enterprise channels

ECAPR2013RS20

W W W . E N T E R P R I S E C H A N N E L S . C O MR S 2 0 | PA G E S 3 6 | V O L U M E 0 1 | I S S U E 0 3

CHECK POINT 1100 APPLIANCES TO SECURE BRANCH OFFICES... /09

A P R I L 2 0 1 3

“USER PREFERENCES DRIVING ENTERPRISE IT” /26

The increasing demand for flexibility is forcing enterprises to allow BYOD. Those who retrain from doing so today, would soon be forced to do so, soon enough. /20

TIME TO GIVE UP CONTROL

Cover.indd 1 22/04/13 11:25 PM

Advts.indd 26 20/03/13 8:49 AM

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EDITORIAL

03APRIL 2013

Need of Software Defined

Data Centre

Until now the IT administrator or the CIO was able to do server virtualization and storage virtualisa-tion. They were able to make infrastructure configurable on the move but networking was beyond that control. But with Software Defined Data Centre, all the three components in the data centre are controlled and configured virtually.

So now based on your requirements of applications, you can provision a data center, pool resources. Multiple software-defined data centers could use overlapping physical infrastructure so

that each tenant could have its own virtual network with its own authentication and authorization scheme, without the availability and scalability limitations of conven-tional VLANs.

At the core of the Software Defined Data Centre is SDN. It allows network engineers to support a switching fabric across multi-vendor hardware and application-specific integrated circuits. Currently, the most popular specification for creating a software-defined network is an open standard called OpenFlow. OpenFlow lets network administrators remotely control routing tables. As per some of the industry pundits, this architecture is said to trouble Cisco.

But the industry pundits say that along with these lines there has to be software-defined power and cooling to the mix to get the maximum benefits.

However, this is a good news for the industry and good news for the market. In this issue we are talking about ByOD. The study says that most Indian organizations are now

enabling BYOD in the enterprise, with a staggering 94 percent of respondents from India acknowl-edging that BYOD is a growing trend within their organizations. With the massive roll out of 3G across the nation and the upcoming launch of 4G and LTE networks will further fuel this growth. A large percentage of these consumers are actually “prosumers” who bring their smart devices to the workplace. They expect the same level of access to their IT systems (email, instant messaging, document management, collaboration, ERP, CRM, SCM, company intranet, employee portal, HRIS etc.) as they have come to expect with best of breed consumer applications. Enterprises will have to quickly cope with this to leverage the productivity benefits that BYOD presents.

In fact from the utility perspective, BYOD is going to play a fantastic role. You can read about a complete analysis of this wonderful technoogy and its issues arround security and MDM.

Hope you will enjoy the reading. ë

Edit.indd 3 22/04/13 10:53 PM

2013V O L U M E 0 1

I S S U E 0 3

A P R I L 2 0 1 3

W W W. E N T E R P R I S E C H A N N E L S . C O M

INTERVIEW /14

“Customers are looking at a Hybrid

Model”SRIKANTH KARNAKOTA

OF MICROSOFT INDIA

INTERVIEW /26

“User preferences driving enterprise IT”SHISHIR SINGH, OF DELL INDIA

INTERVIEW /31

“India could be a very big Territory for

Winmagic”IAIN AIREY, OF WINMAGIC

INNOVATION /34HP MOONSHOT

HP Moonshot is the first “software

defined” server that enables enterprises

to optimize their servers based on specific workload

needs.

IMPORTANT UPDATES

BYOD /28Collaboration must for mainstream adoption

DAS /29Solving the BYOD Network Problem

Enterprise Security /30Keeping Pace with the Market Evolution

Enterprise Security /32Worldwide Leader in Authentication as a Service

EDITORIAL ::::::::::::::::::::::::::::::::::::::::::::::::::: 03

CHANNELSTREET ::::::::::::::::::::::::::::::::::::: 06

PARTNER CORNER :::::::::::::::::::::::::::::::::: 13

GUEST TALK :::::::::::::::::::::::::::::::::::::::::::::::: 16

INNOVATION::::::::::::::::::::::::::::::::::::::::::::::::: 34

COVER STORY

The increasing demand for flexibility is forcing enterprises to allow BYOD. Those who retrain from doing so today, would soon be forced to do so, soon enough. /20


CONTENTS

04 APRIL 2013

Contents.indd 4 22/04/13 10:55 PM

Advts.indd 19 21/03/13 8:04 AM

Oracle Helped Sun Direct to Increase Monthly RevenueOracle announced that Sun Direct, a leading direct-to-home (DTH) player in South India with upwards of 8 million subscribers, has completed an upgrade to Oracle Communications Billing and Revenue Management 7.5. Oracle Communica-tions Consulting supported the successful upgrade, which focused on business critical enhancements – including reduced customizations and streamlined integration with Sun Direct’s back office to grow revenue and reduce technology maintenance costs.

To help further differentiate its offerings and maintain its competitive edge, Sun Direct needed to optimize its billing operations, create powerful new bundles and improve visibility into customer information across all services.

By upgrading to Oracle Communications Billing and Revenue Management 7.5, Sun Direct improved its ability to deliver enhanced product offerings , increase average revenue per user (ARPU), control customer churn by providing a grace period for satellite service payments.

“An efficient and flexible billing platform is critical for our successful operations, especially as we continue to grow and evolve as a direct-to-home satellite service provider. Because we needed total confidence in our billing system while assuming the lowest upgrade risk possible, we enlisted Oracle Communications Consulting to lead this project – enabling us to complete the project on time and on budget,” said Mahesh R. Kumar, Chief Executive Officer, Sun Direct.

“By upgrading its billing platform, Sun Direct can offer new services more quickly, with greater flexibility, and at a lower cost – all while maximiz-ing the value of its investment in Oracle solutions,” said Bhaskar Gorti, Senior Vice President And General Manager, Oracle Communications. “The communications industry must continue to evolve away from bespoke solutions that continually require slow and costly custom development to achieve new capabilities. Sun Direct understands this and is thriving because of it.”

INDIAN PSUS TO SPEND US$ 8.5 BILLION ON ITAs per Zinnov reports Indian PSU’ IT spend accounts for ~2% of total PSU revenues – higher than most other verticals. According to the report findings, energy and BFSI are the major PSU verticals for IT investments. The PSUs account for USD 383 billion of turnover in FY 12 with a revenue growth of 11% since 2009. And an excess of 2% investment could easily make it around US$ 8.5 billion.

Talking about the findings from the study, Praveen Bhadada, Director – Market Expansion, Zinnov said, “India is a hub of 225 PSUs operating across verticals, with 16 of these companies featuring in the global list of top 2000 companies. With their growing size and dominance, PSUs have started looking at IT to address the global competition.”

PTC CONTINUES COMMITMENT TO AUTOMOTIVE INDUSTRYPTC will continue its commitment to the automotive industry standards that help automotive manufacturers comply with key industry safety related systems. The latest release of PTC Integrity software has been certi-fied as Fit for Purpose for functional safety development in alignment with IEC 61508 and ISO 26262 (functional safety standard for pas-senger vehicles). In addition, the PTC Integrity development organization has achieved Capability Level 2 under the Automotive SPICE (Software Process Improvement and Capability Determination) framework.

BHASKAR GORTI, SENIOR VICE PRESIDENT AND GENERAL MANAGER, ORACLE COMMUNICATIONS

06 APRIL 2013

CHANNEL

STREET

channel street.indd 6 22/04/13 10:49 PM

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Advts.indd 10 21/04/13 9:51 PM

JUNIPER GETS OPENSTACK MEMBERSHIPJuniper Networks is now a Gold Member of the OpenStack Foundation, reaffirming the company’s commitment to industry collaboration and open standards.

The decision was made at the OpenStack Summit, held in Portland, Ore. this week, following approval of Juniper’s application by the OpenStack Foundation Board of Directors.

“The OpenStack Foundation is helping empower an open community that will provide custom-ers with the technology they need to deliver new services and products. Juniper sees a tremendous opportunity to partner with the organization to support its larger goals as well as the development of OpenStack Networking,” said Brad Brooks, VP (Strategy and Marketing), Juniper Networks.

Fortinet to Acquire Coyote Point

Allied Telesis Introduces Certification Program

Fortinet has entered into a definitive merger agreement to acquire Coyote Point Systems, Inc., a privately-held leading provider of enterprise-class application delivery, load balancing and acceleration solutions.

“This acquisition complements Fortinet’s Network Security strategy and allows the company and our channel partners to accelerate and further deliver on our vision of providing complete and comprehensive security into the enterprise,” said Ken Xie, Founder, President and CEO, Fortinet. “Furthermore, we expect this acquisition will generate synergy among existing Fortinet products, including our FortiGate, For-

tiBalancer, FortiDDoS and FortiWeb platforms.” “While Coyote Point has built a top class ADC

product portfolio and loyal customer base, there has always been a trade-off around resources,” said Bill Kish, CEO and founder of Coyote Point. “We look forward to being a member of the Forti-net family and the opportunity to make strategic technology investments in our ADC platform.”

No immediate changes will be made to Coyote Point product offerings, customer support and channel programs or any existing ADC products that Fortinet markets. Future products and solution offerings will be announced upon their availability.

Telesis has announced training and certification programs for partners and system integrators. This pro-gram helps the partner engineers to get the in-depth knowledge of how to implement a comprehensive network, and includes installations, process involved in configuring the network, troubleshooting and addressing Allied Telesis’ products running on AlliedWare Plus operat-ing system.

The presales program is free of cost for the entire partner commu-nity, who registers in advance and come in. The presale training gives an insight of Allied Telesis complete

range of products profile. The post sales training and certification program which is a paid course for partners includes two categories

of certifications, ‘Certified Allied Telesis Installer’ and ‘Certified Allied Telesis Professional’.

Subhasish Gupta, Country

Manager (India & SAARC), Allied Telesis, said, “Being in the Indian market for close to a decade, we have always taken a strong consulta-tive approach with our partners and customers, and we have customized and plugged in certain important concepts and tutorials into our certification programs, apt and relevant for the Indian market. Currently we have launched in India Allied Telesis certified -Installer and Expert programs. We would be soon unfolding specific training programs for the IP based security-surveillance market space too in the country.”

DASSAULT SYS-TÈMES UNVEILS MY.SOLIDWORKSDassault Systèmes has launched My.SolidWorks, a free community that provides one single access to any Solid-Works content. My.SolidWorks lets users tap into the knowledge and experience of two million users and more than 400 value-added resellers in the SolidWorks Community.

The company informed that My.SolidWorks provides a consolidated view of the latest updates from around the SolidWorks community. It lets users search the entire SolidWorks community at once, making it much easier for users to find the tips and insights they need to get the most out of SolidWorks. Besides My.SolidWorks makes it easier for new and existing users to engage with the community; stay on top of current design topics, and add their own knowledge.

Bertrand Sicot, CEO, SolidWorks, Dassault Systèmes, said, “My.SolidWorks is the next phase in facilitating those connections to content, experts, suppliers, and others who have similar challenges – all aimed at helping our users get the most from our SolidWorks applications to create value for their own customers.”

SUBHASISH GUPTA, COUNTRY MANAGER (INDIA & SAARC), ALLIED TELESIS

CHANNEL STREET

08 APRIL 2013


SECONDS6

SAP Upgrades “Industry 4.0” with “Idea to Performance”In order to innovate the manufacturing process as part of “Industry 4.0,” SAP AG has released manufacturing solutions and updates for existing solutions covering engineering, manufacturing and sustainable operations.

The company announced that SAP is adapting Industry 4.0 principles through the development of “Idea to Performance,” a business approach to increase product and service performance. The approach enables full management of a product’s entire life cycle from design to service within distinct scenarios. “Idea to Performance” incor-porates enablement of new and existing solutions

by SAP Business Suite software powered by the SAP HANA platform.

The company also informed that “Responsive Manufacturing” is planned to be underpinned by offerings powered by SAP HANA, including the SAP Overall Equipment Effectiveness Manage-ment (SAP OEE Management) application, which is planned to collect machine data via machine-to-machine (M2M) communication and transform it into analytical insights; the material requirement planning capability within the SAP ERP application, which aims to deliver high-speed reads for a 50 percent reduction.

NEWGEN SOFTWARE RATED AS ‘GOOD

CONDITION’ AND ‘LOW RISK’ COMPANY

Dun & Bradstreet (“D&B”) has appraised New-

gen’s Rating as “5A2” and Condition as “Good”, as

per D&B’s Impact Report.

Diwakar Nigam, CEO & MD, Newgen, said,

“D&B’s Impact Report will help our existing

and future customers to gain deeper insights

into our proven track records, performance and

understand us better, prior to entering into a

business deal. This will help Newgen to gain

more confidence of its business partners and

customers.”

Besides D&B Indicative Risk Rating of “5A2”

implies that Newgen has a substantial tangible

networth as per its audited financial statements

for the financial year ended 31st March, 2012.

Composite appraisal “2” indicates that the overall

status of Newgen is good.

CLOUD AND BIG DATA NEED SERVICE

ASSURANCE PORTFOLIO: STUDY

According to a commissioned study conducted

by Forrester Consulting on behalf of CA

Technologies, innovative business models and

services such as cloud and big data analytics

aren’t possible without a strategic Service

Assurance portfolio underpinned by infrastructure

management.

Moreover the Evolve Infrastructure Manage-

ment Into Service Assurance study reveals that

IT evolution is now forming the next wave of

the Industrial Revolution, a movement rooted in

standardized processes and automation. The new

expectations for speed and quality cannot be

served by old-school IT. I

HCL’S DDMS SIGNS AGREEMENT WITH

UNISTAL SYSTEMS

Unistal Systems Pvt. Ltd. and Digilife Distribution

and Marketing Services (DDMS), a subsidiary

of HCL Infosystems Ltd. have announced their

strategic partnership for the distribution of

Unistal’s entire product range across metros,

Tier-II and Tier-III cities of India. Under this agree-

ment DDMS would be the national distributor for

Unistal to promote and sell its complete range

of antivirus, data security, data recovery and data

care products. The association will enable Unistal

to increase their presence and add 1500 channel

partners in the next six months and reach out to a

huge number of Indian consumers.

Alok Gupta, MD, Unistal Systems Pvt. Ltd,

said, “We are delighted to partner with DDMS.

With DDMS as our partner, we look forward to

strengthen our presence across India.”

“Exponential increases in demand for IT are a problem for all banks, particularly because IT

budgets have failed to keep pace with demand.DAVID FURLONGER, VP AND DISTINGUISHED

ANALYST, GARTNER

IN PUBLIC

EMERSON NETWORK TO REWARD NSPS IN INDIAEmerson Network Power will reward its Network Solution Partners (NSPs) and Value Added Resellers in India under the ‘Excitement Unlimited’ channel scheme on achieving pre-deter-mined sales targets of UPS systems during April 2013. The company informed that ‘Excitement Unlimited’ is a monthly scheme running through 1-30 April 2013. Under the scheme, channel partners will have the freedom to choose their target slabs and take home gifts of their choice on achieving them. The minimum sales target has been kept as low as Rs. 50,000.

In order to better incentivize partners, Emerson Network Power also announced additional rewards for well-performing NSPs and VARs in A, B and C class cities. Targets for additional rewards have been set such that partners in smaller cities can easily qualify to win rewards equal to their counterparts in the larger cities. Partners stand to win prizes such as smart -phones, DVD players, home-theaters, LCD TVs, and laptops under the ‘Excitement Unlimited’ scheme. They can also choose their own gifts as per the achieved sales targets by logging in to the recently introduced online gift redemption mechanism on Emerson.bvcrewards.com announced the company.

CHECK POINT 1100 APPLIANCES TO SECURE BRANCH OFFICES

Check Point has launched its new 1100 Appliances providing enterprise-class security in a compact desktop package, perfect for branch and remote offices.

The 1100 Appliances offers unparalleled performance with 1.5Gbps of max firewall throughput, 220 Mbps of max VPN throughput and a 31 SecurityPower unit (SPU) rating announced the company’s press release.

The 1100 Appliances leverage Check Point’s award-winning Software Blade Architecture that enables organizations to tailor their security platform to meet current and future requirements.

CHANNEL STREET

09APRIL 2013


Wipro Named Leader in Sus-tainable Technology ServicesWipro Technologies has announced that it was named as “Leader” in sustainable technology services by Verdantix, a leading analyst firm in providing advice to clients in the field of energy, environment and sustain-ability challenges.

Verdantix evaluated 16 of the leading sustainable technology service providers globally, based on interviews with 15 buyers representing firms with revenues of $183 billion, supplier responses to a 53 point question-

naire and detailed supplier interviews. G K Prasanna, SVP and Head, Wipro EcoEnergy, said, “We are very pleased to be recognized by Verdantix as a leader in Sustainable Technology Services. We believe this recognition is a testament to our proven ability to help clients reduce energy costs and sustain them over a period of

time. Our innovative approach of Analytics and Business correlation based logic helps us provide comprehensive energy management services.”

MICROSOFT INDIA FOLLOWS DUAL PRICING POLICYISODA has come with two issues with Microsoft in India. The first one is two price lists in One Country. Devesh Aggarwal, Vice President – ISODA, says, “We have received two different price lists today with some rules attached such as ‘applicable only when the reseller and End users are available in the same state’.” The second thing is rebate / coop fund service tax liability with part-ner. Devesh says, “We understand that Microsoft will now be paying out rebate and coop funds from India and that all service tax applicable on these amounts is to be absorbed by Partner.”

He adds, Rebates are extremely important for partner’s business viability and profitability and is a huge incentive for partners to aggressively work on generating Microsoft business. An effective reduction of 12.36% from this benefit is a de-motivator.

CA RELEASES CA CAPACITY MANAGEMENT

CA Technologies makes a new release of CA Capacity Management that integrates with CA Application Performance Management (CA APM) to help enterprises.3 and ser-vice providers ensure an exceptional end-user experience without over-provisioning IT infrastructure. By leveraging real production data to

improve capacity planning models, the integrated solution enables IT to deliver a right-sized infrastructure to support business-critical applica-tion delivery.

“Today’s IT organizations are tasked with managing increasingly complex infrastructures comprised of physical, virtual, cloud and

mainframe systems, all of which need to be optimized to deliver business-critical applications,” said Stephen Miles, vice president, Service Assurance, Asia Pacific & Japan, CA Technologies. “The predictive reliability capabilities of CA Capacity Management and CA APM help customers

maintain delivery of a superior and differentiated end-user experience by allowing them to predict how applications will perform when substantial changes in the business or IT environment, such as seasonal spikes in demand, plans for growth, mergers and acquisitions, or a hardware refresh, are projected.”

GCPL IMPLE-MENTED QLIKVIEW BUSINESS DISCOVERY PLATFORM

Godrej Consumer Products Ltd. (GCPL) has chosen the QlikView Business Discovery platform to assist in their sales and distribution performance.

GCPL needed their sales staffs across the country to have online interactive access to their sales and distribution data in order to monitor and drive performance. To meet the requirements of the business, GCPL was looking for a solution which would enable the business users to interactively access millions of rows of large data. The challenge was accentuated due to the vast size of data held by a number of distribu-tors and retailers across the country selling a large number of products. The business wanted to slice and dice information across geographies, products and sales hierarchies.

With QlikView, GCPL will be able to gather insights across geographies, product lines and sales hierarchies with the data volume totaling millions of records.

“The simple fact is we needed a powerful and user intuitive BI solu-tion that could facilitate the business users pan India to understand the sales and distribution performance and aid them with strategic insights for better decision making,” said Subrata Dey, Executive Vice President (Information Technology) at GCPL.

HONEYWELL ENABLED IDEMITSU KOSAN TO ENHANCE EFFICIENCIES

Idemitsu Kosan has selected Honeywell’s Experion Process Knowledge System (PKS) to modernize the integrated control room at its Tokuyama Refining and Petrochemical Complex to promote operational efficiency, safety and reliability. Idemitsu Kosan adopting global best practices and business applications that can be added onto the Experion architecture quickly and with minimal disruption to operations. As a part of this modernization effort, the company will deploy Abnormal Situations Management, alarm management, and cyber-security solutions.

CHANNEL STREET

10 APRIL 2013


WEB CLIPS

IN-MEMORY COMPUTING GAINING

TRACTION

The rapid maturation of application infrastructure

technologies and a continued dramatic decline

in the cost of semiconductor technologies are

paving the way for mainstream use of in-memory

computing (IMC). Gartner, Inc. said that although

the in-memory data grid (IMDG)* market, a key

IMC segment, is small, it is likely to grow fast and

to reach $1 billion by 2016.

PERSISTENT SYSTEMS EXPANDS PRES-

ENCE IN BANGALORE

Persistent Systems has announced that the com-

pany will be opening a new facility in Bangalore at

G GR Towers, Sarjapur Road. The company has

planned this move in line with on-going expansion

strategy.

Anand Deshpande, Chairman and MD,

Persistent Systems, said, “We are excited about

opening our new office in Bangalore, as the city

is India’s IT Capital and it is time for Persistent to

be there.”

VIRTUAL HEALTHCARE ON THE RISE

Cisco has released the Cisco Customer Experi-

ence Report focused on health care. The findings

from the survey conducted globally indicated

a growing shift in consumer’s expectations

on medical services in India. It also examined

perceptions of consumers and health care

decision makers (HCDMs) on patient experience

in health care.

The report shows that as information,

technology, bandwidth, and the integration of the

network become the center of the “new world,”

both human and digital aspects are key parts to

the overall patient experience. The survey studied

the views of consumers and HCDMs on sharing

personal health data, participating in in-person

medical consultation versus remote care and

using technology to make recommendations on

personal health.

TCS RANKED AS NO.1 TOP EMPLOYER

IN EUROPE

TCS has been ranked as number 1 Top employer

in Europe for 2013, by the CRF Institute. TCS was

chosen as first among the final 20 companies

participating at a continental level. In order to

reach the continental level, each company was

required to have been previously certified at a

Top employer in at least 5 individual countries in

Europe.

IBM Announces New Innova-tions to Tackle Big DataIBM has announced new technologies designed to help companies and governments tackle Big Data by making it simpler, faster and more economical to analyze massive amounts of data. New data acceleration innovation results in as much as 25 times faster reporting and analytics announced the company’s press release.

This announcement, which

represents the work of hun-dreds of IBM developers and researchers in labs around the world, includes an industry-first innovation called “BLU Acceleration,” which combines a number of techniques to dramatically improve analytical performance and simplify administration stated the company.

Also announced is the new IBM PureData System for

Hadoop, designed to make it easier and faster to deploy Hadoop in the enterprise. Hadoop is the game-changing open-source software used to organize and analyze vast amounts of structured and unstructured data, such as posts to social media sites, digital pictures and videos, online transaction records, and cell phone location data.

MOVEMENTSNUMBER GAME

Maveric Systems has appointed three ex-ecutives. SRIDHAR PARTHASARATHY has been appointed as Vice President & Head, Telecom Business Unit. Ajit Kalle has taken on the role of Vice President, Telecom – De-livery and Saiseshan (Sai) has been named as the Vice President for India and Asia Pacific (APAC)

TOSHIYA MATSUKI has been appointed as the new Chief Executive Officer of NEC Asia Pacific

K7 Computing has ap-pointed SHEKAR NAIR as the new Executive Vice-President for their Enter-prise vertical.

CtrlS has appointed EDWIN KOLEN as the COO for its

business in India.

11.2%declinein Worldwide PC shipments in quarter 1 2012-13 from the quarter 1of 2011-12.

ZYXEL LAUNCHES TOP-OF-RACK SWITCHING SOLUTIONZyXEL Communications has launched brand new Top-of-Rack (ToR) Switching solution. The performance-strengthened XS3900-48F 10GbE ToR Switch comes with several leading-edge features for application deployments in next-generation data centres.

The XS3900-48F is a high-density ToR switch with ultra-low latency to enable speedy modu-larized application deployments for next-generation data centres. The non-blocking switching architecture with forty-eight (48) 10GbE SFP+ ports and four (4) 40GbE QSFP+ uplink ports delivers 1.28 Terabit-per-second switching capacity and 952.4 Megabit-per-second .

CHANNEL STREET

11APRIL 2013


DASSAULT UNVEILS “HT BODY” FOR HIGH TECH COMPANIES

Dassault Systems has launched new industry solution experience for high tech companies called “HT body.”

Based on Dassault Systèmes’ 3DEXPERIENCE platform, “HT body” helps electronics manu-facturers accelerate the design and the delivery of high-quality

and differentiated electronic devices announced the company announced the company’s press release. Built on Dassault Systèmes’ 3DEXPERIENCE platform, “HT body” combines comprehensive best practices via a single, pre-integrated, proven design and engineering experi-

ence. This approach provides an experience where relationships between customer and company, industrial product design and product development, and even between product development and manufacturing, are more tightly integrated to speed innovation and information transfer during

the entire product innovation experience.

Monica Menghini, EVP (Industry and Marketing, Dassault Systèmes), said, “To be successful, companies need to ensure they’re capturing that demand and deliver-ing the experience consumers want in a high tech consumer device. ”

HP TO ENRICH ONLINE TRAVEL BOOKING EXPERIENCEHP Software has been selected by MakeMyTrip.com, India’s online travel company, to enhance the online travel booking experience for its customers.

MakeMyTrip.com provides booking access for domestic and international airlines, Indian Rail-ways, major bus operators and more than 10,300 hotels and guesthouses across the country. With the prolifera-tion of Internet and data services in emerging markets throughout India, MakeMyTrip.com has experienced significant growth. In December 2012 alone, the company’s website received 8.5 million monthly unique visitors. In order for MakeMyTrip.com to meet the growing needs of these visi-tors, it needed to improve processes for application development and testing for simpler and faster online transactions.

MakeMyTrip.com selected HP Service Manager Enterprise Suite to standardize and automate manage-ment of key IT processes for faster application delivery. The HP solution helps MakeMyTrip.com design and implement new products that sim-plify the online travel and booking process for its customers.

Sanket Atal, CTO, MakeMyTrip.com. “With HP Software, we have optimized IT processes to reduce development times of new online applications. This allows us to quickly deliver an enriched experience for visitors to our site.”

Dell Launched Partner Advi-sory Council Partner SummitDell has launched a Partner Advisory Council at its Partner Summit in Bangalore. The body, consisted of key partners in Dell’s network and would act as an advisory committee for Dell on matters related to business priori-ties, sales and India strategy.

This select group of partners would provide feedback, share ideas, and discuss strategies and programs to augment sales and address enterprise customer needs. The Dell Partner Summit was a two-day program attended

by more than 50 partners from across India to share ideas and best practices, as well as recognizes and rewards the company’s top performers for the year.

Richard Lee, Global VP & GM (Asia-Pacific), Global Commercial Channels, Dell, who was present at the Summit, said “India being a priority market for our business we would like

to elevate the manner in which we engage with our partners, which is why we have chosen to launch the Partner Advisory Council.”

NEC TO ACQUIRE FULL OWNERSHIP OF NHST

NEC Corporation has agreed to acquire HCLT’s 49% share of NEC HCL Systems Technologies (NHST), a joint venture company formed in 2005. As a result, NHST will become a wholly owned subsidiary of NEC. The subsidiary’s name is scheduled to become NEC Technologies India Limited in April 2013.

“NEC Technologies India will lead a global deployment of product technology and develop-ment,” said Takaaki Shimizu, Senior Vice President of NEC. “The company will become an offshore software development base for systems in Asia Pacific, Europe, the US and Japan, in addition to its current software development for the platform business. Moreover, NEC will strengthen its global sales and support by leveraging the new company’s experience and know-how in development, technology and business channels.”

IT DECISION-MAKERS TO SPEND US$ 53 MILLION ON UC AND COLLABORATION

According to Dimension Data 2013 Global UCC Study, IT decision-makers in large organizations are predicted to spend US$ 53 million on services to support unified communications and collaboration (UCC) over the next two years. However, this spend could be at risk without user adoption.

The study also noted that over 78% of the IT decision-makers polled said they have a current strategic plan and budget to implement “select components” of UCC. Additionally, 43% have a budget for ‘most components’ of UCC, while 42% indicated they have a budget to proceed with investment in UCC.

CHANNEL STREET

12 APRIL 2013


Since the commencement of its India operation in 2009, Comguard has been pursuing its existing portfolio of networking and security products. But in

order to strengthen the distribution space and expands footprint in India, the company recently decided to penetrate into voice and data vertical and hence acquired Converged Solutions, a Bangalore based IT distribution company.

With this acquisition Converged Solutions’ existing offices, distribution alliances and work-force have been merged with Comguard India. “The company was in data and voice vertical and was doing around Rs. crore business, and we needed someone in that vertical which could fit into our strategy, so it was a win-win for both of us,” says Ajay Singh Chauhan, CEO, Spectrum Group.

He further adds, “With this new vertical we have got new partners, new relationships which will allow both the entities to grow in a merged fashion. So, Comguard can now grow at a much faster rate.”

Today, communication is an integral part of any organization and voice and data plays an important role in fuelling the growth. It is very essential for new enterprises to have a better way of communication with their customers. So there is enormous growth in voice and data space, which together is a billion dollar market. “Converged Solutions has already worked with few vendors in VOIP sector, which is the fastest growing sector in the voice base,” informs Chauhan.

The advent of big data and cloud has turned

Tapping onto Voice and Data Market

n W O R D S : K A R M A N E G I < K A R M A @ E N T E R P R I S E C H A N N E L S . C O M >

Comguard has forayed into voice and data vertical with the acquisition of Bangalore based IT distribution company Converged Solutions.

AC O,

“With this new vertical, we have got new partner- ships which will allowboth the entites to grow in a merged fasion. so Comguard can now grow at a a much faster rate.”

larger partners, larger deals and larger OEMs. Besides, it will help Comguard to expand pres-ence in South India.

In the unified communication space, the company is working with large players not only in VOIP but also converged solution, voice and data in a single stream. The company also plans to get into the cloud platform and is working with some cloud platform players.

Altogether, it will set Comguard on a growth trajectory and added to this it is also working with the government on a number of projects.

Comguard’s acquisition will have a very good impact on the business growth of SME channels says Chauhan. The product line which Com-guard added will be available to the SME segment and they can obtain the entire solutions from any partner or distributor.

“SME channels can use our credit line and literally grow their business to a different level,” avers Chauhan.

Converged Solutions has around 15-20 chan-nel partners that will get added to Comguard’s existing channel base and the number will grow further. Comguard believes that working with channel partners prevent anyone from any kind of constraint.

Chauhan says that channel partners are quite happy with this new addition of product portfolio as they can now get a complete set of product from one vendor. He further adds that the company provides real support to the channel partners. While other distributors can only provide the product but Comguard with 50-100 engineers, even can do POC a day for them which according to Chauhan, only the vendors offer not the distributors.

Comguard differentiates its training and services arm from the other distributors. “We first believe that we want to add value to our partners and customers and then look at how we can provide them with more products. Vendor who is willing to give us training and services together with the product is most welcome, as it holds very high value for the partner and end-users. We have a clear mandate that we want to do business through the partners,” maintains Chauhan.

FINALLYWith the merger the employees of Converged Solutions are now working as Comguard employees.

In future, Comguard as a group will be on the look-out for more acquisition in Asia Pacific, Africa and Middle East where they desire to grow their business. The company has already started its office in Singapore, a part of its strategy to spread out operation in other regions. ë

around the data vertical and Converged Solution is already a player in this space and intends to be the major player in this space. In terms of num-bers, the company wants to acquire additional Rs. 50 crores revenue under Comguard.

This merger with Comguard is expected to help Converged Solutionsto to move on to very

PARTNER CORNER

13APRIL 2013

Partner Corner-Comguard.indd 13 22/04/13 10:57 PM

MICROSOFT IS THE LARGEST SOFTWARE SOLUTIONS PROVIDER FOR

IT INDUSTRY AND THEY ARE MAJOR PROVIDER OF VIRTUALIZATION AND

CLOUD COMPUTING SOLUTIONS. ENTERPRISE CHANNELS SPOKE TO

SRIKANTH KARNAKOTA, DIRECTOR, CLOUD AND SERVER BUSINESS,

MICROSOFT INDIA, TO KNOW ABOUT THEIR PERCEPTION OF CLOUD.

“Customers are looking at a Hybrid Model”

SRIKANTH KARNAKOTADIRECTOR, CLOUD AND SERVER BUSINESS, MICROSOFT INDIA

by Indian companies and the rate of adopting cloud have gone up significantly as compared to last year. In the coming years, we will witness more companies continue to transition to the cloud. Also, IDC forecasted that the Indian cloud market would grow by 50% in next three years.

What are the benefits of moving to the cloud vis-a-vis using in-house servers?The benefits of moving to the cloud are 3 fold – economics, agility and focus.

1. Economics: Economics is a big driver for the cloud model and customers can save money by moving to the cloud. Cloud computing provides a way to reduce capital expenditure and only pay as they use.

2. Agility: With the cloud model, customers can do things faster and rapidly respond to business needs.

What kind of uptake are you seeing for cloud computing in India?We are moving towards an era of connected devices and continuous cloud services, and the

future in regards to cloud computing is bright in India as the companies are increasingly realizing the benefits of adopting the cloud model. We see a strong and steady growth of cloud adoption

INTERVIEW

14 APRIL 2013

Q&A-Srikanth Karnakota of Microsoft.indd 14 22/04/13 10:58 PM

3. Focus: By transitioning to the cloud, customers can focus on their business logic, an area where that is critical to their businesses and where they have expertise on, rather than spend-ing time managing complex infrastructure.

By using Microsoft’s technologies, customers can transition to the cloud on their terms, in a way that makes the most sense for them, and real-ize these benefits that the cloud model provides.

In the enterprise market, what are the key expectations from the customers for cloud computing? How prominent is the growth for public, private and hybrid clouds?As we talk to CIOs we are realizing that given the macro-economic factors, IT budgets are remain-ing flat or continuing to shrink. At the same time, more is expected from IT as customers are looking to leverage technology as a strategic asset. Enterprise customers are looking for solutions that will help them reduce and manage the complexity of enterprise infrastructure, rapidly respond to business needs, and support their employees accessing data and systems through multiple devices from multiple locations. Cus-tomers are looking for cloud solutions to address these specific needs.

We are seeing more and more customers adopt the hybrid cloud environment – there are certain workloads and services for which they want to use public cloud. At the same time, there are applications they want to run in a private cloud and run within their datacenter, for specific fac-tors like compliance, high-performance, mission-critical workloads etc. So, customers are looking at a hybrid model and architecting the cloud in a manner that suits their specific requirements and what makes the most sense for them.

That is one of the critical reasons why customers are turning to Microsoft to help them transition to the cloud – they can use the hybrid model and architect the cloud in a manner that suits their business needs and makes the most sense for them. We are seeing customers like Talisma and Mahindra Satyam manage their enterprise applications on Microsoft’s Hybrid cloud solutions.

Cloud migration is still not as seamless as it is thought out to be, leading to lock-in situation for enterprises. How do you ensure that the customer doesn’t feel locked-in to your cloud?As I mentioned, with Microsoft, we really help the customer transition to the cloud on their terms. Customers can decide whether they want

to Exchange in-house or in the cloud, Sharepoint in-house running in private cloud or as a service in the cloud, etc. Then there are tools which help them with the transition – not only from Microsoft, but from partners too. In addition, with we support interoperability at multiple levels. For eg: we support specific distributions of Linux, running as virtual machines on Windows Server 2012. System Center manages multiple hypervisor environments. So customers can continue to run these environments and still have a Microsoft Hybrid cloud and realize the benefits of the cloud.

What applications are most suited for the cloud? Are you seeing mission-critical applications moving to private/public clouds?In the present scenario we are witnessing an explosive growth of social media related applica-tions and other applications for collaboration and insights which a business can aptly maintain on public cloud.

Other thing in which there is a steep growth is Mobile Application market. Public cloud platform is the right platform in order to develop, test, maintain, deploy and update such applica-

tions. With Public Cloud a developer can manage the heavy backend work and manage the stream that moves to and fro between application and the end-user.

Brands can very well manage their websites and productivity applications like calendars, word processors, and blogging tools, e-learning, CRM, ERP, HR, management tools and business analytics and others are better when managed on Public Cloud.

Also, the online shopping/dot-com companies which witness huge data transaction during certain months like festival season or during special discounting phase can leverage Windows Azure that gives a flexible option of scaling up the storage just when it is required the most and scaling back to normal when required.

An upcoming trend that we can expect to mature is management of multimedia applica-tions in cloud environment.

Practically every application potentially could exist either partially or fully in the Cloud.

What are the challenges that you face in finding the skilled people to work on such projects? Do you see a skill gap in the market? What are you doing to bridge that gap?The ambition to innovate and constant need to do it, derives the growth of cloud market and also creates demand for tech savvy talent which can help companies not only successfully achieve their goals but also push the frontier for innovation. We will witness companies allowing significant budget to embrace cloud to support business innovation, which in turn will create new job opportunities. According to IDC, cloud computing will generate as much as 14 million new jobs worldwide by 2015 and in India there will be over two million new job opportunities out of that.

These two million new job opportunities would require personnel with special skills and set of knowledge. Realizing this, Microsoft is working with some of the institutes such as NIIT, Indian Institute of Job Training et al to provide all necessary guidance on special training programs

on Cloud, which are launched by institutes in recent past.

What are you doing in order to enable partners in the cloud computing space?In India, Microsoft has a huge and robust partner network with 18, 000 partners that includes 250 Gold competency partners and over 350 silver competency partners that are specialized in guiding and providing busi-nesses with a particular product or/and service by Microsoft. A business can explore the competencies that match their focus and their customers’ needs.

Through its core set of Microsoft Partner Network program benefits, Microsoft aims to provide partners with essential tools, trainings etc. to address each stage of the partner life cycle. ë

“BY USING MICROSOFT’S TECHNOLOGIES,CUSTOMERS CAN TRANSITION TO THE CLOUDON THEIR TERMS, IN A WAY THAT MAKES THEMOST SENSE FOR THEM, AND REALIZE THESEBENEFITS THAT THE CLOUD MODEL PROVIDES.”

INTERVIEW

15APRIL 2013

Q&A-Srikanth Karnakota of Microsoft.indd 15 22/04/13 10:58 PM

A Walk in the CloudsGartner in Sept 2012 pegs the DRaaS market as a $425 million to $450 million industry.

CLOUD COMPUTING

n W O R D S : NARAYANA MENON K , L E A D - M A R K E T I N G , A - PA C &

M I D D L E E A S T , S A N O V I T E C H N O L O G I E S

n P H O T O : I S T O C K P H O T O

THE CLOUD &XAAS WAYSeems all roads lead to the cloud for IT these days and organisa-tions are contemplating to deploy or has already deployed private, public or hybrid clouds in some form. A recent Gartner survey indicated that 48% of enterprises surveyed expect to invest in a private cloud owned and maintained by themselves on premises in 2013. On similar lines, 68% of the respondents indicated that they would invest in private cloud but would have a service provider maintain it for them in-house. A modest 36% of the respondents indicated that they will invest in public cloud computing within the next year. I would expect a spurt in cloud deployments to follow as technology and standards evolve.

Another key trend is the advent of XaaS or anything as a service models for IT. The Indian IT services market is forecast to reach $10.2 billion in 2013, which is a 12 per cent increase over the previous year as per various industry analysts, indi-cating a clear growth expected

within the XaaS/hosted services purview. I would think that lower TCO owing to CAPEX s OPEX equations, higher agility and flexibility and clear SLA based pay-as-you-go pricing models contribute to these technologies being looked at more favourably – also indicative of the thinning gap between XaaS and the cloud models to form a more inclusive model of IT service delivery.

DR AS A SERVICE – IN THE SPOT LIGHTIt is imperative that a Manage-ment planned data management strategy includes effective Disas-ter Recovery with integrated DR management (considering the criticality of business continuity from a financial, regulatory and reputation perspective at a time of increased outages owing to both man-made as well as natural disasters).

Gartner in Sept 2012 pegs the DRaaS market as a $425 million to $450 million industry. They also say 30 Percent of Midsize Companies Will Use Recovery-as-a-Service by 2014.A marketsandmarkets study

which is as recent as March 2013 indicate a much more aggressive prediction- The global RaaS and cloud based business continuity is forecasted to grow from $640.8 million in 2013 to $5.77 billion by 2018, at a CAGR of 55.2%.

In my view, the SMB/E segment would be the ones to embrace this model with fervour as it gives them a chance to leap frog to enterprise level recovery readiness at a fraction of the investment that enterprises would have incurred in getting there. The enterprises might adopt DRaaS models within their on-prem private or hybrid clouds catering to different geos and business units for investment protection and maximising utilisation levels.

In my opinion I would think that the CAGR would realistically be around 25%-30% which in itself would provide a significant addressable market for the service providers.

The following survey aug-ments my views by pointing to DR readiness and challenges faced by Indian SMBs and also DR fuelling a possible increase in

cloud adoption ratesA popular SMB Disaster

Preparedness Survey 2012 finding for India indicate – l More than 90 percent of

Indian SMEs are not sufficiently prepared for disasters even as they grapple with high instances of disasters.l The survey reveals that

Indian SMEs experienced at least one natural disaster in the last 12 months. Power outage (74 percent) and industrial accidents (72 percent) are the top disasters cited. Indian SMEs experienced an average of five instances of operational outage, due to power outages, industrial accidents and IT system failures, lasting an average of 11 hours. l The reasons for not having

a disaster recovery plan range from lack of resources (42 percent), computer systems not critical to business (37 percent), budgets (21 percent) and business priority (16 percent). Showing complete unaware-ness for the need of disaster preparedness, a sizeable number of respondents (21 percent) said that it never occurred to them to

GUEST TALK

16 APRIL 2013

Guest Talk-Narayana Menon of Sanovi.indd 16 22/04/13 11:40 PM

have a disaster recovery plan.l In the case of private cloud

computing, 62 percent reported that disaster preparedness influenced their decision, similar to the 63 percent who said it affected their commitment to public cloud adoption.

THE SANOVI ADVANTAGEAs organisations seek a ‘better safe than sorry’ approach to business continuity, Sanovi with its Cloud DRM enables them to make the journey from recovery to resilience. Some of the key advantages that Sanovi Cloud DRM provides to the following audience are enumerated below

[ A ] To service providersThe Sanovi cloud DRM powers the provider’s DR as a Service offering to complete the equation comprehensively

Cost Effective DRSanovi’s Cloud DRM solution is designed to enable service providers to offer DR as a scalable

and cost-effective service. It supports pre-packaged DR solution templates for various technologies, thereby enabling service provid-ers to deploy a best-practices DR solution quickly and easily. The need for expertise is reduced and deployments can be automated, resulting in a scalable and cost effective DR service-offering for the end customer. This clearly addresses the customer challenges regarding lack of budgets and resources from the above mentioned survey.

Automated DRAutomation is the key to IT agility and operational efficiency. Our Cloud DRM solution automates the DR process, enabling reliable and scalable operations across multiple customers. DR processes that are typically automated are failover recovery and DR drill processes. This clearly addresses the customer challenges regarding being prepared for disaster scenarios and reducing IT downtime owing to ability to test more frequently and also to automated failover workflows.

Simplified DRSanovi’s Cloud DRM solution simplifies disaster recovery for the service provider by offering a single console to monitor and manage all DR activities. All DR-related events, alerts, and process management across several customers can be managed from a single console that offers multiple views.SLA monitor-ing & deviation alerts as well as regular reporting on DR readiness ensure better leverage of the service.

Integration with Service Provider Eco-systemSanovi’s Cloud DRM solution offers multi-tenancy capabilities that enable service providers to offer service securely to all their custom-ers. Our Cloud DRM solution can be seamlessly integrated with external monitoring, alerting, and trouble ticketing solutions to ensure easy and smooth integration with the service provider management eco-system.

Thus the Sanovi Cloud DRM enables service providers to offer comprehensive DRaaS solutions in the market to address this

growing segment and facilitate key parameters like faster recovery, overall cost savings, easier DR testing, effectively meeting recovery objectives and attractive pay as you go models and flexible contracts. Interestingly these are also the top reasons as per various surveys as to opting for/considering DR on the cloud making it a perfect fit and a win – win for the service providers and customers.

[ B ] To Tier 1/Tier 2 partnersThe Sanovi cloud DRM which is a near plug and play offering can be leveraged by Tier 1 & 2 partners to scale up from having a product based approach to a solution based service oriented approach to address the evolving market dynamics and to stay ahead in the race and build newer capabilities, offerings and business models with revenue streams to sustain competi-tive advantage.

As my playlist shifts to Brian Adams, I have to agree that ‘the weather is really fine - up on cloud number nine’ ë

GUEST TALK

17APRIL 2013

TO BOOK YOUR ADVERTISEMENT CONTACTDELHISanjeev Raj 6/101, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-9818928164/ 41657670 9313891660 / 41055458E-mail: [email protected]

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Guest Talk-Narayana Menon of Sanovi.indd 17 22/04/13 11:40 PM

DS-Advts.indd 2 21/04/13 11:06 PM

DS-Advts.indd 3 21/04/13 11:06 PM


COVER STORY

20 APRIL 2013

Cover Story.indd 20 22/04/13 11:09 PM

BYOD (bring-your-own-device) is one of the most prominent recent trends in the enterprises largely driven by the need to improve productivity while work life and personal life is seen to be converging and

the young workforce, instead of resisting it, is actually demanding the change. This trend has been adopted enthusiastically by a workforce influenced by an “anytime, anywhere, any device” culture. A recent survey from Gartner showed that 70 percent of the respondents were planning to jump on the BYOD bandwagon within the next 12 months.

Another such survey, Cisco IBSG’s Horizons study, which surveyed over 600 IT Leaders from India, revealed that BYOD is no longer an emerging trend but a reality in India. The study found most Indian organizations are now enabling BYOD in the enterprise, with a staggering 94 percent of respondents from India acknowledging that BYOD is a growing trend within their organizations.

Vishwanath Alluri- Founder & Executive Chairman,

IMImobile opines, “We are witnessing proliferation of smart devices in the market today driven by low cost of such devices as well as consumers’ desire to have “always on” devices. Roll out of 3G across the nation and the upcoming launch of 4G and LTE networks will further fuel this growth. A large percentage of these consumers are actually “prosumers” who bring their smart devices to the workplace. They expect the same level of access to their IT systems (email, instant messaging, document manage-ment, collaboration, ERP, CRM, SCM, company intranet, employee portal, HRIS etc.) as they have come to expect with best of breed consumer applications. Enterprises will have to quickly cope with this to leverage the productivity benefits that BYOD presents.”

PUSH TOWARDS A FLEXIBLE ENVIRONMENTConsumerisation of IT is driving the need to have an agile IT infrastructure where employees have the freedom to choose their own devices and applications without violat-ing compliance requirements of an organization.

As a result, mobility trends such as BYOD and executive / enterprise mobility are increasingly being adopted across all industry verticals. “The new generation or the Gen – Y is tuned up with their personal gadgets and can’t think of using an alien device provided by the employer when they

join an organization. The pressing need to use self-owned devices/ device of their choice at the workplace and have anytime anywhere accessibility, drives the adoption of BYOD and enterprise mobility,” opined Seemant Choud-hury, Director - Enterprise Mobility and transformations, Citrix India.

While BYOD initiatives let employees use personal devices at the workplace; enterprise mobility enables business continuity where employees can work on the move, irrespective of the device they use or the location of the user.

For instance, in case of an FMCG company, order booking, tracking and delivery of orders are extremely important. “If the sales head is trying to track an order or trying to book a new order for a dealer/distributor from a remote location, he should be able to access the requisite application on a mobile device so that the consignment status is accessible from anywhere. If an ERP system or one module of the system is available on the phone, it can track the order from any location and hence required

action can be taken immediately. In case of the Healthcare vertical, enterprise mobility can play a major role. For eg - while a doctor is writing a prescription next to the patients bed , it can be written on a mobile device that is integrated to the medical store, so the medicines can be arranged before the patient reaches the counter. By using a simple application on a mobile device, the information can be transferred immediately and accurately,” Choudhury explained.

Yedunandan S, Principal Consultant, Mobility, Cisco India said, “The BYOD concept has changed the way IT maintains security, visibility and control in an enterprise. CIOs /CSOs are also under constant pressure to secure their companies from risking corporate data, affecting the IT-business relationship. End Devices are also evolving rapidly, and it is becoming difficult for companies to keep pace and support all devices being used to access corporate assets. At the same time, the employees are increasingly demanding the flexibility to access corporate resources anywhere, anytime, from any device of their choice. Hence, organizations are rethinking their IT architectures; areas of focus being Application availability, Network readiness, Security, and Policy frameworks. From a policy point of view, companies will have to revisit their BYOD policies, and communicate to their employees, what they can and cannot access on their personal devices.”

The increasing demand for flexibility is forcing enterprises to allow BYOD. Those who retrain from doing so today, would soon be forced to do so, soon enough.

n W O R D S : K A R M A N E G I n P H O T O : I S T O C K P H O T O . C O M

BYOD

21APRIL 2013


GEORGE VARGHESE

SENIOR DIRECTOR, APPLICATIONS, ORACLE INDIA.

“Adaptive Internet Protocol” to optimize

for available bandwidth in real-

time and adjust the data sent to

the client device to provide a consistent end-user experience,

independent of location or network

quality.”

SEEMANT CHOUDHURY

DIRECTOR - ENTERPRISE MOBILITY AND

TRANSFORMATIONS, CITRIX INDIA.

“The new generation or the Gen – Y is

tuned up with their personal gadgets and can’t think of

using an alien device provided by the

employer when they join an organization.”

MEHUL DOSHICEO - JAINAM TECHNOLOGIES

PVT. LTD.

“The queries we hear frequently are around provisioning internet

across locations, details of the Network

Access Control policy, mobile device

management and mobile application

management.”

mobile device management and mobile applica-tion management. Customers are also asking us about their legal liabilities in the event of misuse of privileges or bandwidth.”

SECURITY CONCERNSWith disparate devices, platforms and operat-ing systems, protecting critical resources from malicious attacks in the face of shrinking IT staffs

DRIVING CHANGE IN THE ENTERPRISEProliferation of handheld devices isn’t the only driving force pushing enterprise to adopt BYOD. P Sridhar Reddy, CMD, CtrlS opines, “The BYOD hype is led by the explosion of handheld devices, but fuelled by advances in cloud based delivery of applications, platforms and infrastructure. We need to keep in mind that consumer technology and adoption of mobile devices has increased significantly. In addition to their own laptops/PCs, many consumers own tablets and smart-phones, most of which are as good as or better than the IT organisation delivered infrastructure. A last point is that the boundaries between office time and home time has blurred, leaving little choice for organisations, particularly those that

want to stay nimble.” Talking about the customer queries, Mehul

Doshi, CEO - Jainam Technologies Pvt. Ltd. said, “Today customers’ awareness of BYOD as a concept is high. However, there are several versions or variants of BYOD that customers are adopting. The queries we hear frequently are around provisioning internet across locations, details of the Network Access Control policy,

37% OF INDIAN BUSINESS HAVE FACEDREVENUE LOSS DUE TO MOBILITY MISHAPS,WITH 1 IN 3 BUSINESSES FACING DIRECTFINANCIAL LOSS IN THE PAST 1 YEAR.

COVER STORY

22 APRIL 2013


SRINIVASA BOGGARAM

SE-TEAM LEAD, MCAFEE

“Enterprise security has undergone a

paradigm shift over the last decade

with cybercrime attacks evolving in sophistication, pervasiveness and

frequency.”

is a tremendous burden. With the sophistica-tion of these devices and their ability to access bandwidth-intensive applications such as video, the need for a reliable, scalable, high performance wireless and wired infrastructure is paramount.

KP Unnikrishnan, Marketing Director, Asia Pacific, Brocade said, “Security challenges have not changed over the years with two exceptions: mobility and scalability. Just a few years ago, security could be accomplished with a combina-tion of user credentials and physical access control to a wired network port. But today, with the average user carrying three or more wireless devices with increasing levels of sophistication, protecting assets from malicious attacks can present significant challenges to IT.”

Rattan Chugh, CEO, Progression added, “The

MOBILITY & SECURITY RISKSHere are the findings of the latest Symantec State of Mobility Survey 2013:

key concern is on how to manage access to appli-cations, restrict copying of data and secure data in case the devise is lost or when employee leaves.”

Giving details about the security situation in the mobile space, Srinivasa Boggaram, SE-Team Lead, McAfee said, “Enterprise security has undergone a paradigm shift over the last decade with cybercrime attacks evolving in sophistication, pervasiveness and frequency. The information age confronts us with a new and troubling definition of war and warfare. The profile of a hacker has also transformed owing to the evolving sophistication and pervasiveness of cybercrime that are designed to go under the radar and steal sensitive data from individuals, businesses and governments.

“The industry is steadily witnessing a shift in enterprise security adoption from a traditional antivirus approach to an integrated security solutions approach comprising of elements of anti-spyware, anti-malware, firewall, host-based intrusion prevention anti-malware, spyware, encryption and data loss prevention. The need of the hour is integrated and holistic security solu-tions that can manage the complexity of today’s hybrid and sophisticated threats landscape with convenience and ease. With Mobility on smart phones catching up like wild fire, threat to enterprises and organisations via smart devices are growing at exponential rate. Smart devices too need to be treated like desktops or laptops to maintain enterprise security posture.” he added.

Today’s CIO must deliver innovative business solutions and give employees more freedom to work the way they want - all while reducing IT complexity, opines Yedunandan S, Principal Consultant, Mobility, Cisco India. “Securing cor-porate data, applications, and systems is essential to any BYOD strategy and IT organizations need to ensure a secure experience from both a device and network access perspective,” he added.

OFFERINGS IN THE SPACEVarious vendors offer solutions and products in the BYOD domain that range from mobile device management solutions to network access control to various other solutions.

Cisco’s BYOD Smart Solution provides a comprehensive approach to enable organiza-tions - effectively design, manage, and control the access of a bring-your-own-device (BYOD) network. The solution enables them to offer a seamless, secure and robust BYOD infrastructure to enhance user experience and productivity. “For organizations, the main benefit of the BYOD Smart Solution is being able to facilitate a consis-tent experience across locations and devices, with

45%

enterprises have ensured that mobile devices that connect to the network have proper safeguards installed

72%have faced mobility incidents in the past 12 months due to malware infections, spam incidents, exposures of information, breach of information due to lost/stolen devices and phishing/social engineering instances

of Indian businesses

37%

have faced revenue loss due to mobility mishaps, with 1 in 3 businesses facing direct financial loss in the past 1 year. With such high risks involved, Indian businesses are beginning to see value in implementing security measures.

of Indian businesses

40%

restrict mobile device usage through HR enforcement

enterprises

38%

use technology controls to mitigate the risks

organisations

BYOD

23APRIL 2013


the Cisco Unified Access portfolio of products. Solutions under the Unified Access portfolio are designed to further simplify IT operations and user experience by deploying a ‘One Policy’, ‘One Management’, and ‘One Network’ framework approach,” Yedunandan offered.

Since users are accessing their applications and data remotely, it’s important to have a high-quality mechanism for coping with application user interface requirements, network bandwidth, and client-side capabilities. “Oracle Secure Global Desktop provides centralized access to server-hosted Windows, UNIX, mainframe, and mid-range applications on any supported device. It

leverages Oracle’s “Adaptive Internet Protocol” to optimize for available bandwidth in real-time and adjust the data sent to the client device to provide a consistent end-user experience, independent of location or network quality,” George Varghese, Senior Director, Applications, Oracle India.

Symantec supports a device-centric and app-centric approach that solves data protection problems without touching the rest of the device. The Symantec mobile management suite is a comprehensive mobile solution providing all the capabilities needed for enterprises to enable the productivity of their mobile workforce without sacrificing security. The suite enables

seamless and secure coexistence of personal and professional activities. “Symantec provides one solution for diverse mobile use cases, complete protection for enterprise mobility that brings protection at the device, app and data layers, and lower total cost of ownership. Symantec Mobile Management Suite ensures that corporate data is isolated and protected from data-loss, malware, and un-authorized access. In addition, with users carrying multiple devices, Symantec Mobile Management Suite makes it cost-efficient with a per-user model (instead of per-device). In addition, integration with enterprise manage-ment products enables operational efficiencies

SRIDHAR REDDYCMD, CTRLS

“The BYOD hype is led by the explosion of handheld devices, but fuelled by advances in cloud based delivery

of applications, platforms and

infrastructure. We need to keep in

mind that consumer technology and

adoption of mobile devices has increased

significantly.

KP UNNIKRISHNANMARKETING DIRECTOR, ASIA

PACIFIC, BROCADE

“Security challenges have not changed over

the years with two exceptions: mobility

and scalability. Just a few years ago, security could be accomplished with a combination of user credentials and

physical access control to a wired network

port.”

YEDUNANDAN SPRINCIPAL CONSULTANT, MOBILITY, CISCO INDIA

“The BYOD concept has changed the way

IT maintains security, visibility and control

in an enterprise. CIOs /CSOs are

also under constant pressure to secure

their companies from risking corporate

data, affecting the IT-business relationship.”

COVER STORY

24 APRIL 2013


and lowers total cost of ownership,” explained Anand Naik, Managing Director-Sales, India and SAARC, Symantec.

AirWatch integrates with network access controls, unified communications, identity and certificate management and enterprise architec-ture integration to meet the demands of mobility management. “Our primary role is mobile device, application and content management, but we also integrate with the top NAC vendors as part of our mobile platform. We dedicate more than 25 percent of our staff and revenue to research and development, which has helped us become the largest enterprise mobility manage-

ment provider with more than 6,500 customers and more than 1,200 employees. By building out a strong partner program, we integrate with key partners in each area of mobile to allow our customers complete control of their mobile ecosystem,” Kevin Keith, director of business development at AirWatch elucidated.

HP recently announced new unified wired and wireless solutions that deliver scalable and secure network supporting bring-your-own-device (BYOD) initiatives while creating incremental revenue opportunities for partners. The solution supports growing BYOD initiatives and delivers unified wired and wireless management and

switching platforms that create a single network for wired and wireless connectivity. The offerings also enable partners to leverage the HP FlexNet-work architecture to better support their clients’ BYOD essentials with new device on-boarding and provisioning functionalities through a single management application and automated security with software-defined networks (SDN) technology, while being supported by mobility connectivity services.

GRABBING THE OPPORTUNITYChannel partners who have the ability to deliver end to end solutions and who have the ability to integrate new technologies with the existing infrastructure and who are able to address the challenges of the CIOs of delivering more with less, will find that the opportunity is almost unlimited, feels Brocade’s Unnikrishnan. “Therefore the focus for the channel is to invest in training of its people who understand not only boxes, but have the ability to deliver business solutions,” he added.

Symantec recently announced a dedicated mobility channel specialization program that will allow partners to offer Symantec’s enterprise mobility products to their customers. The Mobility Solution Specialization will cover the full Symantec Mobile Management Suite and will provide partners with access to opportunity regis-tration, expert resources, enablement programs, and accreditations in a multi-tier model. Partners participating in Symantec’s Mobility Specializa-tion will be able to establish compelling practices around enabling mobility with an end-to-end solution. “By allowing partners to solve complex, enterprise-class mobility initiatives instead of point projects, Symantec’s portfolio can lead to multiple opportunities for value-added services as well as sustainable revenue streams,” opines Anand Naik, Managing Director-Sales, India and SAARC, Symantec.

Cisco “As part of our Borderless Network-ing approach, we ensure that our partners are equipped with the expertise and necessary tools to handle the market requirements. We have also incorporated this specialization in our certifica-tion programs, and have made it a compulsory inclusion for the Cisco Gold accreditation. With the proliferation of new devices being brought into the workplace – BYOD is being adopted and not letting up – companies need to add net-new wireless access in branch offices, stores, and other remote locations. This proves to be a great opportunity for partners to help their customers approach these new deployments with a converged approach.” ë

VISHWANATH ALLURI

FOUNDER & EXECUTIVE CHAIRMAN, IMIMOBILE,

“We are witnessing proliferation of smart devices in the market today driven by low cost of such devices

as well as consumers’ desire to have “always on” devices. A large percentage of these

consumers are actually “prosumers” who bring their smart devices to

the workplace.”

ANAND NAIKMANAGING DIRECTOR-

SALES, INDIA AND SAARC, SYMANTEC.

“By allowing partners to solve complex, enterprise-class

mobility initiatives instead of point

projects, Symantec’s portfolio can

lead to multiple opportunities for

value-added services as well as sustainable

revenue streams,”

BYOD

25APRIL 2013


IN AN INTERVIEW WITH ENTERPRISE CHANNELS, SHISHIR SINGH,

DIRECTOR PRODUCT MARKETING, DELL INDIA SHARES HIS VIEWS ON

THE EVOLVING ENTERPRISE LANDSCAPE AND THE OPPORTUNITIES FOR

PARTNERS IN THIS NEW PARADIGM OF MULTIPLE DEVICES

“User preferences driving enterprise IT”

SHISHIR SINGHDIRECTOR PRODUCT MARKETING, DELL INDIA

anytime, from anywhere, on any device while also delivering the security and manageability their business requires. The present day workforce wants more flexible solutions. They want the freedom to have an always connected lifestyle and, increasingly, the organizations are starting to see the benefits in letting their employees bring their own devices to the workplace.

Right now the adoption of BYOD is higher in developed countries. However, as India’s presence in the global economy grows, with organizations and their workforce spread in different parts of the world / time zones grows, organizations are increasingly seeing the benefits in using one device for their professional and personal use.

What opportunity do you see in the BYOD space?According to CIO Enterprise Tablet Survey 2013, which was commissioned by Dell to gain

What kind of transformation are you seeing in the enterprise space that is driving demand for BYOD? Technology is undergoing a paradigm shift, which is being steered by changing user preferences and needs. This transformation is leaning towards

BYOD, which gives employees the freedom to carry their devices to the workplace and which enables the evolving workforce to switch between its personal and professional lives seamlessly. BYOD also helps organizations in building a flex-ible environment for employees so they can work

INTERVIEW

26 APRIL 2013

Q&A-Shishir Singh of Dell India.indd 26 22/04/13 11:10 PM

an intricate understanding of the attitudes that senior IT decision makers and CIOs possess towards mobile devices adoption in the work-place, 50 percent of participants (CIOs, CTOs, IT Directors) said they are considering a BYOD implementation within 6 months while, 80 percent are considering a BYOD implementation in the next one year.

The present day workforce wants more flexible solutions which give them the freedom to have an always connected lifestyle and, increasingly, the organizations are starting to see the benefits in letting their employees bring their own devices to the workplace. But, allowing access to unknown devices on the organization’s secure network poses security issues and constraints. In such cases, it is important to take an end-to-end approach to end-user productivity - starting with the endpoint or desktop, and extending into the datacenter.

We are able to help IT departments go beyond plugging a device into the network. This brings us to the latest concept of BYOx. While BYOD is restricted to the device itself, BYOx, on the other hand brings into its purview a plethora of things associated with the device like the applications, the data, the services, the ports etc. BYOx is about combining personal and work related content in a single interface (possibly on multiple devices) to generate a secured and personalized workspace that enhances user experience and promotes productivity.

Technology is undergoing a huge transforma-tion which is steered by changing user prefer-ences and needs. The consumer today wants an always connected lifestyle. They are looking for the convenience of using devices that allow for easy convergence of their digital lives with better portability, connectivity and entertainment features. The demand for high end technology that meets the needs of customers is growing, with factors like greater exposure to the latest technology and a higher purchasing power among the young mobile professionals and Entertainment explorers.

Talking about the factors that are encouraging the adoption of BYOD in India, one side of the coin would be about giving the employees the freedom to carry their devices to the workplace with features built in to enable them to switch between their personal and professional lives seamlessly. The other side is about helping organizations in building a flexible environment for employees so they can work anytime, from anywhere on any device while also delivering the security and manageability their business requires. The IT departments can look at deploy-ing end point devices that best meet individual

use cases and increases end users productivity in the environment. In addition to this, it might also be a good idea for the IT departments to virtualize when and where it is beneficial for an organization’s ecosystem and end user based on their analysis of end-user roles.

What are the key customer pain points when it comes to managing multiple devices at work or the concept of BYOD?The present day workforce wants more flexible solutions which give them the freedom to have an always connected lifestyle and, increasingly, the organizations are starting to see the benefits in letting their employees bring their own devices to the workplace. But, allowing access to unknown devices on the organization’s secure network poses security issues and constraints. In such cases, it is important to take an end to end approach to end user productivity - starting with the endpoint or desktop, and extending into the datacenter.

To ensure protection of data the first task at hand thing would be to deploy end-point devices that best meet individual use cases and increases end users productivity. Next it would be advisable

to secure corporate data according to updated security policies and regulatory requirements all the way from the datacentre to the endpoint device, and it might also be a good idea to optimize the deployment and management of all end point devices across the enterprise. What most companies need to understand is that end user computing is no longer just about device or technology, it is about maximizing productivity and enabling consumers to enjoy an always connected lifestyle.

In what ways can partners assist customers in managing multiple types of devices?In the BYOD scenario, while it is important for IT organizations to move quickly while navigating multiple products and IT silos and understand the operational impacts of enabling BYOD for stakeholders, it is equally important

for the channel to partner in this trend for sustainable business results. Channel partners need to offer each element in their portfolios so organisations have access to the full package straight away. It also offers channel partner busi-ness growth opportunities to be able to manage this ecosystem for companies that want to free up resources for other critical IT implementations.

The most important skill set of any partner offering any solution is the knowledge & insight of the solution being offered, and the ability to advise the customer on a solution that will positively impact and add value to the customer.

What is your play in the mobile data protection (MDP), hosted virtual desktop (HVD), network access control (NAC), and mobile device management (MDM) space? How are you positioning your offerings and how are you working with your partners to leverage this opportunity?We have an active presence in the above mentioned categories. Dell Wyse Cloud Client Manager delivers cloud-based remote configura-tion and management of Dell Wyse thin and zero clients, on- and off-premise, including those in

highly distributed environments such as branch office and home users - effectively extending vis-ibility and control beyond the corporate firewall. The solution also provides comprehensive over-the-air mobile device management (MDM) and mobile application management (MAM) capability for iOS and Android smartphones and tablets, making it easy to support a BYOD strat-egy alongside company-owned mobile devices.

Also, we work very closely with our partners to ensure smooth service to the customers. New PartnerDirect competency certifications focusing on end user computing offer Dell channel partners end-to-end IT solution competencies to help them remain competitive in the rapidly evolving cloud and virtualization market space. Partner organizations will be required to: certify two sales and two technical team members; be affiliated with a virtualization partner; and hold a desktop virtualization competency. ë

“BY USING MICROSOFT’S TECHNOLOGIES,CUSTOMERS CAN TRANSITION TO THE CLOUDON THEIR TERMS, IN A WAY THAT MAKES THEMOST SENSE FOR THEM, AND REALIZE THESEBENEFITS THAT THE CLOUD MODEL PROVIDES.”

INTERVIEW

27APRIL 2013

Q&A-Shishir Singh of Dell India.indd 27 22/04/13 11:10 PM

BYOD

What kind of queries are you receiving from customers around mobile device management and enabling BYOD policies in their organization?Today customers’ awareness of BYOD as a concept is high. However, there are several versions or variants of BYOD that customers are adopting. The queries we hear frequently are around provisioning internet across locations, details of the Network Access Control policy, mobile device management and mobile applica-tion management. Customers are also asking us about their legal liabilities in the event of misuse of privileges or bandwidth.

What are the key customer pain points when it comes to managing multiple devices at work or the concept of BYOD?Gone are the days of OS standardization specially in mobility space, even as users increasingly are bringing different platforms to work.

IT need to be ready for all mobility devices from provisioning, providing access and content to managing the device lifecycle and control, and enabling appropriate checks with minimal administrative load.

How do you see the MDM deployments vis-à-vis traditional IT deployments?Most deployments are driven by network, security and infrastructure teams at the customer end. Today there are a few gaps when it comes to MDM.

Collaboration must for mainstream adoption


BYOD as a technology is going to influence the channel market big time. Mehul Doshi, CEO - Jainam Technologies. talked to Enterprise Channels in an exclusive interview, sharing his customer experiences

MEHUL DOSHICEO - JAINAM TECHNOLOGIES PVT. LTD.

“The problem is now faced in user experience via the ICA client or any client acting as serve—be it Microsoft RDP or VMware PCOIP—all impacting user experience and neither of them using the compute available on clients..”

with policy stakeholders, custom groups, data safeguards, data lifecycle protection and data loss prevention, classification of data, device profilers, fingerprint and containers.

What is your play in the mobile data protection (MDP), hosted virtual desktop (HVD), network access control (NAC), and mobile device management (MDM) space?We address all these areas. For example, WAN optimization technologies especially asymmetric optimization is now enabling all browser-based application to be accessed 60 to 85 per cent faster and enterprises adopting private cloud CDN or using service providers like Amazon and Akamai leading to improved user experience. IEEE and IETF committee approved standards RFC to ensure all applications can be optimized; not just browser but even TCP applications.

The problem is now faced in user experience via the ICA client or any client acting as serve—be it Microsoft RDP or VMware PCOIP—all impacting user experience and neither of them using the compute available on clients.

What kind of support do you expect from vendors for such projects?While vendors support us with pitches for BYOD projects, we expect them to promote collabora-tion and complement each other’s’ capabilities. Customers want to engage with project special-ists. Tier-II players need to be able to stitch the various stakeholders together but are unable to do so due to lack of reach, vision or time.

We expect support in terms of alliances which are not restricted to one vendor but are between the complete ecosystems, of all solution partners satisfying reference architecture.

While each of the players are doing something to improve, with Citrix introducing Netscaler and WANscaler, VMware partnering with F5, Microsoft using bubble technology concept and proposing desktop optimization play, neither of them as of today enables higher user experience and that is the reason the technologies are today niche and not mainstream.

Promising technologies of streaming and virtualization were a rave with Symantec, Citrix, VMware and Microsoft acquiring best of the players but none is pushing the customers around improved user experience and how they address all platforms. Technologies of streaming cannot be restricted to cook devices but need to cover dine and snack devices. One can encounter plenty of case studies in this domain. ë

.

From deployment perspective it is definitely different from traditional IT as the coverage is not just about solution installation but aligning

MY VOICE

28 APRIL 2013

My Voice-Mehul Doshi of Jainam.indd 28 22/04/13 11:12 PM

DAS

There are multiple factors driving this phenomenon, including the evolving workforce (remote and home office staff, the use of contract and temporary staff) and the grow-

ing role of technology in all types of businesses. BYOD places pressure on IT departments to act now to improve network services for wireless users, and the answer is not to simply beef-up Wi-Fi networks.

Pushing wireless users onto the Wi-Fi network may seem like a great solution, since the Wi-Fi network is already in place. However, there are several different types of users, and Wi-Fi administrators cannot serve them all. For example, security concerns prohibit visitors and often contractors accessing the Wi-Fi network, and even employees, may not be able to get the bandwidth they need in a congested Wi-Fi network.

The solution to these issues is to provide access to the mobile data network. Today’s 4G networks deliver roughly the equivalent data throughput to Wi-Fi, and individual users can have individual accounts so the enterprise need not provide the access. The challenge for 4G network access is not always extended to reach inside of building walls, so mobile network access may be limited inside office buildings.

To address this problem, enterprises must take greater responsibility and provide indoor mobile network signals. There are two major alternatives for providing mobile service inside buildings and both involve working with the

Solving the BYOD Network Problem

n W O R D S : A PA R A J I TA C H O U D H R Y < K A R M A @ E N T E R P R I S E C H A N N E L S . C O M >

Enterprise employees are increasingly bringing their own wireless smartphones and tablets to the office, and they expect them to work in all locations. The “bring your own device” (BYOD) trend threatens to swamp enterprise network capabilities and make for a lot of dissatisfied users.

K K SHETTYDIRECTOR OF SALES, NETWORK SOLUTIONS, TE CONNECTIVITY INDIA

“The DAS can deliver service for all major operators through a single infrastructure and set of antennas, providing a much more efficient way to deliver mobile service.”

mobile service providers. One option is to use small cells such as picocells to deliver the wireless signal indoors. However, picocells typically only support one mobile operator. The enterprise will want to provide mobile network access for customers of all mobile service providers, and to do so with picocells would mean installing individual picocells for each operator’s frequencies.

Another issue with picocells is that it is dif-ficult to provide uniform performance within a large enterprise. The picocell has a fixed amount of capacity and reach that is tied to the device location. The deployment might necessitate multiple picocells with overlapping coverage, which would have to be engineered to minimize interference.

A better solution is to use a broadband, multi-operator Distributed Antenna System, or DAS. A DAS provides mobile service by distrib-uting multiple wireless signals through a series

of ceiling or wall-mounted antennas located through-out the organization. The DAS can deliver service for all major operators through a single infrastructure and set of antennas, providing a much more efficient way to deliver mobile service. Every antenna broadcasts the same frequencies, so there are no interference

concerns.With an in-building DAS in place, enterprises

can provide wireless data services to all users in a BYOD environment without worrying about Wi-Fi security or Wi-Fi network overload. To obtain a DAS, the organization contracts with a DAS vendor for the deployment and then negotiates retransmission rights with the mobile operators to carry their signals over the DAS. The process is fairly straightforward.

DAS solutions are available for enterprises of all sizes, from small companies up to multina-tional corporations with large offices. With a DAS, everyone bringing a wireless device to the facility can expect strong and uniform mobile data services throughout the building.

Today’s enterprises must deal with an onslaught of BYOD devices, and relying on out-door 4G networks to provide indoor service will not meet their connectivity needs. By deploy-ing a DAS, the enterprise can efficiently and effectively serve all BYOD users while avoiding Wi-Fi network management burdens. ë

DIFFFERNT STROKE

29APRIL 2013

Different stroke-K K Shetty of Tyco.indd 29 22/04/13 11:17 PM

TREND MICRO

Threats to Android, Cloud and digital lifestyle devices have made fighting threats even more complex than ever before. The most serious threat faced today are related to

malicious and high-risk Android apps. Trend Micro predicts they will reach 1 million in 2013, up from 350,000 at the end of 2012. While traditional PC malware may lessen a bit next year, threats to devices running the Android operating system will more than replace it.

The emergence of more digital lifestyle devices means that threats could appear in new and unexpected places. All the technologies viz. Cloud Computing, virtualization, BYOD, mobil-ity, XAAS and other services require optimum security solutions to utilize their maximum potential.

Driven by the need for better security, manag-ing the cost of ownership and more rational infrastructures, enterprises are undergoing an evolution. Never before has enterprise had to tackle so many challenges to successfully connect and provide functionality to staff.

In 2013, while law-enforcement agencies are in the process of getting a foothold in dealing with cybercrime, enterprises will be left with no choice but to be more proactive in preventing attacks against their own IT infrastructure, especially advanced persistent threat (APT) campaigns, as well as attempting to attribute the attacks launched.

Securing enterprise environments is challeng-ing—especially as new malware emerges every

Keeping Pace with the Market Evolution


Threats are global as hackers operate globally. Secondly, the enterprise market is not an end user product market, it is a market of virtualization, data centre, mobility and services and therefore security threat is quite large and multi-layers.

MAHENDRA NEGICFO &COO, TREND MICRO INC.

“Solutions offered by us reduces risk with comprehensive multi-layered, multi-threat protection, delivers immediate protection.”

Mahendra Negi, CFO &COO, Trend Micro Inc., says, “Solutions offered by us reduces risk with comprehensive multi-layered, multi-threat protection, delivers immediate protection with in-the-cloud threat intelligence, lowers endpoint infection rates by 62%, slashes IT security management costs by 40%, offers enterprise-class scalability, configurability, and platform support and improves productivity with #1 rated spam blocking and web filtering.”

He adds, “Threats are global now as hackers operate globally. We have expertise, which is based on our 25 years of operation of tackling the issues. We understand that the customers may not look at security as priority rather they would look at how moving their servers and virtualizing to the data centre, or rolling out an advanced data centre. They might be trying to change the IT infrastructure, so and so forth.”

Trend Micro Enterprise Security is a tightly integrated offering of content security products, services and solutions powered by the Trend Micro Smart Protection Network. Together they deliver maximum protection from emerging threats while minimising the cost and complexity of security management.

Trend Micro Deep Security is a product designed for enterprises. It provides a compre-hensive server security platform designed to protect the virtualized data center from data breaches and business disruptions while enabling compliance. This agentless solution simplifies security operations while accelerating the ROI of virtualization and cloud projects. It helps enter-prises in maximizing operational cost reductions, prevent data breaches and data disruptions and help them to achieve cost-effective compliance.

The company has set the goal of achieving the No 1 spot in the government segment by 2015.

The second is to dig deeper into the enterprise accounts, to sell new products like Deep Discov-ery and I-DLP to large customers. The third is to increase the market penetration of our volume products both with SMBs and consumers.

The launch of various new security model and new generation of virtualization, mobile security, BYOD and cloud security solution highlighted the data by integrating threat and data protection capabilities within a unified framework, ensuring visibility into who is accessing what data, when, where and how. We are constantly providing solution across physical, virtual and cloud computing environments.

FINALLY…As Trend Micro is rightly keeping its pace with the market evolution, it will surely help the market to grow faster. ë

2 seconds. With a sharp increase in the cost and complexity of managing a variety of security solutions across diverse networks, you need fully integrated gateway-to-endpoint security that delivers maximum protection with minimum complexity.

Trend Micro has Smart Protection Network which is a cloud-based security infrastructure that rapidly and accurately collects and identifies new threats, delivers instant protection for data wherever it resides.

ENTERPRISE SECURITY

30 APRIL 2013

Ent Security-Trend Micro.indd 30 22/04/13 11:18 PM

ENCRYPTION IN INDIA IS NOT THAT BIG MARKET AS THE DOMINANT

SEGMENT OF MARKET- SMES - DO NOT REALISE THE IMPACT OF DATA

LOSS. BUT WITH THE MATURITY OF THE INDIAN SMES, IT IS MAKING THE

ENTREPRENEURS CONSCIOUS ABOUT THE GROUND REALITY.

“India could be a very big Territory for Winmagic”

IAIN AIREYVICE PRESIDENT - EMEA & INDIA, WINMAGIC

we realised that we could extended our reach to India through them as well. We know that they have experienced technical service resources for Winmagic product. So it made very easy for transitioning that relationship to start to build our business through channel in India. Through Comguard, we are working with a set of channel partners to reach to the customers.

Who are your competitors in India? All our global competition is also competition in India but the fact is that the competitors’ solu-tions do not work for business anymore because the industry needs encryption in more than just laptops. We need encryption in phones, services, tablets, computing platforms, desktop, etc. So it is not necessary that a single vendor’s product will suit every business. We see they are very active in India. Also I believe that a lot of Indian customers are looking for specific encryption solutions that allow Indian business to innovate. One of the problems with the competition is that they are not doing a lot of development in their solution. So it is very difficult to take advantage of development of technology. So the customers, if locked down with any super vendors, are not getting any advanced product, then they do not allow your business to innovate and keep your business secure.

What is the USP of Winmagic?We bring in innovation to encryption by adding it to networking layer. That is in the initial level, which we found it now. There is a way of saving money on the encryption environment because we reduced the number of time of the way the passwords need to be reset. This is a major cost factor to be taken into account in the encryption project. We have a solution called PB Connex, which can reduce the cost by 10 times over our competition. Secondly, we are the only company which can provide a wide bread of solutions. From laptops to desktop and any place where data resides, we are able to authenticate them when they are in the network. Now with our SecureDoc 6.1 release, we are able to manage the data residing in the mobile devices. It works with iOS, Android, Windows-8 etc. So now if you are looking any encryption, which is not for laptops but other devices in your organization, there is only one choice because Winmagic can provide you a single management solution for all of those devices including Mac.

How many products you have? We have really two products. One is for enter-prises - management and client software. And the second one is our mobile solutions. ë

Brief us about Wingmagic operations in India?We are a strong North American company and it is growing well in Europe, japan. Because encryp-tion is there in those countries for many years, many organizations are using encryption. India is very different market. As in the very high end of market there are quite a lot of encryption but in the mid-size business in India there is very little encryption. So that represents an opportunity of get in early and sell next generation encryption solutions without customers coming through the pain of using an older encryption.

What potential do you see in the Indian market?If you start looking at some of the large organiza-

tions today in India, the number of licences that are required, it is far greater than anywhere else in the world.

This is a country where companies have mil-lions of employees. So we want to start and grow our market share in India. We just want to work with Govt. organizations and large enterprise customers in India. India could be a very big terri-tory for Winmagic in next 12-18 months.

What is the potential of this market in India?It is a US$10 million dollar potential per year.

What will be your go to market?We started our relationship with Comguard in Middle East during the beginning of last year and

INTERVIEW

31APRIL 2013

Q&A-Iain Airey of WinMagic.indd 31 22/04/13 11:18 PM

SAFENET

Today the pace of progress in technology is very fast with the new innovative products and solutions coming up each and every day which causes exceptional increase

in productivity. But at the same time, one has to take intense care of the security of infrastructure, data and application which otherwise can trigger financial loss of any organization. So with the increasing demand for security, the pie of security market in India over a period of time took a large shape.

Safenet, a data security provider is chiefly a product development companyd also offers tech-nical support and client support.The company is also more into M2M product development. Within this Safenet has two business units one is software monetization and the other is data protection.

The data protection solution encompasses authentication, storage security, cloud security, data base security and there the company divide their service into three parts; AGSM, RGTS and CTS. AGSM secures most of the transactions worldwide as well as in India, on RTGS side the company did phase one and phase two and in CTS, the company acquired the project for Delhi NCR, Chennai and Mumbai.

Rana Gupta, Business Head (India and

SAARC), Safenet, says, “All the encryption and sign in are secure in AGSMs, so another proof point of our superiority in our AGSM spaces is UID. UID has already been using our AGSM for their pilot projects which they rolled out through Wipro and now for the full blown protection again they have placed order with us for AGSMs and in authentication, tokens we are No.1 in worldwide as well as in India because anyone who want to use PKI certificates which is primarily used for ROC filings, Income Tax filings, they end up buying PKI tokens and we are contributor in that.”

The company claims that Information security over cloud is a small part of Safenet’s business as they made their investment three and half years back but the company considers information security as the most growth potential because companies on enterprise space have already virtualized their data centers but one question still remain unanswered that whether they have virtualized their test and development servers or production servers. But yes most of them have already taken the test and development servers, infrastructure on the virtualized environment. So whether it is private or public cloud, Safenet has solutions which can help bring that confidence irrespective of where their server and data is located.

Hard Disk Encryption product like True Crypt encrypts the whole data which thwart unauthor-ized access to data in any devices. “But Safenet facilitate the same thing in virtualized environ-ment where the images are encrypted using keys which are unique to every user, those keys are stored separately in ProtectV protecting the virtual environment, since those keys are stored separately and get access to users through right user credentials even if someone walks away with that virtual image he would not be able to use it because he cannot access it.” says Gupta.

Safenet further considers BFSI as their biggest vertical line because RTGS and CTS not only in India but also in Bangladesh and Srilanka which come under region see lot of accomplishment. Safenet also works with decision making body like NPCi, IDRP they are the one who decide the intra banking payment settlement system .For example ATMs of Bank of Baroda or SBI, each bank have their own decision as to what infrastructure they should implement, so typically Safenet used to connect with each bank separately but now with the application solution provider, the company align with the solution provider rather than going directly to the bank.

Moreover observing that the government shifts all their data and applications into the interconnected world which generates threat

Worldwide Leader in Authentication as a Servicen W O R D S : A PA R A J I TA C H O U D H U R Y < A PA R A J I TA @ E N T E R P R I S E C H A N N E L S . C O M >

Safenet offers the entire range of authentication token which encompasses highest security and lower security. As these tokens can work with the same service, it prevents users from doing heterogeneous implementation but allows implementing one solution based on their requirements.

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over securing the data, so Safenet made their investment in government vertical three and half years back and have seen success in UID AI projects and now the company also procure orders from CCTNS and IGRS. In addition, last year the company also strengthens their focus on the commercial enterprise like reliance, Nestle, FMCG group, etc.

In term of marketing on government and banking side, the company says that they don’t get into the marketing investment to generate immediate leads rather they intent to go through the awareness but also do the lead generation as Safenet is a non believer in marketing. But from the sales side, the company needs more marketing in terms of awareness which can entice the customers.

Safenet states that RTGS has been in operation for the last seven years, it is a nationwide project and CTS has been in operation in NCR for the last four years and in Chennai for last two years and now expanding into Mumbai. For CCTNs the company procured the orders for Bihar and Haryana and besides there is also some ongoing projects in Andhra Pradesh and Punjab.

BPO segment also measured as one the growth opportunity for Safenet. For example, Genpect has been assigned with a project from GE and then GE will order Genpect for implementation.

RANA GUPTABUSINESS HEAD (INDIA AND SAARC), SAFENET

“Though channel partners are always there to facilitate customers but still Safenet engage themselves with the customers to address the right need.”

the valuable information which is stored at Pay U servers need to be secured so here comes the role of Safenet which with their solutions encrypt that information. “We can do the encryption for specific fields for data bases we can do the encryption on files which are going through network share and NAS appliances.” Avers Gupta

With the aim to push the boundary of its prod-uct portfolio, Safenet started offering authentica-tion as a service. For example proliferation in the usage of cell phones causes challenges in term of provisioning of hardware tokens. So Safenet’s authentication service eliminates the needs for any kind of hardware token insurance who can actually do the one time password on user’s cell phone and takes the expense away from capital expense to the operational expense.

Gupta further states, “We offer the whole range of authentication token at our end and we have the highest security tokens and lower security tokens, the beauty is that all of these tokens can work with the same service so one need not have to have a heterogeneous implementation but can implement one solution based on the require-ments. For example, if one works with a very highly sensitive projects then that person requires very high secure authentication and if another person works in a very normal standard project then there is no requirement to have a high security authentication, one password is enough.”

Safenet sell all their products through NetApp channel, so the company empowers channel partners with technical and sales from the security standpoint but the commercial interac-tion is done by NetApp. Customers, consultants and VARs or VADs are key components of go-to-market strategy, so Gupta says that “the VAR and VAD side is exploring this year because of our focus on storage secure and authentication as a service.” Though channel partners are always there to facilitate customers from relation stand point but still Safenet engage themselves with the customers to address the right need.

Besides the entire NetApp channel partners explore new opportunities for Safenet as they are very much aware of the customer’s need.

FINALLY...Being a US$350 million company globally, Safenet expects 2013 to be a fruitful year. In terms of product, Safenet claims to be the No.1 vis-à-vis the competitors in AGSM and in authentication PKI token. But the company remains untouched in individual banking infrastructure due to the lack of bandwidth which becomes barrier in reaching bank directly but according to Safenet this barrier will no longer exist by virtue of their affords on the commercial enterprise. ë

Genpect now requires solutions to fulfill those security orders conducted by GE, so Safenet with their product portfolio help implement those requirements.

Another e-commerce payment company, Pay U also implements Safenet’s security solutions because they offer services to all their customers and store all their credit card information at Pay U servers which relieves customers from repeatedly filling the same information. Now

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Brocade HyperEdge Architecture organizations to harness the productivity gains and competitive edge that mobility, cloud-enabled services and new applications can offer. The new features include Cen-tralized Access Point (AP) management, Distributed

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increase performance. Intelligent wireless APs attach directly to the wired edge domains to provide secure wireless connectivity without overloading the wired infrastructure. All traffic is managed within the HyperEdge Domain, thus eliminating the

need for complex legacy protocols such as Span-ning Tree Protocol (STP) and controller-centric tunneled wireless traffic. HyperEdge Domains can be scaled together and seamlessly integrate with a legacy campus network infrastructure.

KEY CAPABILITIESn Distributed Services: The advanced features and services of premium campus switches are extended to entry-level switches within a single HyperEdge Domain, Pre-mium Brocade ICX campus switches can be added to existing Brocade ICX stacks in a HyperEdge Domain n Consolidated Manage-ment: As a single logical unit comprised of multiple devices within each Hyper-Edge Domain, configuration network management and maintenance updates become faster and simpler through dynamic sharing of software images and network policies with fewer management touch points. n Distributed Access Point (AP) Forwarding: Mobile traffic is secured and directed at the network edge, not tunnelled back to a central controller, thereby preventing controller bottlenecks to deliver higher performance and reliability along with seamless mobile connectivity.

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HP Moonshot system is the second-generation server from HP’s Project Moonshot. This new class of server is engineered to address the IT challenges created by social, cloud, mobile and big data. HP Moonshot servers are built from chips more commonly found in smartphones and tablets, which allow the servers to deliver reduced energy use and a high-density footprint, all at a significantly lower cost.

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KEY CAPABILITIESn Uses up to 89% less energy, 80% less space and costing 77% less, compared to traditional servers.n The HP Moonshot 1500 Chassis has 45 hot-pluggable servers installed and fits into 4.3U. The density comes in part from the low-energy, efficient processors. The innovative chassis design supports 45 servers, 2 network switches, and supporting components.n This shared, federated approach saves energy and cost. But just as importantly, it enables extreme scale-out without a corresponding increase in complexity and management overhead. Network fabric is integrated into the system and shared to reduce cabling. n To increase efficiency, every component above the processor level—elements including power, network fabric, and HP Integrated Lights Out (iLO) management—is pulled into the chassis to be shared among all the servers. This saves both power and cooling costs.

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