October 14

HP to Split Again, Cut Jobs /08

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Advts.indd 1 21-10-2014 11:38:26

Dell Launches ‘Celebrate Dell Se’ /12


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VOLUME 05 | ISSUE 08 | PAGES 44 | OCTOBER 2014 | RS. 20/-

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SPLITSVILLEEDITORIAL

KARMA [email protected]

SMALL IS BEAUTIFUL; or rather convenient so agrees the technology vendors in the market. For them big has become synonymous with unmanageability in the every changing technology landscape. It’s all becoming a question of the survival of the fittest and vendors are realising it’s not possible with excess baggage.

Last month eBay announced its decision to spinoff its PayPal unit and now we hear HP and anti-virus company Symantec going down the same path. While HP wants to split into two firms one selling PCs and printers and other selling servers, networking, storage, software, services and other enterprise offerings; Symantec to split security and data business. The rationale being given is that it will help reduce the complexity that comes with running a company involved in different businesses.

Some consider the HP’s decision as déjà vu. A similar decision was taken by Léo Apotheker, the pre-decessor of the current CEO Meg Whitaker. But was sacked before he could execute it and Whitaker abandoned the plan. But now two companies will come into being -- Hewlett-Packard Enterprise and HP Inc. with Whitman leading the former.

So what will this mean for the market? For some vendors it’s a time to rejoice and capitalize on the gains this opportunity offers them. It will be sometime before the whole business is aligned and till then it might create a climate of uncertainty among the customers and channel partners. And this is where vendors like Lenovo and Dell have to gain. Lenovo already topping the PC vendors chart and the recent closure of its deal with IBM for x86 servers gives them a strong positioning in the market.

Considered pioneering antivirus software, Symantec which moved into information-storage busi-ness in 2005 has been going through a rough patch for the last couple of years and has also been facing challenges from security vendors like Palo Alto and FireEye. As per a report on the Wall Street Journal the Company plans to bring out security products on the line of offerings by FireEye and release it next spring.

In these latest rounds of splitsville it needs to be seen if by going smaller they will sizzle or fizzle.

Dell Inspiron 11 3000

MY EXPERIENCE

OVERALL RATING

SPECIFICATIONS

Comes with 4th generation Intel Core

processors and offers 500 GB of storage

capacity

FINAL WORDING

Ultraportable hybrid with good battery life

at an affordable price

SME CHAT /30

CA TECHNOLOGIES: ”SaaS...saviour in disguise for SMBs”

SME CHAT /38

Epicor: “Our vision for India is long term”

DELL INSPIRON 11 3000, offers one the flexibility of converting from a laptop to a tablet by its rotating hinge design.The Inspiron 11 3000 Series 2-in-1 features 4th generation Intel Core processors and offers 500 GB of storage capacity and comes at an affordable price. With 8+ hours of battery life, thin and lightweight design and high defi-nition audio with Waves MaxxAudio helps customers get value for their money. The Dell Inspiron 11 3000 Series 2-in-1 is available in India starting at INR 33990.

SME TREND /35

Citrix: Cashing in on mobility

SME CHANNELSOCTOBER 2014

4

Advts.indd 9 15/02/14 9:43 am

OCTCanon launches imageRUNNER 2002 for SMEs /25

Priced at Rs.50000, it gives space-saving and a lot of functionality including wireless printing, mobile printing, secure printing, etc.

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

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

SME Solutions ~~~~~~~~~~~~~~~~~~~~~~~ 25

SME Trends ~~~~~~~~~~~~~~~~~~~ 26, 34, 37

Guest Column ~~~~~~~~~~~~~~~~~~~~~~~ 32

Products ~~~~~~~~~~~~~~~~~~~~~~~~~~~~41

more inside

SME CHATRamco /28“Ramco ERP gives SMBs flex-ibility and vitality”Ramesh Babu K M, Chief Delivery Officer & Business Head

(ERP on Cloud), Ramco

CA TEchnologies /30“SaaS-based ITSM is a true saver in disguise for SMBs”Vic Mankotia, VP (solution strategy, APAC & Japan, CA TEchnologies

Hind Tele Services /36“Believe in Client Satisfac-tion”Gopa Kumar, Proprietor, Hind Tele Services, Faridabad

Epicor /38“Our vision for India is long term”Anish Kanaran, Channel Director (india, Middle East, Africa), Epicor

SME BIZNComputing /24Going Mobile

Citrix /35Cashing in on Mobility

Cyberoam /40No Confusion Any More

contentsVOLUME 05ISSUE 08 2014 Publisher: Sanjib Mohapatra

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Advts.indd 18 18/03/14 10:49 pm

HP to Split Again, Cut JobsHewlett-Packard has confirmed the speculations about the splitting of the company into two separate units. The company also confirmed its plan to cut another 5,000 jobs

and plans to divert the saved money for research and development.

Business analyst Horace Dediu tweeted “HP, eBay, Nokia, Motorola…splitting a business

is never a sign of prosperity.” The reasons seem clear enough; as Cantor Fitzgerald analysts Brian White and Isabel Zhu say, “The enterprise IT market is becoming

Symantec’s Board of Directors has unanimously approved a plan to separate the company into two, independent publicly traded companies: one business focused on security and one business focused on information management (IM).

Symantec’s decision to pursue a separation follows an extensive

business review of the company’s strategy and operational structure announced the press release. Creating two standalone businesses will allow each entity to maximize its respective growth opportunities and drive greater shareholder value.

“As the security and storage industries continue to change at

an accelerating pace, Symantec’s security and IM businesses each face unique market opportunities and challenges. It has become clear that winning in both security and information management requires distinct strategies, focused investments and go-¬-to market innovation,” said Michael A. Brown,

President and CEO, Symantec. “Separating Symantec into two, independent publicly traded com-panies will provide each business the flexibility and focus to drive growth and enhance shareholder value.”

Michael A. Brown will be the President and CEO of Symantec.

increasingly competitive and the PC market has been in a downturn since the iPad was unveiled in April. Given the challenges in managing a company the size of HP, the nega-tive, long-term secular trends in the PC market that discourage investor attention, we believe a separation makes sense.”

By the end of 2015, the HP of today will no longer exist; one unit will focus on servers, software and cloud technology, and the other will focus on the legacy computers and printers business. Hewlett-Packard Enterprise will be led by current CEO Meg Whitman; while HP Inc. would be led by Dion Weisler, the current executive vice president of HP’s printing and personal systems.

Whitman is reversing an earlier position that the company should remain a single enterprise. The current announcement comes as HP approaches the fourth year of its five-year turnaround plan. In an investor presentation on its website, HP has stated clearly that in addi-tion to the previously-announced 45,000 to 50,000 total employee reductions, HP will cut another 5,000 jobs.

Symantec to Pursue Separation


8

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PRODUCT | CHANNEL | CONSULTING | SERVICES

Socomec Unifies Four Business SolutionsChennai based Socomec Innovative Power Solu-tions Pvt. Ltd. (SIPSPL) has integrated all four business applications under its name to improve organization efficiency, to accelerate its growth in India, and for holistic developments.

Earlier Socomec Group had two entities in India i.e. Socomec India Pvt. Ltd., (SIPL) and Socomec Innovative Power Solutions Pvt. Ltd. (SIPSPL). Headquartered in Gurgaon, SIPL was responsible for manufacturing facility, Sales, Marketing and back office support for Energy Efficiency (EE), Power control and safety (PCS) business applications. And, head quartered in Chennai SIPSPL was promoting Critical Power (CP) and Solar Power (SP) business applications.

But, as per the new arrangement, which is effective from 1st September 2014, SIPSPL takes the responsibility of Sales, Marketing and back office support for Energy Efficiency (EE), Power control and safety (PCS) business applications along with its own responsibilities.

And, SIPL is only remained with manufactur-ing wide manufacturing of ranges of Load break switches, Manual changeover switches, Motor-ized changeover switches, Automatic Changeover Switches, Multifunction Meters and Delphys MP Elite UPS for Indian market needs.

“The transition from PCs to tablets has faded as tablet

penetration has reached the 40-50

percent range.” MIKAKO KITAGAWA,

PRINCIPAL ANALYST, GARTNER

MY POINT

D-Link will now extend its focus on network storage business. As part of company strategy to extend its Network Storage Business line, D-Link recently concluded channel/ system integra-tor meet in Mumbai presented its business & distribution model for network storage.

Additionally D-Link also introduced a range of Network Storage devices for businesses and Enterprises, that are engineered for performance, flexibility, improved productivity, mitigate risk, simplify management and lower overall cost of

ownership.Leading the network storage product line

Sumith Satheesan, AVP (Security & Storage Business), D-Link (India) Ltd., said, “With grow-ing emphasis on network infrastructure across various business verticals, and exponential rise in data has made Network Storage a top priority for most CTOs. Industry reports suggest Network storage market in India was at $346 million in 2013 and is estimated to reach $550 million by 2017.”

Dabur Implements Ramco HCMDabur India has chosen Ramco HCM (Human Capital Management) solution to integrate its HR operations into one single scalable platform from Ramco.

Sunil Duggal, CEO, Dabur, said, “Ramco exhibited the best of both worlds - Functionally as well as Usability-wise. With a rich heritage behind and global aspirations ahead, we are investing in technol-ogy to support our future growth. I look forward to a quick go-live to relish the power of getting real-time visibility into employee data and analytics across the globe on an iPad.”

Commenting on the win, Virender Aggarwal, CEO, Ramco Systems, said, “We are excited to add Dabur one of the largest and oldest business house from India as our customer. The number of multinationals and Fortune companies embracing our solution has seen an increase. This is a great endorsement of our technical capability and global acceptance.”

eCommerce Losing Finance Data to CybercriminalsAccording to a Kaspersky Lab survey of IT pro-fessionals worldwide, 48% of e-commerce/online retail businesses and 41% of financial services organizations have reported losing some type of finance-related information to cybercriminal activities within a 12 month period.

Kaspersky Lab’s survey also surprisingly found that the e-commerce/online retailer business segment is the least likely to deploy and update specialized anti-fraud measures to protect financial transactions.

The e-commerce/online retail and financial services business sectors both depend on their abilities to receive, process and store sensitive financial information from customers. Through a combination of targeted attacks, application vulnerabilities and other forms of cyberattacks, almost half of businesses in both sectors will lose some of this information over the course of a year.

D-Link’s Focus on Network Storage

India Networking Market Grows: IDCAccording to International Data Corporation (IDC), the Networking market in India witnessed growth due to huge investments in 2Q2014 Q-o-Q as well as Y-oY.

According to IDC’s APeJ Quarterly Switch and Router tracker, the Ethernet Switch market stood strong at USD 128.4 million in terms of customer revenue during Q2 2014 growing 19.2% Q-o-Q and 29.1% Y-o-Y. The router market, however, witnessed sharp decline from previous quarter that had a spike due to various reasons, by 17.4%. However, the market garnered a total of USD 68.4 M, a 12.3% growth Y-o-Y.

Cisco retained its dominance in the Switch & Router market winning deals primarily in the telecom vertical. 2Q 2014 was also attributed to the various announcements and framing of tenders for the government projects that are due to be executed in the coming quarters. Further growth is expected in the coming quarters as well.

Large to midsized deals were also visible in the government vertical. SMB segment also witnessed deals in various verticals specially the tier II & tier III banks. Manufacturing, utility and banking were the fastest growing verticals in 2Q and are expected to continue with their spending pattern in the coming quarters as well.


10

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Konica Minolta Upgrades it Call CentresWith the objective to reach 100% customer satisfaction, Konica Minolta has revamped its call centres with global standard equipment’s and state of the art technology. For the better accessibility to the call centre Konica Minolta has added another additional emergency number 0120-4975100 (30 Hunting Lines) with the existing toll free no. 1800- 419- 0277.

Apart from the call center, Konica Minolta has designed a customer portal (http://csp.kmbs.co.in) which would enable customers to register their service or toner requirements directly through the portal without calling the call centre.

“Our priorities have always been our custom-ers and to deliver the best to them and our services and products reflects our commitment towards the customers,” stated Balakrishnan, EGM, Konica Minolta India.

SAMSUNG CEO TO DELIVER KEY-NOTE ADDRESS AT CESBoo-Keun Yoon, president and CEO of Samsung Electronics Co. Ltd. will deliver a keynote address at the 2015 International CES. Owned and produced by CEA, the 2015 International CES, the world’s gathering place for all who thrive on the business of consumer technologies, returns to Las Vegas, January 6-9, 2015.

Yoon is slated to discuss con-nected devices, the future of the Internet of Things and the vision of the smart home during his 2015 CES keynote. He also will focus on Samsung’s vision of strategic partnerships that will drive the next wave of technology breakthroughs. His address is slated for 6:30 PM Monday, January 5 in the Palazzo Ballroom at the Venetian.

“Samsung is widely-known for its disruptive technologies and business models, and has been one of the fastest growing CE brands in the world,” said Gary Shapiro, president and CEO, CEA. “Samsung amazes at each CES with its innovative products spanning the entire tech ecosystem. We welcome Boo-Keun Yoon back to the keynote stage for the 2015 CES.”

Dell Launches ‘Celebrate Dell Se’ Dell India announced its “Celebrate Dell Se” festive offers for consumers. This festive season, Dell plans to add excitement to consumers’ shopping experience by offering compelling gifts on its Inspiron notebooks, Inspiron Desktops, XPS laptops, Alienware as well as Dell Venue tablets. These offers are valid on purchases made between September 20th and October 26th, 2014.

Ritu Gupta, Director, Marketing, Dell India said, “This is an initiative to add value and further empower our customers while celebrating the spirit and sentiment of festivity that so enraptures Indians, nationwide. Through the gift of technology, we want our consumers to stay connected with their loved ones during the festivals, regardless of whether they are close or far.”

She further added, “Buying technology devices is a big decision for Indian consumers and most of our customers are keen to recognize and experience the value behind their purchase. That is why we have designed our festive offers for PCs to empower our customers and address what we believe they most desire, which is peace of mind. Likewise for tablets, to ensure they can fully enjoy the benefits of mobility all day and anywhere. The last few quarters have been very rewarding for us and we hope to carry the positive sentiment forward to the festive season which is the most auspicious part of the year.”

BICSI India District Conference 2014 ConcludesBICSI has concluded its India District Confer-ence and Exhibition 2014. The conference agenda and keynote sessions addressed by stalwarts from the ICT industry, created an engaging platform for the attending delegates; showcasing latest innovations, best practices & standards and opportunities in the IT infrastructure industry.

To commemorate its decade plus presence in the country, BICSI India launched the first com-prehensive Buyer’s Guide for the ICT community. The Buyer’s Guide features high-level content and focuses on extensive industry listing, that would help ICT professionals easily locate Manufactur-ers, System Integrators and Consultants offering products and solutions unique to the industry.

The conference included 10 technical pre-sentations focused on topics such as; Datacenter Management, Trends in Networking, Trends and Standards in LAN cabling, Innovations in Fiber Optics, Convergence, Innovations in Simplifying Networks and Generic Telecommunications Bonding & Grounding.

In his opening remark, Ketan C. Kothari, District Chair, India District, BICSI talked about market and technology trends and BICSI’s initia-tives to empower ICT professionals, along with education and training opportunities.

HP’s LaserJet MFPs for SMBs, Enterprises HP has expanded its portfolio of LaserJet multifunction printers (MFPs) with the launch of LaserJet Pro MFP M226 series, HP LaserJet Pro M202 Printer series and the HP LaserJet Enterprise MFP M630 series which will come with enhanced manageability and security features to better manage and protect the print environment of small, medium enterprises (SMBs) and enterprises. They also allow for quick and easy mobile printing announced the press release.

HP LaserJet Pro MFP M226 and HP LaserJet Pro M202 Printer series are compatible with HP Web JetAdmin, HP Imaging and Printing Security Center and allow for remote monitoring with HP Managed Print Services. They are Mopria-certified and simplify printing from mobile devices. With automatic two-sided printing, users can save time and reduce paper cost.

The HP LaserJet Pro MFP M226 series comes in two models - HP LaserJet Pro MFP M226dn and HP LaserJet Pro MFP M226dw, which are priced at MRP of INR 26,171 and INR 27,791 respectively.

HP LaserJet Pro M202 printer series come in two models - HP LaserJet Pro M202n and HP LaserJet Pro M202dw, which are priced at an MRP of INR 10,025 and INR 17,415 respectively.

Boo-Keun Yoon, President, Samsung


12

SNIPPETS

NETGEAR CEO MEETS PARTNERS IN KOLKATAWorldwide CEO of USA-based NETGEAR Inc. headquartered in San Jose, California, Patrick Lo was in Kolkata to meet key busi-ness partners and set an expansion strategy in East and Bangladesh markets. As a part of their expansion plan, it propose to address Eastern India in a better way with their whole range of products encompass-ing end to end retail, networking, storage, wireless, security and telecom access products. Patrick Lo, Worldwide CEO, NETGEAR, said, “The rapid penetration of high speed broadband internet, increasing adoption of technology by SMEs and introduction of 3G/4G networks is making a large number of users get on the internet and adopt IT. Cloud, data access through smart phones, tablets is changing the way we use IT resources. NETGEAR is focused on innovat-ing products which bring best in class switching, wireless and storage solutions for SMEs and end to end products for Home Networking. I am happy to be in Kolkata to understand the technol-ogy adoption and needs of the eastern India market.” NETGEAR also hosted key IT partners meet in a vision sharing seminar, titled “The Vision of Smart IT”. Introducing the event, Subhodeep Bhattacharya, Regional Director, India & SAARC said, “Broadband penetration is rapidly improving in India. Eastern India is a large market and is growing well. NETGEAR innovates for the wider Home, SMB markets. NETGEAR’s vision of Smart IT is in tune with the changing times. With our vast range of products and support infrastructure, we believe, we have a strong value proposition for our customers.”

EXECUTIVE MOVEMENT

Citrix has appointed Parag Arora as its area vice president for the India subcontinent.

Rapoo has named Saurabh Grover as country head India, SAARC & MEA.

Samsung Electronics has appointed Rajiv Mishra as vice president, Media.

AMD’ board of directors has appointed Dr. Lisa Su as president and CEO and member of the board of directors.

Kaspersky Lab has appointed Peter Hewett to the position of managing director of Kaspersky Lab APAC.

END USER SPENDING ON PC REBOUNDSIDC OBSERVES A STRIKING INCREASE IN OVERALL CONSUMER SPENDING ON PCS IN THE PAST FEW MONTHS STARTING JUNE AND FORTHCOMING FESTIVE SEASON IS ONLY EXPECTED TO BOOST THE GROWTH FURTHER.

SHIPMENT SHARE BY STATE (%), INDIA PC MARKET Q2 2014

Source: India Quarterly State Level PC Tracker, September 2014

*astTECS Appoints Partner in Fiji

*astTECS is expanding operations in Fiji and has appointed Office Products/GEM (Fiji) Limited, one of the foremost systems integra-tors in Fiji with vast experience in managing enterprise communication solution, as its partner.

“Fiji is one of the most industrialized pacific island countries and this initiative is aimed at strengthening the company’s presence in new markets that are growing rapidly by providing product sales and Asterisk support & solutions to an expanding base of customers and partners,” said Binish VJ, International Business Manager, *astTECS.

Through this relationship, Office Products/GEM (Fiji) Limited will enable local businesses to benefit from *astTECS product line and offer them a wide range of cost- effective, highly flexible and versatile communication solution to suit their needs along with full spectrum of support.

*astTECS develops solutions that utilizes the power of Open Source and IP changing the way businesses stay connected.

37.7%

26.6%

15.8%

9.1%8.5%6.4%

OthersTamil Nadu Maharashtra Delhi Karnataka Andhra Pradesh


14

SNIPPETS

Report on India Mid-market Soft-ware Firms: Microsoft Microsoft Ventures and iSPIRT Foundation has launched a report titled “Indian Mid-market SaaS companies: Forging a new path to disruption”. The report, which was launched under Microsoft Venture’s Think Next initiative, takes a close look at Indian software product companies targeting the mid-sized enterprise market and the competitive advantages that sets them above their Western counterparts. It looks specifically at how these companies are adapting their Software as a Service (SaaS) offering to meet the unique requirements of medium sized business. The report establishes mid-market SaaS companies as a unique category within the software products industry. It highlights how the three pillars of their business strategy are setting them apart from those targeting larger enterprises, including overseas competitors.

Polycom Gets a New DistyPolycom has selected a new distributor, Cadensworth. The partnership intends to increase Polycom’s national reach and provide leading unified communications (UC) solutions to more business verticals in the Indian market.

Under the partnership Cadensworth will further Polycom’s strong reseller base and help to expand its current solutions portfolio and reach in India beyond metros, to tier 2, 3 and 4 cities announced the press release. This is a core component to the growth opportunities Polycom sees in the tier cities, with flourishing demand across multiple industries and enterprise businesses.

Minhaj Zia, MD, Polycom India & SAARC, said, “Cadensworth is an industry leader with a strong presence across the country and the team has considerable expertise and the ability to extend our business reach.”

InFocus Names Visual Display as its National DistyInFocus, manufacturer of digital display technology and interactive touch-screen devices in the US, has appointed New Delhi based Visual Display Solutions Pvt. Ltd. as the national distributor in India for its projector range.

InFocus’s tie-up with Visual Display Solutions is the part of organization’s business expansion strategy to meet the rising demand of digital projectors in the Indian market. InFocus is offer-ing a dedicated range of digital projectors to the Indian market. In the early few quarters InFocus is going to target industries like Education, Home Entertainment, PSUs and Corporate in metros and Tier-1& Tier II cities.

Sanjay Dhuria, Director, Visual Display Solu-tion, commented, “With InFocus’s wide range of cost effective and technologically superior products, we shall be able to address variety of customers from multiple industries.”

Harsh Pandey, Sales Manager (APAC Region), InFocus, said, “ With this partnership we shall enhance our geographical reach and cater to the vast unexplored Indian market.”

Lenovo will launch the first-ever completely Full HD (FHD) range of premium laptops, and will emerge as the first PC player to offer such an extensive FHD product line. This entire range of laptops will be in the market by mid-October, well in time for Diwali announced the press release.

Commenting on the launch, Shailendra Katyal, Director- Home and Small Business (HSB), Lenovo India, said, “Today, display as a feature has become a key differentiator that helps users to choose their ideal device. This premium range forms a new league of Full HD laptops that represent the balance of performance and aesthetics. With this future-ready offering, we want to make everyday devices exciting and provide a complete user experience.”

Lenovo to offer Full HD Range of Premium

Laptops

CYBEROAM UNIFIES ELITE CIOS FOR BETTER COOPERATION Creating a larger scope of coopera-tion, Cyberoam kicked off its first Elite Circle CIOs’ forum known as “Inner Circle” to deliberate on security challenges and mitigation, industry best practices and more at the plush Ambay Valley in Lonavala, Maharashtra.

Inner Circle saw a blend of highly interactive sessions, face-to-face meetings with leading IT and security executives and extensive networking opportunities with respected peers and potential allies. Held in the serene surroundings of Ambay Valley.

The 2-day event, executed by i3R Global, took place over September 19th and 20th which brought together over 60 CIOs and IT security C-suite executives from leading private and public organizations such as VIP industries, HPCL, Cipla, Jawaharlal Nehru University and more. This exclusive, by-invitation-only gathering of CIOs / CXOs from mid to large-sized companies was conceptualized by Cyberoam as a platform for IT decision makers to actively communicate with each other, discuss industry best practices in IT and security, introspect key challenges faced and contribute in developing a collaborative IT fraternity.

“We are very pleased to receive an overwhelming response and support for the Inner Circle initiative,” said Sunil Sharma, VP (Sales & Operations, India and SAARC), Cyberoam.


16

SNIPPETS

GA-X99-UD5 WIFI – Unclock the Best Possible Graphics BandwidthGA-X99-UD5 WIFI is one of the popular offerings under GIGABYTE Technology’s latest X99 motherboard line-up, which is based on the Intel® X99 chipset. The series comes with support for Intel’s new Core i7 Extreme Edition (LGA 2011-v3 socket) processors and latest DDR4 memory.The GIGABYTE X99 motherboards boast a unique PCI Express design that utilizes 100% of all 40 lanes from the CPU when in a 4-Way or 3-Way graphics configuration. This is possible because of the onboard external clock generator combined with the direct connection of one of the x16 lanes to the CPU. It should be noted here that standard designs limit all 4 main PCIe lanes to ONLY x8 (64Gb/s) bandwidth.

ComGuard to Distribute AirTight in IndiaIn order to expand its footprint pan India, AirTight Networks, a leading WLAN vendor appoints ComGuard as its national distributor. The two companies also announced a new channel partner program for India – Channel XPRESS, aimed at arming the partners with disruptive solutions for high profitability.

AirTight is a provider of Easy-to-Use Secure Wi-Fi solutions, which cuts across all verticals and has been long appreciated at the global stage. Having primed the Indian market with marquee customer base and now going through an exciting period of growth, the partnership with ComGuard is strategi-cally poised to address the market demand for the technology.

Expressing his views on the occasion, Harish Rai, Country Manager India, ComGuard, said, “We are excited about the partnership and want to grow the business together to notch a decent pie in the market. We are confident about the goodwill of AirTight as a brand and looking forward to building our business based on the reputation and the technology prowess that comes with it.”

DIGESTKINGSTON TINY PEN DRIVE FOR ANDROID Kingston has designed a clever and tiny storage device that lets the user transfer files from an Android device to the computer or other Android devices ease.The microDuo is a unique 2-in-1 storage drive for Android smartphone or tablet users. It uses the microUSB port on Android devices – often used for charging – to expand storage up to 64GB. The Kingston microDuo is available in four capacities — 8GB, 16GB, 32GB and 64GB and are available for approximately Rs.500, Rs.1200, Rs.2200 respectively. There is a limited period offer running on online portals like Flipkart.

SEAGATE DEBUTS SURVEIL-LANCE HDD Seagate took the wraps off the industry’s first dedicated surveillance hard disk drive (HDD) featuring Seagate Rescue services – the Seagate Surveillance HDD. Engineered specifically for surveillance and video analytics applications, the Surveillance HDD employs data recovery services designed to restore data from malice or accidental failure, keeping systems in the field longer and reducing post deployment expenses announced the press release. Seagate Surveil-lance HDD is available now in 1-4TB capacities.

QNAP HOME NAS SERIES FOR PERSONAL CLOUDQNAP has released the TS-x31 series Turbo NAS for SOHO and Home users. Powered by a dual-core 1.2 GHz ARM Cortex-A9 CPU, it provides a high-performance yet economical solution for file storage, sharing, and data backup coupled with the easy-to-use cloud-based note-taking application and a wide range of multimedia functions. Available in 1, 2, and 4-bay models, the TS-x31 series is an easy-to-use network storage center for backup, synchronization, remote access, and home entertainment.

TYCO’S CEM EMERALD AWARDED CEM Systems’, part of Tyco Security Products business unit of Tyco, emerald multifunctional touch screen terminal, has been awarded 2014 Security’s Best Award in the ASIS Accolades Awards. emerald is an intelligent multifunctional IP access terminal that provides more at the door. emerald is a Touch screen Reader, Door Controller, VOIP Intercom and System Terminal all in a single box. The innovative touch screen LCD is the first of its kind to ‘greet’ cardholders by illuminating as they approach, providing a user friendly security experience.

ELPAS’ PROTECTION BRACELET Elpas, part of the security products business unit of Tyco, has introduced a new version of its Infant Protection Bracelet, part of its Infant Protection Solution. The Solution consists of a small, baby-friendly Active RFID Tag, and the Elpas Charm that, when used as part of the Infant Protection Bracelet, enables wireless deterrence of infant abduction and mother-baby mismatch in maternity, obstetrics, neonatal and pediatric departments from the time of birth/admittance until discharge.

Axis Brings Mobile Surveillance AppsAxis Communications has launched mobile surveillance apps for its AXIS Camera Companion and hosted video solutions. “By completing our offering with our own in-house developed mobile apps we can assure optimal performance and full compatibility with our vast product portfolio,” said Peter Friberg, Axis’ Director Solution Management. “Providing easy remote access to high definition surveillance video gives our customers the tools they need to efficiently secure their operation wherever they are.”

The mobile surveillance apps allow the user to easily switch from live view to recorded videos from any location within their surveillance system. The integrated timeline notifies about trig-gered events and allows the user to take immediate action.

Brother Launches Three New ScannersBrother International India has launched three uniquely designed compact scanners to extend its product portfolio in Indian market. With the introduction of the scanners Brother demonstrates its firm commitment to the scanner market, creating a complete line-up of products that help bolster productivity, easy integration with leading operating systems and business software’s and provides outstanding value announced the press release.

“We are very excited to break into this new category & see a big potential to grow in the Indian market as customers are looking for solutions that can enable agility and efficiency in processes,” said Yoshiji Matsui, Managing Director, Brother India. The three high-speed automatic color document scanners (ADS-2100, ADS-1100W & ADS-1600W) can handle a variety of documents, offer fast speed & high quality scanning, 2-sided scanning capability and a automatic document feeder (ADF).


18

SNIPPETS

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SafeNet Adds new PartnersSafeNet has announced continued momentum for its SafeNet Cipher Technology Partner Program and data security ecosystem with the addition of several new major partners, including ACI Worldwide, Blue Coat Systems, Inc., F5 Networks, and Google.

The addition of these new partners pushes the number of SafeNet product and service integra-tions to more than 500 from over 200 technology companies worldwide, creating one of the largest data security ecosystems in the industry announced the press release.

David Etue, VP (Corporate Development Strategy), SafeNet, said, “Through our Technol-ogy Partners, we offer the largest inter-connected data protection ecosystem that allows IT and security professionals to protect both data and the users accessing the data, whether in the cloud or in the data center.”

ZyXEL Offers “One Network”ZyXEL has released its ZyXEL One Network’ (ZON) utility for small and medium size businesses which breaks the common approach with an user-friendly interface to help administrators to easily deploy and assign IPs for devices across different product ranges such as Wi-Fi APs, switches and gateways with exactly ‘one single platform.’

The new application streamlines the initial setup process, provides single point management, facilitates smart and true integration and, of course, come entirely free of cost, unlike other players announced the press release.

“Biggest challenge for MSME businesses deploying a network is that networking devices like switches or Wi-Fi APs come with a static default IP address for management or need to configure a DHCP environment for these devices. This promotes need to take time and patience to power up and then assign IP addresses to dozens of devices. ZyXEL ONE Network (ZON) is one clear solution to that,” said Gurnek Singh Thiara, senior technocrat at ZyXEL.

“The ZON utility features smart functions to assist network management for administrators to perform batch firmware upgrade for devices, remote reboot of devices such as ceiling APs or redirect to device GUI for further configuration with just a click,” said Thiara.

HCL’s TOUCH Service Centers Increase to 300HCL Care, the consumer business unit of HCL Services Ltd., (a wholly owned subsidiary of HCL Infosystems) has expanded its multi-brand multi-product service network to 300 centres under the brand name TOUCH.

TOUCH service centres are a part of HCL Care’s Direct-to-Consumer (D2C) initiative which is a one-stop destination for a consumer’s after-sales servicing and support needs for various brands across mobility, IT and consumer electronics & home appliances.

Speaking on the occasion, Sharad Talwar, Head, HCL Care, HCL Services Ltd., said, “The exponential rise in electronic gadgets makes it imperative for consumers to have a trusted after-sales service partner. Keeping this in mind we launched HCL TOUCH centers, with an aim to become the first organized player to offer a reliable, hassle-free service for multiple product & brands under one-roof. This landmark expansion of 300 walk-in centers will add immense value to our OEM partners and retailers.”

NNR IT to Distribute GWAVA ProductsThe Canadian email management specialist GWAVA and the Indian software and hardware distributor NNR IT Solution have officially announced a distribution agreement for India.

The strengthened partnership is an important step for GWAVA’s business growth in one of the key markets in Asia announced the press release.

GWAVA and NNR IT have been partnering for developing a channel for GWAVA’s enterprise archiving software for Microsoft Exchange, Office 365 and Lync. The new agreement expands the partnership covering the complete product port-folio of GWAVA as well as the renewal business.

“We are delighted to strengthen our partner-ship with NNR IT Solution. The new distribution agreement will help us to cover other important markets in the India such as the Novell market,” said Christian Heselhaus, Director (Sales and Business Development -- EMEA), GWAVA. “With its expertise in the communications market and years of distribution experience NNR IT Solution will help us to deliver our product vision in the India.”

Jagannath Patnaik, CEO and MD, NNR IT Solution, said, “GWAVA is one of the leading providers of Email Management solutions. With a clear focus on communications the solutions of GWAVA will perfectly fit into our product portfolio and suit the needs of our reseller base.”

Exacq Integrates with ProximexExacq Technologies, part of the security products business unit of Tyco, a manufac-turer of video management system (VMS) software and servers used for video surveil-lance, has announced an integration with the Proximex Surveillint physical security information management (PSIM) solution.

Surveillint connects and correlates information from disparate systems into one centralized environment to help mitigate risk, ensure compliance and lower total cost of ownership announced the press release.

The exacqVision/Proximex Surveillint integration enables users to leverage the intuitive exacqVision VMS features within the Surveillint module. Video and events from the exacqVi-sion server are delivered, synchronized and displayed through the Surveillint user interface along with events and notifications from a wide range of other physical security systems including access control, video analytics, perimeter security, storage solutions and more. With this integra-tion, end users can further analyze and display live and recorded video with associated events and cameras (sensors) within a single platform, minimizing response time to security risks and threats.


20

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Dell Launches ‘Dell Storm’Dell has launched its “Dell STORM” outreach to increase the scope of its coverage and influence to 117 tier 2 and tier 3 cities across the country.

The program was launched as part of the activities surrounding Dell’s renewed distribution focus that was announced earlier this year. Dell has partnered with distribution partner Ingram Micro for the outreach.

Dell currently has over 2,000 channel partners and is looking to increase this number to strengthen and broaden its coverage reach. With the new strategy Dell aims to reach out to 300 additional channel partners & System Integrators across the country. Dell and Ingram will be reach-ing out to channel partners in 36 locations of the North and South of India each, 26 locations of the West and 19 of the east. The objective of the outreach is to help attain maximum coverage and scale up business in future by reaching out to more partners.

Trend Micro, INTERPOL Together to Fight CybercrimeTrend Micro has entered into a three-year agreement with INTERPOL to help support the international police organization and its 190 member countries with additional knowledge, resources and tactics to decrease cybercrime on a global scale.

“We are proud to support INTERPOL in their vital role combatting cybercrime across the globe,” said Eva Chen, CEO, Trend Micro. “Our partnership with INTERPOL will provide tools, training and human resources to strengthen their team’s capability to fight criminal activity around the world.”

Over the next three years, Trend Micro will share its threat information analysis with INTERPOL officers through its Trend Micro Threat Intelligence Service. The goal of this initiative is to investigate, deter and ultimately prevent cybercrimes. This effort will also help to bridge the gap in information-sharing between the public and private sectors. “Trend Micro’s strong support for the INTERPOL Global Complex for Innovation will enable us to leverage their expertise in supporting each of our 190 member countries in their efforts to combat cyber threats,” said INTERPOL Secretary General Ronald K. Noble.

Ingram Micro To Distribute Invixium ProductsInvixium Access Inc., a Canadian based manu-facturer of next-generation biometric products and solutions, has expanded its distribution with Ingram Micro whereby Ingram Micro India Ltd. will now distribute Invixium’s IXM product line of modern biometric access control solutions to channel partners throughout India.

The partnership is expected to fulfill the ever growing demand in India for exquisitely designed products with robust quality for various biometric access control installations, including: government, corporate enterprise, IT, healthcare, construction and manufacturing industries announced the press release.

The IXM product line incorporates the industry-leading biometric fingerprint sensing technologies, allowing for multi-factor authen-tication with PINs and access cards all within a slim and stylish enclosure. The products also support storage for up to 100,000 users and 500,000 log records with multiple connectivity options such as TCP/IP, PoE, Wi-Fi, or Bluetooth and include a playful and intuitive web-based software which allows for quick configuration and monitoring of the network. Invixium products are proudly made in Canada.

MICROSOFT AZURE TO BE AVAILABLE FROM INDIAN DATA CENTRESAddressing the Indian requirement of cloud infrastructure, Microsoft CEO, Satya Nadella announced that Microsoft will offer commercial cloud services - Azure and Office 365, from local datacenters by the end of 2015. With this announcement, organizations in the country will benefit from data sovereignty, lower latency and geo redundancy with the availability of local infrastructure.

“Microsoft is deeply committed to helping people and organizations thrive in our mobile-first and cloud-first world - that’s why we are proud to offer our commercial cloud services through datacenters in India,” said Satya Nadella, CEO of Microsoft. “With more than 250 million Indians using Internet-connected devices today, there is incredible demand and opportunity for India with Microsoft’s cloud services.”

“By offering our cloud services through local datacenters, we can help make Digital India a reality,” said Bhaskar Pramanik, Chairman, Microsoft India. “This opens new possibilities in e-governance, financial inclusion, healthcare and education, and will help us positively impact the lives of a billion people.”

Satya Nadella, CEO,

Microsoft

CeBIT India, STPI Partner to Stimulate India MSME SectorCeBIT India, the premier international IT/ICT event organized by Hannover Milano Fairs India Pvt Ltd (HMFI), the Indian subsidiary of the Global JV Company HMG (Hannover Milano Global), has entered into strategic partnership with STPI (Software Technology Parks of India), an autonomous soci-ety under Ministry of Communication and Information Technology, Dept. of Information Technology, Govt. of India with a distinct focus to promote the software industry in the country.

The MoU, signed by CeBIT India and STPI today, will enable 100 MSMEs from the across the coun-try to showcase themselves in the STPI pavilion, at the premier international platform of CeBIT India, scheduled to take place from November 12-14, 2014 in Bangalore. The MSMEs will also greatly benefit from a series of exclusive mentoring sessions focused on the MSME vertical in India, providing them an opportunity to interact with industry stalwarts as well as key players in the Indian IT/ICT ecosystem.


22

SNIPPETS

Among the leaders in the desktop virtualisation space NComputing recently reached a landmark when it deployed close to five lakh units in government schools

MANISH SHARMA VP (APAC), NCOMPUTING

“INCLUSIVE OF IT WE HAVE REACHED 13 LAKH DEVICES IN INDIA OUT OF WHICH NINE LAKH GO INTO EDUCATION SECTOR AND THE REST GO INTO SMES OR CORPORATE.”

Buoyed by the booming education segment in the country desktop vir-tualisation vendor NComputing has penetrated its reach in 50,000 govern-

ment schools proudly announced the company’s vice president for APAC Manish Sharma, and with an average of 10 units per school it has deployed over five lakh units in these schools.

“Inclusive of it we have reached 13 lakh devices in India out of which nine lakh go into education sector and the rest go into SMEs or corporate,” informs Sharma.

Out of these 50,000 schools, 15,500 are in Gujarat, 8,800 in Andhra Pradesh, 5,000 in

GOING MOBILE

Maharashtra, 4000 each in Orissa and Rajast-han, 4200 in Punjab, 2600 in Haryana, 1500 in Uttar Pradesh, and 1600 in Bihar. He further adds that 80% of the installations are in 20% of the states.

Education being a priority area for NCom-puting (which forms 70% of its business) reason being its deployment rate is very fast and educa-tion environment is very simplified says Sharma. Out of these 50,000 government schools around 18,000 are Sarva Shiksha Abhiyan schools and the rest is ICT purchase which is around 26,000 and other miscellaneous projects.

States where their devices are already imple-mented are working on multiple phases, while states which are yet to implement these devices are in the process of evaluating like West Bengal, Kerala and Karnataka.

As for private schools, Sharma replies that approximately four lakh units are implemented in non-govt education segment. “According to IDC, which tracks desktop virtualisation, out of every four units of thin clients for desktop vir-tualisation three are by NComptuing,” Sharma informs.

Talking about the changes in the technology Sharma informs with the central host vanishing and going into cloud, their products have already adapted to the change. Another big change hap-pening is now what a customer wants at the end of the network is to accessing his host which is primarily to do with the devices which now has become mobile. Already launched in America these solutions will be launched in Asia as a full suite of mobility products by the end of this year.

Sharma says that with the achievement of 13 lakh units in six years their partners believe that the next 13 lakhs will be achieved in half the time i.e. in three years. “Our growth is very high in SME but because of the government initiatives we believe the projects are going to grow faster. So I foresee the 70-30 split (70 from education and 30 from SMEs). I believe the pie is going to grow bigger,” he concludes.

BY: KARMA [email protected]


24

SME BIZ NCOMPUTING

Priced at Rs.50000, it gives space-saving and a lot of functionality including wireless printing, mobile printing, secure printing, etc.

K. BHASKHAR, SENIOR DIRECTOR, OFFICE IMAGING SOLUTIONS DIVISION, CANON INDIA

“CURRENTLY, CANON’S BUSINESS WITH THE CORPORATES IS ALMOST 55-60 PER CENT IN CAPEX MODE.”

Canon launches a new series of black & white A3-based MFDs at a price bracket of Rs. 50,000 for the SME market.

Launched under its OIS category, the new imageRUNNER 2002 comes packed with essen-tial features that rules today’s business efficiency such as remote scanning, network print, depart-ment ID and compatible mobile printing which allows the SMEs to focus their time and energy on more important business. This space-saving A3 MFD with printing as standard addresses the core output needs with black & white printing at 20ppm.

K. Bhaskhar, Senior Director, Office Imaging Solutions Division, Canon India, said, “With organizations across all sectors enhancing their focus on greener practices, less energy consump-tion and high-efficiency, they are increasingly optimising their print and infrastructure. Canon, through launching this wide array of products is helping SMEs achieve their aspiration of grow-ing into big corporate houses. The workgroup & departmental scanners support the document digitising needs of its customers with reliable and

high-speed scanning, easy operation and space-saving design that greatly improve work efficiency.

“ImageRUNNER 2002 is a breakthrough tech-nology in an affordable and space-conserving price. Its biggest USP is the mobile printing with WiFi Router,” he added.

Besides, Bhaskhar also highlighted on canon business services (CBS), which offers managed print services, digitization services and print room services. Under the digitisation services there are a host of services that canon is offering which include document management, records manage-ment and customized workflow automation.

CBS offers an OPEX mode of having printing solutions with the organisations. Canon takes care of end –to - end solution and offers the services to the organisation at an agreed cost. As per Bhaskhar, organisations today are having disparate printing requirements and in order to acquire the necessary solution and resources and peripheral technology to manage will ask for high upfront investment, which the enterprises do not like to face with. Therefore, CBS is the perfect answer to that situation.

He further summed up that currently, Canon’s

CANON LAUNCHES IMAGERUN-NER 2002 FOR SMES

business with the corporates is almost 55-60 per cent in CAPEX mode.

Canon has a formidable backend team to sup-port the services on the ground. This team moni-tors and manages 640+ locations.

On this occasion, the seven new scanners include imageFORMULA DR-M160, DR-C225, DR-C22FW, DR-M1060, DR f120, CR-135i UV and P-21511 were also introduced.


25

SME SOLUTIONS

According to Gartner, Internet of Things (IoT) vendors will earn more than $309 billion by 2020. As per Cisco 13 billion devices are connected today, which will grow to 50 billion by 2020 and 500 billion by 2030, and will result in $19 trillion in profits and cost savings.

B. RAGHAVENDRAN DIRECTOR, PARTNER ORGANIZATION, CISCO INDIA AND SAARC

“WE ARE FOCUSING ON IOE AS WELL AS PHYSICAL SAFETY AND SECURITY WHICH IS A SUB-SET OF THE FORMER. THE OTHER AREA WE ARE FOCUSING ON IS CLOUD AND UNDERSTANDING HOW TO EMBRACE THIS WHOLE GROWTH THAT WE ARE SEEING IN THE AREA.”

As if we were not connected enough, Internet of Everything (IOE) is making sure that internet connec-tivity is embedded in everything

-- from watches to utensils. It is considered as the next wave of growth and according to advisory firms this is the next pot of gold. According to Gartner, Internet of Things (IoT) vendors will earn more than $309 billion by 2020. However, most of those earnings will come from services.

Gartner also estimates that by 2020, the IoT will consist of 26 billion devices. All of those devices, Cisco believes will end up dominating the Inter-net by 2018. The industry giant says its next wave of growth is coming through IoE and sees it as a $19 trillion opportunity over the next 10 years.

“We are also focusing on IoE as well as physi-cal safety and security which is a sub-set of the former. The other area that we are focusing on is Cloud and understanding how to embrace this whole growth that we are seeing in the area,” says B. Raghavendran, Director, Partner Organiza-tion, Cisco India and SAARC. “We want to bring more and more horizontal and vertical solutions that help us to address the customers’ business outcome.”

To address the physical safety and security arena Cisco endeavours to create capabilities in its investing partners and create new partners who can specialise and address those opportuni-ties. “Opportunity for us is to create a connected ecosystem wherein these partners can come together; there are certain projects in the market but not a single partner who have the capabilities to go ahead and address that opportunity,” replies Raghavendran.

On the cloud front Cisco has formed cloud and managed services program (CMSP) for partners to identify service providers and as well as for large system integrators who can create cloud services on system technology. Some of its cloud partners include Netmagic, BSNL etc. In addition, it also has cloud reseller program wherein reseller of tier 2 partners who do not have the capabilities to create a cloud infrastructure get an opportunity to sell cloud services to the customers.

“We align them with our cloud providers so that they can take their cloud services, go into the market and sell them to the customers; we also reward them for doing that. Hence we are also creating additional route to market for our cloud providers for them to take our cloud offerings into

GREAT EXPECTA-TIONS



26

SME TREND CISCO

the market.” In the commercial or mid-market space Cisco’s

focus has been on geo expansion and expanding its partner base. For this it started its Bharat Plus program wherein it identified the next set of 34 cities beyond the 10 metros. Here their distribu-tors have a major role to play in terms of driving programs.

In July it concluded its program named Touch-down Argentina wherein eight categories were created which looks at metro cities, the next set of tier 2 and 3 cities; winners came in from each of these categories. “We categorised this program into eight categories to have equal participation from each city in the country; cities which we have identified and falls under the metros and Bharat Plus cities, and this program has been very successful for us,” informs Raghavendran.

Started almost four years back initially close to 300 partners participated in the program but when it concluded in July this year it had 3,500 partners. “This is the kind of growth we are seeing and have seen a growth of almost 25% year-on-year, and 20% growth from program to program,” Raghavendran replies.

These programs, Raghavendran says, has

helped them address the mid-market and the lower-end of the mid-market. He further adds that they have already identified products which will go into these markets and have given tar-gets to partners and close to 5000 partners have already registered with them.

“Clearly for us in the mid-marker or the com-mercial business the opportunity for us is to see how do we go ahead and increase our geo cover-age,” he adds.

Moving on to the next level -- from a volume giver to value giver, Cisco wants to increase the breadth of its technology that these partners can offer to these cities. Hence with its distributors it’s embarking on technology accreditation program, helping them to move on from being a very gener-alist distributor to specialised ones and has identi-fied four technology areas: collaboration, security, data center, and routing and switching.

Its distributors can get accredited on all the four architecture depending on the skill-sets they possess and the area (s) they want to focus on. On this they are given rebates for ensuring that he has people certified for those particular technologies so he will get accreditation like security accredited distributor or collaboration accredited distributor

etc. Raghavendran adds, “Through this we want to

ensure is that whoever wants to sell the technol-ogy are getting knowledge transfer, skillsets or value proposition transfer from these distributors. Clearly we are moving up the value chain and from the other sets of partners.”

Another program named Partner Plus was also started for the Commercial business seg-ment (SMB and mid-market opportunities) wherein top 50 partners who were doing busi-ness in commercial space were identified. In order to encourage them to do more business in the commercial space and ensure that they are given the right skillsets and helping them to rein-vest in the business Cisco has created something called “virtual wallet”. Under this targets are given to each of these partners and on achieving them they could encash these rebates from the “virtual wallet” and infuse that back into their business to create capabilities and address that market.

It’s further increasing the portfolio of its part-ners from 50 to close to 100 plus this year “so that it can expand in the commercial or the mid-market space.”


27

SME TRENDCISCO

How is SMB changing the con-sumption pattern of enterprise

application? The adoption and consumption of enterprise applications by SMB segment has radically changed over the past decade. The Nexus of Forces: Mobile, Cloud, Information and Social are increasing the demand for ERP. Cloud, SaaS and Analytics have been the major change agents. Typically, small and medium sized businesses are first time adopters of the enterprise solution. SMBs do not have mighty IT staff to manage the application, hence look for an application which is flexible, simple to use and addresses their chang-ing and highly competitive business environment.

What factors are holding them back?

Cloud is still in its nascent phase and vendors con-stantly face questions related to Security, Integra-tion, long-term cost benefits and so on, but these challenges are well-addressed as today, not just SMEs but even large multinationals are adopting cloud solutions. Cloud has become mainstream and this is well addressed as we (Ramco) have multiple companies running their most critical enterprise applications on Ramco’s application.

Which all are the priority areas or the fastest growing segments

in enterprise software market? Which

is being deployed the most in the con-text of SMBs? The fastest growing segments are manufacturing, trading and services. Ramco has witnessed a con-siderable amount of requirement coming up from businesses across various verticals, though. To add to that, large organizations with a large tiered dis-tributor/ dealer network also seek enterprise solu-tions to streamline and integrate their distributor/ dealer ecosystem. The Dealers typically fall under the SME Segment but due the requirements of the supply chain policies of the OEM, more and more SMEs get induced into adopting an ERP. Ramco lays critical focus on these segments. Ramco ERP on Cloud has observed good traction across geog-raphies and varied verticals.

What are the biggest challenges faced by enterprise software

vendors and how are you addressing these challenges? In the ERP segment, earlier the focus was on the technicalities and the functionalities of the solu-tion, but now the focus has moved to usability and customer experience. At Ramco, our thrust is on building Mobility, a Gen-Y User interface, Social aspects, speed of an in-memory engine and context awareness (MUSIC) is triggered by this changing trend.

With flexible pricing and usage models evolv-ing, there is a natural surge in demand for enter-

“RAMCO ERP GIVES SMBS FLEXIBILITY

AND VITALITY”prise class solutions from even mid and small enterprises.

Software-as-a-service (SaaS) has changed the way IT organizations operate. With standard-ized business application and quick realization of benefits, SaaS applications are now available 24/7 with secure transactions and minimal risks.

How are emerging trends like software as a service helping in

penetrating the SMB market? At what stage is SaaS in India market or how mature is the market for SaaS?SaaS provides small and medium businesses a unique opportunity to adopt information tech-nology at a fraction of the cost. The SMB market has identified key benefits of SaaS like the seam-less and automatic upgrades of the applications and the ability to deploy changes quickly and has turned to it to help their organizations grow.

According to the findings presented in the Gartner IT Infrastructure Operations & Data Center Summit, The total cloud market in India in 2013 was $421 million, and the total market for public cloud services in India is expected to reach $1.7 billion in 2018. Spending on software as a service (SaaS) will total $220 million in 2014, growing 33.2 percent from last year. This just goes on to prove the advent of SaaS across verticals.

How keen are SMBs on adopting SaaS? How strong is the infra-

structure to support it? The basic requirement of any SMB is the ability to effectively communicate internally and exter-nally. Hence, it becomes a tedious task for them to maintain multiple applications to tackle resource

RAMESH BABU K M CHIEF DELIVERY OFFICER

& BUSINESS HEAD (ERP ON CLOUD), RAMCO

The Nexus of Forces (Mobile, Cloud, Information and Social) are increasing the demand for ERP. In a chat with SME Channels

Ramesh Babu K M, Chief Delivery Officer & Business Head (ERP on Cloud), Ramco Systems Limited, talks about opportunities in

SaaS and SMBs.

SME CHAT


28

planning, accountancy, human resources, payroll, CRM, invoicing, inventory etc. What enterprises need is a simple application to automate their day-to-day core operations, which SaaS readily pro-vides. Having recognized that, these enterprises have become largely open to the idea of imple-menting such solutions for a seamless experience.

The infrastructure requirements do not pose a threat because SaaS solutions reside in cloud environments. They are scalable and have integra-tion with other SaaS offerings. With comparison to traditional models, users do not find the neces-sity to buy another server or software to run their applications. They only need is to enable the SaaS offering and, the SaaS provider will manage the server capacity planning.

Within SaaS which software are the SMBs adopting the most and

why? The ERP solution has been a hit amongst the SMB segment in India. Ramco ERP offers an improved method of inventory management and analyt-ics and reporting. For small businesses, which need to minimize expenditure and take the right decisions, these functionalities are indispensable.

Ramco’s ERP also aids with managing invoices and receivables. The most exciting feature though, is that the system is available on cloud. This is particularly suitable for small businesses and sub-sidiary units of big corporates which have to be on the move and can access all the information from one central repository.

SMBs are facing challenges in terms of streamlining the pro-

cess, bringing in standardization and enhancing the productivity. As an IT player what are your contribution to help them address these challenges? Ramco ERP gives small and medium businesses all the flexibility and vitality they need to thrive in today’s rapidly transforming business envi-ronment. Our solution provides a simple user interface and can be accessed from multiple platforms like Computers, iOS based tablets, Android Tablets, Windows Tablets or even from mobile phones with internet connectivity. Our ERP have several best practices to standardize processes across enterprise tightly integrating with procurement, sales, manufacturing and finance. The architecture of the solution enables

application to be agile to the changes in the envi-ronment, both from an application standpoint as well as from a technology standpoint.

Tell us more about your plans to capitalize on this market?

The SMB market segment market segment pres-ents a huge opportunity for cloud vendors and solution providers.

Our strategy to focus on fewer offerings, increase partner network and build product dif-ferentiators with MUSIC (Mobility, User Inter-face, Social, In-memory and Context Aware) has been showing progressive results. Existing customers of legacy ERP are choosing ‘two-tier ERP’ strategy to leverage Ramco ERP on Cloud to connect their extended network of dealers, sub-contractors and subsidiaries. Another key area is the war for Talent which is always in Short supply and hence systems are maturing from being basic HR related to transactional systems to 360 degree Talent Management and many other areas of Human Capital Management (HCM).

Going forward, we will continue to further strengthen our market presence to capitalize on the opportunity that lies ahead of us.

SME CHAT


29

What is Redefined SaaS-based ITSM for India. What are its

offering and benefits? In the past few years, we have noticed that SaaS based IT service management (ITSM) has fallen short of all its promises and the most important thing is how CIOs will measure its success. ITSM began with the aim of business owners wanting to gain an operational edge over their competitors. Mere implementation did not provide the solu-tion, constant monitoring was required and hence the help of CIO’s was solicited.

To ensure its smooth functioning, enterprises felt the pressure to increase their services and hence an effective SaaS based ITSM was needed. At the end of the day, ITSM focuses on customer oriented results and this is a vast departure from the earlier traditional IT systems centric manage-ment approach. We are witnessing a paradigm shift in terms of ITSM now moving from an individual management of different components of hardware to focusing on delivering end-to-end services which are pre-defined and are based on the best practices. It is with this insight that we at CA Technologies came up with a redefined SaaS based ITSM solution.

The whole idea behind implementing ITSM is to increase business agility, business efficiency and business decision making abilities. The biggest

benefit it offers is cost saving, which is a pivotal element for any SMB. The software-as-a-service delivery model can offer fast deployment speeds and ongoing flexibility to scale up or down as needs change.

These benefits are universal, whether applied to customer relationship management (CRM), enterprise resource planning (ERP), collabora-tion, or ITSM. One doesn’t have to undergo a tedious implementation procedure. A SaaS-based ITSM tool only requires a web browser and an Internet connection to function — no client to install, no hardware to support, and nothing to upgrade locally. It also helps in eliminating inter-nal IT support since it provides maintenance and support imbedded within it. Because of its ease of use, instant availability, and pay-per-use nature are in stark contrast to older on-premises experi-ences that firms perceive as clunky and which take months or years to rollout, all while spending sig-nificant capital investment upfront before value is received.

Who all should go for it? Who all is it targeted at?

All businesses wanting to facilitate their opera-tions with the aim of achieving business agility and efficiency should definitely adopt this model. In today’s time crunched world, everyone is trying

to look for ways to outdo their competitors. Enterprises function on ‘do more in less time’ policy and adopting this solution enables one to not only save time but also harness it.

The solution is targeted towards small, medium and large enterprises alike. It is targeted towards small and medium enterprises since they have budget restrictions and limited minds for rapid decision making where this solution will be able to solve IT woes in minimalistic costs. On the other hand, large enterprises face the conflict on how much to invest and where. SaaS based ITSM will allow for the right deployment of resources.

Why do you think it will make sense to SMB? What are the

opportunities it presents for you? As mentioned earlier, SMBs face challenges relat-ing to costs and lack of resources and hence SaaS-based ITSM is a true saver in disguise for them. It has faster implementation costs and one doesn’t need to undergo constant upgrades nor does one need to invest much energy on maintenance. CA Technologies’ solution is designed with a unique ‘configure, don’t code’ approach that offers imple-mentation in weeks without new development and maintenance resources or complex upgrades. SMBs are getting a sophisticated solution without all of the headaches of complex deployments

“SAAS-BASED ITSM IS A TRUE SAVER IN

DISGUISE FOR SMBS”

VIC MANKOTIA VP (SOLUTION STRAT-

EGY, APAC & JAPAN, CA TECHNOLOGIES

CA Technologies has come up with a redefined SaaS based ITSM solution to deliver on the promises that SaaS ITSM has failed to do so far. Talking to SME Channels Vic Mankotia, VP (solution strategy, Asia Pacific & Japan), CA Technologies explains the

rationale behind the solution.

SME CHAT


30

“THE MATURE CLOUD-BASED ITSM SOLUTIONS CAN GIVE SMBS THE FLEXIBILITY AND AGILITY THEY NEED WITHOUT SACRIFICING SECURITY, STABILITY OR PERFORMANCE.”

and management is very attractive to organiza-tions that have limited IT resources. The mature cloud-based ITSM solutions can give SMBs the flexibility and agility they need without sacrificing security, stability or performance.

This presents a host of opportunities for us to expand in different verticals. Whenever we offer redefined SaaS based ITSM to any SMB dealing in a particular vertical, looking at their success, the competitors also feel the need to adopt these solutions and approach the channel partners to provide them with same services. This directs the partners to approach CA Technologies to fulfil the desired ROIs of the SMBs in that particular vertical.

How are you going to convince them to adopt this technology?

What go-to-market strategy have you adopted to push it into the SMB segment? At CA Technologies, we have a strong partner net-work that we bank on. The best way to convince them is to instill confidence in their channel part-ners and that has been our policy. We have spe-cial initiatives wherein we are training pre-sales executives for opportunities to upsell and cross sell CA Technologies to customers and in-turn increase the revenue of the partner organizations.

Our main aim is to train these tier 2 channel partners who can go out and sell our solutions

across various verticals and we are following this strategy to push SaaS based ITSM into the SMB segment. Our main focus is to expand and strengthen our partner network to achieve this goal.

What all has been planned for channel engagement? What kind

of channel ecosystem you follow? At CA Technologies, partners form an important part of our ecosystem. Therefore, we undertake various initiatives for our channel partners. In India, we are working with channel partners who are vertically strong and are specialized in terms of their offerings in that particular verti-cal. We follow a simple strategy, customer first and partner later. The main philosophy behind this is that our partners and we need to work in tandem and hence it is important that we under-stand the workings and technologies employed. This cannot be done from a third party perspec-tive. Becoming our customer allows for intimate knowledge sharing which can than help us work-ing together and developing varied solutions. We always strive to ensure that our partners always earn a margin and hence we are constantly there to guide them and help them evolve cause the more innovative you are the more margins you will make.

SME CHAT


31

GUEST COLUMN


32

SANJAY KATKAR Chief Technology Officer, Quick Heal

Technologies Pvt. Ltd.

BRIEF PROFILE

Sanjay Katkar’s extensive

understanding of technology, software

and services prompted him to have a

dedicated Research and Development

Center at Pune, Maharashtra. He

has spearheaded the creation

and subsequent development and

maintenance of the core antivirus

engine. He leads a team of young

and dynamic software professionals,

engaged in development of various

anti-virus modules on various platforms

including the design and development

of new features. The company is now

recognized as a complete security

solutions provider for its simple and

dynamic solutions that span platforms

as well as multiple devices.

Sanjay also serves as the Director of

Association of Anti-Virus Researchers

Asia (AAVAR) and is a reporting

member of The Wild List Organization

International, USA. He is also a member

of the Technology Steering Committee

of National Security Database. He has

been felicitated with Maxell Award for

Maharashtra Corporate Excellence,

2012 - in the category of Innovation

by Maharashtra Chief Minister Hon’ble

Shri. Prithviraj Chavan. He has also

received Army Institute of Technology’s

(AIT) ‘Young Entrepreneurs’ Award.

which recognizes young entrepreneurs

who stand out from the crowd for

their unique entrepreneurial spirit,

innovation and exceptional progress.

He is also the recipient of the 2012

Brands Academy Entrepreneurship

Excellence Award being recognized

as “Entrepreneur of the Year in IT

Security”.

A guide to data leakage and how to prevent it in enterprises

THE LOWDOWN ON DATA LOSS PREVENTION (DLP) AND WHY YOU NEED IT

Data Loss Prevention (DLP) is one of the most talked about, but least understood, security tools in the enterprise security portfolio. While many believe data loss to be a minor inconvenience and associate it with a simple loss of crucial devices, the truth is that data breaches occur through far more numerous and devious means, and have wide reaching ramifications.

The damage of a data breach ranges from intellec-tual property loss and a drop in market share, right to legal lawsuits and a massive hit to an organization’s reputation. With such repercussions brewing under the surface, it is a surprise that not more business enterprises understand the significance of effective DLP tools and imbed the technology within their existing IT security infrastructure.

The Nature of Data at Risk An underlying cause of the comparative bias

against DLP tools is a lack of understanding of the kind of data that is truly at risk. With regards to an operational business, every bit of data is crucial, though it may not seem so at first. With the right tools, any data can be used against an enterprise so the blue-print of that next great prototype needs to be guarded with the same intensity as the buyer profiles of your last 10 customers. Some examples of confidential and crucial data are - Intellectual Property, Company Data, Customer Data.

The Role of Data Loss PreventionEnterprises need to understand how and by whom

data breaches occur before they set the right DLP tools and policies in place. Not all incidents of data loss are caused by malicious attackers or corporate saboteurs; in fact, a large majority of incidents stem directly from the careless behavior of employees with regards to confidential company data. An unen-crypted smartphone lying around, losing a USB drive with critical information or clicking on a fraudulent link are some of the most common causes of inadver-tent data leakage.

Since employees often contribute to several cases of data leakage, a set of policies and tools that monitor, regulate and enforce data preservation techniques are essential for every organization. This is where DLP

comes into the picture and its implementation varies on the nature of vulnerable data, the size of the enter-prise and the degree of danger posed to the data by insider and outsider threats.

The Solutions to Data LeakageJust like with all software products, there are several

builds and versions of DLP that can be procured, but finding the right fit for your organization is critical. Software that provides one of the following, or any combination of, DLP solutions should be taken under consideration:

Network-Based DLP – Installed at the perimeter of enterprise networks, it studies network traffic to detect confidential data that flows out. If predefined information disclosure policies are violated, the source of such leakage is flagged.

Endpoint-Based DLP – Individual endpoints such as desktops, laptops, smartphones, tablets and others are monitored and regulated to prevent leak-age. Activities like outgoing emails, print commands, outgoing emails etc. are flagged.

Storage-Based DLP – The storage location of confidential data and its protection is guaranteed by this method. Inappropriate storage is often caused by improper retention policies, so such solutions do more than just protect critical data.

Content-Aware DLP – Company policies are enforced based on the classification of data. If a pre-defined keyword or nomenclature is detected to be going out, a flag is raised. This allows enterprises to avoid accidental or deliberate exposure of data.

Conclusion...While the number of Internet-connected devices

within enterprises spirals out of control, Data Loss Prevention is an integral aspect of any enterprise’s ability to protect and manage its valuable and confi-dential information, irrespective of its size. Organiza-tions cannot risk the consequences of data loss or the penalties of regulatory policy violations anymore.

The market for ruggedized tablets and laptops is still niche and Panasonic has close to 50,000 installations in India and is witnessing growth rate of 60-70% year-on-year, and is looking further at 40,000 to 50000 installations.

GUNJAN SACHDEV GENERAL MANAGER, NATIONAL BUSINESS HEAD (TOUGHBOOK DIVISION), PANASONIC INDIA

“I CAN ONLY SAY THAT WE ARE CREATING THE NEED; AND WHY CUSTOMER SHOULD SHIFT TO THESE DEVICES.”

The market for ruggedized tablets and laptops is still niche and it’s difficult to speculate on the size of this market. One of the few players in this segment

Panasonic started its Toughpad and Toughbook journey in India seriously almost 2.6 years back and today its team comprises of 20 people. With close to 50,000 installations in India and wit-nessing growth rate of 60-70% year-on-year the company is looking further at 40,000 to 50000 installations.

GOING RUGGED WITH TOUGHPADS

and why customer should shift to these devices. Hence we can’t define the size but can say we are almost the market leader having 65-70% market share. In India too we also have the same percent-age point and growing by 70%,” adds Sachdev.

Main competition for these devices comes from commercial laptops and tablets. How Panasonic intends to lure customers to these devices Sach-dev informs is by selling the concept of “peace of mind”. “We are giving three year warranty, and for five years one doesn’t need to change the device. Initial cost is more but the total cost of ownership for five years become cheaper,” he adds.

In addition to defence and police these rugged devices are also aimed at railways, aviation, auto-mobile, except the IT vertical.

Sachdev claims that they have less than 2% fail-ure rate and have full-fledged network across the country and uses it Panasonic service centers in all the 50-60 cities. Plus it also has a pick up facility. “We are able to solve 90% of the problems on the phone as they are software problems; only 10% is hardware problem,” concludes Sachdev.


It has plans to to launch 5-inch Toughpads with voice in India this financial year. These Toughpads have already been launched in US, Europe and Japan earlier this year and now plans to bring it to India market.

“We are also studying the India market and want to introduce it this financial year,” informed Gunjan Sachdev, General Manager, National Business Head (Toughbook Division), Panasonic India.

“It is difficult to put a number on the market size. I can only say that we are creating the need;

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With the enterprise ready private cloud DaaS offering already in the market Citrix is now moving towards providing public cloud DaaS

PARAG ARORA AREA VICE PRESIDENT & COUNTRY HEAD FOR INDIA SUBCONTINENT, CITRIX

“MOBILE WORKSPACE IS A NEW CATEGORY THAT CITRIX IS DEFINING IN THE MARKET.”

Workspace has evolved and is evolving at a speed which was unthinkable couple of years back. Who could have though that

technology would bring the office to anywhere we want it to be. Today we can do our work not only from anywhere but also from innumerable devices: laptops, tablets, handsets etc. Hence to keep up with the times Citrix is channelling its focus on mobile workspaces.

“Virtualisation is our legacy,” says Parag Arora, Area Vice President & Country Head (India Subcontinent), Citrix, “but mobile workspace is a new category that Citrix is defining in the market. There are three aspects to it: security, virtual, mobile. Our strategy is now security, vir-tual and mobile and today Citrix means all these three -- how to create setups and platforms where enterprises can help people access their data and application, devices, desktops in a mobile secure and a virtual way. Our positing in the market is around mobile workspace.”

It recently launched its XenMobile 9 which is an enterprise management mobility platform which helps customers and users to get the app data on mobile devices. Citrix mobile workspace also provides unified app store which offers apps for Windows, mobile, and SaaS.

With the recent market penchant for every-thing hosted Citrix launched its desktop-as-a-ser-vice couple of months back and Microsoft Azure and Amazon will be hosting these services for the company. “This we will be selling in the next three or four months from now, through our partners as a full-fledged DaaS offering and customers can simply pay monthly or quarterly fees to avail the service,” informs Arora.

The India Cloud scenario he declares is still behind other countries held back by mindset and security issues.

Most of the deployments being done are on private clouds and some of the partners it has been working with in India are Tech Mahindra, Wipro etc. and soon IBM too will be launching DaaS with Citrix soon. These DaaS offerings, right now, are in different phases of maturity.

Now with a couple of clients under its belt who have already done private cloud DaaS now Citrix is moving forward towards public cloud DaaS.

“Now that we have the right kind of references, value proposition, it’s time to grow exponentially. And this is something we can’t do the way we were doing it in the past. It’s time to do ecosystem multi-plier (word coined by myself), and now we have to leverage the ecosystem to get the multiplier effect. We have to go to market with more partners hence the focus is going to shift on partners in terms of enablement of partners,” says Arora.

Calling Citrix solutions as “little tough” he informs a lot of investment has been done to enable the partners to deal with complex backend.

Changes have also been done to its go-to-mar-ket strategy -- earlier there was enterprise with top 150 customers, corporate with 400 accounts and commercial or the coverage business. But now the corporate and commercial have been converged into one segment. This business has now been renamed as ‘Emerging Business Partner Led’. Now it accounts for half of Citrix’s revenue in India and the rest comes from the enterprise.

In mature markets the split between enterprise and others is 35-65%, and Arora hopes to achieve the same in India in the next couple of quarters. “In next couple of years growth will come from the

CASHING IN ON MOBILITY

commercial side of the business,” he responds. With three national distributors -- Avnet, Red-

ington and M. Tech -- Citrix has no plans to add more partners. However for XenMobile it will work with niche partners and fromt he present seven partners will increase it to approx. 15.

On the networking side NetScaler is the fastest growing business in India for Citrix. Earlier it was sold with the desktops and app solutions. Arora accentuates this will be their growth engine and from the present 15-18 partners (with 10 being real partners) wants to increase this to 20 partners.

SMBs account for 8-10% of the Citrix’s business and remain a core market for its VDI-in-a-box. While CSA partners will be focused on mid-market customers, SMB coverage will be done through distributors. In addition, an inside sales has also been added for the SMBs based out of Delhi, Mumbai and Bangalore. Person based out of each city sell on the phone and have database of 4,000 customers. Plans are also on the anvil to double the headcount of the sales team.



35

SME BIZCITRIX

Brief us about your company? Ever since its inception in 1997 M/s.

Hind Teleservices, Faridabad, is into the field of sales and service of EPABX systems. We proudly introduce ourselves as an authorized channel partner of Matrix EPABX, KTS, GSM-FCT and VoIP. We are also dealing with CCTV and security system, biometric solutions from Matrix; with a wide range of communication products.

What is your turnover and growth percentage?

Our turnover is approximately Rs. 1.26 crore and we have grown by 63%.

What is your strength in terms of market reach and others?

We have developed a strong service team, which is our core strength to meet the day-to-day customer needs. Headquartered in Faridabad, Haryana, with well-equipped office and a vigilant administration team, we are providing the best services to our valued customers.

We at Hind believe in giving utmost satisfac-tion in services to our biggest asset – ‘Our clients’. With an unremitting spirit of innovation and a customer-centric approach, Hind Tele Services has expanded its footprint in the NCR region, apart from its presence across India, serving 4000 plus satisfied customers with our systems installed in and around Delhi/NCR. We have always embraced modern management systems with imaginative products and disruptive technology.

What kind of solutions and prod-ucts you are dealing in?

We deal in both telecom and security - voice logger, call center setup, EPBAX, IP PBX & VoIP gateways (GSM- VoIP, FXO-FXS- VoIP, PRI etc.), networking solutions, biometric solutions and CCTV surveillance.

How do you find telecom market in India?

The telecom market in India is very promising. As per studies, with over 900 million telephone connections, India remained the world’s second-largest telecommunications market in 2013, recovering from the fluctuations year before, but made little progress to jump to the next gen-eration of services. The year under review had already equipped the government with a road-map, following the release of the National Tele-com Policy of 2012. Now with the VoIP products it is becoming more interesting.

What kind of telecom solutions you have?

We have all kind of solutions, from analog EPABX to IP, GSM gateways, VoIP solutions, call center solutions etc.

How do you find Matrix products in terms of its advantages vis-à-

vis other brands? Matrix is SUBSTANCE brand. Substance is in the DNA of Matrix solutions. Substance in the form of

“THIS YEAR WE WOULD LIKE TO ADD IP BASED SURVEILLANCE PRODUCTS TO OUR PORTFOLIO.”

“BELIEVE IN CLIENT

SATISFACTION”

technology, depth, genuineness and going beyond the mere outer façade and offer more values in all the areas. This is what differentiates Matrix from the lot. Matrix positioning is based on offering more of these true inherent values which custom-ers expect from infrastructure solutions.

What is the potential and chal-lenge for Matrix in the market?

There is huge potential in VoIP solutions, govern-ment policies but restrictions may cause some challenges. The entry of LE is giving a big leap in the area of real estate, healthcare and hospitality industries.

What does the company needs to do to improve the market share?

It needs to educate its partners, teach them to con-vert their strengths and customer base in to their opportunities.

What products you want to add this year?

This year we would like to add IP based surveil-lance products to our portfolio.

GOPA KUMAR PROPRIETOR, HIND

TELE SERVICES, FARIDABAD

Faridabad-based Hind Tele Services says it has always embraced modern management systems with imaginative products and

disruptive technology. Gopa Kumar, Proprietor, Hind Tele Services, Faridabad in a chat with SME Channels talks about what makes

them tick in the market.

SME CHAT


36

While the PC market keeps on shrinking and white box market even further still companies like AMD are seeing the opportunities that the latter market can offer and is all out to revive it

CHANDRAHAS PANIGRAHI DIRECTOR, CHANNELS, AMD INDIA.

“THE PACK NOT ONLY HELPS IN REDUCING COST BUT ALSO HELPS THE SYSTEM BUILDERS’ TIME AS THEY NO LONGER HAVE TO GO SIX TIMES TO THE DISTRIBUTORS TO GET IT.”

With the constant squeeze felt by the small system builders due to the continuously declining desk-top market with the preference

for laptops and tablets the future of assembled PC market seems in doldrums. Gartner earlier this year in its report revealed that white boxes (assembled computers) -- which accounted for 44% of the total market -- declined by 10%.

However, there are some who are bucking the trend. To revive the white box market and address the needs of the thousands of small system builders across APJ AMD has come out with 6 processors and 6 fans in one retail box for system builders of all sizes named the ‘AMD Power Pack’.

“This is a step towards reviving the small system builders market which addresses markets such as SMEs, education, home, and PC gamers. We are

AMD PACKS A PUNCH

looking at system builders majorly as size of the component market is growing at a decent pace. We agree it has seen some dark years in the last few years but now we sense good growth in this market although it will be slow for sure. The whole BOY component business is driven by system integrators therefore we introduce such offers. The pack not only helps in reducing cost but also helps the system builders’ time as they no longer have to go six times to the distributors to get it,” says Chandrahas Panigrahi, Director, Channels, AMD India.

The new packaging strategy is intended to boost sales with its channels and partners. And Panigrahi believes that this will be a package of 6 PC Processors + 6 fans- the package will reduce the cost and will be a super combo offer that will attract the PC builders. Further the core sectors where he sees major traction is home PC’s and PC gamers.

Panigrahi informs that currently there are 5000 to 6000 micro stores in India which deal in selling components, assembling them in to a system and selling them. The component market has been through a rough patch and has seen many ups and downs but at presently is growing at a decent pace all thanks to the proliferation of mobility devices which has once again made the desktop relevant.

He further adds that a large number of resell-ers are getting back into system building. “India market has lot of micro stores which I reckon is about 5,000 to 6,000 which assemble PCs on a daily basis. Fundamentally we believe that desk-top market has undergone transformation in the last three years (the size has gone down) but we believe it will grow in the next two-three years.”

The program will start with the A8-6600K and Athlon X4 760K processors initially, as they are unlocked for great overclocking potential and are compatible with the FM2 / FM2+ infrastructure. This allows the customers – the system builders that cater to micro-volume PC assembly with less than 500 systems per quarter – to offer some great options across prices and configuration.


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37

“OUR VISION FOR INDIA IS LONG

TERM”

ANISH KANARAN CHANNEL DIRECTOR

(INDIA, MIDDLE EAST, AFRICA), EPICOR

India is not only a key market for Epicor but also a clear focus area for the next five years. In a chat with SME Channels Anish Kanaran, Channel Director for Epicor in India, Middle

East, Africa and India reveals the importance of the market for them.

Epicor has been in India since 2011. Since then what all have

been your achievements and challenges? Epicor ERP was officially launched in India in May 2011 and we have made excellent progress since then. We now have a range of customers, primarily manufacturers, who are using Epicor ERP in India. Our customer base is steadily and surely growing, and it is exceeding the general growth trends of the industry.

In India, Epicor is 100% channel focused, which means that we sell via our channel partners who are typically systems integrator such as Orient Technologies, Daksha, Atna and RheinBrucke. Currently, Epicor has 14 channel partners in India and we intend to recruit 30 partners in India over the next two years.

Earlier in 2014 we launched Epicor ERP ver-sion 10, representing the transformation of busi-ness software to inspire the next-generation of ERP users.

With already well established software vendors in India how do

you differentiate yourself from others? As opposed to some of the larger, tier-1, vendors, Epicor has invested heavily in basing our solu-tions on a modern, flexible and agile technology platform to ensure that customers can take advan-

tage of new functionality and trends that can help them become more competitive.

Some of our specific differentials include an agile business architecture based on 100% SOA (service-oriented architecture) to help companies quickly adjust to changing business conditions, a modern interface that fits into today’s workplace, global functionality to conduct business world-wide and still meet local regulations, and about a third of the cost of ownership compared to larger ERP systems.

One of the other points of differentiation is our addition of a social voice to ERP by inte-grating status updates, news feeds and broader SharePoint communities to provide an even more powerful tool to achieve best-in-class business performance. These technologies will further empower knowledge workers by leveraging contextual information to improve the quality of interactions.

Tell us in detail about Epicor’s India focus and market size.

Our customer base, made up of mainly manufac-turers, is steadily and surely growing, exceeding the general growth trends of the industry. On-premise ERP is growing at a CAGR of 15-17% as per Gartner. Our plan is to establish ourselves as a key player in the manufacturing segment and then sell into other segments such as distribution

and services. India is a key market for us and a clear focus area for the next five years. Our vision for India is long term.

We estimate the India ERP market to be nearly $1 billion, including license, maintenance and services. Of this, the ERP license and maintenance market is approximately $525 million. The Indian market is fast expanding as more and more manu-facturing and services organizations are opting for automation of supply chain. The demand for mobility is also booming. We have a total address-able market of $200 million in manufacturing segment alone in India.

Epicor’s focus has been mainly mid and large enterprise. Are you

also focusing or plan to focus on the burgeoning SMB market too? In India the manufacturing mid market segment represents huge growth opportunities for ERP. For the Indian SMB segment, there has been a constant rise in demand for ERP solutions largely due to the rising demands of manufacturing OEM, competitive pressure to drive operational efficiency and cost competitiveness.

For us, the target in India is the mid market segment. As midmarket companies extend their reach into markets around the world, they require increasingly sophisticated systems to support and run their business. With Epicor ERP, they can

SME CHAT


38

use enterprise-grade technology as a competitive weapon, managing costs, introducing efficiencies throughout the supply chain and manufacturing processes, and streamlining and automating busi-ness processes across the organization.

What are your channel commit-ments? What kind of channel

ecosystem you follow? India is a 100% channel market for Epicor, man-aged by a team of channel managers. The com-pany currently has 14 channel partners across Indiasuch as Orient Technologies, Daksha, Cor-porate Serve and RheinBrucke. Keeping in mind the country’s geographic spread, Epicor partners have been strategically chosen to expand our reach so that we are able to support companies with branches across the country.

Epicor looks for partners with a long term com-mitment to customers, who want to make a real difference to their clients’ businesses and to invest

our partners.We believe that a differentiated and enabled

partner network is vital to its success and this will be our focus as we continue to grow in India We plan to recruit more partners and the goal is for us to have nearly 30 partners by the end of 2015.

What are the plans in terms of market share and products?

Epicor is a global leader in business software solu-tions for manufacturing, distribution, retail and services organizations. When we decided to enter this market, we looked at what the growth areas were. We found that manufacturing is a key sector that we needed to focus on, including many high tech engineering companies that have recently entered the local market. India is gearing upto become a key hub for many American and Euro-pean companies that are looking to outsource the manufacturing process. We see this market growing in India. Manufacturing is the biggest industry segment for Epicor in India.

Your recently launched Epicor ERP 10, how different is it from

the earlier version? With Epicor ERP 10, we’ve taken our visionary blend of rich global functionality built on agile technology, and eliminated complexity to make ERP easier to use, more collaborative and more responsive. Guided by the needs of today’s users - we’ve streamlined the users’ experience across multiple devices and expanded deployment choice. The result is an inspired solution that changes an organizations’ relationship with ERP to drive growth and opportunity throughout the business.

in visionary solutions. To help them achieve success, Epicor not only offers a visionary ERP solution, it also a comprehensive and structured enablement programme coupled with the assis-tance from some of the industry’s most talented channel professionals.

Enablement is high priority and partners have a variety of marketing and PR resources that they can tap into, however, applying local knowledge to any marketing campaign is vital so the com-bined expertise and knowledge of partner and vendor has proved to be a proactive and success-ful approach to building business opportunities for VARs in Africa.

Unlike some of its competitors, Epicor doesn’t focus on having a large channel with resellers that compete against each other. Epicor offers true partnerships, often with some sort of specializa-tion, perhaps domain- or vertically-driven or to cover certain geographic areas.This channel strat-egy is proving to be extremely successful amongst

“FOR THE INDIAN SMB SEGMENT, THERE HAS BEEN A CONSTANT RISE IN DEMAND FOR ERP SOLUTIONS LARGELY DUE TO THE RISING DEMANDS OF MANUFACTURING OEM, COMPETITIVE PRESSURE TO DRIVE OPERATIONAL EFFICIENCY AND COST COMPETITIVENESS.”

SME CHAT


39

It has been nine months since Sophos acquired Cyberoam but the partners – at least the new partner who want to do business with Sophos or Cyberoam - are still apprehensive about whom to interact with. The answer is they can deal with any of the two companies; their queries will be addressed respectfully.

SUNIL SHARMA VP-SALES & OPERATIONS (INDIA & SAARC) AT CYBEROAM TECHNOLOGIES LTD.

“HAD CYBEROAM BEEN ACQUIRED BY ANY OF THE VERY LARGE COMPANIES, IT WOULD HAVE BEEN A FAILURE BUT SINCE SOPHOS ACQUIRED THEM, IT WOULD BE A ROCKING SUCCESS.”

In the month of February2014, Sophos the global security company had created a sen-sation among the Indian IT industry – even the global IT industry - by announcing their

intent to acquire Cyberoam, the Indian MNC. There were a lot of praises from both the side lead-erships – when Kris Hagerman, CEO, Sophos had said, “The acquisition expands and accelerates our network security roadmap to grow our presence in UTM, advanced persistent threat protection, wireless and next generation firewall.”

Hemal Patel, CEO, Cyberoam, had said, “Together Sophos and Cyberoam form a power-house in network security. We are growing our network security businesses substantially faster than the market, and joining forces allows us to drive even greater innovation and value. Our global footprint, commitment to the channel and complete security portfolio are clear competitive differentiators.”

Despite the optimism and confidence shown by both the leaders, on the ground level, the partners were really apprehensive as Sophos had its own UTM courtesy its acquisition of Astaro in 2011. Secondly, whom to deal with – whether Sophos management or Cyberoam management, whether the brand Cyberoam will remain or it will submerge with Sophos, etc.

However, after almost nine months when the dust has settled down we could see Cyberoam as a brand for UTMs is very much kicking and Sophos as a brand for encryption, end point secu-rity and mobile security is also doing business on its own capacity. This is also a little weird if both

NO CONFUSION ANY MORE

Aambay Valley, Lonavala, Maharashtra. There were 65 CIOs who heard Cyberoam think tanks’ vision and discussed their challenges in the market as well.

On the partners’ front, this month Cyberoam had taken a select group of partners to Dubai to update them about their opportunities in future times.

Finally…Today, Cyberoam India has presence in 15 cities including Bangladesh and Sri Lanka with head count of 60+ - just sales and pre-sales (Globally the company has 550+ employees). The company has grown 50% last year in terms of revenue and this year, Sunil concludes, “My mantra is 15 by 15. It means by 2015, our goal is to achieve US$ 15 million revenue.” So coming to the Cyberoam and Sophos integration in India, they are pro-gressing well...so need to trust them.

BY: SANJAY [email protected]

the companies are working independently but nine months is not good enough time to judge any comapny. However, Sunil Sharma, VP-Sales & Operations (India & SAARC) at Cyberoam Technologies Ltd., puts all apprehensions to rest.

As per him, had Cyberoam been acquired by any of the very large companies, it would have been a failure but since Sophos acquired them, it would be a rocking success.

He said, “People have taken Sophos acquisition of Cyberoam in India very positively. All partners are thrilled and excited about what they are going to get from the combined portfolio of Sophos and Cyberoam. Primarily we had networking security partners who always cherished to add end-point security to their products’ portfolio. Now it has come true, as they can sell end-point security products including anti-virus, encryption, mobile security, HIPS, DLP, etc.”

Comments Sunil, “The result is coming out in the market. The partners are able to see that they have the similar kind of the channel programme. There is no change as of today. They are dealing with the same set of people. They are dealing with the same set of product portfolio. They have got fifteen cities local support as far as pre-sales is con-cerned. Our post –sales engineers have increased. We have ISO 20000 certification. It is a very excit-ing moment for our partners and customers. We as an employ are equally excited to see such kind of reception from customers and partners.”

Cyberoam has also expedited its initiative to woo CIOs as very recently, the company had organized a CIO meet known as Inner Circle at


40

SME BIZ CYBEROAM

GA-Z97X-UD7 TH - is a part of the GIGABYTE’s new 9 series motherboards, which are based on the Intel Z97/H97 chipsets. It comes with the next generation Intel 97 Express chipset and Intel socket 1150, supporting 4th Generation Haswell, Haswell Refresh, Devil’s Canyon pro-cessors and also, the 5th Generation Broadwell processor. Among its most attractive features are the Dual Thunder-bolt 2 ports that allow you to simultaneously connect as many as 12 devices, in addition to three digital displays. Each of these ports supports utmost data transfer speeds, with simultaneous bi-directional data transfer potential of up to 20 Gbps. This means you can transfer a complete HD 1080p movie within seconds.

GA-Z97X-UD7 TH also features a special PCIe expan-sion card, ensuring amazingly fast connectivity, thanks to its support for the latest 802.11ac and Bluetooth 4.0 standards.While its desirable features, GA-Z97X-UD7 TH gives maximum system control to Do It Yourself (DIY) PC Users. It is also loaded with features that will delight any gaming enthusiast. With its flexible graphics potential for either 3-Way CrossFire or 2-Way SLI action, it facilitates the ultimate in graphics effect without compromising on resolution.

FEATURESn Supports 4th and 5th Generation

Intel Core processors

n Dual “Thunderbolt 2technology

support

n Extreme multi graphics support

n Precise digital CPU power design

n SATA Express support for 10 Gb/s

data transfer

n Realtek ALC1150 115dB SNR HD Audio

with Built-in rear audio amplifier

n Intel GbE LAN with CFOS internet

accelerator software

n 2x copper PCB design

n Long lifespan Durable Black solid caps

n APP Center including EasyTune and

Cloud Station utilities

n GIGABYTE UEFI DualBIOS

PRICERs. 23,000 (approximately)

CONTACTGIGABYTE TECHNOLOGY (INDIA) PVT.

LTD., Tel : +91-22-40633222, E-mail:

[email protected], Website: www.

gigabyte.in

WARRANTY3 years

OVERALL RATING

BY MANAS [email protected]

ScanSnap iX100 is not only the world’s

lightest and fastest scanner, but it is also

equipped with Wi-Fi connectivity and built-in

battery to provide users the ultimate mobile

scanning experience – whether at home, in

the office or on the road. The ultra-portable

wireless document scanner, ScanSnap iX100

enables users to scan photos, documents,

or business cards directly to any device

platform or cloud services via Wi-Fi; without

worrying about the Wi-Fi network environ-

ment or having entangled cables. Further

engineered with the powerful GI processor,

ScanSnap iX100 delivers high-quality and

auto-corrected digitized image data from any

document.

Even with the built-in battery and Wi-Fi con-

nectivity, the ScanSnap iX100 is merely 400g

in weight, and it allows users to scan up to 260

sheets (A4, color, simplex, 300dpi)*3 when

fully-charged. The scanning speed has also

enhanced to 5.2 seconds per page (A4, color,

200/300dpi) which is 30% faster than the

existing model. With its continuous scanning

function, multiple documents can be converted

into PDF format for viewing and sharing in a

snappy speed.

Indulge in the ultimate scanning versatility

with Wi-Fi connectivity, built-in lithium-ion

battery and a pack of comprehensive PC/

Mac software (ScanSnap Manager, ScanSnap

Organizer, CardMinder, ABBYY FineReader and

Microsoft SharePoint (PC only)).

FUJITSU SCANSNAP IX100

n Price: On Request Warranty: Not Available Contact: Rohit Grover, Fujitsu India Private Limited, Email: [email protected] , URL: http://sg.fujitsu.com/scanner

GIGABYTE Z97X-UD7 TH

41

PRODUCT


REVIEW

CISCO

VIEWSONIC

PLUSTEK PS506U SMALL OFFICE SCANNER

PLUSTEK

CISCO ASA WITH FIREPOWER Services provides the full contextual awareness and dynamic controls needed to automatically assess threats, correlate intelligence, and optimize defenses to protect all networks. By integrating the Cisco ASA 5500 Series firewall with application control, and the Next-Generation Intrusion Prevention Systems (NGIPS) and Advanced Malware Protection (AMP) from Sourcefire, Cisco is providing integrated threat defense across the entire attack continuum – before, during and after an attack.

Cisco ASA with FirePOWER Services is an adaptive, threat-focused NGFW that delivers superior, multi-layered protection, extending its capabilities far beyond legacy NGFW solutions. Until now, NGFWs have focused on policy and application control and have been unable to address advanced and zero-day attacks. Cisco ASA with FirePOWER Services changes this, taking a visibility-driven, threat-focused and platform-based approach.

Cisco ASA with FirePOWER Services provides superior visibility and continuous analysis to detect advanced, multi-vector threats and streamlines and automates response for both known and unknown malware. It also offers holistic, actionable IoCs that speed threat investigation and retrospective remedia-tion, along with integrated incident response scoping and automated detection policy updates.

n Price: On Request, Warranty: Not Available, Contact: Cisco, Tel: 1800 103 7723 (pre-sales)

CISCO THREAT-FOCUSED NEXT-GEN FIREWALL

VIEWSONIC VX63SMHL SERIES OF MULTIMEDIA DISPLAYSVIEWSONIC VX63Smhl series of gaming and multimedia displays areavail-able in 22- and 23-inch sizes.The series offers premium features, including native Full HD 1080p resolution, “frameless” bezel, ViewSonic’sSuperClear IPS panel technol-ogy, versatile input options and Mobile High-Definition Link (MHL) connectivity.

The ViewSonic VX2363Smhl-W and VX2263Smhl-W are full HD 1080p dis-plays and can be connected to MHL-enabled mobile devices, such as smart phones and tablets, with the integrated MHL port. This allows users to share digital content from mobile devices on a larger screen in Full HD resolution.

With dual HDMI and VGA ports, VX63Smhl displays can link to multi-ple video sources, offering flexibility between entertainment and PC-related work content. The SuperClear image enhancement panel technology and 50M:1 MEGA Dynamic contrast ratio ensures superior colour performance and reproduction from the IPS panel.

The VX2363Smhl-W and VX2263Smhl-W displays also have integrated features that ease comfort and reduce eye fatigue, such as Flicker-Free Technology and a Blue Light Filter. Flicker-Free Technology reduces screen flickering to a minimum at all brightness levels, helping to reduce eye strain that comes from long periods of viewing. ViewSonic’s proprietary Blue Light Filter allows users to dim the blue light levels to ease potential eye strain.

n Price: MRP INR 54,551, Warranty: Not Available, Contact: neo-teric informatiq, Phone: 022-40859600

PLUSTEK HAS BEGUN SHIPMENT of the SmartOffice PS506U small office scanner. The PS506U features an intelligent misfeed function that uses an ultrasound sensor to spot overlapping pages and versatile document handling that can scan a mixture of plastic or other rigid cards, long documents and normal documents together without any additional adjustments or setup announced the press release.

Bundled software includes Plustek’s own DocAction, ABBYY Fine-Reader 9.0 Sprint and NewSoft Presto! PageManager 9 SE. ABBYY Fine-Reader Sprint is included to easily create and manage searchable PDFs at the touch of a button. Built-in image processing ensures the highest image quality, reduces rescans and increases OCR accuracy. you can transform your paper documents into editable Microsoft Office document formats or common image formats such as JPG and TIFF. Industry standard TWAIN, ISIS and WIA drivers ensure compatibility with thousands of image enabled applications.

n Price: MRP INR 54,551, Warranty: Not Available, Contact: neoteric infomatique, Phone: 022-40859600


42

PRODUCT NEW ARRIVALS

RNI NO: DEL ENG/ 2010/ 31962 Postal Reg. No.: DL-SW-1/4145/13-15 Date of Publication: 20 of Every MonthDate of Posting: 22 & 23 of Every Month

October 14

Documents

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