sme channels march 2014

PLUS

VOLUME 05 | ISSUE 01 | PAGES 82 | MARCH 2014 | RS. 20/-

www.smechannels.com

indias first IT magazine for sme business

Batting on Distribution Business Pitch / 10

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Batting on Distribution Business Pitch / 10

5

ANNIVERSARY

SME CHAMPIONS /34TOP 10 INDIAN BRANDS /64TOP 10 PRODUCTS /74

SPECIAL ISSUE

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Sakri & Kaspersky Complete 4 Yrs /14


PLUS


www.smechannels.com

SMES: A BEACON OF

HOPE...

EDITORIAL

KARMA [email protected]

WHILE INDIAN ECONOMY struggles to recover from the stagflation its rather discomfort-ing and disheartening to see Indias growth rate once again revised from the earlier provisional forecast of 5% to 4.9%. But the silver lining here is that its better than the previous year which stood at 4.5%.

While some good news has come in the form of expansion of industrial production and dip in the consumer prices however the recent heavy rains and hailstorm is ready to spoil the party as due to crop damages the food prices are expected to rise. Added to this the El Nino weather pattern is another cause of worry as it may play hooky with the monsoon rains which will further has ripple effects. The efforts of Indian Inc for an interest rate cut by the Reserve Bank of India to spur investment in view of the improvement in the price situation may be deflated. RBI is scheduled to announce the next monetary policy on April 1.

As most sectors go through choppy waters such as manufacturing which is expected to register a contraction of 0.2 per cent in this financial year as per the advanced estimates released by the Central Statistics Office (CSO) there is one segment which is marching ahead unhindered the SME.

This sector has shown such dynamism that despite the Indian economy slowing down IT market vouches by its growth. This can be corroborated by the testimonials of some of the major vendors we are carrying in this 5th anniversary issue of SME Channels. Every major vendor swears on the acceleration of this market while the other segments decelerate and helping in keeping the economy on steady toes.

The majority of the SMEs still lag behind in IT adoption but as per a report by Boston Consult-ing Group nearly 90 percent of SMEs in India have no access to the Internet, compared with only 22 percent of SMEs in China and 5 percent of SMEs in the US. It further revealed that if more SMEs in India adopted the latest IT tools there is potential for SME revenue to grow by $56 billion and create 1.1 million new jobs.

What SMEs need is a little help and slight push and as the primary drivers of jobs and economic growth this can go way ahead in creating a vibrant economy.

Lenovo Idea Pad Z510

MY EXPERIENCE

OVERALL RATING

SPECIFICATIONS

Priced at Rs.52954/- onwards (inclusive

of taxes), Lenovo Idea Pad Z510 offers

infotainment.

FINAL WORDING

Very good for young work force.

SME CHAT /62ADITYA: Going from Strength to Strength

SME TREND /30LG: For LG 2014 Will be a Year of Upgrade and Upsell

SME TREND /60Newgen: To Expand Footprint to Over Hundred Countries

LENOVO IDEAPAD Z510 - a multi-media notebook that offers a superior com-bination of premium features and a stylish design is equipped with a powerful processor, graphics performance along with an inte-grated DVD drive and superior audio qual-ity, making it ideal for everyday multimedia experience. This new notebook from Lenovo weighs only 2.2kg, offering an amazing combination of fea-tures and performance. It packs JBL speakers & Dolby Home Theatre, with multiple storage options. Optimized to be a complete portable entertainment hub, the device is powered with 4th Gen Intel Core Processor; latest graphics card with up to 6 hours of battery life and a great HD LED display with AntiGlare.

SME CHANNELSMARCH 2014

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Publisher: Sanjib Mohapatra

Editor: Sanjay Mohapatra

Associate Editor: Karma Negi

Reporter: Aparajita Choudhury,

Manali Misra

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Web Designer: Vijay Bakshi

Technical Writer: Manas Ranjan

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Lead Visualizer: DPR Choudhary

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MAR

ANNIVERSARY

SPECIA

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ISSUE

Editorial ~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 06

Snippets ~~~~~~~~~~~~~~~~~~~~~~~~~~~~10

more inside

SME TRENDLG /30For LG 2014 Will be a Year of Upgrade and UpsellSANJOY BHATTACHARYA, IT HEAD, LG INDIA

Newgen /60To Expand Footprint to Over Hundred CountriesDIWAKAR NIGAM, CEO AND FOUNDER, NEWGEN SOFTWARE

ManageEngine /78ManageEngine Swears by Freemium ProductsVIDYA VASU, HEAD, MANAGEENGINE COMMUNITY

SME CHATAditya /62Going from Strength to StrengthYOGESH B. DUTTA, SR. VICE PRESI-DENT, ADITYA INFOTECH

SME CHAMPIONS /34TOP 10 INDIAN BRANDS /64TOP 10 PRODUCTS /74

contentsVOLUME 05ISSUE 01 2014


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Batting on Distribution Business PitchDell will bet big on the distribution business to provide customers the latest and most relevant technology solutions. The distribution led business will be a significant growth

driver for Dell in its commercial business. This will result in extend-ing coverage across Tier 2 & Tier 3 cities announced the press release.Ajay Kaul, Channel Head, Dell

India, said, These new initiatives will enable us to take giant leap in increasing the coverage across India and in ensuring that we meet the demands of our customers quickly.

Lenovo has unveiled the new ThinkCentre M73 Tiny, a compact, high performance desktop, perfect for modest workspaces. Starting at INR 28,500 plus taxes, the afford-able desktop comes with VESA mount support.

The 1L sized desktop weighs 2.9 pounds (1.3Kgs onwards), and

is equipped with 4th generation Intel Core iprocessors that improve performance by 10%. The PC Cloud Manager 2 offers failure warn-ings, troubleshooting and power consumption reports to keep the PC healthy and green, announced the release. The Intelligent Cooling Engine (ICE) 3.01 allows for

working in hotter temperatures and enables system monitoring with thermal alerts that preempt overheating possibilities.

Ashok Nair, Director (SMB), Lenovo India, said, The SMB market is witnessing a surge in adoption of compact technology which helps them save space. M73

Tiny is an affordable, powerful and compact desktop, offering the features and functionalities required to address the users increasingly varied demands.

The desktop is furnished with industry-leading SSHD solution, advanced WiFi and USB 3.0 support.

We are positive about the outcomes of our distribution strategy & are already witnessing the excitements from the partner community.Swarnendu Mukherjee, Director Sales, Commercial Channel, Dell India, said, This initiative will open up new opportunities with complete autonomy to do what it takes to meet customer needs. Dell will dedicate resources that will collaborate with distributors and channel partners.By creating and building on the past successes of Dell channel business, Dell has invested in infrastructure which is conducive to faster growth for channel partners. Infrastructure will include Dells own manpower, dedicated marketing resources, tele-calling agencies, broad range of products and solutions for stock and sell, flexible and customized selling and building options for solutions. The phase one priority markets will provide extensive coverage in the following mega cities- Delhi- NCR, Mumbai, Bangalore, Chennai, Kolkata and emerging cities- Jaipur, Chandigarh, Ludhiana, Pune, Ahmedabad, Nagpur, Vadodara, Indore, Hyder-abad, Kochi, Bhubaneswar, etc.

Lenovo Unveils Powerful and Compact Desktop

Ajay Kaul

Channel Head, Dell India


10

SNIPPETSfor more log on to smechannels.com

PRODUCT | CHANNEL | CONSULTING | SERVICES

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Windows Malware saw a rise of 80%Quick Heal has released the findings from its Annual Windows Malware report, where PC continues to be the extensive target for malware today.

Windows XP still has about 30% of market share. With Microsoft about to withdraw support for the second most popular Operating System in April 2014, the unpatched machines will represent a serious danger to the security of the networks that they are connected to and the internet in general. This might also lead to an increase in Advanced Persistent Threats, Sanjay Katkar, Technical Director and CTO, Quick Heal Technologies.

But, Windows is not the only thing in focus in 2014, Apple Mac and iOS are platforms that are gaining popularity and that will also lure attackers, he added.

Some of the key findings of the Quick Heals 2014 Threat Report :

Windows malware saw a rise of 80% in samples that were received at the Quick Heal Research and Development Lab. As compared to 2012, there has been 40 percent rise in new and unique malware.

While Trojans grabbed the major share of the pie at 77 percent of reported detections, Bots and Backdoors stole the next chunk at 15%.

Even tried-and-true crimeware has evolved in the last year,

becoming much more rigorous and

sophisticated. PATRICK SWEENEY,

EXECUTIVE DIRECTOR, PRODUCT MANAGEMENT FOR DELL SECURITY

PRODUCTS

MY POINT

ViewSonic has launched VX70Smh-LED Series with Professional Grade IPS Led Panel. It comes with full HD 1920x1080 screen resolution and 30,000,000:1 MEGA Dynamic Contrast Ratio. VX70Smh-LED Series includes HDMI and DVI with HDCP (High Definition, Content Protection), IPS display, 178-degree viewing angles and delivers an energy savings of up to 40% announced the press release.

Girish Mamtani, Country Manager, View Sonic Design, said, A potent combo of perfor-mance and features marks the VX70Smh LED Series, this deal is even tempting with an exquisite frameless bezel design.

The 27 VX2770Smh-LED is priced at Rs. 24000 and 23 VX2370Smh-LED is priced at Rs.13500. It comes with a standard three-year limited warranty.

iValue Conducts Multicity Partners EventiValue InfoSolutions conducted Fantastic 4 event for its channel partners in four cities - Delhi, Mumbai, Chennai and Bangalore - for four of its new OEMs - Algosec, Thales, Seclore and ilantus. 110 plus partner organizations and 225 plus partner sales and technical executives participated in the event.

As per the release, the innovative event evinced interest across national, regional and local system integrators. With iValues focus on effective management of Data, Network and Application needs of its customer, which is the DNA of every modern day business, each of these 4 OEMs offer proven and compelling solutions for partners to address Business and IT challenges of their Customers.

Dahua HDCVI Range Available in IndiaAditya Infotech Ltd, has released Dahua HDCVI (High Definition Composite Video Interface) range comprising wide range of analog cameras and Digital Video Recorders in India.

The Dahua HDCVI range commits to redefine analog surveillance by providing high definition video transmission over co-axial cable at affordable value announced the press release.

With an introduction of Dahua HDCVI technology, we are committed to bring best-of-technologies and products at value for money proposition, thereby, redefining best in the video surveillance industry. We are assured that HDCVI will certainly meet the surveillance requirement from any simple to challenging installations at affordable value, mentioned Aditya Khemka, CEO & Director, Aditya Infotech Ltd.

HDCVI has an over 500m reliable HD million pixel video transmission distance to break through the distance limit of existing technology.

ViewsonicS VX70SMH LED Series Launched

QNAPs Signage Station App for Small Biz QNAP has launched the new Signage Station app for its Turbo NAS series, providing a seamless solution for designing, publishing, and sharing multimedia contents with access controls. This application can benefit small businesses and personal profile promotion.

As per QNAP, users can download the iArtist Lite software to design the digital signage content, upload to the Turbo NAS, and share the contents using the web-based Signage Station. Visitors can view the content on smart phones, tablets and laptops, and share by emails or social networking sites.

The release said that with the free iArtist Lite software, it is effortless to set up a resolution for the canvas and embed elements including videos, animated texts, images, and PowerPoint presentations via drag-n-drop. The timeline and layer design allows users to arrange the order of objects for playback and transition effects.

The Signage Station allows to integrate a digital signage player on the Turbo NAS for a variety of uses, including menus & advertising boards for businesses, and personal animated resumes and creative diaries for home users.


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SNIPPETS


Access Control, Video, Location-based Tracking, PSIM and Intrusion. UNIFIED.

When you have best-in-class access control, video, location-based tracking,

PSIM and intrusion solutions, you can make a powerful security system.

With eleven power brands from the worlds leading security provider,

you can create a security masterpiece.

Togetherthe most trusted brands in security from a single source.

Access Control: CEM Systems, Kantech and Software HouseVideo: American Dynamics, DSC and ExacqIntrusion: DSC, Visonic, Bentel Security and Sur-GardLocation-based Tracking: ElpasPSIM: Proximex

LOCATION-BASED TRACKING & PSIMACCESS CONTROL VIDEO SOLUTIONS INTRUSION

Email: [email protected] www.tycosecurityproducts.com

Advts.indd 3 16/03/14 8:30 am

Huawei New Wi-Fi Datacard RangeHuawei has released seven new Wi-Fi open data cards to enable users to share more content on the go at blazing fast speeds.

The new Wi-Fi datacard range is designed to suit the needs of Indian consumers for high-speed data consumption across multiple devices, share internet with friends & families from the same datacard and the freedom to choose their favorite network operator.

Huawei Device India President, Victor Shanxin, said, We have an intuitive understand-ing of users need to connect, share, anytime anywhere, which has inspired us to design Wi-Fi data cards that can connect users irrespective of the device they use to access the web.

The new range of data cards will be available at leading multi-brand stores, e-commerce and IT, mobile & consumer electronics channel across India.

SAKRI & KASPERSKY COMPLETE 4 YRSSakri IT completed four successful years of association with Kaspersky labas the national dis-tributor of Kaspersky Lab consumer products (Kaspersky Internet Security; Kaspersky Internet Security Multi Device; Kaspersky Internet Security for Mac; Kaspersky Internet Security for Android, and Kaspersky Small Office Security).

Ravi Lakshman, CEO, Sakri IT Solutions Pvt. Ltd., said, We are proud to be associated with Kaspersky Lab, and we are looking at deepening our association further. We have invested in a complete CD manufacturing facility, with strong distribution logistics, local offices and billing points, plus a 40-seater customer care center providing technical support in all major Indian languages.

Maxim Mitrokhin, Director (Operations), Kaspersky Lab (Asia-Pacific), said, We congratulate Sakri on completing four successful years of association with Kaspersky Lab as our national distributor for consumer products. With the help of Sakri and support of our channel partners, Kaspersky Lab India has attained and maintained its leadership position as one of the top 3 anti-virus companies in India in the consumer segment since 2011.

India Gets its First Tech Distie AssociationIn a significant move towards revolutionising the Indian technology- distribution industry, the countrys leading technology distributors have come together to launch The Technology Distribution Association of India (TDAI). The Associations motto is, we can only build when we know how to sustain. With an aim to drive the industrys next level of evolution through constructive dialogues amongst all stake holders, the leading Indian technology distributors have founded TDAI. The current members of TDAI collectively contribute nearly ? 50,000 Crores (~ US$ 8 Billion) annually towards the total IT industry business in the country announced the press release.

Asia Powercom Eyeing 100% Sales Growth Asia Powercom has announced that in the year 2013, its sale of AsiaPower laptop adapters have increased from 1000 to 7000 and AsiaPower power banks have increased from 500 to 5000.

As per the release, AsiaPower laptop adapters are 100% compatible with the original laptop adapters of DELL, Lenovo, HP/Compaq, Acer etc. This laptop adapter includes power cord, with wide input voltage range of 90-290V AC, 50/60Hz, 65 watts and an output short circuit protection.

Apart from Mobile phones and Tablet PCs, these power banks can also be used to charge IPods, MP3/ MP4 Players PDAs, portable game consoles and many other USB- powered electronic Gadgets. Tejas Sheth, Director, Asia Powercom, said, AsiaPower laptop adapters have been well accepted in the Indian market for its compatibility to the original laptop adapters. We take this opportunity to thank all our team members and partners for helping in achieving this phenomenal sales growth.

Check Point Debuts Software-defined ProtectionCheck Point has introduced Software-defined Protection (SDP), which it claims is a revolu-tionary security architecture that can protect organizations in todays fast-evolving IT and threat landscape.

SDP offers modern security that can effectively protect against tomorrows threats, through a design that is modular, agile and most impor-tantly, secure announced the press release.

SDP is a three-layer security architecture com-prised of enforcement, control and management layers. This framework decouples the control layer from the enforcement layer, enabling robust and highly-reliable enforcement points that obtain real-time protection updates from a software-based control layer.

The threat landscape has become far more sophisticated while at the same time, enterprise IT environments have grown in complexity. Enterprises are looking for advice on how they can become more secure, but in a way that is manageable and simple to use. SDP is todays security architecture for tomorrows threats; it is simple, flexible and can robustly convert threat intelligence into real-time protections, said Amnon Bar-Lev, President, Check Point Software Technologies.

Ravi Lakshman, CEO, Sakri IT Solutions

Pvt. Ltd.

Cyberoam Unveils NGFW OfferingWith the aim to offer the best mix of security appliances to the medium-large enterprise segment and strengthen its existing NGFW offering Cyberoam has launched new Next-Gen Firewalls with FleXi-Ports: CR1000iNG-XP, CR1500iNG-XP and CR2500iNG-XP.

CR1000iNG-XP, CR1500iNG-XP and CR2500iNG-XP appliances come with FleXi Ports that offer I/O slots for additional Copper 1G, Fiber 1G/10G ports on the same appliance, along with high performance and next-generation security features to medium-large enterprises.


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AVAYA GETS AGGRESSIVE ON MID-MARKET Highlight: Avaya Gets Aggressive on Mid-market

Image: Nidal Abou-Ltaif, President, Global Growth Markets, Avaya

To strengthen its midmarket solutions base in India Avaya has launched its iConnect program specifically designed to support channel partners who focus on the midmarket space, enabling participating partners to ramp their business rapidly.

The company is also hiring people in its seven locations in India to go after the mid market segment aggressively announced Nidal Abou-Ltaif, President, Global Growth Markets, Avaya. The global launch of iConnect was done last year and now we are launching it in India to address not only the existing partners but also the news ones, he added.

He further revealed how apart from the mid market segment partners can capitalize on Avayas solutions to grow market share within the regions hotels, banks, telecoms operators, BPO organizations, and government entities.

It has also come out for its channel community with a brand new series of PartnerConnect events across India. The conference tour will host more than 600 partners across three cities in India - Mumbai, Gurgaon and Bangalore. The channel roadshow is focused on helping partners to identify and fulfil tangible market opportunities especially in the regions rapidly growing midmarket segment.

EXECUTIVE MOVEMENT

HCL Infosystems has appointed two new independent non-executive directors, Sangeeta Talwar and Kaushik Dutta on its board.

Seagate has appointed Jamie Lerner as President for Cloud Systems and Solutions. Lerner most recently held the position of Senior Vice President

and General Manager of the Cloud and Systems Management Technology Group at Cisco Systems.

Avaya has appointed Priyadarshi Mohapatra as MD for India and SAARC.

CA Technologies has appointed Kenneth

Arredondo as the President and General Manager of Asia Pacific & Japan with effect from 1 April 2014. CA Technologies has appointed

HID Globals Partner Meet in MumbaiHID Global organized a Strategic Advantage Partner Meet in Mumbai aimed at addressing the changing dynamics of the security industry and recognizing the efforts of top performers across South Asia region for all business segments.

The day-long event witnessed more than 80 partners and customers participating from across the world, engaging in speaker sessions and panel discussions by eminent industry leaders.

Speaking at the partner meet, Ranjit Nambiar, Director, Identity & Access Management for the region of India and SAARC, HID Global, said, The aim of the Partner Meet is to understand the evolving global security market and to provide strategic consultation to our partners. We are focused on increasing value for our customers by ensuring that channel partners are well equipped to deliver trusted, advanced and dependable secure identity solutions in the market.

The Partner meet conducted discussions focused on Smart Cards and the changing dynamics of citizen centric services, Game changers in Physical security Industry and Enterprise risk management through Converged Physical and Logical Security.

JUL-DEC 2011 JUL-DEC 2012 JUL-DEC 2013

INDIA TABLET MARKET DECLINES 14% OVER CY H22012INDIA TABLET PC MARKET SHIPMENTS REACHED 1.90 MILLION UNITS IN CY H22013, REPRESENTING A DECLINE OF 14% OVER CY H22012. SAMSUNG REMAINED AS THE MARKET LEADER IN THE INDIAN TABLET PC MARKET FOLLOWED BY MICROMAX AND LENOVO.

INDIA TABLET PC MARKET SHARE BY PLAYERS (H2 2013)

Source: 6Wresearch Half Yearly India Tablet PC Market, CY H22013 (million units)

Nidal Abou-Ltaif, President, Global Growth

Markets, Avaya

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Socomec Targets Rs. 400 Crore Revenue by 2016Socomec Innovative Power Solutions has rolled out its first UPS product Delphys MP Elite from the Gurgaon plant.

The company stated that Socomec invested 3.75 million in India so far and has set ambitious growth plans for upcoming years. It has a strategy to target markets such as industry, building, critical building, infrastructure, renewable energy and OEM, through which it plans to generate Rs. 400 crore revenue by 2016. The release said that with the industry segment being a prime focus, the brand has taken an initial step towards the goal, and started producing its existing UPS product Delphys MP Elite, which is well-known for industrial applications in its 5200 square meter plant in Gurgaon, India.

Netmagic Offers Storage on CloudNetmagic says it has launched Indias first Storage-as-a-Service that provides metered IOPS for custom-ers mission-critical applications: Netmagic Tiered Secure Storage (NTSS).

NTSS is a customized multi-platform software-defined storage offering available to public cloud customers as well as customers with single-tenant environments such as dedicated servers or private clouds. Software-defined storage allows offloading the computationally heavy aspects of storage-management-related functions enabling higher amount of CPU power availability within the cloud.

NTSS offers QoS by guaranteeing Input/Output Operations per Second (IOPS) at the application level with total tenant isolation. The company stated that IOPS is a common performance measurement used to benchmark storage and application performance and is an important factor when it comes to running critical applications.

Mid-market Adopting BI TechnologyThe market for business intelligence (BI) platforms in Asia Pacific is expected to grow 7.4 percent to reach almost US$1.4 billion in revenue in 2014 and more than $1.6 billion by 2017, as data discovery and mobility create a revival in spending by business users, according to Gartner, Inc.

Gartner research director Bhavish Sood, said growing interest in big data solutions will continue to positively impact BI spending across Asia Pacific in 2014 and beyond.

Information intensive initiatives are popular in organizations in Asia Pacifics accelerating econo-mies, because information is a competitive differentiator, Sood said. We expect this to continue as organizations pursue regulatory compliance, performance management and overarching enterprise information management initiatives.

In Asia Pacific, the top four megavendors SAP, Microsoft, Oracle and IBM controlled 72.2 per-cent of the BI platform market in 2012, up from 65 percent in 2011. However, Gartner analysts said that business units increasingly prefer data discovery solutions, such as Tibco Spotfire, QlikTech and Tableau Software, while their counterparts in IT are still more comfortable procuring from megavendors.

DIGESTPORTRONICS UNVEILS ULTRA PORTABLE SPEAKER : RESOUNDPortronics has launched ReSound, ultra portable speaker which supports a mini built-in LED display.ReSound also supports an Auto FM station and an Auto-off feature. Besides, it offers all device compatibility and works with any possible device using a 3.5mm Aux cable and also supports slots for a Micro-SD card or a USB drive. ReSound sup-ports a substantial battery size, with an 8 hour playtime on full charge. It also supports a 3.5mm input jack, a micros-USB port for charging and a sliding on/off switch on the top panel.ReSound is available at a price of Rs 1,999.

COOLER MASTER UNVEILS TWO NEW GAMING MICESE

Cooler Master has launched two new gaming mice, Mizar and Alcor. Mizar utilizes the latest Avago 9800 laser sensor, whereas Alcor sports the latest Avago 3090 optical sensor.

Both mice are perfect fit for FPS, RTS, and other games requiring high speed actions. Besides, Mizar comes with DPI a setting that peaks at 8200. The Mizar is priced at Rs 4,499 (MRP) whereas the Alcor is priced at Rs 3,799 (MRP). Both mice carry two years warranty.

LAPCARE EYEING TIER 2 & 3 CITIESLapcare announced it has recorded impressive 40% YoY growth in 2013. The company has planned to sign up new channel partners to further enhance its impressive growth story in India. This will come by the company expanding its distribution network across Tier-2 and Tier-3 cities.Lapcare is currently in process of identifying the right partners in Tier-2 and Tier-3 cities like Ahmadabad, Chennai, North East, Hyderabad, Jabalpur, Rajkot and Surat. The company further announced it has received good visibility in the market because of its innovative products.

AXIS NEW DOME NETWORK CAMERAAxis has launched P5415-E PTZ Dome Network Camera which comes with HDTV 1080p PTZ resolution and 18x optical zoom.

As per release, the camera is ideal for use in city and perimeter surveillance, parking houses and school yards. AXIS P5415-E is a reliable, low-maintenance PTZ camera and is directly attached to the drive shaft of two motors, one for panning and another for tilting the camera.

The retail price for Axis P5415-E Dome Network Camera is Rs. 179910.

WD PURPLE HARD DRIVE FOR SURVEILLANCEWD has announced the availability of WD Purple, a purpose-built line of 3.5-inch, high-capacity hard drives for surveillance applications.

Designed specifically for video surveillance units, WD Purple hard drives excel in new and existing home and small business security environments with up to eight hard drives and up to 32 high-definition (HD) video cameras. WD Purple hard drives are available in capacities from 1 TB up to 4 TB.

TREND MICROS MARKETING SCHEMES FOR CHANNEL PARTNERSTrend Micro has launched Q1 incentive schemes for partner sales & presales representatives for Trend Micro Deep Discovery, Deep Security as well as for its range of Foundation products. The schemes for the simple to buy, simpler to deploy and simplest to manage solutions closes for this quarter on 25th March 2014, announced the release.

Suchita Vishnoi, Head (Enterprise & Channel Marketing), Trend Micro India, said, We endeavor to provide tools and solutions to our partners that maximizes security without compro-mising performance. The marketing schemes introduced are certain to assist them in reaching out to greater audience with best-in-class security solutions. It is our constant endeavour to support partners in increasing their profitability; reducing their cost of business and at the same time making sure they build a huge services business. We look forward to help from our partners to collectively serve the customers with combined potential this year.


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US based Marlabs Opens a New Office in BangaloreMarlabs Software, a US based IT service provider has announced the open-ing of their new facility in Bangalore as part of the organizations expansion plans. The new facility will help meet increasing customer demand from North America, will be a base for IP asset creation and provide better service delivery and support to the rapidly evolving market in the Asia Pacific region, announced the release.

The company informed that Marlabs has had a strong foothold in the North American IT services market and its rapidly expanding its presence across the globe. Currently Marlabs has workforce of over 2000 and a network of delivery centers in USA, Canada, Mexico, Malaysia and India (Bangalore, Mysore, Pune and Kochi).

Inflow Ties-up with UTC Build-ing & Industrial SystemsInflow Technologies has announced its distribution agreement with UTC Building and Industrial Systems for their GST range of products.

The release said that UTC Building & Industrial Systems is the worlds largest provider of building technologies, including fire and security tech-nologies that are delivered throughout the world. GST has both an Address-able Fire alarm System and a Conventional Fire Alarm System. With its high quality fire and life safety products and superior after-sales services, GST has built its reputation globally and sold its products in more than 80 countries. Over the years, GST has acquired certification from various international testing bodies including UL, LPCB, CE, PSB, SAI, HKFSD, CCC and etc.

Acer to Expand Channel Partners Base for SMB SegmentAcer India has conducted engagement programs for its channel partners in Mumbai and Pune as a part of its continuing efforts to grow its business and enhance the depth of engagement with the partner fraternity.

At the channel partner meets, Acer shared its success stories with the partners, in both the Commercial and the Consumer segments and reiterated its robust strength to address the dif-ferent and diverse needs of both these segments. And, as an indirect business model company, Acer recognized its partners efforts for their significant contribution in successfully taking the brand promise to its clientele in driving up the business volumes.

As per the release, the meet was an ideal forum for Acer to educate its partners on its latest suite of offerings as well as it go-to-market plans. Through its new go-to-market strategy, Acer plans to fortify and extend its channel partner base for the SMB segment across the country.

neoteric, AJAs exclusive National Value-Added Distributor is hosting Live, Professional AJA Video Masterclass Tour in March, covering the 5 key locations which included Kolkata, Hyderabad, Chennai, Delhi and Mumbai.

The event featured workshops and a speaker focused on the latest broadcast and post-production products which helped to stay at the forefront of video technologies and systems. This tour encompassed on-set solutions, post- production and engineering, right from SD to 4K.

The company unveiled iO 4K- the all-new leading edge product from AJA video Systems. iO 4K is characterized by its maximum 4K performance and workflow, professional connectivity, power, compatibility and future-looking attributes, apart from its incredible 3-year warranty.

neoteric Hosted Multicity road show for AJA

KONICA MINOLTA EYES GREATER MARKET SHARE Konica Minolta launches all new page-pro1580MF which is a monochrome laser multifunctional printer. The product is equipped with printing speed of 20 papers per minute, supports 16 MB memory and can be used for A4, letter, B5, A5, A6, size printing.

Managing Director Tadahiko Sumitani said Our operations in India have seen a revenue of `228 crore in the last fiscal and this fiscal is likely to end at the `300 plus crore mark and we are expecting to grow by 30-35% to touch the Rs 500 crore mark within the next two years to three years.

Balakrishnan EGM Marketing, Konica Minolta Business Solutions India Pvt. Ltd, pointed out that the company has been doing well even though there is a general economic slowdown. Our competitive price range and the high quality have helped us win the customers confidence and establish our brand. We always focus on customer requirements and strive to work closely with our customers. This is our differentiator and has helped us to build quickly the channel network & address the market.

Kuldeep Malhotra, EGM Sales, Sales & Managing Division, Konica Minolta Business Solutions India Pvt. Ltd. Said, In the calendar year 2013, the company has achieved market share of 27% in A3 colour printers, 17% in the A3 monochrome printers and almost 50% in the production printers market.

From left Tadhahiko Sumitani, MDKonica

Minolta, Balakrishnan, EGM, Kuldeep

Malhotra EGM, Konica Minolta


20

SNIPPETS


Advts.indd 19 23/03/14 10:21 am

Kingston unveils New PackagingKingston has unveiled a series of brand new packaging for its best-selling system-specific memory modules designed for Acer, Apple, Asus, Dell, HP, Lenovo And Toshiba laptops.

Ann Bai, DRAM Sales Director (APAC region), Kingston, said, Kingston system-specific memory modules are born to solve these memory compatibility problems. For those who are not really an expert on computer DIY and do not have the time to do market research, we are proud to offer an easy way out when it comes to memory selection for upgrading laptops.

Intuit Brings Small Business Local Buzz to IndiaAfter successfully awarding one small business its very own advertisement during the Super Bowl, footballs biggest event in the US, Intuit Quick-Books is now introducing Small Business Local Buzz in India as a part of a global campaign.

The campaign, which will grant 10 cash prizes of INR 2.5 lakhs each to small businesses which they can use to grow their business, kicks off in India today, and will conclude on April 11, 2014. During the course of the campaign, Intuit will be rewarding a total pool prize of INR 25 lakhs.

Fans or followers can also vote to improve the chances of winning for their favourite businesses. The winner will be selected based on voter prefer-ences and the verdict of a select jury from Intuit.

In an Intuit Small Business Survey conducted last year, 87 % of small businesses said that their businesses are either struggling to survive, or surviving but not growing.

Corsair Strengthens PC Gaming CasesCorsair has launched the Carbide SeriesTM SPEC range of gaming PC cases in three models: the SPEC-01, SPEC-02, and SPEC-03.

The cases boast modern features such as USB 3.0 ports, native SSD mounts, and extensive cable-routing options, as well as a huge side panel window to show off the hardware inside. The black-painted interior is optimized to direct unobstructed airflow to the PCs hottest components, with a front-mounted LED fan providing ample cooling. Tool-free drive bays and removable dust filters add to SPECs wide array of high-end features.

Theres plenty of room to expand inside too, with support for even the longest graphics cards, front fan mounts for dual 140mm and 120mm fans, and seven expansion slots. All the products are available in India with Aditya Infotech carrying a limited 2-year warranty.

Matrixs First Annual Vendor Meet Held at VadodaraAs part of its continuing efforts to grow its business and enhance the engagement with its vendor fraternity, Matrix organized its first Annual Vendor Meet at Vadodara. Around 100 venders participated in the event.

Managing director Ganesh Jivani emphasized the objective of the vendors Meet was mainly to interact with all vendors, and mutually understand more conducive business growth plans. He further added the other important aspect of the gathering was also to show them Matrix R&D center and the manufacturing facility so that they can better connect to Matrix and the needs.

Unistal Unveils Cool Summer for PartnersUnistal Systems Pvt. Ltd has launched a New AVATAR of Protegent 360- 5User/5 Keys/5 CDs with a scheme of free trip to Thailand for its partners.

Cool Summer offers provides dual benefit of buy 2 and get 2 free scheme and on purchase of 50 boxes, the partner will enjoy a free trip to Thai-land. This scheme is applicable only on Protegent 360-5 User/5 Keys/5 CDs Pack.

The release said that this scheme is valid for the purchases billed out from Unistals authorized distributors.

ADITYA INFOTECH WINS GLOBAL SHIELD AWARDSimon Foster, CEO at UBM Live recently hon-ored Aditya Infotech Ltd (AIL) with Global Shield Award, at Gala Award Ceremony, organized jointly by UBM and APSA.

Jury comprising prominent professionals from the industry selected Aditya Infotech Ltd on the basis of growth and performance in Indian market and its presence and contribu-tion to the global market.

Commenting on the achievement, Aditya Khemka, CEO & Director, Aditya Infotech Ltd, expressed, It is a proud moment for us to receive Global Shield award from the security fraternity. We are committed to develop and strengthen the video surveillance industry in India as well as the globe. Our world is facing several challenges as we grow, evolve and prosper. Of these, security and safety are the two areas where we are committed to making the difference. Be it securing our borders, coastlines, cities, our businesses, our homes in essence our way of life, we have the answers. We will continue to make citizens of our world feel safer and more reassured every day. Because for us at Aditya Infotech, security is not a luxury, but a fundamental right to every citizen, he further mentioned.

Aditya Infotech Wins Global Shield Award

Panasonic Unveils Refill TonersPanasonic India has introduced its refill toners for its entire range of multifunction printers, MB2235 (28 PPM) and MB2085 (26 PPM). With its new offerings, the company is focusing on office automation channels which will enable customers to refill depleted toner cartridges.

These refill toners also target the SME segment with an effective cost per copy of MB2235 (28 PPM) and MB2085 (26 PPM). Other than this, the newly launched genuine refill toner is priced between Rs. 480 to Rs. 1,395.


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Advts.indd 20 23/03/14 10:22 am

HGST Debuts Touro S Mobile External Hard DrivesHGST is expanding its family of external storage and backup solutions with its new line of Touro S mobile external hard drives.

Available in colorful metallic finishes such as gold, silver, ruby and platinum, the Touro S drive family delivers two levels of data protec-tion local backup and cloud storage to help protect, transport, store and access photos, music, videos and documents from anywhere. With its thin, stylish design and an aluminum enclosure, the 7,200 RPM hard drive-based external drives moves files up to 23 percent faster than standard 5,400 RPM-based drives.

In addition to receiving up to 1TB of local stor-age, every Touro S customer also receives 3GB of Touro Cloud Backup for free. This online storage option ensures that data is always protected and accessible in the cloud. For more cloud storage, users can upgrade to 250GB for only US$59 per year, which includes multiple computer protec-tion. Those who upgrade receive Apple iPhone and iPad apps for free.

HGST Touro S mobile external hard drives are Mac and PC compatible, and feature a three-year limited warranty. The 1TB Touro S drive has a manufacturers suggested retail pricing (MSRP) of INR 6,000. The 500GB Touro S drive is INR 5,000.

Gigabyte Debuts 8 Series MobosGigabyte Technology has launched its 8 Series motherboards which are priced between Rs. 6,000 and Rs. 10,000. These motherboards come with the latest 4th generation Intel Core proces-sors and Intel B85, H87 and Z87 chipsets.

These motherboards, namely GA-B85M-D3H, GA-H87M-D3H and GA-Z87M-D3H, come with a wide range of new technologies, which include digital power delivery, advanced network and device charging, gold plated hardware, new designed UEFI DualBIOS and Gigabyte App Center.

Moreover, GA-B85M-D3H, GA-H87M-D3H as well as GA-Z87M-D3H feature the Gigabyte Ultra Durable 4 Plus technology that debuted on Gigabyte 8 Series motherboards. All Gigabyte motherboards use All Solid Caps (Capacitors) and Low RDS(on) MOSFETs and come with three years warranty.

ESET Names Roop Technology as RDESET has appointed Roop Technology as its new regional distributor. Roop Technology will distribute ESET retail and corporate products across Andhra Pradesh, Gujarat and rest of Maharashtra. Roop Technology has offices spread across in these regions which make them strong on the distribution front.

Roop Technology will look after the distribution of ESET retail and corporate products in Andhra Pradesh, Gujarat and Maharashtra using its strength in reaching small cities. They have a strong connec-tion presence across these regions and 1250+ partners across India announced the press release further adding that they will be distributing ESET products in class B and class C cities.

Seagate Surveillance HDD LaunchedSeagate has taken the wraps off its seventh-generation hard drive disk (HDD) engineered specifically for surveillance and video analytics applications the Seagate Surveillance HDD. The Surveillance HDD is a world-class HDD purpose-built for storing and accessing video analytics, improving data integrity and keeping systems in the field longer announced the press release.There is a growing need to analyze and make use of large amounts of video data, including applica-tions where cities can predict and improve traffic flows, airports can reduce wait times, and emergency responders can react faster the possibilities are endless, said Scott Horn, Seagate vice president of marketing. We pioneered this market more than a decade ago, delivering the worlds first surveillance HDD, and can leverage our vast knowledge of this technology and market to provide our customers with the optimal solution for recording and accessing surveillance data.

Abacus Unveils Zion Low Voltage RAMAbacus Peripherals has launched ZION Low Voltage RAM which the company claims combine maximum stability with low heat dissipation which ultimately leads to lower Power expenditure for home as well as enterprise users.

With years of experience in memory products, ZION brings complete range of Low Voltage Memory Modules with low 1.35 volt compatible with Desktops, Laptops and Ultra books. It is available in 4GB and 8GB density, and supporting both, Intel Sandy-Bridge or Ivy-Bridge and AMD Interlagos or Valencia platforms.

EATON DEBUTS ENERGY EFFICIENT 93E UPSPower management company Eaton is introducing the 93E Uninterruptible Power System, which it claims delivers efficient, safe, sustainable and reliable power when it is needed the most.

The Eaton 93E UPS delivers customers the most efficient power quality solution in three key areas: space, power and cost. Engineered for maximum efficiency, the Eaton 93E UPS delivers up to 98% efficiency while maintaining a small physical footprint announced the press release.

With internal batteries up to 60 kVA, this product provides an all-in-one solution that also reduces the complexity of installation and startup and provides maximum runtime.

Eaton understands the challenge of increasing load on mission critical applications and the need for robust power backup with high efficiency and small footprint. 93E is designed to deliver high energy efficiency and reliability in a compact size to support applications desiring unswerv-ing power protection, said Syed Sajjadh Ali, MD (Electrical Sector), India, Eaton.

93Es patented Eaton Hot Sync technology makes it possible to parallel up to four UPSs to increase availability or add capacity. It has a large LCD that graphically displays UPS status and offers easy access to measurements, controls and settings. The 93E ensures 30% smaller footprint than similar competitive solutions and its advanced Battery Management enhances battery life, reliability and predictability. Eaton 93E is an ideal solution for facilitating a lower total cost of ownership (TCO) through a combination of energy-efficiency and high reliability with a compact footprint, said Sushil Virmani, Sales Director, Electrical Sector, India, Eaton.


24

SNIPPETS


GIGABYTE 8 SeriesUltra DurableMotherboards

Z87X-UD3H H87M-D3H B85M-D3H

IR, PowIRstage and DirectFET are registered trademarks of International Rectifier.

A New Standardin Durability

The Worldwide No.1 Digital Desktop PWM Provider

Mumbai, Chhattisgarh, Vidharbha, Maharashtra, Goa : 99677 18653; Gujarat : 97250 59195; Delhi, Uttar Pradesh : 99583 72672; Punjab, Chandigarh, Jammu & Kashmir : 97818 33433; Himachal Pradesh, Haryana, Uttarakhand : 99100 86976; Madhya Pradesh : 96695 45600; Rajasthan : 99100 86976; Bihar : 90075 45577; Jharkhand : 90405 06080; West Bengal : 90075 45577, 9748502710; North East : 98642 30150; Orissa : 90405 06080; Andhra Pradesh : 88869 52009; Karnataka : 99675 15866; Tamil Nadu : 99675 15866; Kerala : 98950 99231

www.facebook.com/GIGABYTEindiaGIGABYTE Technology (India) Pvt. Ltd.Tel: 022-40633222; Website: www.gigabyte.in; Toll-Free: 1800-22-0966

Advts.indd 11 16/03/14 8:32 am

SanDisk Ultra Dual USB Drive LaunchedSanDisk has launched the SanDisk Ultra Dual USB Drive, a USB flash drive featuring both a micro-USB and a USB 2.0 connector.

The SanDisk Ultra Dual USB Drive is designed for Android smartphone and tablet users and it allows users to store and backup files, free-up space, or transfer multimedia between their smartphones, tablets and computers.

Rajesh Gupta, Country Manager India, SanDisk Corporation, said, The SanDisk Ultra Dual USB Drive provides a simple, convenient way to offload and backup files from smartphones and tablets with the peace of mind that comes with the trusted SanDisk brand. This new drive integrates with SanDisks Memory Zone app to make freeing up space on mobile devices simpler than ever, improving the user experience.

A10 Sign MoU with AMTRONA10 Networks has signed a memorandum of understanding with AMTRON to help organizations to transform their data center and IPv6 migration projects.

The release said that AMTRON is the IT arm of the state government of Assam in India, and plays an integral part as a technical advisor for many state agencies. This agreement allows AMTRON to position A10s solution portfolio for network optimization, security and IPv6 migration as the platform to build next-generation network services.

As part of the agreement, A10 Networks will help establish an A10 technical competency center within AMTRON where workshops can be conducted onsite. Leading the charter for major data center transformation, network upgrade and migration of major IT assets onto IPv6 platform,

ZyXEL Eyes Rs 80 Crores in year 2014 Reaching a new high ZyXEL Technologys turnover recorded a growth of over 200% on a year-on-year basis. It attributed the success to its tie-ups with conglomerates like Indian Railways, SAIL, defence organisations, Indian Oil, NTPC, Airtel, Vodafone, Tata, etc. and also to the retail sector.

With ZyXELs focus on the Indian market, the organization has consistently increased its invest-ment in the country in the last three years and has been strengthening its manpower announced the press release.

The company in its annual meeting has pledged to again double its business in India to Rs 80 crores in year 2014, apprised Madhukar Swayambhu, VP (Sales), ZyXEL.

The IP enabled products and service provider has also become a leading player in wired and wireless broadband networking technologies in India. From routers, switches, security appliances, and central office equipment, to wireless and IPTV, ZyXEL ensured exceptional reliability and quality across its product range ever since in the market.

McAfees full-featured version of its award-winning McAfee Mobile Security solution is now available for Indian users as a free offering. Supporting all Android and iOS mobile devices, this product initiative is targeted at making security a more integrated part of the Indian consumer experience.

The development is particularly relevant for India which is the worlds fastest rising smartphone market slated to have 185 million mobile internet users by June 2014 (IAMAI), and the second biggest user base for Android accounting for over 93% market share (IDC).

Device proliferation and the resultant application explosion has increased potential vulnerabilities and made mobile a significant threat vector.

McAfee Brings Free Mobile

Security Solution for Indian

Consumers

RASHI CELEBRATES SILVER JUBILEE To mark its 25 years of success and growth, Rashi Peripherals recently celebrated its Silver Jubilee Anniversary. As a part of this celebration, Rashi launched three levels of celebration: firstly, Silver Jubilee Week celebration by way of daily channel schemes and offers for partners; secondly, Face-book contest for users, partners and employees; finally, each of the Rashi 95 locations have been decorated and lit in the Silver Jubilee theme.

The journey of Rashi Peripherals was started in the year 1989 with just two staff members and a single brand in a 500 sq foot office. Today, it boasts of 21 branch heads in each state, 800 employees, 9000 partners (which covers almost 750 towns), 58 branches, 62 service centers and a team of more than 350 sales and marketing profes-sionals across India.

Suresh Pansari, Director, Rashi Peripherals, said, In the initial years, when we started doing monitor business, it gave almost 30% of market share in those five to seven years. In the year 1996 and 1998, Rashi Peripherals once again became a leading distributor of motherboard, hard drive and CPU.

He further added, In 1999, we signed up Logitech and Asus that took Rashi into different leads. The pillars of Rashis success have been our business ethics, entrepreneurs in the form of branch heads, strong marketing team. Besides, we were the first to conduct 40 city roadshow and set up service centers in 58 towns. My vision is that Rashi should make IT products available across each of 600 districts of India.

Suresh Pansari, Director, Rashi Peripherals

cutting cake


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Advts.indd 9 16/03/14 8:32 am

CyberArk DNA v4 To Mitigate the Risk of Pass-the-Hash CyberArk has unveiled the latest version of Discovery & Audit (DNA), CyberArk DNA v4, which the company claimed is the first tool on the market to identify and map exposed privi-leged password hashes and all related vulnerable machines on a network.

The company said that CyberArk DNA is a patent-pending, light-weight, stand alone tool that exposes the magnitude of privileged account security risks by enabling organizations to easily identify and analyse all privileged accounts across their network.

Roy Adar, VP (product management), CyberArk, said, Understanding the extent of the vulnerability is the critical first step in mitigating the risk of pass-the-hash. CyberArk DNA is the only tool on the market designed to identify and visualise an organisations privileged account risk exposure being able to simultaneously scan for pass-the-hash vulnerabilities is a natural exten-sion of the security and audit tool.

The first step in addressing pass-the-hash vul-nerabilities is to understand the risk landscape in the enterprise. CyberArk DNA v4 is the first tool to identify password hashes, locating all vulner-able machines on a network to provide the most accurate and reliable data about an organisations exposure, announced the release.

Fortinets Expands DDoS OfferingsFortinet expanded its Distributed Denial of Service (DDoS) product family with four new appliances for data center managers and system architects at mid to large enterprises and MSPs.

The new FortiDDoS-400B, FortiDDoS-800B, FortiDDoS-1000B and FortiDDoS-2000B appliances are designed to detect and help protect against todays most damaging and sophisticated DDoS attacks and feature an innovative 100 percent behavior-based DDoS attack mitigation engine.

Weve dramatically improved the way we iden-tify DDoS attack types since we released our first appliances in 2012. The adaptive, behavior-based attack monitoring introduced in todays models automatically identifies any type of DDoS attack, including zero-days, and almost immediately takes action to mitigate it, said Rajesh Maurya, Country Manager, India & SAARC for Fortinet.

CommScope Unveils Data Center on DemandCommScope has released its new Data Center on Demand solution, which provides a flexible, highly efficient, purpose-built alternative to the traditional brick and mortar data center.

Enterprises are dealing with a continual data deluge and have to find ways to expand their capacity quickly and efficiently, said Kevin St Cyr, senior vice president, Enterprise Solutions, CommScope. Some are up against the wall when it comes to physical space or available power and Data Center on Demand gives them a viable solution to expand quickly and easily with industry proven technology.

This is more than just a traditional modular data center offering, said St Cyr. It is not just a shipping container with servers. It is designed specifically with the same usability and ease of access to IT equip-ment as a traditional data center, but with lower up front and operating costs.

NETGEAR Unveils Two New WiFi Range ExtendersNETGEAR has launched two new WiFi range extenders, NETGEAR WN2500RP WiFi Range Extender (N600) and WN3500RP WiFi Range Extender (N600).

The NETGEAR WN2500RP WiFi Range Extender and WN3500RP WiFi Range Extender provide up to 300 Mbps+300 Mbps 802.11n WiFi performance. Both are Dual Band 2.4 and 5GHz to enable ultimate range extension at ground breaking next-generation WiFi speeds, announced the release.

It further emphasizes that both extenders are ideal for improving the range of a home network and eliminating WiFi dead zones while enabling lag-free gaming and video streaming with the ultimate in 802.11n speed and performance. Like other dual band NETGEAR WiFi range extenders, both support the NETGEAR FastLane technology that uses both WiFi bands.

Subhodeep Bhattacharya, Regional Director, India & SAARC, NETGEAR, said, We provide our customers with the latest WiFi range extender technology, so were delighted that industry experts have acknowledged the innovative design and features supported by our new WiFi Range Extenders. Not only are our new WN2500RP and WN3500RP WiFi Range Extenders the fastest for providing whole home coverage, but we have even redesigned Smart LED indicator lights for both the Extenders that helps in play real-time network connection status and optimal extender placement that help you place it properly in your home.

CHANNEL PARTNERS WILL BECOME SMART : IDCAt its India ICT Predictions 2014 event, IDC identified the key trends in 3rd platform and channel ecosystem. According to IDC, cloud adoption will catch up with public cloud gaining traction and enterprise mobility is on the cusp to take off in India. However, security is the biggest issue in adopting mobility and cloud.

IDC also predicted that channel partners will get smart to supplement the shrinking IT hardware revenue. OEMs will reflect on their benefit programs and lines between SIs, VARs, and ISVs will blur increasingly.

Jaideep Mehta, Vice President & Country General Manager, IDC India said, 2014 will finally see the India IT eco-system begin a serious transition to the 3rd platform technologies ofcloud and mobility, and to a lesser extent big data, and social. IDC predicts the influx of cloud and enterprise mobility technologies along with the associated changes in architecture and IT management processes.


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Advts.indd 12 16/03/14 8:32 am

With the launch of Chrome-based AIO B2B division of LG is all set to capture this niche market

SANJOY BHATTACHARYA, IT HEAD, LG INDIA

WE ARE LOOKING AT 40% VALUE GROWTH OVER THE LAST YEAR EXCLUDING THE CHROME-BASED WHICH WILL GIVE US A SEPARATE VALUE.

At the recently held second edition of its annual technology extrava-ganza LG Tech Show 2014, a slew of products were showcased across

verticals from Ultra HD Curved OLED TV, the Web OS TV, G Pro 2 phablet, the 4G LTE smart phone range, Indias 1st 5 star rated refrigerator with smart inverter, Mosquito away AC,: Indias first Stainless Steel RO Water Purifier and the LG Lifeband Touch.

Under the B2B business division it launched the 84 inch Ultra HD Multi-Touch Signange, suitable for interactive sessions, like classrooms or conference rooms, as it can sense 10 simultaneous touches at once.

Apart from the above displaying its confidence in the Chrome-based desktop market, LG has come also out with its 21.5 inch Chrome-based AIO desktop that runs on Google Chrome OS and features the 4th generation of Intel CPU. In total 40 products are slated to be launched in the IT line-up in May.

LG Indias IT Head Sanjoy Bhattacharya explaining its inactiveness last year says, Last year we were consolidating our product line-up and also the channel, hence in value terms we were just able to manage. But the new product launch has actually stared from this year.

Explaining the rationale behind entering Chrome-based AIO Bhattacharya says, We found that the requirement of consumers when it comes to web-based application is a bigger screen to work on. In US the sales of Chrome is good and in India we are very confident that the popularity will go up once the customers understands the product; this is a new market and is affordable.

Extolling the virtues of the Chrome book run on Google chrome Bhattacharya says its boot time is mere 8-9 seconds, requires no driver settings, does automatic upgrade and the PC is always

fresh which means the next user of the PC will not know what all was opened on the system, with Hangout one can chat with nine people at a time. This 22 inch which also comes with full HD comes with 60 GB SSD and 100 GB cloud for two years and is also compatible with external storage as well.

He further adds, In this the SSD and cloud are stable and therefore it doesnt crash as it gets upgraded automatically, there is no need to buy an OS or new version of OS and it makes sense for those who dont want to spend energy or time in managing it. This product will be launched in end of April and comes in two variants: 2 GB with wired keyboard mouse priced at Rs. 32,000 and the 4 GB RAM with wireless keyboard mouse is priced at Rs. 35,000.

LG introduced the product to its channel part-ners in an event held in Delhi a day before the Tech show and as per Bhattacharya the response was encouraging. After the showcasing the product everybody is saying its a good product, but they need training hence we are talking with Google for pan India training which will start it from April. We are placing AIO and tablets in 20-25 stores and once we get the response we will accordingly increase the number of stores.

He further elaborates that as the monitor is not targeted at the entry level their focus will be on 22 inch and above and targeting markets like video editing, hospital, signage etc. He further adds that they will be isolating themselves from the assembled PC marketwhich swings every monthand focus more on the up-gradation market (which he says is around 20% of the PC market). Once people buy second monitor they look for bigger screen with full HD IPS display etc. Hence this year it will be more upgrade and upsell for us and the channel.

Last year, it did a business worth $75 million

FOR LG 2014 WILL BE A YEAR OF UPGRADE AND UPSELL

but value wise there was no growth. Nevertheless this year LG is looking at 40% value growth over the last year excluding the Chrome-based which will give a separate value. As Chrome is a com-pletely new product we cant make estimation, though we have done an internal estimation but cant reveal it, he adds.

Among the B2B products launched by LG is the mouse scanner which it plans to sell at Rs. 5000. Then there is the two PC one monitor prod-uct which is being targeted at those in the stock exchange and call centers.

These products will be put in premium stores and not in mass stores. All products will be launched pan India in 200 stores but the AIO and tablets will be in 20-25 stores after that LG plans to scale it up. While IT-retail will be done by its RDs and retailers will be connected directly by the company.

Three road-shows in April are in pipeline to be held in Delhi, Mumbai and Bangalore.


30

SME TREND

SME Trend-LG.indd 30 24/03/14 8:05 am

SMS BUYKISEMAIL ID to 56263

301, Tower A, World Trade Center, Kharadi, Pune 411 014, India.Phone No: +91-020-65111016, 65111017.

Toll Free No.: 1800-209-2012, Paid Lines:+91-20-65111011, 27012834. SMS KSHELPEMAIL ID to 56263 [For Technical Support], www.sakri.in ,[email protected]

Advts.indd 10 19/01/14 9:48 pm

SME CHAMPIONS

ANNIVERSARY


32

COUNTRY MANAGER,AXIS COMMUNICATIONS INDIA

SUDHINDRAHOLLA

SMEsAxis is a 100 per cent channel driven company and we will continue to be so. This go-to-market strat-egy allows us to penetrate and increase our market share in India through channel expansion. We will be aggressively focusing on the tier II and III cities which are the countrys largest base of SMBs. To enable increased geographic reach, we will sign up with new channel partners as and when required. We are also working on reaching out to resellers through ADI, with whom we signed up recently. ADI partners have a strong base of resellers and we are leveraging on their relationships to increase our business.

Channels Currently, we have about 1,500 partners in India. As you already know that Axis is a 100% channel driven company, hence, our overall goal for the year is to further strengthen and develop our posi-tion as the market-leading supplier of network video solutions though our channel partners.

We will continue using a two-tier model for all sales process, utilizing distributors, resellers and system integrators. We have established a consis-tent channel strategy and policy after more than 20 years of working with indirect business models. All of our branded products have been and will

continue to be sold through the channels of dis-tributors and resellers.

InvestmentAxis has launched affordable models suitable for this market. Axis, the leader in network video, has in place the Axis Camera Companion (ACC), which is a cost-efficient and easy-to-use network video surveillance for customers with smaller installations.

The ACC is an entry-level IP video solution for smaller installations. The solution is designed for systems from 1 to 16 cameras. It is ideal for retail stores, offices, hotels or other small businesses that need easy-to-use and future-proof video surveil-lance with HDTV quality. An SD-card is put into each camera, and the camera mounted. Network cables just need to be pulled from the cameras to the central switch and connected to the PC, and the system is in place (cameras are powered over the network eliminating the need for separate power cables). The ACC application on the PC automatically finds all cameras and configures them immediately for motion-based recording and live view.

The AXIS Camera Companion has received a number of awards such as a Highly Commended Product Award from Detektor International, a

ASIS Accolades Securitys Best Award, a Maxi-mum Impact Award for the best video surveil-lance system and a Futurshop 2012 Award for best security product.

The MarketWe foresee a steady market growth globally and in India in 2014. India has witnessed several acts of terrorism, social crime and data theft in the past couple of years. These issues are emerging as the most serious concerns for the Indian governments today, resulting into increased demand for video surveillance systems. Government bodies, finan-cial institutions & private organizations are also enhancing their budgets for video surveillances and network security. This in turn is driving the demand for video surveillance systems.

In addition, the need to secure data in offices is also generating huge demand for video surveil-lance systems. With the advancement in technol-ogy for IP/Network based video surveillance an enormous demand is generating in India, especially in defence and commercial sectors. Retail and residential security end users are also expected to be growing heavily due to growth in commercial and residential infrastructure market, where IP/Network based video surveillance demand is expected to grow in next five years.

We will be aggressively focusing on the tier II and III cities which are the countrys largest base of SMBs.

Champ-Axis.indd 32 24/03/14 9:29 am

Advts.indd 9 19/01/14 9:47 pm

SME CHAMPIONS

ANNIVERSARY


34

SENIOR DIRECTOR (OFFICE IMAGING SOLUTION DIVISION), CANON INDIA

K. BHASKHAR

SMEsWe are seeing the fastest growth in the SME chan-nel. From the point of our A3 multi-function devices we have increased our coverage in the B, C and D class cities to increase our reach in the growing SME market adequately and also give them some form of value addition i.e. provid-ing software solutions along with the product. Through have we try to create a differentiation in the market. We want to provide value addition to not only the end-customers but also the SME seg-ment as well. That is what we looking at and is the current thrust for us.

Strategy We are trying to spread the message of what new we have brought in for the SMEs through our partners and are working on building our chan-nel strength in the SME segment. While 60% of the consumption comes from the govt sector the rest comes from corporate and the SME. Now because of the elections we might see a small drop in the government business with projects getting delayed hence our thrust will be more on the SME

segment. Thus we expect SMEs to contribute 20% more than what it did in 2012 which means it will compensate for the dip in the government business.

Last year i.e. 2012-2013 the industry did not shown growth in the MFP/MFD segment. And we as a company gained a market share of 26.2 % market which is 1.8 % more than the last year.

Investment Our investment is more in terms of participation and giving financial support to partners.

ProductsMost of the products today are getting upgraded and comes with software and applications which will help the SMEs to get control over print man-agement. Hence we want products which are better in quality and productivity. It will bring in the three Cs: Cost, Convenience and Control. The printer is very critical; we are no longer selling it as a copier, its an MFD device which is printer enabled and we are also telling our people not to invest on the small printers or desktop printers

which have high maintenance costs. An A3 MFD is also occupying the space of network printers of other competitors which are selling in the market.

The Market SME is definitely growing but so is not the case with large organisations which are seeing growth around 10-15% which is challenging whereas the SMEs can look at 20-25% growth. We realize that we can lever-age the SME and sell our products to them.

OutlookGoing forward, we are looking at minimum 12% growth over last year and strengthen our channels to reach out more effectively, bring out better solu-tions in the market and bring more value addition in their business. We also want to move into the next step with our Canon Business Services (CBS). This caters to both small and large enter-prises and we have 60 channel partners. Most of the SMEs are likely to move towards the services rather than buying the equipment. We also need to work on positioning the management services to large extent.

We expect SMEs to contribute 20% more than what it did in 2012 which means it will compensate for dip in the government business.

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Advts.indd 15 16/03/14 8:34 am

SME CHAMPIONS

ANNIVERSARY


36

(HEAD- SALES), SOCOMEC

ARUNABH GHOSH

SME SMEs are responsible for driving innovation and competition in many economic sectors. We believe SMEs are the driving force in the indus-try as they contribute to a very large share of the businesses. We are highly focussed in the SME segment across several trade verticals with our business and mission critical power solutions and we ensure high availability of all the services.

Strategy We are customizing our power solutions to offer the best of breed products with lower TCOs for this segment. We have recently started manufac-turing specific model/ranges of UPS in India to cater this segment aggressively with the best prod-ucts and solutions.

In addition, we are shifting gears to focus more on Tier II and Tier III cities in India where the SME clusters are more and with ample opportunities.

Channels Our Channel thinking is always of focused and empowered partnerships built on trust and trans-parency and driving value thru this value delivery chain. At present we have 45 business partners and more than 50 active VARs across India. The prime

focus this year is to continue extending the reach of our sales and services to new geographies and new customer segments thereby expanding our foot prints in the SME sector.

InvestmentAs I said earlier, we have made huge investments to start manufacturing UPS also in India and I am pleased to announce that our 1st range of Made in India UPS has been just rolled out. This Strat-egy is part of our SME centric business plan. We are looking to increase our market share from 5% to 10% by end of this year.

Outreach Programs We are reaching our SMEs through different media like seminars, expos, online advertising and many more. We are also driving some segment specific focussed marketing activities to reach the SMEs. We have also capacitated the channel part-ners to position our products and services spe-cifically into the SME segment which will further help to increase the reach and mind-share within this segment.

Products The market is shifting slowly towards the concept

of modular UPS especially when it comes to small and mid-size data centres which meet the demands of end users in terms of low operational cost, smaller foot prints, high availability and scalability.

This segment also demands UPS system with high efficiency even at partial load to reduce the operating cost and to be a part of green revolution with unity PF design(KVA=KW) due to recent developments of PF in modern server loads.

The Market In recent years global down term and rupee fluc-tuation has become a major concern in the market as it highly affects the pricing strategy, but the market demands is still good and our India Made UPS will surely help us to be more competitive; we are hopeful and poised to post a sharp growth this year in terms of revenue and the units shipped in SME segment as well as in overall UPS business in India.

OutlookWe are more focused in India and have a defined plan to accelerate our growth and increase the market share from 5% to 10 % and revenue to Rs. 400 crore by 2016.

We are shifting gears to focus more on Tier II and Tier III cities in India where the SME clusters are more and with ample opportunities.

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Advts.indd 5 19/01/14 9:44 pm

SME CHAMPIONS

ANNIVERSARY


38

VP SALES & OPERATIONS, INDIA & SAARC, CYBEROAM

SUNIL SHARMA

SMEWith rapidly evolving technology scenario, while new choices opened up for SMEs, it happened with its share of challenges. While their needs, ambitions and business challenges remain the same just like a large enterprise, their decisions are constrained by limited resources and know-how. To this end, Cyberoam understands how SMEs need to harmonize security, productivity, con-nectivity and high-performance needs for their networks and IT ecosystem. This made us launch fastest UTMs for SMEs with NG Series. Our SME customers can avail support for gigabit through-puts even with an entry-level appliance. We also continue to enable our channel to serve SME cus-tomers with cutting edge security that will catalyze evident business value and technology advantage. Yes, we have had a consistent SME focus and have been successful in strengthening our ties with them. SMEs and SMBs contribute to approx 60% of our revenue.

Strategy Equip our partners to effectively provide the right solutions to this segment. With our partners, we have been building out a strong and sustainable strategy for SME customers, extending over sev-eral verticals, enabling support for a wide range of

use-cases and business requirements. As said ear-lier, SMEs are going for big leaps as they continue to embrace disruptive technologies and turn their networks more open. With this, we see a growing demand for truly unified, scalable, affordable and reliable network security that provides next-gen-eration technology and features for evolving needs of SME organizations.

ChannelsWe have approximately 400 partners driving Cyberoam business throughout the country across Tier I, II & III cities and towns. Interestingly, theres good traction emerging from tier II and III cities. Our strong partner base helps us reach more customers and address multiple needs including security appliances, security subscriptions, cen-tralized security management, virtual security and more. In the light of recent structural shift, we are keen to bring more network security products to our SME customers and shall strengthen partner engagement to seize more business.

Products We enjoy tremendous confidence among SME customers. Cyberoam has been steadfast in its approach towards SMEs. Not only we understand their evolving needs but successfully address their

requirements and business challenges. To this end, we bring an extensive portfolio of network secu-rity expertise comprising of NG Series network security appliances (including Next Generation Firewalls), Flexi ports based appliances for flex-ible connectivity, Cyberoam Central Console and iView that respectively enable Centralized Secu-rity Management and Logging and Reporting for branch offices of SME organizations.

The MarketWhile economic outlook is relatively averse, we foresee that the network security market will grow at the same pace i.e. 15-20%. A growing number of small and mid-sized organizations in a range of verticals such as education, healthcare, ICT, retail and BFSI continue to consume emerging technol-ogy and IT innovations. As a result SME networks are becoming more open with internet driven col-laboration and business models.

OutlookReiterating our continuing success with SMEs, we are glad to share that Cyberoam is garnering increased reach with the segment and strengthen-ing its leadership for this segment. With a view to sustaining this growth, we intend to grow at the rate of 35-40% next year as well.

As said earlier, SMEs are going for big leaps as they continue to embrace disruptive technologies and turn their networks more open.

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SME CHAMPIONS

ANNIVERSARY


40

COUNTRY MANAGER, DELL SONICWALL, INDIA

AMITSINGH

SMEThe acquisition of SonicWALL cemented Dells play in Security domain as well apart from other domains such as servers and storage. Post the acquisition With SonicWALLS expertise in secu-rity and Dell backing it up with strong technology and business support, we are able to make huge inroads and compete against other players in the SMB segment.

Strategy We have carved out four regions in India and have increased partner coverage for SMB space that is vast and covers various sectors. Each region in the country is focused on various sectors and theres a different need for each one of them. This helps us to focus on each region more and provide better support to partners. Dell as a brand adds that additional quality along with value and customers are anxious to see the new products and solutions coming out from our stable. We are looking at introducing our products in the market through partners in tier-1 cities and top 10 tier 2 cities such as Jaipur, Kochi, Chandigarh, etc.

ChannelsFor Sonicwall we had more than 200 partners who transacted with us last year. This year we are look-

ing at their business continuity and pushing for consistency across the year. We are targeting a 30% increase in our partner base in the current fiscal.

The inclusion of DSP in PartnerDirect will provide software partners different discount levels (basis partner level), MDF, lead generation and instant SPC to close deals faster. We are encourag-ing more partners to do joint sales. For instance, with BYOD, cloud and consumerization of IT, the window of opportunity for an IT partner has opened manifold.

Investment We want our SMB partners to target the mid-mar-ket customers as well since opportunities in the security market are galore. We have introduced four competencies namely systems management (client, Windows server, virtualization), security, information management (database management, BI and analytics and big data) and data protection (backup and recovery, application protection and DR) for partners to increase awareness and help them to grow their business as well.

Products With DSG having more than 100 products includ-ing SonicWALL, we are able to provide products starting from as low as Rs. 30,000. New solutions

like Secure Mobile Access and Privilege Account Management Solutions help SMEs cope up with challenges presented by important trends like BYOD.

The MarketDespite challenging economic conditions, IT spending in India is projected to total $71.3 billion in 2014 and software will record revenue growth of 10% in 2014 according to Gartner. Security continues to grow in prominence as more orga-nizations opt for virtualization and adopt tech-nologies like BYOD and Mobility. 58% of Indias IT decision makers acknowledged security as a major priority in 2014 in Dells recent Security Survey conducted amongst 200 Indian IT deci-sion makers. The survey also reveals that In the next 2-3 years, 85% are planning to increase their spend on IT security.

OutlookDell Software recorded more than 20% growth in 2013, which is much higher than the industry rate. Through our product portfolio, we aim to con-solidate endpoint, perimeter, networks and other solutions and sell it as a comprehensive solution; thus making us an end to end solutions in various segments.

We want to increase the number of partners by 30% this year and want our partners to obtain competencies and bag larger business opportunities.

Champ-Dell sonicwall.indd 40 24/03/14 9:29 am

Advts.indd 16 18/03/14 10:48 pm

DS-Advts.indd 4-5 21/08/13 10:15 AM

SME CHAMPIONS

ANNIVERSARY


44

DIRECTOR, DELTA POWER SOLUTIONS (INDIA) PVT LTD.

SUHAS JOSHI

SMEWe would like to focus more on the SME, corpo-rate industrial and government segments for our UPS business. Currently we have a strength of more than 70 power business partners for UPS with several power resellers under them.

StrategyToday the technological, regulatory and competi-tive dynamic market forces govern the business decisions and the change process in any orga-nization. Agility has been a core value for Deltas Global Corporate Mission, which is to identify emerging trends and act quickly to capture new opportunities. Like every company, Delta has a distribution strategy for its product lines as per the market need and its segmentation. This helps us to bring the transition or change in a lot easier manner and without any major roadblocks. This very factor has fuelled Deltas growth in India.

ChannelsUsually channel partners are only known as box pushers and do not provide any technical assis-tance to the customers in UPS segment. Deltas Channel Partners are not only resellers but also have been trained to take and assist their custom-

ers on any technical queries. Delta regularly orga-nizes technical training for its partners month on month basis to upgrade the technical skills of the service team of the channel partners. Currently we have more than 70 Business Partners in India.

Global Infonet is the distributor for Delta UPS products from 600VA up to 30kVA ratings all over the country. Global Infonet helps expand the companys reach to additional cities as well as propel the growth momentum in India across all the major cities.

Investment Apart from a strong sales and service support, we provide quite competitive margins to our dealers. We encourage our partners to have a services rev-enue model too, which proves be quite a lucrative option. Most of our channel partners are growing at a phenomenal speed at par with the companys growth.

Outreach Programs Delta aims to reach out to maximum number of people through its marketing strategies. As a part of the strategy we organize regular seminars and events for the customers as well as channel part-ners. This gives us an opportunity to understand the market trend and come up with innovative

ideas and solutions. To motivate Channel Partners, Delta regularly

announces Channel incentive schemes & partner meets at regions.

Products SMEs generally prefer 1-7kVA. Delta offers couple of products in this range: Agilon VX600VA line interactive UPS, Online single phase: Amplon E Series (1-3kVA), Amplon N Series (1-3kVA), Amplon R Series (1-3kVA), Amplon RT Series (5-10kVA), Amplon IN Series with inbuilt isola-tion transformer (1-3kVA).

The MarketIndia economy is growing at 5% India. However, UPS market is growing by about 6 -8% approx. India is growing day after day across all the ver-ticals and so are the power requirements. Even if the utility power scenario improves in India; it will still not be able to fulfill 100 per cent power requirements of these industries.

OutlookThe Power back up market in India is about Rs. 3700 crores comprising of off-line & online UPS. Delta focuses on online UPS products & hold a market share of near about 10%. .

We would like to focus more on the SME, corpora

sme channels march 2014

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