e magazine may issue

1 www.varindia.com May 2016

VOLUME XVII ISSUE 09 MAY 2016 PRICE Rs. 50

Wipro extends partnership with Qlik Jaipur becomes Cisco’s First Lighthouse City in SA


Dell and EMC announce new identity

Upon the close of the pending transaction, Dell and EMC

together have revealed that the combined family of businesses will be called Dell Technologies. Dell Technologies will

include the brands, companies and capabilities re� ected

across the current Dell and EMC portfolios.

Dell Chairman & CEO Michael Dell made

the announcement during a keynote presentation at the EMC World. He said, “Our vision is a strategically aligned family of businesses that brings together customers’ entire infrastructure, from hardware to software to services, from the edge to the core to the cloud. Dell Technologies will create more value for customers and partners than any other technology solutions provider today. we will deliver world-class products and solutions to customers of all shapes and sizes.”

HPE solutions for better business performance

In line with technology solutions, Hewlett Packard Enterprise has

expanded its portfolio of products and services to help customers transform to a hybrid infrastructure. Technology innovations include solutions that deliver agility, performance advantages and overcome business complexity enabling

customers transform their IT departments

using SAP HANA.The latest

products and solutions from

HPE and SAP will provide customers

access to tightly integrated, full-stack solutions that will give them real-time business analytics and applications, managed in a secure, scalable, cost-effective cloud environment.

Smart Cities – A Big Prospect in Need of Systematic Planning

SAP Education ties up with TASK Lenovo unveils Converged HX Series Appliances

SUBSCRIPTION COPY NOT FOR SALEVOLUME XVII ISSUE 09 MAY 2016 PRICE Rs. 50

32pg

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6 May 2016 www.varindia.com

Small Data Vs Big data .......Importance of understanding Consumer Behaviour

HELLO INDIA

It has been found that many � rms use Big Data analysis to determine business strategies. However, the growing importance of Big Data, at times, confuses organizations. They may not make the best business decisions if they do not take into consideration the small data, generated from the internet, on customer’s behaviour. Explosion of Big Data and that being used by many makes more or less similar decisions as the organizations happen to reach similar conclusions. But they may make the wrong bets if they forget to look at the small data analysis on the consumer’s behaviour.

Research reveals that Big Data might be useful, but it might also not give a company the full picture it needs. Small data analysis, on the other hand, relies not only on large volume of data, but also uses a more structural analysis to � nd out why customers behave the way they do, which is more important. The probable answer would be, demand for value addition is becoming prevalent that matches the tastes of the new generation of customers, as a better customer’s experience.

Secondly, it is an absolute fact that digital transformation of businesses is having huge effects on every industry. Innovations are happening across organizations of all types, but they share a common theme: the ability to transform processes and business models, empowering workforce ef� ciency and innovation, and personalizing customer/citizen experiences. There is a sense of urgency for companies that need to have a Digital Business Platform which is outcome driven and enabled by technology. The live example is the growth of e-commerce sector in India, which is expected to see revenues rise from the present US$30 billion at the end of last � scal to US$120 billion by 2020. The increase would be mainly on the back of young demographic pro� le, rising Internet penetration and relatively better economic performance.

Lastly, the future will not be just about the connected devices. It will be about the transformation in the creation and delivery of services that will accompany the deluge of big and open data. It is not just connecting a mobile phone, car, a refrigerator or a health device – it is the combination of all of these. Networked devices in India are expected to swell to 1.8 billion by 2018 and create a better, stronger digital economy for providing citizens a better infrastructure and quality of life.

With this, there seems to be a promising opportunity for the industry to partner with the government in the Digital India programme!

Copyright © 2016 Red Hat, Inc. Red Hat and the Shadowman logoare trademarks of Red Hat, Inc., registered in the U.S. and other countries.

* Red Hat client data and Fortune 500 list, 2014

BY FORTUNE GLOBAL 500 COMPANIES*

rh-VAR-India-print-magazine-ad-23cmx34cm-US89671sw-201605.pdf 1 5/3/16 10:25 AM


Canon catches up with India’s growth momentum

Years of continued support and understanding have made the Channel topmost priority for Canon. Supporting this idea, K. Bhaskhar, Vice-President – Business

Imaging Solutions Division, Canon India, shares as to how this has been made possible and the key features that have kept this relationship going in these years –

Canon nurtures a strong and healthy relation with its partners. The company considers them to be crucial for its business and to make it grow in the industry. In fact, it believes that the continuous growth that Canon has witnessed over the years is a direct result of its partners’ growth. The partners are the strongest linkage between Canon and its customers.

“We are closely working with our channel partners on expanding our business in the tier-II and tier-III cities. We provide them with the best product knowledge, service infrastructure and adequate training to ensure the quality of after-sales support to meet Canon standards. We also ensure that the best product and service training is imparted to the partner’s sales staff so that they are ready to provide the customer with value proposition and offerings,” explains K. Bhaskhar, Vice-President – Business Imaging Solutions Division, Canon India.

As a matter of fact, about 55% of Canon’s sales contribution comes from its Channel operations.

Canon has a very strong channel ecosystem, with the BIS division alone having approximately 200 channel partners. However, with the diversi� cation of the division, it is looking at more extensive channel partner association in the year 2016. “Our focus is to help partners in building trained sales force by enhancing their knowledge and skills by trainings with various programmes so that partners sales team is at par with corporate sales team and engineers. We would like our partners to act as solution consultants in giving complete solutions to the customers,” he says.

Canon has a very large base of loyal partners in India and to ensure that it tries to create a win-win scenario, wherein it takes partner and customer feedback constantly to improvise on its offerings. Canon believes that maintaining extensive and close partnerships with channels is prudent for gaining success in the market.

Opportunities in India… A big growth storyThe surveillance market in India is in the midst of a signi� cant upsurge

and undergoing major technology advancements. With the advancement in technology, the customer is moving towards IP-based surveillance solutions from analog. Market is converging towards solution- centric approach where customer wants to collaborate multiple solutions like intelligent functions, video management, and analytics on a single platform.

The Indian industry is also making remarkable progress in various industries like manufacturing, food processing, pharmaceuticals, textiles & garments, retail, IT and service sectors. Small and medium enterprises also play a vital role for the growth of the Indian economy. They are today exposed to greater opportunities for expansion and diversi� cation across the sectors. SMEs are � nding increasing opportunities to enhance their business activities in core sectors. This segment is roughly contributing

about 8% towards the GDP and we � nd this as hugely dynamic business environment.

Canon understands the potential this segment holds in the current business scenario and is focussing on increasing its penetration in this segment with its diverse product portfolio. For instance, Canon BIS division has grown about 10% last year, out of which 60% was contributed by the SME space. “We have our energies focussed towards this segment. The SME segment is growing at a faster pace today and we would like to leverage this through our strong network of partners by providing products and solutions which act as the biggest differentiator and retain our market leadership,” adds Bhaskhar.

Along with this growth, Indian organizations are also extensively focussed on improving of� ce ef� ciency and productivity. With the fast-changing technology scenario and rapid consumerization of smartphones and tablets coming to business, employees want to use their own smartphones and tablets to work because they believe their mobile applications are necessary to get jobs done. Keeping this in view, Canon is constantly working on its product R&D and evolving with the competitive IT landscape of India. Its focus in the coming days is to provide value products to the consumers which provide better RoI to their businesses. �

[email protected]

K. BhaskharVice-President – Business Imaging Solutions DivisionCanon India


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ROUND ABOUT

Globalization and Neoliberal Thinking – Have they become hackneyed?

What do people like Ronald Reagan, Margaret Thatcher and Milton Friedman have in common? The � rst two are well known in their own right, while the third is a well-known economist. Freidman was the person who propounded the concept of a global economy and proved its bene� ts in theoretical terms for the � rst time through his well-crafted empirical studies.

There are more similarities between Margaret Thatcher and Ronald Reagan. When they were running their campaigns, many doubted their capacity to rule. But both won. It does not end there: they scripted their own form of governance – Reagonomics and Thatcherism which were dyed in the glue of neoliberalism. Both Reagan and Thatcher, who were Presidents of USA and Prime Minister of UK respectively, were benevolent dictators.

The decline of trade union movement and centralization of corporations coupled with privatization gave prime importance to the rule of market. Those who can master the market had become movers and shakers. There was no rulebook in the private sector, as to what should be done and what not to achieve the goal. Success was measured in terms of money, power, aggression and the tenacity to manage the external environment by hook or crook. The government interventions sank to the minimal. Think tanks spread across the world supported this new mantra and thought it was the most desirable way to get out of the trappings of under development, unemployment and thought that it would pave the way for an equitable society by granting everyone equal opportunity to pursue their business.

How does it play out on the ground? Opinions differ. There are people who believe that such models have yielded rich results. They point out that the global growth during the last three decades or so has been remarkable and was de� nitely higher than what it could have been in any other previous trajectories. They feel that with the concept of globalization catching up, many thought that it was important to relocate the production processes to locations which are advantageous in terms of cheap labour, where land cost is minimal, where there is availability of technical skills, raw materials and what have you. Emerging economies in Asia, such as India and China, have got a boost in this bargain. Many multinational corporations, which were primarily operating in the developed world for so many years, have relocated to these destinations. That is why China has emerged as a manufacturing hub and India a software destination leveraging their inherent strengths.

To a great extent, the collapse of the Soviet Union and East European countries was on

account of the radical neoliberal thoughts. With the development of mass media, people across the world started knowing what was happening in the developed world, importance assigned to human freedom, quality of life, better healthcare and education system.

Every facet of life was informed by the new credo – political, social and, of course, economic and business. Pro� t was pushed to the epicenter of economic discourse. Lean and mean were the criteria for success in the corporate world. The right to rationalize labour and exit operations had become inalienable with the corporate world. Companies were allowed to go to public for raising funds. In the process, despite the advocacy for strong regulators, operations became shrouded in opaqueness. Transparency had become a rhetoric for public consumption.

The steam of the neo was lost with the East Asian meltdown. Before that there was a � nancial crisis in Mexico close on the heels of that country switching over to capital account convertibility of its currency. This was followed by East Asian meltdown which sapped these emerging economies of all energy gathered in the previous years. But the intervention of the US stemmed the rot in these countries. The international monetary watchdog – IMF – had advocated capital account convertibility as a panacea for all ills for countries which are gaping to cope up with mounting debts and balance of payments. Everyone thought, East Asian crisis was localized to countries in the region and blamed the governance structures in those countries for their insensitivity in diagnosing the problems in time and taking ameliorative measures.

For a few years, there was respite since the East Asian economies were gradually picking up and everyone thought that the crisis was an aberration in a globalized world created by governments, which lacked � nesse in solving economic issues. But the sub-prime crisis in the US preceded by busting of international corporations like Arthur Anderson and several other well-known corporations scripted a new imminent crisis. Reckless � nancial dealings, creation of junk bonds, stonewalling operations of companies, etc accelerated the pace of the crisis. The US had become the worst victim of the crisis. Soon Europe followed. A few years later, China, which weathered the crisis adroitly in the initial stages, had become a victim of the crisis now driven by slackening on account of the contraction in global trade. The Indian economy initially was not that affected since its external sector was not as exposed as that of China’s. But the continued fall of exports for several months together had had its own impact on the Indian economy. While the US is showing signs of recovery, Europe is in deep slumber. Still it is not clear

when the euro zone will come out of the woods.

What will be the new schism in the making? Inclusive growth has now become a mantra to keep the democratic tradition intact but also to restore the faith in the system. Starting from the most developed country – US – to a relatively unknown country in the sub-Saharan region, everyone is pitching for a growth model, which is equitable and egalitarian. Look at what Donald Trump is pitching for in his election campaigns. More jobs, more bene� ts, more facilities to every US citizen. When he started off, everyone laughed at him for his antics and intemperate views and irresponsible utterances. But the self-made billionaire never lost his heart and soul. He persisted with his rhetoric sometimes bordering on jingoism. When he is ascending and has become the candidate of the Republicans in the coming Presidential elections, possibly against Hillary Clinton, many are keeping their guess in the unknown zone about the possible outcome.

What does it portend? Is the US still gung-ho about the neoliberal schism, which it once nurtured there and spread to different countries. The Republicans, who are known for their advocacy on free enterprise and everything to do with minimal government interference in the policy matters, are taking a U-turn of their established stand. They are becoming more inward looking than their rank opponents – Democrats. Why this is happening? Is it because that they have realized the pernicious effect of neoliberalism or a change of tactics to corner more votes among those who have got fed up with the uncertainties cast on their lives by neoliberalists. Or, is it an election gimmick to come to power and then continue with the existing framework? One has to wait for a few months more to see how these things will play out. In the meantime, for certain, there is a rethinking on the neoliberal thoughts and ponti� cations. Which way it will swing is again a guess game!


HOT BYTES

NI India supports Make in India programme

In support of the government’s Make

in India programme, National Instruments (NI) India has launched the NI India Business Incubator Programme and announced expansion of their R&D Centre in India. Both these initiatives aim to enable Indian engineers to become global knowledge partners in driving innovation and development across industries and domains.

The expansion of the India R&D Centre ensures that NI has access to the top talent instrumental in building a platform that meets the needs of all engineers and scientists today. NI works with leading universities to hire the best and brightest talent within the region and provides world-class, formal and on-the-job training to create a long-term and sustained career progression.

BT enhances its global network with Zscaler Cloud Security

BT has announced direct connection

of Zscaler access points into its global network. BT’s Assure Managed Cloud with Zscaler service scans and � lters every byte of network traf� c, including SSL-encrypted sessions, as it passes to and from the internet. Mark Hughes, CEO, BT Security, said, “We are pleased to add this improvement to our growing portfolio of solutions helping customers take advantage of the cloud. Based on Zscaler’s cutting-edge technology, this latest enhancement of Assure Managed Cloud brings to our customers increased con� dence and convenience at no additional cost .

NASSCOM and Facebook together to boost product design

ManageEngine forays into Self-Service IT Analytics Market

SAP Education ties up with TASK

Wipro extends partnership with Qlik

F-Secure and Europol join forces to � ght Cybercrime

Digital Transformation business unit by Honeywell

NASSCOM has tied up with

Facebook to build a “Product Design Initiative” in India. This programme of NASSCOM Product Council aims to support 500+ product start-ups on product design and train 5,000+ product designers over a period of two years.

Ravi Gururaj, Chairman, NASSCOM Product Council, said, “India’s product landscape is rapidly maturing and innovative solutions are getting built across

a spectrum of verticals and business needs. The NASSCOM Product Council has been running design workshops and an annual design summit to create awareness on product design and its imperatives. The Design Initiative will aim to build and diffuse a design culture across our ecosystem, link up with academia, recognize outstanding designs and overall ensure India's software products delivery delightful customer experiences.”

ManageEngine has announced its

entry into the self-service IT analytics market with the launch of Analytics Plus. Designed for mid- to large-size organizations that want to draw insights from their IT data, Analytics Plus integrates easily with various data sources and tools, analyzes vast data volumes and presents � ndings with rich visualizations.

“Most companies want the IT analytics payoff, but few want to pay the steep IT analytics price. We

are uniquely positioned to drive the widespread adoption of this powerful technology. We know IT management and how to make it both powerful and simple. We know IT admins, managers, CIOs and CEOs and what they expect in analytics-driven insights. And we know business intelligence and analytics, thanks to the 10 years our sister division, Zoho.com, has spent re� ning those technologies, which we are leveraging in Analytics Plus,” said Sridhar Iyengar, VP, ManageEngine.

Te l a n g a n a Academy for Skill

and Knowledge (TASK) has tied up with SAP India Education to boost IT education in the region. These courses from the SAP Student Academy Programme have been designed with the vision of upskilling youth of Telangana to promote professional expertise in the latest trendsetting applications.

The Memorandum of Understanding (MoU) was exchanged in the presence of Shri ESL Narashiman, Hon’ble Governor of Telangana & AP; Shri K. Chandrasekhar Rao, Chief

Minister of Telangana; other ministers and distinguished members from the government, academia and industry.

Shri K. T. Rama Rao, Minister for IT, Telangana, said, “The new initiatives by TASK will boost the dynamic and evolving IT industry and help increase the job prospects of talented, deserving youngsters in Telangana. This will give an overall impetus to the industry at large.”

Wipro and Qlik will

work together to offer advanced enterprise analytics solutions to joint customers across industry sectors. Wipro’s competency in delivering end-to-end Business Intelligence (BI) solutions combined with QlikView will widen the scope and scale of visualization solutions offered to customers.

Pallab Deb,V.P& Global Head – Analytics, Wipro Limited, said, “Data Visualization enables faster and better decision-making for businesses and that is the reason

why organizations across the globe are investing in newer and more sophisticated business intelligence solutions that incorporate visualization tools. QlikView is a great platform. Wipro’s SNIPE-BI Transformation and Smart View business intelligence solutions, powered by Qlik’s advanced visual analytics platform.

F-Secure has signed a Memorandum of

Understanding (MoU) with E u r o p o l ’ s C y b e r c r i m e Centre (EC3) that will allow for enhanced cooperation in the � ght against the growing problem of cybercrime. The MoU was signed at Europol’s headquarters in The Hague.

Kimmo Kasslin, Head,

F-Secure Labs, said, “Our mission is to protect

people and business from cyber threats, and cooperation with law enforcement is an important part of that mission. We are glad to

be able to provide threat intelligence to Europol to aid in their investigation and enforcement efforts to make the online world a safer place for everyone.”

Ho n e y w e l l has come up

with its new Digital Transformation business unit within Honeywell Process Solutions (HPS), focused on technologies and industrial solutions to help manufacturers harness the Industrial Internet of Things (IIoT).

IIoT by Honeywell will deliver enterprise-wide analytics and applications that leverage a deep ecosystem of knowledge partners, including data scientists, equipment manufacturers and the world-leading process expertise of Honeywell UOP to collaborate to identify issues before they

become problems. On this, Andrew

Hird, VP & GM, Digital Transformation, said, “We are entering a new era in the process industries. Advanced computing, mobility, cloud-based solutions, enterprise digitization are beginning to enable the next big revolution in performance and operations: turning data into actionable knowledge.”


Huawei and CIPL come together on DGS&D Rate Contract

will certainly boost the procurement by Govt. departments and DGS&D rate contracts will play a major role in the procurement process.

Huawei is a global leader of ICT solutions. Continuously innovating based on customer needs, they are committed to enhancing customer experiences and creating maximum value for their customers across 170 countries and regions. By leveraging their strong R&D capabilities and comprehensive technical expertise, Huawei’s strategy in the enterprise domain focuses on close cooperation and integration with partners to deliver a wide range of highly efficient customer-centric ICT solutions and services that are based on a deep understanding of customer needs. In line with the strategy, Huawei offers a broad portfolio of innovative ICT solutions that cater to global vertical industry and enterprise customers across government and public sector, finance, transportation, energy, large enterprises and Small and Midsize Enterprises (SMEs). Their portfolio covers enterprise networking, Unified Communications & Collaboration (UC&C), cloud computing & data center, enterprise wireless, network energy and infrastructure services.

CIPL is a Delhi based SI who already have expertise in this domain. Huawei is a new addition to their existing portfolio on DGS&D which is complementing the vision of CIPL, which is to be “ONE STOP TECHNOLGY DESTINATION” for its customer & partners. They are also running other rate contracts with

Vinod KumarManaging DirectorCIPL

Jack.Zeng Yong National Head, Channel Huawei Enterprise India

In an exclusive interview with Vinod Kumar, MD, CIPL on the latest development in the organisation, he spoke about the opportunity in Digital India, Smart Cities and e-Governance being the in thing today in Indian IT market, Huawei along with M/s. Corporate InfotechPvt. Ltd have entered into an exclusive rate contract with DGS&D for their various range of networking products. These rate contracts stand to play very crucial role. All these key initiatives by Govt. of India

DGS&D which include Microsoft, NetApp, Trend Micro & Schneider etc. They already have an existing sales team across country along with channel partners to leverage these RC while selling to Govt. customers. It brings huge business opportunity on table for partners across India. Their range includes complementing products which can be sold to any customer for better business prospects and making more money.

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VAR BUZZ


HOT BYTES

Jaipur becomes Cisco’s First Lighthouse City in SA

HDS adds NAS and VMware Integration into its VSP

Deskera Launches Technology Training Programme for SMEs

Trend Micro ropes in NNR IT Solutions as its ND

Trend Micro has appointed Pune-

based NNR IT Solutions L.L.P. as the exclusive national distributor for its consumer products line. NNR IT will distribute Trend Micro’s PC Antivirus, Internet Security, Maximum Security and Mobile security products and services to channel partners and customers across the subcontinent.

Commenting on this occasion, Nilesh Jain, Country Manager (India and SAARC), Trend Micro, said, “It gives us immense pleasure to associate with NNR IT Solutions. We are con� dent that this partnership will help us in reaching out to a large channel partner’s base in India. India is a strategic market for us and we understand the PC and mobile security concerns faced by today’s netizens in this internet and information age. Our state-of-the-art security solution is powered by Trend Micro Smart Protection Network global threat intelligence and is supported by over 1,200 security experts around the globe.”

Tally solutions marks its reach to million customers

Mitel to acquire Polycom for $1.96 Billion

Supertron Concludes Annual Business meet at Goa

Thermaltake displays innovative products

Thermaltake has showcased their

innovative range of gaming PC cabinets, power supplies, cooling products as well as accessories at an event held in Mumbai. The event was graced by Thermaltake India distributor for the West and North Region, Savera Digital India Pvt. Ltd and their partners. Gamers, modders and enthusiasts also attended the event.

Jerry Lee, Director, Integrated Sales & Marketing, Thermaltake, expressed his appreciation towards the Indian gaming and modding community. He said, “The PC Market

Tally solutions has announced that

it powers one million customers across the globe with its solutions. It offers its solutions in over 100 countries, including India, Middle East and North Africa, sub-Saharan Africa, Asia-Paci� c, and SAARC countries.

Tejas Goenka, Executive Director, Tally Solutions, said, “In our three-decade-long journey, our customers and partners have contributed immensely to our growth.

Mitel and Polycom have entered

into a de� nitive merger agreement in which Mitel will acquire Polycom. Under this agreement, Mitel will acquire all outstanding shares of Polycom common stock in a cash-and-stock transaction valued at approximately $1.96 billion.

Under the terms of the agreement, Polycom stockholders will be entitled to $3.12 in cash and 1.31 Mitel common

Hitachi Data Systems has

announced new upgrades and additions to its Hitachi Virtual Storage Platform (VSP) G series portfolio designed to reduce the ongoing costs of traditional environments and exploit and monetize data, which is too often trapped in silos of technology. To help break down data silos and modernize storage management, Hitachi Data Systems has embedded NAS functionality, cloud optimization and enhanced VMware integration into VSP G400, VSP G600

On the occasion of the National

Technology Day, Deskera has launched a technology enabler programme to enable SMEs and youth on Cloud ERP technology to enhance their technological expertise and help them thrive.

As part of the programme, Deskera would be providing training to the SMEs

and VSP G800 storage platforms to simplify and accelerate data center modernization efforts.

The new announcement adds the option to include two high-performance NAS modules in the VSP G400, VSP G600 and VSP G800 systems. These modules help to reduce capital expenditures by providing a single, SAN and NAS storage platform for all workloads in a compact form-factor. Operating costs also decline, as VSP G series systems require less power, cooling and space in the data center.

and university students on Enterprise Resource Planning (ERP). After the completion of the practical sessions, Deskera, would be granting free licences to these enterprises while the students would be learning a new skill set to add to their professional pro� le. This initiative will help increase SMEs productivity by providing them technology training.

On this momentous occasion, we thank all our stakeholders for their continued support and commitment towards Tally. Looking ahead, we aggressively aim to add to the million and penetrate deeper globally while continuously enhancing the product experience.”

shares for each share of Polycom common stock, or $13.68 based on the closing price of a Mitel common share on April 13, 2016. The transaction represented a 22% premium to Polycom shareholders based on Mitel’s and Polycom’s “unaffected” share prices as of April 5, 2016, and it is expected to close in the third quarter of 2016, subject to shareholder and regulatory approvals and other customary closing conditions.

Su p e r t r o n Electronics Pvt

Ltd has organized Annual Business Meet from 8th May to 11th May in Goa to plan the future roadmap. A total 175 team members attended the meet from 39 branches and 18 satellite branches across the country.

Supertron Annual Business Meet had the theme “Embracing Change, empowering partnerships”. There are various issues discussed in the meet, along with branch wise performance scrutiny was one of the agenda. All RMs, BMs & ASMs have shown their con� dence level in peak to

reach the new target. As a remarkable

change Supertron has reinvented and launched new company logo, and slogan “empowering partnerships” partnerships in all aspect. V. K. Bhandari, CMD of SEPL had given a speech for change, road map emphasizing on belief systems, passion, attitude and inter personalized skills, motivation and leadership qualities.

Cisco has a n n o u n c e d

the city of Jaipur, Rajasthan to be the � rst Smart+Connected Community ‘Lighthouse City’ in South Asia. Cisco Lighthouse City status credential is assigned to a select list of cities all over the world. With this development, Jaipur will gain access to Cisco’s huge global network and channel program capabilities; and the city will also bene� t from the economic and social transformation set to occur as the country embarks on the next phase of the Digital India program. The Lighthouse City engagement will be enabled through a

joint working group, which will focus on deploying next generation technologies to impact citizens and society. With this announcement, Jaipur joins the league of Cisco Lighthouse Cities globally such as Hamburg (Germany), Barcelona (Spain) and Adelaide (Australia).

Cisco is collaborating with the city of Jaipur on a number of key initiatives aimed at advancing Jaipur’s vision of becoming a global model and standard for sustainable urban development.


Lenovo going from strength to strength with its Channel

Lenovo has successfully established itself as a leading global PC+ player. It is a major technology business that offers an end-to-end hardware portfolio of the industry’s finest innovations for the enterprise market. We have the Product Managers of

Lenovo’s different business divisions talk about how this growth has been possible and what lies beneath this growth story –

Lenovo is recognized as a strong leader today in the Asia-Paci� c region,

across all the key categories it has presence in, namely PCs, mobiles and enterprise. Apart from being a global leader in the market, in India it is #1 in PCs, #3 in smartphones and #3 in x86 servers. It has a strong customer base in India for its legendary Think products and is expanding its market here with a wider range of products for the domestic market.

Lenovo has also recently launched its first set of entry-level ThinkServers – TS 140 and RD450 for SMBs in the Indian market, post the acquisition of IBM’s server business.

But this incredible milestone would not have been possible for Lenovo to achieve if it had not been for its partners. Lenovo’s partners form a critical part of the company’s customer-centric approach. This helps the company fashion products based on customer’s feedback to meet specific business needs. It is constantly looking for newer ways to engage with them, to ensure they are empowered at all times.

Lenovo is investing heavily in its Enterprise divisions and Commercial Channel, laying the groundwork to rapidly accelerate its business. In line with its goal of leading in the Enterprise Business Group (EBG) space, its plan is to ramp up the business so as to grow and meet its internal revenue targets in the coming year.

Lenovo remains confident that EBG can accomplish this through the right offerings, capabilities and people. In the Commercial Channel space too, a lot of investments are being made to improve engagement and ease of business for partners.

As far as sustaining its partner relationships is concerned, Lenovo continues to regularly reach out to and appreciate them for the support and commitment to Lenovo, through various awards and incentive programmes. It looks forward to working with them efficiently, as a cohesive team in the coming years.

Vikram MulyeHead, Enterprise Business Group, Lenovo India

“Lenovo’s partners form a critical part of the company’s customer-centric approach. This helps us fashion products based on customer’s feedback to meet speci� c business needs. We are constantly looking for newer ways to engage with them, to ensure they are empowered at all times. For this, we regularly organize various enablement programmes by engaging with the partners and ensuring their understanding of the latest range of Lenovo products. In addition, we emphasize on keeping them at par with

industry trends and their competitive skills.

Additionally, we also connect with them on a quarterly basis, training them on innovative skill sets for sales. This is mostly executed in the form of interactive face-to-face engagements, across all major cities in India.

During our association, we also keep in mind the monetary aspect, which is the key for a strong and mutually bene� cial relationship with our partners. We recently launched the “Lenovo ka Sikandar” initiative to reward partner sales personnel for not only generating sales but also for effective lead generation.

Lenovo’s Expert Achievers Programme (LEAP) is another initiative programme directed at the sellers. On registration, the partners earn points for various products sold. In turn, the partner organizations reward them with points which can be later reimbursed for incentives in gift or kind.

Through its various partnerships, Lenovo aims to build, strengthen and sustain their relationship with its Channel community. For this quarter, Lenovo has refreshed its range of products, along with the Intel new CPU launches. For this, we have targeted multiple cities, where we aim to help enable our partners with new products.

Additionally, post our partnership with Nutanix, hyperconvergence continues to be a big focus area for Lenovo. We will be running an enablement initiative across cities, including Delhi, Bangalore and Mumbai, for a focussed set of partners.”

VAR CORPORATE


Dinesh NairHead – Product Management & 4P integration (India HSB)

“For training and development, we have outsourced to a third-party agency which helps in product training and � oor sales. There is also an online training module which aids as a tool to the partners. In addition, we have a certi� cation programme which the promoters and sales force have to go through

Lenovo also conducts a roadshow – Lenovo Pro every six months which coincides with the product refresh cycle. It is conducted in 18–20 cities and this becomes like an engagement to connect with our partners.

Lenovo has a core channel philosophy which is exclusive to a product, a state and a territory. Hence, there is a clear demarcation between each partner leading to building a more sustainable channel strategy and lesser con� icts. It is also empowering its partners by investing in a revenue-led approach rather than a volume generating model. It is keen to make Lenovo stores an experience for customers and investing in market hygiene, merchandising and creating touch points for consumers.”

Sharath SreenivasanHead of Products, Commercial Business, Lenovo India

“We believe face to face product training is the key to empowering our partners. We engage in focussed and hands-on training twice a year, where partners get abreast with the latest products available in the market and the must know-hows about the devices. Most importantly, the partners get to know how our products are different from the competition.

Additionally, Lenovo also has a portal titled WinQ, which provides access to all the relevant product information and required marketing collaterals. “Being informed” and “being informed on time” is the key. We provide partners with individual accounts and log-in details, where our partners have access to all the info they require. These are the various enablement initiatives Lenovo offers from a products perspective.”


ON THE RAMP

Western Digital expands its colour portfolio

Western Digital has announced

the expansion of its colour portfolio with a new line of WD Gold datacenter hard drives. WD Gold datacenter hard drives feature up to 8TB capacity with optimal performance, high capacity and enhanced reliability for Datacenter Applications.

This newly enhanced portfolio has been designed for a broad range of applications – including small- to medium-scale enterprise servers and storage, and rack-mount datacenter servers and storage enclosures. With 8TB option, it helps reduce the TCO (Total Cost of Ownership) of servers and storage systems, bene� t IT administrators challenged with growing storage capacity needs on limited budgets. It also includes dedicated support line for customers worldwide.

Juniper enhances security o� erings

Juniper Networks has extended its

cloud and virtualized service offerings as part of its Software-Defined Secure Networks (SDSN) framework. These enhancements include a new compact and containerized virtual firewall called Juniper Networks cSRX, a firewall providing advanced security services for Software-Defined Networks, as well as a multi-core version of the Juniper Networks vSRX, the virtual firewall that is expected to be capable of reaching 100 Gigabits per second (Gbps).

The cSRX is expected to provide a cost-effective way to wrap advanced security services around every workload and the ability to scale up to high multi-tenancy.

Xerox extends its document management services portfolio

IBM Flash Storage Solutions expanded

Dell revolutionizes its campus and data center environments

Sophos introduces Sophos Central

SanDisk introduces Z410 SSD for Mainstream Computing Platform

PROLiNK unleashes 4G Mi-Fi

Xerox has a n n o u n c e d

multivendor � eet management services – a “� rst-of-its-kind” service in the industry. Under this service, Xerox now has the capability and capacity to offer Document Management Services and Managed Print Services across multi-brand printing devices at customer locations spread across India. “Xerox has always been the � rst movers in the document management industry to innovate and introduce new services. This new capability gives

IBM has expanded its � ash storage portfolio

to help clients more quickly extract value from data. IBM launched three new all-� ash array products incorporating industry-leading performance – a minimum latency of 250µs (microsecond) – to solve the challenge of accessing the massive amounts of data quickly for cloud-based applications and workloads.

IBM’s new Hyper-Scale Manager is a simpli� ed user interface

us the opportunity to reach out to a larger base of enterprises and SMEs across the country, which are currently on non-Xerox equipment and devices. Furthermore, this service will be a boon for CIOs and IT Managers as they do not need to worry on replacing their existing assets and IT infrastructure for deployment of MPS,” said Sushant Dwivedy, Director – Global Document Outsourcing, Xerox India.

that streamlines data movement and can manage more than one hundred units from a single user interface. The Hyper-Scale Manager reduces mouse clicks by more than 50 per cent and eliminates time wasted toggling between the user interface and corresponding � les. All-� ash solutions announced complement IBM’s existing all-� ash portfolio, including FlashSystem 900 and V9000 that also leverage IBM’s FlashCore technology.

Dell Networking has enhanced

its campus and data center environments with the launch of new cloud-managed wired and wireless solutions powered by Dell and Aerohive, Operating System 10 milestones and in-rack platforms for the data center.

“Rapid increase in the adoption of virtualization, cloud and big data analysis is presenting new workload challenges for organizations.tWith our advanced campus and data center networking solutions, customers will

have access to solutions that are secure and easy to manage. These solutions are built to scale based on customers’ needs, delivering wired and wireless convergence, public and private cloud-based management with industry-leading support and the capability to handle emerging workload demands,” said Amandeep Singh, Country Manager, Dell Networking.

Sophos has launched the next evolution

of its cloud-based management platform with the release of Sophos Central. Sophos Central is an integrated management platform that simpli� es the administration of multiple Sophos products and enables more ef� cient business management for Sophos partners.

The integrated security platform of Sophos Central has three core components - Sophos Central – Admin, Sophos Central – Partner and Sophos Central – Self Service.

"We see too many customers crushed under

an avalanche of security tools that are too complex to manage effectively.. The synchronized real-time information sharing enables a faster response to incidents and improved security for organizations of all sizes," commented Bill Lucchini, General Manager & Senior Vice- President, Sophos.

SanDisk has announced the

SanDisk Z410 SSD. A cost-competitive, half-terabyte solid-state drive (SSD), the 15-nanometer, three-bits-per-cell based Z410 SSD delivers the performance, capacities and form-factor ideal for mainstream computing platforms.

“SSDs are being rapidly adopted as the preferred storage option across the entire spectrum of the PC marketplace,” said Tarun Loomba, VP & GM of Client Platform Solutions,

SanDisk. “In addition to the performance and durability bene� ts that SSDs provide, the SanDisk Z410 SSD delivers storage that is ample for most consumers and the right-size for typical corporate users. The Z410 is an important addition to our overall SSD portfolio, as our customers require a complete range of storage options, from home/of� ce PCs to the latest high-performance, ultra-thin laptops.”

PROLiNK will launch a new

150Mbps 4G LTE Wi-Fi hotspot model – PRT7007L. The new 4G LTE Wi-Fi hotspot comes with a slim casing and a convenient clear LCD display that shows important information like the Wi-Fi signal strength, a number of connected users and the network the device is running on.

Designed for frequent travellers, the device has a long battery life of up to 10 hours, a slim and lightweight casing and

also supports up to 15 Wi-Fi users or devices. With supported speeds of up to 150Mbps on 4G LTE spectrum, users can easily maximize their internet sur� ng speeds received on their mobile devices that are connected to the hotspot.

This model has a concurrent dual-band feature which means user will get two separate Wi-Fi networks operating simultaneously on the 2.4Ghz and 5Ghz bands, and it also supports LTE FDD and TDD frequency bands.


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Canon imageFormula DR-F120This scanner is made for small of� ces that need to scan

a wide range of document types quickly and easily. Enjoy an effortless and speedy scanning solution with versatile image FORMULA DR-F120 scanner, featuring an integrated automatic document feeder and � atbed unit. It is perfect for capturing a wide range of document types in high quality. The DR-F120 gives you complete � exibility to scan a wide range of materials despite its compact body size and small footprint. The straight-through ADF path accommodates A4-width documents, and media of up to 1,000mm in length. You will enjoy increased reliability and time-savings when scanning mixed documents as a result of the separation roller in the feeding mechanism. The � atbed scanner is ideal for handling media like books, passports or magazines, and effortlessly captures pages up to legal size. It is equally at home with photos or other thick, thin and delicate documents. The DR-F120 delivers superior quality, due to its 2400dpi scanning, wide range of built-in image enhancement features and Canon’s renowned imaging technology. You will achieve unprecedented colour accuracy that stays true to the original document via the scanner’s 3-Dimensional Color Correction function. The DR-F120 offers a simple and intuitive scanning experience using Canon’s CaptureOnTouch 3 software. Users

can scan, edit and send their documents even more easily with this versatile scanning solution. Its step-by-step icon-based user interface lets users quickly convert their paper documents to multiple � le formats (PDF, TIFF, JPEG, BMP, PNG and PowerPoint). CaptureOnTouch is equally capable as a simple document � ling solution that lets users scan and create searchable PDF documents – including easy text-based search and retrieval. Cloud plug-ins to SharePoint, SugarSync, OneDrive, Dropbox, Google Drive and Evernote are included, ISIS and TWAIN drivers are also provided.

PRODUCT OF THE MONTH


ON THE RAMP

R&M introduces Netscale

R&M has i n t r o d u c e d

Netscale, the � ber cable management solution and the � rst to feature integrated intelligent i n f r a s t r u c t u r e m a n a g e m e n t functionality. Designed as an ultra-high density platform that utilizes the smallest diameter uniboot patch cord for minimal cabling bulk, this solution boasts up to 67% higher density than its competitors and promises to eliminate a host of cable management problems that plague data centers today.

R&M has speci� cally designed its new solution keeping these challenges in mind. Netscale is the next-generation � ber-optic solution, based on the quality and reliability for which the R&M brand is renowned. Its combination of market-leading features saves considerable amounts of costly space at large companies in the � nancial,

Konica Minolta MFPs Printer Portfolio enhanced

Adding to its existing product

lines, Konica Minolta has launched its new range of of� ce and production printers. It includes bizhub 165e/185e, bizhub 206/226, bizhub 227/287/367, bizhub C227 and bizhub C368 / C308/ C258 series of colour and monochrome multifunctional products (MFP-print, copy, scan and fax all-in-one system).

As an enhanced series of MFPs and production printers, With this customers can � nd solutions to manage information faster and more ef� ciently," said Balakrishnan, Executive General Manager (EGM), Konica Minolta solutions.

Logitech Introduces Keyboard and

Panasonic Wireless Video Intercom rolled out

Micromax powers “Digital India” initiative

Zebra Technologies launches RFD8500

Lenovo unveils Converged HX Series Appliances

Thinnest 2TB Mobile Hard Drive launched by SeagatePanasonic has

rolled out its new range of Wireless Video Intercom models, the VL-SW251BX and VL-SF70BX.

The VL-SW251BX comes with a 5-inch wide screen to deliver clear images with the ability of recording up to 400 pictures at a time. Its special voice changing function enables answering unwanted visitors by changing ones voice. The intercom call feature enables the main monitor station and the

Micromax has come up with

new Canvas Lapbook L1160 at an attractive price of Rs.10,499/-. Targeted at youth, students and � rst-time laptop users, the new launch will accelerate the PC adoption in the country.

Shubhajit Sen, Chief Marketing Of� cer, Micromax said, “This is yet another step from Micromax towards making ‘Digital India’ a reality by providing every Indian with an affordable, creative multimedia tool that will enable them to

Lenovo has unveiled the new

Lenovo Converged HX Series appliances featuring Nutanix Acropolis and Prism software, at the Gartner Data Center Conference in Mumbai.

“We are really excited about bringing the Converged HX Series appliances to India and launching it at such a prestigious platform. With this new range of servers, we aim to cater to disruptive market trends in IT consumption

Mouse ComboLogitech has

introduced the Logitech MK235 Wireless Keyboard and the

Logitech M171 Wireless Mouse Combo, a spill-resistant keyboard and mouse combination with wireless connectivity and a durable design.

“The MK235 Wireless Keyboard and M171 Mouse Combo provide a simple and reliable solution – with no learning curve – for desktop users,” said

Ashok Jangra, Cluster Category Manager India & South West Asia. “Choose reliable connectivity now with the simple plug-and-play setup of this combo.”

The new MK235 Wireless Keyboard and

M171 Mouse Combo are built to last and provide a long-lasting solution that allows you to be more productive for much longer.

sub-monitor station to transfer a door call using the same operation. Furthermore, the door station is equipped with LED lights It enables the colour display of visitors at a distance of about 50 cm at night.

The VL-SF70BX comes with a 7-inch wide monitor – great for enhancing family security, this model can be easily installed anywhere at home. The picture recording function allows up to 50 images to be recorded at a time.

live, learn and work in an information-rich society. After successful launches of Canvas Laptab I, Laptab II and Canvas Lapbook, Micromax is ardently building its presence in the laptops category in India. With the new Lapbook L1160, Micromax aims to provide students, small-time business owners, on- the-move executives, an extremely convenient and ef� cient way to handle everyday computing tasks.”

Ze b r a T e c h n o l o g i e s

has announced the availability of RFD8500, its � rst multi-operating system RFID sled designed to easily add high-performance RFID and 1D/2D barcode scanning to Android and iOS mobile devices in Asia-Paci� c. RFD8500 also cost-effectively transforms Zebra mobile devices, such as TC55 and MC40 into handheld RFID readers.

“Zebra’s RFD8500 sled provides investment protection to businesses that want to leverage

their existing mobile device strategy and augment it with our RFID and barcode data collection capabilities. The RFD8500 offers numerous innovative design and technology features that will help organizations improve worker productivity and simplify inventory processes with the mobile device and operating system that best meet their needs,” says Bob Sanders, Senior Vice-President, Data Capture Solutions and Engineering Shared Services, Zebra Technologies.

and data center design, while also offering the biggest bene� t of driving down operating time and expense. Our partnership with Nutanix has made this objective possible for us. We are focussed on driving synergies through such collaborations and strengthening our position in the enterprise space,” said Rahul Agarwal, Managing Director, Lenovo India.

Seagate has launched Seagate Backup

Plus Ultra Slim, claimed to be the thinnest 2TB mobile hard drive. This new hard drive is built with Backup Plus Slim drive, delivering a stunning new design with the same leading capacity in an even slimmer pro� le. The Backup Plus Ultra Slim also includes 200GB of Microsoft OneDrive cloud storage and Lyve software compatibility, so users can back up, access and share their favourite � les from any device or

location.Tim Bucher, Vice-

President for Seagate’s Consumer Group, said, “The launch of the Backup Plus Ultra Slim builds on Seagate’s rich history of award-winning innovation to give users even more capacity in an incredibly small form-factor. Based on our breakthrough ultra-mobile hard drive technology, this new storage solution gives them a better way to manage the increase in both data volumes and number of devices.”


CORPORATE EVENT

Sensing Newer Growth Canon Delights Everyone in Shanghai

Shanghai witnessed Canon EXPO 2016 in the Shanghai International Convention Center on May 19, 2016. The show continued for four days.

The EXPO happens to be the largest exhibition organised by the Canon Group and is conducted in every five years. The EXPO showcases the latest, cutting-edge technologies of Canon products, Digital Imaging solutions and Printing services. The Canon EXPO in the previous years took place in New York, Paris and Tokyo. The Expo covers more than 7,000 m2 and is divided into 13 exhibition zones, showcasing exhibits from Mainland China, Hong Kong, South Korea, America, Japan, etc.

The EXPO this year was inaugurated by Fujio Mitarai, Chairman and CEO of Canon Inc. and Hideki Ozawa, President of Canon Asia Marketing Group in the Pudong, Shangri-La Hotel, Shanghai, China. He introduced the vision and the roadmap for five-year development strategies of both Canon Group and Canon Asia Marketing Group in detail.

Fujio Mitarai gave his visionary speech on the Internet of Things (IOT) which is opening up a new world in which things & things and things & people are connected through data exchanges. He further stated that the Internet of Things is to a large extent built on imaging technology. 87 % of all the information that human beings receive from the outside world is processed visually. Canon’s leadership in imaging, lens, sensors and processor technology will enable the company to stand out from the competition in this new era. As for how to achieve this goal, Mitarai raised the plan of boldly reforming the current business management structure - Canon will build a ‘Network of Canon Companies’, which is an ecosystem of innovation to leverage local assets while managing it globally.

The EXPO area was converged with the power of Canon across the world; not only displays but currently available

Fujio Mitarai, Chairman and CEO of Canon Inc in an exclusive interview spoke on developing Factory automation systems, IoT and Medical Technology. An excerpt from it -

“By 2018, we aim to have most of the digital cameras we manufacture in Japan produced on a fully automated line. Increasing automation leads to higher quality control and lower manufacturing costs, both of which translate into increased profi tability.

To us, IoT really is the Imaging of Things. IoT is the network of physical objects or things embedded with electronics, software, sensors and network connectivity, which enables these objects to collect and exchange data. All of that requires imaging technology. With our strong R & D efforts, last year Canon has announced the development of 25- megapixel sensor, around fi ve times the number of pixels in the company's top-of-line DSLR cameras. When we attached this sensor to a test camera, we were able to read the registration number of a plane in fl ight over 11 miles away. On Medical Technology too, we have been making medical-related equipment for over 50 years, but it's only in the last decade that it has shown serious growth potential for us.”


Hideki Ozawa, President of Canon Asia Marketing Group, addressed the power packed audience with his vision for the coming fi ve years. He reiterated that Canon Asia Marketing Group will be confronted with a steady growth under the infl uence of the macroeconomic environment and the explosive growth of the tourism market. Adding to this will be the abundance of big international sports events to be held in Asian countries that will bring various opportunities for Canon.

Canon products and solutions (Printers, Plotters, Camera, Surveillance cameras, Lenses, 3D Printers, Health care products and visual solutions etc) were on display. The newly introduced next generation CINEMA EOS SYSTEM 8K camera (helpful for shooting ultra-high-definition content) allowed visitors to experience 8K image technology and products, Mixed Reality technology and other future technologies on the site, thus turning the exhibition into a true “Image Carnival”.

The EXPO attracted approximately 40,000 visitors from more than 10 Asian countries.

Canon will continue to deepen various forms of communication and exchange with its Asian customers and convey “Delighting You Always” to all 4.3 billion Asian people. With the aim of innovating new businesses in each of its key markets, Canon will strive to give expression to the happiness and delight brought into its personal and professional lives by images that serve as “connections”. �

Unveiling the vision of “Closer and Connect”, Hideki Ozawa explained that “Closer” means to be closer to customers, and “Connect” refers to the close-knit connections between people and people, people and things, and things and things. Based on this concept of “Closer & Connect”, Canon Asia Marketing Group will create new customers, cultivate and develop merging regional markets in Asia, expand its business scope for B2B products, and strengthen the brand image of Canon in Asia. With these four strategies, Canon strives to become a USD $10 billion Group by 2020.

Latest Products of Canon


VOICE-N-DATA

Idea expands its 4G LTE network to 61 towns

Idea Cellular has expanded of its hi-

speed 4G LTE service to 22 more towns in Karnataka circle, taking the total tally to 61. Covering all major towns across all 27 districts, the company has increased its presence exponentially in a short span of time.

In 29 out of these over 61 towns, Idea has also become the sole operator to provide 4G LTE services.

Siva Ganapathi, Chief Operating Of� cer – Karnataka, Idea Cellular, said, “As a part of the aggressive rollout of Idea 4G LTE service, our focus has remained on providing our customers with world-class mobile broadband experience coupled with superior service delivery.

Vodafone introduces SuperNet in Haryana

To provide seamless network

experience that empowers customers to remain con� dently connected at all times, for their voice and data needs, Vodafone welcomes all mobile phone users in Haryana to be a part of the Vodafone SuperNet. This can be availed by existing Vodafone customers as well as other mobile phone users who want to port into the Vodafone network through the Mobile Number Portability (MNP) facility.

Vodafone now has over 5,000 sites in the Haryana circle, covering over 99.7 per cent of the region’s population. Pursuing an accelerated growth strategy, Vodafone has expanded its network footprint by adding 800+ new sites across the circle in the last one year alone.

Nokia mobile phones to be manufactured globally by HMD

GBI and Airtel Business join hands

NETGEAR Introduces ProSAFE 10Gigabit (10G) Switches

DIGISOL rolls out 8 PoE Ports Fast Ethernet

Telenor modernizes its network sites to deliver better service

Huawei along with Vodafone sets up NB-IoT Lab

Nokia has planned to bring Nokia

brand back to the mobile phone and tablet markets on a global basis. The company has signed a strategic brand and intellectual property licensing agreement enabling HMD to create Nokia-branded mobile phones and tablets for the next ten years. Under the agreement, Nokia Technologies will receive royalty payments from HMD for sales of Nokia-branded mobile products, covering both brand and

intellectual property rights.

HMD has been founded to provide a focused, independent home for a full range of Nokia-branded feature phones, smartphones and tablets. Also, HMD has conditionally agreed to acquire rights from Microsoft to use the Nokia brand on feature phones, and certain related design rights. The Microsoft transaction is expected to close in H2 2016.

To increase Airtel's reach to multiple

new countries in the Middle East and provide better connectivity, GBI and Airtel Business have announced a strategic partnership. GBI is a global service provider that owns and operates a multilayer carrier neutral network connecting the world to the Middle East

Ajay Chitkara, Director & CEO – Global Voice and Data Business, Bharti Airtel Ltd, said, “We are committed to providing the best-in-class service experience to our customers in the region

and globally. This new partnership with GBI is a signi� cant step in that direction. GBI being a key network asset for the region will not only improve our customers’ experience and reach but would also enable GBI’s customers to experience a seamless extension on the Airtel Global network spanning across 50 countries across � ve continents.”

The partnership is in line with the long-term strategy of Airtel business, considering the long-term potential for the Middle East market.

NETGEAR has introduced two

new ProSAFE 10Gigabit (10G) switching platforms – ProSAFE M4200 and M4300 Managed Intelligent Edge Series, each of which offers industry-� rst capabilities for small- and medium-sized businesses (SMBs) looking to scale their Wave 2 Wireless-AC networks.

S u b h o d e e p Bhattacharya, Regional Director, India & SAARC, NETGEAR, said, "With the M4200 and M4300 switches, we have taken the

complexity out of delivering Layer 2/3/4-rich services, making them more affordable and easier to deploy for small and medium-sized organizations. We are con� dent that both of our Managed Intelligent Edge Switch Series will grab the attention of network managers looking to make a wise investment in advanced switching solutions to better enable advanced application delivery, especially for Wave 2 Wireless-AC wireless networks.”

DIGISOL has i n t r o d u c e d

its new eight port Fast Ethernet PoE unmanaged switch DG-FS1009PF-A with 1 uplink port. The new switch is designed to enhance network performance in a compact form-factor.

The DG-FS1009PF-A Switch offers 8x10/100 Mbps Fast Ethernet ports with Power over Ethernet support. These PoE ports are IEEE 802.3af compliant and can supply up to 15.4 watt.The switch provides � exibility

to users for connecting a PoE or non-PoE device. The PoE devices connected to switch can be easily identi� ed by the separate PoE LED status indicators for each port.

The auto-negotiation and auto-sensing feature of the switch eliminates the need to manually con� gure the switch for optimum performance. These features enable the switch to operate out of the box without any manual con� guration.

Telenor has modernized its

10,000 network sites in all its six operating circles. This is the fastest upgrade on a live network in the telecom industry with nearly 50 sites being swapped in a day.The network modernization programme shows our commitment to offer enhanced network quality experience and enrich the lives of our customers with affordable and relevant services. In a spectrum constrained and highly competitive

business environment, the ef� ciencies we derive from the new network will help us maintain a cost-ef� cient operation and be future ready to manage the increasing demand from our customers for data services,” said Sharad Mehrotra, CEO, Telenor (India) Communications.

The modernized sites have deployed Lean GSM solution that improves the network capacity by nearly 25% using the same spectrum resources and provides superior voice & data experience.

To further develop products and

applications relating to Narrowband Internet of Things (NB-IoT) technology, Huawei and Vodafone together came up with an Open IoT Lab. The lab will provide a pre-integration testing environment for application developers and device, module and chip manufacturers. The lab will offer support to developers and partners.

David Wang, President of Wireless Product Line, Huawei, said, “With our decade-long strategic partnership with Vodafone, the creation

of this lab is another important milestone in our long-term relationship. Working with Vodafone, we have accelerated standardization of the technology and carried out successful pre-commercial trials. This facility will be crucial in supporting the deployment of NB-IoT globally and contribute to the promotion of its ecosystem.”

The narrowband technology provides signi� cantly improved network coverage for IOTcommunications,


User Experience Goes Well Beyond What’s on the Screen

By Michael Frendo, Executive Vice President of Worldwide Engineering,

Polycom

One of my personal pet peeves is the way the tech industry de� nes “user

experience.” If you listen closely, you’ll notice many identify that experience as only what is seen on screen. We often hear a device or application has a “terrible UI” or that it “didn’t have a real user in mind.” While that can be true, it shortchanges the work that many, many engineers and user experience professionals do every day.

The best user experience, after all, is one that doesn’t call attention to itself because it seems so natural. User experience goes well beyond the graphical user interface (GUI) and, as a technology community; we need to think this way. Let me explain.

Some companies have recognized the value of the experience goes well beyond the interface and havedeveloped a dedicated customer experience organization designed to champion the end-to-end experience. They have groups which focus on everything the user experiences - from unboxing a device and setting it up for its � rst use to identifying and eliminating dissatisfactions that only arise after extended use. Sure there are minute details including things like “where is the “send” button” is or “what is the color of the “microphone mute?” However these are also major hurdles that need to be overcome in order to avoid eventual user disuse or disfavor.

If you’re an engineer, you’ve likely heardcustomer irritations about various product qualities, such as poor sound quality, erratic wireless connectivity, constant updates, lousy battery life and more. While some of these complaints might have nothing to do with the product itself, all of these issues ultimately impact and in� uence the user’s experience and need to be taken into consideration by any product developer.

As I focus on video collaboration technologies, taking this end-to-end approachto the overall experience is a critical element for dedicated teams using these platforms.These users do care about the GUI, but really they are about making the technology “disappear” as much as possible.

When you are trying to connect with colleagues, friends or family on the other

end of the video call, you don’t want to be distracted or sidetracked when the technology asserts itself in the form of “glitchy” video, or accentuates background noises. Or even a remote that won’t work.

This is particularly important in video collaboration, because video technologies are the most sensitive to any network issues.

Background noise is also a constant irritation cited by many users. How many times have you heard, “whoever is typing, can you please go on mute?” Wouldn’t it be great if the system could recognize non-verbal noises and automatically mute them? No more keys clacking or chip bags crinkling!

As video is inherently visual, your ultimate goal is to see and interact with the people on the other end as if you were physically present in the same room. In most cultures, eye contact with others in the conversation is an essential component of communicating with credibility. If the speaker is moving in a room or a person

who isn’t on the camera asks a question, you automatically lose the reason you’re using video in the � rst place.

Wouldn’t it be great if the camera automatically detected the speaker? What if the camera could detect the number of faces in the room, and adjusted its frame of view to accommodate accordingly?

Until people become familiar and comfortable with using high-quality video regularly, any hurdle to joining can be the reason they default back to the known quantity of just joining by audio.The biggestobstacles are in scheduling, and then joining, a video teleconference. Wouldn’t it be great if everything were integrated into the calendaring systems we already use with intuitive ways to join video conferences?

I encourage you to take a look at user experience with a broader lens and let me know what you think. What user experience would you most like addressed?

(Michael Frendo is executive vice president of worldwide engineering at Polycom) �

FACE TO FACE


CHANNEL BUZZ

Kaspersky concludes Customer Pitstop event

TAIT empowers its members with Knowledge Series Workshop

Honeywell honours its Partners at 2016 Channel Partner Conference

Sound Solution takes its Partners to IPL

Kaspersky Lab has concluded its � rst event

of Non-Endpoint centric End-customer Pitstop series on 29th April, 2016 in Pune. The event was conducted along with SEA Infonet, National distributors for enterprise products. The key content of the programme was focused on technical overview of Kaspersky Security for Virtualization and Kaspersky Security for Storage.

This series focused on customers using virtual infrastructures and network attached storages. The meet sought to explore business opportunities with a focus to develop market in emerging geographies.

Over 25 prospective end-customers attended the event. Technical experts from Kaspersky Lab discussed about the need for security for virtual environment and network attached storages and how to � nd the right balance between security and performance. Kaspersky Security for Virtualization delivers protection for VDI and virtual server environments such as VMware, Citrix, Microsoft and

KVM platforms; while Kaspersky Security for Storage provides protection for data stored on NetApp, Dell, Hitachi, IBM and Oracle storage appliance systems.

Altaf Halde, MD, Kaspersky Lab, South Asia, said, "Increasing use of virtualized environments to reduce cost and increase � exibility has created speci� c areas of IT security complexity and we have seen that security is not given importance when it comes to virtualization and storage platforms. Virtualization and Storage platforms are prone to attacks, if not protected well. This series of customer pitstop is more to educate CIOs and IT Heads, on the dangers and offer them ways to address this loophole."

The Trade Association of Information Technology

(TAIT) has conducted its Knowledge Series Workshop on how managing team is easier and powerful for their members in Mumbai.

The session on “Taking your business to the next level” elaborated on the techniques as to accomplish the goals related to Developing Strategy, Planning,

Implementation & Performance Management Process to escalate the growth of the companies to the next level in a simpli� ed manner, using the revolutionary methodology, and thereby contribute to the economy of the country.

Ajay Jain, CEO, Master Class, said, "For a company's organizational growth its

mission and vision are the most standard and critical elements as it serves as a foundational guide in the establishment of company's objectives."

Limesh Parekh, CEO, Enjay IT Solutions, said, "Every work related to the growth of the business is all about task management. Ef� cient management of the tasks helps us in managing business easily. There

are various task management tools available in the market to increase the productivity of the business and one should explore them."

Rushabh Shah, President, TAIT, said, "Workshops under TAIT Knowledge Series help the members in understanding and implementing best business practices to achieve better results for their organizations."

Honeywell Process Solutions (HPS)

has honored its top regional distributors at the annual Asia-

Paci� c (APAC) Channel Partner of the Year awards ceremony that was held during the 2016 Channel Partner Conference in Phuket, Thailand.

The APAC conference hosted Honeywell channel partners from 16 countries across the region, including Australia, China, India, Malaysia, the Philippines, Singapore, South Korea, Thailand, Japan, Sri Lanka, Indonesia and Vietnam. It featured a broad range of topics, including Honeywell business updates, Honeywell’s innovative global channel strategy, partner case-studies, tools for customer development, and Honeywell solutions presentations.

Honeywell has acknowledged 12 channel partners for excellence, innovation and service among more than 110 companies supplying and integrating Honeywell solutions in Asia-Paci� c. Honorees surpassed

their business goals by delivering superior value to customers.

“We empower our channel partners to capitalize on the

business opportunities by offering them the innovative solutions that suit the customer’s needs. We also facilitate strong channel partner programmes that will drive revenue opportunities for both Honeywell and our partners. There is tremendous potential in the APAC market and our partners with their proven domain expertise, as well as in-depth knowledge of the local markets have the ability to deliver exceptional service and support to customers located in the region,” said Andrew D’Amelio, Vice-President – Global Channels, HPS.

There were four regional award-winners, including Ditap-V Automation Private Ltd for India, Victor Control Systems for China, Duam Engineering for the South Korea/Japan region, and Paci� c Central Teknik for the South-East Asia and Paci� c region.

Mumbai-based Sound Solutions is the distributor for Acer, Dell, Canon, Epson and Lenovo. On 20th April, the distributor took its 120 partners to watch the IPL match between the Mumbai Indians and Royal Challengers, Bangalore at the Wankhede stadium in Mumbai.

It was a thrilling moment for the partners as they got to cheer for their favourite team and many of them also had a chance

to meet their cricket heroes. Vendors like Acer, Dell, Epson and Canon were also present to cheer with the partners.


FACE TO FACE

Reliability in Storage devices is the need of the hour

Seagate offers ef� cient and stylish solutions for data storage, sharing, entertainment, enterprise storage, etc. to its consumers. Since its inception, Seagate has achieved a number of milestones in terms of product innovations. Seagate’s innovation in the consumer space includes Seagate’s Backup Plus Ultra Slim - a thin 2TB mobile hard drive, Mobile HDD, 1TB Laptop SSHD with a huge 32GB of NAND � ash, Wireless Plus, NAS HDD 8TB, 10TB Helium Enterprise drive, SSD Flash Drive, etc.

Global demand for digital storage continues to explode. As per a recent report, by 2020 the virtual space will reach 44 zetabytes (44 trillion gigabytes). But the bad news is that there will not be suf� cient storage available to meet this growing demand. This creates even greater need for deployed storage to perform as expected. Consumers increasingly are leaning toward hybrid strategies, employing both cloud-based storage services as well as more quickly restored direct- and network-attached storage solutions. Businesses have even more diverse needs.

“This diversity leads to two inescapable demands. First, like a � ne suit to a body, storage must be tailored and tweaked if it’s going to deliver the desired results. One design does not � t all and second, storage must be reliable. This is the most important reality of all storage, because if you don’t have reliability, everything else, from uptime to data protection to total, long-term solution cost, falls apart,” commented Rajesh Khurana - Country Manager for India & SAARC, Seagate Technology.

Need for Reliablility in Storage products...

Reliability means that a storage drive will operate at expected performance levels, within its appropriate environmental and workload contexts, throughout its prescribed service life. “Therefore

across organizations, Seagate devotes hundreds of millions of dollars annually to make sure that its hard drives and the technological innovation behind the drives are as reliable as man and machine can possibly craft them.The methods that Seagate employs to push the boundaries of storage science while continually improving reliability are complex and fascinating,” he stated.

Over the 35 years, Seagate has devoted considerable resources to evolving and re� ning its R&D. Today, the company relies on a methodology it calls Product Development Process (PDP). In essence, PDP is a nine-stage development cycle, managed over a 36-month life cycle, calculated to hone a new drive design practically from the blueprint stage all the way through hand-off to factories for mass production. The PDP methodology serves to help Seagate design new drives, but its true utility lies in ensuring that drive designs are battle-hardened and reliable enough to withstand the rigors of real world use.

It is however not necessary to understand the thousands of steps and countless hours that go into designing a drive. But one should have con� dence in the reliability of the storage product that the consumer is using, and understand that reliability is not a � xed object. It scales according to the demands of the storage market, and it depends on the consumer deploying the drive in an environment-appropriate manner. When the consumer does his part in the reliability equation, only then the resources that Seagate has poured into its offerings can deliver as promised.

Seagate is so con� dent that it has nailed this reliability and optimization process that it now offers a two-year warranty on Desktop HDD models. NAS HDD and Surveillance drives enjoy � ve years of coverage while Enterprise-class drives get � ve. �

Changing needs and

demands of people

has always triggered

Innovations and to cater

to the evolving needs of

consumers, Seagate has

always been innovating its

product range. Pointing

towards the same, Rajesh

Khurana - Country Manager

for India & SAARC,

Seagate Technology

shared some of Seagate’s

product innovations -



Smart cities will surely open up opportunities for lot of businesses. There is every possibility that innovative technologies will disrupt the markets for

the legacy companies. But in view of the lack in resource and planning, the bigger question however is how to turn these existing cities Smart -

Smart City has emerged as a buzzword in India ever since Prime Minister

Narendra Modi outlined his vision for creating 100 Smart cities. At a simple level, a Smart City refers to a well- planned city that relies on IT as an enabler to solve many of its problems - from the use of sensors to smart grids and data analytics that allow city infrastructure and services to meet city problems and citizen demands ef� ciently and reliably.

Smart cities will surely open up opportunities for lot of businesses. It will have technology at its core. There is every possibility that innovative technologies will disrupt the markets for the legacy companies. Moreover, Smart city initiatives are driven by public sector initiatives and will on the long run have a big impact on businesses.

However it is not an easy task to build these cities smart. The Government of India has undoubtedly taken the � rst steps through their focus on developing 100 'smart cities’, but technology infrastructure is obviously critical and that needs to be built up rapidly so that valuable services can be delivered.

Like for instance, between 2014 and 2050 India will add 404 million people to its cities,

according to the United Nations. And it is not possible to scale and provide the urban services like education, healthcare, security, and government services with limited resources.

Indian cities are facing increasing pressures on their existing resources already. Transforming towns into their smart versions that more ef� ciently deliver citizen services and amenities is critical to sustain

the attractiveness and growth of these urban centers. These services need to be innovative and factor in the local realities like local practices, (computer) literacy, privacy, and device accessibility. They need to take into consideration the citizens’ expectations of tomorrow and technologies of the future like IOT so that we build cities that are “Smart” not just today but also tomorrow.

Sounding a bit skeptical, GK Bhat,

Rohit MagotraAssistant Director, Integrated Research and Action for Development, CoE - Urban Development and Climate Change, Ministry of Urban Development

COVER STORY


Chairman – TARU says, “It is most necessary to value the local natural resources and their ecological functions (such as � ood control, groundwater recharge, biodiversity etc.) If these are integrated with city wide systems, the city development will be ef� cient more resilient.”

He points out that � rst of all, the smart city development is expected to close the waste loops in water and energy loops, which are currently “use and waste” systems. There is considerable scope to reduce water use through recycling waste water at local levels,

A variety of measures would be required to reduce peak demands, which is a major cause of power breakdowns. “Our summer demands are growing due to widespread adoption of air conditioning. A small part of the energy can be generated by solar and other renewables on small scales. These energy systems can reduce peak external energy demand to some extent. Cooling of cities can be done through higher vegetation cover and managing water bodies to some extent,” he says.

Next comes public transport, which is again a big challenge. Public Transport would require both large investments as well as building trust and behaviour change, according to him. “This is going to be a challenge. Transportation systems of tomorrow are likely to shift to buying of service kilometres, which can reduce overall requirement of vehicles and reduce parking problems faced today. Shift to such systems can reduce overall vehicle demand and reduce the use of roads for parking and resultant congestion, which is a major problem today. Reduction number of vehicles on road and resultant congestion and traf� c jams can signi� cantly reduce air pollution,” Bhat admits.

Urban management is another transdisciplinary issue requiring synergistic inputs from various disciplines such as natural resource management, ecology, technology, sociology, economy and behaviour sciences. Also there is the need to explore clumsy solutions to complex problems, through engagement of multiple stakeholders, who in� uence the ultimate outcomes.

Rohit Magotra, Assistant Director, Integrated Research and Action for Development, CoE - Urban Development and Climate Change, Ministry of Urban Development cites that there is the need to include service level bench marks which are now used very extensively in describing cities. “The Ministry of Urban Development has well de� ned Service Level Benchmarks (SLBs) which are objectively veri� ed indicators to measure the resilience of city as well. The indicators should cover the prescribed SLBs and smart city plans should include a road map of how SLBs can be achieved by each city.”

The Road to a Smart & Resilient City…However a whole lot depends on how

much the city planners will be able to build and integrate climate and city growth scenarios in urban planning. Smart cities can be resilient if the climate and economic uncertainties are

GK BhatChairman – TARU

Voice of the IT Industry

taken into account. This year’s droughts as well as recurrent urban � oods in many cities indicate that we need to account for these uncertainties while planning our water and energy systems for the cities. “Resilience has geo-physical, ecological, social and economic dimensions. It is necessary to integrate these factors in smart city planning. We need to be resource ef� cient, reduce wastage and develop circular economy across scales to deal with challenges of climate, ecology and economy,” Bhat says.

GIS based city mapping is an important indicator for climate resilient infrastructure and be included in the planning framework, according to Magotra. GIS offers decision-

Dr AS PrasadGeneral Manager- Product Management

and Marketing at Emerson Network Power, India

“While the Smart Cities mission and Mobility Technologies are slowly gaining traction, we still have a long way to go when it comes to offering quality bandwidth and good network infrastructure. The current Average Revenue Per User (ARPU) is not very promising and if we are to see a marked improvement in this � gure, then we will have to undertake high-end upgradation of our network infrastructure to make connectivity a reality, only then will it impact the digital economy in a big way. We see Emerson Network Power participating in a big way in the Smart Cities Mission with our wide variety of solutions and products which can help in enhancing critical infrastructure to maximize ef� ciency of not only organizations but also government agencies thus helping the vision of Digital India and smart cities.”

Vishwanath KulkarniDirector of Sales, Physical Access Control,

India and SAARC - HID Global“With a more connected environment

comes security risks. Organizations are realizing that one of the best ways to manage security is with an identity management solution, which offers mobile support, and two-factor authentication. From a HID Global perspective with respect to enterprises, organizations will get the best user experience, and security, by investing in ActivID Tap Authentication, which offers two-factor authentication. A recent study found that two-factor authentication was used by many of the respondent’s respective organizations. 44 percent of the respondents also said that they require their customers to use two-factor authentication for accessing services from their mobile devices. Securing employee, as well as customer access, is crucial since these points of access can be targeted, and used, to access enterprise resources.”

making system for city authorities and citizens to map and update the status of natural and manmade infrastructure.

Magotra further points it out that Critical service mapping is another essential component considering

worst scenarios (as was found in Srinagar and Vishakhapatnam where critical infrastructure collapsed and it took several days to start functioning back to normal). “Contingency plans are important attribute

of resilience and such plans should be salient feature for smart city plan. This should be prioritized on the basis of the climate vulnerability of each city,” he concludes.


Rajesh MauryaRegional Director, India & SAARC -

Fortinet“Smart city technologies like IoT and data

analytics are expected to drive innovative business ideas in the future. But the new wave of smart city services and technologies are also expected to create new security vulnerabilities.

One constant in smart city deployments, it is that more data will be generated, processed and stored. Connected devices will generate huge data repositories. Businesses that adopt big data systems will see an even larger data deluge. Unfortunately, such data will also become attractive targets for corporate hackers. To protect huge amounts of data with large in� ows and out� ows, the bandwidth capabilities of security appliances will come to the fore. And when dealing with data analytics, it often isn’t just a single data set, but multiple repositories of data that may be combined and analyzed together by different groups of people.”

Bijoe GeorgeHead, Brand Advertising and Digital

Marketing - Cisco“While there is a tendency to focus the

entire discussion about smart cities around technology like sensors, cameras, and software, these are important only because they allow for faster and better use of data to manage scarce resources and improve execution. What was once a visionary notion is now the new normal - Information and Communications technology (ICT) is as essential as the water, air and electricity.

Smart cities will establish radically new standards to ensure the effective use of technology to deliver services and manage complex civic problems. Cities will have to rely on true Public-Private Partnerships (PPP) to build and operate both physical and digital infrastructure, especially given continually tightening civic budgets and enormous infrastructural requirements.”

Meetul PatelGeneral Manager, Marketing and Operations - Microsoft India“The platforms on which citizen services will be delivered must be secure and be able to

withstand cyber attacks and protect citizen privacy. And it will be critical to build services and platforms that can cost-effectively and rapidly scale to be leveraged across India so that we can expand from 100 cities to all in a generation.

Microsoft has helped cities across the world become more ef� cient and improve the lives of its citizens. Microsoft CityNext is a citizen-� rst program that helps create smarter cities that cost-effectively meet citizens expectations on services from their civic institutions. We have identi� ed more than 40 solution areas across eight domains that help address the vast majority of the challenges cities face today and have worked with our partners across the world to help cities transform though the latest technologies. And, our local partners and Azure cloud datacenters in India position us to help serve the great ambition of Smart Cities in this country.”

Sandeep Aurora Director, Marketing & Market Development – Intel South Asia“Experts predict the world’s urban population will double by 2050 – which means we’re

adding the equivalent of seven cities the size of New Delhi to the planet every single year. In India, the urban population is currently 31% of the total population and it contributes over 60% of India’s GDP. It is projected that urban India will contribute nearly 75% of the national GDP in the next 15 years. Cities are therefore being referred to as the engines of economic growth. There is a crying need for the cities to get smarter to handle this large-scale urbanization and � nding new ways to manage complexity, increase ef� ciency, reduce expenses, and improve quality of life.

Smart cities have the potential of becoming fertile grounds for innovation and the creation of new localized, smart products and services.. Increasing demand for everything from reliable energy to improved air quality and traf� c � ows will require innovation in these Smart Cities. Intel provides building blocks for IoT solutions that address these changing needs.”

Suchita VishnoiDirector - Marketing (India & SAARC) -

Trend Micro“Considering the prospects of socio

economic development the urban areas of India have to offer, migrating to those cities are today identical to opportunities and prosperity for millions of people around the world. Consequently, urban areas are over� lled along with the associated natural population growth, local and national policies and environmental changes and this trend will continue. Urbanization has its own pros and cons, while the pros are known to all, if we have to focus on the cons, swift urbanization adds to the stress of the resource base, adds to the swelling demand for energy, water and sanitation along with public services, education and healthcare. This establishes the fact that the social, economic and environmental issues are tightly interconnected. Moreover, urban areas greatly contribute to environmental degradation on local, regional and global scales.”

COVER STORY


Sunil GrewalDirector - GIGABYTE Technology (India)

Pvt. Ltd.

“At the fundamental level, the smart city concept is bound to improve the spread of better healthcare, and standardized education delivery systems involving schools and colleges in Class C and D cities. Also, it will prove to be a boon for Small and Medium Enterprises (SMEs), while increasing job opportunities in such companies. For IT Products or Services vendors like us, the smart city concept gives a big opportunity to spread the use of IT in regions that have not so far benefitted much with IT. Needless to say, it not only gives us a big business opportunity, but also a scope to participate in the development of the country’s basic IT infrastructure.”

Rajesh GuptaCountry Manager, India & SAARC -

SanDisk Corporation“The entire country is getting inter

connected due to explosion of mobile. India has been witnessing rapid adoption of consumer electronics lately such as proliferation in mobile phones, digital cameras, personal computers and digital music players. There is an explosion in digital content necessitating the need for higher memory/storage and SanDisk is uniquely positioned to capitalize on the storage needs of the growing market. SanDisk is actively widening its reach in Tier 1 and 2 regions as part of our geo-expansion outreach, in order to elevate brand visibility by providing innovative storage solutions to our consumers. We have already started seeing success from these markets for our recent launches and we aim to take the success to higher scores.”

Rajesh RegeManaging Director - Red Hat India &

SAARC“There will be huge amount of data being

generated every second, but the businesses who will profit are the ones who will be able to make sense out of it. The larger organizations will have the technology resources but the ones who will be successful will be the ones who optimize their resources. India will see a wider adoption of technology across cities as against today which is concentrated in a few cities. Many technology-based startups will come up to cater to the new markets. Cloud, Virtualization and Software defined everything would gain more acceptance. Technology will intrude into people’s lives and there will be increasingly more focus and investment in this area leading to a better standard of living.”

Fujitsu ScanSnap SV600 Scanner

The ScanSnap SV600 is an overhead scanner that scans a wide variety of material - thick books, bound documents, loose paper, fragile information, business cards, photos and much more. This scanner comes with a very unique software that allows it to not only identify multiple items placed in front of it, but it can also handle the curve of the pages from an open book or magazine scan, flattening the scan and performing clean up to create a clear image. With the touch of the power button, ScanSnap SV600 is ready to scan. And with each touch, a large A3 dimension scan area is captured in less than 3 seconds.

Combined with intelligent image correction, page turning detection and features like Timed Mode and Auto Book Correction, great results are just a button’s push away. Included software can also convert scanned text with OCR directly into a Word, Excel or PowerPoint document. The ScanSnap SV600 has made a vast improvement when it comes to scanning multiple items — the individual items will each be assigned to a single page of a PDF file that you can also break into individual files if you like.

The ScanSnap SV600 scans business cards to large A3 size (double-letter) documents. With the included ScanSnap Organizer and CardMinder software, keeping scanned content organized and accessible is a "Snap." Some things cannot be scanned through a feeder, so ScanSnap SV600 operates by taking an elevated view. Combining high quality CCD optics and advanced LED illumination, ScanSnap SV600 uses advanced capture technologies to maximize field of depth and minimize unevenness page after page. ScanSnap SV600 breaks free from typical flatbed limitations by scanning content larger than just letter size.

PRODUCT OF THE MONTH


FACE TO FACE

Xerox making “The paperless offi ce” a reality

Sushant Dwivedy, Director – Global Document Outsourcing, Xerox India, opens up with VARINDIA on the prospects of the DTPS, DMS and the MPS market in India and

how Xerox is faring and getting on the fast track in each of these spaces –

What is DTPS and what Xerox has to offer?

Though nearly every document is now originated digitally, many still end up as paper at some stage in their lifecycle. Here is where Service offerings like Document Transaction Processing Services (DTPS), help businesses to print less– reducing costs by up to 30%, across various verticals like manufacturing, telecom and banking.

Xerox is making “The paperless of� ce” a reality – which has been both a dream and a myth for over 30 years. Xerox Document Transaction Processing Services streamline business and document management processes to drive growth, reduce costs and give you a sustainable competitive advantage.

Xerox Document Transaction Processing Services are designed to:• Automate backof� ce functions by

managing incoming documents, digitizing, indexing, and routing their information to electronic document management and storage services.

• Optimize new sales account opening processes to accelerate cash � ow.

• Reduce transaction costs and increase accuracy and ef� ciency of � nancial processes.

• Simplify, standardize and centralize your employee on-boarding and communication processes.

• Enhance the customer experience at critical touch points to retain and grow relationships.

• Deliver consistent, reliable customer service during peak and non-peak business cycles.

• Ensure compliance traceability of your backof� ce operations.

How does Xerox drive a DTPS process for a client?

Xerox undertakes the process with the following approach –

• Capture: Xerox's comprehensive range of content and document management services, onsite and offsite, digitally captures information in whatever format received – paper or electronic.

• Transform: Imaging services digitize documents for automated data capture utilizing Xerox Smart Document technologies for faster routing.

• Transaction Processing: Electronic

information is routed for transaction processing within an organization for immediate and shared use. This streamlines decision-making, approval and response time.

• Store: Xerox's range of content and document management and content management storage capabilities are fast, secure and electronically automated to reduce cost while improving access to information.

• Deliver: Ensure organization has access to information, when and where you need it, through the right channel to meet requirements.

Share customer case-studies or instances that showcase Xerox’s solution prowess.

Some of our success stories are –• Dillard's, a leading retailer, saved $1.6

million by streamlining its company-wide work processes and printing needs.

• Park University, an independent liberal arts institution in the U.S. Midwest, worked with Xerox to provide faster access to student information, simplify forms processing, decrease costs via an electronic work� ow and increase revenue potential with document management processes in place to support a 300-per cent increase in

enrollment.• Dow Chemical, a science and technology

leader, improved time-to-market by streamlining the product development process and providing R&D with instant global access to documents.

• Xerox helped Marriott streamline Accounts Payable processes and respond more quickly to claims. Faster access to electronic documents improved satisfaction levels of Marriott’s guests and associates, and improved cash � ow and supplier management.

• UWV, the Netherlands’ social security organization, used Xerox eFLOW software to recognize keywords and data in customer bene� t claim forms and letters, and automatically route claims through the approvals process. This removed days, errors and costs from the process of paying bene� ts to citizens.

What is the current size of the managed print market?

Managed Print Services market in India is projected to grow at a rate of 30%, making it one of the fastest-growing MPS market globally, and a signi� cant growth opportunity for Xerox. In comparison, the Asia-Paci� c region is growing @ 17% – 20% and the global average growth rate is 10%–12%.

According to you, what kinds of challenges exist in the growth of this technology?

We believe that our Document Management Services have huge potential to grow. We are constantly educating enterprises and making them realize the potential savings and productivity enhancement through optimized document work� ow possible through Xerox Document Management Services. However, what most enterprises do not realize is that the costs and risks of having a fragmented, decentralized document strategy are staggering. The reasons are evident – the ownership is split across functions; costs are not visible and the impact on organizational ef� ciency and productivity is not measured. By taking control of the end-to-end processes for each document, applying Six Sigma methodologies, processes and using market-leading solutions and services, we ensure that the entire lifecycle of documents is managed using appropriate technology in adherence to set standards. �

Sushant DwivedyDirector – Global DocumentOutsourcing, Xerox India


FACE TO FACE

Epson aims to achieve a lion’s share in InkTank market

In a chat with VARINDIA, Siva Kumar K – Deputy General Manager IJP, Sales & Marketing, Epson

India revealed how Epson has been able to achieve 1.4 million sale of InkTank printers in India -

With the growing economy, India is becoming a hot bed of investment

and it turns out to be an important market for all. Similarly, Epson India is also witnessing growth in the InkJet market and it is one of the key market segment for the company.

“The overall Inkjet market size in FY 14 is 1.4 million and it is growing by 8% year-on-year. It is very important for Epson India to be in this particular market segment. At present we hold 51% revenue share as in FY14. This year we are aiming to achieve 55-58% on revenue share. So,being a pioneer in Inkjet technology it is very important to be into this market. Last year, India turnover was Rs 1078 crores and this year we are aiming to take it to Rs 1300 crores,” said Siva Kumar K – Deputy General Manager IJP, Sales & Marketing, Epson India.

Epson with its InkJet technology has its presence in all market segments like Home, SOHO and Corporates, with a wide variety of single and multifunction printers.

“We are into home segment which covers entry level products like single and multi-function, sub Rs 10000 products along with advanced home products. We also have SOHO products and even large corporate products. The InkTank printers get into all the verticals that is why the Inkjet market started growing after Epson introduced InkTank printers. It penetrates into various segments and even replaces Laser printers. The customers want to replace their Laser printers as the cost of print on the re� ll toner is 40 paise. In 2011 when we launched this InkTank printers were most appreciated by the SOHO segment where they had a big print volume. Even though the Home segment had a lot of printing requirement, they restricted themselves from printing because of high cost of print and frequent purchase of ink cartridges. So they slowly shifted to InkTank printers. Now the contribution is from all the verticals,” added Kumar.

Strategy & Subsequent success of InkTank…

Epson has already achieved a landmark of 1.4 million sale of its InkTank printers due to its revolutionary technology. “We welcome competition coming into Inktank printers. This allows the market size to grow. We have

already sold 1.4 million Inktank printers in India since 2011. It means this is proven in the market that it is reliable, accepted and well appreciated. That is our strength. Secondly, the technology, we use Micro Piezo, it’s a revolutionary technology. It can deliver much more pages than the relevance of the product. The major competition use thermal base printed. We are pioneers in Micro Piezo printer,” commented Kumar.

There are few factors behind the success of InkTank printers which Kumar has explained. The most important factor that has triggered the success is the low cost of printing which gives consumers the freedom to print.

“Previously we were into Ink Cartridge printers and found consumers not fully appreciated. We understood that there is a gap between the product that we produce and the customer expectation. So we did a survey in the emerging markets including India and we found two key points coming out of it. One is they buy a printer sub Rs 3000 but they use very less. The main reason was the running cost,which was more than

Re 1.50 for black and Rs 5 for colour. So they restricted themselves from printing and they wanted a freedom to print.

Second reason was that the ink cartridge capacity was less. They buy an ink cartridge for Rs 500 and the yield is only 150-200 sheets. This results into frequent buying of ink cartridge. The factors that further boosted the InkTank printer market is, being in Inkjet technology, which is powered by Micro Piezo. We give the warranty of upto 30000 pages yield. The relevance of the product after giving the Inktank concept is maintained.

When we introduced this technology, we were three times more costly than the Ink Cartridge version. So customers realize that it’s not only the cost of print, they need to understand the total cost of ownership and it is much lower than any other product. Still a lot of customers think that the printing cost is high. So it’s our duty to educate the customers about the low cost Inkjet printing which costs only 8 paise or 28 paise including black. To highlight it’s the freedom to print,” explained Kumar. �

Currently we do not have Duplex printer so soon we will be come up with a double side printer.

Siva Kumar K – Deputy General Manager IJP, Sales & Marketing, Epson India


ISODA INTERCONNECT

ISODA has partnered with BE Summits as an Association Partner for the Global IoT Conclave to be held on June 2, 2016. The partnership allows ISODA members to get a 30- per cent discount on delegate fees, while providing strong branding opportunities.

“IoT is the next big technology pervading every sector, including manufacturing, agriculture, healthcare, utilities and public infrastructure. The event provides a good platform to our member partners to get insights about IoT and helps them identify solutions and services opportunities for future growth,” said L. Ashok, President, ISODA. The event is expected to see participation from buyers, sellers and quali� ed decision-makers, and will provide a platform to learn, grow and explore business opportunities around IoT.

L. AshokPresident, ISODA

Lately, we have had a few unfortunate experiences with a leading security vendor – with whom we have shared 10 years of strategic partnership – which resulted in our losing sizeable deals. The � rst instance occurred six months back when a large BFSI customer was up for licence renewal for this vendor’s products. Despite being well aware about our long-term relationship with this customer, the vendor supported another partner for the deal.

We overlooked the � rst time but then in March 2016, the vendor did it again by diverting another large deal. When confronted, the regional manager refused to acknowledge our deal registration. Escalation to the country manager also didn’t help, neither did he investigate the matter nor revert to our complaint. Eventually, we took the decision to shun the vendor by converting a number of opportunities to competing platforms. It is imperative for partners to expose such unfair practices at various forums and in media and stand up for what is right.

Tushar ParekhManaging Director, Silicon Netsecure

Let’s boost collaboration among ISODA membersDear Members,ISODA is a great platform for the members to collaborate and grow. For instance, being an

ISODA member, our company has won business with the support of other members, for the product lines where we didn’t have any expertise. We are also collaborating with some of our ISODA friends to bag IT facility management projects. Bene� ts are tremendous; we just need to uncover them.

In order to further boost collaboration between our members, we have launched the ISODA 2.0 portal. Partner members can create more business opportunities by updating their business pro� les, specializations and competencies on the portal. Let us formalize and know each other’s competencies and � gure out the areas for collaboration to expand our businesses through ISODA 2.0 portal.

More interaction, connectivity and collaboration are the mantras for success and getting maximum bene� ts out of ISODA.

Let's partner to progress!

Best practices for retaining talentHigh attrition is a nightmare for partners, but we have addressed it in a strategic manner.

Over the last two years, our attrition rate has reduced from 20 % to 5 %. To improve employee retention, we have introduced a slew of measures. We created email groups to enable entry-level staff to share their concerns, ideas and suggestions with the company management. This created a sense of belongingness among employees, especially the entry-level. We have also introduced the practice of self-assessment by employees which inculcated ownership and accountability among them. Every employee � lls a weekly performance sheet with details of sales, opportunities, customer meetings, etc.

Moreover, while hiring any employee we explain their growth path in the organization and discuss their short-term goals every year. We help them achieve most of their short-term targets, including foreign trips, cars and other gifts.

e

Kavita SinghalChairperson, ISODA

Manish GoenkaDirector, Icons Infocom

ISODA partners with Global IoT Conclave Stand up against unfair trade practices


Vadodara-based IT solutions provider ITCG Solutions has helped Navrachana University establish robust IT infrastructure and signi� cant capital savings through Microsoft Cloud Campus.

The challengeThe university wanted to offer

comprehensive learning and develop students with T-shaped skills with breadth of knowledge though general and inter-disciplinary education, and a depth of knowledge through focussed disciplinary education.

For this purpose, Navrachana University required a robust IT infrastructure and seamless collaboration. The university needed solutions around mailing services, collaboration among faculty and students, enhanced security, data storage and backup. It was also looking for centralized update and patch management, hardware and software inventory management, and regularized Microsoft licensing procurement and management.

The solutionPost studying the pain points and

requirements, Vadodara-based ITCG

Solutions pitched Microsoft Cloud Campus. ITCG streamlined the Microsoft licensing procurement with the Microsoft Cloud Campus licence. It migrated 2,200 users from Gmail to Of� ce365 and created various mail groups. It also created Directory Sync server for continuous synchronization of Active Directory Server with Of� ce365.

In addition, ITCG created site-to-site VPN connectivity between local network and Microsoft Azure platform. It created virtual machine on Microsoft Azure platform which is synchronized with on-premise Active Directory server to ensure 100-per cent uptime.

For effective communications among faculty and students, ITCG implemented Microsoft Skype for Business for chat and video conferencing. Further, students and faculty got free Of� ce365 Pro licences and 1TB storage space on Microsoft OneDrive.

ITCG also implemented Microsoft Intune across the campus to deploy the latest software updates, patch management and get hardware and software inventory through centralized console.

Benefi tsThe Microsoft Cloud Campus licence

enabled Navrachana University to signi� cantly reduce capital investments in IT infrastructure. “The university saved over Rs.15 lakh with yearly subscription cost of Rs.5 lakh against the estimated capital expenditure of over Rs.20 lakh. This enabled them to ef� ciently plan their IT budget and to easily add or release licences on-the-go. Moreover, Microsoft certi� cations are available at discounted rates for students. The university also saved considerably with 1TB of free cloud storage for each faculty and students,” highlighted Mehul Shah, Head – Sales, ITCG.

The cloud solution made IT administration an easy task with the ability to push software updates and generate software and hardware inventory reports, centrally.

Further, the university receives Microsoft Azure grant of $250 per month for faculty and $100 per month for students for creating virtual servers, data backup and many such services. In addition, it receives the grant under Microsoft DreamSpark activation for 3 years to use a bundle of Microsoft products required for academic purposes in laboratories.

ITCG implements Microsoft Cloud

Campus at Navrachana University


CONFED-ITA Summit 2016 aims at Mutual Business Growth

The installation ceremony of the Confederation of Information Technology Associations’ (CONFED-ITA) new team for 2016-17 was held at Kovalam, Kerala on 7th & 8th May, 2016. It was the ninth Summit of CONFED-ITA and the theme was – “Make An Impact”.

Summit Chairman R. Balasubramaniam called the meeting and welcomed the gathering. The Special Chief Guest for the Summit, Thiru. Bharathy Krishnakumar (Film Director, Writer), addressed the gathering on the current lifestyle and asked everyone to extend help and education to the needy. The Guest of Honour, Thiru. N. Sivanesan (President, Federation of All Traders & Industries Associations, Erode), spoke about the industries trend setting in the current scenario.

During the business session, the previous CONFED-ITA team led by Senthil Kumar submitted its report for the period 2015-16. He later spoke about their achievements during their tenure. A total of 600 delegates attended this year’s summit, representing 24 district associations. South India’s states Associations from Kerala, Karnataka and Andhra Pradesh also had delegates participating in the summit. The leaders of AKITA (representing Kerala IT association) welcomed the gathering and started the meeting, since the event happened in their own state.

The aim of the new team is to support and uplift all the members and look into the business growth and development of each individual. The focus would be more on the welfare of its members. The Confederation would also be focussing on the unity and welfare of all the members along with fostering a good relationship with vendors. The aim would be on developing a mutual business relationship. It also resolved to � nd smooth solutions to the ongoing online turmoil that is affecting the business community. The plan of action for this year other than its regular projects is to conduct a G2G Meet with vendors. It has also plans to purchase land for its CONFED-ITA family. Like every year, CONFED-ITA is planning to support the family members of the Confederation by offering Accident Insurance and Mediclaim policy. Sports activities like cricket and badminton among its 24 district associations will also be conducted.

The Secretary thanked everyone and the Summit programme ended with the singing of the national anthem. The summit 2016 brought enthusiasm to all the CONFED-ITA members, promising an eventful year ahead. The team resolved to work together to achieve more milestones in this challenging year and ensured to MAKE AN IMPACT.

Tally was the Title Sponsor of the event, while HP was the Prime Sponsor. The Stall participants were Acer, Epson, Digisol, ESET, LG, Computer Waves, Ricoh, Quick Heal and APC. �

INDUSTRY EVENT


TechnoBind’s Sankalp concludes

Goa served as the ideal venue for TechnoBind Solutions to organize its Annual Sales Meet, Sankalp, recently. The event was attended by principal vendors, sales people and partners of Technobind and was designed to boost enthusiasm and fervour of those present, besides having added a fun quotient to entertain and amuse the guests. In addition to being a networking platform, the event also witnessed several sales presentations and technical sessions that kept the audience enlightened on different aspects of the participating clients and discussed at length about the opportunities and the market potential that the partners and vendors can look at in the industry.

Some of the participating vendors at this year’s Sankalp were Gemalto, Seclore, In� nidat, DMX and Vision Solutions, to name a few.

TechnoBind is a specialist distributor in the Indian IT channel, offering a hybrid distribution model and delivers the highest business values for each of its reseller partners. With the challenges of the rapidly-changing facets of technology for businesses, TechnoBind leverages this change as an opportunity – and helps partners implement solutions which solve speci� c business pain points arising out of these challenges.

Prashant G JDirector, TechnoBind Solutions

“As the Head of TechnoBind, it is really good to know what vendors feel and think of working with us. The kind of con� dence that vendors have in us makes us feel so comfortable about our operations. We have received all the support available and it feels good seeing vendors and partners growing in terms of their capability, maturities and engagement in the � eld. So events like this are a good way to know these things.

Interactive sessions with vendors helped us to know about those projects on which they will be focussing on and it is really nice to know that we are going to be a part of these projects. There is huge opportunity in the market – that range from new government initiatives to the cloud being an opportunity and becoming mainstream. As we have a very strong technology play on mobility, there are a lot of business screen points in the market around mobility, cloud, and we are rightly placed and so we believe that it is going to be a big opportunity.”

Sabo DiabVice-President of International Marketing, Infi nidat

We enroll strategic partners who can provide us more exposure to end-users. Our main goal is to give our partners the tools, support, the way to win and get the advantage of the new technology as well as pro� t. Such events are all about being in connection with the people you work, help them understand the innovative products and services what one is bringing to them to solve and help them sell their services and products to customers. These events are crucial because we believe in people that we work with. It is a mutual platform where we can understand partners and vice versa and grow.

TechnoBind combines the ability of bringing new fresh smart people that can move the industry while bringing rich experience and expertise from different � elds of industry and technologies which leads to build a community and an ecosystem to support customers and partners. And, I believe 2016 will be great success in our partnership with TechnoBind.”

INDUSTRY EVENT


on an inspirational note

Ram KurmvanshiNational Sales Manager – India, Coverland Storage“Such events bring partners face to face with each other as well as

with vendors too. Interactive sessions between partners and vendors bring lot of questions and solutions which actually help us as well as partners understand each other and the products. So, that message can be taken back home to the end customers. As a result, end customers can get a better view of our products which is related to our business.

We thank all our partners as they have been our strong partners for almost 10 to 15 years or more than that. Partners played a very important role for the company and has brought a large end-customer base that believes in our brand to be a loyal one. We ensure sticking to our commitments and have always provided sales support to our end-customers. We are very thankful to our partners who have actually enabled us to get a footprint in India.”

Dhruva GuptaPrincipal, Enterprise Solutions Consulting, Seclore

“We understand that TechnoBind is doing really well in IT security as well as other products. Seclore being a niche product in the Rights Management line will get a very good entry into the customer base of TechnoBind. I feel that when one comes offsite and is involved with the company which is doing really well across the country and markets a product which is a niche product, it tends to make a lot of difference. I am personally very excited to look at TechnoBind offerings and the in-depth relationship that it has established with its customers.

It will help us in creating more trust and value and will help making customers aware that rights management is the way to be. It can be a very fruitful handshake.”

Satish Kumar VCountry Head, DMX Everest“We are very new to the channel, but our � rst step was to sign

up with TechnoBind as they are very well spread in the channel. Secondly, we will start selecting partners who sell these products and understand the space. We are forming that path to be the next thing to happen. Being a software vendor and that too in IT operations, our software is about serving speci� c IT needs. Through this event, we are able to reach out to more customers through partners. That is the kind of advantage that we get here in terms of market reach and in understanding our customers’ point of view through interactive sessions with other partners. TehnoBind has an amazing set of team and management who are available throughout to serve its partners. TechnoBind has been working with us and we both are growing.”

Vikram RangnekarRegional Sales Director, Vision Solutions“TechnoBind is one of the fastest-growing teir-I partners. It has

shown signi� cant growth in terms of expanding to cities like Delhi, Mumbai, Bangalore, Chennai and has shown a good amount of enthusiasm in carrying our products to the partners and customers. TechnoBind is a very young organization and has shown very consistent and aggressive growth during the last couple of years. They have got a very � ne team of pre-sales and management.

I would consider them to carry with this kind of technical expertise and develop themselves as a solution provider while being a distributor. So eventually this can be a value addition that they can show to its partner community.”


Cloud Security Platform - an evolving opportunity for Zscaler

Scott Robertson, Vice-President (Asia-Pacific

& Japan) – Zscaler in an interview with

VARINDIA shares more about his company,

its operations in India and what he feels is the growth propeller for Zscaler globally -

technologies, Zscaler delivers it over the cloud which provides elasticity and simplification.

The brand helps improve security faster while providing a complete platform of security capabilities which include a DLP, managing bandwidth, next-generation firewall in the cloud, etc which can be accessed like service.

From the user’s perspective, Global 1000 brands such as GE, Nestlé, ExxonMobil, Schneider Electric, and government and military organizations like the United States Marines, NATO and the National Health Services of the UK rely on Zscaler to provide a safe and productive internet experience for all of their users, from any device and from any location around the world.

Zscaler is a high-growth technology company which is focussed on

bringing cloud computing to internet security. It protects more than 15 million users at more than 5,000 of the world’s leading enterprises and government organizations worldwide against cyber-attacks and data breaches, while staying fully compliant with corporate and regulatory policies. As an integrated cloud security platform, Zscaler delivers carrier-grade internet security, advanced persistent threat (APT) protection, data loss prevention, SSL decryption, traffic shaping, policy management and threat intelligence – all without the need for on-premise hardware, appliances or software.

Being a cloud technology company, it has built a cloud infrastructure across 100 data centers around the world to ensure that its customer’s users are secured whenever they interact with internet. The brand operates its technology on every single device, wherever the user is in the world, across the network of 100 data centers in almost all the major markets as well as smaller locations around the globe.

Zscaler is built for web access and simplifies the customer’s IT cost; so rather than having multiple appliances and multiple different brands and

Go-To-Market StrategyThe brand Zscaler is currently focussed

on large enterprises from pharmaceuticals, manufacturing, BSFI, SME, etc verticals that have got multiple gateways. It has seen a lot of growth, particularly in India in the VAR market. According to Zscaler, VARs understand the concept of mobility and a digital environment very well and the challenges that businesses face in moving from where they are today and transforming into a cloud company. These partners deal with some of the largest multinationals in the world and have strong relationship with their service providers to provide WAN MPLS network across the globe.

Zscaler selects world-class partners to help protect enterprises from Internet cyber threats. The brand has designed various key partner programmes for its channel partners to compete in the industry and expand its revenue opportunities.

The company has also been recognized for the best Cloud Computing Security Solution at the SC Awards 2016. Also, 2015 Gartner research has positioned it in the Leaders Quadrant for Secure Web Gateways and 2015 Forrester research has recognized Zscaler as a Leader for SaaS Web Content Security. �

FACE TO FACE


FACE TO FACE

Building a Partner Ecosystem to power Open Source

Today’s businesses demand both operational ef� ciency and agile

innovation. To strike a balance, Enterprise IT organizations are using cloud technologies and other IT innovation to reduce costs, improve operational � exibility and gain competitive advantage. Red Hat enables Open-Source technologies for the Enterprise, giving them the power to address the business challenges they face.

Red Hat Enterprise Linux gives the user the tools one needs to modernize infrastructure, boost ef� ciency through standardization and virtualization, and ultimately prepare the data center for an open, hybrid cloud IT architecture. Red Hat Enterprise Linux provides stability to take on today’s challenges and the � exibility to adapt to tomorrow’s demands.

Organizations must be able to provide solutions that incorporate and support social, mobile, big data, and cloud computing – and whatever is next. Modular architecture and community innovation in Red Hat JBoss Middleware lets the user incorporate these new technologies and deliver applications to market quickly and effectively.

A strong Channel Ecosystem…

But for promoting such an infrastructure, Red Hat’s Channel is considered to be the most instrumental factor. In fact, its success is directly tied to its relationship with partners. Its partner programme, Red Hat Connect, supports the evolving needs of its partners, enabling Red Hat to share in both collaboration and success. For Red Hat, the partner ecosystem is a key market making and coverage engine. “We are not just a partner-friendly organization but a partner ecosystem leveraged organization. Red Hat is the world’s leading provider of open-source solutions and we already have over 2,500 ISV partners and nearly 5,000 applications in our fast-expanding ecosystem. In fact, our partners are the growth engine for us,” asserts Neeraj Bhatia.

The Red Hat Partner Connect programme identi� es the need to develop new partners, skill and enable the existing partners on the latest technologies and solution frameworks. The company is seeking to build its partner network with an outreach programme across the top 20 State capitals and metro cities.

“With our partnering programme, we are focussed on both Solution development with partners and go-to-market excellence in our partnering programme. Partnering with

Red Hat Connect provides – • Access to new Red Hat technology• Certi� cations for hardware, software, and cloud services• Technology adoption resources (e.g. architectural guides, best practices)• Options for event visibility• Opportunities for independent software and hardware vendors (ISVs and IHVs), original

equipment and design manufacturers (OEMs and ODMs), and more• Brand differentiation in a growing market of open-source customers• Competitive and � exible pricing models• Ability to earn additional margin and/or recurring revenue• Marketing, sales training, and progressive relationship bene� ts for eligible partners

Neeraj BhatiaDirector – Channels & Commercial Business, Red Hat India

Red Hat allows solution providers and ISVs to build intelligent systems with con� dence, while also allowing reselling partners to develop services capabilities around Red Hat technologies, enabling them to grow pro� tably while retaining and gaining new customers,” says Bhatia.

The Red Hat distribution network is an extension of Red Hat and its efforts to build a value-based and long-term partnerships, enabling Open Source for the enterprise that supports the entire partner ecosystem, including Business Partners, Independent Software Vendors (ISVs), System Integrators (SIs), training and hosting companies. “Our distribution strategy is to take the Red Hat Business Model of Subscription to more and more partners across the country. This is supported by a trained and dedicated team of resources with our distributors who work with over 300 partners across the country,” he opines.

Plus, Red Hat’s CCSP programme

allows cloud, hosting, system integrator, and managed service providers to host and resell certi� ed Red Hat offerings on-demand via multi-tenant, dedicated, and managed models.

In the end…

Red Hat understands that the best way to develop technology is to build a community around it. It follows that same approach while expanding its partner ecosystem thereby delivering this technology and its value to its enterprise customers by building an enabled and engaged partner ecosystem. “We are actively building our partner ecosystem across Independent Software Vendors, Cloud Service Providers, Value-Added resellers and System Integrators. Under our fast-expanding ecosystem, partners can reduce their customers’ costs for proprietary operating systems, middleware, and other solution components,” Neeraj sums up. �

Neeraj Bhatia, Director – Channels & Commercial Business, Red Hat India, shares with VARINDIA the company’s channel strategy and how it has been instrumental

in growing the company in terms of developing the open-source market


FACE TO FACE

A10 Networks on a Quest to Cash on Opportunities

Sanjai Gangadharan, Regional Director, SAARC - A10 Networks tells VARINDIA of what he thinks the opportunities are like for A10 and how those can be leveraged to fetch better business results -

With the rising pace of evolution and transformation in the IT space, the landscape has become highly competitive.

Enterprises are starting to take notice of the growing bring your own device (BYOD) trend and rede� ning their IT policies to accommodate it.

In India, either lot of customers are moving their applications on hosted or cloud based models or are building data centres due to regulatory compliance requirements. In both cases, A10 is ready with its portfolio. “We have a license model with AWS as the customers can choose our products there and we also work with Microsoft Azure platform. We can help customers with hosted model as we work with managed service providers who license our products or provide virtual instance. For customers who want to explore cloud, we are ready with our cloud enabled solutions,” explains Sanjai Gangadharan, Regional Director, SAARC - A10 Networks.

A10 and the India market…With a 100 percent indirect selling model, the channel ecosystem

plays an important role in building A10’s portfolio in India. The company has about 25 high-touch customers in each region across India, where the A10 team works closely with its systems integrators to position and understand the requirements of its customers. “We are also focusing on leveraging the channels to portray A10’s real value in the channel ecosystem. We are in the process of investing in advancing skillsets of our channel partners to further expand our reach to customers,” says Sanjai.

He further adds, “To help our partner in India be successful, we recently launched the A10’s Af� nity Partner Program which is designed to empower partners with industry-leading solutions, rich marketing resources and effective training. Focusing on three key areas—pipeline, enablement and growth in the ADC and security markets—A10’s Af� nity program will bene� t solution providers looking to capitalize on new markets with innovative products and services, creative campaigns and ef� cient processes.”

The main focus in 2016 will be to further strengthen and enable its channels ecosystem. “We cover 4 major Indian cities already and now are moving to the tier 2 cities. Our priority is quality over quantity. A10’s domain is niche and channel partners who are keen on partnering with A10 have to have a strong networking and security background to understand the customer requirement and their application landscape,” he says.

A10 also leverages the individual strengths of its distributors who focus on the different market space including channels, large projects and enterprise customers. A10’s CGN solution is widely accepted by telecom companies worldwide and it would further like to consolidate its position as the market transitions from 3G to LTE. Lastly, it would continue its focus on A10’s security solutions like DDoS mitigation and SSL traf� c inspection as enterprises are placing increasing emphasis on IT security to protect their corporate defences.

A10’s solutions are not focused on any particular segment, but it is for any business that is IT-enabled and is looking to digitalize their businesses by using technology as a competitive advantage in both its internal and external operations. Businesses which work on business

critical applications and need a secure environment for their data are all potential customers for A10. “With the onset of a digital business, organizations should ensure their network and applications remain highly available, accelerated and secure. Based on the requirements by our customers, we will size the solutions accordingly and integrate with their existing networking architectures,” he states.

And so…There are indeed great opportunities ahead. Emerging trends like

mobility, virtualization and cloud adoption have certainly provided new opportunities in IT security. Security spending is expected to grow in 2016 with revenue projected to reach $1.23 billion in India.

Although the security industry is still underdeveloped, there is a huge boom in the Indian development initiatives like the 'Make in India' and development of 100 smart cities that will give the security industry a push to increase focus over the cyber security challenges.

At the same time, organizations need to be mindful of exploits buried in encrypted SSL traf� c that evades their security defences as well. SSL Insight helps of� oad CPU-intensive SSL decryption and enable organizations’ existing security devices to inspect all traffic – encrypted and clear text, eliminating the blind spot in their traffic while keeping legitimate traffic flowing.

And A10 knows how to leverage these opportunities just on time. �

Sanjai GangadharanRegional Director, SAARC - A10 Networks


With the fall in prices of IP cameras, India is shifting from Analog

to IP Technology. At the same time, the industry is witnessing another trend that is Intelligent Video Analytics. This technology is revolutionizing the surveillance industry in India.

“The major trend in surveillance market in India is the continuing shift from Analog to IP technology. The prices of IP cameras have come down considerably, further accelerating the pace of the shift. Intelligent Video Analytics is another area where the industry is witnessing a change. Manufacturers have started offering IVAs even in their basic cameras. More and more advanced IVAs like Face Recognition, Object Classi� cation, License Plate Recognition, Traf� c Management Solutions, etc. are rede� ning the way Video Surveillance is being currently used in the market,” reiterates Sagar Gosalia, Sr. Vice President – Marketing & Sales, Matrix Comsec.

Though India market is adopting new technologies, it is true that in surveillance space it is still lagging behind. Lack of infrastructure along with low bandwidth, storage and high server price is dampening the growth of surveillance market. “India lags behind in adoption of technology in surveillance space. One of the major reasons for this being lack of infrastructure. Though reduction in prices of IP cameras is positively affecting the change, it is the high requirement and low availability of Bandwidth and Storage for IP cameras, along with high server cost that is actually affecting the shift,” Sagar explains.

Market Strategy…Matrix offers value for money to customers.

It sells solutions and not just products. The company puts its solutions as Pro� cient, Persistent and Preventive which helps its customers reduce cost of bandwidth, storage and manpower. “Our positioning as a brand is to offer value for money to our customers. We sell solutions rather than products. We

monitoring is one thing that can help them reap bene� ts through AMCs. For channels to be more successful, they need to explain and sell solutions to customers. This is where they can get high margins and low competition,” explains Sagar.

Moreover, the smart city project has ushered opportunities in video surveillance space. The technological development will help make the law and order of the land better.

“Talking about the smart city project, considering the enormity of the project, the potential in Video Surveillance is huge. After all, the city has to be safe � rst to be smart. Besides safety, today’s technological advancement in this � eld can help improve law and order problem to a great extent. Cameras can detect various events like traf� c violations, trespassing/loitering in restricted areas, suspicious objects, overcrowding, etc. and take a snapshot of the same providing irrefutable proof against violators. This I think, in the long run, can help reduce crime to a great extent,” expresses Sagar.

And so…With Government projects like Digital

India, smart city etc., Matrix is witnessing growth of over 25% in this sector. These projects will also help in enhancing the infrastructure.

“Signs are very positive as far as future is concerned. People are slowly but steadily shifting from analog to IP. I personally think growth in this sector can be more than 25%. The Government sector will be the single biggest driver for this growth. Initiatives like Digital India are making up for the lack of infrastructure. Big government projects like smart city projects, improved safety at public places, etc. will generate a huge requirement for Video Surveillance. More stringent norms for security of Banking, Hospitality and Education sector will also generate a substantial opportunity,” concludes Sagar. �

position our solution as Pro� cient, Persistent and Preventive. Pro� cient in terms of reduction in solution cost of Bandwidth, Storage & Manpower, through our smart solutions like Cascading, Adaptive Recording and Edge Recording. We also look forward to improve productivity, process compliance and employee discipline and simplicity of management through Intelligent Video Analytics. We are Persistent in terms of better reliability against downtime & breakdowns, greater visibility and control. By Preventive, we look forward to offering real-time security rather than reactive security. We provide proactive solution with early detection and instant noti� cation through Calling from Mobile App, Email with Snapshot and SMS,” asserts Sagar.

Varied Opportunities…Ample of opportunities are there in the

surveillance space for the Channels. Rather than only selling boxes partners should concentrate in pushing solutions.

“I see a lot of opportunities for channel to explore. Up till now, channel has been mostly about moving a box around. They have only been selling cameras and recorders rather than solutions. Advanced systems with health status

Sagar GosaliaSr. Vice President – Marketing & Sales, Matrix Comsec

In a chat with VARINDIA, Sagar Gosalia, Sr. Vice President – Marketing & Sales, Matrix Comsec discusses the India market scenario, its opportunities, strategies to survive competition

and the future growth of the industry while in a chat with VARINDIA -

“Proficient, Persistent and Preventive” solutions is what Matrix offers


OPPO enhancing Innovations for its Indian Customer Base

Foundation, an initiative by Yuvraj Singh, to launch a charity campaign called – “Game On, Selfie On”, to raise awareness about cancer and facilitate cancer screening. With this campaign, OPPO aims to bring hope and light to society by helping the foundation in facilitating cancer screenings for maximum people. By associating with ‘YouWeCan’, OPPO is looking forward to expand horizons and spread the message of hope via an influential platform.” The campaign has been launched with a series of social media posts on facts about cancer in order to create sustainable conversations amongst audiences, especially amongst millennials.”

India – An evolving market...

OPPO has been continuously enhancing innovations in

its product range, combining it with excellent camera experience for its young consumers. The brand has launched the Selfie Expert OPPO F1 in January, which is now amongst the Top 3 smartphones in its price range, according to the latest GFK data. It has also launched an upgraded version of the Selfie Expert F1, the OPPO F1 Plus, which is taking selfie to a new level with a 16MP front camera with F/2.0 aperture, ISOCELL sensor as well as the new Beautify 4.0 and Selfie Panorama features supporting a 13MP rear camera.

As a brand, Oppo is focussed on providing its consumers the best camera experience which has been its one of the biggest differentiators for several years. “Through careful designing of both software and hardware, we are constantly working to ensure that every photo taken with an OPPO phone is clear, colourful and bright, to give users’ photos that record their lives, and to surprise them with how much a great smartphone camera is capable of. Also, OPPO has patented VOOC flash charge technology to give customers fast and safe charging experience,” said Li.

Role of Channel...

Channel partners play a very important role to take the company’s products to the masses. OPPO is currently focussing on the offline market as it has to take its business to new levels and helped in offering the best services to OPPO local customers.

This year, OPPO is targeting 35,000 sales outlets alone in India in 2016.

In terms of tie-ups, he stated, “We recently associated with the ‘YouWeCan’

With an average Indian spending over 3.5 hours (200 minutes every day) on the smartphone and consuming about 4GB–5GB data every month, the mobility segment is growing manifolds, resulting in India being the world's second-largest smartphone market. India has surpassed the US to become the world's second-largest smartphone market, according to the Counterpoint Research. With the advent of affordable smartphones intended for the Indian market and increasingly low-cost data connectivity options, more people are shifting to smartphones and mobile Internet.

“India is a very attractive and price-sensitive market and there is a certain section of consumers who are extremely technology savvy and looking for innovative and power-packed devices. The way consumers choose and buy smartphones is continuously evolving and that means you need to have a diverse portfolio of products and price points to appeal to a wide range of consumers there. OPPO will launch products in different price ranges to cater to the demands of all our consumers,” he said.

The way consumers choose and buy smartphones is continuously evolving. The current trend indicates that increasingly smartphones are doubling up as cameras. Uploading selfies on social media has become a rage and for that people are continuously looking for phones that have a good front camera. The other major feature that influences a buying decision is battery life and strength.

In line with Digital India projects, OPPO has also plans to set up a local manufacturing unit in Noida. �

Sky LiOPPO Global Vice-President, Managing Director of International Mobile Business & President of OPPO

OPPO’s products have pushed boundaries in terms of technology ever since its inception and the brand has been a pioneer in providing the latest technologies to its customers. Sky Li, OPPO Global Vice-President, Managing Director of International Mobile Business & President of OPPO, India, spoke about OPPO’s innovations in an interview with the VARINDIA team –


Vivo V3 Max

LG Stylus2LG Stylus2 comes with 5.7-inch handset. It shares many of the premium

features available on LG’s � agship models and also includes a pen with a nano-coated tip for more accuracy, compared to the previous rubber-tipped pen. The device features a set of proprietary functions developed speci� cally for the LG Stylus 2 to enhance the user experience such as Pen Pop, which toggles a popup menu when the stylus is removed to offer shortcuts to Pop Memo and Pop Scanner. Also new to LG Stylus2 is Pen Keeper, which prevents the stylus from being misplaced by displaying a popup message when the phone is detected as being in motion when the stylus bay is empty. What’s more, the new Calligraphy Pen font allows one to write as beautifully and decoratively as if using a fountain pen with automatic improvement of one’s hand written impressions. LG Stylus2 has 13-megapixel camera front camera and 8MP rear camera, and weighing only 145gm, the LG Stylus 2 is noticeably thinner and lighter. The handset delivers a unique design statement with the incorporation of a Protruded Flat Display in the front, Spin Hairline pattern on the back and metallic frames on all its edges. The LG Stylus 2 sports a hefty 3,000mAh removable battery and a SD card slot that can hold up to 2TB storage, to allow users to enjoy a variety of multimedia content on its large 5.7-inch screen. It has a 1.2GHz quad-core processor and 2GB LPDDR3 RAM.

V3Max offers ‘Faster than Faster’ unbeatable speed packed with premium features with a technological breakthrough faster � ngerprint unlocking. The marvellously designed metallic body along with the powerful con� guration make V3Max a perfect combination of performance and looks. It has a vibrant 13.97cm (5.5) full HD display with the resolution of 1920×1080 pixels. It comes with 2.5D Corning Gorilla glass and a metal body which gives it both elegant and strong appearance and protects it from accidental falls. The most important feature of the handset is � ngerprint unlocking which allows the user to unlock the phone as fast as 0.2 seconds from and 0.5 seconds in sleep mode. The newly incorporated screen-split feature allows users to do multitasking without having to switch back and forth. Users can chat and watch videos simultaneously at the same time on one screen. Running on Octa-core Qualcomm Snapdragon 652 processor, Vivo V3 Max has a storage capacity of 4GB RAM/32GB ROM which is expandable up to 128GB. The device runs on Funtouch OS 2.5 based on Android 5.1 which stabilizes the whole system and makes it run fast. It possess a magni� cent 13MP Rear Camera and 8MP Front Camera which offers users a delightful experience to capture their moments of life. The phone also offers lot of snap beauti� cation mode including a set of makeup � lters. It packs a 3000 mAh battery.

VAR MOBILITY


VAR MOBILITY

Huawei rolls out P9 and P9 Plus Smartphone

Lava makes 4G handsets aff ordable for Indian buyers

Intex launches Aqua Lions 3G

ASUS Launches the Zenfone Go 4.5 2nd Generation Phone

Samsung launches Made for India S bike mode

Samsung has launched Galaxy

J3, featuring the S bike mode, a dedicated feature for two-wheeler riders that is designed to enable responsible and tension free riding. Once activated at the beginning of a ride, any caller trying to reach the Samsung Galaxy J3 user will be noti� ed through an automated answering machine that the user is riding and cannot take calls so that the ride remains uninterrupted.

“Samsung is constantly in the pursuit of meaningful innovations that make people’s lives better. S bike mode is a result of that vision. We are very happy that we have come up with something that will bene� t millions of two-wheeler users and promote responsible riding,” said Asim Warsi, Senior Vice President – Samsung India Electronics.

The J Series was launched with the Ultra Data Saving (UDS) mode in September 2015, a feature that has helped consumers save up to 50% of mobile data usage. Samsung has further enhanced this feature to include data savings on popular music streaming apps and over Wi-Fi after witnessing an adoption rate of over 50% among consumers. In order to carry the local innovation forward, Samsung is keen to establish the S bike mode as a responsible riding ritual where Samsung Galaxy J3 users will activate the mode before commencing their ride. Both UDS and the newly launched S bike mode have been developed in Samsung’s Indian R&D centres. S bike mode will be available across all 4G-enabled Galaxy J series devices over a period of time.

Lava International has announced

the launch of two 4G smartphones – Lava A72 and A76, allowing customers to have/upgrade to 4G technology for enjoying s u p e r f a s t i n t e r n e t c o n n e c t i v i ty and faster downloads.

A third 4G smartphone in the same series, Lava A89 is expected to be available to consumers in the coming weeks. Lava is all set to distinguish itself with six highly reliable 4G smartphones in its portfolio now, giving the extremely cluttered 4G mobile handset segment in India a tough competition.

The smartphones are powered by a 1.5 GHz

Huawei Consumer Business Group

has unveiled Huawei P9 and P9 Plus.

The P9 brings together hardware and software,

from optical lenses, to sensors, to image processing algorithms, empowering users to capture the highest-quality images. With a 5.2-inch 1080p display, the P9 is powered by the new Kirin 955 2.5GHz 64-bit ARM-based processor for leading-class mobile performance. The 3,000mAh high-density battery offers P9 users outstanding mobility and battery life.

The P9 Plus features

a 5.5-inch Press Touch display and a larger 3,400mAh battery. The P9 Plus also offers dual-IC Rapid Charge, giving

users six hours of talk- time after a 10-minute charge.

The P9 and P9 Plus also protect users’ privacy and information security with Huawei’s biometric � ngerprint recognition technology. The enhanced � ngerprint sensor allows users to personalize and safeguard their devices by signi� cantly lowering the possibility of fraudulent or accidental device access, while also ensuring users can quickly and securely access their smartphone.

Quad-Core Processor and are coupled with 1GB RAM, thus providing seamless smartphone performance and

m u l t i t a s k i n g experience to consumers. The 4G VoLTE variants are s u p p o r t e d by Android 5.1 Lollipop o p e r a t i n g system for better user experience. Addit ional ly, A72 and A89 will get a guaranteed

upgrade to the latest Android 6.0 Marshmallow operating software.

All the three phones – Lava A72, A76 and A89 – are powered by 2,500 mAH Li-Poly, 1,850 mAH Li-ion and 2,000 mAh Li-ion battery, respectively, providing a strong battery backup.

Intex Technologies has launched its new

Lions Series smartphones with Aqua Lions 3G. The smartphone was launched by Suresh Raina, Captain, Gujarat Lions IPL team, along with other team members. Designed for the youth and IPL lovers.

The smartphone, weighing just 172 gms, sports a sleek look and design giving the handset an elegant feel. Powered with a 1GB RAM and a 1.2GHz Quad-Core processor, the device ensures smooth performance, multitasking and boasts of seamless Android Lollipop 5.1. The

Lions model is powered with a big 3,500mAh battery, providing a talk-time of 6–8 hours along with a standby time of up to 20 days.

The Aqua Lions 3G model is a power-packed performer, with features and ergonomic design that will appeal not only to Gujarat Lions fans but all sports lovers,” stated Sanjay Kumar Kalirona, Mobile Business Head, Intex Technologies.

Aqua Lions 3G smartphone with Soft Touch � nish is available in White, Grey and Champagne colours.

ASUS has launched the Zenfone

Go 4.5 2nd generation – ZB452KG, a 3G- enabled smartphone with 4.5 inch display in India. Suited for the budget segment, the phone will be available

on Flipkart, Snapdeal, Amazon, PayTM, Shopclues and in ASUS Exclusive Stores and all other of� ine stores.

Sporting a stunning look, the Zenfone Go 2nd generation offers a unique balance of beauty and

strength, and is available in two different camera speci� cations - 0.3 MP + 5 MP (front + rear) priced at Rs. 5,299 and 2 MP + 8 MP (front + rear) priced at Rs. 5,699

The phone comes with

an 854×480 (FWVGA) resolution for reproducing bright and vivid colors. The device will be available in 6 colors to suit different user personalities – Glamour Red, Ceramic White, Yellow, Silver Blue, Gold and Silver.

52 May 2016 www.varindia.com 52 pages including cover