sme channels february -2011 issue

SME BIZ /22

Cisco: Blurring the Lines Between Business and consumer Technology

SME CHAT /36

Cyberoam: “Committed to Maintaining its No.1 Posi-tion”

SME BIZ /34

Norton: It’s no more Heavy and Pricy

Check Point Positioned in the Leaders Quadrant /12PLUS

VOLUME 01 | ISSUE 12 | FEBRUARY 2011 | RS. 20/-

www.smechannels.com

india’s first IT magazine for sme business

/26

If any company wants to grow in India, the first hindrance is power supply. They have to arrange their own power supply. That is probably the reason why Genset, UPS and inverters are growing very fast.

GENSET, UPS AND INVERTERSTHELIFELINEOF BUSINESS

of

TOP ENTERPRENEURSOF THE

IT INDUSTRY


WATCH OUT FOR THEANNIVERSARY ISSUE

TURN TO PAGE NO. 21 FOR MORE DETAILS

1

cover.indd 1 2/21/2011 10:49:59 PM

Advts.indd 2 2/17/2011 7:33:55 PM

Advts.indd 7 2/17/2011 7:39:30 PM

GUEST TALK /44

Western Digital: The Best of Both Worlds!

SME CHAT /42

Astaro: “We will Introduce Layer 7 Control for the Mid Market”

PARTNER CORNER /46

Modi Infosol: Moving from Products to Solutions: The way to Grow

Samsung Focuses on Education Segment /16


PLUS

VOLUME 01 | ISSUE 12 | FEBRUARY 2011 | RS. 20/-

www.smechannels.com

OVERALL RATING

GIVING MORE INCENTIVES TO

SMES

EDITORIAL

SANJAY [email protected]

After the happiness of January, February is a month of slump. The budget is about to come. On top of everyone’s mind is inflation and price rise all across product categories. The Finance Minister of India, Mr. Pranab Mukherjee will undergo a tremendous pressure from all the sectors. As Dil Mange More for every consumer and enterprise, the FM has to open his bag to everybody. The GST and DTC (Direct Tax Code) has to be implemented with its due deadline.

From the SME market perspective, we will surely wish and request the finance minister that he should understand the pain points of the SMEs and act accordingly. SMEs are the backbone of the country’s economic growth but their problems are finance and taxation. We would recommend that the FM should bring out special banking and finance policy for the SMEs. Secondly, they should be given tax holidays for at least two years. Like the universities, they should be given a special status while importing the equipments for their business. In land acquisition, electricity, internet, the SMEs should be treated differently than the large enterprises. Therefore SMEs should have their own special economic zone, where they can find equal status organization.

One should remember that Indian SMEs are partnering with global players such as Airbus, Boeing and government agencies in a bid to pick up complex engineering projects that are being outsourced. These include building aero structures for next-generation aircrafts to unmanned combat air vehicles (UAV) and robots.

Therefore, in each of the government and defence procurement, there should be special provision-ing for the SMEs.

In 2010 union budget, the Finance minister had announced a fund of Rs. 2400 crores towards Micro Small and Medium Enterprises (MSMEs) in India but this time the amount should go much higher as the economic condition this time is much better. Another important point is: education sector – especially the vocational education should be given more importance than earlier as the semi-skilled workforce are more relevant to the SMEs than the highly-skilled labour.

Before I end, I would like to express my gratitude to all SME Channels well-wishers as we have com-pleted one year of our operation. It’s been long one year but we with your encouragement and support, we are able to bring out 12 editions on various issues related to SMEs. I wish you support us for many years to come. Since in March, we will bring out our Annual Issue, I would like you to support us in content and enjoy reading SME Channels magazine.

WD My Book Live MY EXPERIENCE

SPECIFICATIONS

Unlike the external storage, it comes with

networking port and connects with the

networking devices.

FINAL WORDING

With a price point of Rs.7,699 for 1 TB and

a warranty of 3 years, it is worth investing

for your home networking. If not today,

the home makeover for entertainment or

networking is going to happen very soon.

IF YOU WANT to bring a new look to your personal or home entertainment space, WD My Book Live is just the right product. It pro-vides a seamless set-up for centralizing a home digital media. The drive presents an easy and secure way to consolidate movies, music, and photos in one location while providing conve-nient access to digital content from multimedia devices in the connected home.

Users can also play music and videos stored on their drive in iTunes, as well as view their digital photos on their iPhone, iPod touch and iPad with the swipe of a finger through the included WD Photos application.

SME CHANNELSFEBRUARY 2011

4

Edit.indd 4 2/21/2011 10:48:25 PM

Advts.indd 12 2/19/2011 10:18:44 AM

contents

FEBVOLUME 01ISSUE 12

COVER

STORY

Genset, UPS and Inverters: The Lifeline of Business /26


Publisher: Sanjib Mohapatra

Editor: Sanjay Mohapatra

Executive Editor: Smruti Chaudhury

Copy Editor: Neil D’Souza

Design and Development: Ravi Kumar

Visualizer: Manas Ranjan

Lead Visualizer: DPR Choudhary

MARKETING

Senior Manager: M Raj

Executive- Marketing: Rajat Kumar

Circulation and Printing: Panchanan Bhoi

SALES CONTACTS

Delhi 6/101, Kaushalya Park, Hauz Khas

New Delhi-110016

Phone: 91-11-46151993 / 9313891660

E-mail: [email protected]

Bangalore Subrat S

NO.661, 10th Main, 5th cross, 4th Block,

Koramangala, Behind Old Maharaja,

Bangalore-560034

Phone: 9886107294

Mumbai Hemal Shah

B/14, Neel Ashish

92, J.P.road, Andheri (West)

Mumbai - 400058

[email protected]

Kolkata S Subhendu

BC-286, Laxmi Apartment, Kestopur

Kolkata-700101

Phone: 9674804389

EDITORIAL OFFICE

Delhi: 6/102, Kaushalya Park, New Delhi-

110016, Phone: 91-11-41055458

[email protected]

Bangalore 136/ 9, Ground Floor, Eden Crest

Apartment, Grape Garden, Ejipura

Vivek Nagar PS

Bengalore-560047

[email protected]

Printed, Published and Owned by Sanjib

Mohapatra

Place of Publication: 6/101-102, Kaushalya

Park, Hauz Khas

New Delhi-110016

Phone: 91-11-46151993 / 41055458

Printed at Karan Printers, F-29/2, 1st floor,

Okhla Industrial Area, Phase-2, New Delhi

110020, India.

All rights reserved. No part of this publica-

tion can be reproduced without the prior

written permission from the publisher.

Subscription: Rs.200 (12 issues)

All payments favouring: Accent Info Media

Pvt. Ltd.

SME BIZCisco /22Blurring the Lines Between Business and Consumer Technology

Norton /34It’s no more Heavy and Pricy, It is Really Pungent

Panda /40It is Now or Never

SME CHATCyberoam /36“Cyberoam: Committed to Maintaining its No.1 Position”

VMware /38“2011 will continue with CIO’s focusing on maximizing ROI”

Astaro /42“We will Introduce Layer 7 Control Designed specifically for the Mid Market”

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

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

Case Study: Tally ~~~~~~~~~~~~~~~~~~~~~ 20

Tech corner: Huawei ~~~~~~~~~~~~~~~~~~ 33

Guest Talk: WD~~~~~~~~~~~~~~~~~~~~~~~ 44

Partners Corner ~~~~~~~~~~~~~~~~~~~~~ 46

Security Forecast: Kaspersky ~~~~~~~~~~~ 47

Products ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 48

Guest in Town ~~~~~~~~~~~~~~~~~~~~~~~ 50

more inside


6

2011india’s first IT magazine for sme business

Contents.indd 6 2/21/2011 10:51:01 PM

Advts.indd 6 1/23/2011 10:12:04 PM

Iomega launches SuperHero to Protect iPhone UsersIomega enables millions of iPhone users by offering Iomega SuperHero Backup and Charger. iPhone users who have suffered the loss, theft or

damage of their iPhone know what it means to suddenly lose their vital contacts and one-of-a-kind photos because they didn’t regularly sync

their iPhone with iTunes. For less than Rs. 4499, the new, first-of-its-kind Iomega SuperHero Backup and Charger does away with all that

Safeguard Your Electronics with Belkin Surge Protector Belkin announces that its surge protectors come with a lifetime warranty and the company will replace any Surge Protector that is defective or expires after protecting any electronic device, free of charge. Researchers proclaim that around 53% of the equipment failure can occur due to extreme lighting or power failure. If the surge or spike is high enough, it can inflict severe damage on equipments. Belkin Surge Protectors are suitably made to face such voltage fluctuations and spike. Belkin India, has enhanced the approach on delivering excellent cus-tomer service support standards with its unique Connected Equipment Warranty (CEW); they will repair or replace any equipment damaged by a surge, spike or lightning strike while properly connected to a Belkin Surge Protector, up to the maximum value up to INR 100,000/-. Belkin’s Surge Protectors are available in Gold, Superior, Home and Economy Series with 3, 4, 6 and 8 out sockets between a price range, that varies from Rs.505/- to Rs.2002/-.

anguish by automatically backing up contacts and photos on an iPhone (or multiple iPhones) every time you charge the phone.

“Our internal research and personal experiences tell us there are many iPhone users across the globe who have their entire lives on their phones and yet they rarely ever plug their phone into their computer and back it up,” said Praveen Sahai, Director of Sales - India & SAARC, Iomega. “With the Iomega SuperHero Backup and Charger, if disaster strikes they can restore their contacts and photos to a new iPhone by simply docking it in the SuperHero and selecting the restore button. For millions and millions of busy iPhone users, Iomega’s SuperHero Backup and Charger is the ideal alternative to a frantic cry to all your Facebook friends to resend the contact info because you lost your phone, never being able to retrieve those unique photos on the phone. Iomega has created an inexpensive, practical insurance policy for every iPhone user that values the data on their phones as much or more than the phone itself.”

The new Iomega SuperHero Backup and Charger will be avail-able by 14th February 2011


8

SNIPPETSfor more log on to smechannels.com

PRODUCT | CHANNEL | PC & LAPTOP | DATA COM

snippets.indd 8 2/21/2011 10:52:01 PM

Advts.indd 11 2/17/2011 8:35:39 PM

SOCOMEC Strength-ens its India Presence Socomec has launched two new UPS products Masterys IP+ and Modulys Green Power. These two products will add to its existing wide range of products available in India targeting the industrial and in the IT Data Centre Modular expansion requirements. Socomec offers UPS in the power range spanning from 550 VA TO 5400KVA.

Modulys Green Power is introduced in line with its commitment to develop innovative solu-tions to improve energy efficiency and minimis-ing impact on the environment and Masterys IP+ UPS which is engineered to power and protect industrial equipments.

The Masterys IP+ range is available with ratings of 10-80 kVA for three-phase models, and 10-60 kVA for single-phase models, with scalable power and the facility to use up to 6 units in parallel. In all cases the various models are perfectly able to handle unbalanced and non-linear single-phase loads.

HP Launches Hybrid Cloud Solutions

HP launches a suite of new products and services that enable businesses and governments to leverage the power of the cloud while ensuring they meet required levels of security, performance and availability. The new HP Hybrid Delivery solutions provide the benefits of enterprise-grade cloud computing, while meeting the specific needs of businesses and governments.

“Cloud computing is going mainstream and HP is leading the way,” Durgadutt Nedungadi, Director-Sales, HP Enterprise Business, HP India. “HP has the enterprise experience, breadth of portfolio and global service delivery organization to lead our clients through this transformation.”

Jupiter brings ASRock Sandy Bridge Mobos Jupiter International introduces ASRock P67 / H67 series Sandy Bridge LGA 1155 mother-boards. ASRock believes that their latest moth-erboard can “explore next-generation computing performance” with advanced technology. Mainly targeting at the DIY computer market, the P67/H67 platform also strives to meet various needs from entry level to advanced users.

Considering USB 3.0 is becoming a trend, ASRock implements XFast USB technology on all P67 / H67 motherboard series. ASRock’s XFast USB is currently the fastest USB transfer in the world, which can boost up USB 3.0 speed up to 97.7% faster. Further, the Premium Gold Caps on ASRock Sandy Bridge boards are 100% made in Japan.

NETGEAR Does a Multi-City Training ProgramNETGEAR organises a seven city training program for the channel partners from 10th February to 26th February 2011. Christened “SMART IT”, the training program is focused on Managed Switches, Storage, Managed Wireless product solutions as well as new home product solutions, etc. This program is designed to train NETGEAR existing and new partners for the next generation technologies. NETGEAR also have planned a series of launches for the Indian Market in this financial year (2011-12).

NETGEAR trains their existing and new partners on the innovative solutions including Next-Gen Switches, Storage and Business wireless product solutions, which offer capabilities like Virtualization, Cloud Computing, Mobility, etc.

“In 2011, we plan to move the IT B2B business to

the next level by having a comprehensive product offering across Mobility, Display, Computing and

Printing segments.”RANJIT YADAV

COUNTRY HEAD – MOBILE AND IT, SAMSUNG INDIA

ELECTRONICS

MY POINT

Techcom enters into Karnataka Market Techcom announced their entry to one of the major states in South India – Karnataka. The company is penetrating with the range of mobiles from Rs. 1500 to Rs. 4000, with the business focus to reach mass market with innovative and stylish phones. The launch of the phones mark yet another business milestone for Techcom as it brings forth a world-class range of hand held products within the reach of consumers. The new mobile devices represent a strategic move for Techcom towards becoming a leader in the ‘mobility market’ in Southern India, by building upon its core competency of providing quality products at affordable rates.

Speaking at the event, Sandeep Kumar Kedia, Director – Mobile Business, said, “Techcom’s new handsets are in sync with the company’s history of innovation and commitment towards bringing affordable quality products to life. Karnataka is one of the strongest markets for mobile phones and we have been receiving positive response from the same. With deeper penetration of mobile telephony into semi-urban and rural areas, the market is slated to grow further. We aim to sell about 1.25 lakh units in the first year in Karnataka and around 2 million units in India.”

“We are looking at a strong network of distributors with an aim of establishing at least 1 distributor and 1 service center at each district. We have a pan India presence in terms of our offices and distribu-tors and will be looking at adding over 40 distributors and almost 1000 retailers in Karnataka by 2012,” he added.


10

SNIPPETS

snippets.indd 10 2/21/2011 10:52:09 PM

Advts.indd 9 2/17/2011 7:40:06 PM

neoteric to distribute Kingston SSD DrivesTo enable the consumer to take advantage of this cutting edge technology which has no spin-up time, seek time, or rotational latency, resulting in faster system boot times and application load times, Kingston has appointed neoteric infomatique ltd. as National Distribu-tors to capitalise on its reach to be available in the B, C and D Class Cities and to penetrate in their SI partner base focusing on the enterprise segment.

“neoteric has always strived to bring the next-gen technologies to its partners and customers and SSD is one of them and with Kingston’s complete range of SSD’s for Servers, Worksta-tions, Desktops & Laptops, catering to the needs of System builders, Non-PC OEM Applications, Consumers, Enterprises & SMB’s we look forward to take to newer heights.“ said Mehul Kagalwala, neoteric infomatique ltd.

Mercury Xcell CasingsMercury unfurled its latest Xcell series of Computer Chassis. As the name suggests it’s an Xcellence series from Mercury, India’s one of the most admired Chassis brand. The Xcell series brings a range of new features and technology bringing a little glitz to the Chassis range available to Indian consumers.

Mercury Xcell casings have 11 new models wherein 2 models, Enigma & Maze, are with 3Dimensional Front Panel. It displays an amazing new look and feel to the regular Computer Casing. They are available in two eye-soothing colours of Violet and Sea-Blue.

Hip Street Appoints Global Infonet as ND Hip Street has appointed Global Infonet Distribution as one of its national distributors for its entire range of products.

“With a 30 branch nationwide distribution structure, with real time ERP platform and a team of experienced professionals to spearhead, Global Infonet Distribution will be fetching in right value as far as our distribution and channel objectives are concerned,” said Sandeep Ramani, Country Manager, Hip Street.

“Our reseller partners can expand their portfo-lio through addition of market leading Hipstreet products,” said Vishal Sopory, Executive Director, Global Infonet.

KASPERSKY LAB LAUNCHES SCHEME FOR CHANNEL PARTNERSKaspersky has designed a special win-win offer christened “Republic Day Bonanza” to reward its channel partners, this season. According to this buy and fly scheme, the purchase of Rs. 4 Lakh worth of Kaspersky Retail products from the platinum partners gives the buyer a chance to fly to Bangkok. This scheme is from the platinum partners.

The scheme is applicable for the Retail products (KIS, KAV and KSOS) products purchased from the registered platinum partners of the region. The platinum partners list can be obtained from Kaspersky lab channel managers or Sakri IT channel Managers.

Jagannath Patnaik, Director-Channel Sales said, “We want to share our success and reward our chan-nel partners, who have played a pivotal role towards bringing Kaspersky Lab, India on a growth path.” He further added, “This special offer has been designed to benefit our secondary level partners and we invite them to take active part in the scheme and give us a chance to show our appreciation to them,”

This offer is valid from Jan 23rd to Feb 10th 2011 for Indian resellers only. Also, to avail this offer the resellers have to take the full Rs Four Lakh purchases from a single Platinum Partner.

Om Nanotech Ties up with LS IndustriesOm Nanotech appoints LS Industries as its service providers in India. Under the terms of the agreement, the LSIL service centres will become direct links between the end users of Om Nanotech products and Om Nanotech.

Now the customers will be able to avail the benefits of the LSIL centers located almost at every nook and corner of the country. LSIL would also provide ongoing support and reliability through the use of genuine Om Nanotech products.

Atul Khosla, Director, Om Nanotech Pvt. Ltd., said, “LSIL has proven experience and a pan India presence and we are utilizing their broad reach and technical capabilities to manage our warranty.”

eScan Connect Kick Starts From this Month In order to reach out to its channel partners and resellers all over India, eScan Connect kick starts from this month. During the eScan Connect road show, the partners will be introduced to the latest innova-tions in the recently launched version 11 range of eScan solutions. eScan has also announced the “eScan Kharido Duniya Dekho” channel scheme for its partners for the last quarter of 2010-11. eScan also will be sharing its product and channel roadmap for the future with the channel community.

Through this program, eScan representatives will meet the partners in Tier I, II and III towns.

Check Point Positioned in the Leaders QuadrantCheck Point has been positioned in the Leaders Quadrant of Gartner’s Magic Quadrant 2010 for Unified Threat Management (UTM).

“As businesses expand so do the security needs. We have seen greater demand for Check Point UTM solutions in this region as more and more customers looked at upgrading their security posture.” said Bhaskar Bakthavatsalu, Regional Director – India & SAARC, Check Point Software Technologies. “Check Point UTM appliances are all-inclusive, turn-key solutions that include everything you need to secure your

network for customers looking to deploy secu-rity protections at the gateway, on a dedicated device, complete with centralized management, security updates and our award-winning customer support.”

According to Gartner, vendors in the UTM Leaders Quadrant are, “at the forefront of making and selling multifunction firewall products that are built for midsize business requirements. The requirements necessary for leadership include a wide range of models to cover midsize business use cases, support for multiple features, etc.


12

SNIPPETS

snippets.indd 12 2/21/2011 10:52:10 PM

Advts.indd 10 2/17/2011 7:40:40 PM

GIGABYTE Launches the No. 1 Choice Value Partner Program

GIGABYTE Technology has announced the launch of a trendy version of its popular quarterly GIGABYTE Value Partner Program (GVPP). Named ‘The No. 1 Choice – GVPP’. Effec-tive from February 11, 2011, the online Q1 2011 scheme is open only to

registered channel partners who buy GIGABYTE motherboards from the company’s authorized distributors and GIGABYTE Premium Partners.

To be eligible for the ‘The No. 1 Choice – GVPP’, partners need to be registered on the GVPP Website, http://event.gigabyte.com/india_reseller, wherein they have to enter the purchased motherboards’ serial and check numbers to earn reward points.

Rajan Sharma, General Manager, Marketing and Sales, GIGABYTE Technology India, said, “The main objective of the new scheme is to reward every partner, who are keen on promoting GIGABYTE motherboards.”

QNAP TO EMPOWER HOME, SOHO AND PROSUMERSQNAP launches the TS-x19P+ line-up of affordable Turbo NAS servers targeted primarily for home and SOHO users. The new models utilize Marvell’s new 1.6GHz embedded processor and include 512MB of DDRIII memory and Gigabit LAN ports, mustering up transfer rates exceeding 100MB/sec and offering a unique blend of performance and features at very affordable price points. The new models include the 1-drive TS-119P+, 2-drive TS-219P+ and 4-drive TS-419P+. With up to 8TB of networked storage, the TS-x19P+ series NAS servers combine an attractive industrial design, outstanding performance, consumer-friendly features, and above all, legendary QNAP quality and reliability.

QNAP’s new TS-x19P+ models are easy to attach to an existing home network and provide easy file sharing between PCs, Macs, Linux, and UNIX-based computers. QNAP’s TS-x19P+ NAS servers can also provide automatic backup of all computers on the network, host websites, record home security surveillance video from IP cameras on the network, be a UPnP-compliant media server, and act as a stand-alone file server for BT/FTP/HTTP and eMule downloads.

Said Kerman Rana, Director, Business Development of QNAP Systems, Inc., India., “Whether you are a home or business user,you no longer need to sacrifice performance for the sake of saving energy. These new models offer home and SOHO users many of the advanced networking features found on our higher-end NAS servers, making the TS-x19P+ series an incredible value for the consumer.”

EXECUTIVE MOVEMENT

R Manikandan has joined

HP India IPG team as

Director – Inkjet & Web

Solutions, Imaging and

Printing Group.

EMC Appoints Vinod Sadarangani As its

Chief Architect Global

Services, for India.

Novatium appoints An-

urag Agrawal as CEO of

India Operations.

Kiran Bhagwanani has

joined Datacraft India

as CEO. With over two

decades of experience

in the Indian IT market,

Kiran brings proven IT

Industry, General Management and Organi-

zation Transformation capabilities.

Raj Kumar Rishi joins

Samsung India as Vice

President and head for

Audio Visual business.

INDIA PC MARKET ACHIEVED 16. 2 PER CENT IN Q4 2010ACER, DELL, HP AND LENOVO, THE TOP 4 VENDORS, REPRESENTING 49.1%PC MARKET SHARE (PERCENTAGE OF SHIPMENT)

Note: Data includes desk-based PCs, mobile PCs, including mini-notebooks but not media tablet such as the iPad.Source: Gartner (January 2011)

15.8%HP 13.0%

Dell

10.7%Acer

7.8%HCL

9.6%Lenovo

43.1Others

The combined desk-based and mobile PC market in India totalled nearly 2.7 mil-lion units in the fourth quar-ter of 2010, a 16.2% increase over Q4 2009, according to Gartner, Inc. This growth rate was more than five times the worldwide PC market’s growth average in the fourth quarter of 2010.


14

SNIPPETS

snippets.indd 14 2/21/2011 10:52:14 PM

Advts.indd 12 1/23/2011 10:17:47 PM

Trend Micro Launches Reward Programme

Samsung Focuses on Education Segment Samsung India unveiled its ‘Smart solutions’ for the education segment - latest display solutions and customized applications on the Galaxy tab that make the classroom experience more interactive and ‘smarter’. The new display solutions are an intrinsic part of Samsung’s IT B2B business portfolio and the

Company is seeking to give a strong fillip to this business by integrating its IT and HHP B2B solution marketing this year. The Company today announced the launch of Interactive e- Boards that are designed to revolutionize the classroom experience for students and teachers alike.

In the first phase roll–out, Samsung focuses on 9 cities including Delhi/NCR, Chandigarh, Mumbai, Kolkata, Pune, Bangalore, Hyderabad, Chennai and Ahmedabad.

ASUS Graphics Cards with Dual Fan DesignASUS has launched an entire range of DirectCU II-enhanced graphics cards that include the latest technologies from both AMD and NVIDIA GPU rosters. On the AMD side, ASUS offers the HD 6970 and HD 6950 graphics cards with DirectCU II while for NVIDIA, the GTX 580, GTX 570 and new GTX 560 Ti all ship with the advanced cooling technology.

Distributed by Rashi Peripherals, the products are priced in-between a price range of Rs.16000/- and Rs.37000/- (excluding taxes).

DIGESTSILICON POWER GUNG HOAfter immense success in Russia, the Gfk Group,

Silicon Power is now one of the Top 3 brands in

Russia’s USB flash memory storage market and

is, according to its management, a step closer to

achieving a global status of top tier supplier in

this particular industry. In India, Silicon Power is

planning its development centeres in a network

of countrywide service branches. As of January

2011, the company has launched its operations by

opening a new Service Center in Delhi, with more

following soon in other major areas, such as

Maharashtra, West Bengal and Karnataka.

MICROSOFT OFFICE WEB APPSMicrosoft India has announced the availability of

Office Web Apps in India. The users can access

Office Web Apps, the online companions of Micro-

soft Word, Excel, PowerPoint and OneNote, for

free using their Windows Live ID on the SkyDrive

or Hotmail. This will allow them to create, view,

edit, and share Office documents from anywhere

with an Internet connection. Office Web Apps

provide consistent formatting of a document with

full images and footnotes, table borders and text

effects to the user.

ECS ACTS ON INTEL ERROR As per message from Intel on Jan 31st 2011

that they have discovered a design error of

Intel 6 Series chipset, ECS has sprung to action

immediately. The company has announced that

customers who already purchased ECS P67/

H67 chipset motherboards may or may have

encountered either issues of Serial ATA (SATA)

ports degrade performance or a fail detect on

SATAII only of Intel B2 stepping chipsets, and

which only 5% out of all would occur problem

like this in a long rough 3 years run without

having data damaged as per Intel’s message.

SIMMTRONICS ROADSHOWS VIA Technologies and Simmtronics Semiconduc-

tors announced the successful conclusion of their

first round of channel roadshows held in major

cities in the North, East, and West of India to

promote the launch of their comprehensive range

of green computing products based on power-

efficient VIA pc-1 platforms. Representatives

from hundreds of leading System Integrators,

Distributors, and Resellers attended the events.

WATCHGUARD TRAININGWatchGuard has organized a two day XTM Multi-

function Firewall Partner Training Program from

1st and 2nd February 2011 in New Delhi. More than

25 key partners from North India had participated

in the training program. The company will also

be organizing XTM Multifunction Firewall training

programs for partners in other zones as well. The

two-day program included hands-on training.

LG LAUNCHES ULTRA SLIM LED MONITORLG Electronics launches its ultra slim LED Monitor. The innovative LG E90 monitor is said to be the slimmest to date at just 7.2 mm in depth.

This new addition in the already exciting range of exclusive monitors, LG E90 LED monitor range is all set to provide more fun and entertainment for its consumers than ever before. With 1920X1080 Brightness, 250cd/m2 Contrast Ratio Mega Viewing Angle of 170/160 and Response Time of 2ms GTG, LG has once again proved to be a creative thinker. The E90 allows consumers to easily watch action movies or sports because with the response time of just 2 milliseconds, the monitor’s display remains clear and bright even during fast-moving action sequences.

Following the trend of giving a new experience to its consumers, the monitor is built with LG’s Image Booster software that enhances the quality of steaming content from various video sites.

Along with providing a compelling experience with its splendid design, the LG E90 monitor places the power supply and the socket connecting the monitor with the PC on the back of the stand, an innovation called EZ cabling. With the reduced footprint offered by its light weight and slim size, the E90 manages to reduce both energy consumption – as much as 40 percent less than conventional CCFL-backlit LCD monitors. This monitor is available at a price of Rs 16900/-

Trend Micro introduces the ‘Trend Reward Program’ for its Small Business Partners’ sales staff. The scheme is applicable to the sales persons of the partners on Worry Free Business Security and Office Scan product line up.

“We have been acknowledging the contribu-tion of our partners towards the growth of our business in India through various initiatives. We have introduced the particular reward program to

acknowledge our channel partners sales persons efforts and help them to achieve targets and enjoy the benefits in a better manner,” commented Amit Nath, Country Manager, India & SAARC, Trend Micro.

The scheme is valid from Jan 1, 2011 to March 23, 2011. According to the scheme, every Sales Person gets rewarded and he can earn up to Rs.12, 000/- in a single deal of 100 users.


16

SNIPPETS

snippets.indd 16 2/21/2011 10:52:19 PM

Advts.indd 3 2/17/2011 7:34:33 PM

WD introduces its new My Passport Essential portable hard drive, My Passport Essential SE portable hard drive and My Book Essential external hard drive. All three drive families come in a variety of capacities and offer lightning-fast USB 3.0 connectivity. Highest industry capacity is another

key feature for the My Book Essential, which is now available in 3 TB capac-ity, in addition to 1 and 2 TB capacities. Equipped with WD SmartWare visual

backup software for automatic, continuous backup, these drives provide users the extra space they need to store or back up all of their digital

memories, such as high-resolution photos and videos, along with music and other critical files, all in one place.

WD DELIVERS USB 3.0 3 TB EXTERNAL HDD

Strontium Appoints Redington Strontium has appointed Redington as its National Distributor for its DRAM

and Flash products. Redington will help Strontium Technology appoint, enable and drive business through its Value Added Partners across the tier 1, tier-2 and tier 3 cities in India. This distribution strategy will enable Redington to engage their sales and presales resources across various offices in these cities who would work as an extended arm for Strontium Technology.

Ajay Kogta, Country Manager, India Sub-continent, Strontium Technology, said, “Since Redington has its presence in all market territories, this tie-up shall facilitate our distribution and channel objectives. We expect supply chain management facilities from our national distributor.”

S.Selva Nayagam of Redington, said, “With our strong presence and solution-centric approach, we are determined to accelerate Strontium’s reach in the Indian channel market”.

Technocrat Infotech to open 25 branches by 2012Technocrat Infotech plans to open 25 branches across the country by 2012.The plan envisages providing greater reach to its existing and future partner brands. The company already has a presence in 9 cities with Pune, Indore and Lucknow opening shortly.

In the last few years Technocrat Infotech has added a number of marquee names like ADATA, Gigabyte , G Data and others to its list of blue chip clients. With a vision to emerge amongst the Top 10 IT distributors in India and sustain the growth momentum, Technocrat Infotech is bringing substantial changes and building organizational capabilities to better service its partner brands. The expansion of the distribution network is a step in that direction.

ViewSonic Appoints Aveco as NDViewSonic appoints Aveco as their National Distributor for Projectors. With this partnership Aveco will distribute the entire range of projec-tors from ViewSonic.

Aveco Technologies, with its experience of nearly two decades in the AV distribution business, is expected to give a new high in the sales of the projectors of ViewSonic. With a network of over 500 dealers in Pan India and its special efforts in the Education & Government sector, Aveco will help in boosting the sales of the ViewSonic projectors in Pan India.

Talking about this strategical alliance, Mr. Kuldeep Ramaiya, National Sales Head, ViewS-onic Technologies Limited, said, “We are looking forward to a great boost in sales of our Projectors as Aveco is one of the most trusted names in the AV distribution. We are expecting the Education industry to be targeted at large for our interactive projectors through this partnership”.

Sandeep Jain MD, Aveco said, “With This Strategic tie-up with a world renowned Brand in the DLP Technology space, we expect to storm the Indian market.”

NetApp partners with Hexaware to provide a flexible and easy-to-manage secure multi-tenant storage environment. Hexaware’s Cloud Service, titled RAINMAKER, is designed to provide IT-as-a-Service (ITaaS), Infrastructure–as –a Service (IaaS), Platform as a Service (PaaS) and Storage-as-a-Service (SaaS) to users, and will be provided via NetApp’s secure and multi- tenant storage solutions and VMware’s vCloud Director. This is also the first implementation of VMware vCloud Director for cloud services on NetApp storage in India.

Cloud computing is gaining ground rapidly in today’s business landscape and storage is increasingly emerging as the first stop for businesses making their journey into the Cloud. Hexaware Technologies will now be able to build a scalable and efficient shared IT Infrastructure for future growth.

NetApp Enables Hexaware to Deliver Cloud

Services


18

SNIPPETS

snippets.indd 18 2/21/2011 10:52:19 PM

Advts.indd 6 2/17/2011 7:39:08 PM

TALLY.ERP 9 ENABLED CUADRA INSTRUMENTATIONTally.ERP 9 is an amazing product. It’s flexibile and user friendly.

Cuadra Instrumentation was established in 1983 in Sangli, Maharashtra. Initially the company was manufacturing tem-

perature indicators. After getting feedback from market and after learning the market requirements, the company entered into medical equipment field in 1987. Initially baby Incubator controllers were manu-factured and then in 1988, the company started manufacturing muscle stimula-tors. Thereafter with the help of strong R&D efforts, Cuadra started manufac-turing of PH meters, EC meters, Surgical diathermy, IFT, Ultrasound therapy units, Apnea monitors, Heartbeat monitors and ECG monitors. For development of above products, the company has procured state of the art equipments like Tektronix digital oscilloscopes, YOKOGAWA temperature Calibrators, Surgical diathermy analyz-ers, ECG simulators, 8051 Emulators, C Cross Compilers from KEIL Germany, etc. The company has its own technical library which includes approximately 500 data books and reference manuals worth Rs.4 to 5 lacs. Every year, Cuadra adds data books and reference manuals worth Rs.25,000/-, and the company requires nearly 3000 types of components.

BUSINESS CHALLENGESTo keep watch on levels of the compo-nents was impossible. The company was unable to place orders well before the component bin was getting empty. Similarly, to work out the production cost was not so easy. The company was unable to track the purchase orders and fulfil supply of the material. Whenever Cuadra received bulk orders, the authorities were unable to judge whether its existing stock is sufficient or not. They were unable even to measure monthly consumption of par-ticular components.

AJIT PACHORECMD, CUADRA INSTRU-MENTATION, SANGLI

“Tally.ERP 9 has fea-tures more than what I was expecting. Imme-diately I purchased the product. It solved my inventory problems.”

RESULTSl Ease of use

l Ease of Implementation

l Enhanced inventory management

To get solution to the above prob-lems, the compay tried some local made accounting/inventory software. But it never satisfied them. Then Cuadra intended to buy software from standard companies. But those companies were not ready to modify the software as per the company’s requirement.

SOLUTIONIn the meantime, Mr. Ajit Pachore, CMD,

Cuadra Instrumentation, was in touch with some Tally users. To see the trial, he borrowed a Tally.ERP 9 software copy from his friend and tried. But he noticed that he could not satisfy his require-ments regarding inventory. Eventually he came across Ultimate Infotrade Pvt. Ltd., a Master Tally Partner in Sangli. He was sure that the Tally.ERP 9 software brought by Ultimate Infortrade for demo too will not satisfy his needs. But, still he

CONTACTTally Solutions Pvt.

Ltd.

AMR Tech Park II,

No. 23 & 24,

Hongasandra,

Hosur Main Road,

Bangalore – 560

068.

India.Tel +91 80

66282559; Fax +91

80 30228775; www.

tallysolutions.com


20

CASE STUDY TALLY

Case Study-Tally.indd 20 2/21/2011 10:53:14 PM

allowed Ultimate Infotrade to give a demo. After the demonstration of the product, Mr. Pachore realised that Tally.ERP 9 was an amazing product.He found it as a flexibile and a user friendly software.

Pankaj M.Shah, Director, Ultimate Infotrade Pvt. Ltd. says, “It was wayback in 2007 when we got a call from Mr. Ajit Pachore, the CMD of Cuadra Instrumentation. He requested for a demo on Tally. He was using a local made cus-tomised software to meet the basic requirements of Inventory Management, for all other needs he was using Excel.”

“He was asked to approach us through his engi-neer friend and a manufacturer of electrical com-ponents who also has been successfully utilising Tally to a maximum level with our support. He was convinced with the demo given by our Direc-tor Mr. Girish Rathi and immediately asked to install the Tally Multi User license and insisted for Training and Implementation support,” he added.

Pankaj maintained, “All their staff were well acquainted with the local software and bringing

them on Tally platform was truly a hard task. With proper implementation of Accounts and Inventory modules and also utilising default Tally features for generating statutory returns, was an admiring and amazing experience for the Cuadra Team.”

Ultimate provided them the customised Inven-tory Report to view the availability of raw material stocks and to plan for initiation of production of orders received. This helped them very much in communicating with the customer the exact time of delivery and maintained the schedule accordingly. They have been using Payroll very effectively and the CMD admits, it has saved lots of clerical work and time of his staff. The inbuilt mailing facility in Tally.ERP 9 has reduced the cost of courier to a good extent and helped the fastest communication with customer, with early recov-ery track record.

Ajit said, “Tally.ERP 9 has features more than what I was expecting. I purchased the product immediately. It solved my inventory problems. Now we can judge the movement of particular

components. I can judge the monthly require-ments of the components. In case of bulk orders, we can find out fast whether our inventory is suf-ficient to complete the order.”

BENEFITSNow, VAT challans of Cuadra Instrumentation can be prepared using Tally.ERP 9. As the orders are prepared through Tally.ERP 9, they can be directly emailed to the customer. The concerned person is able to save a lot of money, which was previously paid to the courier.

The company could also get a lot of analysis reports. Cuadra could track out the idle inven-tory parts. At the same time, it became very simple to provide information to VAT authorities and income tax authorities. These information reports can be easily generated using Tally.ERP 9. So in totality, Tally.ERP 9 proved to be an effective tool to enable the entire company by saving a lot of cost and time, which ultimately enhanced pro-ductivity of the workers and business processes.

BOOK YOUR COPY NOW

of

TOP ENTERPRENEURSOF THE

IT INDUSTRY


WATCH OUT FOR THEANNIVERSARY ISSUE

CONTACT: (for Editorial) Sanjay Mohapatra <[email protected]> 91-11-9910097969(for Advertisement) M Raj <[email protected]> 91-11-9313891660

March 2011

ISSUE HIGHLIGHTS

INDUSTRY PERFORMANCE OF 2010

GREAT INDIAN CORPORATE SUCCESS 2010

1ST ANNUAL ISSUE

SME BUZZ /26

Need for Collaboration Today is Higher Than Ever...

SME CHAT /18

Avaya Connect Launched to Empower Channel Partners

SME CHAT /16

SME segment Continues to be key focus area for IPG

Symantec relies on 4 point agenda for business growth. /05PLUS

ARE

FOR THE SMEs?

YOUREADY

Time has come to change the artitude and hand hold them to create a major impact /20

VOLUME 01 | ISSUE 01 | MARCH 2010 | RS. 25/-

www.smechannels.com


Cover.indd 1 3/17/2010 7:09:18 PM

SME BIZ /32

SMBs can make the elephants dance

SME CHAT /38

“Hitachi GST’s Vision is to Lead the Industry”

SME BIZ /18

Mantra is to go Near Customers

IBM invests in developing Rajasthan Market /16PLUS

VOLUME 01 | ISSUE 03 | MAY 2010 | RS. 25/-

www.smechannels.com


Partners need to advise customers to go for right UTM than giving them solution as per their budget. It is a matter of business continuity than mere technology acquisition! /26

UTM TO BE

SECURITY CONCERNS

PANACEAFOR SMEs

Cover.indd 1 5/19/2010 8:42:41 PM

SME BIZ /22

HP: SMEs Need Storage solution not technology

SME CHAT /32

IBM: Invest more in IBM Technologies and Reap High Benefits

SME BIZ /35

Tikona: Buck the trend to create a niche

HP Rolls out an Expansive Marketing Campaign /08PLUS

VOLUME 01 | ISSUE 06 | AUGUST 2010 | RS. 25/-

www.smechannels.com


High cost of power tariff and exorbitant cost/rental of the real-estate has made every technology innovation to be green by design. When it comes to computer display products, the same thing is happening. /26

1

FAT IS OUTTHIN IS IN

cover.indd 1 8/20/2010 10:30:15 PM

GUEST TALK /46

Five ‘i’s Can Change Your Business by 2020

SME CHAT /40

In 2010, partners will be offered a better growth path

SME BIZ /36

Oracle: Bigger is Better for SMEs

Check Point offers Multi-Domain Management blades /10PLUS

VOLUME 01 | ISSUE 07 | SEPTEMBER 2010 | RS. 25/-

www.smechannels.com


Actually, green computing is

a practice of environmentally

responsible use of computers

and related resources.

1

GREEN

PRACTISING

ARE YOU

/26

cover.indd 1 9/21/2010 7:30:16 PM

INDEPTH /22

Server Virtualization is way forward for SMEs

TREND SETTER /38

Cloud computing heralds its entry

GUEST TALK /42

Social Media an effective marketing engine for SMEs

At `25,000, HP ProLiant MicroServer is too Hot for SMBs /18PLUS

VOLUME 01 | ISSUE 08 | OCTOBER 2010 | RS. 25/-

www.smechannels.com


The mission and vision of the country to be

the super power by 2050 is well on its way. 1

/30

BOARDEDINDIA BUS?

HAVEYOU

cover.indd 1 10/20/2010 9:51:01 AM

SME BIZ /24

Xerox: Innovation and Strong Heritage Helps to succeed.

TREND SETTER /45

SanDisk: SanDisk endevours to educate about Flash Storage

GUEST TALK /50

Jamcracker: How Green is your IT

Canon Unveils Affordable Colour Printer for SMBs /18PLUS

VOLUME 01 | ISSUE 09 | NOVEMBER 2010 | RS. 25/-

www.smechannels.com


1

Very recently, this sector gets a great support from the US President Barack Obama, who expressed his views on SMEs that ‘Indo-US economic relations would stem from the SME sectors’ and this was in the priority list of his discussion. /28

SECURITYSURVEILLANCE

SMEs TO CATALYZE

MARKET GROWTH

&

cover.indd 1 11/19/2010 10:33:34 PM


21

TALLY CASE STUDY

Case Study-Tally.indd 21 2/21/2011 10:53:20 PM

2010 was a year of great expectation for all of the enterprises. The anguish

and pain of 2008-09 had faded into the air. The technology vendors had seen

business coming in. The old and postponed projects were given go ahead.

Moving with this line to 2011, it is expected to be even bigger year.

BY SMRUTI [email protected]

From Cisco perspective, 2010 was a busy year, which had seen many new technologies and new products being introduced to the market along with fantastic growth for the

Unified Computing System (UCS) with the ship-ment of the 30 millionth IP phone in October 2010 only.

Patrick Mathias, Vice President, Sales – West, Cisco India, says, “Globally, the network is becom-ing all-pervasive and is poised to transform as one of the primary utilities of the 21st century. Today, network applications are diverse and all pervasive. An increasing awareness on the transformational role that network connectivity can play has set the tone for the growth of the networking market in India. Increasing PC penetration along with the boom in the ITeS and BPO markets has also con-tributed to this growth. “

He predicts that Video is the new voice. By 2013, video will make up more than 90% of all internet traffic. With the popularity of YouTube and launch of easy-to-use end consumer products such as Flip, video traffic will continue to grow at an exponential pace. The public demand for high quality video content on-demand will be one of the greatest growth drivers in the coming decade.

He says, “Technology will play a major role in helping the public sector in India modernize and streamline operations to improve efficiency. The government is making significant investments in the National e-Governance Plan (NeGP), to cover projects including automation of land records, tax, driving licenses, passports and common ser-vice centers. This is coupled with increased public sector spending on data centers at both the central and state levels.”

Convergence has long been talked about as one of the key aspirations of the network. He added, “In 2011, we have the capability to realize the dream with better networks and smarter devices making it possible to communicate, access con-tent and collaborate faster than ever before.”

It is predicted that 2011 will also see the blur-ring of the lines between business and consumer technology. Consumers, used to the flexibility with their own personal devices will expect the same functionality when they’re at work. And likewise, 2011 will also see enterprise technology becoming adapted to the home environment such as consumer telepresence and at-home energy management with smart meters.

Similarly, Cloud computing has been one of the most talked about phenomenon in the recent

BUSINESSBLURRING THE

AND CONSUMER TECHNOLOGY

LINES BETWEEN

Year of

Operation

: 1984 in USA

India

Headquarters

: Bangalore

Key People : Naresh Wadhwa, President

and Country Manager, Cisco

India & SAARC

Direct

presence

: 7 locations

Key products : Switches, Router, Enterprise

Security Solutions, WLAN,

Enterprise Telephony, IP

PBX, Physical Security and

Building systems, Optical

Networking, Network

Management, etc.

Website : www.cisco.com/in

FACTS ABOUT


22

CISCOSME BIZ

SME Biz_Cisco.indd 22 2/21/2011 10:53:55 PM

PATRICK MATHIAS, VICE PRESIDENT,

SALES – WEST, CISCO INDIA

“By 2013, video will make up more than 90% of all internet traffic.”

and messaging solutions are fast gaining traction as productivity improvement tools among small and medium enterprises. To help further improve productivity, Cisco will launch enhanced IP telephony tools to incorporate computing capa-bilities. We will also introduce “virtualization in communication” from the first quarter of calendar year 2011.

Cloud computing: As cloud matures in the market-place, we can expect more revenue oppor-tunities, shorter time-to-market, and a richer set of applications and services. We will witness more powerful development capabilities, accessible even to non-technologists. Cisco envisions the next era of IT ecosystem where the networked cloud transforms the way we live, work, play and learn.

He added, “Our approach to cloud is to maxi-mize customer choice and industry innovation. In concert with our partners, we provide platforms, solutions and services that leverage the network platform to: speed time to capability and business impact; achieve transformational agility and effi-ciency; unlock more effective collaboration with employees, customers and partners; and enable others to build advanced functionality and offer innovative services.”

Cisco underlines four core beliefs about the future of cloud i.e 1. Adoption will be motivated initially by cost and agility, 2. The network plat-form is required to deliver on the full promise of Cloud, 3. Multiple approaches are required to accommodate diverse customer objectives and 4. Innovation will flourish across the IT industry.

Collaboration: Cisco expects collaboration to drive the next wave of increase in productivity. Collaboration technologies (unified communica-tions, videoconferencing, TelePresence, Web 2.0 applications) and mobility solutions (solutions that enable users to access the network irrespec-tive of his/her location, solutions for mobile work-forces) will be the areas of focus. The integration of data, voice and video with mobility over the network has led to the development of technolo-gies like TelePresence and digital media which have greatly enhanced the collaborative experi-ence. In addition, Unified Communications and its component technologies are speeding-up busi-nesses on their path to going green while reducing carbon-heavy overheads.

Data Center/Virtualization: Data Center consolidation will be high on every leader’s agenda to ensure optimal utilization of existing resources and assets. Virtualization will play a big role in the near future as IT organizations morph into a more services management framework. Cisco’s virtualization vision is to aggregate siloed pools of storage, compute, network, operating

past. However, to date, most conversations about cloud computing has been around what kind of business benefits it will bring to the enterprise in terms of cost and flexibility. In 2011, Patrick expects to see the discussion move from theory to specifics and launch of new technologies that will address deployment, access and new models of consumption for the end customer.

Until now, the green movement has focused on what each individual can do to reduce their environmental footprint. In 2011 and the coming decade, the focus will shift towards a more community-led effort. Technology that can sup-port the initiative is here and we will continue to see new innovations that can further acceler-ate the momentum. Initiatives, such as Cisco’s Smart+Connected Communities show what can be achieved when government and private business comes together. Smart Grid solutions for transmission and distribution automation, security, business and home energy manage-ment, as well as smart meter communications can help save huge amounts of energy by facilitating accurate distribution as per demand. This benefits both the energy sector as well as business and resi-dential customers.

He said, “On the telecom front, the advent of

3G, broadband connectivity and the ‘last mile access’ in India has given the much needed impe-tus to the mobile and mobile value added services (VAS) market. Increased bandwidth will help improve the quality of video services which will in turn spur the growth for collaborative technolo-gies such as TelePresence.”

As with the cloud, virtualization was one of the key enterprise buzz words of the year. More spe-cifically, desktop virtualization, which separates a personal computer desktop environment from a physical machine, will see high rates of adoption by the corporates as it will enable them to manage resources more efficiently while at the same time scaling down the cost of operations.

With all the trends in the market, Cisco is lead-ing the transition to a network-centric technology environment globally. The key technology areas of focus for Cisco include:

Video: Cisco believes that there will be a ‘video’ explosion in homes and businesses as it is increasingly becoming the most important means by which we communicate and share information. Cisco bets on video applications for enhanced growth in the internet protocol (IP) telephony business in India. Unified communica-tion systems including IP phones, conferencing


23

CISCO SME BIZ


systems, and applications, into unified, shared resource pools linked with an intelligent unified fabric.

In 2010, post the slowdown, markets were trying to get a firm foothold. Cisco’s outlook is optimistic on 2011 and the company is look-ing forward to the emergence of new market demands. Cisco definitely sees a rise in demand in the forthcoming year, especially from the SMB market for ICT infrastructure.

Patrick says, “We have identified 30 market adjacencies which will create new avenues for developing new technologies and architectures. Some of these adjacencies we have identified are smart connected communities, physical safety and security, smart grid / power etc.” Cisco will focus on these adjacencies and will tie-up with partners which will be able to offer architectures for these market demands. Cisco will also enable partners to meet these demands with various certification and training programs and identify-ing transformation partners such as Accenture, Mindtree, L&T etc.

The company will also concentrate on creating new business models and market routes by sign-ing up with Service Providers and MSPs which include telcos, ISPs and large service providers by tapping their existing client base and gauging the current market requirements.

As a channel driven organization, building a robust channel pipeline becomes an extremely critical segment for Cisco to extend its reach and awareness in the metros as well as the tier II and

III cities in India. To this end, the company has evolved its go-to-market strategy for this fiscal year.

Cisco’s global strategy was primarily focused on the networking domain, and the partner program was designed around this approach. But over the last four quarters, Cisco has changed its focus to three architectures – Collaboration, Virtualization and Borderless Networks and market adjacencies which are expected to be the growth drivers going forward. In line with this, the channel and strate-gic alliance groups have been merged into a single unit, rechristened the Partner Organisation. “With this new focus, we expect to address a market that has increased manifold into several new areas and verticals and help expand our partner eco-system beyond the traditional networking domain,” he added.

Cisco also made changes to its commercial business strategy. At the heart of this shift is the basic need to drive coverage in an increasingly competitive landscape by effectively support-ing the partner network with better, richer, and faster offerings. The new partner - led strategy has resulted in the seamless integration of Cisco’s Go-To-Market and the Cisco sales team, with the partners becoming an extension of the company’s sales force. In the Small Business segment in par-ticular, a more scalable virtual touch model has been implemented in order to reach lower end partners and deliver more route-to-market spe-cific messaging.

As part of the realignment of Cisco’s Partner

organization, they have categorized their partners into 5 levels, each catering to a specific business objective and market segment:n Gold and Silver Partners – These form the

largest chunk of India partners, and contribute to about 75% of revenuesn Managed Services or Service Providers –

These partnerships include telcos and large ser-vice providers with whom Cisco will work going forward n Architecture-led Partnerships – These are

focused on creating coverage for the adoption of the three identified architectures; borderless net-works, collaboration and virtualization n Transformational Partnerships – These part-

nerships will focus on the new market adjacencies that have been identified by Cisco and will seek to extend reach through them n Distribution Partners – Cisco’s distribution

and disti-led partners are now being approached with a renewed vigour, and several programs have been launched to drive their reach in Tier 2 and 3 cities

Finally…As the market is turning more aggressive, vendors are banking upon their partners to play a crucial role by taking technology to the customers and explaining them about the role of that piece of technology or product. From Cisco perspective, it is the same. They expect the same kind of support that its partners extend to them what they have given during the tough times.

CISCO’S MAJOR MILESTONES FOR 2010DATA CENTER ARCHITEC-TURAL STRATEGYCisco expanded its data center product

and services portfolio and evolved its

data center architecture to accelerate

IT innovation, increase business value,

and support new business models such

as desktop virtualization and public/

private ‘clouds’.

BORDERLESS NETWORKSCisco announced new products and

services across all the functional

elements of its Borderless Network

Architecture — the switching, routing,

security, and wireless portfolios. Some

of the notable additions were the

highest-performing and high-density

Catalyst switch, Adaptive Security

Appliance firewall and compact ASR

1000 router in their classes; new entry-

level 802.11n wireless access points for

smaller businesses; and new, enhanced

smart services offerings. Additionally,

a new network service was announced

to accelerate application performance

physically and virtually (Application

Velocity Network Service).

NEXT GEN INTERNETCisco announced a major advance-

ment in Internet networking - the Cisco

CRS-3 Carrier Routing System (CRS)

- designed to serve as the foundation

of the next-generation Internet and set

the pace for the growth of video trans-

mission, mobile devices and new online

services. With more than 12 times the

traffic capacity of the nearest compet-

ing system, the Cisco CRS-3 is designed

to transform the broadband communi-

cation and entertainment industry by

accelerating the delivery of compel-

ling new experiences for consumers

providing new revenue opportunities

for service providers, and new ways to

collaborate in the workplace.

VIDEOVideo is moving out of TV sets into our

everyday world, pervading our environ-

ment and radically changing how we

communicate at home and at the enter-

prise level. With the acquisition of Tand-

berg in April 2010, the launch of Umi, the

home telepresence system and updates

to the Flip camera, Cisco continued

to strengthen its video strategy in the

enterprise and consumer market. For

the enterprise, Cisco introduced excit-

ing innovations around pervasive video,

desktop virtualization, and the new col-

laborative workspace in November 2010.

CISCO CIUSOne of the key launches in 2010 from

Cisco that surprised everybody is the

Cius – the android based tablet built

for business which supports mobile,

cloud computing, HD video, business

process and collaborative applications.

It is designed to help organizations

capitalize on the value of mobility by

enabling anywhere, anytime access to

important business features. The tablet

will be available early March 2011.


24

CISCOSME BIZ


National Distributor

National Distributor

Advts.indd 4 1/23/2011 10:10:25 PM

India’s power problem is really endemic. The more the population grows, the more the power shortage happens. Even if the government has taken many measures - including privatizing the sector, offering

subsidies, bringing regulation, but the scenario is not changing much. On the other hand, with the irregularity of the rainfall and under utilizing alternative resources, the condition is becoming worse. Today, the scenario is that in most of the industrial clusters, the organizations are arranging their own source of power including generator, UPS, Inverter, etc. Though the country’s power generating capacity has stood at 165,000 MW by December 2010, the Transmission and Distribu-tion (T&D) loss is about 33%, which is higher than the global average, which is why the consumers and enterprises are not able to get adequate power. Thus it has helped the power back up industry to grow immensely- in particular generators, Invert-ers, UPS, Servo Stabilizer, etc. are growing year on year.

Today, the country is moving towards an econ-omy driven by the power of information technol-ogy and technology products or hardware require clean and uninterrupted power. Apart from the power supply, there is requirement of clean power for the IT infrastructure. So alternative power source is must for the enterprises. If there is surge or flicker in the power, there is every chance that the device including PC, notebooks, sensitive hos-pital equipments, etc. will start malfunctioning, which will surely tell upon the performance of the equipments and reduces the performance of the IT workers.

Pratik Chube, Country General Manager, Product Management and Marketing, Emerson Network Power in India, says, “The UPS segment alone is worth approximately Rs 25 Billion INR. It is difficult to put a number to the fragmented Inverter segment considering the presence of a large number of local unorganized players. I expect growth in revenues to be range bound between 9-11% in 2011.”

Deepak Sharma, Director Sales, UPS Business, Delta Group, India, says, “The power backup sector is crucial for business continuity of Indian corporate. This highlights the tremendous oppor-tunity the market offers for UPS manufacturers, that addresses more the commercial and indus-trial segments, to expand. The boom in datacen-ters, ITeS, entertainment, banking, healthcare, and telecom has led to an increase in demand for UPS systems. The future of the UPS market seems quite promising, as it finds application in indus-tries as varied as telecom, process & industrial automation, IT, electronics & electrical, banking, SMBs, and several other industries.”

He added, “The year 2009-2010 saw the indus-try netting revenues to the tune of INR 36 billions. However, the overall industry revenue was esti-mated at INR 39 billions. Revenue wise : Industry grew by 11 % a raise of over 5% over the last fiscal of 2008-2009. Volume wise : Industry grew by 20% over previous year. Of the total revenue of 39 billions, Online UPSs accounted for 89% while


BY SANJAY [email protected]

GENSET, UPS AND INVERTERSTHELIFELINEOF BUSINESS


26

COVER STORY POWER

Cover_Story.indd 26 2/21/2011 10:54:39 PM

SINGLE LINE: THE INDIAN UPS MARKET IS EXPECTED TO WITNESS

A CAGR OF 13.4 PERCENT UP TO 2014.

MAJOR TRENDSl In the enterprise UPS market, people want to

embrace new technologies at par with world-

wide trends.

l Transition from transformer technology to

transformer-less technologies is evident

throughout different verticals.

l The customer also expects that the equip-

ment should be designed to match their load

power factor.

l Increase in the online UPS demand for mis-

sion critical applications and a shift of interest

from distributed UPS (micro range) towards

centralized UPS.


27

COVER STORYPOWER


Offline / Line interactive UPSs accounted for nearly 11%.”

Kunwer Sachdev, MD, Su-Kam Power Systems Pvt. Ltd., says, “Out of the total enterprise UPS market, top brands contributes 60% where as local brands contribute 40%. Similarly, Home Inverter (1-3KVA) Segment including batteries account for approx. Rs. 8,000 Cr. or Rs. 80 billion. Out of which top three brands contribute around INR 2,500 Cr. Whereas local brands and grey market contributes INR 5,500 Cr.

However, Rakesh Malhotra, Founder & CEO, Luminous, says, “The overall market pie is Rs. 20000 Crores Approx. This year, the biggest opportunity will lie with the semi urban and rural areas, which are yet to be tapped.”

Anil Munjal, Director & CEO Riello PCI India Pvt. Ltd., says “India UPS Market is pegged to reach $1,316.5 million in 2014. The growing need of e-commerce, the evolution of data centres and the ever increasing number of servers have all increased the need for having a well addressed Power continuity Industry.

As per Frost & Sullivan, Government, Infra-structure, Education, Power & Gas and Oil verticals are investing heavily in mission critical physical infrastructure whereas Traction from IT/ITES has been a bit sluggish. Telecom investment came to virtual standstill last year as consolidation became the norm of the day – an inevitable neces-sity for physical passive infrastructure sharing that is expected to generate demand from the sector in the future.

Apart from these verticals which is actually driving the run rate business of power backup market is the SME sector. The SME market for power continuity is estimated to be worth approx 30% of the IT spends in the country. Looking at this potential market, most of the vendors have adopted strategy and bringing necessary changes from time to time.

Pratik says, “For the SME and SOHO segment, our R&D is constantly evolving smaller and

micro range of UPS systems that would enable greater uptime resulting in value for their invest-ment. Also, with improved telecom infrastructure and penetration of cyber cafes, UPS usage has increased in these sectors.”

Deepak agrees that SME is the biggest market for entry level online UPS, primarily 1-7kva, this market has been growing year on year and should continue to grow in the coming times also. He adds, “Our channel partners have helped us increase our breadth and depth in SMEs. And we shall continue our focus on SMEs, we have already planned a lot based on our expectations from SMEs.”

For Luminous, SMEs also play a major role in the overall market pie. Rakesh says, “But there are several other verticals that play a significant role as well, especially pertaining to the household requirements. However, we have big plans to tap the SME segment with customized offerings.”

For Microtek also SME is a major sector. But Manoj says, I do not agree that SMEs are the larg-est buyers but yes they are one of the important buyers. On the other hand, domestic consumers are the largest share holders of this market.

Power back-up market in India, unlike in the West, is a macroscopic market. There are national, regional, and local players, both in the branded and unbranded segment of power back-up sys-tems. These vendors sell most of the products that is require for the market including inverters, Gensets, UPS, servo stabilizers, cooling solutions, etc. However, clearly, it’s the UPS that holds a major share in the power solutions market. India has more than 300 players in the power solutions space including, APC by Schneider Electric, Eaton, Emerson Power, Socomec, Delta Power are the major players, which are basically the MNCs. Apart from them Indian players including Numeric Power, Luminous, Microtek, Uniline, Su-Kam, etc. are the Indian majors. However, companies like Tripp Lite, DB Power, Aplab, E&C, , Hi-Rel, HiTA, TVS-E, PCI, BPE, ElNova, Elent, etc. are also making a very good business. The notable thing is that GE has also entered into UPS segment. It may not be so interesting for Indian companies but surely the MNCs operating here will take a note of it.

When the established player including Emer-son is gung ho about the opportunities coming from the Indian market at the same time they accept that India opportunity surely attracts mul-tiple players – global as well as local – giving rise to healthy competition. As a technology leader Emerson Network Power recognizes that the key to customer satisfaction and their long-term suc-cess is to anticipate customer needs and develop new technologies & innovative solutions that provide our customers with a distinct competitive advantage.

Pratik adds, “Our widely-recognized edge in technology, proven track-record of delivering custom fit products to enable business critical continuity, market reach and strong after-sales support elevates Emerson to a class of its own. We are market and technology leaders in every prod-uct category that we operate in.”

He added, “We plan to capitalize on the evolved CIO mindset by augmenting our product offer-ings through Up-selling and simultaneously enriching channel skill-sets. To leverage our broad range of offerings apart from the deep-seated

“FOR THE SME AND SOHO SEGMENT, OUR R&D IS CONSTANTLY EVOLVING SMALLER AND MICRO RANGE OF UPS SYSTEMS THAT WOULD ENABLE GREATER UPTIME”PRATIK CHUBE, COUNTRY GENERAL MAN-AGER, PRODUCT MANAGEMENT AND MARKET-ING, EMERSON NETWORK POWER IN INDIA

“WE HAVE BROUGHT FREEDOM FROM POWER PROBLEMS TO MILLIONS ACROSS INDIA AND IN 70 COUN-TRIES ACROSS THE GLOBE.”KUNWER SACHDEV, MD, SU-KAM POWER SYSTEMS PVT. LTD.


28

COVER STORY POWER


Advts.indd 4 2/17/2011 7:34:49 PM

Power/cooling segments will be Emerson’s call to action. A new range of IT offerings and solutions, added by virtue of recent acquisitions like Avo-cent, Aperture, Chloride, and DB would further help us strengthen our go to market strategy. We’re looking at organic and inorganic means to expand our market reach, and will leverage existing part-ners to sell new solutions and new partners to sell existing product lines.”

Delta UPS focuses on Efficiency and Reliability. Delta aims to provide right solution at right time with its 24/7 service spread across the world. As per Deepak Sharma, Delta continuously strives to develop innovative and technologically-advanced products. Delta products’ superior quality meets all the challenging demands of the market.

Rakesh says, “For Luminous trust is the key USP. It has been built over a period of more than two decades with consistency and dedication towards consumer satisfaction.”

If one compares at today’s power solution market with some years back, the overall market pie has increased and an overall shift from un-organized to organized sector has happened. New markets are opening up and are ready to be tapped, most of the growth coming from tier 2 and 3 cities. The biggest risk is not to utilize these opportunities properly.

Su-kam is credited with the largest number of patents filed for technology and design and has over 70 patents, 80 Copyrights and 38 trademarks to its credit. With nearly 2 technology patents filed every month, the company expects to file an impressive 100 technology patents by the year end. Su-kam has an in-built robust and strong quality system which covers all the products at various stages of development and manufacturing.

Kunwer Sachdev, says, “With a nationwide network of offices and channel partners, we have

brought freedom from power problems to mil-lions across India and in 70 countries across the globe. A continuing focus on quality and strict adherence to international standards has enabled Su-kam to export to various overseas markets across Asia, Africa, the Middle East and the Pacific region. Currently, 25% of the company’s turnover is made up of exports, and this is poised to rise exponentially in the years ahead.”

Most importantly, it has made further inroads into developing technologies aimed at tapping and storing solar energy and converting it for use in our daily life. Su-kam now offers customized Solar Integrated System which provides maxi-mum ROI to the end consumer in a short span of 2-3 years.

On the other hand, Riello claims its Aros UPS systems are the most eco sustainable and energy efficient UPS systems available in the market today. Riello / Aros UPS systems have obtained ISO 14001:2004 certifications which activate all

the procedures to reduce pollution and control the resources. Riello UPS is the first European manu-facturer to rate its products for ECO Energy Level efficiency. Riello / Aros UPS systems have been given the CE Mark (Communaute Europeenne) which certifies that our products have met Euro-pean consumer safety, health and environmental requirements. Riello Aros UPS systems are highly technical, reliable and best loaded UPS in the Indian Market. Riello Aros UPS systems are com-pact and designed ergonomically, they are easy to install, have the most advanced battery care system which optimizes battery performance, to help extend their working life and ensure that the UPS can deliver its full rated backup time when called upon in an emergency.

Anil adds, “The biggest challenge today is to make the UPS systems Eco sustainable which reduce energy consumption. We took this chal-lenge and have converted it into an opportunity with our Riello / Aros UPS systems. Next chal-lenge is to introduce energy efficient UPS for the single phase / single phase market, we are well prepared for it and are focusing our R&D on the same. Considering the adverse global energy crisis and mounting toxic waste problems we are also focussing on solar inverters. Our solar invert-ers are manufactured using the most advanced technology. They offer higher performance and efficiency with low running cost and increasingly functional design.”

Microtek is one of the oldest companies in India. Manoj says, “We always have provided user friendly and value for money range of products, backed by unmatched all India service network with more than 50 service centers and 305 ser-vice points. We have always adapted ourselves to changing times, that’s why we have launched a complete range of E2 internal battery and exter-nal battery ups with latest energy efficient tech-nologies -most suitable for the latest trend in the energy conscious environment.”

All these vendors - no matter how big or small - depend upon the channel market to sell the prod-ucts. These channel partners are either large deal-ers or specialized power dealers. These partners understand the market from the close quarters.

Amulya Nayak of ABS systems says, “With increasing power deficit and about 17% of demand supply gap in power generation, the power backup sector is crucial for Business con-tinuity of Indian corporate.”

He added, “Growth wise it has not been a good year for most of the majors with a few exceptions. One must be clear in mind that this is a very good performance considering the stiff competition and the squeezed margins in view of the global economic meltdown.”

“THE FUTURE OF THE UPS MARKET SEEMS QUITE PROMISING, AS IT FINDS APPLICATION IN INDUSTRIES AS VARIED AS TELECOM, PROCESS & INDUSTRIAL AUTOMATION, IT, ELECTRONICS & ELEC-TRICAL, BANKING, SMBS, AND SEVERAL OTHER INDUSTRIES” DEEPAK SHARMA, DIRECTOR SALES, UPS BUSINESS, DELTA GROUP, INDIA

“WITH INCREAS-ING POWER DEFICIT AND ABOUT 17% OF DEMAND SUPPLY GAP IN POWER GEN-ERATION, THE POWER BACKUP SECTOR IS CRUCIAL FOR BUSI-NESS CONTINUITY OF INDIAN CORPORATE”AMULYA NAYAK, OF ABS SYSTEMS


30

COVER STORY POWER


He maintains, “The market can be looked at in three different categories based on power ranges-upto 5 KVA, 5-30KVA, and above 30KVA. The smaller systems are sold primarily through channel partners, while large systems are supplied directly to end-users. The small-UPS market (upto 5 KVA) is about 50 percent of the total market at Rs. 900 crore. The medium and large categories are Rs. 450 crore each in terms of market size.”

Amulya also believes that the SMB space is also growing rapidly. A large number of small business units and shops are looking at adopting IT to sim-

plify their day to day functioning, reduce depen-dence on manual database management, and streamline their accounting processes. The most prominent sectors prompting growth in the UPS market are the SMB and SOHO segments. BPO sector, which is now spread across B and C class cities in the country, is creating major demand for enterprise-scale UPS systems. The market interest is changing from the technology point of view. In the enterprise UPS market, people want to embrace new technologies at par with worldwide trends. Transition from transformer technol-ogy to transformer-less technologies is evident throughout different verticals. The customer also expects that the equipment should be designed to match their load power factor. Other trends observed in the market are an increase in the online UPS demand for mission critical applica-tions and a shift of interest from distributed UPS (micro range) towards centralized UPS.

Emerson does its business through 70+ Enter-prise Business Partners (EBPs), 50+ Network Solution Partners (NSPs) and 2000+ Value Added Resellers (VARs). Emerson has long-standing relationships with its partners, and has taken mea-sures at regular intervals to innovate in its busi-ness for their benefit. Pratik says, “So we rely on these relationships, and encourage our partners to break out of the mould and adopt a ‘solutions approach’ towards the customers’ power needs.”

The company’s plan is to increase our channel base by 20% by the end of 2011. Efforts are always directed to identify right channel partners who have the knowledge and skill sets to sell our inno-vative solutions.

To support the partners in the market, Emer-son has a very well orchestrated marketing plan which is termed as ‘piercing arrow’ strategy as it involves a genuine agenda aimed at creating a win-win situation for the partners and Emer-son. He adds, “In simpler words, it is the ‘Ease of

doing business with Emerson.’ On an ongoing basis, we refresh our partners’ inventories rather than dumping them with a new inventory every month or quarter. Simultaneously, we train them on up-selling. As a result, partners are exposed to new suites of IT and Datacenter Infrastructure Management products and solutions that Emer-son has added to its portfolio by virtue of recent acquisitions. So we are adding immense value to our partner’s by business by first enriching their skill-sets, and then by introducing them to ‘new to market’ offerings.”

Like Every company, Delta has a distribution strategy for its product lines as per the market need and its segmentation. Deepak says, “At Delta, we strongly believe that our distribution network is our extension of the existence in the Indian market and any decision that affects the network should be taken in synergy with them in view of a long-term approach. This helps us to bring the transition or change in a lot easier manner and without any major roadblocks.” This very factor has fuelled Delta’s growth in India. Delta UPS specially 600VA to 30kVA is distributed through its national distributor: Global Infonet.

Delta also trains its channel partners to assist their customers on any technical queries. The company has product managers for all regions to manage, organize and arrange these trainings in each region. These product managers also manage the entire channel eco-system for their regions respectively. For the coming year, Delta’s plan is to expand channel base across Pan India. Delta’s marketing strategy is to reach out to maximum number of people. As a part of the strategy the company organizes regular seminars and events for the customers as well as channel partners. Also, in the current year, the company is planning for channel incentive program for the channel partners.

At Luminous, channel development is given topmost priority. The company invests a great deal in providing its channel partners with the best power products available in the market as well as training them how to get the best out of them. Rakesh reveals that Luminous wants to consolidate its channel network. Community development initiatives such as Leopard club and Platinum Club, for dealers and distributors respectively, have served as great platforms to acknowledge and commemorate the performing partners. As part of its marketing strategy, the company has roped in Sahchin Tendulkar as its brand ambassador. The cricket icon also goes well with the company’s ideology of trust, reliability, quality, consistency, longevity and highest sense of integrity.

Similarly, Su-Kam offers a huge opportunity for the channel partners as the company also has

“THE BIGGEST CHAL-LENGE TODAY IS TO MAKE THE UPS SYSTEMS ECO SUS-TAINABLE WHICH REDUCE ENERGY CONSUMPTION.”ANIL MUNJAL, DIRECTOR & CEO RIELLO PCI INDIA PVT. LTD.

“I DO NOT AGREE THAT SMES ARE THE LARGEST BUYERS BUT YES THEY ARE ONE OF THE IMPOR-TANT BUYERS. ON THE OTHER HAND, DOMESTIC CONSUMERS ARE THE LARGEST SHARE HOLDERS OF THIS MARKET.”MANOJ JAIN, VICE PRESIDENT, MICROTEK INTERNATIONAL PVT. LTD


31

COVER STORYPOWER


a diverse range of solar products. The company offers products like inverter plus generator which is the first of its kind product from Su-Kam. Also catering to the rural areas the company offers products like Pico and solar home lighting system. Therefore channel interest in the company is nat-ural. On the other hand, the company also offers the partners galore of incentives. Su-Kam initiated the unique concept of web based partnership pro-gramme “Club 100” for channel partners in the financial year starting April, 2010. This e-interface brings each and every channel partner across the country to the organization. The enlisted partners are given whole lot of benefits including strategic discussions with the top management, trip out-side India with family, etc.

Microtek sells and markets its products through a wide network of more than 12000 distributors and dealers across India. The company like others keeps on providing promotional schemes for the channel from time to time.

Unlike yesteryears, today, most of the com-panies are addressing the market with vertical product approach. Therefore you will see prod-ucts available specialized for the BFSI, Telcos, hospitality, etc. So, SMEs have been treated with royalty these days. All the products they get are meant for them. Emerson Network Power pushes its InPulse enterprise inverter, Liebert GXT-MT+ 1,2,3 kVA online UPS system, Liebert ITON 600 BX UPS and the Emerson Adapt Series Paral-lel Modular UPS (6kVA) to the SME market. Of course, the highlight of the range is the Optimize IT, or ‘datacenter within a rack’ as they like to call it. These products are built on Emerson’s Adaptive Architecture model. This translates into Adapt-ability, Scalability, and lowest Total Cost of Own-ership for SMEs.

Delta offers Agilon VX600VA, Amplon E Series (1-3kVA), Amplon N Series (1-3kVA), Amplon R Series (1-3kVA), Amplon RT Series (5-10kVA), to the SMEs.

Similarly Microtek gives Multi PC UPS and ONLINE UPS Systems to the SMEs. As per Lumi-

nous it has specialized products including Mini-max and Cracker range to cater to small shops as well as petty vendors. Its UPS LB+ and Bravo range (LX models) can take care of mid-sized requirements.

There is another issue that the market is facing that is cheap products from China and Taiwan. Although their number is coming down very drastically but the worry still persists. Anil Munjal of Riello says, “Owing to their poor product per-formance and poor services many Chinese & Tai-wanese brands have the luxury of quoting a very low price which is a cause of worry for most UPS manufacturers. However many companies like us do not compromise on quality of the product, we are in fact focusing more on our R & D efforts to make our UPS systems eco sustainable. With such high standards of products and services companies like us have realized that there is no point doing business by comprising on quality & sustainability of UPS systems. Today maximum clients demand superior quality and services so we definitely outperform the Chinese & Taiwan-ese brands.”

The answer to the cheaper products is the solid back up of service support and availability across the geography. Delta not only gives importance to pre marketing strategies but also post sales. Delta has 24/7 service support facility and service cen-ters spread across Pan India. The technical sup-port team provides on time and quick response to all the customers.

Similarly, Luminous’ support strategy is woven around complete customer satisfaction. Rakesh adds, “Our dedicated nation-wide service support network is always at its toes. Our service staff not only provides you with solutions to your power problems, but they are also trained enough to pin point what false practices you are following and guide you how to same maximum amount on your electricity bill.”

Su-Kam ensures that all its customers who have invested their money and believe in Su-Kam products should get the best of quality. Kunwer

adds, “The team at Su-Kam often starts off with an idea that seems impossible at first. They innovate, experiment, take risks and make sure to factor in consumer needs. And end up with yet another winning product. The employees at Su-Kam are marked by a passion for innovation, a commit-ment to technology and a deep understanding of the consumer’s needs and aspirations.”

After sales support and a good team dedicated for that purpose is the very vital and important for the company. Su-Kam relies heavily on customer satisfaction as it’s very necessary and essential for them to be aware of the customer’s feedback and opinions. Su-Kam has more than 200 service cen-tres and more than 10,000 dealers in India

For Microtek, there are more than 50 service centers and 305 service points in the country. As discussed earlier, SME segment is going to play a major role in the market, most of the vendors are of opinion that the contribution will be around 30-40%, which is very high compared to industry standards. Therefore, vendors need to bring out right product and price strategy for this segment.

One might wonder how to reach the SMEs? It is very simple as the same channel partners can make it happen for you but the vendors have to talk to the partners on a regular basis as it involvs time and cost. Therefore like many software com-panies and large hardware companies, the power back up vendors should utilize the potential of the internet. They should create dedicated part-nor portals as Emerson has done. Emerson has launched a partner portal and introduced unique features like scheme disbursement tracking tool, uploading sales data online etc. Around the close of this year, the company had introduced a new initiative, a unique proposition of editable eDMs for its partners that could be accessed from the portal. A partner simply has to download one and edit it as per his advertising message and the part-ners have found these tools really useful.

Finally…The power back up market is surely hot despite the weather fluctuation. Whether it rains or not, it does not affect the growth of the UPS and Inverter market. But the big question here if the power outage is for a longer time period how can the traditional systems perform. Of course there is answer. Most of the power backup ven-dors have started rolling out solar solutions. At this moment, it might be costing higher but with the economy of scale, that will be an ideal solution. Under the National Action Plan on Climate change, National Solar mission has set a target s to achieve about 20 gigawatts of solar power by 2022.

“FOR LUMINOUS TRUST IS THE KEY USP. IT HAS BEEN BUILT OVER A PERIOD OF MORE THAN TWO DECADES WITH CONSISTENCY AND DEDICATION TOWARDS CON-SUMER SATISFACTION.”RAKESH MALHOTRA, FOUNDER & CEO, LUMINOUS


32

COVER STORY POWER


NEXT-GENERATION MULTI-SERVICE GATEWAY SOLUTIONS FOR SMBS

TAD LEBECK CTO OF HUAWEI

SYMANTEC TECHNOLOGIES

A multi-service gateway is a viable solution that vastly improves upon the one-size-fits-all approach.

Information and communication tech-nologies (ICT) infrastructure is at a level of sophistication that has never before been realized. In theory, the capabilities of today’s ICT infrastructure level the play-

ing field and offer SMBs the means to directly compete with larger companies equipped with commensurate budgets. In today’s increasingly competitive business environment, SMBs strive to gain every advantage by utilizing remote sites and regional branches, and SMBs thereby need the requisite ICT equipment to function smoothly from multiple sites.

Gartner estimates that the average IT budget is around 3 percent of revenue. For a firm with less than US$1 million in revenue, this might only amount to US$30,000, and when it comes to purchasing the type of ICT equipment that allow SMBs to keep pace with larger companies, this level of spending does not go very far.

Some SMBs, however, reach a compromise in meeting their ICT infrastructure needs by relying on a variety of devices to gain access to voice and data resources. They purchase and utilize discrete equipment on an à la carte basis to accommodate a number of services including voice, wireless access, security, storage, routing, and email. This is not an efficient solution since it often involves using multiple methods of provisioning and man-agement and the products are, more likely than not, sourced from different vendors.

Not only is this an inefficient solution, but this approach is fraught with additional problems and challenges that result in an increased total cost of

ownership over the long run. Purchasing the nec-essary equipment constitutes a high initial invest-ment, managing multiple vendors is both time and resource consuming, ongoing maintenance and management costs are inherently uncon-solidated, and performance is suboptimal due to lack of conformity in form and function across the various products. An alternative method upon which some SMBs rely is a one-size-fits-all ICT solution that is essentially a scaled-down version of enterprise-level ICT infrastructure. This approach fails because the needs of an SMB vary greatly from the needs of an enterprise, and simply scaling down ICT infrastructure can com-promise functionality and performance.

What, then, is the answer for SMBs?A multi-service gateway is a viable solution that vastly improves upon the one-size-fits-all approach. Instead of merely cramming various functions into one device without regard to issues of complexity, scalability, and ease of manage-ment, this solution carefully incorporates each of these factors into its design and function. In fact, several vendors offer products that were designed from the ground up with SMBs specifically in mind. These products are simplified, easy to manage, and they embody a significant reduction in upfront and ongoing costs.

Huawei Symantec, for instance, offers the Secospace USG2000 BSR/HSR, a next-generation multi-service gateway solution that integrates security, routing and switching, wireless access,

and voice service functions. It is an all-in-one device that can provide IP routing and flexible network connections, and helps assure businesses of end-to-end security. Perhaps most importantly, the USG2000 BSR/HSR is scalable to best fit the needs of SMBs. For instance, it is compatible with a variety of internet access technologies, ranging from older technologies to 3G, and SMBs are able to use either the legacy technologies or the more advanced technologies without having to down-grade or upgrade the entire network.

HSR, which is a high-end security product of the USG2000 series, is able to ensure basic net-work security while also providing professional security functions such as anti-virus, invasion detection, and URL filtering. These functions combine high-quality performances with simple maintenance procedures, using Huawei Syman-tec’s global, real-time synchronization service.

The market has ably evolved to cater to the communication and security needs of SMBs. Multi-service gateways are not revolutionary, per se, but they specifically address the needs of SMBs. They enable the delivery of converged multimedia, data, and voice streams, and they are future proof, with allowances for additional services including hosted applications and con-tent delivery.

The notion of convergence has long been touted as the overarching solution for SMBs. Multi-service gateways are a true convergence product, and for SMBs who need to do more with less, they represent the ultimate communications and security solution.


33

PARTNER CORNER

Tech-corner_TAD LEBECK of Huawei.indd 33 2/21/2011 10:55:31 PM

Norton antivirus has a very long and strong history in India. But with the aggressive product and marketing strategy of the competi-tion, it had gone into a perceptual hibernation but not anymore!

BY NEIL D’SOUZA [email protected]

Solutions, Symantec, India, said, “Norton is one third of the entire Symantec business. Symantec is about US$6 billion Company and Norton con-tributes around US$2 billion. The brand has the majority market share globally and in India also it has the leadership position.

To understand the connection of Symantec and Norton, Symantec globally is divided into two parts – enterprise business and consumer busi-ness. So, Symantec is for enterprises and Norton is for consumers.

In India, Norton has taken some correct steps. For example, it has rationalised its chan-nel engagement. Today the company has a single distributor - Fortune Marketing under whom the company has 80 sub-distributors. Similarly, the company has brought out some revolutionary products.

In the channel structure, the company has moved to the nonexclusive sub-distribution structure. The 80 sub-distributors in the country have their presence in 180+ cities. The company has spread its reach to Tie - 2 & - 3 cities but this year, their wish is to move to Tier-4 cities. In addi-tion to that, from 2009 edition products launch onwards (today they have 2011 edition products), all the third party data indicates that Norton is

HEAVY ANDPRICY,IT’S NO MORE

IT IS REALLY PUNGENT

Security market in India is really hot! There is no global vendor left from having their presence in India. Unlike the past years, there is a high-level awareness about

the cyber security. People have understood the reality of licensed software. In this scenario, the first movers’ advantage is coming to those players who are present in the country since 90s. Norton is one such antivirus company whose India his-tory trails back to the 90s too. The dynamics of threat has changed from a fun to monetary gain. The virus attacks or phishing these days are not innocuous, they incur huge loss to the company or individual. Therefore, people have realised that free downloadable versions are no more useful for their defence. Secondly, the pricing of the anti-virus have come down with enhanced security options. In this phase of market evolution, Norton has kept on evolving. It has not only become light weight on PC but also the performance has been improved. After all, the product is coming from the enterprise legacy of Symantec. Globally Norton is very popular. It is one of the three larg-est used antivirus products in the world.

Speaking to SME Channels, Gaurav Kanwal, Country Sales Manager, Consumer Products &

Year of

Operation in

India

: 17 years

Turnover in

2010

: USD 6 billion (global revenue)

India

Headquarters

: Pune (R&D); Bangalore

(Sales); New Delhi

(Consumer)

Direct

Presence in

India

: Mumbai, New Delhi,

Bangalore, Chennai (R&D

centre) and Pune (R&D centre

and security response lab)

Key People : Gaurav Kanwal, Country Sales

Manager, India, Consumer

Products and Solutions; Ajay

Goel, Managing Director,

Symantec India, Shantanu

Ghosh, Vice President, India

Product Operations

Key products : consumer and enterprise

security, data loss prevention,

IT risk and compliance,

storage management and

backup

Website : www.symantec.com

FACTS ABOUT


34

NORTONSME BIZ

SME Biz_Norton.indd 34 2/21/2011 10:56:00 PM

good job for us with their 18+ offices across India.” The company likes to keep its channel moti-

vated through multiple activities. Gaurav says, “We have three managers who are known to each of the partners. We are accessible to our chan-nel partners at any point of time. Nobody is too big or small for us. All of them have our mobile numbers. Besides, we keep our channel part-ners incentivized.” Norton is probably the first company in the country who had started loyalty programme for the partners back in 2007. Earlier 2007, the company had started a programme called Norton Champs. Like a credit card use, every single box of Norton carries a point. The more boxes partners buy, they earn more points. So they keep accumulating those points and redeem from a gift catalogue with 300+ commod-ities. The catalogue offers products from deodor-ants to cars. It has been running successfully for last three years. Those points never expire. The partners are given user ID and password, using which they see their statement. Gaurav adds, “There are a lot of our channel partners who have redeemed point against motor cycles for their delivery boys.” The company also supports the partners on ground. For example, if there is any small event in very smaller place, Norton supports them to participate – of course through our local sub-distributors.

As far as products’ support is concerned, the company has 3 types of supports i.e. email sup-port, chart support and toll free support. The toll free number not only can be dieled from BSNL or MTNL numbers but also from any mobile and any other landlines.

Even though Norton’s success in India is very good but the company does have challenges in the market. As per Gaurav, it is not about volume of business as it has grown tremendously or even the pricing which is going down but the biggest chal-lenge is consumer apathy towards a good prod-ucts. He say, “A lot of people think an antivirus is an antivirus that will protect them but they should understand that Symantec has 13 security opera-tions centres. 100s and 1000s of security analysts are working 24/7 to protect consumers whereas many small companies with 50-100 people claim to protect computers, how is it possible?

Finally…No matter how popular Norton is in the Indian market but Gaurav understands that the con-sumers’ notion changes very fast. Therefore, his priority is to educate the customers in all possible means. That is probably why the company has Norton Inner Circle, which is an online commu-nity of very carefully chosen techies and influenc-ers of community.

high on performance. It should give the users best performance and should not have negative impact on the PC performance.

Gaurav says, “For 3 Years in a row, PassMARK has given us as the No.1 product for least impact on the PC performance. This has helped us to push our performance more and more. In 2011, Dennis Labs has named Norton Antivirus and Norton Internet Security as the only software to give 100% protection. These evaluations and benchmarking have been helping us to create confidence among the users.”

He added, “The Perception is moving away that Norton sits heavy on the PCs. Nobody has ever doubted the efficacy of Norton Antivirus but the perception that it is heavy on the PCs is also going away slowly.”

The evolution in the products has come out of the customers’ feedback. Gaurav adds, “We listen to our customers very intently. For example, people get annoyed seeing pop ups coming in their PC while doing some serious work but Norton understands it and does not bother them at all. It has been created to perform silently. It scans for virus when the PC is becomes idle, the moment you touch the mouse the scanning stops and waits for the time when the PC becomes idle. So, all of these things have helped us to make the consumers understand.” He added, “In addition to that, the threat landscape has changed so much. From PC, the threats have moved to internet, so consumers are becoming aware that they need security for their data. It is our responsibility as

the market leader to educate the customers more and more.

The number of activities and campaigns that Norton is doing is far more than the competi-tion. Apart from the media commercials, the company talks genuinely about security to end customers. He adds, “We have started cyber safety index where anybody can come in and answer the simple questions and it will give them a custom-ized report on what is the level of security they have in their systems. We also have run a contest to make it more popular. We have done a 20-col-lege T-Shirt design contest on the cyber security and uploaded it on to our website and asked people to vote for it. The top five designs were given prizes like laptops and Xbox, etc.”

Apart from the customers’ education, the com-pany takes channel education very seriously as they in turn educate their customers. Besides, the company feels it as their responsibility to tell the channel partners what kind of products Norton is selling and why they are selling these products. Gaurav says, “When we launched 2011 products, we did a 26-city road show and talked the part-ners about the changing threat landscape and availability of repetition-based technology, which is giving us more success in the market.”

In terms of channel engagement, Gaurav main-tains, “Every single outlet in Nehru Place, Laming-ton Road or SP Road is our channel partner. We reach out to them though our sub-distributors. We have close to 4000+ resellers available in 180+ cities. Our distributor Fortune Marketing is doing

GAURAV KANWAL, COUNTRY SALES

MANAGER, CONSUMER PRODUCTS & SOLUTIONS,

SYMANTEC, INDIA

“We have spread our reach to Tie - 2 & - 3 cities, this year our motto is to move to Tier-4 cities.”


35

SME BIZNORTON

SME Biz_Norton.indd 35 2/21/2011 10:56:01 PM

What are the elements driven Cyberoam to become No.1?

The elements driving Cyberoam to become No.1 in the UTM market include:

Ability to meet the growing requirements among SMBs and enterprises for comprehensive security: The network security scene is becom-ing more wide in scope because security threats are getting more serious. Despite the prevalence of dangerous threats, both small and large com-panies lack the resources to effectively handle security issues on their own, consequently, the demand for integrated security solutions are rising.

Providing User Identity in Security: All security solutions in the industry, except Cyberoam, can only trace the user movement only up to the IP address of a machine in case of a security breach. They struggle to know the real attacker or victim who is the human being. Cyberoam overcomes this limitation with its unique user-identity based security. This lets the organization provide user-based Internet access in accordance with his or her business need and trace ‘Who is doing What’ in the corporate network.

Price is important –Cyberoam has developed a knack of offering security solutions at a favourable

price so that the customer gets more cost ben-efits and higher ROI. It has successfully bundled its solution with more features than competing products, to give a higher cost advantage.

Building trust and value with partners: Partners carry our business forward. It is important to gain their trust and give them greater value with your alliance. Cyberoam believes in the maxim of “partner enablement” which is the core philoso-phy for its success in non-traditional markets.

Training and certification: Cyberoam helps its partners achieve and demonstrate compe-tence and gain industry recognition for skills, networking and security as well as in deploying, configuring and managing the Cyberoam CR appliances through its certification programmes viz. Cyberoam Certified Network & Security Professional, CCNSP and Cyberoam Certified Network & Security Expert, CCNSE - for which instructor-led training is provided on demand. CCNSP and CCNSE are thoughtfully designed to increase efficiency in maximizing the benefits of Cyberoam appliances not only for customers and partners, but also for the certified professional’s career.

After-sales support: For a security solutions vendor, the quality of support it provides can

mean the difference between ‘customer retention’ and ‘losing the customer base’. Along with efficient sales and smart marketing activities, efficient post-sales service is a competition barrier which ensures customers do not change their supplier.

What is next for you after this?Cyberoam is committed to maintaining

our current No.1 position and reaching for greater heights of success. This year, our core focus areas will be the large enterprise appliance security market, SOHO market, home appliance users etc.

What is your strategy to sustain this position?

The strategy to sustain No.1 position include:Better enterprise-class offerings – At present,

most Cyberoam security solutions target the SMB/SME segment with a limited enterprise suite. This is all set to change with the imminent launch of powerful, new security appliances which will address the unique business require-ments of large enterprises/MSSPs and enterprises with multiple branch offices.

Gaining MSSP Partners – Some Cyberoam partners will be upgraded to MSSP categories where they will manage multiple client installa-

“CYBEROAM: COMMIT-TED TO MAINTAINING

ITS NO.1 POSITION”

TUSHAR SIGHAT VP—OPERATIONS, CYBEROAM

(INDIA & SAARC)

The home-grown company - Cyberoam has recently named as Numero Uno UTM vendor by IDC. We remember the inception and struggle of the company in the Indian market that was

dominated by MNCs. But now, the company has not only dominated the Indian market, but has also spread across the globe. SME Channels spoke to Tushar Sighat, VP—Operations, Cyberoam

(India & SAARC) about the success mantras of the company. Excerpts


36

SME CHAT

Chat-Tushar Sighat-Cyberoam.indd 36 2/21/2011 10:56:43 PM

tions through a combination of Cyberoam UTM products.

Tying up with new system integrators – Cyberoam is trying to rope in globally recognized system integrators which have alliances with com-peting products.

Retaining excellent manpower – Today, Cyberoam has a gifted and highly experienced team of product, sales, pre-sales and marketing personnel who pack a formidable punch when creating a demand for Cyberoam products worldwide. Cyberoam has presence in almost all the major regions through its dedicated sales as well as presales person for that particular region who directly interacts with the local partners and customers. Such local presence helps significantly to increase our visibility and to give excellent pre-sales as well as post sales support.

channel strategy and efficient, after-sales support. We would like to thank our channel partners and customers for showing their confidence in an Indian UTM product.

How channel market has helped to you and how have you enabled

them?Partners carry our business forward. It is impor-tant to gain their trust and give them greater value with your alliance. Cyberoam believes in the maxim of “partner enablement” which is the core philosophy for its success in non-traditional markets.

Cyberoam’s channel partners including resell-ers and other solution providers play a major role in positioning our UTM appliances in the market, across various verticals. They work on the belief that there are huge opportunities due to rapid growth of the SMB sector and there is increasing security awareness. Cyberoam takes care of their margins and other profit

In keeping with the prospect of huge oppor-tunities, we have created large prospective client databases - enough information for partners to focus on. We closely operate with partners through regular roadshows, distribution meets and promotions in key channel media. Simplified partner functioning through automated pro-cesses, channel awareness, increasing customer support infrastructure are other key aspects applied to strengthen partnerships and helping them reach out to more of them.

Do you have any weakness that you want to over come?

Nothing that could be considered serious. We are confident in the growth of Cyberoam across Indian market. The network security market seg-ment this year has witnessed a growth of 21.6 per cent, taking the overall Indian network security revenue to Rs 900 crore. The revenue last year stood at Rs 740 crore. In India alone, the market for UTM appliances in 2009 stood at $42.25 mil-lion, $58 million in 2010 and is poised to keep growing at a steady CAGR of 30% over the next 3-4 years

What is your present turnover and growth expectation?

According to the data in the latest IDC India Quarterly Security Appliance Tracker for Q3, 2010, Cyberoam was the leader in UTM factory revenue with $2.71 million out of a total quarterly UTM market size of $11.52 million, representing 23.5% of the overall UTM market. Cyberoam contributes a major chunk of revenues for Elitecore Technologies. SME

“WE WOULD LIKE TO THANK OUR CHANNEL PARTNERS

AND CUSTOMERS FOR SHOWING THEIR CONFIDENCE IN

AN INDIAN UTM PRODUCT.”

CCNSP training to Partners & End Custom-ers – Cyberoam has been constantly providing CCNSP (Cyberoam Certified Network Security Professional) training to partners as well as end customers free of cost which helps them to gain more out of Cyberoam features. CCNSP trained partners are well educated to deploy and give post sales support to the customers which in turn is beneficial to the end customers.

Who all you attribute your suc-cess to?

We would like to attribute our success to our sales, pre-sales, product development and marketing teams for their hard work and efforts in pitching the best security solution to target customers in terms of security and performance at the right price points. Other factors include a well-defined


37

SME CHAT

Chat-Tushar Sighat-Cyberoam.indd 37 2/21/2011 10:56:45 PM

What is the state of cloud com-puting opportunity with SMBs?

Small and medium businesses (SMBs) of all sizes are rapidly adopting virtualization and achiev-ing significant benefits in a number of areas. In particular, with virtualization SMBs are reducing the time spent on routine IT administrative tasks, such as adding and managing new server work-loads, adding new employees or developing and launching new applications; they are also becom-ing more responsive to business needs.

Virtualization can also reduce the very real risks of IT outages and data loss for SMBs. Many SMBs have lost critical business data because of an accident, disaster or emergency; many of those have lost sales or customers as a result. Virtualiza-tion increases application availability and can dra-matically shorten disaster recovery time, so it can significantly improve SMBs’ business continuity preparedness.

Although many SMBs have already imple-mented virtualization, budget and resources are sometimes impediments to rolling it out more broadly within their organizations. Of those companies that have not yet virtualized, lack of budget is the leading reason, followed by uncertainty over the business benefits, uncer-tainty about the right solution, lack of skills or resources to deploy and not identifying the right stakeholders. Still, interest among non-adopters

is high, with five out of six SMBs who have not adopted virtualization expressing interest in virtualization.

What kind of cost benefits VMware offers to customers?

VMware offers a free hypervisor for virtualizing the servers called ESXi. When the SMB’s are ready to step into low-cost complete solutions, the VMware vSphere Essentials editions add central management and business continuity features. SMB’s can support their business case with a financial analysis from VMware’s free online ROI calculator.

Also, VMware delivers improved utilization of their servers, resulting in fewer resources to manage, power, store, and buy – enabling SMBs to increase utilization rates for x86 servers from 5-15 percent up to 60-80 percent.

What kinds of SMBs really require virtualization?

There is no characterization of SMB’s that specify which SMB should implement virtualization. Virtualization is not just for the Fortune 500 any-more. SMBs are rapidly adopting virtualization and achieving significant benefits in a number of areas.

Specifically, SMBs are seeing improvements in time spent on routine IT administrative tasks,

backup and data protection , application availabil-ity, ability to respond to changing business needs, company profitability and growth rate.

Whether vSphere is only engine you have for both SMBs and

large enterprises?The entire journey to cloud consists of 3 stages. VMware provides solutions across the 3-layer of IT environment, Infrastructure, Application and End-user computing, and thus helps the customer adopt complete cloud environment. vSphere forms the foundation of this strategy. It is the layer that forms the base of this 3- layer strategy and helps deliver Infrastructure as a Service (IaaS).

Yes vSphere is the engine that is used for both Enterprise and SMB’s. It is available in several dif-ferent editions, and delivers targeted benefits to small business and mid-size and enterprise busi-ness customers.

What are the capabilities of vSphere?

With vSphere and our virtualization & cloud management products, one can achieve the following:l Maximize efficiency and ensure service

levels.l Reduce the complexityl Dramatically reduce costs

“2011 WILL CONTINUE WITH CIO’S FOCUSING ON MAXIMIZING ROI”

T SRINIVASAN MANAGING DIRECTOR,

VMWARE INDIA & SAARC

Cloud computing is a concept that is catching up fast in the Indian business scenario. There is a lot of awareness that virtualization is the rock solid foundation to the cloud. Indian

companies have started taking the virtualization route to the cloud. Although it will be a gradual progress, there is a lot of interest. VMware is the organization which ushers the

organizations to embrace cloud computing. SME Channels spoke to T Srinivasan, Managing Director, VMware India & SAARC, about the reality of the industry. Excerpts


38

SME CHAT

Chat_vmware.indd 38 2/21/2011 10:57:15 PM

l Make IT agile and thus bring in Business Agilityl Automate disaster recovery plansl Ensure performance SLAs are met l Get accurate costs for delivering IT servicesOther than these, vSphere helps IT staff shift

their energies towards creating transformative business solutions instead of routine maintenance of hardware and software. It gets more from the existing IT assets and reduces capital expenses of the datacenter by up to 60%. It also significantly lowers power, cooling and real estate needs and cuts your energy costs by up to 80%.

How exactly, VMware reaches out to the customers?

We reach out to the customers through our channel partners. We have close to 100 channel partners.

for our partners where in we covered topics on the cloud.

How are you influencing the entrepreneurs?

There has been significant growth in the under-standing the need for cloud computing in the last few years. However, the entire journey to cloud consists of 3 layers, which VMware addresses as the 3-layer strategy. Here’s how it looks:

The first layer: Infrastructure as a Service (In-a-as): The vSphere 4.1, the newest version of vSphere forms the basic cloud environment. vCloud Director with chargeback, helps to setup the cloud infrastructure. Customers can use the “charge-back” to build a dashboard/management console for all their products and get charged accordingly. This is similar to the pay per use model.

In the second layer: Platform as a service (P-a-as): We have acquired products like SpringSource and hyperic, which primarily provide an open source platform for Java development.

In the third layer: Software as a service (S-a-as): We have recently acquired Zimbra, which is one of the world’s largest open source email solution. We also have other acquired messaging solutions and complete the entire cloud 3 layer.

What kind of growth are you expecting this year?

VMware believes that 2010 was the year of the Cloud, with organization warming up to the concept. 2011 will continue with more and more CIO’s focusing on maximizing ROI.

Globally, it has been a transition phase for the IT industry as supported by a recent Japanese government case study that forecasts the global economy to grow in the 0.3-0.4 percentage range in 2011. The US Cabinet has predicted that the pace of recovery will be more gradual than what historical trends suggest, partly due to weakened domestic demand caused by continued high unemployment. The world’s largest economy is slated to grow at 2.0-2.4 percent in 2011.

For VMware, India continues to be an important market. Our India story is strong, and we continue to provide customized solutions to our customers. The IDC 2007 report predicts that the Virtualiza-tion Services Market is touted to reach $11.7 billion in 2011. According to a recent Gartner report, overall information and communication technol-ogy (ICT) spend in India is forecast to reach $71. 9 billion in 2011, a 10.3 per cent increase from 2010 spends. Hardware is the fastest growing segment with a compound annual growth rate (CAGR) of 20.4 per cent through 2014. We believe that double-digit growth across all segments of ICT will drive growth this year. SME

“WITH VIRTUALIZATION SMBS ARE REDUCING

THE TIME SPENT ON ROUTINE IT

ADMINISTRATIVETASKS”

Earlier most partners were only offering server and storage solutions. Now they are able to pro-vide full fledged cloud solutions. It has helped them to move up in their value chains.

Since, the technology is in the nascent stage in India and has started seeing adoption; we think it is a key requirement for our partner to win customer confidence. The customers should be able to look at them as a trusted third party. We have a very strong Partner Enable-ment program in place, while that will continue we will try and add more technical training programs. This will equip our partners with a necessary technical expertise.

We have various training programmes for our Channel partners and we also conduct various sales and technical training programs, in the last quarter we had business acceleration training


39

SME CHAT

Chat_vmware.indd 39 2/21/2011 10:57:19 PM

Time has arrived that vendors should extend the best to the country – be it product or solutions. It is a different market and understanding it from the close quarters is highly necessary.

Today, the company has entered into Indian market. Its strategy is very simple – to expand business in Indian market. It has appointed one of the leading and progressive distributors in India - Cyberstar Infocom as its exclusive distributor. The responsibility of Cyberstar is to appoint sub-distributors and dealers for Panda Security. On the other hand, Panda will bring in all mechanism to support the sub-distributors and channel partners.

Raj Rathi, Managing Director of Cyberstar Infocom says, “As the exclusive distributor for Panda Security in India, we will focus on establishing brand visibility and shelf presence across all key markets. By associating with us Panda has straightaway got access to an active reseller/integrator base across all key markets in India. In addition, we have also established and presently manage a post sale tech support service through well trained engineers who offer real time partner and customer technical support on a 24/7 basis.”

He adds, “We have created a separate focused team within Cyberstar to promote Panda busi-ness to our distributors. We have recruited new team at all locations to make sure that we help our distributors in secondary sales. Cyberstar is also putting together a big marketing program around this product to create visibility for Panda Security in Indian market.”

But how different Panda Security is vis-à-vis others in the competition, T S Wong, Sales Direc-tor, Panda Security Asia Pacific, says, “Panda Security offers an extensive range of real time

BY NEIL D’[email protected]

NOWNEVER

IT ISOR

Inception : Founded in 1990 in Bilbao

(Spain)

Global

Presence

: 56 offices worldwide

Head

Headquarters

: U.S. (California) and Europe

(Spain)

Key Members : Mikel Urizarbarrena,

Honorary President; Jaime

Bergel, Chairman; Juan

Santana, Chief Executive

Officer

Products : Panda Global Protection 2011

Panda Internet Security 2011

Panda Antivirus Pro 2011

Panda Antivirus for Mac

Internet Security for

Netbooks

Download Panda products

Online antivirus

India

presence

: Through distributor –

Cyberstar Infocom

Website : www.pandasecurity.com

FACTS ABOUT P

anda security is probably the last global security company to have officially entered into the Indian market. With this, it brings many good perceptions about the Indian

market. Earlier, it used to be the mobile phone growth created an image that India’s potential is very high but soon people had realized that the mobile market and PC market are very different here. However, with the growth of security market and coming of the global security brands includ-ing Avast, Panda, Bitdefender, TrustPort in recent times has changed the argument again that along with the telecom, IT growth is a reality in India.

Founded in 1990 in Bilbao (Spain) by Mikel Urizarbarrena, Panda Security is a very big global company today. In 1995, the company became a market leader in Spain and started its interna-tional expansion in 1996. But, year 2007 was a turning point for the company as it consolidated its international expansion. This year the com-pany developed and marketed its first Collective Intelligence system: cloud-based technologies able to automatically classify, analyze and disin-fect thousands of new malware strains received every day at PandaLabs. This allows the company to respond in real-time to new threats, while other security providers take several days.

Today, it has 56 offices worldwide and head-quarters in the U.S. (California) and Europe (Spain). The company has products available in more than 23 languages and millions of users in 195 countries around the world experience Panda Security.


40

PANDASME BIZ

SME Biz_Panda.indd 40 2/21/2011 10:57:49 PM

security solutions for consumers and SME’s, online shoppers and netbook users. Panda’s range of product line secures endpoints from external and network-bound threats. Tailored to meet every type of endpoint security need, the solu-tions offer more security and protection, speed and simplicity, providing complete protection to the users in India. Panda security with its unique range of product aims at providing complete pro-tection to the end users in the Indian market.”

Rathi adds, “Panda’s unique range of products and its Collective Intelligence technology dif-ferentiate them over the competition. Panda’s tailor-made security solutions meet every type of endpoint security need and protect the computer from all type of malware and botnets without compromising the speed of the computer. Panda

Security offers an extensive range of real time security solutions for consumers and SME’s, online shoppers and netbook users also.”

Raj Rathi has high expectation from this brand. As he says, “Panda’s wide spectrum is expected to increase both our topline and bottom lines signifi-cantly in this current fiscal. We would like Panda to be among the top 3 antivirus software in next one year.”

From the product perspective, Panda Security has already launched all the products that are available in global market. For example products that are available include: n Panda Antivirus Pro 2011 offers most intui-

tive protection against viruses, spyware, root kits, hackers and online fraud.n Panda Internet Security 2011 provides

maximum Internet protection during transac-tions like shopping and banking.n Panda Internet Security for Netbooks

enables tension-free Netbook usage for offline and online purposes without interruptions. n Panda Global Protection 2011 provides

total security and information integrity against all kinds of online threats and malware with parental security and secure vault features.

All the products are not only distributed by Cyberstar but the distributor also trains its chan-nel on how to capitalize every business oppor-tunity for Panda. They have also appointed one sub distributor across 50 leading cities in India for capturing the potential market for Panda in a more efficient manner. Going forward Panda along with its distributor will have a plethora of marketing activities to make people aware about Panda. There will be multi-city road shows, adver-tisements, training programmes for partners, free trial run for the customers as well. Of course trial run for 30 days is already there.

Like other antivirus vendors, Panda Security along with Cyberstar has also come out with incentive programmes for its channel partners to encourage them for sales. Wong says, “With so much aggressive brand building activities on the anvil, our partners are only going to benefit with increasing customer demand for the Panda products. We are aiming at launching various schemes for the channel partners in this year, to give them better mileage in the market with Panda products.”

Mr. Rathi added, “We have jointly rolled out a marketing blitz, centered on partner driven marketing campaigns, designed to increase end customer connect for the brand. We have also rolled out hands on training programs to help channel partners become more familiar with sell-ing a security product and stay abreast of latest developments in this field. Furthermore, we are also launching some attractive promotions in this season ending quarter to enable partners to close larger orders from both individual and SMB customers.”

Finally…With all strategy in place, Panda Security is set to make its presence felt in the country. But time will say how smooth its India ride will be as the company will have to meet stiff challenges from the competition in terms of capability, reach and price. It will all depend on the consistency of the company in terms of its policy for the partners and quick reaction to the users’ feedbacks. How-ever, apart from channel route, Panda’s intent is to associate with OEMs for bundling of antivirus PCs and Notebooks.

T S WONG, SALES DIRECTOR, PANDA

SECURITY ASIA PACIFIC

RAJ RATHI, MANAGING DIRECTOR OF

CYBERSTAR INFOCOM

“We are aiming at launching various schemes for the channel partners

in this year, to give them better

mileage in the market with Panda

products.”

“As the exclusive distributor for

Panda Security in India, we will focus

on establishing brand visibility and shelf pres-

ence across all key markets.”


41

SME BIZPANDA

SME Biz_Panda.indd 41 2/21/2011 10:57:57 PM

What these two acquisitions - CoSoSys and InspektOnline –

mean to the industry?Astaro strives to continuously innovate and differ-entiate its security solutions as compared to other UTM players. The acquisition of CoSoSys for the company’s unique end-point security product and InspektOnline for its log management technology is another step forward to making Astaro’s prod-ucts a formidable solution for our customers and partners.

For our customers, the CoSoSys acquisition will bring innovative client management solu-tions, not yet available in the market. Ease of deployment and centralised management are vital to good security management and integrating the CoSoSys advanced technology with the Astaro ASG solutions delivers formidable protection and advanced ease of management.

Log management is a relatively new technol-ogy that has been requested by our customers for some time. This allows our customers to have their log files archived in the cloud and, at the same time, advanced mathematical algorithms will look for unusual or suspicious activity and bring it to the administrators’ attention. This is a very advanced functionality, again ensuring that

our customers are aware of everything going on in their network.

What is its impact to the Indian security landscape?

India is a highly technologically-savvy region where “ordinary” is insufficient. IT solutions in India have to be uniquely advanced and inno-vative to gain market acceptance. This is what Astaro has always aimed at, in product develop-ment and innovation.

India has recently started seeing the benefit of the cloud and its potential which is evident in our recent tie up with HCL Infosystems. The integrated technology offering by Astaro will allow our Indian customers to centralise their IT Security management. Earlier the customers were reluctant to do this in the past as they didn’t have a choice of such integrated solutions. But now with Astaro’s approach of making new technologies such as RED, centralised client security and cloud based log management available, this is an achiev-able reality for the Indian customers.

When the complete integration will happen?

The integration is already happening and the

products will be released soon. We expect the integration to complete in Q3 2011. First versions will be showcased at the upcoming RSA and Cebit shows in the US and Europe. The first of our Beta testers, including some in India, will have access to the technology to test and help advice of any improvements to our R&D team.

Whether the new products will be part of Astaro brand?

The products of CoSoSys and InspektOnline will carry the Astaro brand and also be integrated with our existing solutions.

What has been your perfor-mance globally and in India?

Worldwide, the company grew over 30% during 2010 and more than 50% in the fourth quarter of 2010, displaying Astaro’s accelerating momentum. In Asia the company grew more than 70% year on year in 2010 and more than 90% in Q4. Astaro is currently the fastest growing global vendor in Asia Pacific.

In 2010, our Indian partners and customers welcomed and adopted all Astaro technologies including the three flavours; appliance, software

“WE WILL INTRODUCE LAYER 7 CONTROL

DESIGNED SPECIFICALLY FOR THE MID MARKET”

SUNIL SAPRA REGIONAL DIRECTOR FOR

INDIA & SOUTH ASIA, ASTARO

Headquartered in Germny, Astaro is one of the leading network security providers in Europe, but clearly the company wants to grow faster in other geographies as well. It has taken

both – organic and inorganic paths to make it happen. Recently, Astaro has acquired two technology companies including CoSoSys and InspektOnline, as an indication of its strategy.

To know about the impact in the Indian market, SME Channels spoke to Sunil Sapra, Regional Director for India & South Asia. Excerpts.


42

SME CHAT

Chat-Sunil Sapra-Astaro.indd 42 2/21/2011 10:59:12 PM

and virtual appliance, of our flagship UTM solu-tion ASG, Astaro RED and Astaro mail archival. This indicates the increased importance of IT security across all segments of the market.

Since our active India operations are only around 8 months old, the revenue growth numbers may not be relevant. However, I would like to add that the tremendous response that we have received has surprised not only us and our ecosystem part-ners but even our competition. This clearly shows that good technology and a sincere execution finds a fast acceptability. We have won some of the most visible and high profile deals and formed very strong and effective partnerships in 2010.

In 2011, we will see Astaro changing the way UTM is perceived and adopted in India and con-tributing significantly to network security adop-tion in India.

available to all existing customers who are run-ning our latest OS.

What is your strategy to market these products?

In 2010, we grew the Astaro team in India, in line with the growth on a worldwide scale. Astaro’s strategy in 2011 is to continue evangelizing on security innovation coupled with local support and strong partner relationships.

There are few keys to our growth in 2011. These new technologies will be integrated with our existing technologies and, therefore, they will be available to our existing partners. This means we will need to conduct education and transfer knowledge to these partners, so they in turn can add value to their customers.

Secondly, in Q1 2011, Astaro is improving its support infrastructure by opening its 3rd global centre in Singapore. This will be opened in March and will assist our partners in supporting their customers and to educate on these newer technologies.

Thirdly, we will continue to innovate- not only in our products, but in our channel programs, subscription services, education delivery and so on. It’s important for a company like Astaro to be different and innovative and this is paying big dividends for us now.

When will you start your chan-nel empowerment programme?

Channel empowerment has already started since 2010 alongside partner recruitment activities, which will continue in 2011 with more partner trainings and seminars for the existing and new products.

We have 15 dedicated Astaro Premier Secu-rity Partners in India. We spend an enormous amount of time working with them.

What kind of growth are you expecting?

We are expecting explosive growth, based on the acceptance of our very robust German engineered technology. In India we will be the fastest growing global vendor this year, without question. India will probably be the fastest growing country in Asia Pacific and Asia Pacific will be the fastest growing region in the Astaro world. India rev-enue should grow at least threefold in 2011 from the investments and technological advancements we made in 2010.

Astaro is ready to play a major role in Indian network security landscape and purely judging by the overwhelming response of our customers in 2010, I can clearly see 2011 being a very exciting year for Astaro and our partners in India. SME

“IT’S IMPORTANT FOR A COMPANY LIKE ASTARO TO BE DIFFERENT AND INNOVATIVE,

AND THIS IS PAYING BIG DIVIDENDS FOR US NOW”

How the existing customers can leverage your new strength?

In 2010, Astaro launched 3 new innovative products in the form of the Remote Ethernet Device (RED), the Wireless security and the Astaro Mail Archiving (AMA). These solu-tions are aimed to provide both our existing and new customers, enhancements to their IT security architecture in branch office VPN connectivity, wireless accessibility and mail archiving requirements, respectively. The new innovations for 2011 both from acquired companies and those built in-house will have the same objective: to make our customers net-works more secure and easier to manage but make the enhancements more cost effective in the long run.

The new functionality and technology will be


43

SME CHAT

Chat-Sunil Sapra-Astaro.indd 43 2/21/2011 10:59:16 PM

SME CHANNELSFEBRURY 2011

44

SUSHIL BANDI Country manager, Indian sub-continent,

Western Digital

BRIEF PROFILE

Sushil Bandi joined WD in 2009. He

has over 20 years of experience in

sales, marketing and distribution of IT

products globally with specific coverage

of Asian and European Market. His core

competence lies in Creating Markets

and Marketing of Technology Products.

Prior to joining Western Digital, he

was associated with Kobian Pte Ltd.

Singapore for five years where he

served as Country Manager - Europe.

In his formative years, Sushil was

associated with Cyberstar International

(S) Pte Ltd. for five years and ACI

InfoTech Ltd. for ten years and was

responsible for setting up OEM, Import

and Dealer Network of IT peripheral

distribution for Indian Sub-Continent.

Sushil holds a Bachelor of Engineering

degree in Electronics from Mumbai

University, India.

Networking and entertainment capabilities, multiple interfaces, dual displays, interactive UIs, snazzier displays – vendors will need all the ammo they can muster to keep this segment relevant and exciting. Therefore, Innovators will lead the market!

THE BEST OF BOTH WORLDS!

EXTERNAL STORAGE is evolving like never before. We’ve seen purchase patterns for external drives change drastically in the past one year. The con-sumers’ preference has shifted to utility-based devices that deliver value by offering much more than mere storage. Consumers don’t just want to store data; they want to access it on the go.

In Tier 1 cities, for instance, there is a new-found inclination for external drives that also serve as one-stop connectivity and entertainment solutions for offices and homes. They want their devices to be connected with each other for a complete digi-tal environment in their homes. Faster interfaces such as USB 3.0 and FireWire have been made widely available.

But it’s not just consumption that is driving disruption in external storage. Newer technol-ogies like Flash are rapidly gain-ing popularity among end-users. Thanks to a smaller form factor and great performance, Flash will eventually deem non-innovative legacy external storage devices redundant. Consequently, to adjust to a gradually altering ecosystem, vendors will have to focus on innovation in applications, utility, and/or compatibility in their offerings to keep them relevant to a value-conscious audience.

Networking and entertainment capabilities, multiple interfaces, dual displays, interactive UIs, snazzier displays – vendors will need all the ammo they can muster to keep this segment relevant and exciting. Therefore, Innovators will lead the market!

The SSD vs. HDD debate is a long-running one. Solid state drives are still an expensive proposi-tion with regard to desktops and notebooks, for users and manufacturers. However, it is becoming viable to produce at increasingly larger capacities.

This has triggered a debate on whether HDDs will become obsolete in the near future in terms of capacity, performance and price. The answer is a simple one.

SSDs and HDDs are complimentary storage technologies and will continue to co-exist. There will always be a cost difference between HDDs and SSDs mainly because of the price of the NAND media needed to create an SSD. That being said, massive adoption in the market depends more on consumer needs, than price. The average PC or laptop user might just not realize the SSD advan-

tage except for faster boot-up or application launch-time. How-ever, an extreme gamer, that is looking for high level speed and performance will be happy to invest in an SSD, as it justifies the results he is looking for.

But in mobile phones and handheld consumer electronics such as camcorders, flash-based SSDs will dominate – for the simple reason that the cost to produce an SSD for handheld devices is lesser than the cost to produce an HDD. So in some cases, SSDs make sense for

products such as MP3 players that can store large numbers of compressed music files on drives with relatively small capacities.

Moreover it will take years for SSDs, even though they’re getting cheaper by the day, to beat the cost-per-gigabyte advantage that HDDs offer. Consum-ers should go for either depending on their specific storage needs.

WD will continue to invest in HDD and SDD R&D to ensure that we offer the best of both worlds. The future of storage is in the hands of the consumer and their needs, for which WD will always aim to provide a storage solution of some kind.

GUEST TALK

Vendors will need all the

ammo they can muster to keep this segment relevant and

exciting. There-fore, Innovators

will lead the market!

Guest talk-WD.indd 44 2/21/2011 10:59:41 PM

Advts.indd 5 2/17/2011 7:38:16 PM

MOVING FROM PRODUCTS TO

SOLUTIONS: THE WAY TO GROW

SHYAM SUNDER MODI, DIRECTOR,

MODI INFOSOL

We have been talking about channel moving up the value chain so that the growth becomes intact. Here is an example of a channel member who is moving to solutions from products.

It is about Modi Infosol Pvt. Ltd, which was earlier known as Modi Peripherals. This company is a great example of channel being adapted to the changing business scenario. The company can be an example

for others to learn quickly. Shyam Sunder Modi, one of the directors of Modi Infosol Pvt. Ltd., says, “We have adapted to the changes but it will take time to show the results.”

Started as MC Modi & Co. way back in 1985, the company has reached at a stage where they are able to sell solutions today. When they had started, the company was in the business of floppy and ribbons, then added printers and accessories and finally entered into computers. In the mean time, they also thought of manufacturing their own branded products thus named the company as Modi Peripherals Pvt. Ltd. Today, when the market is moving from products to solutions and from consumer business to the institutional or enterprise business, the company has thought it as conducive to make a move also. Today, the objec-tive of Modi Infosol Pvt. Ltd. is to provide solu-tions to corporate, education, services and Govt. Of course it is a family business, but the company has taken young gun on board. They have brought in fresh ideas and courage to tread the path, which

their father and uncle were not able to do. These young guns are Anuj Modi, Atul Modi and Vivek Modi, who are now responsible for different divisions of the business and responsible for its growth. Of course Mr. Shyam Modi overlooks them and his brother and the other director of the company - Mr. JP Modi, takes care of admin-istration and accounts. When Anuj’s mandate is to grow corporate business, Atul Modi’s respon-sibility is to look after laptop business and finally Vivek Modi looks after HP workstation business.

Today, Modi Infosol is doing a business of Rs.120 crore+, as this figure is the revenue of the company for last year. When they started this business the investment was only Rs.35 lakh. It is definitely a very good growth. Out of the entire turnover, HP business contributes the maximum as they are dealing in most of the HP products including HP servers, desktops, laptop, plotters etc. Modi Infosol is the corporate partner for HP. They are also the partner of Microsoft software. Apart from these major two companies, Modi is also partner of Toshiba laptops and Acer laptops. Recently, they have added ASUS notebooks and netbooks to their portfolio as the regional dis-tributor. Plus, they also have entered into service business of their own products to start with.

Recalls Mr. Shyam Modi: “We are four broth-ers, two sit in Mumbai and two of us are here. This is a family owned business. Apart from the Mumbai and Delhi offices, we have branch offices in Gurgaon and Noida.” In 1984, Mr. Rajiv Gandhi was the prime minister. He was talking about IT to change everything. We were very young at that point of time, so decided to experiment with new things. Secondly, that time, there was very good margin in ITbusiness unlike these days,” he added.

Besides the aforesaid products, the company also deals with WatchGuard security products, Tata Photon on the mobility side, and looking for-ward to adding more solutions in coming times.

The strength of Modi Infosol is that they have a database of more than 1000 partners, which are serviced by staff strength of 100 people.

Finally…The company has already changed its mindset, which is normally very difficult to do. Now they can add more products to the business and give it as solutions. They have a very good combination of young and experience. After focussing on cor-porate business, their natural instinct surely will be to enter into retail business.


46

PARTNER CORNER

partner corner_Shyam Sunder Modi.indd 46 2/21/2011 11:00:14 PM

2011 CYBER SECURITY

PREDICTIONS

THE FAMOUS WRITER William Gibson once said “the future is already here – it’s just not evenly distributed”. If we take this statement and we apply it to cyber-security threats, we have a description of what has been happening recently year over year - certain incidents from one year will become ubiquitous the next.

In general, malware incidents can be split in four different categories based on their success:

1. Cases that are interesting but fail to become mainstream.

2. Cases that seem isolated but are adopted very quickly become a standard technique.

3. Cases that seem isolated and remain isolated. 4. Cases that seem high-profile and do become

adopted standards. Examples include the Melissa e-mail worm, which marked the beginning of the e-mail worm era.

Obviously, when it comes to predictions, the second category is the most important; these are the kind of malware and incidents we need to ana-lyze in order to understand what the next year will bring. So, looking back to 2010, what would you choose as the next big thing?

FROM AURORA TO STUXNETOn January 12, 2010, when Google announced it had fallen victim to a highly sophisticated attack now known as “Aurora,” the whole world was shaken.

Earlier this year, in June, the world yet again received multiple jolts from what is now known as the “Stuxnet” incident. Both the Aurora and Stux-net incident carry the mark of precision targeted

attacks. As opposed to most malware nowadays, these attacks targeted specific organizations, with much higher stakes than stealing a few credit card numbers or World of Warcraft accounts.

64 BITS OF DOOMThe TDSS rootkit appeared around 2008 and has quickly become very popular. In August 2010, the first 64 bit rootkit was discovered in the wild. It came as no surprise to many that this was a ver-sion of the notorious TDSS.

According to Microsoft, less than 1% of the Windows XP users run 64 bit Windows XP. For Windows Vista, the number got a bit better, to 11%. Still, Windows Vista was a very unfortunate experiment for Microsoft and few users even con-sidered upgrading from earlier versions because of it. However, with Windows 7, things got inter-esting. 46% of the installations of Windows 7 are 64 bits, meaning, cybercriminals, notably the gang behind TDSS were faced with a special situation: on all these systems, the 32 bit driver won’t work. And since Windows 7 is quite popular, that means the installed base of TDSS can only go down, with more and more people upgrading to 64 bits.

IS THAT A DROID IN YOUR POCKET?When people ask me which mobile phone I use, I answer that I have both an iPhone and an Android phone. The reason is that I’m not entirely sure which one is going to become the next big malware platform.

On one hand, Android is quite open. It can run Flash as well as pretty much any other application.

Even in this case, some people chose to “jailbreak“ their Android phone, an operation known as “rooting”, in order to get deeper system access and tweak certain features. Because of the open envi-ronment, Android Trojans were quick to appear. In September 2010, Kaspersky Lab announced the discovery of the first Android Trojan, which was quickly followed by three other variants.

Interestingly, if we look at the number of smartphone sales during 2009 and 2010, we see Android’s huge spike from 1.8% to 17.2%.

If the above trend continues – and there is no reason why it shouldn’t – we will probably see Android overtaking RIM.

SUMMARY2010 was one of the most active years ever and some incidents have really shaken the security world as we know it - when it rains, it pours! In the case of 2011, we can assume the trend will con-tinue. We are living in an age of quickly moving innovation, with giants like Google and Apple fighting battles for the new generation of TVs and presidents getting hacked by foreign nations. Between all the fighting and the drama, I’m going to keep my technical eye on:l Targeted attacksl 64 bit malwarel Android, smartphone and tablet threatsl The Koobface gang and their affiliate

networksAnd of course, be prepared for anything.

(This article is an abridged article. For the longer version, kindly

visit: http://www.secureviewmag.com/)

About the author: Costin Raiu joined Kaspersky Lab in

2000 as a leading Antivirus Researcher. Prior to becoming

Director of the Global Research & Analysis Team in 2010,

Costin was Head of the Romanian R&D group, overseeing

research efforts in the EEMEA region. Costin specializes in

malicious websites, browser security and exploits, e-banking

malware, enterprise-level security and Web 2.0 threats.

Costin also has a particular interest in encryption and

advanced mathematics. Costin is based in Romania.


47

SECURITY FORECAST

Security Forecast.indd 47 2/21/2011 11:00:44 PM

CANON LV-8215 is a multipurpose 1280x800 resolu-tion data projector. The biggest advantage of this projector is its variety of input connectors including a digital DVI-I with HDCP. When we dismantled the packing of LV-8215 it gave us a very good feeling because of its curvy shape. But its 3.3kg weight it seems that you cannot run from event to event. In other words for outdoor activities it is a bit bulky, however in the office premises; it can be moved from board room to board room. Along with the projector there was a nice looking remote control with 19 buttons, which is enough to guide the users to the functionality of the projec-tor without even reading the manual.

Most ideal for education sector or home segment for a community viewing, it gives maximum utility.

It comes with five customised modes i.e. Presentation, Standard, Video, Cinema, and sRGB as far as colour and brightness is concerned. Its eco mode reduced brightness by about 28% in all preset modes. That is a sizable reduc-tion in brightness, but Eco mode extends lamp life by 1,000 hours and noticeably lowers fan noise from 35 to 29 dB. So you will find Eco mode a good choice when maximum brightness is not needed. Uniformity is a solid at 90%, well above the average, with the centre of the image a little brighter than the edges. The 1.2x manual zoom lens delivers a 100” diagonal 16:10 image from a throw distance of 10.75 to 13 feet. It can take either two analogue data signals, or one digital and one analogue signal, via its single VGA and DVI-I (HDCP) connectors.

There is also a 7-watt speaker located on the right side of the projector which offers enough sound for a moderate-size room. The lamp life is rated at a longer than average 4,000 hours, and Eco mode can stretch that to 5,000 hours.

FEATURESn Brightness : 2,600 Lumens

n Contrast Ratio: 450:1

n Native Resolution: WXGA (1280x800)

n Max Resolution: 1600x1200

n Native Aspect Ratio: 16:10

n Video Compatibility: Component,

S-video, Composite

n HDTV: 720p, 1080i, 576i, 576p

n Lamp Life: 4000 hours

n Noise Level: 35.0 -db

n Audio: 7.0W Mono

n DVI or HDMI: DVI-I (HDCP)

n Special Features: RS232 port,

blackboard mode

n Dimensions: 4.4H x 12.5W x 13.2D

n Weight: 3.3 kg.

PRICE`89,995/-

CONTACTCanon India Private Limited, Phone:

0120-3901-0101, 1800-180-33-66 (Toll

Free No.), Email: csp.marketing@canon.

co.in

OVERALL RATING

BY MANAS [email protected]

Silicon Power Stream S10 is not only a charm

to look at but also performance is very

smooth. Painted in green colour, Stream S10

offers super speed and soothing to the eye.

Curtsey USB 3.0 interface, S10 offers high data

transfer speed of up to 5 Gbps. However, in

USB2.0 interface it provides upto 480 Mbps

transfer speed. When you open the packing

and hold it in your hand, you will feel like

making it your own personal backup device. It

looks so cool that it can be a style statement

along with your apparel.

Truly, S10 features sports car like LED

status indicator lights. Keep it on the table; the

curvaceous design really gives an impres-

sion of an Italian car whose bottom part is

submerged in the torrential rain. Once you

connect it to the PC, LED turns blue and when

transferring data, the blue LED flashes. Like

all other Silicon Power products, S10 owners

can download free of charge and make use of

SP Widget, a powerful software that features

seven major backup and security protection

tools. The drive we evaluated is a 640 GB

drive, which can offer you enough space to

save all your data including photographs and

videos. Weighing only 145 grams and sleek

design, it easily slips into your pocket though

the company provides a carry case.

SILICON POWER S10 EXTERNAL DRIVE

n Indian Price: Approximately Rs.6170, Warranty: 3 Years; Contact: Lianne Mai, SILICON POWER, Email: [email protected]

CANON LV 8215 - PROJECTOR

l BEST B

UY

l

BEST BUY

l B

EST BUY

2011


48

REVIEWPRODUCT

Products pages.indd 48 2/21/2011 11:01:22 PM

Silicon Power Stream S10 is not only a charm

to look at but also performance is very

smooth. Painted in green colour, Stream S10

offers super speed and soothing to the eye.

Curtsey USB 3.0 interface, S10 offers high data

transfer speed of up to 5 Gbps. However, in

USB2.0 interface it provides upto 480 Mbps

transfer speed. When you open the packing

and hold it in your hand, you will feel like

making it your own personal backup device. It

looks so cool that it can be a style statement

along with your apparel.

Truly, S10 features sports car like LED

status indicator lights. Keep it on the table; the

curvaceous design really gives an impres-

sion of an Italian car whose bottom part is

submerged in the torrential rain. Once you

connect it to the PC, LED turns blue and when

transferring data, the blue LED flashes. Like

all other Silicon Power products, S10 owners

can download free of charge and make use of

SP Widget, a powerful software that features

seven major backup and security protection

tools. The drive we evaluated is a 640 GB

drive, which can offer you enough space to

save all your data including photographs and

videos. Weighing only 145 grams and sleek

design, it easily slips into your pocket though

the company provides a carry case.

DIGISOL

QUICK HEAL

FOXCONN H67A-S

FOXCONN

DIGISOL LAYER 2 Managed Switch DG-FS4526 is ideal for workgroup environment. This switch brings high level of availability, enhanced security and advanced QoS to the network edge, while maintaining simplicity of management at an affordable price. It comes with 8.8 Gbps switching capacity, 24 10/100 ports and 2 Combo Gigabit Ethernet RJ-45/SFP ports. DIGISOL SFP transceivers can be used with the Combo Ports for choice of Multimode or Single Mode Gigabit Uplink or server connectivity.

You can control a virtual stack of up to 36 switches as a single entity using IP Clustering with a single IP address. The Web-based user port authentication allows easy deployment of User Access Control using a simple browser interface. With 8.8 Gbps switching capacity, DG-FS4526 delivers wire-speed switching perfor-mance, allowing users to take full advantage of existing high performance, gigabit integrated Servers, PCs and Laptops.

Four Egress Queues per port enable differentiated management of up to four traffic types. Traffic is prioritized according to 802.1p, DSCP, IP precedence and TCP/UDP port number, giving optimal performance to real-time applications such as Voice and Video. Asymmetric bidirectional rate-limiting preserves network bandwidth allowing maximum control of network resources.

n Price: `17,544, Warranty: Lifetime, Contact: DIGISOL sales support, Phone: 1800-209-3444 (Toll Free) & 022-30616666, Email: [email protected] or [email protected]

DIGISOL DG-FS4526

QUICK HEAL TOTAL SECURITY 2011

QUICK HEAL Total Security is the latest breed of security solutions which protects your laptops and desktops against all kinds of Internet or network-based threats. Like its tagline, who stays in your PC, Virus or Quick Heal? It ensures that only the software sits guarding you against all the viruses, worms, trojans, spywares and other malicious threats. It also provides security against new and unknown threats with Quick Heal’s renowned DNAScan Technology. Its improved Anti-Phishing feature ensures that you do not land on phishing sites when browsing the net. The Paren-tal Control feature allows you to schedule Internet access for your children and its pre-configured restricted browsing ensures that children do not visit adult sites. The PCTuner tool improves the overall efficiency of your system and the PC2Mobile Scan feature scans, detects and removes malwares from your mobile phones. It uti-lizes minimum system resources, thereby giving complete protection to your system without slowing it down.

Data Theft Protection feature prevents unauthorized copy of confidential or sensitive data from your PC. It blocks access to pen drive/CD writer or other USB storage devices from your PC. Similarly, the Secure Delete feature permanently erases files from the hard drive, as opposed to the normal delete procedure, making it unrecoverable.

n Price: (MRP ̀ 2,046), Contact: Pranav Pawar, Quick Heal Technologies, Phone: 0091-20-41060400, Email: [email protected]

FOXCONN H67A-S is a motherboard based on Intel Sandy Bridge processors and LGA1155 Socket. Like all other mother-boards, the packaging of the board is quite bright and attractive. On the packing itself you can understand the specification of the motherboard. On the box, there is a clear sign of EuP ready and supported by Norton, which means it is energy efficient and bundled with Norton utility software. It also has a barcode sticker which says that it is has a DVI-D port, PCIe 2.0 connec-tor, DDR3 2200 (OC), USB3.0, 8 channel audio, Gigabit LAN and a host of other connectors. On the backside of the box there are a host of other tech-nical specifications and instructions. The quick installation guide with a nice diagram of the moth-erboard will surely make you easy to install the motherboard.

H67A-S is the value for money as it has a great number of inter-faces for all applications. It is designed at the mainstream market. It has 4 ports for DDR3 memory modules, 2 SATA 3 connectors inside. If you want more power out of your motherboard for over-clocking, it may not be an ideal one but if you want a complete board for all kinds of audio video usage, it is just the perfect one.

n Price: Rs. 5900, Warranty: 3 Year, Contact: Samson Fernandez, Foxconn -Middle East-India-Africa, Email: [email protected]


49

PRODUCTNEW ARRIVALS

Products pages.indd 49 2/21/2011 11:01:34 PM

AVERMEDIA, the global leader in multime-dia products, finally has made a foray into the Indian market with its full line of TV Tuners and Personal Video Recorder and media players. They have appointed two distributors in the country including Aditya Infotech and Tirupati Ente-prises. Under these two distributors there must be 300+dealers dealing with AVerMeida products.

AverMeida’s strength is that one third of its 1400 employees are into R&D activities. The company is partner to almost all the world famous brands including HP, Dell, Fujitsu, NEC, etc.

Very recently, AVerMedia’s senior executive including Jeffery Luo, Sales Vice President, Brand Sales and Marketing Division from Taiwan trav-elled to India to take a stock of the market.

Speaking to SME Channels, Jeffery, said: As a country, India is embracing all the brands available in the global market. From AVerMedia perspective, India is a potential market for us. Our strategy is to bring live experience about our products to the users. This will happen by educat-ing the channel partners in turn they will tell the merits of our products to the customers.”

He adds, “We see of malls are coming up in India and people are buying from these places. It implies that not only enterprises but also the gen-eral people are purchasing technology products.”

Their purchasing of technology product is not about bringing luxury to their lives but enabling them by bringing convenience. For example, people do not come to their office but sitting in their living rooms they manage their office works.

He adds, “Not many people know about AVer-Media. Our strategy is to bring experience in the market. We really like people to touch and feel our products. We will start from the channel partners by teaching them about the products. We will

set up experience and demo zones in the dealers’ premise to impart experience to our customers. We will also train the channel partner and dealers about this.”

He adds: “Our HD capturing products are tar-geted at the solution providers and the resellers. We will increase dealers’ education programme. Once they know about our products they will educate the customers.”

He maintained, “We have many successful applications now. For example, universities are using our solution to stream class sessions in HD, organizations are using our solutions in outdoor signage applications for streaming advertisement videos. In the malls, they use our solutions for outdoor and inside communications. Similarly, our solutions are being used in clinical science as the surgeons record long hours of operations, even some broadcasters also like our products for media streaming. So we have really broadened our scope from TV tuner cards.”

He adds, “Our wireless solutions best fit to the large screens of iMac around 24” or 27” and even the new family of All in one PCs of 24”-27” with wireless keyboard and wireless mouse. If the customers would like to have TV signal steaming through wired connectivity does not really look elegant and cool. It is not convenient at all also. We have boxes which can help stream TV signal wirelessly to these devices. Sitting in a corner our HD media streams TV entertainment to the PCs or even IPads wirelessly.”

Besides, AverMedia solutions also help multi-room entertainment solutions in the households. These solutions combine TV capability with media player and internet capability. One of these solutions is AVerMedia DarkCrystal HD Capture Station. Of course there are some brands coming

out with media players but none has the capability of recording. AVerMedia solutions can do sched-uled recording of TV entertainments.

The manufacturing facility of AverMedia caters to all the big brands in the industry therefore, the quality is assured. And the manner the price of the TV and PC has come down and the convergence has happened, it is an opportunity for AVerMedia to grab a bigger pie.

The strength of today’s market is that it can engulf all the technology. People are ready to buy and use technology. As it used to happen people flount their garments or personal belonging to the near or dear or even friends, today, they are flaunt-ing the technology acquistion by them. Only thing which stops them is not enough knowledge about the merits. Secondly, the after sales and sup-port always keep the people worrying. With the products range AVerMedia have in their portfo-lio, it is surely for the people to flaunt it.

Finally…AVerMedia is moving on the right direction so far but their challenge is very huge market or geography. Unlike other companies from Taiwan, they already have a local person in the country, who understands the market very closely. The company is only advised to engage the partners aggressively and bring out more demo zones.

AVERMEDIA TO POSITION AS A GREAT VALUE PROVIDER

JEFFERY LUOSales Vice President,

Brand Sales and Marketing Division,

AVerMedia


50

GUEST IN TOWN

“OUR STRATEGY IS TO BRING EXPERIENCE IN THE MARKET. WE REALLY LIKE PEOPLE TO TOUCH AND FEEL OUR PRODUCTS. WE WILL START FROM THE CHANNEL PARTNERS BY TEACHING THEM ABOUT THE PRODUCTS.”

guest in town-AVerMedia.indd 50 2/21/2011 11:02:03 PM

Advts.indd 16 2/21/2011 9:25:29 PM

52

RNI No.: DEL ENG / 2010 / 3192 Data of Posting: 22 & 23 of Every Month Postal Reg. No.: DL-SW-1/4145/10-12

Advts.indd 13 2/21/2011 11:12:59 PM

sme channels february -2011 issue

Documents