April 2016 E-Magazine

1. Avaya may support Telengana Oracle strengthens its expansion plan in India VOLUME XVII ISSUE 08 APRIL 2016 PRICE Rs. 50 1 www.varindia.com April 2016

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3. IBM ties up with Reliance Communications Fortinet enters into strategic alliance with NATO Enterprise Mobility – The Biggest Trendsetter for 2016 40pg VOLUME XVII ISSUE 08 APRIL 2016 PRICE Rs. 50 SUBSCRIPTION COPY NOT FOR SALE Channel is our Mantra of Success 43pg HPE announces beta launch of its Machine Learning API D provides more than 60 APIs and services that deliver deep learning analytics on a wide range of data, including text, audio, image, social, web and video. Kamal Dutta, MD – Software, Countries, Hewlett Packard Enterprise said, “HPE Haven OnDemand big data by bringing the power of machine learning, traditionally reserved for high- end, highly-trained data scientists, to the mainstream developer community. Now, anyone can leverage our easy-to-use cloud- based service to harness the rich variety of data available today to build applications that produce new insights, differentiate businesses, delight customers and deliver a competitive advantage.” Is e-commerce predatory pricing coming to an end? I Promotion and Policy (DIPP) has allowed 100% foreign direct investment (FDI) in the B2B e-commerce model, it has not permitted any FDI in Business to Consumer (B2C) e-commerce model. However the new regulation will simply mean that e-commerce companies that have been long enjoying the status of a marketplace model while still working under the quasi-inventory-led model will need to stop. In a strikingly, anti- free market approach, the new guidelines state that online retailers can’t “directly or indirectly” influence the price of goods and services. While this phrasing may sound a little peculiar, it’s been laid out as such in order to deal with the innumerable ways that online retailers fund discounts in the current industry. elivered as a service on Microsoft Azure, HPE Haven OnDemand Asia Growth democratizes n the FDI policy, while the Department of Industrial 3 www.varindia.com April 2016

4. Accelerating next Accelerating advantage. When your all-flash solution has no limits, it’s almost unfair. Give yourself the advantage of all-flash storage for less than $1.50 USD per GB usable.* All-Flash HPE 3PAR StoreServ Storage gives you 10X greater speed,** with built-in data protection and continuous application availability. So you’re ready to take your business further, faster. Contact details Balaji Sethu balaji.sethu@redington.co.in 09025164555 HPE 3PAR StoreServ Storage powered by Intel® Xeon® processors. Intel Inside® . Powerful Solution Outside. *As of June 2015, 3.84TB cMLC SSDs, when used in conjunction with 3PAR compaction technologies, bring the cost of All-Flash HPE 3PAR StoreServ Storage to less than $1.50 USD per gigabyte of usable storage capacity based on a 4:1 compaction ratio. **Based on comparison of the relative performance and footprint of the All-Flash HPE 3PAR StoreServ 7450 Storage array against an HPE 3PAR StoreServ Storage array of the same size and capacity configured with only HDDs. 4 April 2016 www.varindia.com Intel, the Intel logo, Xeon, and Xeon Inside are trademarks or registered trademarks of the Intel Corporation in the U.S. and/or other countries. © Copyright 2015 Hewlett Packard Enterprise Development LP.

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6. HELLO INDIA Are you ready to be a part of $1-trillion opportunity? I issues have resulted in rapid growth of the Indian telecom sector and strong consumer demand. The private sector has played an important role in the growth of this sector. Resultantly, India has now become the second-largest telecommunication market and has the third-highest number of internet users in the world. With 4G services about to hit the market, the growth in this sector is enormous with regular increase in the subscriber base. With policy liberalization, there is now easy market access for global telecom equipment vendors. This has ensured availability of telecom services to consumers at affordable prices. The Make-in- India campaign appears to have had a positive impact on the manufacturing of mobile handsets in the country, thereby generating more jobs. India will overtake US as the second-largest smartphone market globally by 2017. The Indian digital ecosystem will be a $1-trillion economy in the next five years, with $400 billion contribution from smartphones and electronics manufacturing, $350 billion from IT & ITeS-enabled services and $250 billion from communication services. The question is if there is positive growth in the telecom sector, then why there are still call drops. Who is responsible for this? A telecom company says, it is due to the lack of airwaves and their inability to erect more towers amid concerns over radiation. The telecom department and the telecom regulator said the situation would improve if the operators spent more money and optimized their networks. Anyway, the subscribers are suffering and getting frustrated at times when there is disconnection during the call. However, we have to pay the raised invoice by the operators. There is no doubt that the Aadhaar card has strengthened the Jan Dhan-Aadhaar-Mobile framework for developing social security platforms. After a successful rollout of direct benefits transfer (DBT) for LPG, the Government feels encouraged to introduce DBT on a pilot basis for fertilizers in a few districts across the country. Going forward, the Government has to fix plumbing and reduce leakages from the expenditure charged on the Consolidated Fund of India. It is true that IT consumption and buying pattern have changed drastically. Hence, a good business strategy without a marketing strategy (combination of marketing mix) to support it won't be very successful. would like to start with complimenting the sincere efforts of the Government of India for introducing various liberal and reformist measures in the Indian economy. Streamlining and modifying technology “TVS-E is today recognized for the strong services support" to be replaced and the problem can be solved remotely. Customers now are becoming conscious about the well-being of their products and even after the warranty period they will land in an exclusive branded repair centre instead of visiting a local service dealer. Trust is the single biggest factor when it comes to choosing a service outlet for repair. I estimate the warranty services market to be around Rs.2,000–Rs.2,500 crores while the Post-warranty services (repairs) market is expected to be around Rs. 5000 Crores How is the service market growing in the country? There are two segments today – Warranty Services and Out-of-Warranty Services. Post- sales-Service is greatly felt in product categories like Consumer Electronics, Mobile Phones and the IT product lines like PCs and laptops. All brands are clearly focused on services today as the key differentiator, because most of their products are brought from outside are have common features. If you look at the mobile phones market today there are approx..300 Million phones sold in a year; out of which 20 million phones need to be repaired, whereas brands offer warranty services for twelve months. These brands tie up with companies like TVS-e to offer services to their consumers. There are three different service delivery models – the delivery format can be (a) onsite where our engineers will go to the consumer to repair the device, (b) walk-in centre where a consumer walks in with his defective product and (c) repair factory at a central place where the products will be brought-in, repaired and then sent back to the respective brand. The fourth model which is emerging now is the Remote Tech Support and this is considered to be more effective when there are no parts K E Ranganathan MD, TVS Electronics Ltd with its range of products? Besides services, TVS-E is also very strong in the product segment. We now have the dot-matrix printers, Point-of-Sale products (POS) like scanners, thermal printers and label printers. We are seeing a huge opportunity for POS products in the retail segment where just half a million shops claim to have some category of POS products deployed whereas the estimates show over 10 million retail shops in India. With the likelihood of GST coming into force very soon, the demand for POS products for the retail segment will scale up sharply. Beyond the retail sector, POS products find numerable applications in other sectors like Manufacturing, Hotel, Hospitals, Logistics, Transport etc. We keep launching several exciting POS products and offer the same with ‘total solutions’ including installation, commissioning, warranty services and post warranty services. n What is TVS-E’s service presence in the country? TVS-E has 70+ exclusive branded service centres in India today and is present across all the delivery models. We are the chosen partner for leading brands like Dell, Lenovo, hTC, Samsung, Xioami, NCR, Diebold, Micromax and Lava in managing their warranty services to customers . The people, process, parts are managed by us and we deliver a unique seamless experience to the customers. Brands trust us for providing high quality service to their customers. How is TVS-E positioned in the market 6 April 2016 www.varindia.com

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8. CHANNEL CHIEf Redington transforming from a VAD to a Solution Distributor In an interview with P. S. Neogi, Joint Chief Operating Officer, Redington, he discusses on various growth areas for the distribution company that he thinks are viable enough for doing business and about the transformation it is going through to suit the demands in the market Redington did not want to be just a distributor and value-added distributor (VAD) and wanted to upgrade its status from being a VAD to a solution distributor and focus on other key growth areas like consultancy and implementation of projects. “We are a solution distributor for Juniper, Polycom, EMC – and this is going to continue. We just want to add another feather to our cap by expanding our role in the market,” opines P. S. Neogi, Joint Chief Operating Officer, Redington. Except for its consumer group, all the groups focus on selling solutions. “Whichever vendor wants us to sell solutions, we will be looking to investing in those offerings. But we do not directly bill with customers as that has been our policy always. We are instead here to help partners get potential leads and convert them into business. We will be solution partners to our partners and help them approach the end-customer,” explains Neogi. There are many SMBs and commercial partners who do not have the skill set, talent or the capacity to invest. Redington steps in with the necessary assistance to help those partners bag orders and upgrade themselves with the required skill set. “We will charge the partners something nominal for the skill training and assistance offered and partners, in turn, will charge it from the customers. So they do not have to go to the vendor,” he states. Redington is positioned as the brand behind the brands. We have seen much struggle to sell a Rs 25,000 laptop, but people will buy Rs 25,000 smartphones without even thinking twice. P. S. Neogi He further continues, “That is the kind of thrust or change in direction that we are trying to drive in Redington in the last one and a half years. It takes time because hitting the talent (partners) and retaining them is not easy as they happen to command a very high premium in the market. But then this is an ongoing process.” With regard to the Smart City project, Redington wants to be a game-changer. According to Neogi, IT infrastructure will form a very small part of the Smart City project. The backbone will be IT undoubtedly, but the actual IT spend will only be a fraction of the whole project. Looking ahead... Neogi wishes to serve its partners better. “We will also be able to give technical support to the partners and are ready to go the extra mile on demand basis. But at the same time we will also have to be the certified or authorized partners for our vendors otherwise customers are not going to ask us,” laughs Neogi. Joint Chief Operating Officer, Redington Neogi also points out that the incremental change in technology is going to be very low now. The industry has come to a stage where very high technology products are in demand. The differentiation among different brands is slowly fading away today. “Though we have been present in this market for so many years, we still do not know how customer preferences or demand level are going to change. It is the mindset of the people. Today, I will have to struggle to sell a Rs.25,000 laptop, but people will buy Rs.25,000 smartphones without even thinking twice. However, one thing is sure that India is going to play a big role in the Rs.10,000–Rs.30,000 price bracket smartphone segment. Most of the 90% of the buying is going to take place in this segment,” he points out. When asked about the current e-commerce segment in the country, Neogi states that with the new policy having announced, it needs to be seen whether the e-commerce segment would be a viable business or not. “Now that they are not allowed to support the discounting for its sellers, we would like to see whether these same sellers are still interested in selling on these e-commerce sites or not,” he says. Nevertheless, the market is going to be a big potential for Redington this year. “With all big projects coming up and interest rates coming down, we are hopeful of seeing a significant opportunity. Redington is targeting a strong double-digit growth and we will continue to grow both in the IT and non-IT segments, put together,” sums up Neogi.n In its IT products category, Redington runs the following four groups – • Consumer Business Group that deals with consumer laptop, PC, PC accessories • Commercial & Enterprise Group where it deals with commercial PC, laptop, workstation, servers, Thin Client, storage, networking products, power products • Software & Security Group where all kinds of software like licensing software, enterprise software, security products & software are dealt with • Cloud Solutions Group started last year and through this Redington started foraying into the cloud space. Today, it 8 April 2016 www.varindia.com is a Cloud solution provider to Microsoft (CSP) that started sometime in October or November.

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10. CONTENTS Website: www.varindia.com Publisher: Deepak Kumar Sahu Editor: S Mohini Ratna Executive Editor: Dr. Vijay Anand Assistant Editor: Samrita Baruah Copy Editor: C. M. Dutta Sr. Correspondent: Aparna Mullick Art Director: Rakesh Kumar Network Administrator: Ashok Kumar Singh Manager-IT: Subhash Mohanta Manager-SEO: Bidyadhar Behera BUSINESS: Commercial Manager: Amit Kumar Jha Circulation Executive: Manish Kumar Marketing Manager: Dipendra Kumar CORPORATE OFFICE: VAR House, A-84A/3 Rose Apartment, Paryavaran complex, Ignou Road, new Delhi - 110030 Tel: 011-41656383, 46061809 Email: edit@varindia.com Bangalore: Bureau office Marketing Manager: S. Kamala kar Correspondent: L. g. Swami D-103 g.F., Ashish JK Apartments Thubarahalli Extended Road Bangaluru- 560066 Tel: 080-49530399 Mobile:08904205750/9916134482 E-mail: kamlakar@varindia.com, swami@varindia.com Mumbai: Bureau office Regional Manager (West): Anil Kumar Sr. Correspondent: Mamta S. Anurag Residency, 203 - “B” Wing, Plot no-5, Sector-9, Kamothe, navi Mumbai-410 209 Tel: 022-65561292, Mobile: 08108017479 E-mail: anil@varindia.com, mamta@varindia.com Chennai: Bureau office Branch Manager: Parthiban K A2, R.C.Residency, Cholambedu Road, Thiruvenkada nagar, Ambathur, Chennai - 600 053 Mobile: 098400 55626 E-mail: parthiban@varindia.com Hyderabad: Bureau office Branch Manager: Sunil Kumar B 383 HAL Colony, Balanagar HYDERBAD, Telengana - 500042 Tel: 040-32989844/ Cell no. 08100298033 E-mail: sunil@varindia.com Kolkata: Bureau office Marketing officer: Sunil Kumar Correspondent: Kiran Kumar new Korola, near Alampur, Land Mark Asian International School, Howrah - 711302 Mobile: 08100298033, E-mail: sunil@varindia.com Printed and Published by Deepak Kumar Sahu on behalf of M/s. Kalinga Digital Media Pvt. Ltd. and Printed at Pushpak Press Pvt. Ltd. Shed no. 203 - 204, DSIDC Complex, okhla Industrial Area, Phase-I, new Delhi-110020 and Published at A-84A/3 Rose Apartment, Paryavaran complex, Ignou Road, new Delhi - 110030, Editor - S Mohini Ratna. For Subscription queries contact: info@varindia.com Subscription: Rs. 500(12 issues)Rs. 1000 (24 issues) All payments favouring: KALIngA DIgITAL MEDIA PVT LTD © All rights are reserved. no part of this magazine may be reproduced or copied in any form or by any means without the prior written permission of the publisher. (1999-2014) * All disputes are subject to the exclusive jurisdiction of competent courts and forums in Delhi only. 10 April 2016 www.varindia.com

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14. ROUND ABOUT Biographies Vs Novels I recently read Sam Pitroda’s autobiography, Dreaming Big: My Journey to Connect India. Sam’s name is synonymous with the telecom revolution in the country. While going through his autobiography, I realized that his contributions are grossly understated in the Indian context. Sam’s contributions, if I may be allowed to interpret, is across the spectrum of technology and to limit that canvas to telecom is a gross disservice to this man who courted controversies, often politically motivated and still kept his spirits high to work for the country in the 1980s. Sam, as he admits in the book, is the son of a blacksmith born and brought up in measly conditions and had education at most trying circumstances, whereas Rajiv Gandhi was a manor born, who could have everything at his command, being a part of the illustrious and well known family. Their journey together to give India a technical face was more on an account of their shared vision. I reckon that it was a sheer luck that Sam broke the ground to become the most sought out advisor of Rajiv Gandhi. There are many such autobiographies and biographies that have evinced my keen reading. They included that of President Obama, Mahatma Gandhi, Abdul Kalam and the list goes on. I find it is more stimulating and absorbing than a thriller since you know very well such fictionalized things create an ambience of make believe and the characters are germinated by the author according to his imagination and more accurately by his predilections and conjurors. Whereas biographies take you to the real world and you will not get trespassed into an imaginary world. Here the feelings are real and human and the author will not concoct things. If one does so, he or she is insensitive and the work gets easily discounted. Coming back to Sam’s autobiography, there are many things that take you to the contemporary Indian context. When he explains about the state of telecom sector in India in the 80’s, when the industry was a state monopoly, the present generation who plays with gizmos of different hues and configurations would think whether such age existed in India. Once a central telecom minister famously said in reply to a question raised in Parliament by members who were dissatisfied with the working of the telecom network plagued by line disruptions and non - responsiveness of the telecom operators that they could surrender their connections if they found telephones were not useful. Could the new generation believe that the waiting period for a new connection ranged from one year to five years or even more? To top it, for almost half of the year, the telephone lines remained dead. Sam’s determined effort to transform the Indian telephone network attracted ridicule, cynicism and disdain. Many thought, as he explains in the book, he was an agent of the multinationals and out to make quick bucks by investing his time in revamping Indian telephone system. Otherwise, what is the interest for a man, who claims to be raking millions of dollars in the US through his patents and discoveries to come to India to work for very little pay. There was media barrage against him doubting his integrity. But the protective shield thrown by Rajiv Gandhi insulated him from the machination of his detractors. In the process, he created many edifices that are changing the landscape of India, such as C-DOT, C-DAC, Technology Missions and the like. When things had started looking up and taking concrete shape, many adverse things had driven the good efforts he had done out of context. Following the Bofors scandal, Rajiv Gandhi had to demit the office. Before the next elections, when Rajiv Gandhi was widely expected to make a comeback, he was assassinated. Notwithstanding his close proximity with Rajiv Gandhi, Sam preferred not to demit his office, despite him being rebuked by the then minister of telecommunications, who leveled corruption charges against him and washed the dirty linen in public. Sam says that the target of attack was not himself but his benefactor Rajiv Gandhi and thought any attempt to resign would send wrong signal of the allegations leveled were true. He continued to stomach the abuses and humiliations and continued with his works When the Congress party came to power under the leadership of Mr. Narasimha Rao, he had his role cut out as the chairman of the technology commissions. But the spate of health issues that followed shook him physically but did not dwindle his spirit to survive and continue with his development works. Once he recuperated and attained a degree of financial stability, he started refocusing on India and that determination continues despite the change of governments. Once you read through his memoirs, one can easily latch on to the different phases of development that India had undergone in the post - independence times. He explains how India could make the head start in the software development and how the legendary GE chairman Jack Welsh was compelled to place a US$ 10 million order for Indian software, perhaps, the first order of that magnitude and a trailblazer to the things that would follow in the later years. He explains how the Technology Mission on Education was conceived and how that is incrementally reshaping the education sector in India. The digital advantage of India is not a stand- alone achievement but a grand design to give the country a new development matrix - inclusive growth. Democracy, he is convinced, can grow only in a dispensation which ensures development of all and not a few. What the nation is thinking now, such as innovation, technology, knowledge driven economy, inclusive growth, digital divide and what have you, I get the impression, that the Sam and his benefactors talked about, discussed and debated way back in the 80’s, when liberalization was a taboo and privatization was almost close to blasphemy. That is the foresight of the people whom he is talking about. The pertinent question now is despite that lofty thinking and high values that we had seized up long back, why we are still struggling to make development a central theme of our governance? Is it too much of politicization, too much of talk with little action on the ground, adversarial political propaganda, not walking the talk or simple inertia? I do not have an answer for that except a sweeping generalization that it could be a combination of all. I still have to convince the readers why I like such biographies over novels. My simple answer is that the former has realism, real character, events, real happenings and everything that is to do with real life but a novel to me appears to depict a reel life. I prefer the former over the latter. That may not be the case with you. n 14 April 2016 www.varindia.com

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16. HOT BYTES Citrix brings updated partner programme and incentive portfolio C programme and incentive portfolio. Specifically, Citrix is introducing a new suggested upfront discount for partner- identified and qualified opportunities, clarifying existing incentives to focus rewards on objective activities, and expanding its marketing development funds to fuel partner growth. Kimberly Martin, VP, Worldwide Partner Sales and Strategy, Citrix, said, “We are focussed on helping our partners bring Rashi explores new medium of Marketing R new medium of marketing, this time going the digital way. As a distributor distributing storage devices, Rashi has taken the task of creating a level of inquisition about SanDisk products among the end-customers and popularizing the many advantages a SanDisk Through the medium Rashi engage the end- users in a quiz educating them about the many advantages of owning a SanDisk storage product. A microsite has been created and would be promoted social media and Google adverts. The activity will also provide an extra cover to the channel partners through driving a sense of interest among the end-user. DIGISOL brings new offering for SOHO D 10/100 Mbps Ethernet Desktop switch DG-FS1016D-A. The new accelerates needs of small Ethernet workgroups. Ideal for the SOHO environment, the switch uses store and forward packet-switching technology which offers reliable data transfer. The DG-FS1016D-A Switch 16x10/100Mbps Ethernet ports which gives small workgroups a flexibility to integrate Ethernet and Fast Ethernet in a single network. With its backplane capacity of 3.2 Gbps, data transfer is at an average of 200 Mbps per port at full duplex mode allowing every node to perform at their performance. Avaya may support Telengana A IT Minister KalvakuntlaTaraka Rama Rao, where a number of initiatives were discussed to support the state’s plan to become India’s leading state for technology innovation. IT Minister Rama Rao presented to Avaya’s CEO Kevin Kennedy a grand plan to build and deliver connectivity to more than 8.5 million households with more than 32 million people living in rural areas and other parts across the Telangana state. IT Minister Rama Rao said, “Our self-certification system enables any investor to self-certify vaya met with T e l a n g a n a itrix has updated its partner ashi Peripherals has forayed into a our solutions to the mid- market and making Citrix the most profitable vendor on which our partners can build a business. The changes we are announcing represent a second wave of improvements in 2016 and are designed to promote growth, drive profit and give our partners greater predictability, especially for those partners that invest in their relationship with us and look to target the mid-market.” quickly and easily, recent legislation that makes our bureaucrats accountable, the abundant, strategically located land and our human resources that are being trained to offer investors resources from Telangana are unique to India and the world.” Avaya global leadership met with KT Rama Rao, IT Minister, State of Telangana, to discuss ways of collaboration on digitization projects led by the state. SanDisk and skilled of owning product. Digital would Oracle strengthens its expansion plan in India O that its first incubation centre will be launched in India. The centre named as “Oracle Startup Cloud Accelerator”, will open in Bangalore and will be inaugurated by Oracle’s President Product Development Thomas Kurian. Several more centres are slated to be launched later in Chennai, Gurgaon, Hyderabad, Mumbai, Noida, Pune, Trivandrum and Vijayawada. Oracle’s SanketAtal, Group VP DSCI and Google bring “Internet Safety Program” D (DSCI), in partnership with Google, has launched “Internet Safety Program”. Under the program, DSCI and Google will organize a series of workshops in various cities, help inculcate safe and responsible behaviour in cyber space by sharing best practices and guidance with the audience. Vinayak Godse, Senior Director, Security Council of India, said, “There has been through of Development, will be leading the initiative. Thomas Kurian said, “Through the Startup Cloud Accelerator and the growing popularity of cloud as an alternate computing model, we want to be the catalyst for new business ideas. We are committed to furthering the government of India’s ‘Startup India’ initiative. It matches our agenda of fostering entrepreneurship and promoting innovation by creating the right ecosystem for growth and development.” racle a n n o u n c e d has an accelerating increase in the adoption of IT in the MSME segment. It is currently estimated at as little as five per cent. However, segment is in the process of going online – either benefiting e-commerce wave, cloud services adoption, machine automation, and social commerce or by simply having an online presence of their business. Internet safety becomes imperative in all these situations and many more in the future.” ata Council of India Security Oracle a massive of from the to IGISOL come up with has unmanaged Data solution bandwidth NETSCOUT’s VSS Monitoring appoints RAH Infotech as National VAD R its appointment as the National Value-Added Distributor (VAD) for GIGABYTE’s Friendly Policies make it a favourite among Partners G as the channel partner favourite among IT hardware vendors within India. According to GIGABYTE India’s RAH “NETSCOUT’s Monitoring organizations a complete and centrally controllable Infotech, said, VSS gives timely marketing support. The one thing that all partners of GIGABYTE would readily for is the fact that the company offers the widest provision of AH has Infotech announced I G A B Y T E has emerged vouch offers view of their global network, decision-makers in the operations boardroom to protect the organization its customers, improve efficiency, drive growth and reduce TCO.” VSS Monitoring. RAH Infotech will be able to further strengthen network security portfolio by adding the complete suite of solutions from VSS Monitoring. Ashok Chief Executive Officer, enabling variety of motherboards in the market that cater to different categories of end-users. motherboards are backed by the most innovative technologies and features in the industry. longstanding partners, the company has struck the right chord with them in all channel-related matters – be it incentives, loyalty programmes, profitability, post-sales support its centre and These and enhanced improved Kumar, maximum or 16 April 2016 www.varindia.com

17. Z170X-GAMING 7 GIGABYTE Technology (India) Pvt. Ltd. Website: www.gigabyte.in; Toll-Free: 1800-22-0966; www.facebook.com/GIGABYTEindia Website: www.gigabyte.in; Toll-Free: 1800-22-0966; www.facebook.com/GIGABYTEindia GUJARAT: 98642 30150; MUMBAI: 99677 18653; REST OF MAHARASHTRA: 99677 18653; GOA: 99677 18653; CHHATTISGARH 99677 18653; MADHYA PRADESH: 99100 86976; UTTAR PRADESH: 99583 72672; NEW DELHI, HARYANA, UTTARAKHAND: 99100 86976; PUNJAB, CHANDIGARH AND JAMMU & KASHMIR: 99100 86976; RAJASTHAN: 99100 86976; BIHAR, JHARKHAND: 90075 45577; ORISSA: 99030 52251; NORTH EAST: 97076 42785; WEST BENGAL: 97485 02710; KARNATAKA: 94482 93439; ANDHRA PRADESH, TELANGANA: 90405 06080; TAMIL NADU: 74117 74666; KERALA: 98950 99231 99100 86976; RAJASTHAN: 99100 86976; BIHAR, JHARKHAND: 90075 45577; ORISSA: 99030 52251; NORTH EAST: 97076 42785; WEST BENGAL: 97485 02710; KARNATAKA: 94482 93439; ANDHRA PRADESH, TELANGANA: 90405 06080; TAMIL NADU: 74117 74666; KERALA: 98950 99231 GUJARAT: 98642 30150; MUMBAI: 99677 18653; REST OF MAHARASHTRA: 99677 18653; GOA: 99677 18653; CHHATTISGARH 99677 18653; MADHYA PRADESH: 99100 86976; UTTAR PRADESH: 99583 72672; NEW DELHI, HARYANA, UTTARAKHAND: 99100 86976; PUNJAB, CHANDIGARH AND JAMMU & KASHMIR: 17 www.varindia.com April 2016

18. VAR CORPORATE Hyper convergence and Hyperscale driving growth in 2016 for Lenovo The acquisition of IBM’s x86 server business has resulted in Lenovo accomplishing a strong footing in the large enterprise space and also gaining strong customer confidence and considerable growth. The aim now before Lenovo is to become the #1 leader in the enterprise market - and supply chain fronts. We expect to see a lot more synergy as the businesses get better integrated going forward. In January 2014, Lenovo and IBM entered into a definitive agreement to acquire its x86 server business. The product range encompasses System x, BladeCenter and Flex System blade servers and switches, x86- based Flex integrated systems, NeXtScale and iDataPlex servers software, blade networking and maintenance operations. Our Enterprise Business is now firmly in the growth phase despite a few initial teething concerns and integration challenges. The server business is core to Lenovo’s strategy and we are working towards our aim to become #1 in the enterprise market in the following five years. Over the last year, we accomplished building a strong footing in the large enterprise space and achieve considerable growth. What is more important is that we have been able to build a strong customer confidence. We have specifically seen some great wins around SAP HANA, HPC etc. in verticals such as telecom and manufacturing, automotive, FMCG, retail etc. IBM’s x86 business not only gave us access to the best technology and product roadmap, but we have also been able to realize several efficiencies around scale, both on the price Looking back at 2015… One of the biggest challenges in the last one year has been the increase in enterprises demand from IT- both from a budget and performance point of view. ‘Doing more with less’ is driving the industry towards consolidation. With more powerful servers that have smaller footprints, there has been an emphasis on reducing server sprawl. One of the reasons for this is that as the demand for processing power goes up, CIOs have very limited bandwidth to physically grow their servers. Therefore, they expect existing servers to do more. and associated Siddhesh Naik Director, Enterprise Business Group Lenovo India Security has also emerged as a No. 1 concern for enterprises. Perhaps due to this, we have seen the hype around cloud tapering down, especially when it comes to public cloud. Many large enterprises are still taking baby steps on the cloud. Core applications and data are still in-house although there has been an emphasis on reducing server sprawl. Instead, we have seen greater demand for Hybrid clouds, with single window between public and private cloud for a seamless user experience. With core decision making becoming real-time, the other big trend of 2015 was the coming of age of business analytics in India. For example, using an SAP HANA based solution, one of our FMCG clients now has the capability to actually plan its manufacturing right down to details like which soap of which colour needs to be manufactured at which location. This is a massive improvement over the earlier process where manufacturing plans were done in a week or fortnight. Now the entire manufacturing cycle is planned in real time, based on data from the previous evening. There are several other great examples – a research institute that uses HPC to forecast weather – flash floods, rains etc. based on real time data or using cameras to capture number plates of cars jumping the signals, to name a few. Lenovo’s vision for 2016 and focus areas… As always, our strategy, will be a combination of ‘protect’ and ‘attack.’; meaning we will protect existing strengths such as our strong solution capabilities and high end products. We plan to invest in new products and alliances, on the ‘attack’ front. Storage is one area to look out for since we only have entry-level offerings in storage as of now. Two big, emerging trends that we are investing in are hyper-convergence and hyper- scale. Our recent partnership with Nutanix is a step in this direction. As the market moves from server sprawl to a converged network; customers prefer the convenience of a single management console for several infrastructure layers, be it the compute layer, hypervisor, networking, fabric or storage. By partnering with Nutanix, a market- leader in hyper-convergence, we will enable our customers to simplify IT Infrastructure by adding a software defined layer on top of their existing infrastructure to drive greater efficiency and agility to their data centers. The biggest advantage of hyper-convergence is that 18 April 2016 www.varindia.com

19. allows businesses to grow their infrastructure in the form of building blocks, instead of the current paradigm of large upfront investments and provisioning for growth two years in advance. Hyperscale will be the other big trend in 2016. Hyper scale refers to investments in 1000s of servers by companies.We also expect to see good traction on HPC and SAP HANA-based solutions in 2016. 2015 was a good growth year for us in India. We expect to see good overall market growth in 2016 driven by trends such as consolidation and virtualization, HPC and analytics. Channels will continue to remain core to our business. Through this period of transition, our channel partners have been steadfast and we see them getting even stronger. We have launched a number of unique initiatives such as an incentive program for lead generation (Lenovo ka Sikandar) and health insurance coverage (Lenovo Cares) for partner team members. We will also invest in skills development for key partners, especially in areas such as HPC and SAP HANA. The other big trend of 2015 was the coming of age of business analytics in India. For example, using an SAP HANA based solution, one of our FMCG clients now has the capability to actually plan its manufacturing right down to details like which soap of which colour needs to be manufactured at which location. This is a massive improvement over the earlier process where manufacturing plans were done in a week or fortnight. Now the entire manufacturing cycle is planned in real time, based on data from the previous evening. Predictability and Commitment help Lenovo business to grow I n a chat with VARINDIA, Vasudevan Subramaniam, Managing NewWave Computing reveals his journey with Lenovo, the factors which have helped both Lenovo and his business to grow, the Partner enablement programs and the expected growth that he is foreseeing How long has been your association with Lenovo? We have been with Lenovo ever since the days when the PC business of IBM was taken over by it. We have been an erstwhile partner of IBM and after the transition, we got associated with Lenovo. How has been the journey so far with Lenovo? What is important and what we look for in a partnership is predictability and consistency. In PC or end user computing business, how predictable or consistent a vendor can be from a strategy, channel or pricing perspective, all these have a very strong impact either on the partner or the customer. Fortunately, Lenovo has been a very predictable and consistent partner; not to forget that they are one of the pioneers in product innovation. They have launched so many products in these years and they happened to have been the leaders in almost every category. Product innovation has been always the highlight for what Lenovo stands for. And also its predictability on programs, pricing strategy, product supply and services what makes Lenovo stands apart in the competition. We have grown with Lenovo tremendously. The significant growth of our business have come from Lenovo business. It is because of the predictable vendor. As a partner also if you do not have strong engagement vendors we will not be able to deliver predictable experience. We have been able to deliver that due to our strong engagement and at the same time we have our approach towards food system of escalation. Third, our job is to deliver right value for our client, not about being cheap in price but to deliver right benefits. Creating that value for client is also a hallmark of new age value creation capability. Lastly, we are authorised service provider for Lenovo as well. We are in a position to service, support our clients. How often Lenovo organise channel enablement product? Lenovo has programs broadly around face to face training, weekly webinar and also have online certification program. The combination of these three Lenovo is currently delivering and there is always scope for improvement. What kind of a business growth do you foresee? While there is a large portfolio, the drive is to have granular focus account by account and then to see whether we are delivering value and converting the customers into revenue. So a lot of marketing effort which is require and we are planning that this year to increase growth. We are also partner for Lenovo Enterprise products and all of these are apt to increase our revenue. Certainly, there is now doubt in our minds that we will grow but the question is can you grow faster than your current growth. n Director, product proliferation, secondly the strategy of attacking and go after new markets which was Lenovo’s five years of strategy and we are also convinced about the strategy. Internally also the company was also organised in a similar manner. Our goal was to maintain the existing customers at the same time go after new customers and acquire them. What have been your core strength in helping Lenovo growing in the market? Our core strength is around four key areas, one is understanding the client needs and fulfilling the requirements. We train our field force very well and most of our people are Lenovo certified. So because of that we are able to bring value and we help customers to choose the right Lenovo product. Secondly it’s to be predictable in your commitments. Lenovo is a 19 www.varindia.com April 2016

20. HOT BYTES IBM ties up with Reliance Communications I partnership with Reliance Communications provide its customers with a complete portfolio of highly secure and scalable Infrastructure-as-a-Service (IaaS) offerings running on the IBM Cloud. “Indian enterprises are increasingly leveraging cloud for business transformation require sophisticated new levels of support to expand their e-commerce Dell brings “Back-to-School” offer at just Re.1 Dell has announced the new “Back-to-School” season for 2016. This year, the Dell Back-to- School campaign aims at showcasing the power of personal computing to both students and their parents through the concept of learning. Ritu Gupta, Director – Marketing, Consumer and Small Business, Dell India, said, “I think this initiative will drive away the fear of adoption of computers. Being able to buy a Dell computer at just Re.1, with the rest in interest-free is a bold initiative we have taken, something that is more prevalent in consumer durable product promotions.” Adobe Summit 2016 outlines its growth Vision A annual digital marketing conference in the U.S., Adobe Summit 2016. It focussed on the future of marketing and business transformation. At the the company unveiled Adobe Cloud Platform enhancements, including advancements partner and developer program. A new Adobe Marketing Cloud Device Co-op is expected to link up to 1.2 billion devices. Brad Rencher, Executive Vice-President & General Digital Business, Adobe, stated, "Every company should be obsessed with the quality of the experiences they are delivering to their customers. Adobe is laser-focussed on enabling our customers to create consistent, stand-out experiences for their customers." CRPF to strengthen its IT Security T Force (CRPF) has chosen AuthShield, a unique and patented Make in India solution developed by the Indian Information Security Group – Innefu Labs to protect CRPF from data stealing, identity theft and online security threats such as phishing, ransomeware and system hacking. CRPF has requested 1,500 AuthShield Tokens in the first phase and is expected to deploy it in different parts of the country. AuthShield Authentication security is a unique and patented Multifactor authentication technology that works at the protocol layer and combines mapping with multiple authentication factors including Facial Biometrics. Working at the protocol layer offers AuthShield the advantages of integrating Multifactor Authentication with mails clients on smartphones and desktops, SAP, Transaction Authentication Internet of Things (IoT). These unique were not available with any existing authentication solution. he Reserve Central Police BM into has entered strategic device operations. Through our partnership with IBM, customers will instantly benefit from the added flexibility and global reach to be more competitive, especially as we look at new opportunities from the “Digital India” program,” said Braham Singh, SVP of Global Product Management, Reliance Communications (Enterprise) & Global Cloud Xchange. to form interactive and and features Hitachi and Virtusa ink global partnership H inked a global strategic partnership. Both companies will leverage their core competencies, industry IT solutions and thought leadership provide joint services to their global clients and broader market. They will jointly provide value to clients by helping to increase operational and technology efficiency, implementing functionalities optimizing complex operational processes. “I believe that Virtusa provides a great fit for Hitachi. It is a strong technology with deep knowledge and industry- Persistent announces Growth strategies P plans to organize its business around key growth strategies. Unique to Persistent, the company’s product development technology DNA drive all four growth strategies. The new structure along with new leadership responsibilities will be effective April 1, 2016. The four EMIs, itachi Virtusa and have strategies business lines are – going Digital, IBM alliance, Services and its Accelerite product suite. The company also plans to strengthen its corporate as part of Corporate Operations enable and accelerate the four growth strategies. Atul Khadilkar be the President for Corporate Operations. and related ersistent Systems has announced based solutions which complement and extend upon our combining strong management, market understanding, diverse in technologies knowledge in Financial Services and industries, I believe that our combined potential will be significant and continue to drive value for our clients,” said Masayoshi Ogawa, President of Information Division, & Telecommunication Systems Hitachi. the own. Hitachi's programme Japanese By four to functions and capabilities and that will other dobe conducted has its will new and growth tremendous SAP to strengthen entrepreneurship ecosystem in India S support start-ups in India and train teachers in collaboration with the IIT-Bombay. SAP will take part in two different programmes: the Entrepreneurship D e v e l o p m e n t Initiative and the “Train 10,000 Teachers” P r o g r a m m e (T10KT) – a STEM education initiative. In conjunction with the incubator centre at IIT-Bombay, SAP aims to strengthen the entrepreneurship ecosystem and foster Financial Systems Information Summit, scalable social enterprises. This collaboration augment a knowledge and innovation-driven high growth AP has announced an initiative partner domain to Company, will to its Fortinet enters into strategic alliance with NATO W the NATO Industry Cyber Partnership (NICP), Fortinet has signed an industry partnership agreement with NATO & said, both public or private, and everyday are constantly cyber attack. If more organizations proactively share actionable intelligence, together can combat advanced threats and counteract the latest risks to deliver security without today and in the future." CTO, Fortinet, ithin framework of the “Organizations, Manager, Marketing people under culture across India, while further strengthening the entrepreneurship ecosystem and facilitating networking professional mentors and funders. we better Communications Information Agency. Michael Founder, and (NCI) personalized with resources, compromise Xie, President 20 April 2016 www.varindia.com

21. 25 www.varindia.com March 2016

22. ON THE RAMP Intel makes Cloud adoption easy I range of technologies, investments and industry collaborations. This will help in easy deployment of agile and scalable clouds. Intel is easing the path with new processors, solid- state drives and a range of industry collaborations to help businesses deliver new services at the scale and speed of advanced public clouds. “Enterprises want to benefit from the Tableau 9.3 launched T Tableau 9.3 with new ways to analyze data and share findings faster. Enhanced features like “always Tableau improved global coverage, faster ways to prepare data for analysis, more governance features and easier administration and direct connectivity to the Snowflake Elastic Data Warehouse has been added. “We have sharing and collaboration in Tableau 9.3, and it will be noticeable once people open Tableau Desktop. The ‘always-connected’ feature means it’s easier to share while staying in the flow of your analysis. We’ve also customer requests advance our global map coverage and to make data prep easier, as well as made improvements across Tableau create a more delightful experience for everyone,” said Chris Stolte, Chief Development Officer & Co-Founder, Software. Axis introduces Mini Dome Cameras A has introduced new mini dome network cameras to the AXIS M30 Series. The new models offer HDTV image quality to capture all details, Wide Dynamic Range (WDR) technology to adapt to variable lighting conditions and Axis’ technology storage and bandwidth requirements sacrificing image details. The factory- focused cameras can be mounted on walls or ceilings and easily be levelled and directed in any direction using a 3-axis camera angle adjustment. Panasonic extends its Multi- Channel Speaker System portfolio P channel speaker systems to its existing lineup. Along with a powerful compact subwoofer and easy connections for all media devices, the SC- HT18GW-K houses an FM tuner and SC-HT21GW-K has an in-built Bluetooth function for Anywhere- Entertainment. Ashish Sasidharan, Product Head, Consumer Electronics, Panasonic India, said, “We have received positive feedback from the customers for our recently launched products, the 2.1Ch HT20 efficiency and agility of cloud architecture and on their own terms – using the public cloud offerings, deploying private or both. The result is pent- up for d e f i n e d infrastructure. Intel is investing to mature SDI solutions and provide a faster path for businesses of all sizes to reap the benefits of the cloud,” said Diane Bryant, Sr VP & GM, Intel’s Data Center Group. ntel up with a new has come ableau Software has launched anasonic has added two new multi- their own cloud, connected” Desktop, demand software- and 4.1Ch HT40. We have focused a lot on the design and sound of 2.1 Mini. The 2.1 BT is a product extension of our hero model launched last year, the HT20 2.1Channel speaker System, delivers an sound performance. The Bluetooth connectivity of 2.1 BT is simple and hassle free. We are confident of the success of both the products.” map and enhanced prioritized Edimax launches WAP2600X 10GbE Access Point E the WAP2600X 10GbE access point for large-sized Intranet data transfers at incredible speed. The WAP2600X is a dual-band wall-mounted access point supporting 802.11ac Wave 2 and with a 10GbE LAN port. The latest 802.11ac Wave 2 revision delivers faster Wi-Fi speeds with more channel width (80 + 80MHz or 160MHz) and spatial streams (4 x 4 : 4), making it even more capable of high- immediately Emerson launches new Liebert GXT MT+ CX E introduced the Liebert GXT MT+ CX uninterruptible supply (UPS) with 1/2/3 kVA capacity in India. The availability of the true double conversion online backup feature on this new UPS system makes it a reliable and uninterruptible power supply for optimal running of small data centers, data networks, voice networks and process automation equipment, even in harsh power environments. dimax Technology has introduced performance connectivity. One of technology advancements – MU-MIMO User MIMO) – improves data transmit times, helps Wi-Fi networks to scale, and increases capacity by allowing utilize multiple streams that supports very high density (VHD) up to 100 client devices per radio simultaneously. Offering up to 10GbE Ethernet, the WAP2600X removes speed bottlenecks at wired switches and Network Attached Storage (NAS). the key The Liebert GXT merson Network Power (Multi- addressed MT+ CX model will be sold through various channels VAR’s (Value Resellers), IT Resellers, Distributors and Business Partners in India. A major feature of this product is its adjustable battery charging current of up to 16 Amps. Additionally, UPS also has a high output power factor of up to 0.8 which allows for more efficient utilization for business continuity as well as mission-critical IT equipment. has new to including Added power APs to that power Tableau this source Verizon launches Unified Customer Experience Solution B soon be able to connect seamlessly with their customers through Web chat, social media, email or mobile via Verizon Enterprise Solution’s new Unified Customer Experience solution. The latest addition to the company’s continually-evolving Customer Contact Solutions portfolio will enable enterprises and government agencies to deliver a personalized and superior omni-channel experience to clients. “This platform- x Communications i s SanDisk unveils Connect Wireless Stick S mobile storage portfolio by upgrading its mobile flash drive. The SanDisk Connect Wireless Stick is now available 200GB capacity, faster transfer giving users even more options when it comes to expanding the capabilities of their mobile devices. “With the explosion of content, people need more advanced storage solutions to keep up with the volume and quality of usinesses serving all industries will three anDisk expanded has its in the photos, videos and files they’re creating on their mobile devices. Our goal is to deliver innovative, intuitive offerings that help them capture life’s great moments without worrying about storage limitations,” said Rajesh Gupta, Country Manager – India & SanDisk. Zipstream to reduce with speeds, based holistic solution provides customer conversations, including assessment and analysis of the customer’s journey throughout their experience,” said Prashant Gupta, Head of Solutions, Verizon Solutions India. seamless without important Enterprise SAARC, 22 April 2016 www.varindia.com

23. fACE TO fACE ESET eyes on tapping Enterprise Market In a chat with VARINDIA, Parvinder Walia, Sales and Marketing Director, ESET, APAC, discussed about the changing nature of cyber threats, strategies, its channel ecosystem and also the recent focus areas of the company T Report 2015, which highlighted that India has one of the lowest awareness rates when it comes to cybersecurity, compared with other countries in the region. This, in itself, could make internet users in India more vulnerable to online threats,” added Walia. he threat landscape of Asia-Pacific is evolving continuously. The methods and strategies used by the cyber attackers have become extremely sophisticated. In the age of the Internet of Things (IoT), where more devices than ever before are becoming connected to the network, there are more potential points of attack for cybercriminals always on the lookout to make a fast buck. This makes it more important than ever before for consumers and businesses to be aware of the risks, and take the best preventative measures to protect themselves against attacks. “One of the trends we are seeing includes the increase in more innovative and sophisticated attacks targeting enterprises and government networks. By hacking into these systems, attackers are able to gain access to valuable data and intellectual property that can be used against the victims or sold to competitors. We have also seen cases which involve cyber spying, where attackers launch malicious attacks in order to spy on government or high-profile individuals,” said Parvinder Walia, Sales and Marketing Director, ESET, APAC. “Given India’s incredibly high mobile Strategy and Channels Though the business comes from tier-I cities, tier-II and tier-III cities are also showing signs of growth. So, to provide a better coverage to the users and increase brand awareness, ESET works through two channel partners. Understanding the mindset of its customers, ESET has brought simple and easy- to-use security solutions with an inclusive approach. The products are aimed to meet the requirements of the users. Already, a pioneer in the SMB market, ESET is now focussing to reinforce its position in the Enterprise and corporate market across globe. For that, the company is focussing to understand consumer’s needs along with simplifying things for its customers. n Parvinder Walia Sales and Marketing Director, ESET, APAC adoption rate, it is unsurprising that many of the attacks surfacing in the country are targeting mobile devices, including various kinds of malware. This is dangerous, considering the results of our Asia-Pacific Cyber-Savviness aparna@varindia.com ????????????????????????????????????????? ??????????????????????????? ????????????????????????????????????????????????????? ???????????????????????????????????????????????????????? ????????????????????????????????????????????????????? ????????????????????????????????????????????????????????????? ? ????????????? ??????????? ????? ?????????? ????????? ????????????????????????? ????????????????????????? 23 www.varindia.com April 2016

24. ON THE RAMP Microsoft Launches SQL Server 2016 M Server 2016. It is a data platform built with advanced predictive analytics capabilities. It helps businesses with intelligence-based decision making, giving them a strong competitive advantage. “Data is the new electricity for businesses today. I. Microsoft’s SQL Server 2016 is built for this data driven world – customer tested and battle ready. SQL 2016 supports encrypted query DataWind unveils Tablet PC i3G7 D PC i3G7 INR5, 999. In addition to regular voice calling functionality, GHz Intel Quad-Core X3 64-bit processor tablet incorporates DataWind’s Internet-delivery platform covered by 18 U.S. and international allowing the devices to deliver the fastest mobile web experience on regular GSM-EDGE-based 2G) networks. unique technology reduces bandwidth consumption by up to 97%. Suneet Singh CEO DataWind, “With this new product, we are offering Indian consumers combination of superior technology and unmatched style. Like its predecessors, the tablet offers the right mix of features and on-the- go connectivity.” WinMagic intros SecureDoc W security that encrypts machines running on Infrastructure-as-a- Service (IaaS) platforms in India. Addressing the growing concerns protecting critical assets stored within environments, SecureDoc CloudVM is an enterprise encryption that offers for Windows-based platforms running public, private and hybrid cloud environments through aware intelligent management. The solution increases visibility and strengthens data security virtual environments by controlling encryption management across a vast array of layers. Dell brings new Inspiron 15 7000 Series D Inspiron 15 7000 Series Notebook, using latest 6th-Gen Quad-Core Processors and Performance class NVIDIA GeForce GTX 960M Graphics “With the new Inspiron 15 7000 notebooks, users will be able to experience the fun in everyday computing, with pleasure of extended performance. We pushed the limits on this device, so that our consumers can push theirs, using icrosoft unveiled has SQL ell launched India has Dell processing for advanced analytics, machine learning, mobile business and data integration that addresses the concerns of customers. It is today the world’s only relational database to be born ‘cloud-first’ with the majority of features first deployed and tested on Azure,” said Karan Bajwa, Managing Microsoft India. capabilities ataWind launched Tablet priced has the Intel at intelligence, security powerful that keeps up with their pace of entertainment consumption. These high- performance devices are also equipped with the latest and best graphics capabilities that allow users to do much more,” said Alen Jose, Product Marketing Consumer Business, Dell India. technology this 1.2 card. patents the Director, Corporation Director, and (or This Small Lenovo launches Ideapad 100s L and light laptop – Ideapad 100s. Lenovo Ideapad 100s is available in silver at INR14, 990/- and will be exclusively available on Snapdeal. Speaking on specifications, Ideapad 100s is backed by a Quad- Core Intel Atom processor and provides a power- packed performance that runs up to 8 hours without plugging in. It has 1366x768 HD display and the Dolby Advanced Audio. The device also offers connectivity with USB 2.0 and HDMI ports, Wi-Fi and Bluetooth options. Sony launches new Projector Series S three new laser and lamp projectors. Sony’s new projectors include three 3LCD laser models (VPL- FHZ65, VPL-FHZ60 and VPL-FHZ57) to expand Sony’s growing line of Z-Phosphor laser light source projectors. The new WUXGA (1920 x 1200) laser models deliver brightness of 6,000 lumens (VPL-FHZ65), 5,000 lumens (VPL- FHZ60) and 4,100 lumens (VPL-FHZ57). For applications better-suited to lamp-based projection, enovo launched its thin has Ashok Nair, and Director, Small Business, Lenovo India, said, “Lightweight notebooks superior functionality at affordable price points are a compelling choice in an era where consumers are always on the go and want to stay connected. Another feature that is every consumer asks is a long battery life which we are offering with this really cool product. With its attractive design and specifications, 100s offers unmatched end-user for both families and professionals.” Home Sony’s new VPL-FH65 (6,000 lumens) and VPL- FH60 (5,000 lumens) offer cost-effective that still deliver high- quality performance. Each uses BrightEra panel technology to reproduce natural and vivid colour. The new laser models are designed to deliver enhanced picture quality with new features such as “Reality Creation” and “Contrast both technologies already in use by Sony’s home theatre projection systems for high-end consumer entertainment. ony has launched its combination of Tuli, said, that offer options a unique Enhancer,” Ideapad inMagic i n t r o d u c e d software has experience virtual Seagate brings enhanced storage solution S capacity hard disk drive. The new, robust 10TB Enterprise Capacity 3.5 HDD provides maximum storage capacity easy system integration by using the standard 3.5-inch CMR design. Incorporating platters and 14 heads, the drive seals in helium to create a turbulence- free, quiet environment, decreasing both friction and resistance on the platters and delivering the industry’s lowest power/ TB ratio and weight specifications for a 10TB HDD. NetApp enhances its EF-Series and E-Series Storage Arrays N a new software for its NetApp EF-Series all- flash and E-Series storage arrays. It has dramatically boosted the performance of eagate has launched its 10TB enterprise high-bandwidth analytics when delivered on disk arrays and low-latency response times matched with all-flash media. By this performance with etApp i n t r o d u c e d has virtual when solution support “Cloud-based center are expanding faster than many infrastructures sustain, rendering capacity demands of users a herculean task for cloud managers. Our new helium-based drive is designed precisely to help organizations worldwide solve the needs of their growing storage business,” said Mark Re, Sr VP & CTO, Seagate. data needs combining storage for in current can the application seven key enterprise reliability and unmatched density, the E-Series and EF-Series arrays make enterprise storage economically superior to even white- box servers for real-time analytics applications.” and value of data analytics applications. Lee Caswell, Products, Solutions and Services NetApp, said, SANtricity meets the challenge with enterprise within VP, data-centric the key Marketing, “Our software system 24 April 2016 www.varindia.com

25. 25 www.varindia.com April 2016

26. VOICE-N-DATA Nokia to help Idea Cellular in 4G LTE rollout I Andhra Pradesh Haryana, Nokia provide technology to help Idea Cellular to roll out 4G LTE. Under the agreement, Idea Cellular will deploy Nokia’s unique Single technology, which enables simultaneous 2G/3G/4G operation on platform. Nokia will also support modernization and expansion of Idea Cellular’s core network and operational support DIGISOL brings new offering to target the SOHO segment D 10/100 Mbps Ethernet Desktop switch DG-FS1016D-A. The new accelerates needs of small Ethernet workgroups. The DG-FS1016D-A Switch 16x10/100Mbps Ethernet ports which gives small workgroups a flexibility to integrate Ethernet and Fast Ethernet in a single network. This Switch also allows for auto-sensing and auto of highest speed (10/100Mbps) and duplex mode, providing an automatic flexible solution for the network. With its backplane capacity of 3.2 Gbps, data transfer is at an average of 200 Mbps per port at full duplex mode allowing every node to perform at their maximum performance. LAVA plans to invest Rs.2,615 Crore L cricket team captain M. S. Dhoni, as its brand ambassador. Wheeler, Vice-President & Head – Marketing & Communication, International said, “We are very proud and privileged to be associated with M. S. Dhoni." Aligning itself with the Government India’s “Make-in-India” initiative, already set up its first manufacturing in Noida and plans to invest Rs.2,615 crore in a phased manner to scale it up to have an annual production capacity of 216 million phones. Ericsson signs BSS transformation contract with Bhutan Telecom E Systems transformation contract with Bhutan Telecom. Under the agreement, Ericsson will transform Bhutan systems to support the 4G LTE rollout, along with professional services for network deployment, network and optimization, system integration and supervisory services support. Himanshu Managing Director, Idea Cellular, said, excellent partnership with Nokia now enters a new phase as we launch 4G LTE services to bring a superior experience to our customers.” n three key regional circles – personalization. operator will be able to design and offer promotions and campaigns in real time and in accordance with subscribers’ while monetizing ongoing growth in data traffic. Ericsson responsible for design, deployment and systems integration solution. The convergent charging solution, based on Ericsson’s BSCS iXR4 offering together with data monetization features such as PCRF, will be integrated with Bhutan Telecom’s existing infrastructure. Bhutan Telecom migrate its subscribers onto the new platform by the third quarter of 2016. The ricsson has signed a Business Support Kerala, and will planning IGISOL come up with has interests, managed unmanaged will be Kapania, RAN solution bandwidth “Our of the one Telecom’s billing systems into a environment supporting mobile, fixed line and broadband subscribers. This partnership will enable Bhutan Telecom to launch promotions and notifications, product and service cross-bundling, cost-control for postpaid subscriptions and service convergent offers CEAMA forms Mobiles and Communications Council C and Appliances M a n u f a c t u r e r s ’ Association announced its extension by forming a Mobiles and Communications Council to advocate for the mobility industry. Manish Sharma, President, CEAMA, and MD, Panasonic India & South Asia said, “The local component ecosystem is still not fully in place, resulting in dependency on international machineries and mechanisms. Therefore, the industry will negotiation available should opportunity to build the ecosystem and encourage the initiatives being taken in this area. We believe the new Mobile and Communication Council will appropriately connect and be able to propagate the recommendations of industry players to government and policy- makers. CEAMA working to ensure that majority of components be made domestically, which will need time and further encouragement by the government to make this happen.” be given an o n s u m e r E l e c t r o n i c s Aircel and BSNL sign 2G ICR agreement A ICR agreement on a pan- India basis. This is a first agreement between a state- owned operator and a private telecom player that will see the culmination of an intra-circle roaming (ICR) agreement with the private operator for all circles. With this strategic tie- up, both organizations will be able to enhance customer’s experience, besides utilizing other’s assets and network and has strength. Besides reducing call drops, this deal is expected to improve the quality of services to mobile subscribers along with better connectivity. Starting this financial year, BSNL expects to earn Rs.300–Rs.400 crore a year through signing various ICR arrangements. In ICR agreements, passive infrastructure base transceiver stations will be shared among the operators when a subscriber of an operator roams in that circle. ircel and BSNL have signed 2G is such as ava has associated with the national Tata Communications and Anam tie up T has partnered Anam to create an end- to-end solution helps mobile network operators globally tackle revenue loss caused by A2P SMS fraud and “grey route” messaging traffic. The combination of Mobile Messaging Exchange and Anam’s SMS protects mobile networks against grey routing and spam traffic, secure and reliable SMS delivery, and enabling mobile network operators each Solomon LeEco to invest US$10 million B set up in-house Content Delivery Networks (CDNs) in ten cities across India. The in-house CDNs across 10 locations in India (including key cities like New Delhi, Mumbai, Bangalore) will be connected to LeEco’s global 650 CDNs through cloud, allowing LeEco smartphone or television users to stream audio, video or internet television content on-demand seamlessly and reliably, wherever they are. to recoup revenues owed to them by unauthorized message senders. Anthony President of Mobility and Collaboration Tata Communications says, “A2P SMS can be a hugely effective customer engagement businesses – no OTT service can today match the ubiquity of SMS. But in order for mobile network messaging aggregators and enterprises to reap the benefits of SMS, secure message delivery reliability are the key.” a Communications t a LeEco is also planning investment US$10 million to set up this infrastructure which will provide content delivery capabilities channel, live events, and video on demand serving both mobile and TV segment, giving consumers a better user experience on LeEco products. Through this service, the company is aiming to reach out to close-to 10 million user base in smart devices in these 10 locations across India. y the end of 2016, LeEco will with to over Lava Bartolo, Limited, that CDN/cloud Services, to in linear spam, tool for of Lava has firewall plant operators, ensuring and 26 April 2016 www.varindia.com

27. PRODUCT Of THE MONTH Canon Pixma G2000 Canon Pixma G2000 is a refillable ink tank All-In-One printer which is designed for high volume printing at low running cost. According to the company, it is capable to yield as high as 6,000 pages mono prints and 7,000 pages colour prints. The printers have individual ink tanks for Cyan, Magenta, Yellow and Black. PIXMA G2000 printer use Full-photolithography Inkjet Nozzle Engineering (FINE) to create high-density print heads with microscopic ink droplet sizes. FINE enables the printers to achieve high resolution images. This printer can also print borderless photographs up to A4 size. With Built-in integrated ink tanks create a compact printer body. Users can also view remaining ink levels easily at a glance. The sleek and compact Canon Pixma G2000 Multifunction Printer measures 445 × 330 × 163 (W × D × H) mm and weighs only 5.8 kg. The matte black finish makes it look very eye catching. It is equipped with four individual ink bottles with 2pl min ink droplet size and total 1472 nozzles. You can easily fit this small sized printer in a limited space of your office. Its portable design and light weight enables you to shift it conveniently from one place to another. The Canon Pixma G2000 Multifunction Printer produces crisp and clear prints with a maximum resolution of 4800 × 1200 dpi. It has a high document printing speed with approx. 5 ipm for color and approx. 8.8 ipm for Black & White. For connectivity it has Hi-speed USB 2.0 interface which allows you to directly print all your important documents and images from your USB flash drive with ease. Lenovo PHAB Lenovo PHAB is a blend of Smartphone and a Tablet. The device merges all the functionality of a tablet with the true portability of a smartphone. Stretching the versatility of a Smartphone, PHAB is optimized for single-hand use with a large 6.98-inch screen; offering best-in-class entertainment, speedy Internet, and all-day battery life. The slim design and UI with several shortcut features aid in single-handed operation, making it more comfortable to hold and use the PHAB. Additionally, it is loaded with Android 5.1, which provides a clean and efficient operating interface for the end-use. The device comes with 360 Voice feature and its three-microphone solution and dedicated voice processor ensure clean voice input and flawless on-speaker sound. The PHAB also addresses the consumer’s 24/7 connectivity needs with its Dual SIM fast connectivity, ensuring a reliable and fast connection. Adding to its slew of features is 2GB of RAM and an expandable memory of 64GB. The quad-core Qualcomm processor, ensures a responsive and smooth-running device. Lenovo PHAB has 13MP rear auto-focus camera and five advanced lenses that help it produce sharp images even in low light conditions. For more realistic colour tones, it comes with a DUAL LED flash. In the front, the PHAB houses a 5MP camera with a wide angle lens and a pano selfie mode. The PHAB comes with a built-in Dolby ATMOS 3D Audio soundbox at the back of the device, which helps to project and enhance the sound experience. The ATMOS processor on the device produces a sensation of movement and overhead sound that brings the story alive all around you. 27 www.varindia.com April 2016

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30. CHANNEL BUZZ Gemalto honours partners at Annual APAC Partner Summit G APAC Annual Cipher Partner Awards. Each of the awards recognizes the achievements of indirect channel partners and their contributions to help protect customers from data security threats. This year’s awards ceremony was held on March 16 in Hanoi, Vietnam. Rana Gupta, Vice-President of the APAC region, Identity and Data Protection, Gemalto said, “We are very proud to acknowledge their efforts in supporting Gemalto and helping organizations evolve their data security strategies to protect the ever-changing data threat landscape with our industry- leading encryption and identity protection solutions.” TIS Inc. of Japan and Telecommunications Security Systems Ltd of Hong Kong were recognized with the Rising Star of the Year award. PT. Transition Huawei concludes Cloud Congress India 2016 H Cloud Congress 2016” in Mumbai this year. It focussed on “Transforming with Cloud” while being aptly themed “Make IT Simple, Make Business Agile”. The event saw a gathering of over 200+ attendees, including industry experts and opinion leaders from key organizations like Relaince, TATA, Vodafone, and issues in their road to digital transformation. As the strategic partner for a lot of global carriers, Huawei will together “BUILD A BETTER CONNECTED WORLD” with operators as they transform digitally. David Li, Head of India Sales for Huawei, commented on the Open ROADS strategy, “With consumers demanding personalized and uawei has successfully concluded “Huawei emalto has announced the winners of its 2015 individual Gemalto’s more innovative Systems Indonesia received the Marketing Excellence Award for generating the most sales opportunities from Gemalto’s partner marketing campaigns in 2015. Adost of South Korea was recognized for the Solution Partner of the Year award . • The Cipher Partner of the Year was awarded to Nera Telecommunications Ltd of Singapore. • The Top Contributor of the Year award was given to Transition Systems of India. digital services, a superior user experience is becoming critical to global carrier success.” Encompassing fundamental – Real-time, All-online, DIY, and Social – "ROADS" Huawei’s definition and vision for the ultimate user experience. IT is the foundation for digital businesses. From a landing point of view, cloud data centers are the core support and foundation for digital transformation. Idea who gathered to discuss the latest trends in the Cloud technology. Huawei demonstrated latest offerings in cloud solutions and showcased its products. TRANSFORMATION towards a EXPERIENCE and how to make businesses agile truly reflects the main idea of this year's Huawei Cloud Congress, India 2016 Huawei communicating with more than 400 carriers worldwide, and is well aware of the pain points five its characteristics On-demand, encapsulates DIGITAL & has been Kaspersky Lab Concludes Partner Meet in New Delhi K meet with SEA Infonet, its national distributor for enterprise products. The meet discussed about their future business strategies with a focus to develop market in emerging geographies, for its rich and wide suit of offerings for the new financial year. The partner meet brought together 35 partners and 80 participants, covering the most vital links of the Kasperksy Lab network in India. Ajay Kumar Joshi Director, Channel Sales introduced with a review of 2015 and charted out the plans for the 2016. Partners were made aware of the latest developments and new opportunities that could be explored together. Also discussed in the space of Government business, the DGS&D rate contract awarded to Kaspersky where the partners can make the most of the opportunity. Another concern that was discussed in the event was Targeted security solutions for Virtualizations, Storage and Mobile. TAIT Paathshaala Programme launched for Partners T (TAIT) has launched its TAIT Paathshaala programme Mumbai for TAIT members and their staff with the tag line "Kuch Naya Sikhte Hain". The TAIT directors and other members actively participated workshop. Rushabh Shah, CEO, Graham Information Systems and TAIT President, took the initiative in conducting the first edition of this project titled Office Suites and Spreadsheet productivity. He covered the different types of Office suites (collection of programmes comprising word processor, spreadsheet and presentation software). He also explained the merits, demerits of these packages and educated members the licensing needs of these programmes. The second workshop was conducted with a focus on Tally ERP by Ketan Gandhi of V-Intech which demonstrated the new Tally capabilities. The aspersky Lab India has conducted its partner he Trade Association of Information Technology in in the workshop covered “Post-dated Cheque Management in Tally. ERP9 Release 5.x” – a feature which is very useful to the IT community. “New Statutory Features in Tally. ERP9 Release 5.x” was another topic discussed during the session that explained Tally has simplified Statutory Taxes management and feature related to VAT was specifically dwelt upon. In the open house session, queries related e-commerce sales transactions and generating related reports, multi tax in single invoice, usage of delivery challans salesman wise outstanding, etc were answered. Sharing insights, Altaf Halde, Managing Director - South Asia, Kaspersky Lab, said, “Regular partner meets are crucial to keep the communication clear and effective, and also to help understand how things are getting executed at the ground level. communication is beneficial to everyone. The meet was very insightful and productive, as, we all got to share notes and carefully study the road ahead for 2016.” of This 2-way to handling 30 April 2016 www.varindia.com

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32. FACE TO FACE Intel Innovating to support Smart City in India Fostering innovations worldwide, Intel is now stepping and working aggressively towards the Make In India Project. From powering the latest devices, technologies, cloud, to driving policy, diversity, sustainability, and education, Intel has been creating value for their stakeholders, customers and society. Kavitha Mohammad - Director, IoT & Smart Cities at Intel (Asia Pacific Japan) shares Intel’s vision towards Indian IT space in an exclusive interview with SPO India - The internet of things is now growing exponentially and is reaching different verticals and industries. It is all about developing the infrastructure and connecting different devices.India is one of the countries where a lot of innovation is happening around IoT across different verticals and technologies. Intel is one of the leaders in the production of low-powered chips to connect IoT devices. According to Kavitha Mohammad - Director, IoT & Smart Cities at Intel (Asia Pacific Japan), there is a huge potential in the IOT space, especially in the Asian Pacific Japan (APJ) and in India markets. “India is one of the booming industries in IOT space, where lot of investments are seen happening in the domain of manufacturing, automotive, mining, healthcare, banking and education,” she says. However, all these verticals require lot of investments into infrastructure as well as technology. “Technology becomes the catalyst and that’s the crux of IOT scope for us. Technology is being used highly, due to which lot of data is coming out and when there is data, you need mechanism as well as high end technology to analyse that data in the backend. That perhaps is the scope in the IOT space at present in the country,” states Kavitha. Intel has entered into a strategic investment in the IOT space in India. As an opportunity, be it in the manufacturing or smart city area, there is need for local solutions to be built up. Intel’s investment is basically bringing the thought leadership in, upon which the company has worked aggressively and will continue to do that. Opportunity in IOT space… Opportunities in IOT is based on the different needs of verticals as well as countries. In India, security and surveillance segments are the first opportunities. It is one of the important and sensitive subjects which are not just about physical security and surveillance like cameras. etc., but it’s about data security. As per current scenario, more devices are being connected which creates the need to keep date safe and secured. Also, transportation, manufacturing and waste management will increase the need for more IOT devices in the country. Also technology will help these verticals in lot many ways like improving productivity, quality, etc. The Smart city project is also about optimization of transportation, energy and all other different verticals that run in the city. Surveillance as a solution is an integral part of smart city and Intel has done several projects in the country for the same. “As an integral part of smart city, at this point of time we are actually enabling Wi-Fi, surveillance, smart lighting which will result in saving of energy and smart metering,” adds Kavitha. Intel is also running several programs to trigger the innovation part in support of the Make In India project. As in Make in India program, where one designs, concepts and also manufactures, Intel runs a similar concept that calls for collaborations with industry bodies to create innovation labs to provide components to entrepreneurs. For this, Intel conducts 2 to 3 days workshop where it invites entrepreneurs, startups and let them meet together and work which generates several new ideas. “Recently, we have announced and identified 10 start-ups that came up with ten different innovative ideas,” says Kavitha. Further, moving from the designing stage, Intel takes these start- Kavitha Mohammad Director, IoT & Smart Cities at Intel (Asia Pacific Japan) Opportunities in IOT is based on the different needs of verticals as well as countries. In India, security and surveillance segments are the first opportunities. It is one of the important and sensitive subjects which are not just about physical security and surveillance like cameras. etc., but it’s about data security. As per current scenario, more devices are being connected which creates the need to keep date safe and secured. Also, transportation, manufacturing and waste management will increase the need for more IOT devices in the country. Also technology will help these verticals in lot many ways like improving productivity, quality, etc. ups to the scaling stage which is the manufacturing phase. She adds, “In manufacturing if these guys are given the right opportunity as well as exposure, they can meet the needs of Indian markets. Also, identified entrepreneurs in our workshops get the opportunity to collaborate and work with other ecosystem partners of Intel which helps them scale up to make manufacturing more productive.” Intel is not only supporting these startups make products, localized designs and concepts in India, but also helping manufacturing units to improve their productivity. The chip maker is also looking forward to providing solutions which are customized as per Indian needs, while providing intelligent technology that supports the Make in India project. n 32 April 2016 www.varindia.com

33. FACE TO FACE Netgear tapping SMB market with smart solutions N people, power businesses, and advance the way people live. Providing a range of products for the home segment, SMB Networking and Storage, NETGEAR, has been continuously expanding its business in India and SAARC geography. Subhodeep Bhattacharya Regional Director, India & SAARC of NETGEAR, shares insights and plans of the company for ongoing year with the VARIndia team – As a part of their expansion plan, Netgear proposes to address Eastern India in a better way with their whole range of products encompassing end-to-end retail, networking, storage, wireless, security and telecom access products. With a three-dimensional approach in expanding their business, the company is focussed on expanding their product line to be able to address more categories and segments. Secondly, they wish to expand geographically to reach out to more and more customers in many more locations. And last but not the least, the company eyes a channel expansion strategy wherein they can add more channel partners. India offers many opportunities to an IT ETGEAR networking products that connect has been innovating NETGEAR has a huge focus on SMB and smart home automation. The company has been designing products to get configured in simple or complex solution environments in SMB and SME organization. “We have many proven solutions designed and deployed across the country. These solutions range from storage solutions like virtualization and backup to network solutions like 10G network and campus wired and wireless solutions. These solutions have been deployed in media, hospitality, healthcare, education, government, and manufacturing sectors. We are focussed on the SMB market in India,” he added. For 2016, Netgear will continue to introduce new switches in the 10G, gigabit, smart and chasis switches categories. Wireless and storage are, thus, going to be the focus area in 2016. Also, it has plans to introduce new automation solutions for home and small offices. Additionally, BYOD has been a trend for quite some time now. As the company is focussed on connecting people to networks and the internet, BYOD is also going to be central to Netgear’s plans. n product manufacturer and the low penetration of IT would ensure that many of these sectors would be growing fast. Commenting on the same, Subhodeep Bhattacharya stated, “We believe in the current scenario, surveillance, campus wireless, 10G, gigabit switching, mid-market storage solutions and security solutions would continue to show strong growth. Government, SMBs, education, healthcare and retail should continue to grow as segments.” 33 www.varindia.com April 2016

34. FACE TO FACE Why companies need to harness the power of real-time data? Companies are always trying to find the best way to store data in a meaningful format so that they can make better business decisions. Since the birth of data warehousing almost 30 years ago, numerous innovations in data management have been made, such as Hadoop and NoSQL. According to experts, SAP HANA has established itself as a baseline for further innovation by having introduced its High-Performance Analytic Appliance (HANA), a platform for processing high volumes of operational and transactional data in real time. Arun Kumar VC, Senior General Manager – Enterprise Solutions, HTC Global Services, shares the insights on developments and challenges faced by companies while adopting SAP HANA – The Latest Trends and Challenges in SAP HANA – • Landscape Simplification by utilizing SAP HANA as an Appliance • SAP Business implementations / migrations • SAP Business Warehouse on HANA implementations / migrations • S-innovations inclusion in Suite on HANA • S/4HANA enterprise Next-generation business suite and the foundation, covering the digitized mission-critical business processes of an enterprise • On-Premise and Cloud deployment of Suite on HANA • Big data analytics utilizing SAP HANA • E-Commerce (SAP Hybris) powered by SAP HANA The main reasons why companies choose SAP HANA – Suite on HANA management: Arun Kumar VC Senior GM – Enterprise Solutions, HTC Global Services Real-time data offers several benefits to businesses of all sizes. It delivers the first level of interaction with business data for any application, analytics, or transaction. With real-time data, organizations can access data quickly, enable collaboration among teams and partners, and deliver new business insights and scalable transactions. It can also lower IT costs through automation and simplification, reduce hardware requirements, optimize data caching and eliminate data duplication. The major benefits of real-time data management enables real-time data sharing and quality, enables much richer data sharing and improved data quality and allows any application to access any business data in real time. There are certain challenges that one comes across while migrating to SAP HANA, for instance identifying challenges, assessing requirements and resources, creating plan, preparing infrastructure, performing migration and validating migration. At an initial stage, businesses see different challenges like budget, dependency on factors like sizing, infrastructure, resources, migration strategy, getting the right partner, deciding on on- premise, cloud or hybrid strategy while in the execution phase, unicode and dual stack split, code optimization, cutover, downtime issues are generally faced by the companies. A real-time example can be given of that of SAP ERP that is powered by SAP HANA. It brings in speed to ERP system processing utilizing in-memory computing capability and real-time data processing capability utilizing the best in software and hardware innovations. SAP HANA also brings in the ability to process structured as well as unstructured data, to provide predictive and complex analytics and drastically simplifies the customer’s SAP ERP landscape. “With the inclusion of various innovations and simplifications based on SAP HANA’s capabilities, SAP ERP has evolved into a one-stop solution for an ERP solution which includes ERP applications / solutions, innovative user experience, inclusive analytics, real-time data processing, big data and more,” says Arun Kumar. n • Speed – ability to manage massive data volumes at high speed • Agility – permits real-time interactions across the entire value chain • Insights from structured and unstructured data, predictive and complex analysis • Supports running applications • Advanced cloud platform – supports business innovation • Simplicity – fewer layers and a simpler landscape for lower costs • Value – innovate without disruption and add value to legacy investments • Choice of working with your preferred partners at every layer next-generation Qualcomm encourages Make in India vision with “Design in India” Challenge W Qualcomm Design in India Challenge which was launched in December 2015. “Inspired by Prime Minister Narendra Modi‘s Make in India vision, Qualcomm is excited to support the possibility of making India a hub for design capabilities that would drive the value chain from a service focussed to product capable industry. We are thrilled at the overwhelming response to the Qualcomm Design in India Challenge and look forward to incubating the top ten finalists in the Qualcomm Innovation Lab to transform their ideas from concept to product stage,” said Sunil Lalvani, Vice-President & President, Qualcomm India & South Asia.“ “We are happy to be associated with Qualcomm in this progressive effort, to actualize the Make in India vision,” said R. Chandrashekhar, President, NASSCOM. “This initiative, closely aligned with NASSCOM’s own vision to ‘Connect, Collaborate and Co-create’, is a great platform to drive innovation.” The ten shortlisted companies for the first edition of the Qualcomm Design in India Challenge are: Aarav Unmanned Systems, Artificial Machines, Carnot Technologies, Green Robot Machinery, iFuture Robotics, Lensbricks Technology, Myelin, Treepie Computing, Uncanny Vision, Watchy Technology. These ten companies will now be incubated in the Qualcomm Innovation Lab and the top three winners will each receive a funding of $100,000 at the end of the incubation period expected around November 2016. ith a view to catalyzing the creation of a product and hardware design ecosystem in India, Qualcomm, in association with the National Association of Software and Services Companies (NASSCOM), has announced the ten finalists of the first edition of the 34 April 2016 www.varindia.com

35. MOvErs & shAkErs Rajiv Gauba appointed as Secretary, Urban Development Mr Gauba, a 1982 batch Jharkhand cadre IAS now posted in his cadre has been appointed as Urban Development secretary. He has been appointed in place of Mr Madhusudan Prasad, a 1981 batch IAS officer of Haryana cadre, on his retirement on March 31, 2016. In a meeting with senior officials of the Ministry of Urban Development soon after assuming charge this morning, Mr Rajiv Gauba said, “With the launch of new urban development initiatives like the Smart City Mission, Atal Mission for Rejuvenation and Urban Transformation, Heritage City Development Mission and Swachh Bharat Mission, the focus of the Ministry now shifts to effective and timely implementation of the schemes by the States and Urban Local Bodies through effective coordination with them.” MrGauba has wide-ranging experience in senior positions at policy making and programme implementation in the Central and State Governments and in international organisations. Hailing from Punjab, the 1959 born Shri Gauba is a physics graduate from Patna University. Amitabh Kant appointed CEO of NITI Aayog Mr Amitabh Kant has been appointed as the Chief Executive Officer (CEO) of the NITI Aayog and has taken over the office from April 1st. He is a 1980 batch Kerala cadre IAS officer. Mr Kant has been appointed in place of former IAS officer SindhushreeKhullar, who was appointed as the first CEO of the National Institution for Transforming India (Niti) Aayog, a body that has replaced Planning Commission, for a fixed one-year term beginning January 1, last year. Prime Minister Narendra Modi is Chairman of Niti Aayog. Hitachi Data System appoints Raghuram Krishnan as Director- Channel and Alliances Raghuram Krishnan to spear head the channel and Alliance business in Hitachi Data Systems. With over 16 years of experience Raghu will be driving the channel eco-system with its partner,technologyand application vendors of HDS. Kaspersky Lab names its new MD, Asia Pacific Kaspersky Lab has appointed Maxim Mitrokhinas Managing Director of Kaspersky Lab Asia Pacific. Based in Singapore, Maxim will spearhead the company’s dynamic growth strategy in the region. Maxim Mitrokhin, Managing Director, Kaspersky Lab Asia Pcific, said, "I am excited to lead and grow an already highly successful business in the Asia Pacific region. Our evolving portfolio of B2B products and business solutions combined with the strength of our channel network puts us in a great position to explore and exploit the full potential of the Asia Pacific market. I look forward to working with the team and our business partners to give the best to our users." Having joined the company in 2008 as the Director of Operations in APAC, Maxim is now responsible for continuing Kaspersky Lab’s business growth in the region with a focus on reinforcing B2C market share, as well as driving channel engagements and development in the B2B sector. With strong leadership skills and vast experience in the region, Maxim is ideally placed to take the Kaspersky Lab business to the next level. C Sukumaran appointed as Assistant Director of CSP Division, Canon Canon has announced the appointment of C Sukumaran to the designation of Assistant Director of Consumer Systems Products (CSP) division at Canon India. C Sukumaran will be leading CSP division’s Laser and Inkjet printer business in India and will be accountable to take the marketing and sales of the products to the next level. He will be reporting to Andrew Koh, Vice-President, CII Group, Canon India. Under his leadership, the CSP division will continue to focus on government and enterprise business, making Canon the industry leader in the printing domain. Sukumaran has been associated with Canon for over 15 years. Prior to this, he was working as the Assistant Director of the Business Imaging Solutions (BIS) division. After 98 years Panasonic gets a young Indian Executive Officer Manish Sharma has been appointed as Executive Officer of Panasonic Corporation and President & CEO of Panasonic India & South Asia, from his most recent role as Managing Director, India. He is the first Indian ever to be appointed as Executive Officer of the Corporation. Manish Sharma as the President & CEO of Panasonic India & South Asia, will preside over operations of Panasonic in India, including the group and sister companies and the group support operations. The group companies include Panasonic Appliances, Panasonic AVC India, Panasonic Energy India, Panasonic Carbon India, Anchor Electricals, Firepro Systems Pvt. Ltd. He will be responsible for driving profitable growth along with strategy planning and sustainable business development across businesses. Sharma joined Panasonic in 2008 and has been instrumental in spearheading the growth and transformation of Panasonic India from a consumer-electronics company to a technology solutions company. AT Rajan elevated as CEO at Ricoh AT Rajan has been appointed as the CEO of Ricoh, following the resignation of its former MD & CEO, Manoj Kumar from the Board of Directors effective from April 2nd. AT Rajan has earlier served in different capacities at Ricoh. He was previously the Sr Vice President and Chief Strategy Officer and before that the Chief Marketing Officer. He has also worked with CEAT and Taj Services before joining Ricoh. 35 www.varindia.com April 2016

36. FACE TO FACE Lenovo relies on a 4-pillared Service Model VARINDIA has had the opportunity to speak to Sudipto Ghosh, Executive Director – Services, Lenovo India, to know about the various services initiatives that Lenovo has started, of late. He also talks about how being a differentiator helps the company to stay ahead of the curve Service has become very important for Lenovo as they see themselves as a differentiator in this business. This is also in line with Lenovo’s strategy to provide a highly differentiated and interactive customer experience that the brand has always been doing all these years. Sudipto Ghosh, Executive Director – Services, Lenovo India, is of the opinion that, while offering services, one should provide the base level of services. According to him, they comprise the 4 pillars of service. “If I am providing services, I should have a contact centre, field service executives, spare parts and transportation,” he quotes. Lenovo set up its first in-house contact centre in Bangalore in the year 2013, on 2nd of April. This state-of-the-art in-house centre is the first to have come up outside China. It has employed around 500 people there and carries out service-related activities for both commercial and consumer level of products. “Customers can reach out to us in various ways – Interactive Voice Response (IVR) is one such way. Our engineers take complaints from the customer and try to resolve these cases over phone. Around 42% of the consumer product cases and 20% of the commercial products are resolved over call. To make this smooth, we have developed a problem diagnostic tree (PDT), a methodological way to look at the problems. We also put a check on whether they are consulting this particular PDT or not. We also have an option of asking customers for a remote access of their device, (Remote Takeover, RTO) because if it is a user-related problem, we can sometimes solve that problem only when he gives the access to his device. There are certain customers who do not like going through the IVR process. In such cases, we have the ‘Call me back facility’ where Lenovo people would instead call them back. Customers just need to mention the preferred time in the form online,” explains Sudipto. This is all happening in voice. But the trend today is transitioning from voice to non-voice. In the non-voice category, Lenovo has introduced a lot of e-services, which allows customers to have personalized self-service by logging on to the dedicated services website. This service is 24x7, while call centre is only from 10 to 7. For commercial segment, it is 5 days a week, while for consumer products it is 6 days a week. In the commercial space, 50% of the customers have availed the e-services and in the consumer space around 35%. Beyond this, Lenovo also has a spare part despatch arm. Today, it has achieved 93% of spare part despatch just with the help of voice. For the transportation of these parts, Lenovo has partnered with DHL. “We have Different Service initiatives by Lenovo – E – Services – This allows customers to have personalized self service by logging on to the dedicated services website • Call me Back Facility - This facility allows customers to schedule a call back based on their convenience • ‘Len Care’ App - a one of a kind android app that will help customers register complaints on their mobile phones and help them track the progress • Lenovo exclusive Service Centres (Delhi & Bangalore) - Lenovo has launched wholly owned and operated service centers in New Delhi and Bangalore • Zip code mapping - Lenovo services has increased accessibility as the company reaches out to 29,000 pin codes across 180 + locations 20 locations where we have our own support warehouses. Most of the state capitals have these kinds of warehouses which we call it sub-warehouse. In our terminology, we call it Forward stocking location (FSL). Bangalore is the central warehouse that houses the spare parts in a 1-lakh sq. ft. area. For out locations, we will send it through a courier,” says Sudipto. Lenovo has two types of service centres – one is carry-in, where any customer can walk in to its centre and another is the onsite. Today, Lenovo has 318 such carry-in service centres across India which are third- party owned. “We train the service personnel on the technical aspect, soft skills and on CRM, because they should know how to use the customer relationship module,” he comments. Besides, Lenovo also has its own service centres. It has got two exclusive service centres – Delhi (Nehru Place) and another in Bangalore. “We want to ensure the best customer experience to our customers. As soon as you enter the service centre, you find a kiosk where you give your mobile number and immediately after that you will receive a ticket number and counter number. And • then from a centralized monitoring system, I can monitor whether the customer has been attended or not and also about his waiting time. Customers can also rate our services on their part,” Sudipto assures. Lastly, Lenovo has also developed an in-house app, “Len Care”. It had initially developed the app only for its channel earlier but soon realized that it can be used for customers of both commercial and consumer products. It is a one-of-its-kind Android app that will help customers to register complaints on their mobile phones and can also track the progress. There are plans to expand it to iOS and Windows platforms in the next phase. “We started with India first on 4th November, 2015 and are now doing it for the rest of Asia- Pacific also. This app will soon get embedded in our notebooks and desktops, too. The idea is to decongest our contact centres,” sums up Sudipto. n Lenovo set up its first in-house contact centre in Bangalore in the year 2013, on 2nd of April. This state-of-the-art in-house centre is the first to have come up outside China. It has employed around 500 people there and carries out service-related activities for both commercial and consumer level of products. 36 April 2016 www.varindia.com

37. FACE TO FACE Tape Storage for Quantum is still doing wonders Sanjay Hasija, Country Manager – India, Quantum, opens up with VARINDIA as to what Quantum seeks from the Indian market and why does he still consider tapes as the best form of storage in spite of the coming of other improvised storage technologies – G lobally, Quantum enjoys around 30-per cent market share, but business in India has also been excellent. During the last one-and-a-half years, it has grown by almost 200per cent. And this year again, it is targeting a 100-per cent growth. “We are on track,” says contented Sanjay Hasija, Country Manager – India, Quantum. “We have gone deeper into areas like solution verticals where we are targeting the government business, followed by surveillance. We have very smart solutions around surveillance, in which we try to reduce the storage cost by 30 to 50 per cent. We smartly capture the data from NVR (Network Video Recorder), integrate with the popular VMS (Video Management Software) and then take it to the storage (Storage Area Network, SAN) and then to the tape. Even when the data is moved to the tape, it still remains visible to the person accessing the application,” he explains. The tape cost is basically one-tenth of the total storage cost, ensuring that there is maximum cost saving. Also, the operator can keep a track of where the data is, which is another advantage of saving the data on tape. It also gives the flexibility in terms of scaling up the solution, in case more number of cameras need to be added or change the resolution of the camera from normal to HD to 4K. “We have these smart solutions for other verticals too, like Geospatial is one area where we are doing really well. Similarly, oil & gas is another focus area. Media and entertainment is our another forte worldwide. We have around 150 customers in which we have top TV channels as our clients today. We are now trying to position the same solutions into corporate training and marketing videos. Network forensic is another area we are trying to focus,” says Hasija. For data centers again, Quantum has very smart solutions in general for archiving and backup. “Any organizations looking at storing long-time data, we can help them reduce their costs. We Sanjay Hasija Country Manager – India, Quantum Top Business Verticals for Quantum – • • • • • • • Government Surveillance projects in Smart Cities Geo-spatial Oil & Gas Media and Entertainment Corporate Training and marketing videos Network Forensic The customer today has understood Quantum’s value proposition, and when it says that it can look at long- time retention of data at a lesser cost of 30 to 50 per cent, it is more than enough to convince its customer. proposition, and when it says that it can look at long-time retention of data at a lesser cost of 30 to 50 per cent, it is more than enough to convince its customer. “You ask us to do a POC, we can turn it around in 48 hours. That is our strength today. We also have a Centre of Excellence (COE) in Bangalore. However, for a customer in Delhi or Mumbai, we can make the POC available here in 48 hours or maximum 72 hours.” Quantum has its R&D in the USA, but because it has its COE in India, it is able to test and integrate its solutions in India also. Quantum also has a strong distribution channel. It works with two distributors – Ingram Micro and iValue Infosolutions. Ingram is responsible for getting major projects, while iValue has been more of a value-added distributor, focussed on getting government and BFSI customers. It has also tied up with all the top 15 system integrators of the country. have different storage options depending on the criticality of the data,” he supports. Quantum also sees Smart City as a big opportunity. If not for making a city smart, Quantum definitely has a few announcements coming wherein it is participating in the city surveillance project. “We have got multiple of them. We are pitching a complete end-to- end solution, right from capturing the data in the NVR to storing it on the SAN and then moving to the tape. The tape library alone can store up to 72 petabytes of data and if clubbed with SAN, it goes up to 74–75 petabytes. Other competitors do not have an integrated solution like this and we have an edge on this,” Hasija quotes. The good thing is that Quantum’s technology is an open one and supports any kind of storage or networking platform, operating system or bandwidth network. Though experts are of the view that tape has gone obsolete, Quantum still believes in having customers 4–5 years from now using tapes. “We still see customers using LTO-3 technology, though LTO-7 is the norm now in tapes. The tape has also the benefit of using less cooling power, as it stops once the data is written on it, but a disc happens to rotate continuously for which it needs excessive power for cooling.” The customer today has understood Quantum’s value And hence... There is, undoubtedly, a huge opportunity for both the company and its partners. It is just that Quantum needs to shift gear from its traditional data to other data like video, voice and images because these data are growing by zetabytes. Major 90-per cent growth is expected to come from these structured data and that is where Quantum expects to play a very strong role.n 37 www.varindia.com April 2016

38. FACE TO FACE Power of PRYSM is all about Technology collaboration lifecycle Prysm has also recently announced the Prysm Enterprise, a first-of-its-kind combined hardware and Software-as-a-Service (SaaS) solution which enables businesses and their employees to easily collaborate in real time across every size screen. With Prysm Enterprise, the newest offering in Prysm's Visual Workplace portfolio, applications, content, video conferencing and the web are all combined into cloud-based visual workspaces where anyone can create, edit, share and store work, and then go back and re-access the saved workspaces later from any location via the cloud. Through this significant step in the enterprise collaboration has been able to expand the reach of its technology to mobile devices and the cloud. Prysm Enterprise lets users collaborate from anywhere and on any device through cloud- based visual workspaces, where they can create, edit and share work. The work also can be stored on the cloud and is available to users who want to reaccess it. The new offering, which is part of Prysm's Visual Workplace portfolio, is designed to address the ongoing transition in the video collaboration space. Businesses are trying to manage a number of trends that are playing into the evolution, including the increase in the number of mobile devices being used, an increasingly mobile workforce, bring-your- own-device (BYOD) and security. Talking about the Indian market, Prysm is currently focussed on global enterprise, IT services, BFSI, Telecom and Public Sector verticals. “We cater to our customer’s requirements of collaboration video walls for customer briefing centres, Command and Control Centres, data labs, huddle rooms to digital briefcase solutions. Hence, our customers can deploy Prysm in conjunction with their existing investments in collaboration with technologies,” Amit sums up. PrySm is changing the way people work by delivering seamless experience that is collaborative, powerful, easy, streamline communications, increase productivity and accelerate the time to decision space, Prysm Amit Jain President & CEO - Prysm D in the world and has also one of the highest concentrations of Millennials in the world. “And this force is going to take us to the next level.” “Digitization of content, accessibility of content, ease-of-use from any device – has, thus, become the need of the day. And that is why we call it the Digital or a visual workplace,” he further adds. igitization of content is proliferating in the company environment. It comes from automation, whether you are buying different cloud-based tools, ERP systems, CRM systems, data storage systems, etc which help access of any content from anywhere. “These days, there are two other trends that need to be watched out– Mobility and Millennials,” says Amit Jain, President & CEO - Prysm Mobility is a huge trend which helps one stay connected digitally and visually. It also enables one to work from anywhere. “Workplace is no longer a boundary of four walls. Now whether you are travelling or are at home, you can deliver the work. What is even more important is the delivery of work on time and hence mobility is very important these days,” observes Amit. The second is Millennials who are fostering consumerization of the corporate world. “In this, they are given easy access to storage, can put files and pictures on the cloud which are accessible from anywhere. They are using very easy-to-use devices, whether it is iOS, Android, Touch Pads, iPads, laptops which have become cheaper and accessible to everyone. Millennials carry their content, which includes workplace and even their personal place. So one can access their important files in seconds, without the need to rummage through heaps of files and documents,” he explains. The power of both mobility and Millennial consumerization are forcing the corporate world to completely change. Millennials are the largest force though, especially in India that has one of the youngest populations Evolution of the Modern Day workplace… Prysm is defining a new way of work – one where applications, content, video conferencing and the web can all be easily combined into a visual workspace. These interactive workspaces are stored in the cloud and available on any screen irrespective of its size. Prysm’s Visual Workplace solutions span from conference room to home office, executive visit centre to data lab, huddle room to custom walls – and most importantly workplaces of every size. Millennials are the largest force though, especially in India that has one of the youngest populations in the world and has also one of the highest concentrations of Millennials in the world. 38 April 2016 www.varindia.com

39. IsODA COrNEr Subscription model fails to impress Indian customers Paresh Shah, Director, PH Teknow why software subscription model has failed to take-off in India There is a heated debate over pros and cons of the subscription and perpetual licensing many customers and partners are not pleased with the move toward subscription licensing, I have mixed views about the change. In my view, subscription licensing is not a win- win proposition for the Indian customers, at least, presently. Indian customers are largely Best practices for payment collection Rajeev Mamidanna, Director - Eden talks about simple business practices that have helped his company reduce payment delays - The continuing economic slowdown has led to increase in payment delays and the risk of defaults have increased manifold. In order to streamline the payment mechanism, we involving our department as well as that of the customer to finalize on payment terms. Involving the finance team from both sides helps arrive at realistic payment term. essential in large deals where managing the finances become crucial. Infosol highlights models. While collection began Finance This is conservative when it comes to IT upgrades. Nobody upgrades IT, specifically the software, as fast as the vendors want them to do. Even large Indian customers have an upgrade cycle of 5-7 years and SMBs have an even longer one. While on the positive side, the subscription model offers the ability to tone down the capex and ensures always-upgraded infrastructure, the flip side is that customer end up paying significantly more over 5-7 years. Perpetual license on the other hand remains active for life time, even if the customer doesn’t upgrade. For example, the perpetual license for Microsoft Office sells for Rs 20,000, but the annual subscription is Rs 5,000, which well exceeds the cost in over a 4-year period. For partners, perpetual license deal is a one-time business and for the next 5-7 years there might be no business from the customer, unless the company goes into an expansion phase. On the other hand, subscription model offers constant revenues. Vendors need to work out subscription fees in a way that customers see the RoI in opting for it, over the 5-7 year period. They also need to do something innovative to convince more customers to move to subscription considering the low adoption rate so far. In case the customer’s payment terms aren’t agreeable to us, we don’t hesitate to walk away from the project. For instance, for a deal with payment term of 30-45 days, we expect at least 10 percent margins. On large deals with similar payment period we keep a 15 percent margin. Today the cost of capital is high and hence one needs to factor in the interest on the payment in every deal. In many deals, we insist on customer paying 25-50 percent advance. While many existing customers pay in advance, it is still a challenge with customers where we have stiff competition from other partners. Still, this practice is minimizing payment risks to a significant level and helping us manage our cash flows. We have also appointed a person in our finance team dedicated for payment collections. Her job is to send payment alerts and reminders 10 days in advance of the due date. We have realized that by bringing discipline in the payment collection process, one can get at least 75-80 percent payment within the agreed time. ISODA Expands With Pune Chapter ISODA has inaugurated its Pune Chapter in a bid to increase its membership across the country and to have increased representation from smaller cities. “Pune is an important market with a strong IT partner ecosystem. Hence, we decided to open a local chapter. Our aim is to have a larger representation of partners from across the country in addressing the challenges and issues, and foster collaboration among our members,” said Rajeev Mamidanna, Regional Secretary, West - ISODA. ISODA held the inaugural event on March 9, 2016, which was attended by ISODA Western region committee members and leading partners from Pune, including Askari Infotech, GTS Technologies, C-DOT Systems, Supreme Computer and Software, Vintech Electronic Systems and Sujata Computers. The event witnessed a discussion about smooth on-boarding of new partners and how ISODA can add value to Pune partners. ISODA committee also noted some of the critical issues faced by Pune partners and promised to represent it at the right forum. Under its ISODA 2.0 vision, the industry body has ambitious plans to open more chapters in smaller cities in coming months. “Each of these chapters will have full autonomy and will conduct their regional meets independently. Members from these chapters will have access to all the initiatives and activities conducted by ISODA including our annual TechSummit forum. We want partners across the country to partake in various programs being undertaken by ISODA for the benefit of the community,” added Rajeev. 39 www.varindia.com April 2016

40. COvEr sTOrY Enterprise Mobility – The Biggest Trendsetter for 2016 Enterprise Mobility has emerged as the need of the hour with organizations that are looking to increasing businesses productivity, forging better customer relationship and making decisions faster. But the question is how much time before India picks this trend – E different sizes. It gives the workforce liberty to operate freely from anywhere and also from any device. Now it is no more a compulsion to go to office and use a particular desktop to access data. Not only has the liberty of working triggered the growth of Enterprise Mobility, but easy access to data from any devices, improving business productivity and availability, and enhanced customer relationships with quicker response time, improved sales-cycle, and faster decision- making have made it an integral part of any business. Customers are experiencing all the enhanced facilities due to the growing penetration of mobile devices. Mobility has seeped into all walks of our daily life. It is becoming the necessity for all businesses today. According to a survey by BlackBerry, India Enterprise Mobility is a top priority for most organizations with 71 per cent saying they either have a mobility policy or are, at present, in the process of drafting one. About 66 per cent respondents said mobility solutions helped firms in real-time data collection and reporting from mobile workers, while 56 per cent said it helped in reducing paper work, administration time and expenses. The top three investment areas for enterprise mobility include business consulting services, telecom expense management solutions and mobile device management solution. Furthermore, a report by Infographic Subcontinent, Citrix nterprise Mobility has emerged as a big business booster for enterprises of predicts that Enterprise Mobility market in India will touch $2.3 billion in 2017. Indian enterprises are experiencing considerable technology transformation infrastructure, applications and end-to-end user computing. across Enterprise mobility: A fundamental of all businesses While it is true that Enterprise Mobility gives employees freedom to work from their preferred devices, it also gives the organizations an opportunity to save various operations and maintenance cost without loss of productivity. “Enterprise Mobility has become a business reality. It is no longer a luxury – it is Mitesh Agarwal Vice-President Oracle India – Sales Consulting, Parag Arora Area Rajesh Shetty Director, Enterprise Networking Sales, Cisco India & SAArC VP & Country Head, India 40 April 2016 www.varindia.com

41. to keep sensitive information away from any threat, there is still a long way to go before mobility runs with no risk at all,” suggests Syed Wasim Jafar, Vice-President (Service Delivery), Xavient Information Systems. Enterprise Mobility does not only mean access to corporate data. With the trend of BYOD, employees can access their personal data along with corporate. But at the same time the employee’s personal data may be at stake and also exposed to employers. “Many companies today are offering BYOD programs to employees, giving them access to corporate applications and data on their personal devices while still maintaining a level of security on the device. As a result, end- users are becoming increasingly concerned with their own privacy and how their personal information and actions may be exposed to their employer. The employee and employer disconnect grows as it is unclear to end-users as to what information is accessible by their employer and what is not,” opines Sundar Balasubramanian, Senior Director, General Business, VMware. BYOD which is one of the fuelling fundamental to support a happy and productive workforce. Organizations adopting mobility are leveraging its multiple benefits. Enterprise Mobility has not only enabled employees to operate freely from their preferred devices but has also given enterprises the opportunity to save on various operating and maintaining costs without any loss of work productivity,” says Parag Arora, Area Vice-President & Country Head, India Subcontinent, Citrix. Reiterating the same, Mitesh Agarwal, Vice-President – Sales Consulting, Oracle India, says, “Mobility has transformed the way we live, work and play. With the advent of mobile computing, applications are no longer tied to the desktop and end-users expect to be able to switch between desktop, tablet and smartphone anytime, anywhere. This multi-channel environment has become the new norm.” He further continues, “Mobility in India is mostly driven from within the organization. Organizations want to be able to extend their enterprise applications to mobile devices because keeping the workforce connected empowers everyone to make decisions, take Sajan Paul Director, Systems Engineering – India & SAArC, Juniper Networks management of multiple platforms and devices, providing secure access to enterprise resources, management of several applications, malware attacks, and more. Keeping sensitive data and information secure is very crucial for businesses today, so they must evaluate their environment, create a robust strategy and roadmap before taking a step towards mobility,” states Manish Godha, Chief Executive Officer, Advaiya. Secured access of real-time data and securing mobile applications are equally important for organizations embracing Enterprise Mobility. For this, a strong network infrastructure with dynamic technologies is needed to secure the risks involved in it. “Enterprise Mobility is not limited to merely providing a smartphone to your workforce. Real-time data access and secure access is what we are aiming at. It is highly important to have a strong Enterprise Mobility Management System in order to keep the IT department up-to-date with the usage of sensitive professional data, at all times. Securing the mobile apps is equally important for the safety of confidential data. Since the mobile employees working on BYOD policies operate on different devices, it is not only important to keep the confidential data safe but also differentiate the professional data from the personal records, on any device in use. A robust network infrastructure strongly aligned with advanced changing technologies is the need of the hour. While rigorous efforts are being made to keep data safe, as CIO’s show added leadership in order Narendra Nayak managing Director, BlackBerry India manish Godha Chief Executive Officer, Advaiya elements behind the growth of Enterprise Mobility has further increased the woes of CIOs. Security of data poses as the biggest challenge in Enterprise Mobility. Selection of right security solution and preventing the secured environment from encroachment are the biggest challenges for the organizations. “In the wake of frequent security breaches and data thefts, enterprises globally are under tremendous pressure to provide an end-to-end secure framework. The Bring Your Own Device (BYOD) trend is adding to the woes of modern-day CIOs. Devices nowadays are extremely powerful and a small instance like misplacing or losing a mobile device can translate into a major security breach. For optimal security, organizations should seek out solutions that are capable of meeting corporate network requirements while concurrently providing three layers of security at the device, server and network level. With the right Enterprise Mobility solution, organizations don’t have to compromise their security requirements to allow employees to carry the devices they choose. But the challenge becomes preventing action, and stay informed. What we are seeing is that Mobility is taking the same trajectory as that taken by the Web when it came into being. Today, nobody questions the need for a web presence. Similarly, time has come when it is imperative to have a mobile presence for all applications and services.” The Setbacks…. No technology can be adopted without facing challenges. Organizations face various technological as well as other challenges while implementing any new technology into their IT ecosystem. Shifting of existing infrastructure into new model, management of multiple applications etc are some of the challenges seen while adopting Enterprise Mobility. However, the biggest challenges being faced are in terms of data privacy and security. “Organizations face to adoption like shifting their existing infrastructure into a new model, integration with the existing and legacy systems, and new investments involved. Other challenges include data privacy and security, several barriers Syed Wasim Jafar Vice-President (Service Delivery), Xavient Information Systems 41 www.varindia.com April 2016

42. COvEr sTOrY aspect of business is going mobile. The BYOD market is growing rapidly. Big Data and Cloud Computing paradigms are providing valuable insights by processing, managing and analyzing data from mobility applications,” states Rajesh Shetty, Director, Enterprise Networking Sales, Cisco India & SAARC. Organizations are also investing heavily in networking models in order to improve daily business services. Enhancement in network model is taking place as the organizations are looking for agile, secure and scalable networks. Moreover, this will lead to improved business services and higher rate of customer satisfaction. “Apart from rapid smartphone adoption, the Internet of Things and SMAC are also aiding the growth of Enterprise Mobility in India. Cloud and virtualization-based networking models have also proved to be go-to-solutions for organizations opting to expand, integrate and better optimize their network infrastructures. One of the key trends we have seen over the year is that organizations are now investing large sums of money into networking models based on virtualized hybrid Sundar Balasubramanian Senior Director, General Business, Vmware Amulya Kapoor Head, Digital research, Infosys the secure mobile computing environment from encroaching on the user’s experience,” says Narendra Nayak, Managing Director, BlackBerry India. Moreover, SMBs, which generally are the early adopters of technology, are reluctant to bank on Enterprise Mobility owing to the security reasons, costly solutions and complex mobile environment. “A number of enterprises and SMBs are hesitant today to embrace mobility owing to data security and overall security concerns, high perceived costs (most organizations consider the current breed of solutions as expensive) and the heterogeneous nature of mobility initiatives (Indian organizations are not prepared to manage a complex enterprise strategy that extends across devices, applications and software). Low network speeds, lack of customized applications, complex device management, high TCO and complex software are also deterring organizations from implementing enterprise mobility,” points out Amulya Kapoor, Head, Digital Research, Infosys. demand advanced tools to meet their goals. Real-time information capture along with processing speed and agility is determining future market leaders across industries. Thus, Enterprise Mobility is being adopted at a rapid pace by both the start-ups as well as the established enterprises. In India, banks are leading this adoption with an objective to delight their customers by serving them at their doorstep. Government agencies with their endeavour to foster innovation in citizen- centric processes, are also aggressively rolling out mobile governance initiatives. SMEs, right from BFSI and telecom to logistics & transportation and healthcare, are increasingly relying on robust Mobility Platforms to widen their service offerings and increase operational effectiveness beyond boundaries,” states Virender Jeet Sr Vice-President, Newgen Software. Voicing a similar opinion, Syed says, “Start-ups will definitely take the BYOD trend forward and since mobility is penetrated deeply within the IT enterprise, the young start-ups have an edge to initiate their mobility initiatives towards their target audience. Start- ups are now better aligned to strategize and prioritize their mobility solutions. Among the early adopters of technology, policies like BYOD and CYOD are being highly promoted and demanded, thus leading the transformation in technology trends.” Virender Jeet Sr Vice-President, Newgen Software Growth drivers… Adoption of mobility in business is not the only reason for fuelling the growth of Enterprise Mobility. There are other factors like BYOD, innovative mobile applications, affordable smart devices, network expansion and introduction of 4G services that have worked as a catalyst in driving growth of Enterprise Mobility. “Over the last few years, India has seen a tremendous upsurge in the number of smart devices. The convergence of mobile devices, internet, smartphone prices, the extensive 2G/3G network expansion and the growing adoption of 4G services have been the largest factors driving this trend. This increased adoption of smart devices has resulted in Indian companies implementing BYOD policies to enhance employee’s productivity. Hence, it is no surprise that business productivity has now become largely dependent on enterprise mobility. Right from entry-level applications such as email to advanced mobility-enabled enterprise applications such as salesforce automation, ERP, SCM, CRM, unified communication and billing, every clouds. This, in turn, allows them to move a lot of daily business services to the cloud, thereby providing for and enabling a high level of Enterprise Mobility. Transition from private clouds to hybrid clouds is happening as organizations start looking for agile, secure and scalable networks that can cater to larger amounts of network traffic,” opines Sajan Paul, Director Systems Engineering – India & SAARC, Juniper Networks Lastly… Though Enterprise Mobility comes with issues regarding security, it has nonetheless proved to be a business stimulator for organizations of all sizes. It has helped organizations to increase efficiency, improve productivity and increased satisfaction. Taking forward this concept of mobile computing forward, Mitesh concludes, “The next frontier for enterprise computing will see the convergence of the Internet of Things with mobile computing to create a ‘Connected Enterprise’. Being able to leverage mobile technology and make it meaningful by finding significant links to multiple, varied sources of data (for example linking biometric values with environmental factors, or calendar data with home control and monitoring) is what will lead to promising developments for enterprise mobility in 2016.” n Start-ups and Enterprise mobility… The new-age start-ups that embrace newer technologies to provide mileage to their business have shown a positive approach towards Enterprise Mobility. To achieve their business goals, real-time information along with pace and agility are required. And, these start-ups are using this technology in an effective way to widen their services and gain customer’s satisfaction. “As businesses experience the next level of transformation, they are looking to do more with less. Customers in the digital age expect faster responses while employees on the move customer’s mobility 42 April 2016 www.varindia.com

43. FACE TO FACE Channel is our Mantra of Success In a chat with VARINDIA, the newly-appointed Vishwanath Kulkarni, Director – Sales – South Asia, HID Global, discusses the latest launch, business model of the company, channel empowerment programs and the opportunities in the market – W secure and convenient way to open doors and gates while introducing a simple secure identity management process and which is not only operable from mobiles, but now it is also accessible on wearable watches. HID Global claims itself to be a channel-centric company. The company operates in the market through three of its strong distributors – ADI, AutoCop and Inflow Technologies. ith its latest global launch of Mobile Access solution that delivers a more “HID Global is a channel-centric company. Our business model is purely based on channel partners. We look at it in three ways. We have national distributors in the market, OEM partners because some of our products are hardware and for that we need an OEM to help us with the software and lastly we also have the key accounts which are directly handled by HID. We have more than 2,000 channel partners across India and have three distributors – ADI which is a Honeywell group company, AutoCop which in the recent past has been a very strong security distributor and Inflow Technologies. The advantage that we get from all of them is that they not only cater to the channel partners of security business but as India is growing, we get the IT partners also to start working with us,” says Vishwanath Kulkarni, Director – Sales – South Asia, HID Global. Vishwanath Kulkarni Director – Sales – South Asia, HID Global We have launched our flagship product, Mobile Access, which means access credentials on mobile so you can use your mobile phone to enter into a premise. It is a foolproof secure solution. With the PM’s focus on Digital India and IoT which is a mantra today, it all fits the build perfectly runs various channel programs like training sessions, certification programs, roadshows, product expos, etc. “Empowerment, to put it both technically as well as marketing of brand, we have different programs. We do city-wise technical trainings in the tier-I, -II and -III cities. It is a year-on- year exercise that we do. The brand building we do with our distributors. There are expos, roadshows, multiple activities which they do. Also, there are a lot of webinars that are conducted and EDMs are floated in the market,” explains Kulkarni. Keeping in mind the latest trends, Digital India and Internet of Things (IoT), HID Global has launched its IoT-based flagship product Mobile Access. Through a secure identity management process, users can open doors and gates in a secure and convenient way. Furthermore, different channel programs, Kulkarni says, “We have different channel programs that are run throughout the year for direct as well as indirect partners. Direct partners are distributors, OEMs and the key accounts, while indirect partners are the channel partners of distributors. Programs that are run throughout the year are training sessions, certification, etc to facilitate them. We also have some online programs called Advantage Partner Programs where partners get training materials and videos which are focussed on the technology part starting from understanding the product till commissioning.” while explaining the considers a small office with less number of employees irrespective of verticals as their potential customer. “The market is huge. Even if there is an office of four people, they also need an Access Control System. Every vertical, every person who works in a company needs a card. Every company in any vertical needs a reader to access themselves. It is not only for security or it could be for attendance. “HID is into Access Control System and it is one of the foundations of IoT. We have launched our flagship product, Mobile Access, which means access credentials on mobile so you can use your mobile phone to enter into a premise. It is a foolproof secure solution. With the PM’s focus on Digital India and IoT which is a mantra today, it all fits the build perfectly. Globally, Mobile Access has been launched and its getting upgraded, which means it was accessible only on mobiles but now it can also be operable on wearable watches,” states Kulkarni. “It is very much aligned to the India’s growth. We have been growing as per the top 100 companies of India. The GDP of India is growing,” adds Kulkarni. While conveying a message to Channel Partners, he says, “India is growing and we are all part of the growth. HID wants everyone in the ecosystem to grow.” n Channel Empowerment Channel empowerment programs are very important for a channel-focussed company. Like other companies, HID Global also Opportunities & Market size For HID Global, the opportunities in the Indian market are huge. The company 43 www.varindia.com April 2016

44. FACE TO FACE With double-digit growth Zebra’s momentum continues Deep Agarwal, Regional Sales Director, Zebra Technologies Asia-Pacific, tells VARINDIA more about the company and its positioning strategy, post acquisition of Motorola’s enterprise business T Technologies has spawned the creation of a new business category for the company – Enterprise Asset Intelligence. “We do various solutions for different verticals – retail, manufacturing, transportation and logistics, from which we derive close-to 80–90% of our revenue. Healthcare and government are emerging verticals for us. Government is a focussed vertical for India but not necessarily across the globe. We have seen implementations happening in the Excise Department, Forest Department in some of the states. We also have use cases in government hospitals, with AIIMS and a few government hospitals in Kerala having deployed our products,” explains Deep Agarwal, Regional Sales Director, India Zebra Technologies Asia- Pacific. Zebra’s products are designed for tracking and getting visibility for any kind of physical assets (like people) that would, in turn, generate information and eventually faster decisions could be taken. It provides real- time visibility into organizations’ assets, people and transactions. Globally, Zebra is a US$3.65-billion company and is publicly listed. “Our revenues in India are in line with most of the companies in this line of business; approximately 13% of the total revenue which is US$463 million comes from APAC market,” Deep states. Foxconn is optimistic for Make in India by day. There is another key factor for growth that could be witnessed in growing competition over the pricing , the ease of access of content and language localization. Government Incentives through Make in India and prevalence of internet-enabled services on smartphones are some of the reasons for this propelling growth . Smartphones are already outpacing the growth of feature phones and are expected to show a massive 36% CAGR over the next 5 years. Foxconn's upcoming plant in Maharashtra, is getting to be operational with an investment of Rs 35,000 crores and to employ around 50,000 people in the next 5 years. Foxconn has made the blue print ready for creating a supplier eco-system (Component manufacturers would have to build a global supply chain in India, which can then be used for products across multiple categories starting from mobile phones to tablets, laptop and TVs),similar to the model in China and Chennai, Bangalore and Kolkata and have our partners all spread over. We also have our global development centre in Bangalore that caters to the entire globe,” Deep asserts. There are three broad categories of partners that Zebra deals with – system integrators like HCL, Wipro, TCS where its products go as one small component of their entire solution. Secondly, Zebra has specialized partners who are from the identification and data capturing industry and they would specifically focus on bar coding and RFID solutions. Third are the independent software vendors (ISVs) who create their own specific solutions and would recommend Zebra’s hardware. “We keep adding new partners in new domain and geographies. If you look at our Top 10 partners, some of them have been with us on an average for 7-8 years,” says Deep. Zebra has a two-tier model – distributors and then the three sets of partners. Zebra works with three National distributors – Ingram Micro, Inflow Technologies and Neoteric. Zebra is also seeing a lot of penetration in the tier-II and -III markets. Around 20% of its revenue comes from these markets and the new partners that it brings in are essentially from these markets. “Zebra Technologies believes in long-term growth and APAC including India is very important for the global business. We have grown by double digits during the last few years and this momentum is going to continue in the coming years too,” Deep concludes. n he acquisition of enterprise business of Motorola Solutions by Zebra Post acquisition of Motorola’s enterprise business, Zebra is seeing a positive sentiment both in the partner community and with its customers. “When we both were operating independently, we virtually used to target the same set of market segment. With us coming together, we have a much larger product portfolio that we can offer as one company, and a seamless integration could be established between our set of products,” he says. Zebra is largely organization. It meets with customers directly, but business execution is done by partners. On paper, it today has close-to 300 partners, but only 20% of them are active with remaining of them coming on a need basis. “We have our own offices in five locations – Delhi, Mumbai, a partner-driven Taiwan by bringing component suppliers so that it can reduce its manufacturing cost for both domestic consumption as well as for exports. Josh Foulger, M.D, Foxconn India, said "Manufacturing mobile phones presents a fantastic opportunity in India and India is the most suitable pick for all manufacturers after china." Currently, Foxconn manufactures mobile phones for Asus, Gionee, Oppo, Microsoft, In-Focus, Xiaomi and Microsoft feature phone (NOKIA) from India and according to sources very soon Huawei and Iphone are also going to get manufactured in its India plant. Foxconn is producing about 1 million phones in a month and also manufacturing Televisions for certain brands in India. Speaking on Make in India, Foulger said, "Ecosystem players must have a long term vision and should come with open mindset to localise." n Josh Foulger m.D, Foxconn India A adoption of smartphone is increasing day s India is at the cusp of digitisation mainly driven by the mobile devices, 44 April 2016 www.varindia.com

45. FACE TO FACE Big Data to streamline business offerings for IT industry Being a processor to lead business model transformation, Big Data is a true differentiator having limitless possibilities and has taken the corporate sector by storm. According to a joint study conducted by NASSCOM and CRISIL Global Research & Analytics, the Indian Big Data industry is set to cross US$1 billion in 2016. Ram Prasad Mamidi, CIO, Tata Teleservices Ltd, shared his views on the adoption of Big Data. Big Data adoption rates have been steadily growing over the last couple of years with Telecom, Retail and Pharma leading the way. How far has Big Data Cloud computing is also an important arena which from experimentation has become a critical enabler for the transformation of next-gen telecom companies. As a vital strategy provider it enables service providers to provide a collaborative platform for internetworking with over-the-top-players. Adoption of cloud technology provides CIOs with ample time to focus on other myriad business related issues rather than being in a reactive mode to hold all the information together at one place. evolved currently? What is the adoption rate of Big Data by the Enterprises? Big Data as a true differentiator of endless possibilities has been taking the corporate sector by storm being a processor to lead business model transformation. As per a joint study conducted by NASSCOM and CRISIL Global Research & Analytics the Indian Big Data industry is set to cross USD 1 billion in 2016. One of the recent IDC data surveys also showed that nearly 36 percent of information available will be useful only if analyzed. The surge of information consumption will lead to the quick adoption of big data analytics which is inevitable. Advanced analytics is the key to solving complex data, thereby, providing an ability to conduct analysis and simulations of every single business related matter wherein the results achieved are completely accurate, concise and relevant. Big Data adoption rates have started steadily growing over the last couple of years with Telecom, Retail and Pharma leading the way. According to a study done by IBM adoption rate has increased by over 40% YoY and some of the factors driving the interest in Big Data are Finding correlation across multiple and disparate data sources (eg., Clickstream, Geospatial and transaction), Predicting Customer Behavior, Predicting product/service sales and Fraud and Financial risk. How do telecom companies look at the role of Data Analytics? Data analytics has been taking a major foothold in corporate sector, its institutionalization will provide boost to firms to reach the bottom of the pyramid and help in aiding personalized support. It is equally important for firms to seamlessly ingrain any successful data analytics concepts in the IT infrastructure to deliver excellent customer experience. As an upcoming tool of innovation, differentiation through innovative offers, social media and enterprise mobility must be used to provide new offerings to customers. As a concept, even smaller firms today inspired from industry leaders are ensuring to seep big data analytics into their respective IT infrastructures as it tends to be a cost-effective tool which in turn helps their business function efficiently due to critical deep insights. Firms following the lead of industry leaders use the large chunk of data through big data analytics, thereby, gaining insights on customer behavior to purchasing trends. They use it intelligently to equip themselves with opportunities to streamline processes and customize product and service offerings. Ram Prasad Mamidi CIO Tata Teleservices Ltd effectively plan and manage the mining of big data elements and drive awareness amongst stakeholders to utilize the insights derived from these analytics. Cloud, as a strong communication backbone is a key success factor which has immense potential for adding greater value to other companies. Through the help of cloud and software-defined datacenters, corporates will create new opportunities into the enterprise world by unlocking evolutionary levels of insight, flexibility and scale. Such insights will help them take right decisions for their business and help them move ahead in the right direction, thereby, utilizing their time on making business more effective. How is Tata Teleservices tapping on Big Data & Cloud as an opportunity? Tata Teleservices has been using big data for a while now, emphasis while using it has been on the end to end customer experience management strongly. It has been helping us to define systems to measure stage-wise experience parameters for a given customer and correlate them for personalized delivery, not to forget the predictive tools and robust data warehousing which are in place. While these solutions enable us to leverage structured data, we are also looking at available options for effective mining of unstructured data. Using the Hadoop framework we have leveraged Big Data for more effective Vigilance Tracking and Monitoring. Which Tata Teleservices is eyeing the maximum growth in 2016? are the segments What future do Big Data and Cloud hold for the Enterprises? The big data industry is expected to reach $ 41.5 billion by end of 2018 and analytics will be the key growth drivers by 2020 as per a report by IDC. Given the immense potential of the technology in terms of driving business impact and efficiency, the need of the hour is to encourage talent that is able to The most growth is expected in the booming arena of mobile internet, if estimates are correct, then more than 45 percent of the world’s population in Asia are the biggest users. With more and more upcoming brands, manufacturing will see a new high in terms of internet and smartphone. As a trend, this segment will be likely benefitting exponentially in the coming times. n 45 www.varindia.com April 2016

46. INDUsTrY WATCh Incentive and Channel Programs – Pillars of IT industry The excitement and challenge of all business activities centre on motivation. With properly run incentive programs, one can motivate their channel partners to outperform expectations. But that is also where the challenge is: to run a measurable, effective motivation program specifically designed to achieve the stated business goals. O increasingly specialized technology space, businesses want to work with partners with in- depth technical expertise, and those are leaders in the delivery of secure apps and data. In the present-day scenario in the IT industry, not only is an organization careful while choosing a partner, but a partner also places faith when he/she chooses to associate with a product company. Hence, the channel incentive programs combined with the available training and other skill- based resources, are the ways of rewarding support, value-added benefits and incentives to security and surveillance system integrators, installers, solution and service providers to help them enhance their business opportunities and profitability. ‘WD Ki Paathshaala’ consists of regular training sessions with our channel partners to apprise them of our offerings. ‘WDpedia’ is an initiative for the relatively new channel partners. Thus, such initiatives help WD build and grow relationships with them in the upcountry markets and provide them with direct access to our company.” Channel partners can provide a fast and effective way to penetrate new markets and expand existing customer relationships, allowing high-tech companies to focus on other strategic imperatives and core competencies. Channel partners bring established local-level networks and are closer to customers. The channel partner engagement strategies help to increase IT opportunities. The incentive programs and Channel schemes create stronger and more strategic relationships with the customers which directly increases business of the IT industry. “Effectively selling today’s networking solution requires a partner that understands and build relationships with the channel and partner community, vendors organize a variety of programs and offers. Throwing light on the same, some of the IT veterans from the IT industry shared their insights about the benefits of channel partner programs. WD offers a gamut of programs designed specifically for channel partners such as myWD, WD Ki Paathshaala, WD University, WD Eureka, etc. Khwaja Saifuddin, Senior Sales Director, South Asia, Middle East and Africa, Western Digital, stated, “myWD Partner Program aims to offer training, sales ver the years, the IT sector has evolved rapidly. In today’s fast-changing and Eklavya Bhave Head Partner Strategy & Sales (India & SAARC), Citrix what it takes to succeed. That is why Brocade is committed to helping our partners grow their businesses, leveraging our innovative, highly-differentiated technologies. We work closely and collaboratively with our partners to develop their solutions expertise, sales skills, and profitability. The Brocade Partner Network (BPN) supports our partners by making a shared investment in developing knowledge-rich practices that address evolving technology trends and changing customer’s needs. It offers a complete set of enablement programs and resources that help our partners grow their businesses and improve their bottom line. Our focus to reward the Partner Sales team is also paying off rich dividends. We reward individuals who bring in an opportunity and drive the sales cycle,” elaborated Shrikanth Natarajan, Director, Channels & Alliances, India and SAARC, Brocade. The partner's role today has elevated from only connecting the vendors to the customers but also involves a consultative approach. Hence, it is very important that partners are well rewarded for all the efforts that they put. All in all, the IT industry has witnessed a surge in specialist partners who possess technical expertise and position the products effectively in the market. On the same, Eklavya Bhave, Head Partner Strategy & Sales (India & SAARC), Citrix, keenly observed, “At Citrix, our partner network is a significant contributor to our growth story globally and in India. Citrix believes in regular enablement of our partner network across the solution and technology landscape. For this, we drive regular channel- enablement programs which provide on- the-job training to support the partners, so khwaja saifuddin Senior Sales Director, South Asia, Middle East, and Africa, Western Digital and motivating partners who show confidence in the brand. A well-motivated and skilled partner not only helps in taking the product to the market but also helps the customer derive value from those solutions. Partners also ensure that their customers are using solutions that best match the needs and business model. This way, the customers, product companies and partners all receive benefit. To ensure that the program is structured for success, segmenting the target audience, grouping channel partners are required according to their levels and interests. Defining the participants makes it easier to develop an awards program that is appropriate, with rewards that are suitable for each group. The actual segments used for any incentive program are based on the character of each corporation. But, in general, it is helpful to organize channel partner into several categories, determine what appeals most to each group and then tailor the incentive rewards according to structure and take IT industry to next level. In order to establish shrikanth Natarajan Director, Channels & Alliances, India and SAARC, Brocade 46 April 2016 www.varindia.com

47. vishwanath kulkarni Director of Sales, Physical Access Control, India and SAARC, HID Global vishal Parekh Marketing Director, Kingston Technology – India rajesh Gupta Country Manager, India & SAARC, SanDisk Corporation brand recall at pan-India level. These channel partners play a crucial role when it comes to building wider outreach for brands, especially in geo-expansion markets. For this reason, it is essential to stay connected and appreciate them regularly for their efforts in supporting the company’s growth. Promotional schemes and programs provide partners the much-needed motivation so that they go the extra mile in maintaining the company’s brand name in the market and increase awareness among people about its products and services. Rajesh Gupta, Country Manager, India & SAARC, SanDisk Corporation, stated, “At SanDisk, we believe in keeping our channel partners motivated and as a way of strengthening our engagement with them, we regularly introduce incentive schemes and training programs for them. This year, we have launched SanDisk HC League, a one- of-its-kind invitation only privileged club for the preferred channel partners. Through this special program, SanDisk aims to reward, recognize and motivate our elite partners with exclusive rewards and privileges." Companies strive to launch innovative programs, schemes and training programs for partners on a regular basis and recognize their contribution in the company’s growth and development by offering them various rewards. “Dell’s rebate and incentive plans are designed to acknowledge and incentivize our Channel partners for their contribution to our business. “Dell Storm”, our flagship rebate program for our quota partners is designed in a Kingston Technology – India, mentioned, “Channel network is our first priority. We work closely with partners and believe in formulating schemes that create a win-win situation for all parties involved, including the end-users. There is a need to be effective value addition to and from the entire supply chain. With such programs, we encourage our channel partners to grow their reach and try new avenues. That is not all. We give them an edge with two very important elements – topnotch quality products and best after-sales service – to supersede the realistic goals.” The objective behind launching incentive programs and channel schemes is to cement the company’s terms with channel partners and build a stronger bond with them. Companies rely on channel partners to increase their brand visibility and attain top-of-the-mind that they are well prepared to leverage every business opportunity from existing and new customers. Citrix thrives on a strong channel ecosystem to leverage its solutions in the market. The channel network adds value to our offering, as they help their own customers implement products that are best suited to the business. Channel partners help us serve and understand our customer base better by sharing valuable insights.” HID also runs various incentive programs to support their partner ecosystem – for example, the HID APP (HID Advantage Partner Program), various rebate programs like CO-OP fund and MDF. “The incentive programs are an integral part of the channel growth. These programs help in building trust and loyalty with the partner ecosystem. In a saturated market, the biggest concern is profitability of a company, Such incentive programs help the partners increase their profitability hence bringing loyalty,” said Vishwanath Kulkarni, Director of Sales, Physical Access Control, India and SAARC, HID Global. For lifestyle technology brands like Kingston, HyperX and others, channel partners contribute to the company’s brand image and sales. Over and above the sales aspect and market share, vendor’s incentives are focussed on creating a sense of belongingness, encouraging a competitive sales environment. Channel schemes, thus, help in maintaining the business momentum and it also boosts channel partner’s margin and profitability. Vishal Parekh, Channel schemes also have an added effect of increasing loyalty of the channel partners towards the brand. Usually, the scheme involves a mix of volume and value product, thereby ensuring the channel familiarity in selling value product. Schemes designed for a longer term with key filters like certifications, product mix, healthy payment schedule and lead to solve tracking can help the partners increase their profitability as well as gradually evolve from traders to solution providers. Marketing Director, Kartik Sachdev Marketing Head, Solar, Su-Kam sharad Gupta Channel Director, India, Veritas rajeev singh MD, BenQ India 47 www.varindia.com April 2016

48. INDUsTrY WATCh Ajay sehgal National Head – Small and Medium Enterprises, Vodafone Business Services Manoj khadkikar Head Channel Solutions Group – Zicom sagar Gosalia Sr. Vice President – Marketing & Sales, Matrix Comsec with support from our organization for Predictable Profitability, Creating Value in Our Partners’ Businesses and Rewarding Healthy Growth.” Ajay Sehgal, National Head – Small and Medium Enterprises, Vodafone Business Services, mentioned, “Vodafone runs a quarterly program to evaluate the all- round performance of a Channel Partner and continuous evaluation to motivate the IT industry as it drives the right behaviours in the channel community – by helping partners to win and coordinate in the industry. Working with the right partners in a dynamic market like India is vital for accelerating the positive growth of our business and market presence. Sharad Gupta, Channel Director, India, Veritas, said, “In India, Veritas is gaining strong traction with the right set of partners, and we will continue to invest in our partner program by introducing courses and certifications on strategic technologies for our channel partners to help us build the skill base and strengthen the foundation of competencies to support Veritas’ strategic growth and expansion plans in India as the leader in information management.” Incentive and channel programs are very strong pillars of the IT industry. These become the reason for an extra push due to which channel partners achieve great numbers. Also, most of the time due to excessive competition, the channel partners surpass their margins to sell more. Hence, the incentive is the only profit they keep for themselves, thus bringing sustainability in the business. BenQ strongly believes in strong familial values and always cherish them. Adding to this, Rajeev Singh, Managing Director, BenQ India, elaborated, “BenQ is consistent on monthly and quarterly incentive plans for our channel partner. These channel R&R programs are not limited to just increase our partner’s profitability but also to give them unique experiences which our partners cherish. Our programs give our channel partners a unique identity in the industry. We motivate them with the help of such channel programs, and this is not restricted to the brand but it becomes a benchmark and motivation for the industry to strive hard and become better. Programs like outbound tours give them a refreshing break from their tight working schedules. We also encourage spouse programs and give them the added incentive of bringing their families along.” Sundar Balasubramanian, Senior Director, General Business, VMware, said, “We shared with the partner community our company’s new vision for IT based on ‘One Cloud, Any Application, Any Device’. In it are the following top priorities or best bets, designed to help partners develop and cultivate a rewarding and sustainable business practice way that it not only ensures the profitability of our partners for the business that they bring in for Dell, but also provides higher rewards for the key solution areas that bring more values for our customers. Through higher incentives, we ensure that our partners are focusing on the key technology areas that are shaping the dynamics of the IT landscape in India,” stated to Anil Sethi, Director & General Manager, Channels, Dell India. Anil sethi Director & General Manager, Channels, Dell India sundar Balasubramanian Senior Director, General Business, VMware channels to improve Q-o-Q.” Manoj Khadkikar, Solutions Group, Zicom, believes that, while one scheme focusses on volume-driven business and the product mix, whereas the other scheme incentivizes partners to increase the share of services in their business. We feel that an ideal incentive scheme should be designed in such a way that it cannot be discounted by the channel partner, but should have the bottom line of the deserving partners to maintain a healthy competition in the industry. Sagar Gosalia, Sr VP – Marketing & Sales, Matrix Comsec, believes in “Keep it Simple” approach when it comes to channel incentives. No long term, no accumulation. Benefit on the spot is what we feel works better. We do have monthly incentive schemes based on targets as well as loyalty benefits based on regular achievements. Apart from monetary benefits, we feel that “Things which money can’t buy” also has a separate importance and an effect of its own. n Companies like Dell encourage their partners to train and certify themselves on these technology areas through certification programs. There are attractive incentives for the partner sales and pre sales teams as well for these certification. This ensures that company has parallel focus on enhancing the capabilities of its partners which is essential for their growth as well and they are ready to address the fast changing requirements in the IT industry. Kartik Sachdev, Marketing Head, Solar, Su-Kam, explained, “We feel it is very important to make our channel partners feel important and appreciate their efforts. Incentive programs and channel schemes are a great way to show that the company cares and recognizes their dedication. Reward schemes are created in such a way that the incentives push our channel partners to perform even better. We often launch incentive programs during our dealer and distributer meets that we organize quite frequently throughout India.” A good mix of incentive programs and channel schemes is certainly beneficial to the Head, Channel rajbala@varindia.com 48 April 2016 www.varindia.com

49. FACE TO FACE The evolution of institutional selling We are living in a competitive business environment where the sales force is engaging with an evolved version of the buyers – a totally empowered set. Buyers today are far more informed and easily disengage with sellers who provide no value and relevant information, in the given time. A study quoted by Qvidian states that 58 percent of buyers disconnect with sales teams because sales representatives are not aligned to the buyer’s specific business challenges. In addition, a survey of B2B buyers by Forrester, states that 61 percent of sales people add no value to the purchase process. H owever, in the technologically empowered age that we are living in, it is often debated that the requirement of the sales person will eventually fade away. While it is a given that the environment has changed, we are of the opinion that the requirement of a salesperson in institutionalized selling, especially in the B2B scenario, will never go away. In fact, the advancement in technology has indeed helped in streamlining and automating few processes that has led to increased sales effectiveness. Institutional selling like any other sales strategy has evolved and needs to focus on certain key elements including maximising ROI on all sales and marketing investments, anticipating and capitalising on rapid changes in uniform buying behavior, finding ways to leverage interactive database and network technologies to grow sales and keeping track of customer behavior and leverage collaborative CRM system that enhance collaboration and build customer loyalty. Technology evolution has reduced the leg work/ face to face interaction of sales reps by increasing access to relevant information and taking charge of the back-end tasks. However, the orientation, skill and intelligence on how to leverage and apply this in the best possible manner, is still required to be acquired by them.Here are some ways in which sales representatives can leverage the technology advancement to their benefit in order to gain a competitive edge: • Sales repsneed to leverage new age technology tools in order to keep abreast of the developments. Eg., use smart database access platforms to create pre-profiled organizational map by leveraging automated information access through social media, association websites, events, blogs etc. • Use technology platforms that provide effective Account Management solutions by keeping trackof influencers/ decision makers in target organizations and connecting with them with desired information/ solution more effectively. • Leverage technology enabled sourcing tools to keep track of customer requirements. • Leveraging GPS/GPRS enabled Sales force automation tools to have real-time access to information and submission of information to enable quicker turnaround time on field actionable. • Leverage Marketing automation platformsto help create relevant leads and lead nurturing services to effectively convert a suspect into a qualified prospect • Leveraging tele-based CRM platforms such as DenCRMto covert marketing generated opportunities (MGOs) into sales wins Snehashish Bhattacharjee Global CEO & Co-Founder, Denave Trends that are driving the growth There are various technology-driven industry trends that are driving the growth of institutional selling, including: • Technology enabled whitespace database generationto reduce the gap between the addressed customer base versus what really is the addressable segment • Smart database access platforms for a more effective targeted prospect database • Social media/ web advertising for targeting customers real- time with increased relevance • Tele-CRM collaborative solutions for imbibing a consultative approach • Marketing automation for strengthening the process right from identifying the suspect to finally move them to the nurturing phase • Technology enabled Account Management tools/platforms reducing the need to map organizations manually • The above arealso fuelled by developments such as mobility adoption, cloud penetration and analytics. In order to address the needs of savvy customers, enterprises and sales representatives must transform the way they sell and the way they look at sales.Evolving the methodologies and the manner in which sales representatives carry out their operations to cater is important to succeed and meet the sales objectives. 49 www.varindia.com April 2016

50. FACE TO FACE HP sees a big opportunity in Composable Infrastructure Vikram K, Director, Servers, Hewlett Packard Enterprise India, in a chat with VARINDIA, retells HP’s growth story, this time from the perspective of Composable Infrastructure and how it tries to synchronize the strategies of its server division with that of the various growth initiatives of the country – F or years, innovations have continued to thrive for HP and it has become even more prominent after HP Enterprise has come into existence. Accelerating new innovations, ideas and new beginnings are now a part and parcel of what HP does. “In the last two quarters alone, we have had at least three major releases. It is not from a converged system or a hyperconverged perspective, but we have done it in the composable infrastructure category. ‘Compose’, in English dictionary, means to create, write or put together something in an artistic manner. So this infrastructure that we are talking about brings together everything from the traditional IT perspective, like relative database, IDBMS, OLTP, VMs, under one roof,” explains Vikram K, Director, Servers, Hewlett Packard Enterprise India. In a composable infrastructure, resources are logically pooled so that administrators don't have to physically configure hardware to support a specific software application. Instead, the software’s developer defines the application’s requirements for physical infrastructure using policies and service profiles and then the software uses application programming interface (API) calls to create (compose) the infrastructure it needs to run on bare metal, as a virtual machine (VM) or as a container. “This is encompassing of everything that HP had in its history of compute. This also brings together a whole lot of service capabilities with software defining intelligence. It claims to cut data center costs and slash the time it takes to spin up new applications,” says Vikram. For almost close-to a year now, HP has been staying focussed on four transmit areas – • Transmission to Hybrid IT Infrastructure • Things around Big Data • Things around Digitization • Security and End-User Workplace From a server standpoint, Vikram points out that the way HP has been aggregating on its market share has really been excellent. “I find big changes happening since the time I took over this role 14–15 quarters back. There has been a consistency in our growth pattern. We have had a growth of 39.14% in Q4 2014, 38.62% in Q1 2015, 41.52% in Q2 2015, 43.77% in Q3 2015 and 47.05% in Q4 2015. That is the strength of product innovation of HP, of its labs and the product suite,” he says. The server market, if seen from the size and the number of units sold, is not growing that significantly. “Because of the coming of virtualization, you also get cases of servers getting abstracted. But, unexpectedly, the revenue size is definitely growing,” Vikram says. HP is also doing extremely well in each of the verticals – service provider (Telecom), Manufacturing, Government, BFSI and Public Sector. It finds each of these verticals moving to the next level with HP’s products and solutions. “You will also find our partners mentioning about the SMB segment which is another growing segment for HP. Especially in the last three- four quarters, the story has been of tremendous growth,” supports Vikram. HP also has a very defined go-to-market mechanism. It has appointed a separate vertical Head with a full-fledged vertical team for each of the verticals. Due to the fact that the market is Vikram K Director, Servers, Hewlett Packard Enterprise India more of compute oriented and not server oriented, there are lots of service opportunities as well. The talk of digitization and HP could not have lagged behind. “We see a lot of our customers digitizing their supply chain or bringing digital into a variety of business functions that they were traditionally been into. The government is also doing a lot of work in the same space. For instance, every citizen is going to get a Digital Locker which will be of 1GB. So it is, indeed, a big market that HP is going to cater to in terms of server and compute space,” he observes. According to Vikram, Smart City is a localized project as it is starting to get implemented in the top 20 cities, but HP is surely looking forward to being a part of it. “It also cannot be looked at from the perspective of just one vendor, but it is a combination of many vendors coming together and offering to build the infrastructure. HP also has been a part of building many smart cities worldwide and is definitely looking forward to this opportunity with unabated breath,” he sums up. n 50 April 2016 www.varindia.com