture of an entire B2B ecosystem.

With the analytic application, cost-to-serve metrics are presented via role-based dashboards and graphic reports that provide a full view across operations.

Spectrum Partners With SOAACASpectrum Networks Solutions, a part of Spectrum group of companies and IT Networking and Security training, certification and consultancy services provider in the Middle East region and India, announced that it has joined hands with Service Oriented Architecture and Cloud Academy (SOAACA), which is in SOA and Cloud certified trainings and consultancy services.

The partnership will enable Spectrum Networks to deliver a comprehensive training and services platform for SOA and Cloud enabled business applications in the Indian region. The SOA program is a well- rounded, end-to-end overview of service-oriented computing, service-orientation.

HP Brings Next Gen ANM SoftwareHP has introduced HP Automated Network Management (ANM) 9.2 for Converged Infrastructure, which helps clients to keep up with constantly changing business demands by delivering a unified network-management platform that is efficient, automated and secure.

HP ANM 9.2 enables technology organiza-tions to improve control with network support, management of fault, performance, availability, change and configuration automation. It also helps to reduce costs through prioritization of existing and future infrastructure investments based on new KPIs specifically designed for network management.

Amit Chatterjee, Country Director, HP Soft-ware, India, said, “As organizations introduce new technologies to their converged infrastructures, the need for a network-management blueprint for data centers increases. HP Automated Network Management software enables clients to increase network visibility and save costs like never before with a single solution that optimizes business decisions as well as IT investments.”

Quantum’s Efficient Disk Backup SolutionQuantum has significantly increased the storage density and power savings in its DXi8500 appliances, creating the industry’s most efficient disk backup and de-duplication solution for enterprise customers.

The DXi8500 now incorporates 3 TB disk drives to deliver 50 percent greater storage density, 42 percent more power savings and 25 percent higher performance, offering the smallest footprint and the highest value of any enterprise disk backup solution available.

In addition, the new DXi8500 encrypts data at rest without impacting performance, just one of several data security enhancements Quantum also announced today. Taken together, the DXi8500 updates and security enhancements are designed to help customers improve data protection efficiencies while meeting increasingly demanding service level agreements (SLAs) and security needs.

“Our customers increasingly want to keep more data for longer periods, and they have to keep it secure and manage it at a lower cost throughout the data lifecycle,” said Robert Clark, Senior VP, Data Protection Group, Quantum.


10

SNIPPETS


FIVE Ways to Boost sMB ProFItaBIlIty.

Partner with McAfee and opportunities abound Millions of small and medium-sized enterprises are in search of a trusted security advisor. When you partner with the leader in digital security, you can take advantage of this tremendous growth opportunity.

Here are the top five reasons to say “yes” to partnering with McAfee:

1. Opportunity Increase deal opportunities in the growing SMB market when you partner with McAfee, the largest dedicated security technology company.

2. Flexible Solutions Offer your customers the most flexible security solutions for SMB—from SaaS to on-premise suites.

3. Profitability Start earning more, fast with up to 25% higher margins and lucrative McAfee SMB rewards programs, with quick and easy deal registration.

4. Program Address the needs of your SMB customers with a range of enablement tools, turnkey marketing programs, and exclusive profitability programs.

5. Breadth of Coverage Provide the right SMB solution for every customer need—email, web, endpoint, and mobile security—only with McAfee.

Need more reasons?

Copyright © 2012 McAfee, Inc. All rights reserved.

Learn more at www.mcafee.com/becomeapartner.

http://www.mcafee.com/us/partners/smb-specialization.aspx

Uniline Wins Order from Coca-ColaThe Coca-Cola bottling plant in Faizabad, UP has installed the highest capacity UPS of 500 KVA from Uniline, a leading manufacturer of UPS and Solar Energy solution provider.

Before this, the company had installed a 150 KVA Uniline UPS at our Hatras bottling plant.

SK Pandey, Chf Engg CocoCola, said, “Uniline seems to be in the right place at the right time with its range of sophisticated, hi-tech UPS systems for a wide variety of needs in different commercial, industrial sector and service sectors.”

Riello Named UPS Com-pany of the Year

Riello UPS has been named ‘UPS Company of the Year’ at the recent Frost & Sullivan Best Practice Awards.

Gautham Gnanajothi, Research Analyst, Frost & Sullivan, said, “An extensive and versatile portfolio of high-quality products catering to diverse applications, coupled with a dedicated customer-centric approach, has been central to Riello’s success. The period from 2008 to 2010 was one of the toughest in Europe and world-wide, Riello’s strong growth is reflective of the company’s best-in-class products and services.”

*astTECS NTP-2012 offers IP-PBX with Video Conferencing*astTECS launches video conferencing solution integrated in *astTECS IP-PBX. This point to point and multi-point, high quality voice conferencing capability in NTP-2012 compliant *astTECS IP- PBX effectively makes video confer-encing affordable and accessible to businesses of all sizes.

In contrast to other video conferencing solutions currently in the market, the *astTECS - IP PBX series with video conferencing enables organizations to conduct high quality multi-point video conferencing at an affordable price. The videoconferencing solution integrates seamlessly with *astTECS IP-PBX, which support from 25 to 300 users. Using a single IP network for voice and video applications, the solution allows businesses to reduce costs, simplify network infrastructure and leverage video communication as a signifi-cant component.

NEC TO FOCUS ON TIER 3 CITIESNEC India will be focusing on tier 3 cities with its recently announced channel partner initiative, which is a three months program starting from July till September, 2012.

“NEC’s new partner enablement program is a rigorous campaign including training, certification and appointing new partners in 20+ cities in India. This is an increase in coverage of around 53% as compared to last year. Last year, NEC covered 13 cities with their partner program,” announced Abhilesh Guleria, Head, Multimedia Product group, NEC India.

With a view to drive better quality of service, NEC India has set up a specialized ‘NECare’ division and has an increased presence of service centers in 6 cities to centers in 61 cities. “We are looking at expand-ing our service centers from 61 to 100+ as a part of this program,” briefed Guleria.

NEC India is also looking at developing a vertical centric go to market strategy and establish-ing relationships with key system integrators (SIs) who specialize in a particular vertical with this partner program.

Talking about the channel strategy Guleria informed, “NEC India’s strategy is to enhance solu-tion selling through our “ONE NEC” approach by empowering partners with a holistic solution package so that together we can meet the customers, security, IT as well as display needs.”

Avaya Expands SMB CommunicationsAvaya has declared the availability of a new version of its unified communications (UC) solution Avaya IP Office 8.1, across the Asia Pacific Region for small and mid-sized enterprises (SME), which now scales up to 1,000 users in a single location. This gives mid-sized companies a more cost-effective, sim-plified way to manage more people on a network in one or multiple sites. It also provides Avaya business partners with new opportunities to provide mid-market customers with affordable, yet high-capability collaboration solutions.

Addressing SMEs as small as 5 employees adds innovative capabilities of collaboration. This includes new mobility, management and security features as well as custom-built services to help SMEs efficiently and securely take advantage of BYOD environments and advanced mobility.

Schneider Electric Increases Product PricesAPC by Schneider Electric has increased prices across all its products as an outcome of the depreciating value of the rupee and the consequent increase in costs of key input materials. With the current Forex depreciation, the input costs to APC have increased 20% - 22% across the product portfolio.

This year, price increase has been observed across multiple industries due to huge impact made by the steep 25% depreciation of the rupee in the last twelve months. The company will continue to actively manage cost containment through raw material hedging, diversifying sources of supply, and leveraging their large purchasing power to minimize the impact on its partners and consumers.

Eaton Hosts Technology Day in AhmedabadEaton Corporation hosted a Technology Day at Hotel Cambay Grand, Ahmedabad to showcase leading solutions, technologies and capabilities that make electrical, hydraulic and mechanical power operate more efficiently, effectively, safely and sustainably. It is part of a strategic initiative – a series of events – to reach out to customers and end-users, and enable effective market interactions at major regions and key customer locations.

Raja Kochar, MD– India, Eaton Corporation, said, “Eaton has major relationships in the state and is excited to be part of the Vibrant Gujarat story. We look forward to extend our industry-leading offer-ings to businesses in the state, explore opportunities of collaboration and play a key role in the growth.”


12

SNIPPETS


HP Brings Imaging Soln for SMBsTo help businesses increase efficiency, and control and secure their information-management processes HP launched five imaging and printing solutions targeted at the SMB and mid-market segment. The solutions include HP ePrint Enter-prise mobile printing, HP EcoSMART Fleet, HP Imaging and Printing Security Center, HP Access Control Professional and HP Access Control Express. OXP and future smart features allow users to use access card for authentication and even the network administration cannot access to users’ document solutions. The company’s mobility printing allows one to print from remote locations; after clicking to print from mobile devices, one code will appear on the device, and the user will have to put the code to get the print.

Nitin Hiranandani, Director, Printing Systems, PPS, India, said, “HP helps to keep devices run in correct direction with the help of colour laser, wireless laser etc. For SMB segment, the company has outsourced sales account, telecalling account, so they address different vertical industries of these accounts and has engagement model depending on this account. Their key focus areas are retail, manufacturing and BFSI.”

RICOH INDIA LAUNCHES NEW A4 MFPS AND PRINTERSRicoh India has launched Ricoh Aficio SP 5200 series of digital imaging system comprising of multifunc-tional products (SP 5200S/SP 5210SF/SP 5210SR) for the Indian market.

The printer-only models, namely SP 5200DN and SP 5210DN, form part of this series. The new Ricoh SP 5200 series will have price range starting from Rs.100,000 to Rs.285,000.

This A4 platform sports similarities to the A3 MFPs of the company. The lineup is inclusive of products which offer printing, faxing and color scanning capabilities along with monochrome copying. The printing speed ranges between 45 and 50 pages per minute. Complete with an 8.5-inch tilting and adjustable LCD multi-touch control panel, these innovative MFPs provide document capture and distribution capabilities such as scan to emails, folders and URLs.

Announcing the launch Tetsuya Takano, MD and CEO, Ricoh India, said, “The leadership we have achieved in A3 products would also be seen in A4 products where we have enhanced and included more features which are normally seen in high end products. We want to help our customers to execute more advanced document management initiatives without the incremental investments.”

The IPDS and SAP printing technology enables printing documents directly through business servers and application. Additionally, the hard drive data overwrite user authentication, Wi-Fi Protect Access support, optional ID card reader and other security features negate the possibili-ties of unauthorized access.

EXECUTIVE MOVEMENT

Canon India has appointed Rajeev Tewari as the Director of Canon India’s CSP group.

Shyam Networks Ltd. has elevated Nafis Kazim to the role of Chief Operating Officer from the role of Execu-tive VP.

LRN has appointed Devraj Shetty as the MD for India. He will lead the company’s expansion in India and will be based in the firm’s Mumbai office.

Cisco has appointed Jaime Vallés as the company’s new leader for Asia Pacific, Japan and Greater China (APJC).

Navin Sadhwani to Head RSA’s Channel and Commercial Business.

Cisco has appointed Puneet Gupta as senior vice president to drive strategy and sales for its public sector business.

Shubhomoy Biswas Quits SonicWall.

WORLDWIDE PC SHIPMENTS GROWTH WAS FLAT IN Q2 2012WORLDWIDE PC SHIPMENTS TOTALED 87.5 MILLION UNITS IN THE Q2 ‘12, A DECLINE OF 0.1 PERCENT FROM Q2’11. ACCORDING TO PRELIMINARY RESULTS BY GARTNER, INC. HP. HP CONTINUED TO BE IN THE TOP POSITION.

PRELIMINARY WORLDWIDE PC VENDOR UNIT SHIPMENT ESTIMATES FOR 2Q12 (THOUSANDS OF UNITS)

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16


14

SNIPPETS


Advts.indd 10 17/08/12 9:44 PM

Silicon Power Appoints Techcom as DistySilicon Power has appointed Techcom Technologies Private Limited as its national distributor for its range of storage products. With the appointment of Techcom, the Silicon Power brand will further enhance its distribution network across all categories of products and strengthen its presence across all tiers of cities. The distributor’s major focus will be on SP’s range of flash memory cards, USB flash drives and solid state disks. Kuldip Sengar, Director (Sales), Silicon Power India, said, “Techcom is amongst the top growing brands in computer hardware and consumer electronics in India. We are pleased to partner up with Techcom and strengthen our distribution network through their strong sales channel. The collaboration will expand our reach across the country and make the complete range of Silicon Power products available to the market. As Techcom has amassed an impressive share of the Indian market, we are expecting a boost on the sales of USB flash drives, microSD cards and solid state disks as well as an overall growth in market share.”

ZyXEL Introduces Smart Managed SwitchesZyXEL Communications has launched a brand-new Smart Managed Switch series – the XGS1910/GS1910. It is powered by L2 features: high-speed GbE to desktop, 10GbE uplink, PoE (Power over Ethernet) technology and IPv6 compatibility. The company claimed that it delivers outstanding perfor-mance and efficiency in network traffic management, QoS (Quality of Service), security management and power management at a competitive price-performance ratio.

The new Smart Managed Switch XGS1910/GS1910 Series is IPv6-ready to prepare businesses for migration to the new Internet Protocol version 6 (IPv6). Businesses are not only secured by the uninterrupted, end-to-end connectivity, but also strengthened for more peer-to-peer (P2P) applications integrated into the IPv6 infrastructure.

Cisco NetAcad Bags WES AwardCisco declared that the Networking Academy (NetAcad) Program had been conferred the prestigious World Education Summit Award 2012 for the best innovation in global collaborative learning in the higher education space in India. The award was presented at an awards ceremony in New Delhi, recently. Bina Raj-Debur, Regional Head, Social Innovation Group, Cisco India & South Asia, said, “It’s an honor to be recognized by WES for our initiatives in higher education. Networking Academy has had a long-standing commitment to help students acquire the ICT skills necessary to succeed in the 21st century. The award is a tribute to NetAcad’s community of partners who have made our vision of combining human and technology networks to multiply impact, a reality.”

DIGESTOCZ ENTERPRISE Z-DRIVE SSD IS VMWARE READYOCZ Technology Group, Inc. announced that its enterprise Z-Drive R4 PCI Express (PCIe) SSD series has achieved VMware Ready status. This designation indicates that after a detailed validation process Z-Drive R4 PCIe SSDs have achieved VMware’s highest level of endorsement.

The VMware Ready program is a co-branding benefit of the Technology Alliance Partner (TAP) program that makes it easy for customers to identify partner products certified to work with VMware cloud infrastructure. Customers can use these products and solutions to lower project risks and realize cost savings over custom built solutions. With thousands of members worldwide, the VMware TAP program includes best-of-breed technology partners with the shared commitment to bring the best expertise and business solution for each unique customer need.

ADATA LAUNCHES COLORFUL LINE OF USB FLASH DRIVESADATA Technology has launched the DashDrive UV110, a high-value portable storage solution which comes in a range of four colors.

The housing of the DashDrive UV110 includes the handy features of a thumb-actuated sliding USB connector, and an integral strap hole for use with a lanyard or keychain. Furthermore, consumers will be able to choose models accord-ing to their favorite colors: navy blue, milk white, cotton candy pink, and caramel brown.

ADATA said that the DashDrive UV110 carries the strengths of the previous models, while delivering new levels of value in a wider range of popular colors. It is equipped with a USB 2.0 interface.

MATRIX PRODUCT BAGS INDIAN DESIGN MARK AWARDMatrix Time-Attendance and Access Control product has been awarded the India Design Mark, by the India Design Council. The India Design Council is affiliated with India’s Ministry of Commerce & Industry and is made up of eminent people in academia, design and industry organizations. The India Design Mark (I Mark) awards program was conceptualized in collaboration with the Japan Institute of Design Promotion, organizers of Japan’s Good Design Award (G Mark).

GLACIALTECH PRESENTS R15 IGLOO PAD SERIESGlacialTech has launched the R15 Igloo Pad series which comes with USB port. It supports all notebooks sized up to 15.6 inches. Its expandable USB port feature provides a hassle free connec-tivity and the cable holder provides convenient cable storage as claimed by the company.

The 760 g R15 Igloo Pad series feature an anti-slip rubber pad which prevents the notebooks from sliding over and its 160mm diameter fan which is installed under the metal grid provides effective cooling for laptops.

These series comes with 160mm fan that pulls heat away from the base of the laptop and extracts the hot air for better circulation within the computer casing.

NETGEAR EXTENDS ENTERPRISE CLASS STORAGE PRODUCTNETGEAR has announced the ReadyDATA unified storage family—an enterprise-class storage product. These new products feature native de-duplication, thin provisioning and unlimited snapshots, with support for SATA, SAS and SSD disk drives. The company claimed that Ready-DATA scales to 180TB capacity (five times larger than the current flagship model), and is the first product of its kind to include data replication as a standard feature.

The networking company further said that the ReadyDATA platform delivers tier-1 storage features with extraordinary simplicity. Users can leverage thin provisioning in virtual environ-ments, replicate files and databases to offsite locations and recover data from unlimited point-in-time snapshots, all with just a few mouse clicks. And, every ReadyDATA includes the world’s first cloud-managed replication, ensuring secure, high-performance disaster recovery without extra software, servers or network configuration stated the press release.

With ReadyDATA, NETGEAR is aiming the midrange segment of the market with storage arrays that can scale up to 180 TB and include features like de-duplication.


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SNIPPETS


Advts.indd 6 17/08/12 9:44 PM

Xerox Solidifies Ties with Reseller, Customer CommunityXerox India rolled out a reseller cum customer engagement program in Bengaluru. The activation programme spread over a month, targeted the channel segment along with end customers, by providing the customers hands on experience on Xerox’s A4 solutions portfolio.

S.P. Road is home to over 100 plus IT resellers, which makes it an uncon-tested choice for the customer activation programme. Xerox showcased its strong portfolio of Phaser and WorkCentre solutions in A4 lasers targeted at SMEs and Enterprise and SOHO segment.

Xerox partnered with key resellers and announced attractive promotional deals on the A4 range of printers like one year extended warranty and other collaterals for a limited period.

neoteric Conducts “Visit for Demo” Campaign for Pegasusneoteric infomatique in association with PROMISE Technology, a provider of high-performance storage solutions and designing edge Thunderbolt enabled devices, will kick-start ‘Visit for Demo’ campaign for Pegasus R4 /R6 RAID Storage from 10th to 24th August 2012 at authorised reseller-stores across the country, covering north, south, east and west zones.

The key objective of the campaign is to familiarize the visitors at these demo-zones with the ‘Pegasus’ experience characterized by mobility, versatil-ity and high-performance. Through a ‘hands-on’ experience of Pegasus R4/R6 RAID Storage, the visitors will get an opportunity to understand the benefits of Pegasus R4 and R6 which are the First 4-bay and 6-bay High Performance Hardware RAID Solutions designed to unleash the raw power.

Juniper & River-bed: Partners in Technology Juniper Networks and Riverbed Technology have entered into a technology partnership in wide area network (WAN) optimization, application delivery and mobility to deliver market-leading technologies for enterprises looking to increase the efficiency of their IT infrastructures and securely deliver better performance of applica-tions across devices, networks and clouds.

Under the terms of the agreement, Juniper Networks is licensing Riverbed’s application delivery controller (ADC) technology for approximately $75 million. This technology partnership will enhance Juniper’s capabilities in key network domains across the enterprise, including in the data center, across WANs, and consumer and business devices through new application networking technologies that better manage, scale and optimize any application’.

Both the company will begin a joint effort to integrate Riverbed’s Steelhead Mobile technology into the Juniper Networks Junos Pulse client to provide a mobile acceleration solution for mobile phones and tablets.

Fortinet has appointed Redington to distribute the entire range of network security solutions in the country. This appointment augurs Fortinet’s next phase of growth in the market by driving expansion of the vendor’s channel ecosystem and its penetration into tier-2 and tier-3 cities.

Redington will distribute FortiGate unified threat management (UTM) solutions and the vendor’s newer security solutions that protect the broader corporate IT infrastructure from the endpoints and databases, to Web applications and the extended network.

Vishak Raman, Fortinet’s Senior Regional Director (India and SAARC), said, “Redington’s broad channel base, value-added distribution model and long-standing experience in selling varied security, storage and software solutions will be a key advantage as we seek to cultivate new geographies and market verticals in India.”

Redington Appointed Fortinet’s

Indian Disty

GO DADDY FOCUSES ON INDIAWith the aim to help small businesses grow bigger, Go Daddy, provider of web hosting, domain name registration and new SSL certifi-cates, announced that its India customers have nearly doubled, growing 91 percent.

With 75% of its customers’ being SMEs, Rajiv Sodhi, MD, Go Daddy India sees a great opportunity waiting to be tapped. “India’s Internet penetration is 120 MM or 10% and is predicted to grow 300 MM in India by 2014. And the domain name penetration is just 3% of the India Internet users. Hence we see a great opportunity for us here,” he explained.

As part of its strategy the company has launched a customer care center exclusively catering to the Indian customer and is also offering local currency and payment method in India. “We have also localized our Go Daddy India website live and are also in the process to strengthen our local traffic and management,” informed Sodhi.

Go Daddy’s Vice President of International Development Ryan Corder, said, “We have always believed the Internet is the heart of the new economy. We have already seen Go Daddy products help transform people’s aspirations into reality here in India, and it’s amazing to see.”

“Go Daddy believes in the power of the Internet to bridge the digital divide in India. Our products and services empower Indian SMEs to grow their businesses and be the driver behind the Indian economy,” said Sodhi.

Apart from the above Go Daddy is also aggressively creating awareness around the brand.

Rajiv Sodhi, MD, Go Daddy India


18

SNIPPETS


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pub_8710133_210x318.indd 1 03/07/12 10:31Advts.indd 3 17/08/12 9:42 PM

Presto Scouts for Channel for TelejusticePresto, one of the fastest growing value-added distributors, specializing in offering solutions based on various emerging technologies to government and enterprise customers, has now commissioned the TeleJustice Project in Bihar, Maharashtra, Punjab, UP and Haryana to a tune of Rs. 7 crore. It hopes to do twice as double business to a whooping Rs. 15 crore in this fiscal through Government initiative & deployment projects. Looking at the opportunity, the company wants to engage with more channel partners and SIs in the market.

Presto distributes a variety of networking and security products including video conferencing solu-tions from Polycom which is primarily being used in the TeleJustice system. With the Central Govern-ment having approved Rs. 1,000 crore for this project TeleJustice is fast becoming a way in EGovernance - AdminTool.

Iris to Distribute MTS’ CDMA SmartphonesIris Computers has tied up with MTS Mobiles for the distribution of their CDMA smart phones –Samsung Galaxy, Alcatel and their very own MTag brand. MTS is offering Smartphones with high end features at very attractive prices ranging between Rs 4000 to Rs 8000 for Indian users. The Smartphones come bundled with very attractive value for money plans on voice & data for 3 months (which would otherwise cost much higher). The company plans to launch two new models this month and many more in the coming months.

According to Sanjiv Krishen, Chairman, Iris, “The company is achieving sales of a crore per month in Delhi and NCR Circles alone and we target to achieve a substantial Rs 15 crore by end of this fiscal and help MTS to have the largest portfolio of CDMA smart phones in the country amongst all operators in India.” After acquiring a super distributorship for Delhi, Iris will sign up for Rajasthan and UP soon.

Siemens Enterprise Wins 2012 UC TMC AwardSiemens Enterprise Communications OpenScape UC Suite has been named by TMC, a global, integrated media company, as a 2012 Unified Communications TMC Labs Innovation Award winner presented by Internet Telephony magazine.

“We appreciate this honor from TMC for our newly updated OpenScape UC Suite, and believe it reinforces the focus Siemens Enterprise Communications has put on delivering innovative com-munications solutions that truly solve customers’ business problems,” said Rick Puskar, Senior VP (Global Portfolio Management), Siemens Enterprise Communications. “This focus continues to drive real growth and momentum for the company, including a 52 percent increase in the number of IP lines shipped, and we are just getting started.”

“Siemens Enterprise Communications has displayed its commitment to quality and innovation in the development of the unified communications industry,” said Tom Keating, CTO at TMC.

DELL TO SPEND $700 MLN ON R&DIT giant Dell announced that it will be spending more than $700 million on R&D globally, the vast majority of which will go toward enterprise solutions offerings including servers, storage, services and networking. The company is strongly focused on expanding its enterprise solutions and services capabilities and key focus areas include cloud, networking, next-generation comput-ing solutions and storage.

“Globally, there is now a $7-billion opportunity in the data centers market and a total of $20 billion in networking. With the integration of Force10 into the fabric of Dell’s solutions, we have expanded our market, our roadmap, our investment, our reach and of course our customers,” said Dario Zamarian, VP and GM, Dell Networking.

It was also announced that its R&D center in Chennai will be turned into a Center of Excel-lence in Networking. Since the acquisition of Force10 Networks in August 2011, Chennai has become a critical research and development (R&D) hub for Dell’s networking business, leading transformation projects in three domains: servers, networking and storage.

Foxconn Plans Manu-facturing in IndonesiaFoxconn, manufacturer of computer compo-nents and systems, is in talks with Indonesia’s Ministry of Industry to establish a manufactur-ing plant in Indonesia at an investment of approximately US $1 billion. This, the company says, will create over 1 million jobs for the Indonesians.

Foxconn representative commented, “We are looking forward to establishing a new manufac-turing plant in Indonesia although nothing is finalized yet. This will help us in manufacturing good quality products and make them avail-able in the markets at lower prices. With this Indonesians will also get better employment opportunities. We will continue our efforts in establishing more manufacturing plants across the globe.”

TE Organizes Partner Meet in ShanghaiTE Enterprise Network has launched its Dragon Delight Shanghai - Channel Partner Meet in Shanghai starting 9th July 2012.

This meet aimed at educating and training its partners on the new technological development with insights on current industry trends, this meet encouraged partner to gain knowledge on the company’s roadmap and strategies for the quarter ahead. To help partners strengthen their market knowledge, TE Connectivity organizes channel partners training program to give them in depth understanding of the new solutions offered by the company and ensured partners are well-tuned to adapt to customer needs and requirement.

Delta Launches Part-ner PortalDelta India has launched “Partner Portal” pro-gram for its Channel Partners. The Delta MCIS Partner Program is designed to facilitate Delta’s partner network all across India.

It applies to all Delta’s valued partners selling Delta UPS relative product lines 600VA to 4000kVA, or companies which are interested to become a Delta Authorized Business Partner (ABP), Authorized Service Partner (ASP), or Authorized Repair Center (ARC).

All Delta partners from across India are eligible to register into Partner Portal. It helps partners get comprehensive documentation for its products, technology, applications, worldwide training programs, marketing activities, etc.


20

SNIPPETS


Sanjib

Distance Measurement

0.25 in�

Digisol Organizes nexTech 2012Digisol has rolled out its nationwide events series. This year events series will cater to various target audiences which includes SIs/resellers and will also have separate programs to engage with its Enterprise Customers.

This is in continuation of last year event series called ‘nexTech 2011’. The Phase- I of one-day seminar started from 12th July in Lucknow and will cover more than 100 cities across the country in the coming months.

Bimal Raj, CEO, Smartlink Network Systems, said, “The idea of having road shows is to take Digisol and Digilite brand of products to our channel community and update them with the latest technologies and our end-to-end offerings. We plan to reach out to more than 3000 partners in phase 1 and would be providing training to more than 1200 Systems Integrators. We look forward to create a bigger Smartlink Family.”

Further, the “nexTech 2012” will focus on Digisol and Digilite brand .

Shani Peripherals is Allied Telesis’ VADAllied Telesis have appointed Gujarat headquartered Shani Peripherals Pvt Ltd as its value added distributor. Shani Peripherals will be distributing the entire range of Allied Telesis products across India.

Subhasish Gupta, Country Manager (India & SAARC), Allied Telesis said, “In Shani Peripherals we found a solid business model- addressing the enterprise and the growing SMB markets. Also, we see in them the right kind of complimenting OEM associations that should help our business grow further and address focused partnerships in the security/surveillance and infrastructure markets, across the country. Like our other national distributor tie-ups, I look forward to a very successful business association with Shani Peripherals.”

Emerson Introduces “Olympus Offer” for PartnersEmerson Network Power will reward its Network Solution Partners (NSPs) and Value Added Resellers (VARs) in India under the ‘Olympus Offer’ channel scheme for achieving pre-deter-mined sales targets of UPS systems during the period of 1 July 2012 – 30 September 2012.

The Olympus Offer is a quarterly scheme valid through the July-August-September (JAS) quar-ter and is valid for all registered NSPs and VARs across India for sales of UPS products (excluding battery) from Ingram Micro. The minimum sales target has been kept as low as Rs. 50,000.

Partners stand to win gadgets like Xbox gaming consoles, LCD TVs, Apple PCs, Tablets, Washing Machines and many other gift options depending on the total sales realized. Partners can also chose from a wider range of gift options available through Emerson’s online gift redemp-tion mechanism, details of which will be shared at the end of the scheme.

UTM vendor Cyberoam is conducting a 2-day CCNSP (Cyberoam Certified Network Security Professional) certification course for its partners across 10 cities. As part of the certification programme, Cyberoam will provide hands-on training on security configuration and troubleshooting of UTM products.

As part of the CCNSP program, partners are put through case studies and know-how on latest network-ing and security concepts. They further gain practical experience by learning complete deployment and configuration of Cyberoam UTM appliances. It also helps the partners gain capabilities in handling emerging threats and guide customers regarding security best practices, thus, increasing their credibility with custom-ers, leading to stronger and long-lasting partnerships and higher revenues stated the company’s press release.

Cyberoam to Hold CCNSP Certification

WD EARNINGS MORE THAN DOUBLEWestern Digital has reported revenue of $12.5 billion and net income of $1.6 billion, or $6.58 per share for fiscal year 2012, compared to fiscal 2011 revenue of $9.5 billion and net income of $726 million, or $3.09 per share.

On a non-GAAP basis, fiscal 2012 net income was $2.1 billion or $8.61 per share, compared to fiscal 2011 net income of $770 million or $3.28 per share. Both the GAAP and non-GAAP fiscal 2012 results include results from the company’s newly acquired HGST subsidiary from the acquisition date of March 8 through the end of fiscal 2012.

For its fourth fiscal quarter ended June 29, 2012, the company reported revenue of $4.8 billion, hard-drive shipments of 71.0 million and net income of $745 million, or $2.87 per share. On a non-GAAP basis, net income was $872 million, or $3.35 per share.In the year-ago quarter, the company reported revenue of $2.4 billion, net income of $158 million, or $0.67 per share, and shipped 53.8 million hard drives. Non-GAAP net income in the year-ago quarter was $193 million, or $0.81 per share.3

Said John Coyne, CEO, WD. “While responding to two major natural disasters and complet-ing the largest acquisition in the history of the industry, we achieved year-over-year revenue growth of 31 percent and more than doubled earnings per share.”

John Coyne, CEO, WD


22

SNIPPETS


Advts.indd 4 17/08/12 9:43 PM

Tell us about the inception and growth of your company?

We started the business in 1995 with minimal financial resources and manpower. Today, we are 7.5 crore company, having a base of more than 3,500 clients and manpower strength of 60 people. We are a Delhi based company and having branches in Uttar Pradesh and Uttrakhand.

Why did you choose telecom/voice business?

I started my career in 1989 with a company which was primarily into voice business and worked there for approximately six years. All the experi-ence and expertise I gained during my profes-sional career was related to voice business so, when I started my own business it was obvious to capitalize on my expertise.

Apart from Matrix which other brands are you dealing in?

We are dealing with the entire range of Matrix products since 1995, and till now have found no good reason to switch to some other brand or add same product line of some other brand. The simple reason being that Matrix is providing us with state-of-the-art technological products which help us to keep pace with the fast chang-ing market requirements. We deal with Matrix voice solutions, GSM products, IP solutions and

recently added security solutions to our kitty.

What is the strength of Matrix against the competition?

The desire and capability to innovate new prod-ucts, keep pace with the requirements of market and transparent policies are the main strengths of Matrix against its competition. Matrix is capable to provide value for money solutions to the end users backed by professional and consistent support.

What are the challenges you face in the market for Matrix?

The major challenge which we are facing is related to customer psychology. Most of the customers go for a product by brand name and normally do not evaluate it technically. We have to work hard so as to bring the customer to a platform where he evaluates the product by capabilities not mere by brand. Another major challenge is to convince buyers that Indian manufacturers can also deliver world class products.

What kind of opportunity you see in the market for voice

products?There is a huge potential for voice products. In the last three years the voice market has grown at a rapid pace with the introduction of ISDN net-

works and facilities by all service providers. Simi-larly, time has come when organisations need to implement voice via internet. There are still some administrative and legal hurdles but I am sure that market demand will overcome that and we expect boom in coming years.

What kind of growth do you see in Matrix portfolio and why?

I am sure of at least 25-30% growth this year. We are now focussing on GSM and IP products with dedicated resources and also looking forward for the security business to play a vital role in growth.

Which are your focused verticals?

We will be concentrating on mid-size corporate organisations which need solution for multi-loca-tion offices. Matrix support network is available in almost every nook and corner and is a big factor in finalising such deals. We are also concentrating on system integrators who in turn provide Voice/ IP and GSM solutions to call centres and large organisations.

What is your turnover and growth for this year?

We did a business of 7.5 crore in the last financial year, and expect to do a business of around 10 crore + in current financial year. SME

“WE FIND NO GOOD REASON TO SWITCH

TO SOME OTHER BRAND”

RAKESH GROVER DIRECTOR, CORPO-

RATE TELESYSTEMS PVT LTD, NEW DELHI

Matrix offers feature-rich and reliable UC and telephony solutions to the enterprises but its challenge

is made in India stamp. Whether the partners are facing the same challenge? SME Channels wanted

to know from Rakesh Grover, Director, Corporate Telesystems Pvt. Ltd. Excerpts :


24

CORPORATE TELESYSTEMSPARTNERS CORNER

Partner corner_Rakesh Grover of Corporate Telesystems.indd 24 18/08/12 8:21 AM

Advts.indd 13 19/04/12 11:34 PM

Alcatel-Lucent Enterprise is a well-known name in the carrier and high-end enterprise market but its presence in the SMB market is also quite signifi-cant. The company offers feature rich data commu-nication products as well.

Alcatel-Lucent Enterprise’s (ALUE)presence in voice market is quite significant as it has already become a preferred brand among the hos-

pitality sector, government and PSUs. Now, the company expects the same success through its data products.

In order to achieve the goal, the company has adopted a complete indirect GTM strategy wherein it has engaged a value-added distribu-tor and SIs.

ALUE’s product portfolio is quite exhaustive with unique range of voice products including contact centre solutions, IP telephony products, management portfolio, mobility products, uni-fied communications products, visual com-munications (interactive whiteboard and video conferencing solutions), and data products like network management portfolio, network infra-structure products including LAN switches, routers and wireless products, security prod-ucts, etc.

In the data communication space, the strength of ALUE lies in the quality of offerings. Sanjay Sapru, Head (Enterprise - South Asia), Alcatel-Lucent Enterprise, says, “Alcatel-Lucent Enterprise data products offer 25-30 percent savings in terms of TCO over 2-3 years com-pared to our competition.”

It is not only the products’ cost but also the

footprint of the equipment or rack space, the green aspect, power consumption, etc. – all are taken into consideration while talking about TCO. Over all, there is a significant saving in 2-3 years for the clients over the competition platforms.” Its data solutions have been recog-nized with innovation awards globally by indus-try outlets including Gartner, amongst others.

From an overall mission perspective, ALUE has identified that mid-tier in India as the major growth engine. The company wants to grow 25-30% year on year in this space and Sanjay’s personal goal is to take ALUE’s data products’ market share to the level of its voice products’ market in two years’ time. The company does not sell its products as commodity. These are rather offered as solutions.

As per Sanjay ALUE’s strength lies in the high- end SMB market where people look for feature rich telephony market. The company has customers in PSU, defence (Army), Oil & Gas, transport (Metro), etc. These are the verticals the company is very much focussed on. For data products, ALUE is targeting new verticals like IT and ITeS but to start with the company would like to leverage on its strength. Therefore, in the SMB space, where they sell IP PBXs, it also wants to bundle the data products.

The objective of ALUE is to broad base its partners’ ecosystem for the SME/SMB market.

BY TEAM [email protected]

SANJAY SAPRU, HEAD – ENTERPRISE - SOUTH ASIA, ALCATEL-LUCENT ENTERPRISE

“ALCATEL-LUCENT ENTERPRISE DATA PRODUCTS OFFER 25-30% SAVINGS IN TERMS OF TCO COMPARED TO ITS NEAREST COMPETITION.”

ALUE WANTS TO REPLICATE ITS

SUCCESS IN THE DATA SPACE

Therefore, the company is organizing specific initiatives with its partners. These initiatives ensure ALUE market presence in more geog-raphies and offer sales and training support to enable its partner ecosystem.

Sanjay adds, “We are investing in creating fur-ther brand awareness through numerous medi-ums. We are looking forward to the partners who are committed to our products. They need to dedicate certain resources for us and have to take a journey with us.”

Finally…Today, ALUE is quite happy that it has made decent progress. Their percentages of customer win are very high. Similarly, their partner engage-ments are also very high, which have resulted in happy customers. In fact customers who are using ALUE solutions are further recommending it.


26

ALCATEL-LUCENT TREND SETTER

Trend Setter_Alcatel-Lucent.indd 26 18/08/12 8:22 AM

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Advts.indd 14 17/08/12 9:46 PM

LEADING ICT SOLUTION COMPANY IMPLEMENTS TALLY.ERP 9

Started in 1988, Arya Com-munications & Electronics Services Pvt. Ltd. offers end-to-end cutting edge solutions

in the field of wired and wireless com-munications, security and surveillance, professional engineering services and emerging technology platforms. The company has around 700+ employ-ees in 15 major cities in India. To manage so many employees in mul-tiple locations, the company was using an in-house application but it was not up to mark to keep tab of what was happening around financially, sales and at inventory level. So in 2011, they decided to go for a proper enterprise solution. Rajen Kaul, CEO & Vice President, Arya Communication & Electronics Services Pvt. Ltd., said, “In order to manage large pool of head count and other things, we wanted an application which could give us accurate customised data and financial reports, should be easy to install, manage-able and flexible, so that the report or data captured are in synch with our require-ment. So in 2011 we implemented Tally.ERP 9.” Even though they evaluated some of the big brands like Oracle and Ramco, but found Tally.ERP 9 cost effective with proven track record of successfully han-dling SME/SMB requirements.For Arya Communication the initial days were a little difficult due to lack of domain knowledge but with proper support and hand holding from Software At Work (India) Private Limited (MTP), things became much smoother. CA Vikram Seth, CEO, Software At Work (India) Private Limited (MTP), said, “One of the Tally partners had visited Arya Communication as they wanted Tally license but later they wanted detailed implementation as they wanted to dis-card their existing application developed in-house. In the meantime, one of the

Tally partners referred our name since we had done similar kind of projects. For them Tally was new and they wanted to implement Tally software in all their branches simultaneously. Tally.ERP 9 had capability to handle this scale. Only thing we required was to understand their system and after some meetings with Arya Communications’ key people we understood their requirements and offered them solution. Their users were trained for some time. Today, we have taken the AMC of Tally.” Mr. Rajen added, “We took almost six months to implement the solution but after that things became easy for us, better than our expectation. I think Tally is a great product - especially like statutory compliance, stock and debtors ageing features are absolutely excellent.”Asked about what were the function-alities implemented and used first, Mr. Rajen explained, “We created standard Chart of Accounts and Chart of Inven-tory for multiple locations. Each loca-tion was captured as profit/cost centre at HO. Respective location Opening Bal-ances mapped and consolidated at HO. Location-wise various types of account-

ing and inventory transactions entered. This included location-wise types of sales invoices. Apart from all other statutory modules, state-wise VAT module were implemented. Then we synchronized data at HO from multiple locations like Hyderabad, Calcutta, Bangalore, Delhi, Bhopal, Gujarat and Tamil Nadu.”Such kind of approach was taken to bring uniformity in all masters at all locations. This helped the company to generate var-ious MIS including location-wise inven-tory to expenses, location-wise inventory to expenses, sales and profit margin, customer outstanding, ageing analysis of customer’s outstanding and stock, and even state-wise VAT reports. Of course, historically, Arya Communi-cation & Electronics had pain points in generating reports around branch, VAT report, service tax report, outstanding reports etc., but now with the implemen-tation of Tally.ERP 9, all these issues are mitigated. Finally…The company today is able to generate data with utmost ease and the manage-ment is able to get MIS as early as required with much clarity and predictability.

CONTACTTally Solutions

AMR Tech Park II,

No. 23 & 24,

Hongasandra,

Hosur Main Road,

Bangalore – 560 068.

India.Tel +91 80

66282559; Fax +91

80 30228775; www.

tallysolutions.com

RAJEN KAULCEO & VICE PRESIDENT, ARYA COMMUNICATION & ELECTRONICS SER-VICES PVT. LTD.

“Tally is a great product - especially statutory compliance, stock and debtors ageing features are absolutely excellent.”

BENEFITSl Predictabilityl Clarityl Easy and Accuracy l Flexibility

CASE STUDY TALLY


28

Case Study-Tally-Arya Communication.indd 28 18/08/12 8:22 AM

TALLY HAS CONSISTENTLY ACTED ON ITS BELIEFS AND

SHOWN ITS PARTNERS

THE PATH OF SUCCESS

A qualified chartered accountant, Mr. Vikram Seth, after three years of internship - cum -training with M/s A.F Fergusson and Co, Chartered

Accountants, wanted to do something of his own, and found that there was a serious paucity of accounting software. It was then that he came across Tally. He realized that it closely matched the way in which an accountant can work. So he advised one of his clients to purchase Tally 4.0 and noted that it worked very well as compared to other available software. This led him to rec-ommend Tally to more customers and hence he became a Tally partner in 1992 and started the organization Software At Work (India) Private Limited.

Since then Software At Work has bagged many accounts across many verticals namely trading, financial and other services, manufacturing, etc. Vikram adds, “We recently successfully completed a very large Tally rollout of a supply chain visibility solution for 4,500 distributors of Tata Docomo.”

Like many other startups, this company had to go through a rollercoaster ride but managed to handle the challenges. Vikram maintains, “We had to compete with many customized and packaged software vendors in the early 1990’s. However, we were able to show them the value

of the solution and create a large base of satisfied customers.”

Since Vikram was primarily focusing on understanding the customers’ needs than selling them vanilla solutions, he bagged many happy customers like National Stock Exchange, Jet Air-ways, Samsonite etc.

He states, “We get a sense of satisfaction when we know that any customer who has come in con-tact with us is satisfied.”

Vikram believes that Tally has consistently acted on its belief and shown its partners the path of success through dedication, integrity and hard work. The motto of the company ‘making who-ever touches Tally happy’ shows a very high value system. He adds, “The value proposition that Tally offers to customers is unlike anything we have seen in the world.”

Commenting on the product, he says, “As a product, Tally has become very comprehensive and is being sold at a very attractive price com-pared to its vast functionality. However, I feel that it has still not reached its true potential and we intend to work with it to reach that goal. Tally has shown that it’s possible to make great software and yet keep it simple and affordable, unlike many of the well-known software companies that sell software which are complicated and costly to buy

and maintain.”With Tally as the principal driver of business,

Software At Work has grown to be a 50+ employ-ees’ organization from a single person organiza-tion. On the personal front, Vikram is a satisfied person as he is truly enjoying his engagement with Tally. He emphasizes, “At the outset of my career, I had the aim of doing something I enjoyed and helped me use my qualification. Tally has helped me meet this goal and I have not felt much ‘effort’ has gone into my business over the years because the passion to make Tally a success made it ‘effortless’.

Finally…Awaiting the next major phase of growth and suc-cess with Tally, Vikram strongly believes that Tally, led by Shri Bharat Goenka has shown that one must dream big. It’s truly a success story of grit and determination. Despite its humble beginnings, Tally has done what no other Indian or interna-tional software company could do.

CA VIKRAM SETH, CEO, SOFTWARE AT WORK (INDIA) PRIVATE LIMITED (MTP)

“THE VALUE PROPOSITION THAT TALLY OFFERS TO CUSTOMERS IS UNLIKE

ANYTHING WE HAVE SEEN IN THE WORLD.”


29

PARTNER CORNER

partner_corner_Software At Work-Tally.indd 29 18/08/12 8:22 AM

With 19.5 percent market share in the consumer notebook segment, HP has rolled out its new line of ultrabooks. Their objective is to take its

market share up to 21.5 percent by the end of this year. The company understands the market in the consumer space very well and the technology shift that is happening in this segment. Therefore, product refresh happens very often. And the pen-etration of new form factors of thin and light has a bright chance also as the consumers are becoming stylish. So apart from rolling out new products every quarter, the company indulges in aggressive brand campaign: advertisements in daily news-papers and websites; and a television commercial running around thin and light ultrabooks.

Like other BUs, this unit also does business through channel partners. But here, the channel is the retail stores. There are four categories of distribution partners that HP Consumer busi-ness works with i.e. HP World, the exclusive retail stores of HP, large format retailers, distribution partners, who deal with different multi distribu-tion retailers and the multi-brand outlets.

Demand generation is also one of the impor-tant objective for the positioning of the products, so Ketan Patel, Director, Consumer Product Marketing, Consumer Volume and Premium Business Units, PSG, HP India, says, “We invest extensively in creating demand for us and also communicate our value proposition to customers and then attract them to look at HP as one of their preferred products.”

HP doesn’t make any difference at the product level rather they differentiate at a need level. So

the company basically take the entire bouquet of HP products and offer them to customers and allow them to pick and choose.

HP does both above the line and below the line activities to create extensive awareness about its consumer products. For example, the company launches campaigns to enhance awareness in channel level apart from the print and TV commercials. There are also below the line activities, which happens either in mall or in any specific institute or other hubs where there is a possibility of getting customer’ atten-tion. Patel avers, “We work extremely on retail front, when the customer walks in and can identify as to what kind of products s/he can look at in that store. And for channel awareness, we have regular programs, schemes, EDMs and other communications engines apart from our own sales who reach out to channel partners on a regular basis.”

From the products perspective, HP brings some differentiated value in both the ultrathin and mainstream products. For example, ultra-books and sleekbooks come with an integrated beats audio through which an artist can create music.

Similarly, HP Protect Smart is another feature associated with its consumer PCs which protects data if it accidently falls down. The notebooks are designed with the metallic finish and are available in two-tone colour.

Patel thinks that there is enough growth poten-tial in the Indian consumer market against the view that tabs and smartphones are cannibalizing consume PC market. He maintains, “As per Q1 2012 IDC report, the PC client number is almost

1.25 million units and it is growing every quarter. The growth of tabs and smartphones is not com-petition to the PC/laptop market because both the products have different requirements. Tablet as a product is a great consumption device but if anyone wants to create some documents or appli-cations then laptop is a better device. So there is clear differentiation between those two products in terms of users’ requirement.”

Commenting on tablet and laptop markets, he adds, “Both are exciting markets. Both tablet and notebook are growing market right now, and with ultrathin and ultra sleek kind of products coming up, it becomes a different value proposition from convenience and application stand point. So in my view, one is consumption device and the other is creation device, and customers are looking at both based on their specific needs.”

According to IDC report, notebook market posted 20-25% growth last year and this year, it witnessed 15-20% growth. Seeing this exciting growth, the company aims to work on some of the fundamentals including products offerings, channel satisfaction, channel coverage and end customer demand to capture the available growth opportunity in the market.

HP recently refreshed its product portfolio which it says would definitely help them to grow. Some of the recently launched products include HP Pavilion g6 which is available in four colour option i.e. black, red, white and blue. HP pavilion dv6 and HP 100 and 200 series have been newly introduced in mainstream notebook and in desk-top PCs category, the company has also All-in-One desktops starting from 18.5’ screen to 20’ to 21.5’, 23’ and 27’. There are also products available

REINFORCING THE POWER OF

ULTRATHIN PRODUCT PORTFOLIO

With the competition escalating from various customer centric access products like tabs, smartphones and smart

TVs, the growth of PC and notebooks among the consumers seems to be hitting hurdles. But the system vendors think

there is enough potential.


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LEADERS CORNER

Leaders corner_Ketan Patel_HP.indd 30 18/08/12 8:23 AM

on the Tower desktop PCs. HP is looking at bring-ing getting all these products to their partners and customers. Patel explains, “Our focus is really to provide high quality stuff. And I am confident that as long as we do that rightly, growth will come to us.”

HP’s notebook range comes bundled with applications and anti-virus which can get acti-vated by customers after a free trial. An important tool called HP premier also comes with each notebook. It is support tool to enable the custom-ers with a great level of support assistance. He

adds, “We are looking at adding more and more application to make customers use our applica-tions effectively.”

In terms of support network, the company has best in class infrastructure with which they offer both onsite as well as offsite service. This offers flexibility and choice to the customer in terms of whether to go to the service centre or call the engineer to home or office. It is one of the great advantages given the busy schedule of the individuals.

In order to secure customer’s investment, HP brings accidental damage protection in case the notebook is accidently lost or stolen. Besides there is also extended warranty program to take care of the extended life as well as the security for note-book and desktops.”

For acquiring product, HP also runs financing scheme with channel partners - either through credit cards or other lending agencies.

Finally… With the wide variety of innovative products and strong service support, the consumer business of HP is growing at the rate of 15% YoY, which is not bad at all. But to be sustainable in its pursuit, the company has to bring in consistency and there is no reason why it cannot happen. SME

“The growth of tabs and smart phones is not competition to the PC/laptop market.”KETAN PATEL, DIRECTOR, CONSUMER PRODUCT MARKETING, CONSUMER VOLUME AND PREMIUM BUSINESS UNITS, PSG, HP INDIA


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LEADERS CORNER

Leaders corner_Ketan Patel_HP.indd 31 18/08/12 8:23 AM

“WE WANT TO SUPPORT STARTUPS”

KAUSTAV MITRA, GLOBAL PRO-GRAM LEAD, SAP STARTUP

FOCUS PROGRAM

SAP is implementing the SAP Startup Focus program in India. Through this program, SAP will help Indian startup companies scale their business through the adoption and development of new applications on SAP HANA, a real-time data platform. Talking to

SME Channels Kaustav Mitra, Global Program Lead, SAP Startup Focus Program, gives more insight into the program.

What is the need of Startup Focus program for SAP? What do

you plan to achieve through this?The SAP Startup Focus program is currently focused on SAP HANA, a high performance in-memory database platform. With this program, we are aiming for five related but distinct goals:

i. To make available for our customers a wide menu of applications for SAP HANA, a disruptive new database platform

ii. To accelerate the growth in the numbers of such applications, especially in areas outside SAP’s traditional focus and in areas which completely transform business processes

iii. To celebrate the fact that SAP too was once a tiny startup with five founders and give back to the startup community by finding and mentor-ing the SAPs of tomorrow. 2012 is our 40th year anniversary

iv. To dispel the FUD (Fear-Uncertainty-Doubt) that has been spread in the market by some of SAP’s competitors that SAP HANA is a difficult platform on which to build applications

v. To drive the future HANA roadmap by learning from these startups which features and functionalities are likely to be high priorities for our enterprise customers in the future

From enterprise why this focus on SMEs?

SMEs form a broad category both as customers

and partners. The full scope of SAP’s engage-ment with SMEs is larger than just the Startup Focus program. In this program we are looking at those SMEs who qualify as startups in the true sense – the ones who can help us bring to market exciting new solutions for all our customers, large and small. We are defining startups here as young companies which have developed innova-tive solutions in the big data + real time analytics space and already have a degree of early adoption among customers. We are looking both at seed stage and growth stage companies in this category.

How do you plan to help Indian startup companies scale their

business through the adoption and development of new applications on SAP HANA?We have extensive go-to-market support for the best startups we work with. The most valuable of course would be promoting them through SAP’s own marketing initiatives. This would include participation and presentation at SAP events, mentions on SAP press releases, access to industry analysts and experts and potentially even intro-ductions to SAP customers where appropriate.

Further, SAP recently announced the creation of a $155M SAP HANA Real Time venture fund, to be managed by our sister company SAP Ven-tures. This fund would focus entirely on startups building solutions on HANA. All of these – the

marketing, the introductions, the funding are valuable resources for young companies looking for growth opportunities.

What were the major factors kept in mind while creating the

platform for channels?Given that SAP is new to this kind of program-matic engagement with startups, our single goal was to build a channel designed for startups in particular. One that is useful, affordable and easy. Many of the Startup Focus program team members have worked at startups and all of us have a really good understanding of the kinds of constraints they work under. We are very keen to ensure that we are really adding value and not wasting their valuable time and money. This is something that we are internally 100% aligned on.

What kind of contribution will SMEs make in terms of revenue

in future?Startups around the world can be a significant engine of growth for local economies. We are quite optimistic about the revenues coming from solutions built by startups however given how young the Startup Focus program is, it would be difficult to put a hard number on this.

Among the SMEs which business segment or vertical will you be


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SME CHAT

Chat- SAP.indd 32 18/08/12 8:23 AM

SAP RECENTLYANNOUNCED

THE CREATIONOF A $155M SAP

HANA REAL TIME.VENTURE FUND.

targeting?The Startup Focus program is looking for the most exciting use-cases. We are not particular about any verticals or lines-of-business. Among industries, we have seen some great solutions in retail, automotive, manufacturing and utilities. Among LOBs, some very compelling scenarios in marketing, accounting, HR and supply chain management. That said, we have barely scratched the surface.

When it comes to price point the SME market is a wee bit sensi-

tive; do you think your price point will work in the SME space?The commercialization terms are being finalized internally at SAP. The proposals on the table are actually very reasonable. At the end of the day, SAP HANA is not meant for everyone and for every use case. We have been very particular in making sure that the platform will add substantial value to the startup before we take them into the program. We really want to make sure that these companies will see net new revenue opportunities by delivering their solutions on HANA and that those opportunities more than make up for any costs they incur.

Come & Join

Uninterruptablethe Growth,

Come Aboard , Join A Winning Partnership


33

SME CHAT

Chat- SAP.indd 33 18/08/12 8:23 AM

DS-Advts.indd 3 17/08/12 9:51 PM

DS-Advts.indd 2 17/08/12 9:50 PM

As data becomes more fluid and moves out of the secure con-fines of an organization, it pose a major challenge to organisa-tions and affect their ability to

secure and manage information. From ‘consumerization of IT’ to cloud, virtual-

ization, information explosion, these mega-trends are making IT more complex, heterogeneous and much tougher to manage. At the same time, the nature of threats has changed from mass external attacks, to highly targeted data breaches from external and internal sources that put information at risk. Symantec ‘s latest Internet Security Threat Report, Volume 17, reveals significant changes

to the threat landscape in 2011, including an increase in volume and sophistication of threat activity.

Hackers have become more sophisticated and their motivations have shifted from gaining noto-riety to generating profits through exploiting con-fidential private data. The word Hacktivism is the latest addition in the dictionary which is the act of hacking or breaking into a computer network for political or socially motivated purposes.

Today’s threat landscape contains complex, polymorphic and multi-vector threats − whether delivered via spam from a compromised server in a bot network, downloaded by a seemingly harmless posting on Facebook, or masquerading

as legitimate traffic by tunneling inside a trusted application.

It has also been revealed that insiders pose more security risks due to the legitimate access they have to facilities and information, degree of knowledge of the organization and the location of valuable assets. Insider attacks are again one of the major concerns these days.

Outsourcing many a times lead to the frag-mentation of protection barriers and controls and increase the number of people treated as full time employees. In addition, networks are becom-ing faster than ever, and are carrying more rich content and potentially malicious payloads. By extending the traditional network perimeter and

Today, Data has become the most sought after asset in the IT world. With unscrupulous elements leaving no stone unturned to obtain infor-

mation to generate profits, data breaches have become a norm today. It’s not only affecting the large enterprises but SMBs too are as much

prone, or rather more, to such attacks.

BY KARMA [email protected]

SECURECOMPUTING


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COVER STORY SECURITY

Cover_Story.indd 36 18/08/12 8:24 AM

SECUREADVANCED

TARGETED ATTACKS ARE SPREADING

BEYOND THE MORE COMMONLY ASSUMED

TARGET OF LARGE ORGANIZATIONS


37

COVER STORYSECURITY


embracing new Web applications, organizations are increasingly at risk from potential attacks by opening new points of vulnerability in their IT infrastructure.

As per Symantec’s report even smaller, emerg-ing cities face the risk of cyber attacks and when it comes to targeted attacks on organizations there are no exceptions. Data Breaches are on the rise and lost devices are a concern for the future. It fur-ther reports that mobile threats expose businesses and consumers and malicious attacks continue to grow rapidly.

“Organizations need sophisticated, integrated and high performance security to detect and block these large volumes of malicious content,” says Vishak Raman, Senior Regional Director, India and SAARC, Fortinet.

BYODWith the advent of the smartphone and tablets this BYOD trend has seen increased adoption among organizations. In fact, they have become game changer in terms of IT consumerization. Organizations are also beginning to like this trend because their workers can become more produc-tive without the company having to incur extra costs for giving company devices to employees.

However, they come with their own security concerns.

“Much of these challenges are rooted in the fact that the mobility of these devices introduces security management issues around access con-trol, data protection and compliance as well as the fact that employee-owned devices used for work introduce added IT complexity in that it’s not always clear who owns the device, and fur-thermore, who owns what data on the device,” says Jagdish Mahapatra, MD (India & SAARC), McAfee.

In addition, all these devices are known to have high data storage capacity and instant access to the internet, to social networks, to email, etc. Hence, data stored in these devices are difficult to control as well as secure by the organizations.

In fact, Symantec 2012 State of Mobility Survey* highlighted that more than half (53 percent) of survey* respondents mentioned that mobility is somewhat to extremely challenging and a further 40 percent of survey respondents identified mobile devices as one of their top three IT risks. Yet in the face of these challenges, IT is striking a balance between mobile benefits and risks by transforming its approach to mobility to deliver improved business agility, increased pro-

ductivity and workforce effectiveness.“The greatest risk with BYOD is of Advanced

Persistent Threat (APT) . The hacker (who is a part of a larger group) knows exactly what he wants from the final customer or user. But to get in to that organisation he will go through intermedi-ate stages. One of those stages will be the mobile device. Similarly, social networking increases vul-nerability of an organisation,” says Kartik Shahani, Country Manager, RSA India & SAARC.

“None of these challenges are new, but in the past organizations have had the ability to lock down devices through policy or software in order to ensure that users were following corporate policy. In a BYOD world however, organizations are limited in their ability to force device and users to conform to corporate policies. As a result, several approaches in addressing BYOD have emerged,” informs Raman.

Organizations are addressing the BYOD chal-lenges through explicit policies Raman adds. He suggests that creating the corporate policy is a necessary first step for creating a secure mobile environment but ultimately organizations need

“ORGANIZATIONS NEED SOPHISTICATED, INTE-GRATED AND HIGH PER-FORMANCE SECURITY TO DETECT AND BLOCK THESE LARGE VOLUMES OF MALI-CIOUS CONTENT.”VISHAK RAMAN, SENIOR REGIONAL DIREC-TOR, INDIA AND SAARC, FORTINET

“COMPANIES USING CLOUD SERVICES NEED TO ASK QUES-TIONS ABOUT WHERE THEIR DATA IS STORED, WHO HAS ACCESS TO IT AND WHETHER IT’S STORED ON SHARED SERVERS.”GRAHAM CLUELY, SENIOR TECH-NOLOGY CONSULTANT, SOPHOS

“THE FACT THAT EMPLOYEE-OWNED DEVICES USED FOR WORK INTRO-DUCES ADDED IT COM-PLEXITY IN THAT IT’S NOT ALWAYS CLEAR WHO OWNS THE DEVICE, AND FURTHER-MORE, WHO OWNS WHAT DATA ON THE DEVICE.”JAGDISH MAHAPATRA, MD (INDIA & SAARC), MCAFEE.


38



“MANY OF THE PRO-CESSES, POLICIES, EDUCATION AND TECHNOLOGIES THAT ARE LEVERAGED FOR DESKTOPS AND LAP-TOPS ARE ALSO APPLI-CABLE TO MOBILE PLATFORMS.”ANAND NAIK, MD (SALES--INDIA AND SAARC), SYMANTEC

technical solutions in place to enforce policy. Some of the most common technical controls associated with enforcing BYOD policies include Virtual Desktop Infrastructure (VDI), which does not allow for cross-pollination of data between the user’s personal device and the corporate infra-structure. Another is Mobile Device Management (MDM) which allows policy enforcement on the mobile device itself and many solutions offer remote location/lock/wiping capabilities to pro-tect against loss or theft. However, Fortinet cau-tions, MDM solutions enforce different policies based on the mobile device they are supporting resulting in inconsistent security coverage.

And last, he informs, is the Endpoint security clients which are an extension of traditional anti-malware clients and Network-Based Enforcement relies on the network to enforce policies and controls around what the client, data, and user can do or access. A key advantage of network-based enforcement is the location of the targeted data ultimately resides on the network.

While Symantec recommends that as employ-ees will use mobile devices for business one way or another – make it on your terms. “Explore all of the mobile opportunities that can be introduced and understand the risks and threats that need to be mitigated. Many of the processes, policies, education and technologies that are leveraged for desktops and laptops are also applicable to mobile platforms,” advises Anand Naik, MD (Sales--India and SAARC), Symantec.

“The management of mobile devices should be integrated into the overall IT management framework and administered in the same way. Look beyond basic password, wipe and applica-tion blocking policies. Focus on the information and where it is viewed, transmitted and stored,” he adds.

Catalin Cosoi, Chief Security Researcher,

Bitdefender, apprises, “Currently, we advocate an approach where copies of sensitive data are not made on guest devices - which involves access to document servers via a VPN, a dedicated, trusted client app and so on and so forth.”

Cloud ComputingThe biggest challenge of cloud computing is perhaps data security and privacy. It’s a huge chal-lenge to ensure that the right person gets access to the right content at the right time. As people adopt more dispersed systems, data becomes more fluid and protecting access to that data is critical.

In a report commissioned by RSA titled ‘As Hyper-extended Enterprises Grow, So Do Secu-rity Risks’, Two-thirds of the respondents who are running applications or business processes in the cloud admitted that they haven’t developed a security strategy for cloud computing.

A majority of respondents weren’t even sure how prospective cloud computing vendors would safeguard data or how corporate security teams would meet compliance requirements upon moving data into the cloud.

The issue of protecting data becomes even murkier when companies start to move critical information and processes into the cloud. Survey respondents’ top concerns for cloud computing in particular include these issues: Lack of transpar-ency for vendor security processes (51%); Imma-ture technology (47%); Protecting data integrity (45%); Lack of security standards (40%); and Risk of non-compliance (40%).

Pavan Thatha, Co-Founder and CEO, Array-Shield, notifies, “While CIOs are actively looking at leveraging cloud as part of their Corporate IT strategy, they are facing a huge problem in identifying the actual user who has accessed the application, since the employees are able to access the applications from anywhere. In such scenarios

the only security layer that protects the data and applications is the user’s password.”

Businesses must clearly understand the resources, information, and technology they plan to use, share, or extend so they can make an educated decision about the risks they might be taking on.

“We feel the greatest security risk is the ceding/outsourcing of responsibility for data security to the cloud providers, who are, in truth, unwill-ing and unable to provide the kinds of services needed - tailoring the security architecture to fit the particular business is something only the business itself can do properly,” briefs Cosoi.

“Our own informal poll of companies using cloud services found that only a few of them had cloud security policies in place. Companies using cloud services need to ask questions about where their data is stored, who has access to it and whether it’s stored on shared servers .We also need to assess cloud compting’s impact on privacy; information security and data integrity; governance, risk management and assurance; and regulatory compliance,” Graham Cluely, Senior Technology Consultant, Sophos.

In fact, according to the India findings of the

“EMPLOYEES ARE LESS LIKELY IN SMALLER ORGA-NIZATIONS TO SPEND TIME ON DATA PROTECTION OR HAVE THE PROPER TECH-NOLOGIES IN PLACE TO THWART DATA LOSS: 62 PERCENT OF ORGANIZA-TIONS BELIEVE THEY ARE NOT PROTECTED.”KARTIK SHAHANI, COUNTRY MANAGER, RSA INDIA & SAARC.


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Advts.indd 16 17/08/12 9:47 PM

2011 State of Cloud Survey, Indian organizations have mixed feelings when it comes to security – with a majority ranking it as both, a top concern and top goal of moving to the cloud.

“When we discuss security on the cloud, enter-prises need to ensure that their privacy and secu-rity compliance needs are met, including secure access when connecting to cloud services—such as authentication/authorization, endpoint secu-rity validation, and security in the data center,” reveals Naik.

“Cloud protection is actually protection of all end-points connected to the cloud and all the servers of the cloud service provider. Though, the responsibility for protecting servers, real and virtual, is much higher in case of cloud,” informs Pankaj Jain, Director, ESET India. “And though the threats are same, the cost of security breach in case of cloud is much higher as millions of end-points connected to the cloud can be affected. Still malware developers target platforms, software, operation systems, but not cloud as it is.”

Raman suggests that security in cloud comput-ing must be addressed in a similar way as security in traditional IT. “However, a basic firewall pro-tection or an extended virus protection does not help in all cases. An application aware firewall is needed to protect in the higher layers.”

SMBs Under AttackIt’s not only the larger enterprises who are at risks of security breaches but taking in account the recent reports it is the SMBs who have become the target of majority attacks due to their lax security. The reasons can be many.

While large enterprises are very serious about IT security, the SMB owners seem to be under a delusion that their data is not so valuable for cyber criminals comparing to large corporation’s data. There is also a lack of a dedicated IT Security

team who has the knowledge, preparedness and experience to deal with the sophisticated nature of web attacks, perhaps due to smaller budgets for IT security. Some SMEs also view IT as an expense rather than an investment, and have little or no notion of security, much less give priority to the subject.

Majority of SMBs do not have sensitive or con-fidential data encrypted or secured with data loss protection technologies. SMBs have high risks

of their employees mishandling data than enter-prises. “Most of the threats posed by employees within companies are becoming more prevalent because of the mobility of the workforce, con-sumerization of IT, usage of organization network for social media as well as other personal usage,” reports Rammurthy, MD and CEO, eScan.

“SMBs often forgo implementing a web appli-cation firewall because it can be expensive to manage and complicated to deploy. SMBs instead choose to rely on their traditional firewall or other network security device to protect web servers,” informs Cluely.

The growing adoption of cloud computing is another driver for SMEs’ adoption of security as they don’t need skilled manpower to manage and secure the day-to-day running of comput-ing equipment, or handle software/hardware upgrades and licensing issues.

The latest Internet Security Threat Report , Volume 17 by Symantec reveals that advanced targeted attacks are spreading beyond the more commonly assumed target of large organizations with 50 per cent targeting small and medium organizations in 2011 with employees fewer than 2500 and almost 18 percent target companies with fewer than 250 employees. These organizations may be targeted because they are in the supply chain or partner ecosystem of a larger company and because they are less well-defended.

In addition, report also highlights that smaller and emerging cities such as Bhubaneshwar, Surat, Cochin, Jaipur, Vishakhapatnam and Indore are increasingly facing the risk of cyber-attacks, with 25 per cent of bot- infections in India reported in such cities. These cities are soft targets for cyber criminals as their burgeoning broadband popula-tion and those who have leap-frogged to mobile internet lack awareness and adequate security measures.

“Further, employees are less likely in smaller organizations to spend time on data protection or have the proper technologies in place to thwart data loss: 62 percent of organizations believe they are not protected,” Shahani adds.

Thankfully, in recent times, more SMEs have started considering investments towards IT secu-rity. This is partly due to the commoditization of network security as a service. “Rather than invest heavily on network security solutions, organiza-tions can now have a subscription based model to implement network security on their premises through a managed service provider,” Raman enlightens.

When it comes to employing necessary steps to secure their businesses Thatha of Arrayshield advises that SMBs should come out of the percep-tion that having an Antivirus is sufficient to secure

“MOST OF THE THREATS POSED BY EMPLOYEES WITHIN COMPANIES ARE BECOMING MORE PREVA-LENT BECAUSE OF THE MOBILITY OF THE WORK-FORCE, CONSUMERIZATION OF IT, USAGE OF ORGANIZA-TION NETWORK FOR SOCIAL MEDIA AS WELL AS OTHER PERSONAL USAGE.”RAMMURTHY, MD AND CEO, ESCAN

“WHILE CIOs ARE ACTIVELY LOOKING AT LEVERAGING CLOUD THEY ARE FACING A HUGE PROBLEM IN IDENTIFYING THE ACTUAL USER WHO HAS ACCESSED THE APPLICATION.”PAVAN THATHA, CO-FOUNDER AND CEO, ARRAYSHIELD


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Advts.indd 4 19/06/12 7:44 AM

their Infrastructure. “Antivirus is necessary but not sufficient to protect against multiple hack-ing attacks. SMBs should start looking at all the potential vulnerabilities in their systems/process.”

According to the latest 2012 Symantec, SMB Disaster Preparedness Survey revealed that over 90 per cent of respondents are not prepared for disasters/outages. “For SMBs where money and staff time are at a premium, there is always some-thing more pressing to do than managing security and backups. SMBs should look for solutions from a trusted provider that offer simplified secu-rity, management and the ability to scale as their business grows,” commends Naik.

He further believes SMBs can follow few steps that would help them to stay ahead of today’s stealthy threats. First, SMBs require a solution that automatically detects spam without requiring manual adjustment of filtering rules or monitor-ing of false positives. The solution must be sophis-ticated enough to defeat not only known threats, but unknown threats as well. Second, SMBs need to easily restore data or systems and protect against new threats through automated, event-driven backups. Downtime must be minimized; that means users should be able to recover indi-vidual files and folders in seconds, or complete Windows systems in minutes. And last, as most of them don’t have the staff or the expertise to spend time managing security. The security solu-tion they select must be deployed with minimal disruption to business operations.

While Sophos’ Cluely suggests that SMB’s can close and lock the back door to their network by following seven tips for securing web servers: know your network and how it appears to others limit responses to probes and errors, remain vigilant perform active review, deploy a decoy or proxy name, don’t depend on a single layer of defense, and separate resources to minimize the results of a breach.

“Organizations that implement an all-in-one web security solution gain distinct advantages over more costly and complex single-function

web filtering solutions. A single point of control over web access and usage has a number of ben-efits,” Cluely recommends.

Keeping pace with the current trends in the attacks is also recommended if SMBs want to gear up on the security infrastructure. “SMBs should be more proactive towards the security infrastruc-ture, processes and employee training. These are three things which every SMB needs to focus on,” suggests Shahani.

Spending on IT security is increasing at a gradual pace in India, especially in enterprise and SME/SMB segment. SME companies will definitely be exploring new solutions which can provide more reliable protection, while the main factor will be cost of the solution and its imple-mentation and the usability.

Data Protection StrategiesIDC Study shows that in 2009, amid the ‘Great Recession,’ the amount of digital information grew 62% over 2008 to 800 billion gigabytes (0.8 Zetta bytes). Digital information created between 2009 and 2020 is forecasted to grow by a factor of 44x. It’s also expected that by 2020, the percent of digital information requiring additional security will grow from 30% to 50%.

“We need to be creative in assessing the data flows and offering the right kind of security at each transfer point. The questions which are needed to be addressed continuously as new technology emerges could be: Where is the data? How does it move? Who is using the data and at what locations? What is the data’s purpose?,” says Shahani.

With the increasing pressure for meeting audit and compliance requirements while staying within budget to the evolving enterprise IT envi-ronment and dynamic threat landscape, and it is clear that organizations have to look at adopting a new approach towards IT security.

Cluely says, “Creating a proactive data security plan arms you with the knowledge you need to manage the risk and helps you to stay compliant

with data protection rules and regulations. Lost data due to human error or negligence is just as much of a threat.”

“Be Prepared” is one of the best practices that every organisation must follow believes Syman-tec. It’s important to prepare for the inevitable by creating a full incident response plan and prac-tice implementing the plan. This will improve response time and ensure a more complete response.

“Data flows in and out of the organization through many channels and thus creating a variety of potential risks. Officials need acute awareness of their organization’s data flow. A risk assessment is a critical way to identify the risks associated with the data flow,” advises Sunil Sharma, VP –Sales, Cyberoam.

Other best practices include organizations should continually assess their network and endpoints to identify possible vulnerabilities Organizations must implement a multi-layer pro-tection strategy to minimize the risk of exploited endpoints. Train employees on the risks and what they need to do for safe computing and then hold them accountable.

It is also imperative that organisations develop and enforce IT policies and automate compliance processes. As Rammurthy says, “The first step towards improving data protection is to develop strategic policies. Every user in the network must be aware of these policies and should understand

“WE FEEL THE GREAT-EST SECURITY RISK IS THE OUTSOURCING OF RESPONSIBILITY FOR DATA SECURITY TO THE CLOUD PRO-VIDERS, WHO ARE, IN TRUTH, UNWILLING AND UNABLE TO PRO-VIDE THE KINDS OF SERVICES NEEDED.”CATALIN COSOI, CHIEF SECURITY RESEARCHER, BITDEFENDER

“AND THOUGH THE THREATS ARE SAME, THE COST OF SECURITY BREACH IN CASE OF CLOUD IS MUCH HIGHER AS MILLIONS OF ENDPOINTS CONNECTED TO THE CLOUD CAN BE AFFECTED.”PANKAJ JAIN, DIRECTOR, ESET INDIA


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the need of data protection.” It also needs to be kept in mind that different

data type needs different data protection. If the data is never exchanged, security like endpoint protection, which requires each computing device to comply with certain standards before network access is granted, may not be necessary. On the other hand, if data were exchanged, endpoint protection would be necessary. It is important to understand that the security needs to be custom-ized. The right data protection entirely depends on who needs the data and how it is used.

According to a study by Ponemon Institute, insider negligence caused 39 percent of the data

breaches in 2011, whereas malicious attacks by a third party caused 25 percent. Jain opines that business owners should start relying not only on security software but their own employees. Con-sider your employees and their role in protecting your data and systems.” Hence Staff/ employee training is of utmost importance.

“At the end of the day, information is a piece related to people. The security is only going to be as strong as the individuals and the systems used by them,” says Shahani.

Security vendors also strongly recommend that organization spend the necessary money to implement and upgrade data protection tools

“OFFICIALS NEED ACUTE AWARENESS OF THEIR ORGANIZATION’S DATA FLOW. A RISK ASSESSMENT IS A CRITICAL WAY TO IDENTIFY THE RISKS ASSO-CIATED WITH THE DATA FLOW.”SUNIL SHARMA, VP –SALES , CYBEROAM

because they help monitor all the touch-points of data transfer, be it Data in Motion, Data in Use or Data at Rest.

Organisations should also utilize encryption to secure sensitive information and prohibit access by unauthorized individuals. Identities should be authenticated, protect the infrastructure by secur-ing endpoints, messaging and web environments, and develop an information management strat-egy that includes an information retention plan and policies. “Organizations need to stop using backup for archiving and legal holds, implement deduplication everywhere to free resources, use a full-featured archive system and deploy data loss prevention technologies,” Naik says.

ConclusionThe fast changing landscape of technology is giving way to new trends like BYOD, cloud com-puting. While these enhanc the productivity of the workers without the company having to incur extra cost for giving company devices to employ-ees, however it also creates security challenges. Having strong IT policies in place, keeping up with the trends in attacks, assessing and managing the risks and educating the employees are some of the ways through which organisations can secure their businesses.


45

COVER STORYSECURITY


Today, Surveillance has

become a byword for

security. With the ever

increasing level of un-

lawful activities, which

refuses to abate, it has

only become imperative

for every sector to take

precautionary measures

before any untoward

event happens.


THE SKYS

urveillance is not a modern day phenomenon but has been indulged in since time immemo-rial. In the days gone by it was known as spying or espionage but

now has been replaced by more euphemistic word surveillance. But nonetheless it is a burgeoning market.

As per US based global market research and consulting company MarketsandMarkets the total video surveillance applications market is expected to reach $25.43 billion by 2016 at a CAGR of 19.35% from 2011 to 2016.

Coming to the home turf, according to 6Wre-search, Indian Video Surveillance market is expected to reach $952.94 million by 2016, with a CAGR of 32.49% from 2011-2016. In 2011, ana-log-based surveillance systems were accounted for majority of the share, i.e., 67.8 percent in the overall market. It further says that IP based sur-veillance systems are expected to grow at a CAGR of 41.78 percent from 2011 to 2016.

The network video surveillance equipment sales will witness an increase of 25 percent in 2012,

despite uncertainty in the Eurozone, according to IMS Research. The network video surveillance market in India is currently valued at USD26.1 million and is poised to grow to USD89.2 million by 2013. India has the second highest forecasted growth in Asia with a CAGR of 22.1 percent as per the IMS 2010 Asia report.

Traditionally controlled by analog-based sur-veillance systems, the Indian market is gradually warming to digitized, IP-based surveillance sys-tems. The ever-increasing requirement for safety and security in almost every aspect is fueling the demand for video surveillance systems, ultimately creating lucrative opportunities for traders, man-ufacturers, and operators in India.

Sudhindra Holla, Country Manager, Axis Communications India, says, “Today, surveillance is not just restricted to security; with the advent of embedded applications in security products, sur-veillance is now emerging as a tool for gathering business intelligence.”

With specialized video surveillance devices, intelligent video will continue to emerge as a tool to improve business efficiency. The addition of

EYE IN


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Surveillance.indd 46 18/08/12 8:26 AM

THE SKY


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SURVEILLANCE FEATURE


video analytics software to the surveillance solu-tions enables businesses to adopt these solutions to get a new perspective in to their business.

“With the centralization of enterprises and institutions taking a tight grip on management of business functions, the need for efficient IP surveillance solutions has largely increased. The demand for IP surveillance not only covers the government, financial, and educational sector but from residential and retail sectors as well,” informs Subhashini Ramakrishnan, Chief Technology Officer, Dax Networks.

While Cadyce expects 30-35% annual growth in video surveillance, LG says that for Indian closed-circuit television (CCTV) and video sur-veillance market, city surveillance is predicted to be the fastest growing vertical market in the coun-try over the next 5 years. “With many extremists outfits working in synchronized manner, inte-grated city surveillance with a common command and control centre is the need of the hour. Traffic and Crowd Management are major challenges for City administrations too,” announces Hemendu Sinha, Business Head, B2B Sales, LG.

When it comes to cameras the consumers now prefer fixed dome and PTZ dome cameras over box cameras. Shift towards high resolution cameras that offer integration with access control and other non-surveillance technologies is on a rise. Similarly there is high demand for Video analytics, WDR, cloud based video management software, Day/ Night, HD and H.264. “These days open standards like ONVIF and PSIA are highly preferred,” briefs

Tushar Sighat, CEO, D-Link (India) Ltd. From government, banking and finance, air-

ports, transport, city surveillance, retail, BPO, manufacturing, education, hospitality every sector is investing in securing their premises from all kinds of possible external threats.

IP DriversCloud, most vendors agree, and cloud based surveillance are and will drive the IP technology adoption. Industry says that Cloud storage has proven beneficial for both big enterprises and SMBs, by reducing the cost of the overall systems. Holla confirms, “Cloud technologies and cloud based surveillance is a key driver for IP technol-ogy adoption.”

Sinha too believes that popularity of video sur-veillance over Cloud, with the decreasing cost of IP based cameras, deployment based on IP tech-nology will grow rapidly.

D-Link is also focusing specifically on con-sumer space and has recently launched consumer cameras based on mydlink cloud platform, “which is an innovation in this segment and all at con-sumer friendly price,” says Sighat.

Increased awareness about the benefits of implementing IP surveillance solutions, includ-ing remote monitoring, favorable ROI, reliability and security of the deployment, flexibility, picture quality, scalability, integration with IT network, increasing trend of IP based storage for ease of deployment and quick retention are some other factors, which industry vendors believe will drive

the IP technology. The growing need for real time security and

surveillance is also creating opportunity for the IP surveillance system integrators. The scope has widened to an extent that analog integrators are now being trained to become IP integrators. With enterprises looking for a single network being to integrate building management, access control and physical security along with a surveillance network on the same IP platform, it has become important for channel partners to build additional skill sets. Therefore, more and more vendors are training and educating their partners on the ben-efits of IP surveillance products and solutions.

Prithvi Information Solutions rates the vision of public transportation and local municipal bodies of having smart and intelligent infrastructure systems as another factor that will lead towards the growth of IP based surveillance systems is. “For instance, metros and major cities in India are already imple-menting intelligent transportation systems that will require monitoring traffic as well as the security of the city,” Amitava Lahiri, SVP & Head of IT ser-vices, Prithvi Information Solutions Ltd. says.

Video Analytics and VSaaS“3G and Video Analytics are the latest technol-ogy trends,” says Jatin Desai, Product Engineer (Security Products), Matrix Comsec Pvt. Ltd. The addition of this video analytics software into the surveillance solutions is taking surveillance market to a new prospective. Enterprises are adopting these solutions to get a new perception

“ANALYSTS BELIEVE THAT SECURITY

CONCERN AMONG INDIAN SMES IMPLIES

THAT THERE IS STEADY DEMAND FOR VIDEO SURVEILLANCE

SYSTEMS.” MANOJ KHADKIKAR, ALL INDIA HEAD FOR CHANNEL BUSINESS,

ZICOM

“WITH THE ADVENT OF EMBEDDED

APPLICATIONS IN SECURITY PRODUCTS,

SURVEILLANCE IS NOW EMERGING AS A TOOL FOR GATHERING

BUSINESS INTELLIGENCE.”

SUDHINDRA HOLLA, COUNTRY MANAGER, AXIS COMMUNICATIONS INDIA

“THE DEMAND FOR IP SURVEILLANCE NOT ONLY COVERS THE GOVERNMENT, FINANCIAL, AND EDUCATIONAL

SECTOR BUT FROM RESIDENTIAL AND

RETAIL SECTORS AS WELL.”

SUBHASHINI RAMAKRISHNAN, CTO, DAX NETWORKS


48

FEATURE SURVEILLANCE


into their businesses. Camera technology is also moving from High Definition (HD) to Megapixel (MP) to have improved video resolutions.

Shrewd theft and attack prevention requires an automated surveillance set-up, which enables security to respond either in advance or in no time and this is only made possible by real time analytics. With video analytics in place the central monitoring station gets real time alerts as per the defined rules.

“Real-time remote viewing with clarity has given rise for the sales of IP cameras. Monitor-ing on Smart mobiles / Tablets has changed the scenario,” remarks Bahvit Parekh, Director (Sales), Cadyce India.

Intelligent Video Analytics are focused on automating video analysis and security alerts, thus eliminating the need for manual work and the huge monitoring costs. It also increases produc-tivity and efficiency of video surveillance systems and the people who monitor them.

In coming times the industry is expected to wit-ness demand for cloud-based video surveillance or video surveillance as a service (VSaaS) similar to the SaaS model. The world market for VSaaS was estimated to be Rs. 2550 crore (USD 500 million) in 2011, an increase of 25 percent from 2010 IMS Research estimates. The functionality of VSaaS can be augmented by the addition of cloud-based video content analysis. “By running analytics in the cloud, enterprises would be able take advantage of the large virtualized processing power available to them,” says Manoj Khadkikar, All India Head for Channel Business, Zicom.

The dampener being the infrastructure cost required to provide a VSaaS solution remains expensive. Hence, it necessitates providing solu-tions that offer real benefits like monetizing otherwise unused video to fuel growth for this emerging market.

Sam Grinter Market Analyst, IMS Research, says in an earlier statement, “For VSaaS to become more widely adopted, the market needs to resolve a number of barriers. For consumers and com-mercial users, the price per camera needs to drop significantly and installation must be simpler. Additional requirements for commercial users include new features and technologies, such as business intelligence functions, that increase the return on investment of using a VSaaS solution.”

If VSaaS providers are successful in overcom-ing these barriers, IMS Research predicts that the world market could exceed $1 billion by 2014.

CamerasOut-of-the-box ready products are hitting the market. They can be installed in any temperature, extreme cold, or with active cooling, hot; ease of installation allows cameras to be hung and con-nected in a matter of minutes.

The camera accounted for almost 47% of the total video surveillance market in 2008 and is expected to grow at a CAGR of 21.1% from 2010 to 2015 as per Electronics.CA Publications, the electronics industry market research and knowl-edge network.

“Cameras lead the market, with sales of close to $35 billion, or more than 60% of the overall

market. Growth is expected to accelerate at a rate of more than 3% yearly, bringing the market to over $65 billion by 2015. Some of the latest trends in the camera market comprises of the introduction of mirror less cameras,” informs Sinha.

Network or IP camera is the latest technol-ogy expected to dominate the security camera space. “The latest innovation in high resolution low light cameras is the very high resolution CMOS technology, which is also penetrating the market fast. A vast majority of manufac-turers are believed to be refocusing on image quality in 2012. HD and megapixel resolution security cameras have been a much talked about feature in the video surveillance industry over the last few years. It has been forecasted that by 2015, more than 70 percent of all network camera shipments will be megapixel resolution,” informs Khadkikar.

Other latest trends include Fish Eye camera for indoor surveillance, camera models with better heat and corrosion resistance for outdoor and hazardous environments, and heavy duty camera for long distance night time monitoring.

Quality of lens in the camera is also highly important informs Cadyce. The lenses used in CCTV cameras are of very low profile which has very limited life. CCTV cameras do not compete on quality but they compete on price.

Widely selling cameras include Box, Dome, IR dome and Bullet. “However, dome cameras are most popular as they are easy to install whereas it is difficult for anyone to tell in which direction

“WE HAVE RECENTLY LAUNCHED

CONSUMER CAMERAS BASED ON MYDLINK CLOUD PLATFORM,

WHICH IS AN INNOVATION IN THIS

SEGMENT AND ALL AT CONSUMER FRIENDLY PRICE.”

TUSHAR SIGHAT, CEO, D-LINK (INDIA) LTD

“CAMERAS LEAD THE MARKET, WITH SALES

OF CLOSE TO $35 BILLION, OR MORE THAN 60% OF THE OVERALL MARKET.”HEMENDU SINHA, BUSINESS

HEAD, B2B SALES, LG

“DOME CAMERAS ARE MOST POPULAR AS THEY ARE EASY TO INSTALL WHEREAS

IT IS DIFFICULT FOR ANYONE TO TELL IN WHICH

DIRECTION THE LENS OF THE CAMERA IS

POINTING.”JATIN DESAI, PRODUCT ENGINEER (SECURITY PRODUCTS), MATRIX

COMSEC PVT. LTD


50

FEATURE SURVEILLANCE


the lens of the camera is pointing hence avoids any frauds and are available in several models as well,” explains Desai.

Opportunity in SMEIndia has a huge SME market in the world. With 50 million SME’s spread across the geography, about 10 million are technology ready and are adopting IT solutions to meet their business needs says Axis. Network Surveillance solutions are seen by the SME’s as an efficient tool to keep a track on their office security. The surveillance market in India is expected to grow more than 30% YoY and by 2015, will be close to $600 mil-lion as per Holla.

However Zicom points out that Indian SMEs suffer from low physical security preparedness when compared to their counterparts in other countries with similar GDP graphs. When it comes to implementation of surveillance sys-tems, SMEs have certain advantages over large firms in terms of flexibility and speed of deci-sion. “Analysts believe that security concern among Indian SMEs implies that there is steady demand for video surveillance systems,” says Khadkikar.

“It is expected a share of around 35 percent coming from SMEs in the overall security surveil-lance market,” Lahiri adds.

“SMEs in India will have approx 45-55% share in this segment,” opines Parekh. He feels that this is the transition period and people are getting more aware about the benefits of IP based surveillance. It will take some time for SMEs to migrate to IP

based from analog technology. “There is 25-30% penetration of IP cameras in India compared to global scenario. We will have to educate and influ-ence customers to change their mindset.”

Region-wise InstallationsCurrently, parts of northern India account for max-imum number of security installations, followed by west, south and east India says ASSOCHAM. Assents LG’s Sinha, “North and West will maintain the major share, followed by South and East.”

Zicom avers that in North India including Delhi, NCR, Haryana, Punjab, Uttaranchal and West UP, and Rajasthan have the largest propor-tion of security installations with southern India closely following it. While for Cadyce Delhi, Ahmadabad and Bangalore looks very bright apart from Mumbai for IP based surveillance.

Challenges Some surveillance vendors say that manufactur-ing of security products in India is a big challenge, as none of the components are available locally. “Despite the demand, however, there is negligible manufacturing of CCTVs in the country. The industry seems to be unaware to the enormous potential of this sector and is content to source components from foreign countries like China,” laments Lahiri.

He further says that lack of standards is also paving the way for more imports. “Countries like China and Taiwan are dumping products without any set specifications and standards.”

And as more than 85 percent of the compo-

nents need to be imported Rupee devaluation is posing another hindrance.

This has led to market being flooded with low quality low-priced products which is one of the biggest challenges for good players laments Desai. “There are few Indian originated products but they also have raw material imported. Hence, government should have policies for standardiza-tion of the products and standard products should have preferences in government purchases.”

In a cautionary note Parekh says that in camera segment the biggest threat could emerge from the Chinese players. “But we take it as an opportunity to improvise and change. A key challenge for us over the next few years would be to ensure that we continue to improve the quality of our products, and at the same time assume that the prices of cameras and other products may be economical,” he optimistically says.

For Swedish company Axis the low level of awareness among the consumers about security and surveillance on the whole is deterrent along with poor connectivity and network for adopting IP surveillance solutions. “The Indian customers are very price-sensitive, therefore it is important to educate them and enable them to understand the benefits of the solutions,” says Holla.

Finally…So given the market condition, growth oppor-tunity for surveillance equipment is immense. It is a matter of time and efforts of the principals as to how they could take the knowledge to the common people.

“DESPITE THE DEMAND, HOWEVER,

THERE IS NEGLIGIBLE MANUFACTURING OF CCTVS IN THE COUNTRY. THE

INDUSTRY SEEMS CONTENT TO SOURCE COMPONENTS FROM FOREIGN COUNTRIES

LIKE CHINA.”AMITAVA LAHIRI, SVP & HEAD

OF IT SERVICES, PRITHVI INFORMATION SOLUTIONS LTD

“REAL-TIME REMOTE VIEWING WITH

CLARITY HAS GIVEN RISE OF THE SALES

OF IP CAMERAS. MONITORING ON SMART MOBILES / TABLETS HAS CHANGED THE SCENARIO.”

BAHVIT PAREKH, DIRECTOR (SALES), CADYCE INDIA


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MOBILITY AND CLOUD WILL BE FOCUS FOR 2012 For networking solutions provider Brocade APAC constitutes the third largest IT market which according to Forrester Research was worth $400 billion last year and expects it to touch $500 billion this year. Regan McGrath, VP, Global Channel Sales and Marketing and Charlie Foo, VP and MD, APAC spoke to SME Channels at a press meet hosted in the capital of China’s Yunnan Province, Kunming.

Innovation for Brocade is the most criti-cal beginning of its value proposition, the other being technology and tools, and lastly relationships. It believes that in any partnership there will always be bumps in

the road, but the most important is how you get through those problems. With a strong business, personal relationship with its partners where value proposition is differentiated whether tech is upstage or downstage.

APAC is one of the most promising region and figures as the third largest IT market for Brocade. According to Forrester the total IT investments will exceed to $500 billion in 2012, from last years $400 billion. Most of this growth has been driven by mobility and cloud informs Charlie Foo, VP and MD, APAC.

Not only this, mobility and cloud for Brocade will also constitute the predominant spending focus for 2012. It foresees that this year 30% of the organization will take to clouds and by 2014 78% of the enterprise plan to deploy private cloud.

An overwhelming 95% of Brocade’s business in APAC is done through partners. From IP side of the business approximately 60%-80% business is from mid-sized companies and the other 20% is probably from large government kind of a set ups. This region has shown the fastest growth with the fiber channel accounting for with more than 85%

of share in January. Since the acquisition of Foundry Networks in

2008, its IP business has tripled in three years. “We tripled the business perhaps because Foundry had a small market share,” adds Foo. He further says, “We are dominant in the SAN space but IP is a different game altogether. So it’s about focus; getting into the right segment. Understanding which segment we are strong in and how to play in those segments and very importantly and one of the key success is the collaboration with our headquarters.”

On a larger scale the vertical, Brocade is target-ing are education, healthcare, service providers and government. “These are the four main seg-ments and then we have several sub-segments where we localize, so there is entertainment in some end,” informs Regan McGrath, VP (Global Channel Sales and Marketing), Brocade.

But for India it’s around IT and ITeS, McGrath says, that Brocade wants to put an integrated resource.

“These are the key markets with many opportu-nities. Government opportunistically we do, but the two key segments remain IT and ITeS, and so does media and entertainment,” says Foo.

Talking about opportunities McGrath opines that all over the world it’s more similar then dis-similar. He says, “The opportunities are similar,

challenges are similar, its wide propositions are similar, it’s not that different at all because every-one’s trying to solve the same problem. It’s just dif-ferent scale, different markets, and I was surprised as I thought it would be different.”

Foo agrees that at high level the opportunities one face are the same but there will always be uniqueness in the country.

To strengthen relationship with channel partners there are different types of programs. Apart from product specific programs it also has partner incentives around its ARP program and VIP rebates, Brocade rewards where it reward its partners for selling its products vs. others. How-ever, these rewards only work in some countries with some partners and they don’t apply to others. Realizing the importance of flexibility, it has local-ized the incentives so as to address opportunity in different market. Hence some are corporate based and some local based.

India Being the first to market Ethernet fiber solutions Brocade sees a quarter of its custom-ers from APAC. For the last few quarters APAC has been witnessing the addition of 25-35 new Ethernet fabric customers, with the maximum customers coming from Greater China followed by Australia. For India, with the re-alignment of its strategy, it hopes to catch up in the months to



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fnd

come, “and probably over take some countries as well,” Foo says optimistically.

Currently with five partners, Brocade doesn’t believe in quantity but quality. “In India we have five partners who have invested in Brocade certi-fication, and are very focused in segments where we are playing in. so these are the partners we have build and are building some more. We want to be selective so as to ensure that there is enough prof-itability for everyone as well,” explains Foo.

By the end of this year he plans to bring on board 3-5 focus manage partners. “When I say manage partners, we manage them directly but they still buy from the distributors. I think there is head room for a few more,” Foo says.

In the month of May Brocade did a major shake-up of its sales team and McGrath and Foo came on board, and Edgar Dias, APAC Enterprise Sales Director, Brocade, was put in charge of the Indian Affairs. “It is important to put in a leader who knows the market, the technology, someone who is from an IP industry. He is helping me now to put more focus on the region and is also bring-ing forth a lot of fresh ideas and new talents, and different approach for engaging in the country: engaging in partners and customers. I think that’s really crucial and as we move on I look forward to even more engagements and executions of some of the initiative we have put together in the last

few months.” The major tweak in Indian strategy has been

done on “focus”: how to go about partnering, have collaborative plan for partners, how to get them into the segment, where that segment lies, and who are the hot partners and players within that segment. Foo informs that an aggressive plan has been chalked out to go after such segments.

“At this stage I am looking at quality vs. quan-tity. And as we implement the plan and as our addressable market gets wider, we will obviously we need more coverage and it will be then that we will introduce more key partners,” explains Foo.

Video Surveillance In the area of Video surveillance Brocade is work-ing with specific companies like casinos in Macao and Singapore where video surveillance is obvi-ously inn big demand. As far as its GTM strategy goes its focus will be on set of partners who can integrate cameras, software, networking and full bundled solution and they gain on the ground floor of a new build. “We are currently evaluating companies and will be investing more on video surveillance because we have a good fit of tech-nology, good relationships with the companies which have decision making power. We will add this to our list of sub-segments and not the big four (healthcare, education, service providers and

government) but we have sub set market places smaller in size where we will fit.” And storage networking will be provided mostly by the OEM partners.

Finally Having recently taken over the helms of channel market McGrath feels that the one shouldn’t make changes for the sake of changes. “It is important not to make changes for the sake of changes. I think the fundamentals of the program are good and strong.” For him the tweaks will be around rewarding people for the right behavior. Right now some of the programs are general in nature and he wants them to be more specific and pro-vide a higher level of reward for the value they are looking for. “In the coming days Brocade, McGrath informs, will be investing more on future technology platform to support the Ethernet fabric hence there will be different form factors, different size of boxes, different expandability and scalability as the core functionality in VCS. At present inn VCS they do not have layer three but in the future it will have layer three. In the next couple of months new add-ons to the product line will be announced to enhance the attractiveness of VCS. (The Author was invested by the company to attend their chan-nel event at China)

“Brocade will be investing more on future technology platform to support the Ethernet fabric.”REGAN MCGRATH, VP, GLOBAL CHANNEL SALES AND MARKETING, BROCADE

“By the end of this year we plan to bring on board 3-5 focus manage

partners.”CHARLIE FOO, VP AND MD, APAC, BROCADE


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REVISITING NETWORKING MARKETHP Networking previously known as HP ProCurve, has done a lot of progress in terms of adding capability by acquiring 3Com order to offer tightly integrated better solutions to the costumers. However, the market slow down has spoiled the party for the company’s progress in the market.

Today, networking is considered as the key element in every aspects of IT industry which allows shar-ing of information and resources via communication channels. HP

networking today addresses different market verticals across all the market sizes and segments. Earlier HP Pro Curve was very much a player in the data center space but after HP acquired 3Com, the company plays across the length and breadth of the market - right in the heart of the data center to the distribution layers, branches etc. HP’s data center offering is very powerful because it comprises of hardware, server, storage, security, etc.

With the vision of delivering comprehensive solutions, HP bring converged infrastructure. Prakash Krishnamoorthy, Director, HP Network-ing India, comments, “We basically play in the data center, campus networks, branches and small and medium markets – virtually in the entire segment.”

Apart from its core offerings of switching and routing for all the markets, the company also has a security portfolio, VoIP products through indus-try tie ups. The tie ups called AllianceOne, which enables all the best of the breed products across industries get integrated into the HP networking infrastructure and HP manages them as single

company infrastructure. “We have a similar tie ups with Microsoft and Avaya. So our portfolios plays into all these segments switching, routing, UC, security, load balancers and all these kinds of value added segments when you look at the HP networking portfolio and the AllianceOne port-folio,” says Krishnamoorthy.

The company believes that AllianceOne port-folio is a very powerful tool, because from solu-tion prospective the best of the breed solutions will always come from an industry innovator. “Riverbed is no.1 company in load of applica-tion accelerator but it restricts customer from dealing with ten different people because it offers overall infrastructure. In case of HP Net-working they not only get the best infrastruc-ture in switching, routing and security they have the option of getting solutions from Avaya or Riverbed or even Microsoft, so it is very unique kind of a solution that we are bringing to the market place in comparison to other competi-tors,” Krishnamoorthy maintains.

HP helps AllianceOne Partners to deliver solutions based on custom requirements and if they don’t partner with HP, they might be out of the breed as they will not be able to go there as an individual company. Krishnamoorthy says, “We have all top SI partners of the country and we treat our own services team also as an SI. We

also treat all the SI partners as equals includ-ing our own arms and we are able to manage it pretty well.”

When an IT deployment happens, it takes application and infrastructure, which comprises server, storage and networking and middleware. As per Krishnamoorthy, the major competition does not have the complete portfolio. If Cisco is one of the major competitions, it has only the networking piece and now they have come out with the server blade, but they still don’t have the storage yet. Krishnamoorthy states, “We have not only the networking piece, we have the server piece, storage space and on top of all we have management platform that ties all of these together, we can control the server and its deployment, virtualized servers and its deploy-ment, virtualized storage and its deployment and virtualized network and its deployment, so HP solutions deployment happens in minutes as compare to other vendors whose solutions hap-pens in weeks and months.”

He further adds, “The glue that ties all of these together is the solution building capability of the company that encompasses application, infra-structure, management software and services and HP is the only true end to end company in the market place.”

As partners are an intrinsic part of every

BY APARAJITA [email protected]


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organization, they have to be well informed and empowered so that the vendors can extend their reach to the end-customers. HP has an aggressive training and certification program for partners to make them as good as the vendor itself so that they can articulate the values to the end custom-ers. HP has launched a global programme called ExpertOne to provide hands-on training to the partners. The company makes sure that the part-ners are able to articulate the same infrastructure messaging to their end customers. However, it is a great challenge for HP to expect the harmonic performance across the partners because here the

company is not dealing with one organization, there are many businesses. Krishnamoorthy says, “We are working very aggressively and dedicat-edly on the part of that partner community and we are seeing the effects of that.”

Basically, ExpertOne program is targeted at those partners who are doing ESS business with HP and when these partners are doing ESSN busi-ness, they should be well trained and certified for the N piece.

Basically ExpertOne is for the Converged Infrastructure partners of HP. These partners are 30-40 in number across the country. For example TCS, Wipro, HCL, TE, HCL and AGC all of them are considered AllianceOne Converged Infra-structure Partners, who are high end in nature. But there are the people who have been histori-cally doing the server and storage business with HP and now they have started positioning the networks also, as a logical choice. There are close to 120 channels partners across the country from HP Networking stand point.

From market perspective, HP Networking is very much present in SMEs against the notion that their strength lies in large enterprises only. The company has particular solution packages to address the SME market. The other differentiation of HP is its service offering. Krishnamoorthy says, “We offer service support to the end customers

ourselves, we don’t offer the support through part-ners like all the other networking companies. We basically focus on the customers and will do any-thing to keep the customers happy and satisfied.”

Today, HP Networking is addressing a large number of SMEs therefore there is a need for more partners. But HP Networking does not wnat enhance the number so soon, as it believes in tap-ping quality partners and not quantity. Partners should be well trained and certified so that they can gain the capability of dealing with custom-ers which is considered as the priority factor. Krishnamoorthy maintains, “We could have a bigger reach but reach does not always mean that problems will not be there, if we do this without basic ingredients then this will lead to customers’ dissatisfaction. It is better to have a limited set of partners who are well trained and who can take care of the customers’ issues.”

Finally…HP Networking overall is doing well, as custom-ers’ adoption of HP Networking is picking up. This is a very good trend for the company. According to the global survey conducted by BareD Consult-ing, 75% of the customers started getting HP Net-working to the table, 49% have started shortlisting them for the final thing and 22% say that HP Networking is winning compared to others.

“We basically focus on the customers and will do anything to keep the customers happy and satisfied.”PRAKASH KRISH-NAMOORTHY, DIRECTOR, HP NETWORKING, INDIA.


55

LEADERS CORNER

Leaders corner_HP.indd 55 18/08/12 8:27 AM

Reaction of the industry to any situation is very typical. While some create hue and cry about the market slow down, others see it as an opportunity. So does Xerox.

BY NEIL D’SOUZA [email protected]

So Xerox’s strategy is to strengthen its solutions for end customers which help them bring profit-ability to the partners as well as to the company itself. Therefore, Tuteja strongly believes that if they have the right solutions for the end customer with the right sort of products’ mix that will help them grow profits and bring savings to the end customers.

For over a year, Xerox has been strengthening its channel value proposition which helps the company to improve its profitability, as well as its market engagement. “If you increase your sales then you can get more gross profit for the orga-nization,” he adds. “Now the good thing for us is that in past 12 to 15 months we have been grow-ing quite well in the market place. We have had a growth in our business as well which is helping us to engage with the channel partners and they are also reciprocating by investing more in Xerox business there by proving better solution for the end customer.”

The impression in the market place is that Xerox’s solutions are more suited to the corpo-rates. But Xerox is also prevalent in SMB space because this market is going to grow in the coming years. As part of its overall strategy, the company is covering the top 200 cities across India where the SME/SMBs are the biggest opportunities.

Xerox is also very strong in printing services. Even though Tuteja is not responsible for services arm of Xerox however he maintains, “We have to understand what really the printing is, and it is all about communication. It is important to ensure that the wasteful printing should not happen

SLOWDOWN IS ANOPPORTUNITY

Rupee has depreciated about 25% for the last three months which has caused a stiff rise in prices across the commodities but Xerox has fortified its solutions for the

customers as well as strengthened its channel value propositions.

Vipin Tuteja, Executive Director, Technology, Channel and International Business, Xerox India, says, “We do see this as an opportunity to bring the cost efficiencies and the savings for organiza-tions. Every organization wants to cut down on wasteful expenditure but surely they would like to invest on useful ways to improve their pro-ductivity and increase efficiencies. So this is an opportunity.”

Xerox is also under severe pressures due to rise of dollar price. It is impacting the bottom line. Although the company has raised the price yet is not able to fully mitigate the impact. If one looks at last month, the rupee has been depreciated almost about 25% which has resulted in increase in cost.

Besides the issue of dollar price appreciation, the growth of digital documents, digital players and smart phones also pose challenge against the growth of printers and MFDs. But Tuteja is unfazed with this advancement. According to him, both of them are complementary to each other. Digitization means that you are storing the information and it has to be retrieved. When it gets retrieved, it is obviously in a print format. So it goes hand in hand. It is very much complimen-tary and both of them help each other.

Year of

Operation in

India

: 29 years. Started as Modi

Xerox in 1983

Head Quarter

in India

: Gurgaon, Haryana

Key people : Rajat Jain, MD; Vipin

Tuteja, Executive Director,

Technology, Channels and

International Business;

Vishal Awal, Executive

Director, Services, Xerox

South Asia; Vivek Chandel,

Executive Director, Marketing;

Manmohan Kalsy, Executive

Director, Human Resource

Geographic

Presence

: Strong presence in over 25

towns, with focus on top 200

cities

Number of

partners

: Over 1000 Xerox partners

nationally

Key Products

and Solution

: Printers, Scanners, Copiers,

Digital printing equipments,

Digital printing applications,

Document management

Services

Website : www.xerox.com/index/enin.

html

FACTS ABOUT


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XEROX SME BIZ

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along with high growth vertical market including banking, financial sector, insurance, pharmaceu-tical manufacturing and government, SME seg-ment is considered to be a highly focussed market for the company.

From the product differentiation perspective, Xerox boasts about its design, which is different from the competition from the perspective of green aspect, user friendliness and ergonomics, etc. The company also produces the consumables which are also believed to be absolutely green and provide much better print quality. Xerox’s Digital Production Technology reduces the potential for wasted paper due to excess inventory by making it economical to print books and brochures as they are ordered. Similarly, Xerox’s Emulsion Aggrega-tion Toner (EA Toner) is a breakthrough technol-ogy that offers an estimated 20% energy savings per printed page vs. conventional dry ink toner. The company has also Solid Ink Technology, which produce up to 90% less printing waste and use up to 30% less LifeCycle Energy than compa-rable laser printers. Apart from this, the company also offers ColorQube technology which has liquid ink with it and provides printouts at much more economic rate.

In order to propagate the technology superior-ity, Xerox pursues various marketing initiatives for its partners and customers. Tuteja says, “Depend-ing on who are the end customers and what sort of geography they are operating, we customize marketing program. We talk to the partners, we understand where they would like to invest, what sort of customers and verticals are they focusing on. Then we plan marketing events… it could be an event, local advertising, local hoarding, which they want to do or they would want to run a program to call x no of customers over a certain number of days and gets some leads etc. and then follow it up. It is all dependent upon each and every partner.”

Particularly for 2012-13, the company has planned various partner events. Recently they had one partner event in North East where the part-ners had called certain number of customers and some presentations were given and the partners had showcased their strength. Similarly, there are partner events coming up almost on monthly basis across India.

Finally…With an intention of growing faster than the market, Xerox wants to increase its sales and ser-vice partners from 100 to 130 by the end of this year. Tuteja strongly believes that Xerox has the right solutions set for the customers and its part-ners are going to grow in the tough time and it will lead to the growth of Xerox.

VIPIN TUTEJA EXECUTIVE DIRECTOR,

TECHNOLOGY, CHANNEL AND

INTERNATIONAL BUSINESS, XEROX

INDIA

DO YOU SAY PARTNERS OF XEROX ARE MORE PROFITABLE THAN THE PARTNERS OF OTHER BRANDS?We would like to believe that. The feedback we are getting from our partners is that

they do value Xerox as a business partner and they do see this business has increased

their profitability over a period of time.

WHEN OTHER BRANDS ARE VISIBLE IN THE MARKET IN TERMS OF LAUNCHING PRODUCTS VERY OFTEN, SAME CAN’T BE SAID FOR XEROX?I think it depends on every organization’s business model. Some may want to focus

more on certain kinds of products but some may not do so. Xerox believes in solution-

oriented approach not in box selling. So we don’t just go and put certain amount of

equipment in the channels place, we also look at what the end customers’ require-

ments are. Accordingly we train our channel to go and sell the equipment. If you see

quarter over quarter, and since last year, we are growing in the colour space. So I think

it all depends upon what sort of business you are adopting to go into the market.

FINAL QUESTION

and it should be done in a most efficient manner which is where our solutions help the end cus-tomers in reducing cost by optimizing the print-ing environment as well as the printing process. So what we do is we actually map out the overall printing requirement of an organization.”

It is not only about how many equipment are deployed but also about how to provide an analy-sis or MIS to the users in terms of how the printer is being used within the organization. It means what has been printed by every department or each individual, are printed in the right way.

So Xerox’s overall approach is that of a solution,

so right from the smallest of the customers to the biggest corporate, Xerox has a similar approach. As per Tuteja none of Xerox’s partners are trained to do box selling. The partners look at how effi-ciently the end customers are able to deploy the printing solution so that they have the right prod-uct and have the right savings coming in from that product.

Today, Xerox has about 11% market share in the channel business market and the company is aiming to grow over a period of time. From the overall geographic reach prospective, the Xerox products are selling in the top 200 cities. And


57

XEROX SME BIZ

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SME segment plays a vital role in fuelling India’s growth, still it does not receive the amount of focus that it deserves. Hence, to bring forth SMEs to the center stage by

providing them with insights to help them grow, SME Channels in collaboration with PHD Cham-ber organized a seminar entitled, “Affordable ICT solutions for MSMEs”.

The main objective of this seminar was to create

awareness among SMEs in regard to the affordable ICT solution. ICT is one of the important tools for this sector to help it grow but their issue is acquir-ing ICT solutions. Presided by C.K. Mishra, Joint Secretary, Ministry of MSME, Govt. of India, said, “The recent economic slowdown has witnessed the potential of MSME sector, this sector can be catalyst to grow the Indian economy.”

Senior VP, PHD Chamber, said, “Millions of people live in poverty and in order to eliminate

this poverty we need to jump start, we need some fresh thinking and SME will remain backbone and ICT is the way forward.”

He further added, “MSME segment helps to generate not only employment but also revenue and industrial growth.”

Chairman of PHD Chamber, said, “We have a humongous number of SMEs in India: 27 million enterprises with 70 million people. The govern-ment too took the necessary steps and came out

SME Channels and PHD Chamber together organized a seminar to address the complex issues related to small and medium sized businesses. This seminar created awareness about the affordable ICT solutions among MSMEs.


“AFFORDABLE ICT SOLUTIONS CAN DRIVE GROWTH IN SMEs”

From right to left Dr J S Juneja Chairman, Taskforce on MSME PHD Chamber, Mr. Sanjeev

Mohapatra, Publisher, SME Channels, Mr Suman Jyoti Khaitan, Vice President, PHD Chamber,

Mr.Vishwanath, Co Chairman -Taskforce on MSME PHD Chamber, Shri C K Mishra, Joint Secretary

(Ministry of MSME), Government of India, Dr.HP Kumar, CMD, NSIC, lighting the auspicious lamp


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FEATUREON THE EVENT

Events.indd 59 18/08/12 8:29 AM

with 10 point programmes for the competitive-ness of SMEs, four to five years ago.”

Addressing the gathering, Dr. H.P. Kumar, MD, NSIC, said, “We have tried to work out a solution to help small organizations generate new custom-ers and address other aspects related to marketing.”

Marketing activities comprises of various seg-ments like display of the products in showroom or exhibition, second one is payment mechanism in which people place the order and pay for the product, the third one is distribution system, the fourth is servicing the customers, and last but not the least is brand because generating goodwill for the brand is very important.

He added, “As micro enterprises do not have ICT tool to upgrade their product, it is difficult for them to set up their own portals. In order to support them, NSIC has developed an integrated portal comprising of all the B2B and B2C features with the aim to provide the platform to those micro and small enterprises which do not have the infrastructure or resources to develop their own portal. Kumar maintained, “They can utilize the service available through this portal and can complete their entire marketing functions also.”

Insights on SME productsThe event also saw deliberation on various solu-tions required for the SMEs. Spokespersons from HP, Checkpoint, QNAP, NComputing, Epson and Netgear spoke in lengths about their solutions for small businesses and Delhi based leading channel partner - TelExcell demonstrated its products.

HP being the largest provider of information

technology infrastructure, software services and solutions started its deliberation highlighting how the company is unique with all solutions in the basks including PCs, laptop, printers, servers, storage, networking and high-end of computing software.

Himanshu Gupta, National Sales Manager, ESSN Channels, HP, said, “Software plays a very important role in making technology more user friendly and more relevant to the customers. Second is service which is the most crucial ele-ment for HP’s customers because it wraps around the products and software and takes care of the customers’ problems. The versatile portfolio of products, software, services all together make cus-tomers turn their challenges into opportunities; it helps them to tackle the complexities of the today’s IT world.”

Highlighting the importance of HP’s con-verged systems and data centers, he said that HP platforms are 95% energy efficient. These are pre-packaged solutions. The company has also acquired two important companies including Autonomy and Vertica in the areas of information management and enterprise database software which to build application systems in the new era of cloud computing, big data and mobility.

He maintained, “Enterprise group of HP caters to its customer across industries from the smallest of the micro and medium sized companies to the highest enterprises, so SME is no different than an enterprise because every business is critical to its owners, to the IT department and all solutions of HP on the servers, storage, networking, etc. is the

right landscape for the SMEs.” According to Himanshu, there are three differ-

ent innovative R&D activities that HP has under-taken to make the solution more relevant for the customers. These are Project Moonshot, Project Odyssey and Project Voyager to ensure that they bring lot of innovation to the global customer. Project Moonshot is about hyper scale comput-ing and very low energy servers and space saving. Similarly, Project Odyssey is to redefine the future of mission-critical computing with a development roadmap that will unify UNIX and x86 server architectures to bring industry-leading availabil-ity, increased performance and uncompromising client choice to a single platform. Finally, Project Voyager redefines data center expectations and the economies and ProLiant Generation 8 server is considered as the first successful product. And, all are relevant to the SMEs. He also touched upon HP storage solutions for mid customers highlight-ing LeftHand P400 SAN solutions.

Yogendra Lakra, Regional Head (North), NComputing, brought out common challenges faced by the SMEs from the computing point of view. He said, “For small businesses, power consumption is one of the major concerns, because typically the desktop would work on 100-200 watts. So, NComputing has discovered the virtualization solution which consumes less energy, cost effective, rugged and easy to maintain. NComputing products consume 90% less electric-ity. There are two parts of NComputing products one is device and another is software. The software helps to virtualize all applications and after all the

“SME is no different than an enterprise because every business is critical to its owners, to the IT department, and all solutions of HP on the servers, storage, networking, etc. is the right landscape for the SMEs.”HIMANSHU GUPTA, National Sales

Manager, ESSN Channels, HP

“For small businesses, power consumption is one of the major concerns, because typically the desktop would work on 100-200 watts.”YOGENDRA LAKRA, Regional Head (North),

NComputing

“We have high resolution ultra-fast scanning solution with 4600 to 9800 dpi, which can scan 3D objects.”AMIT SEHGAL, Corporate Head (North),

Epson


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FEATURE ON THE EVENT

Events.indd 60 18/08/12 8:29 AM

applications are virtualized, devices are connected to the host computers or server. The key benefit of the company is to save UPS cost and the mainte-nance of UPS cost.”

NComptuing products are different from each other based on how they are connected to the host computer or server, it can be normal LAN or USB connectivity. Highlighting the success of the company, Yogendra maintained, “In Andhra Pradesh government education sector, we have 52000 NComputing seats. ESIC is a government organization, we have deployed 300 NComputing devices across 200 locations and all the branches of ESIC are connected to the data center in Delhi and it is the India’s biggest cloud in the govern-ment sector.”

Globally 30 lakh users have deployed NCom-puting solutions and in India it is 7 lakh within 4 years, which means the SMEs are getting great mileage out of the solution.

To ensure affordable printing solutions to SMB, Epson brings digital copier, network printing, color scanning and fax features. Epson’s K series monochrome inkjet printers and single function All-In-One printers cater to all requirements. These printers offer very low running cost of 60 paisa per page. Besides these printers offer low power consumption, Ethernet networking, one touch photo copy and scanning. The cartridge cost is also less and consumers just about 18 watts of power.

The company’s original ink tank printers comes with the speed of 27 ppm with 5760 dpi resolution and the per page would cost 10 paisa in black and

white, and 20 paisa in color. Amit Sehgal, Cor-porate Head North, Epson, said, “We have high resolution ultra-fast scanning solution with 4600 to 9800 dpi, which can scan 3D objects.”

To deliver ease of use networking solutions to the SMB segment, Netgear has launched R6300 Wi-Fi router, which offers connectivity speed of 1.3 Gig/S. This router is specially designed for the people on the move. It helps users to be connected to the office storage through mobile phone. The company has also developed surveillance cameras and wireless solutions which work without power adapter. The cameras work on a flexible mode using the controller and provides flexible wire-less solution anywhere on the go and are priced around Rs.12,000.

For SMB, the company offers 180 terabyte of storage solution and it starts from 2 terabyte to 180 terabyte which actually goes from small organization to 500 people organization. Sub-hodeep Bhatacharya, Regional Director, Netgear India and SAARC, said, “We have launched 75 new switches focused on SMBs which have got all combination from 4 port Ethernet to 48 port core 10 Gig solutions. In security we have launched the UTM and XTM devices and we have no aspira-tions to get into the enterprise.”

He further added, “We have more than 3000 partners in the country in 64 locations with indus-try leading solutions, for switching we have got life time warranty, for storage it is 5 years.”

SME segment for Check Point is becoming very interesting business. This segment basically got impacted by the proliferation of smart phones

and gadgets. The trends in the SME space are to have the aspirations of best of the world security in their small or medium size of branches or offices for securely doing the transaction. Ramandeep Singh Walia, Head – System Engineering Group, Check Point Software Technologies, said, “Check Point has understood the actual threat landscape which is prevailing and have lunched the service driven model which takes care of all business needs and sizes in the SMB space ranging from 5 user small set up to 150 user business.”

He further added, “We offer security services like firewall, VPN, URL filtering and productivity for employees. The entire gamut of security in the gateway would come in 38 dollars per month that is Rs.2000. So Check Point is world wide security leader and its solution does not require any hard-ware investment.”

In the end, being a storage manufacturing company in India, QNAP offer products for home segment, SOHO segment, SMB segment and enterprise. Sanjay Biswal, QNAP, highlighted on the Gartner report which says that QNAP is No.1 in mid-range NAS solutions - below 5000 catego-ries. He demonstrated the latest products from the company include 10 gigabyte solutions, which are VMware and Citrix ready; and also Qmobile fea-ture which managing NAS from anywhere.

Finally…It may not be end of all issues for the SMEs but is surely a beginning or an addition to the discus-sion as to how to make the SMEs more efficient in terms of productivity.

“We have launched 75 new switches focused on SMBs which have got all combination from 4 port Ethernet to 48 port core 10 Gig solutions.”SUBHODEEP BHATACHARYA, Regional

Director, Netgear India and SAARC

“Check Point has launched the service driven model to take care of all business needs and sizes in the SMB space ranging from a 5 user set up to 150 user business.”RAMANDEEP SINGH WALIA, Head (System

Engineering Group), Check Point Software

Technologies

“QNAP is No.1 in mid-range NAS solutions - below 5000 categories. Our products are VMware and Citrix ready and anyone with Qmobile can manage NAS from anywhere.”SANJAY BISWAL, QNAP


61

FEATUREON THE EVENT

Events.indd 61 18/08/12 8:29 AM

EMERSON LIBERT ITA 16-20kVA UPS is a fully-fea-tured scalable UPS designed to provide long backup time for small computer rooms and network equipment. Using true on-line double conversion UPS technology, this UPS provides high efficiency and reliability with 0.9/0.8 output power factor that can power 10-30% more load than other ordinary UPS. This UPS offers flexibility with parallel con-figuration and extended backup time with external battery cabinets.

As per our evaluation, with deep black colour, the UPS is is heavy and solid with >18KG weight. There are two types of inputs -maximum and bypass. In the maximum part, it offers 380/ 400/416 SE with 36 AMP maximum and 50-60 Hz. Bypass offers inputs of 220/230/240 SE with 90AMP maximum. According to these inputs, we get the output of 220/230/240 80AMP maximum, 380/400/416 30 AMP maximum.

As a result, a small office backup factor can easily be maintained by this single UPS. It can take the load of more than 30 desktops and more than 100 laptops, which can run at a time with backup power of 6-7 hours as battery is in 432 volt with 67 AMP.

The load up to 16 kVA and 20kVA can be assigned to this UPS because the MCB for both mainlines are available.

The supply source can be both 2-phase and 3-phase. The battery cold triggering facility is also available in this UPS. If the battery is lower than the required charge, we can still run the UPS with the triggering button of the UPS.

In the display panel, the setting can be done for input, output and load. It can even be programmed from the pro-gramme panel. It can also be edited and added. All the func-tionalities of the UPS come with MCB facility. For example, battery mode MCB, AC mode MCB and even bypass mode MCB. Finally, it has the secure surge system to protect the vital connections immune from sparking or lightening.

FEATURESn Small Size with High Power Density,

0.9 output P.F.

n Self-Adaptive for 1/3 Phase Power

Network

n Rack / Tower Installation, Flexible

with Site Condition

n Low Foot Print, 2 U Rack Height

n Built in N+1 Parallel Redundancy and

Load Bus Synchronization Available

n Flexible Battery Setting with Long

Backup

n Compatible with Generator

n Intelligent Monitoring and N/W

Management

n CE and ROHS Compliant

PRICEINR 2,25,000/-

WARRANTY2 years

CONTACTToll Free: 1-800-209-6070, Email: mar-

[email protected] , Website:

www.emersonnetworkpower.com

OVERALL RATING

BY MANAS RANJAN / SATYA SAGAR [email protected]

SYNOLOGY DISKSTATION DS1812+

offers a high-performance, scalable, and full-

featured network attached storage solution

that meets the needs of small and medium-

sized businesses that require an efficient

way to centralize data protection, simplify

data management, and rapidly scale storage

capacity with minimal time spent on setup and

management.

This system is based on Intel board with

dual core 2.13 GHz processor and second

edition version. It comes with single SMPS of

130Watt, which gives power to the internal

components and HDDs. There are 8 slots for

HDDs with external manual locking. The bios

system has inbuilt Linux administrator with

compatibility of 512 virtual memory. Besides, it

has two USB 3.0 Port, four USB 2.0 Ports and

two eSATA Ports. It has 2 120x120mm system

fans which can be easily replaced. It has two

slots of RAM and can be expanded upto 3GB

with only 32 bit OS. It also comes with a single

GPU.

With 8 bay design it can offer maximum

capacity of 32TB (8X 4TB HDD). Of course

the capacity could vary by RAID types. The

external manual locking system allows the

HDDs to be hot swappable.

Further, it is ideal for SME and SMB

businesses not only as a NAS box but also

becomes a multi-media server. It also supports

wireless dongles for the convenience of very

small organizations. And, its specialization

is low energy consumption yielding better

performance.

n Price: Rs. 105, 000, Warranty: 3 year, Contact: Laney Shen, Synology Incorpo-rated, , Email: [email protected]

SYNOLOGY DS1812+ NAS SERVER

EMERSON LIBERT ITA 16-20KVA UPS


62

REVIEWPRODUCT

Products pages.indd 62 18/08/12 8:29 AM

Advts.indd 17 17/08/12 9:47 PM

STRONTIUM

TRANSCEND

STRONTIUM HAWK SOLID state drives come from Hynix with Strontium branding and after sales support. These drives are based on SandForce’s SF2281 controller and SK Hynix flash. The drives are meant to be an upgrade option for consumers who are looking to buy new laptop or desktop. With over 500MB/s of read and write perfor-mance, the HAWK SSD will make Mac Books and PCs run faster the company claimed. In addition, SSDs feature enhanced durability, shock-proof, silent operation and are more reliable as compared to traditional hard drives.

Strontium HAWK SSD simply makes the computer more responsive than ever claimed the company. With quicker boot up and shorter lead time in applications loading, it will definitely enhance your daily productivity and ensure your system takes flight to the next level.

n Price: Rs.12,999 for 240GB, Warranty: 3-Year, Contact: Piyuesh Pandey, Strontium Technology India Pvt. Ltd., Email: [email protected]

STRONTIUM HAWK SSD

TRANSCEND SATA III 6GB/S SSD TRANSCEND’S NEW 2.5” SSD320 SSD features the latest SATA III 6Gb/s interface and second generation SandForce SF-2281 controller. Targeting the users seeking to upgrade to the superior performance and reliability of solid-state technology at a competitive price, the SSD320 provides ultra-fast sequential read/write speeds of up to 560MB/530MB per second and maximum 4k random file writes of 87,000 IO/S. It allows the budget-conscious computer enthusiasts and gamers to take their system to the next level. Moreover, built-in ECC (Error Correction Code) and wear-levelling technology ensures reliable data transfer and overall system integrity.

With up to 560MB/s sequential transfer speeds and up to 93,000 IOPS 4k random file writes, the SATA III 6Gb/s SSD720 delivers incredibly short load times and near instant response for heavy graphics and multimedia applications. Owing to its industry-standard 2.5” form factor and super slim thickness of 7mm, Transcend’s SSD320 allows straightforward user installation in notebook computers, mainstream PCs, and today’s high-end Ultrabooks.

n Price: Rs. 12,600/-approx. for 256GB, Warranty: Limited Lifetime, Contact: Supertron, E-42, Basement (back entry), Kalkaji, New Delhi – 110019, Tel: 033-22131221/23

WINKNET

WINKNET 3G POCKET WI-FI ROUTERTARGETED AT THE young professionals who are always on the move, Winknet’s next generation MF50 3G Pocket Wi-Fi Router allows them to easily remain connected and be socially active anytime, anywhere through various access devices. As it is a High Speed Packet Access (HSPA) USB Modem with a LCD display, it provides high speed internet with the USB interface of a computer or Wi-Fi to the users. It works with GPRS/EDGE/WCDMA/HSPA and is multi-mode wireless terminal for SOHO and business professionals. It allows mul-tiple users to connect up to 10 devices simultaneously.

It has an inbuilt signal booster with an download speed of 14.4 Mbps and an upload speed of 5.76Mbps. Weighing at just 80 gms, the bar shaped sleek device with slim and compact design makes it extremely convenient to carry and use. With simple user-friendly web-based interface, easy installation and activation, switch on and start surfing as the higher spectrum efficiency make users to connect and share wifi with upto 10 consumers. With its powerful 1500mAh, the device has an expandable memory of upto 32GB for consumers to stay connected.

n Price: Rs.5, 800/-, Warranty: 1-Year, Contact: Gaurav Bali, Email: [email protected]


64

NEW ARRIVALSPRODUCT

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Advts.indd 8 17/08/12 9:44 PM


66

ANAND NAIKManaging Director- Sales, India and

SAARC, Symantec

BRIEF PROFILE

Before this position, Anand Naik

was the director, Technology Sales,

India and SAARC, and director, Sales

for West Region, Symantec. Anand

has spent over 19 years in the IT

industry and brings deep expertise

in transforming customers’ business

challenges into solutions that contribute

to immediate and long-term success

for IT deployments. During his time at

Symantec, Anand has held a number

of sales, consulting and pre-sales roles

across different market and product

portfolios. Prior to joining Symantec,

Anand was with IBM as head of the

Solution Architects team where he was

responsible for developing strategic

sales, architecture and technical

leadership for IBM’s Global System

Integrators (SI) through a team of

solution architects based in India with

responsibilities across global markets.

As cloud services see increased demand among the small and medium businesses (SMEs), there has been a steady increase in the number of channel partners offering cloud solutions.

CLOUD - GAINING POPULARITY AMONG PARTNERS

THE ADVENT of new technologies like cloud, virtualization and mobility devices has played a key role in influencing the 2012 outlook for channel partners. Both large and small businesses are increas-ingly realizing that technology like cloud computing enables them to attain higher operational efficiency, while also being cost effective. The small and medium businesses in particular have displayed active interest in adopting this technology to boost their existing IT infrastructure while staying within their IT budgets.Cloud computing today has captured the attention of organizations of all sizes alike, as a technology that offers lower operational expenses, scalability and mobility among other benefits. SMBs in particular, are increasingly aware of emerging technologies, as they struggle to secure their IT infrastructure and better manage their data and storage needs. As cloud services see increased demand among the SMEs, there has been a steady increase in the number of channel partners offering cloud solutions. According to a recent study by AMI Partners, the total number of Indian SME channel partners has increased by nearly 10% in the past year, whereas the number of cloud channel partners has increased by approximately 35%. However partners must realize that as cloud is a new technology demanding adequate knowledge and expertise from the users, their customers can be hesi-tant to adopt the technology due to a lack of under-standing on adoption and installation. According to the findings of the 2011 Symantec Virtualization and Evolution to the Cloud Survey: 43 % of CFOs who are implementing hybrid/private clouds are less than “somewhat open” to moving business-critical applica-tions into those environments. In such a scenario, the quality of solutions offered and post-sales support are crucial factors in the decision making process. How can partners inspire trust and confidence in their customers to move their critical applications and sensitive data to the cloud? Partners can share the following recommendations with their custom-ers to help them achieve seamless adoption of the

technology:• Choosing a specialist vendor: A thorough research on the service provider’s reputation and how long they have been offering cloud services are good indicators of their reliability. • Understanding security: Every organization’s secu-rity needs and expectations are different so it’s impor-tant to understand how the vendor can meet those needs. Such a dynamic threat landscape requires SMBs to check their vendor’s references and investi-gate case studies with similar organizations. • Data back-up and Disaster Recovery: It is impor-tant to know how the cloud provider backs up data and accordingly have a contingency plan to move data to another provider whenever necessary. They need to be aware of the retention policy followed by the pro-vider is periodically tested for DR purposes.• Drafting clear SLA: The SLAs must be drafted with the contractual language precisely enunciating how the data is stored, secured and accessed with clear financial penalties for underperformance. • Evaluating customer service: With minimal IT ser-vices and support at their disposal, SMBs would need to evaluate whether the provider’s customer service divisions are staffed with cloud specialists, who are available 24x7 to meet any doubts and queries that may arise in day-to-day operations.• Conducting trials: it is easy to deploy free trials, as most vendors offer this to prospective customers to boost their confidence in its usage. Starting with small trials, SMBs must feel confident about retrieving their data conveniently in times of disasters. Once they are satisfied, the trials can be expanded to include confi-dential data and other critical systems. While cloud computing will definitely drive business growth and lower costs, the related security concerns are a barrier to its adoption. Moving to the cloud is not as worrisome as it may seem. The partners have a crucial role in helping their customers move to the cloud. Timely support and advice can ensure that the customers can adopt cloud in a comfortable manner and are confident while making the decision.

SECURITY CORNER

Security Corner- Anand Naik of Symantec.indd 66 18/08/12 8:29 AM

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