National Supplement - Networking

Nov 26-Dec 2, 2012 | `4

www.twitter.com/dqweek www.dqweek.com

SANDHYA MALHOTRANew Delhi, November 22

There has been a steady growth in the Indian market

for networking products. The accelerated drive is attributed to the highly exponential increase in users for Wi-Fi technology, mobile Internet, social m e d i a , a n d s o o n . Networking products cater to the need for sophisticated applications and integrated functionalities.

There is an increased adoption of dual-band and high-end Wi-Fi products by the consumers and they

expected that the country will add 367 mn mobile broadband connections in the next 4 years, thereby, making India the world’s second largest mobile broad-band market by 2016.

The economic situation has impacted the demand for networking products in the past year. Despite that the market is continuing to see a growth in this space and as per IDC the market has grown at CAGR of 27% in the past year.

Gartner pegs India LAN equipment market at about $650 mn, growing at a CAGR of 9.5% (2011–2016 pro-jected). The data center net-working market for India makes up close to 1/3 of this space.

F A C T O R S D R I V I N G GROWTH

Networking products market is witnessing a grow-ing trend. Thanks to the fast IT adoption in various verticals like government, BFSI, telecom, manufactur-ing, education, in particular. No segment has remained untouched by the influence to digitalize their infrastruc-ture. Companies continue to dedicate significant budget for acquiring and upgrading their IT networks.

Due to acceleration of cloud and virtualized work-

flows coupled with broader acceptance from compute industry in general; 10 Giga-bit Ethernet is on the rise. Data center networking play is more consolidated server, storage, networking stack as we see with potent net-work fabrics build around 1G/10G/40G networking hardware. Public sector drive around IP surveil-lance solutions saw acceler-ated demand for POE/POE+ networking hardware. Blade networking is another prod-uct category that has seen sequential growth in lieu of converged infrastructure demands.

Dell envisages networking as the glue that attaches to all solution workloads it offers around its compute and storage product offerings. It’s a large untapped intrin-sic customer patch for us as networking LOB came into existence recently; as well as, a podium for us to go address complete converged solu-tions greenfield. There are tremendous opportunities ahead of us to garner market-share / customer-share.

As pointed out, network-ing products have gained traction in certain areas and are seeing slower uptake in the traditional campus build outs. Consumers are looking for mobility, flexibility and speed, and

are constantly looking for products that offer these features. Wi-Fi comput-ing and 3G products are gaining more and more popularity these days. This has led the drive towards enterprise mobility with an array of different end points as companies try to offer the same working environment and flexibility that employees are used to at home.

BYOD (Bring your own device ) a direct result of this is gaining ground and this in turn has driven con-solidation and virtualiza-tion because of the need for centralized management and security and control. In summary these trends have driven the need for powerful core network and data center infrastructure that is able to cater to large loads, big data and low latency.

BROADBAND STIMULUSThe current scenario

for Internet and broad-band penetration in India is dismal. India had 12.85 mn Internet subscribers at the end of 2008 which is equivalent to just 1.1% of the country’s population. And Internet penetration in rural India is abysmally low. While India is the recognized global leader in mobile Internet additions,

Indian market for networking hardware is seeing growth in areas like datacenter, virtualization, consolidation, mobility and private and public cloud-based services

Opportunities galore for networking products

FY11 FY12

8,844 9,104

So

urc

e: D

Q E

stim

ate

s

3%

Indian Networking Market(In `crore, Growth%)

As the market saw consolidation over the last couple of years, networking industry saw marginal dip

Sour

ce: D

Q E

stim

ates

FY11

Modems Routers Switches WLAN

Total FY118,844

Total FY129,104

378 2,966 4,421

FY12

6%

-17%

-6%

21%

1,079 314 2,788 4,686 1,316

Networking Segments(In `crore, Growth%)

Collaboration, data centers, and network security saw great demand for networking and will continue seeing the same this year as well

its broadband growth has been questioned on many occasions.

The success of broadband in India will not solely be based on sociological trend, but on the co-creation of an entire conducive ecosystem. Some of the recent consumer drivers of broadband buy-ing decisions have been rapid technology evolution, intense competition, and interactivity and personaliza-tion. Broadband is increas-ingly becoming synonymous with basic connectivity, as a

commodity, in many parts of India.

FINALLYNetworking is eminent for

the sustenance of any busi-ness whether small or big. Opportunity for networking is bound to grow. Even with growing threats and inci-dents of internal and external damages done due to data leakage, networking and net-work security has got good prospects and is expected to grow by atleast 15% annu-ally in years to come.

are also going for additional features apart from just Wi-Fi connectivity like sharing storage devices and printers on the air. Also cloud net-working, mobile devices like the tablet and smartphones are changing the networking scenario in consumer market in India.

Indian market for net-working hardware is see-ing growth in areas like datacenter, virtualization, consolidation and mobility and gradual adoption of private and public cloud-based services. This is being driven by customer needs for higher productivity, greater return on investments and

lower cost of ownership. Traditional campus LAN build-outs are seeing a slow-down which is reflective of the over- all economy.

Overall the growth in networking products is approximately 15% CAGR for last 5 years. Total market for networking products is estimated to be around $1 bn with network security consisting of approximately $15-20 mn.

According to a study by Wi-Fi Alliance and Tonse Telecom, the wireless equip-ment market will reach $744 mn by this year-end. Cur-rently, India has 951.3 mn mobile subscribers and it is

www.facebook.com/TheDQWeek

Follow us on

www.facebook.com/TheDQWeek

www.twitter.com/dqweek

Follow us on

www.facebook.com/TheDQWeek

www.twitter.com/dqweek

www.dqweek.comNov 26-Dec 2, 2012The DQ Week2 N E T W O R K I N G

V E N D O R C H A N N E L S T R A T E G I E SASHISH DHAWAN, COUNTRY LEAD, ENTERPRISE BUSINESS, JUNIPER NETWORKS, INDIA

NAVINDER SINGH CHAUHAN, GM, MARKETING, SMARTLINK NETWORK SYSTEMS

K P UNNIKRISHNAN, APAC MD, BROCADE COMMUNICATIONS SUBHODEEP BHATTACHARYA, REGIONAL DIRECTOR INDIA AND SAARC, NETGEAR

TUSHAR SIGHAT, CEO, D-LINK (INDIA)

PREM NITHIN, BUSINESS DEVELOPMENT MANAGER, BORDERLESS NETWORKS, CISCO INDIA

Cisco continues to take the pole position in the Indian net-working vertical. Cisco offers

a range of networking solutions that are based on the Borderless Network architecture which allow organiza-tions to connect anyone, anywhere, anytime, and on any device-securely, reliably, and seamlessly. The portfo-lio of Cisco networking products are available for enterprises, consumer and SMB customers across the country.

Cisco leads the networking mar-ket in core technologies of routing and switching, as well as WLAN and network security. Our work and research in India has been lauded for the innovation and most recently the Cisco ASR 901 router won two awards, viz: NASSCOM Innovation Award 2012 for New Technology Advancement (Feb 2012) and The Economic Times Telecom Award (Sept 2012) for the most innovative product. While we count most BFSI institutions as our customers; demand for our solutions is also increasing from traditional enterprises, retail, health and education verticals, representing a huge market opportunity for Cisco and partners.

Our partners are strategic collaborators in the business.

Juniper is a long time player in the network security market with a vast array of products. We have well-established OEM agreements with leading hardware

vendors. Our recent cli-ents are Bajaj Capital and Essar Group to name a few.

Success-ful partner-ing is a key element of our growth strategy at Juniper Net-works. The Juniper Part-ner Advan-t a g e p r o -gram is the significant update to our partner program in the history of Juniper Networks .

For Smartlink, active networking is not something new. We have over two decades of experience in IT networking as well as in component and

peripheral space. This gives us a huge advantage which most of the entrants do not have. We understand the complexities as well as the dynamics of Indian IT market, we understand the channel ecosystems, this coupled with the robust infrastructure which we have in India, gives us a solid foundation for growth. At the same time we do have challenges in terms of the brand recall for DIGISOL and DIGILITE because they were intro-duced quite recently. But it is very encouraging to see kind of reception that DIGISOL and DIGILITE range of products have received in India.

Broadband routing and switching have been the focus area for last year. Last fiscal has been an eventful year for DIGISOL. We emerged as a strong player in the data switching market in India due to our end-to-end solution offering and got major wins in government and BFSI segment. In SOHO and home segment we got good mind and market share for broadband routing.

We have always been a channel driven company and our endeavor is to always improvise on our channel policies and time and again we have been recognized by channel community as one of the most channel friendly

Last year Brocade was listed as one of the top ten fastest grow-ing IT companies by DataQuest.

With our industry leading solutions like VDX storage and ethernet fabric we know that we have a very powerful offering for the customers. Brocade will focus on the cloud opportunity and will look to partner with key orga-nization in their cloud strategy. Also being the first of the block to offer fully ready IPv6 compatible products, we hope to enable enterprises look-ing to move to the IPv6 environment do so with ease. Brocade is currently focusing on specific industry segments telecom, BFSI, education, healthcare and media and entertainment. Government projects are another important segment.

We have had significant wins in some larger telecom sector deals, significant presence in companies like Reliance Animation, Polaris, Omega, L&T, to name a few.

We have 50+ partners in the country build up in the last couple of quarters. We want to grow this number, but not to a large numbers. We are looking at focused, niche partners and we want to enable GTM with them. We have three kinds of customers viz, Strategic Accounts, Service providers: Enterprise market and Volume segment (Mid market). Our enterprise partners cater to customers in the manufacturing and media and

For us at D-Link, FY’12 brought a lot of positive energy, as we witnessed 74% growth in revenues and 106% growth in net profits for our

overall product categories. D-Link is one of the very few companies to offer end-to-end networking solution in the country. Hence our products are popular across the vertical like retail/manufacturing, telecom, corporate, hospitality, banking (BFSI) etc. All these verticals have shown positive growth. How-ever government and education in particular vertical have shown stupendous growth. Also throughout the year we bagged quite a few large projects. Just to mention we also bagged the GBBN – Goa broadband project which was one of the biggest projects rolled out in India for passive products along with a lot of D-Link active products.

At D-Link ‘Channel engagement’ has always been the core. Our key agenda is to create a healthy business ecosystem, wherein both D-Link along with its partners reap maximum benefit and grow mutually.

Our channel mantra has always been ‘Lets grow together’. As a result everything we do in terms of partner engagement, is keeping in the view the well-being of our business aides. All incentive programs at D-Link are formulated on the basis of partners pres-ent in large and small cities both. We ensure that the partners from smaller cities are not neglected and also get equal benefits out of these schemes and we shall continue to do the same. In order to support partners sell better, we ensure that these partners are better equipped to meet customer requirement on technol-ogy front through various training and technology up-gradation programs.

Recently we have also realigned our internal structure and have adopted a more focused approach in position-

They play an important role in helping us deliver our security based offering that are optimized for rapid imple-mentation, superior performance, and maximum RoI. We deliver almost 100% of our products through partners. We have more than 2,000 channel partners in India currently and are increasing our partner base rapidly.

To strengthen our partner-led pro-gram, we have made significant invest-ments in providing tools, training, and resources to help partners accelerate the adoption of Cisco architectures.

Certified partners can avail additional rebate

Sales acceleration programsSoft skills enablement for the part-

nersIn addition to this, we have intro-

duced several enablement programs like Advantage Now and incentive programs like Race to Rio, Grand Slam, F1 OverDrive, Kick Off, etc, over the last year in India for partners.

We work with more than 2,000 partners in India. Based on their experience and skill sets, we have divided our partners into the following groups: Gold, Silver, Premier, Service Provider (SP), Managed Services (MS), Architec-ture, and Distributor-led categories.

ing our products. We have appointed separate product managers for each of the category. Our product manager

along with our partner and other channels work towards sales development activi-ties both in terms of customer and chan-nel awareness.

It is due to our con-tinuous efforts that since last 2 quarters we have witnessed steady growth and our current go-to-market strategy has yielded positive out-come. We have suc-cessfully been able to realize our true market potential and deliver substantial

sales with 95% growth in this quarter vis-à-vis the same period during last year.

Our distribution strategy is very clearly defined, making D-Link products readily available in each and every part of the country. At present D-Link has 2 national distributors (ND’s), and over 75 business distributors spread across India. Both our ND’s Ingram Micro and Redington provide us with widespread regional presence, superior logistic capabilities, strong pre and post-sales support and effective end-to-end cus-tomer support. While our RD’s/ BD’s ensure continuous business support and enable us to reach-out to more and more re-sellers/ partners present in smaller cities/ towns in India. As a result both national distributors and regional distributors play a very important role in our company’s growth path.

entertainment segment and the Vol-ume Partners sell smaller solutions.

We work aggressively to identify different kind of IP partners who can work in conjunction with our SAN partners. We enabled and trained them by providing them the right courses, the right curriculum. The idea was to make them fully Brocade enabled when they go to the market.

We catapulted ourselves into mar-keting to customers and end-users. We reached out to the CIOs about Brocade and our presence. The challenge was although many enterprises knew Bro-

cade was a networking company, they were not aware of the offerings and solutions we had on offer. We began from the beginning, and informed the CIOs about the products OEMed by various partners. We imparted the same kind of training to our partners. The next step was to make the media and the analysts aware of Brocade transformation from a SAN to a networking company.

Today, we are a 100% partner-led company. Our objective was to identify niche partners who have key core strength and work with them. The reason we did not sign on many partners was we did not want ten partners to fight for one deal (as is with some of our competitors). The number of clashes between Brocade partners is very low because there is clear focus and demarcation.

Indian market continues to grow, though a little slow, and we are seeing a lot of action in the SMB and SME segment of the market. This is a market segment which was price

sensitive and probably a technology laggard. However, we see this changing with more organizations embracing IT, as the demand for quality and technologically capable networking products is on the rise.

We are a 100% channel company and we have a two pronged strategy. Firstly we reach out to broad-based channel partners across the country using our distributors and sub distribu-tors. In addition we have a focused list of partners selling solutions.

In continuation of the earlier point on channel strategy, we reach about 1000+ partners through our network or sub distributors. VAR and SI partners help us reach the custom-ers directly. We also have touch points with end customers through our presence in online stores and large format retail stores.

We offer switching, wireless, storage and security products with each having a very deep product range. For example, in switching we have close to 80 SKUs in various flavors, ie, managed, unmanaged, smart managed in 10/100 or Gig, with or without POE and stacking. We believe that we have one of the widest range of networking and storage products in the SMB//SME segment. switching accounts for 60% of our busi-ness where we are growing at > 40%. We have had significant wins in education, hospitality, healthcare, IT/ITeS, corporate campus LANS and select public sector companies.

companies in India. We ensure healthy margins for the channels and also introduce new products with newer applications to increase the scope of growth for the channels. These new products and solutions enable

the channel to value add and hence can generate better margins from their customers.

We a re suppor t ing our partners with strong advertisement campaigns, retail branding and pub-licity material . Apart from this we are conduct-ing technical trainings, seminars, roadshows and trade shows to keep them abreast with the latest technological trends and markets.

We have been coming out with regular channel incentive programs where in we handsomely reward partner community. The objective is to ensure healthy margins for part-ners who are putting in

efforts and we wish to grow these partners along with us. Traditionally ours is a strong regional distributor sales model, over the period we have upgraded skill levels of many of business partners in to system inte-gration and solution/services offerings.

We are present in almost all the locations in India either directly or through our distributors or Dealers. We have a strong distribution network of 24 exclusive territory distributors, 400+ dealers and 4000+ resellers across the country.

Juniper Partner Advantage is all about scaling with preci-sion, investing with impact, and recognizing achievement. It contains three main components: Reach, Accelerate and Reward, each designed to help partners grow their skills, communicate with greater impact, and scale their business more effectively. It represents an unparalleled focus on mutual opportunity and proof of our continuing commitment to our partners’ success.

We have already rolled out applications for iPad, and are enabling partners to market their skill-sets and solu-tions on LinkedIn, Twitter and Facebook. Especially in India, we are scouting for opportunities on the campus and in branch networking, enterprise mobility, cloud, wire-less, etc. We are also looking at ramping up commercial acceleration program for the sales executives at partner sites as an ongoing activity. Through this, our sales force spends half day or an entire day with the sales executives and conduct activities that create a funnel. Also in the pipeline is the Partner Satisfaction Survey, to open direct communication with our partners.

Juniper is a 100% channel organization and has had channel presence since 2003. We have around 500 part-ners in India categorized under Elite and Select partners. Approximately 480 are select partners and resellers while the rest are elite partners. We have global alliances with NSN, IBM and Ericsson. Currently, we are present in 17 large cities in India and our plan is to increase the number of partners next year and extend our footprint in more cities.

PINAKI CHATTERJEE, EXECUTIVE DIRECTOR, DISTRIBUTION CHANNEL AND BUSINESS DEVELOPMENT, ZYXEL INDIA

We as a brand always have a dif-ferent approach towards our cus-tomers. We would not like to join

the rat race by simply counting the number of boxes we pushed as our sales is more towards value added solutions instead of doing replacement or reactive business and box movement only. Ever since we are in India we are known in our own set of customers and segment and known for stability and solutions.

Our products never develop faults like hangs in between operation, our products does not require frequent firmware updates to fix existing issues as we release product only after multiple tests and are pretty stable, most of our firmware updates are based on feature addition instead of bug fixes. Our strong verticals are telecom operators, railways, defense and few other verticals where we do volume busi-ness on regular basis, regarding channel we just stepped in mid of 2012 and will follow regional distribution model and currently we have 18 regional distributor across the

country catering to almost all the states and few will be in place by end of this year to cater all the states and corner India.

Being a channel focused brand now we follow straight and simple channel strat-egy, each state will have one regional dis-tributor. ZyXEL India operates as national distributor and supply to our respective regional distributors. Under regional distributor fall the whole channel which includes retail, SMB and projects. We do not do direct billings to end-customer or SI for the sake of business and maintain high business and channel ethics. We do

not believe in stock dumping and unnecessary price war or being reactive. We always ensure to work in harmony with our customers ensuring good experience and mar-gins for them.

We act as importer or national distributor in some term, we have regional distributors across the country addressing each state, beyond that the whole business falls under RD.

SHIBU PAUL, COUNTRY SALES MANAGER, ARRAY NETWORKS

Array Networks has been consecutively named the ADC vendor of the year by Frost and Sul-livan (2010 & 2011). We are rated as the fastest

growing ADC vendor and we are in the top 3 vendors in our product market segment. Our key focus segments are government and BFSI. We have more than 150 customers and shipped more than 250 enterprise-class appliances in India. Some of the large projects include the UID, RBI SBI, State Treasury projects, eFiling, CVC, State CCTNS projects, and Billdesk to name few.

Array is a 100% channel-driven com-pany in India. Along with our distributors we cover the top national SI’s, regional SI’s and SI’s in the tier-2 and 3 cities in India. Array has a very selected elite set of partners who has the skill sets and credentials to sell advanced remote access solutions, be it new sales or migration from existing technologies plans are already underway to expand our presence in emerging destinations like

Kolkata, Gujarat, Pune, Kochi, Chandigarh, and others where we see a huge potential.

Recently, we have extended our Total Value Channel Program to tier-2 application vendors. The new compre-

hensive partner program enables select partners to drive new business opportunities and increased

profits selling application, desktop and cloud service delivery products and solutions. Tier-2 partners including Tashee Infosystem, Conventus Technologies and Mediaware Infotech are among the first to benefit, hav-ing already gained more orders through the program. Array Networks’ Total Value Chan-nel Program educate partners and enhances their ability to sell Array Networks products

and solutions by encouraging them to bundle ADC solutions with their current offering in the

application space. The program has helped partners in up-selling to existing

customers, providing an effec-tive solution for application performance enhancement and improving the total revenue generated per customer.

N E W S N E T W O R K I N G 3www.dqweek.comNov 26-Dec 2, 2012

The DQ Week

V E N D O R C H A N N E L

S T R A T E G I E SRAVISHANKAR, CEO AND CO-FOUNDER, NEVALES NETWORKS

Our channel strategy is to move gradually in a con-trolled manner and so we

are working with a very few chan-nel partners. Currently we work with channels in Mumbai, Pune, Bengaluru and Chennai, and intend to increase it till New Delhi. At present, we are primarily targeting the metros. In near future, we are expecting our partners to expand our reach in tier-2 and tier-3 cities. With simplicity, we are opening up additional revenue streams for channels, that typically are not trained on selling network security solu-tion, and we also offload them on the burden of hardware replacement and 24/7 support, and also customers are very comfortable having a direct vendor supported solution in India. We ensure the smooth sail of our partners with our products and offerings in the market. We provide comprehen-sive end-to-end support and so our partners need not bother for resolving support issues which otherwise is a pain point for the channel partners.

We see a colossal growth in the networking space. Typi-cally switching and routing have a huge market uptake and the third domain, network security although in a nascent stage has immense potential owing to the emerging critical security needs. We have been in network security and in past couple of years; we have had strong products for it. With the expanding business structures, there is nothing stopping the networking space. Meanwhile the market is also turning up to be extensively demanding in terms of features and real-time performances. Hence the players in the networking space have to be ready with right solu-tions for the market.

AFFORDABLE & RELIABLE

403-A, Sant Nagar, East of Kailash, New Delhi-110065Ph. : 26235576, 26433377, 26435511 Mobile-9811068707

e-mail: spares@mtech.in

Branch Office: Chennai: 1st Floor Flat No. Old 10/5, New 25/5, Nathamuni Street, T. Nagar, Chennai-600017 Ph.-044-28156156, 28152156EPSON SPARE STORES: • Chennai - Madras Computech-9840512312 • Bangalore: Mega Systems-9845006893, Peripheral Services-9845044658, • Coimbatore: BIOS Infotech-9364405859 • Kochi: Gloria Business & Service-9895080518 • Madurai: Srimathi Computers-9843053693 • Mysore: Computer Printing Products & Accessories-9845922977 • Secunderabad: Technics-9246509035 • Thrissur: Prime Systems & Services-9747548123 • Vishakapatnam: Global Service Point-9848171486 • New Delhi: JK Printer Point-9350203649 • Indore: Apna Electronics-9302111251 • Jaipur: Lazer Dot Solutions-9828015919 • Kolkata: Galaxy Computech Pvt. Ltd.-9830031170, Hitech Services-9830016105 • Patna: Astric Computer Pvt. Ltd.-9431017773 • Ranchi: Ascent Technology-9933188803 • Lucknow: Ramchandar & Sons- 0522-2287662

• AccelPro Technologies

• AGC Networks • Altair Engineering• Array Networks• Aruba Networks• Avaya• Belkin• Brocade

Communications• Buffalo• Cisco• Cyberoam • Dax Networks• Dell

• D-Link• Extreme Networks• Huawei • Juniper Networks• Maipu• Mikrotik • Netgear• Nevales Networks• Ruckus Wireless• Smartlink Network

Systems• TP-Link• Wavion • ZyXEL

KEY NETWORKING PRODUCTS COMPANIES

www.dqweek.comNov 26-Dec 2, 2012The DQ Week4 N E T W O R K I N G

V E N D O R C H A N N E L S T R A T E G I E SJASON XU, DIRECTOR, TP-LINK INDIA

SUBHASHINI RAMAKRISHNAN, CHIEF TECHNOLOGY MANAGER, DAX NETWORKS

SUNIL SHARMA, VP, SALES, CYBEROAM (INDIA AND SAARC) CHIRADEEP RAO, REGIONAL DIRECTOR, INDIA AND SAARC, EXTREME NETWORKS

AMANDEEP SINGH DANG, COUNTRY MANAGER, NETWORKING, DELL

ADITYA MALHOTRA, CO-FOUNDER AND CEO, ACCELPRO TECHNOLOGIES

AccelPro provides the next genera-tion VPN gateways which make deployment easy, no support calls

and a unified approach for Secure Remote Access. AccelPro is addressing SMB, small enterprise, large enterprise and ISP verticals starting with 50 concurrent users to 20,000 concurrent users on the single appliance. AccelPro is fast emerg-ing leader in India with more than 30 enterprise customers deployments within 1 year, addressing Secure Remote Access market along with ISP deployment for SaaS models.

AccelPro has bagged large enterprise deals beating leading global SSL VPN product vendors in India; accounts like Honda Cars, Minda Industries, TDI Group, Tulip Telecom, Lanco Group are names to few. With the Next Generation Technology, AccelPro products are pow-ered with Hybrid Performance Accelera-tion Architecture which makes them the only next generation and most performing and fastest SSL VPN product in the world.

AccelPro Technologies is a 100% channel-driven company. We believe our real value comes with our strong channel partner base. As a pure channel-driven organization, we believe in providing best-of-breed training to our channel partners so they are enabled to provide unmatched support to our end users which is the prime focus of AccelPro. We keep on doing channel training programs on frequent basis in every region of the country.

We have partnered with one of the leading distributor for Indian region, they have strong channel partner base to whom we are providing best training programs on AccelPro platforms. In terms of SI, we have done business through Wipro Infotech and working on few large opportunities along with HCL Comnet. Apart from those SI’s we are having 4-5 regional channel partners in North, South, East and West India.

We see a triple digit growth in the coming years in Secure Remote Access segment of networking market in India. With the kind of Advanced Technology AccelPro is all set to become leader into this space along with proving best support to our channel partner and end-customers.

The importance of networks keeps on increasing every

year. When 3G is com-monly available, this usage is going to grow. Therefore, we need high-speed, highly available and scalable net-works that do not go down; data centers and devices have to be secure as well.

India market is growing rapidly, and consumer is desiring product which is more convenient, more stable and faster. To satisfy our customer, TP-LINK India introduced Wireless Dual Band Router, Portable Series Router and PLC product in 2012. We haven’t officially researched on the market size, but in our sales record of 2012, TP-LINK India increased 188.8% in H1, compared to the same time of 2011.

TP-LINK is more focused on SOHO networking, we sold out 2,34,9000 pcs product in India in 2011, the market share should be around 10% in our opinion. TP-LINK India is following regional distribution policy, we together with our regional distributors to satisfy the requirement from retail channel and projects in certain area.

Home users are becoming more tech savvy and looking for faster access over Internet. SOHO/SMB users are looking at more cost-effective solutions which are easy to install and maintain, scalable so that their investment is protected and TP-LINK India is the one who can take care of all these aspects of the users, the network and communications market will increase the growth of the router and switching market in India.

retail, government, education, etc.We believe the growth in these segments will

be in terms of upgrade of existing infrastructure or to establish new infrastructure for new appli-cation. For example, premise security is gaining significance. Focus on financial institutions also would be a part of our plan, as we have custom solutions to enhance premise security efficiency and management.

Dax has devised a comprehensive IP surveillance solution with Alert Management System (AMS) that provides a birds-eye view of the bank’s surveillance infrastructure on a single screen. This platform can monitor up to 10,000 cameras on a single screen. The Alert Management platform also gives timely alerts and escalations. At the central HQ, with the control center, one can get a dashboard view of the entire ATM/branch network.

We bagged the complete campus networking for establishing the surveillance infrastructure for ISTRAC Bengaluru. Apart from implement-ing LAN and WAN infrastructure, Last year we also implementing the award winning Multi location IP based surveillance solution for more than 2,000 branches of Manappuram Group of Finance. Moreover, a order from Govt of Maha-rashtra for implementing LAN and WAN for various departments is under the State Horizontal connectivity RC.

Dax has customized a unique IP based Multi location surveillance solution, where in, the surveillance solution can be rolled out as a ser-vice. The service delivery will cover cloud based footage storage, cloud based Alert Management

system as well as a choice of local and HQ based stream-ing. Our alert management platform can monitor up to 10,000 cameras on a single screen.

Networking products have significantly dominated the growth of IT in India dur-

ing last 2-3 years. Especially in network security segment, growth has been tremendous with around 20% CAGR.

Cyberoam is undoubtedly the leader in network security as far as SMB and SOHO segments are con-cerned. Apart from that Cyberoam enjoys more than 40% of share of network security devices installed in education segment. Currently Cyberoam has bagged some key orders in government and defense and BFSI verticals but unfortunately due to security reasons we would not be able to mention the names of the clients. In total Cyberoam directly or indirectly works with 750+ channel partners which includes SIs, VARs,

This has been our first incubating quarter since Dell competed the acquisition of Force10 networks. We are pleased to share

that within this short span we saw deployments in public as well as private cloud setups, Large campuses, specialized high performance clusters and various enterprise workloads. As a proof point of successful Force10 acquisition and accelerated integration, we saw wins around all Force10 product categories; namely – Z series, E Series, C Series & S Series respective. Asian Paints is a customer approved case reference that is now published on Dell’s public website.

Channels are an absolute key to the growth we envisage at Dell Networking. While Dell has a direct GTM model; it’s completely non-intrusive to our indirect partner play. Dell’s ecosystem and direct spread give us a unique edge in terms of proximity to our customers while our large operative base allows us to manage our supply chain in-house. We are unique in a way to be able to reach the market via a single tier channel partner model. Mid-market for us is the sweat spot for channel lead engagements. This is the area for global focus; and, our strategy to enable this patch via channel relationship is a mutual win stance.

Having realized the value of channel partners for their business, Dell has a very strong channel eco-system. Very early in the year 2011, Dell announced a new GCC (Global Commercial Channel) structure, with its single point of contact for partners, to lead to higher productivity and improved time cycles and enable more customized programs to support the partners in the market. The new structure protected partner profitabil-ity by bringing consistent pricing across different Dell commercial businesses and offer the partners increased

growth opportunities with solution centric offerings and a broader end customer base. We continuously hold training programs for our channel partners with instructor led classroom training programs and extend-ing online courses to cover more relevant areas.

We currently have 1,700 commercial channel part-ners in the Indian market and are continuously looking for opportunities to increase our reach and are keen on working with partners who are keen to offer customized technology solutions.

RDs, etc.Cyberoam is 100% channel

focused company. Our chan-nel strategy is very simple. To empower partners with free train-ings and certification programs, to build up healthy business relationship with partners by sales team working closely with partners in closing cases and ensuring higher than industry margins to partners.

This is possible through various channel-friendly initiatives initi-ated by Cyberoam like dedicated partner portal which consists of various sales tools, frequent free technical trainings (CCNSP), local sales and presales support,

dedicated L2 level post sales support for partners, free demo units, lead generation activities, etc.

Extreme has had a focused channel strategy in India, The Extreme Networks Channel Partner program is built on value, innovation, and commitment, as well as tools that can help our customers build business and increase

revenues. Extreme has a channel program which certifies partners at different levels (Diamond/Platinum/Gold/ Silver) depending on their technical skills on the Extreme Product line as also revenue milestones.

We have a master distributor who helps us support 100s of reseller partners across the country. This structure helps us to cater to our strengths in the edu-cation market as also the mid market. Similarly with 3 large system integrators with highly specialized skills on our platforms, we cater to our large public and enterprise customers.

Finally we have a global relationship with a major telecom solution provider to cater to the service provider market. Outside of business as usual our traction in the education space continues with multiple wins this year. At the same time we have had some marquee wins in the transportation sector as also a big win in the telecom space. We are very positive about Extreme Network’s growth prospects in the Indian market. Although over, all market spending appears to be sluggish, segments like the data center are growing and they are sweet spots that we are focused on, on a world-wide basis. We see FY’13 to be better than FY’12 and expect to grow much faster than market.

Dax would continue to explore opportunities in routing, switching, cabling and other network-ing products with verticals like manufacturing,

DEEPAK DEVESHWAR, HEAD, RETAIL AND CONSUMER BUSINESS, BUFFALO INDIA

We are ensuring our reach across India by associat-ing ourselves with part-

ners who are working closely with customers. We are showcasing and selling these product categories through LFR and Buffalo exclu-sive stores along with consumer channel, soon we will be making these products available through major online players. Currently we have two RDs Ingram Micro and Supertron who are selling to channel partners and SIs.

We have around 100 partners associated with us selling our range of products apart from LFR. This space has huge growth in future as everything is revolving around digitization/personal cloud storage, wherein consumers would have access to data anytime and from anywhere. Buffalo India is targeting a 100% growth in its Indian revenue besides introducing fresh technolo-gies in the SOHO space. So far, large format retail (LFR) consti-tutes as the primary revenue earner for Buffalo from its retail sales through collaborations with Croma and Reliance Digital. However, targeting to push the retail sales contribution to its Indian revenues by 10%, the company is likely to appoint more LFRs over a period of 3 months.

We are considering entering into more partnerships with LFRs as these are the major crowd pullers for retail. Under our present sales set-up, LFRs contribute the maximum share (in revenue). For our channel-oriented approach, we have lined up a gradual expansion plans for its territories over a period of 3 months. As the primary approach, the company will be opening 3 more exclusive franchise outlets in Mumbai, Bengaluru and Delhi and will go for the shop-in-shop concept from Hyderabad, Ahmeda-bad and Cochin. Presently, we have 2 exclusive outlets in Delhi and Kolkata but in the next 6 months, we will expand it across the country. It is our objective to offer the customer a holistic solution rather than push for a box.

MOHIT ANAND, MD, BELKIN INDIA SUB-CONTINENT, BELKIN INDIA

Belkin is a fast growing brand in the networking space in India. Since its inception in early 2009, Belkin

has come a long way to establishing itself as a prominent player in the networking market today. We continue to be the lead-ers in this space with a market share of approximately 30%. Belkin is present in the consumer networking category. We are a prominent brand in the consumer router space. Ranging from the N150 to the N900, Belkin routers are designed to meet the dif-ferent needs of the eveloving internet user base in India.

Belkin has been successful in establishing a strong channel network across India. We are fast expanding our channel network across India and other Saarc nations. We have opted for a hybrid channel infrastructure for accelerated growth. Besides our expertise in the IT and LFR channels, electrical channel is another major area we are concentrating heavily on.

Channel partners have played a significant role in the

success of the Belkin brand in India. Belkin has opted for a hybrid channel infrastructure for accelerated growth. We have strong reach and penetration for our products across the length and breadth of the country, with Belkin products being sold across more than 243 cities in India. We have a multi-tiered channel structure in place through our dis-tributors and sub-distributors each of whom cater to well-defined channel markets and retail formats in their assigned territories. Belkin’s channel structure includes national and regional distributors, IT, non IT and telecom resellers and major LFRs.

Since our entry into the Indian market, Belkin has seen a major growth in the networking space. With internet penetration going up and Wi-Fi gaining popularity, the demand for Belkin routers has witnessed a consistent upward trend in the past years. However, owing to the present economic scenario, we are not following an aggres-sive path for our networking products but we do expect to end the year with a 15% growth.

SUDARSHAN BOOSUPALLI, GM, INDIA AND SAARC OPERATIONS, RUCKUS WIRELESS

Ruckus implement two-tier distri-bution model across India. Our strategy is focused on planning

for Wi-Fi coverage in high-density envi-ronments with the goal to deliver consis-tent performance to thousands of simul-taneous users. As more Wi-Fi-capable devices enter the market, the average number of clients in any given area of a network increases dramatically.

In the case of extremely dense ven-ues such as stadiums or exhibit halls, these very dense populations introduce significant stress on the network and require specific design considerations such as the density and placement of Wi-Fi APs, the number of clients needing to connect, radio frequency (RF) noise and dealing with co-channel interference. We have 4 distributors and over 250 active channel partners.

Ruckus will continue to focus on service providers, education, hospi-tality, healthcare, warehousing and so on. These verticals are increas-ingly adopting Wi-Fi as part of their IT infrastructure which is ensuring a healthy growth.

We landed contracts of couple of mobile operators in India to provide their nation-wide Wi-Fi hotspots. Ruckus also has been selected by a large number of hotels in India. Also, Ruckus Wireless successfully listed in NYSE on November 16, 2012. Ruckus raised over $126 mn. Ruckus wireless offers the following products like SmartCell Gateway, ZoneFlex Indoor Access Points,ZoneFlex Out-door Access Points, ZoneDirector

Controllers,FlexMaster Centralized Wi-Fi Management, ZonePlanner and External Antennas.

N E T W O R K I N Gwww.dqweek.comNov 26-Dec 2, 2012

The DQ Week 5

&

FLY TO BANGKOKRANGE OF PRODUCT

BUY

For more details please contact at your nearest Compuage Sales office

or email : vinod.thakkar@compuageindia.com

www.dqweek.com

R.N.

I. No

: 669

09/9

7 D

L(S)

-17/

3158

/201

2-20

14 U

(SE)

-220

/201

2-20

14,

Post

ed a

t Lod

hi R

oad

HPO

New

Del

hi -

1100

02 P

rinte

d an

d Pu

blish

ed b

y Pr

adee

p G

upta

on

beha

lf of

M/s

Cyb

er M

edia

(Ind

ia) L

td a

nd P

rinte

d at

Dilig

ent M

edia

Cor

pora

tion

Ltd,

Plo

t No.

EL

- 201

, Mah

ape,

T.T.

C. In

dust

rial A

rea,

M.I.

D.C.

, Nav

i Mum

bai -

400

075

and

Publ

ished

Fro

m

D-74

Pan

chsh

eel E

ncla

ve, N

ew D

elhi

- 11

0017

, Ed

itor:

Ibra

him

Ahm

ad, C

orpo

rate

offi

ce: C

yber

Hou

se, B

-35,

Sec

tor 3

2, G

urga

on (N

CR D

elhi

) 122

001,

Tel:

2384

816,

Fax

: 124

-238

0694

, E-

mai

l: dq

week

@cy

berm

edia

.co.

in,

Edito

r: Ib

rahi

m A

hmad

, Chi

ef E

dito

r: Pr

asan

to K

Roy

R.N.I. NO: 66909/97 (Posting Date: Mon-tue every week, Post at LODHI ROAD H.P.O.) DL(S)-17/3158/2012-14LICENSED TO POSTWPP, U(SE)-220/2012-2014N E W S Nov 26-Dec 2, 2012

The DQ Week6 N E T W O R K I N G