sme channels may 12 issue

SME CHAT /28

Cisco: “Advantage Now! to enable partners”

SME BIZ /48

Adobe: Adobe Gets Closer To Partners

SME CHAT /50

Sandisk: “Want To Continue Offering High Quality Products”

Ricoh Plans Aggressive Channel Expansion /10PLUS

VOLUME 03 | ISSUE 03 | PAGES 62 | MAY 2012 | RS. 20/-

india’s first IT magazine for sme business

01

GROWTHSTRUCTURED CABLING MARKET ON A

TRAJECTORYCopper still commands a dominant share of the SCS market, and fiber still has a lot of catching up do. But fiber offers immense potential and is becoming a preferred choice of certain segments like data centers. /30 HDD PRICES

RISE TO DAMPEN ICT GROWTH TILL 2013 /42

cover.indd 1 20/05/12 8:47 AM

ricoh 54 20/05/12 8:59 AM

ricoh 55 20/05/12 8:59 AM

Advts.indd 14 19/04/12 11:35 PM

Advts.indd 10 20/05/12 12:01 AM

Emerson to Reward Channel Partners /14


PLUS

VOLUME 03 | ISSUE 03 | PAGES 62 | MAY 2012 | RS. 20/-

www.smechannels.com

WHICH TIME IS GOOD?

EDITORIAL

SANJAY [email protected]

THERE IS no time which is good or bad. Every time is good as well as bad. It is a matter of your perception and depends on what you want to do. Today when I am writing this piece, the dollar price has almost touching Rs.55/-. The HDD market has not yet recovered completely. The prices of consumer products are all time high. The global market is down and out – all in red - because of Euro zone crisis. Indian market condition is also not good. The government is mooting increasing price of petrol and diesel. The state and centre relationship is not that good. The coalition government at the centre is not in a position to take any policy decision. In this situation the market does not look that honky dory. When I ask people about how they think about the present IT market condition, surprisingly 70% per cent people say Good and 30% says Bad. Within a months’ time large companies like Microsoft, HP, IBM, Oracle have launched newer products and have made big announcements in terms of their investment in the market. On the other hand, the channel partners are not in good mood as they are not finding ways to sell out. Given this condition what is the way forward? Think, you want to start a new business, would you wait for the time when the dollar price comes down or HDD market stabilizes? I do not think you will ever think of waiting. You will rather think differently. So the time has come that you think differently. Think you are starting a business and fortunate enough to have customers, resources and offices. Like a start-up, control the finance and invest in the areas which you feel are necessary. The prediction is that till next quarter the market situation will remain like this and the impact of the condition will be felt after June. It means the entire year will go like this! Do you believe in this? At least I do not belive that there will be less business this year compared to the last year? The demand is there in the market and the customers have already deferred their decision of buying for a couple of quarters. Yes, there might be a slight adjustment in the volume. And, it might get slightly delayed but not like that in the past. So my suggestion is that be patient for some weeks.

OVERALL RATING

ZyXEL NBG-419N

MY EXPERIENCE

SPECIFICATIONS

The NBG-419N v2 adopts a stylish housing

design with new aesthetics similar to other

recent ZyXEL models.

FINAL WORDING

The dark-sky black colour implies stability

and reliability of network performance,

while the distinctive cover panel has uneven

wave lines flowing around the surface to

epitomize the rhythmic networking streams.

ZYXEL NBG-419N V2 Wireless N NetUSB Router is a value-for-price wireless router designed for the home market. Inher-ited from NBG-419N, its successful prede-cessor that had received recognition from customers and many international media. The new version offers not only the accredited features but also state-of-the-art designs to benefit users with refreshing home wireless networking experience.

With the most advanced 802.11n wireless technology and transmission speeds of up to 300 Mbps, the NBG-419N v2 Wireless N Home Router ensures stability and reliability of wireless transmission – both critical for wireless streaming of multimedia contents allowing home users to enjoy high-perfor-mance multimedia streaming wirelessly.

SME BIZ /52

ComGuard: ComGuard Invests to Grow In India

SME CHAT /56

D-Link: “Biggest Challenge is Price Variations in Copper Products”

CASE STUDY /26

Tally: Hyderabad Can Manufacturer Grows with Tally.ERP 9

SME CHANNELSMAY 2012

6

Edit.indd 6 20/05/12 8:47 AM

Thank you partners for making Cyberoam No.1 in Network Security

In an annual survey conducted by Channel World,

Cyberoam has been voted as the Most Valued Principal

(MVP – Gold) in the Network Security Appliance Category.

Rated across six key parameters including Technology

Solutions, Marketing Assistance, Training & Certification,

Customer Support, Financial Terms and Management

Style, Cyberoam has grossed the highest score to establish

its leadership in the network security market.

For more Information, Partnership and Sales contact: [email protected] | Toll Free : 1-800-301-00013

Cyberoam Product Portfolio : Cyberoam UTM | Cyberoam iView | Cyberoam CCC | Cyberoam NetGenie

Elitecore Product

Advts.indd 11 20/05/12 12:02 AM

MAYCOVER

STORY

Structured Cabling Market on a Growth Trajectory /30

Copper still commands a dominant share of the SCS market, and fiber still has a lot of catching up do. But fiber offers immense potential and is becoming a pre-ferred choice of certain segments like data centers.

Publisher: Sanjib Mohapatra

Editor: Sanjay Mohapatra

Assistant Editor: Karma Negi

Reporters: Aparajita Choudhury

Executive Editor: Smruti Chaudhury

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Technical Writer: Manas Ranjan

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MARKETING

Senior Manager: M Raj

Marketing Executive: Rajat Kumar

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All rights reserved. No part of this publica-

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Subscription: Rs.200 (12 issues)

All payments favouring: Accent Info

Media Pvt. Ltd.

SME BIZAdobe /48Adobe Gets Closer To Partners

ComGuard /52ComGuard Invests to Grow In India

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

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

Case Study ~~~~~~~~~~~~~~~~~~~~~~ 26, 40

Partner Corner ~~~~~~~~~~~~~~~~~~~~27, 29

Guest Talk ~~~~~~~~~~~~~~~~~~~~~~~~~~ 46

Products ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 58

more inside

SME CHATCisco /28“Advantage Now! to enable partners”

Sandisk /50“Want To Continue Offering High Quality Products”

Buffalo /54“Our Focus Area is Mainly the SMB Space”

D-Link /56“Biggest Challenge is Price Variations in Copper Prod-ucts”

PLUS HDD Prices Rise to Dampen ICT Growth till 2013 /42

contentsVOLUME 03ISSUE 03 2012


8


Contents.indd 8 20/05/12 8:48 AM

Advts.indd 7 19/05/12 11:59 PM

Ricoh Plans Aggressive Channel ExpansionJapan’s Ricoh announced its aggressive expansion plans through IT dealer/reseller channel into the fast emerging laser printer market in India. In addition to its existing partners, it plans to expand its channel presence by appointing

over 800 printer partners and SIs in FY’12.

Elaborating on the larger game plan, Tetsuya Takano, MD and CEO, Ricoh India, said, “With Ricoh’s wide range of product lines and launch of new series of laser

printers at the entry level segment, which constitutes 80% of the total laser printer market, we are confident that our channel partners will be able to rapidly expand their business opportunities and increase their customer base. Ricoh

McAfee Increases Focus On SMB MarketWith its increased focus on SMBs, McAfee has updated its security solutions specifically designed for the SMBs. McAfee will offer SMBs the same level of protection as enterprises in an easy to manage solution that is tailored for the needs of cost constrained SMB budgets. The security technology company announced that because the channel is critical for growth within this market, it has designed a program that accelerates growth, offers marketing support; include great sales incentives all with increased profit for SMB partners.

“Keeping the business continuously up to date requires total protection against known and unknown threats. McAfee understands the unique needs of the SMB,” said Gavin Struthers, Senior VP (Worldwide Channels), McAfee.

continues to invest in channel friendly support programs.”

Ricoh also unveiled three new models of laser printers and A4 MFPs—the SP 100, SP 100SU, and SP 100SF. These are priced at Rs. 6,500, Rs. 9,900 and Rs. 12,800 respectively.Both SP 100SU and SP 100SF has attractive features such as 36 Bit color scanning and ID copy. All models have print speed of 13 pages per minute, with the duty cycle of 10,000 pages per month. These three models are supported by Ricoh’s Genuine Toner Refill Program, which, the company says, brings down the TCO by 70%.

Tetsuya further remarked, “Our market research revealed that customers were using non standard consumables to achieve lower cost of ownership. This was adversely impacting the printer performance. With the introduction of Ricoh’s Genuine Refill Programs, Indian customers are assured of consistent printer performance and low cost of ownership.

Takano shared, “In some specific models in mid and high-end Printers from our existing models, Ricoh is offering guaranteed print cost, a unique maintenance option by which the customer pays a fixed charge for each print/copy, irrespective of the coverage area.”


10

SNIPPETSfor more log on to smechannels.com

PRODUCT | CHANNEL | CONSULTING | SERVICES

snippets.indd 10 20/05/12 8:48 AM

Advts.indd 14 18/01/12 9:21 PM

VMware signs Red-ington as National DistyVMware has appointed Redington as its national VAD for India. Redington will distrib-ute VMware products through its distribution network across the country, which will help VMware tap new markets and customers while it expands its presence in India.

Ganesan Arumugam, Director (Partners), VMware India, said, “We are witnessing a rapid growth in the adoption of virtualiza-tion and cloud computing solutions in India and rely on a strong partner network to help us reach and tap new markets. This partnership will help us leverage Redington’s extensive reach and strengthen our presence in India.”

Under the agreement, VMware and Red-ington will conduct training and enablement programs, run go-to-market activities and educate partners.

“This partnership will help us, and our partners, grow our solution portfolio to include offerings from VMware to tap the growing market for virtualization and cloud computing in the country,” said Sasikanth R, Strategic Business Unit Head (Enterprise SBU --VAD), Redington (India).

IBM To Bring Smarter Healthcare For Pune CitizensIBM has announced Pune and Ahmedabad as the only two cities in India to be awarded with IBM Smarter Cities Challenge Grant for 2012. This grant provides the city with access to IBM’s top experts to analyze and recommend ways that will enable Pune and Ahmedabad to become even better places to live and work.

The IBM Smarter Cities Challenge is a com-petitive grant program in which IBM is awarding a total of $50 million worth of technology and services to 100 municipalities worldwide through 2013. In general, teams of specially selected IBM experts will provide city leaders with analysis and recommendations to support successful growth, better delivery of municipal services, more citizen engagement, and improved efficiency.

Pune Municipal Corporation (PMC) plans to work with IBM to provide better healthcare for its citizens. The project will involve creating a blueprint for setting up a surveillance system to address important issues related to health of citizens of Pune.

Schneider Electric wins AwardSchneider Electric India has received the Golden Peacock Award for Corporate Social Responsibility (GPACSR) for the year 2012. The award, in recognition of Schneider Electric’s CSR initiatives in the areas of village electrification, electrician trainings, employment and entrepre-neurship, was presented to Schneider Electric India by Juma Al Majid, Chairman of Dubai Economic Council & Founder Chairman of Juma Al Majid Group on April 25, 2012 at Dubai Global Convention 2012.

The Golden Peacock Awards, instituted by the Institute of Directors, are presented annually under various categories. The Golden Peacock awward for Corporate Social Responsibility has been instituted to encourage international organizations to accelerate the pace of stake-holder oriented improvement processes. On the occasion of receiving the award, Olivier Blum, Country President, Schneider Electric India, said, “The award is certain to inspire and encourage our large group of members of Schneider Electric India and the Corporate Social Responsibility team to intensify and extend their efforts to achieve greater success on all the three fronts – economic, social and environmental.”

“We expect current expansion to further

Red Hat’s goal to lead the way in inno-vative collaboration

and open source technology develop-ment locally, region-

ally and globally.”PAUL CORMIER

EXECUTIVE VP (PRODUCTS AND TECHNOLOGIES), RED HAT

MY POINT

Huawei Enterprise Rolls out Channel Service StrategyRealizing the importance of enabling service for the enterprise set of customers, Huawei Enterprise has announced its ‘service strategy’ for the channel community in India. As part of this strategy, Huawei is positioning its ‘Co-Care’ and ‘Hi-Care’ enterprise services in front of the channel partner community in India. Co-Care Service is sold and delivered by partners working in collaboration with Huawei and on the other hand, Hi-Care is sold and delivered by Huawei.

Digilite Partners Visit UzbekistanDigilite conducted its ‘Digilite Channel Yatra’ in the central Asian country of Uzbekistan. This was in appreciation of partner’s stupendous support in making Digilite a huge success in India.

The partners who were instrumental in making Digilite the fastest growing motherboard brand in India were invited to join the trip. The Yatra was organized from May 3 to May 6, 2012, and had over 50 partners joining from across India.

“The purpose of this trip was to reward partners and distributors who have been part of our success during first year. With their support and co-operation Digilite has become one of the most recognized brands in motherboard,” said Rajan Sharma, VP (Sales), Digilite.


12

SNIPPETS


Advts.indd 6 19/05/12 11:59 PM

Tally Revises Prod-ucts PriceBusiness solutions software company Tally has revised the pricing of Tally.ERP 9 with effect from April 16, 2012. The date for such revision was made keeping in mind the convenience of customers and partners of Tally. Therefore, the following end-customer price list will come into force for the RSP (MRP) of each product which is inclusive of all duties and taxes. For example Tally.ERP 9 Silver will now cost Rs.18,000. Similarly, Tally.ERP 9 Gold will cost Rs. 54,000.

Fortinet Organizes Partners’ ProgramFortinet has announced a channel initiative that supports the company’s on-going objective of creating value for, and getting commitment from its resellers and distributors internationally. These additional programs and tools focus on educa-tion, profit and proximity, to help increase the expertise and profitability of Fortinet’s channel partners across the EMEA and APAC regions.

“Fortinet sells exclusively through its channel partners. To become the leading network security vendor, it is paramount that we keep improv-ing our channel strategy to foster the business opportunities of our resellers and distys,” said Emilio Roman, VP (International Sales Opera-tions), Fortinet.

Alcatel-Lucent and Neoteric Launch RoadshowAlcatel-Lucent Enterprise is supporting neoteric infomatique limited for its six-city road show in Delhi, aimed at helping SMBs to maximize their ROI through Alcatel-Lucent enterprise solutions. The road show seeks to redefine the communica-tion across partners, customers and employees.

The roadshow which started on April 17 will continue till May 26. The channel-partners’ engagement’ road show will cover five other major cities namely Kolkata, Mumbai, Pune, Bangalore and Chennai. The kick off road show in New Delhi updated the partners about ALUE’s superior yet cost-effective solutions and products in the voice and data segment to enhance business results and deliver more value to the fast-growing Indian SMB market.

The channel partners got hands-on experience during the ‘explore & evolve’ live-experience ‘look and feel’ session conducted by neoteric.

CISCO ANNOUNCES SPANISH CON-QUEST FOR PARTNERSCisco has launched a new partner incentive program titled ‘Spanish Conquest’ to celebrate the spirit of competition among its strong network of 2,500 partners in India and the SAARC region. Aligned with Cisco’s strategy to strengthen its position in tier II and up-country markets, this new incentive program is designed to motivate partners to drive sales of Cisco products in the SMB segment.

Emphasizing on Cisco’s commitment to partners, Pramodh Menon, President (Partner Business Group), Cisco India & SAARC, said, “Partner success directly correlates to ours and we are deeply committed to our partner network. Over the past few quarters, we have experienced remarkable growth in the Partner Led (small and medium) segment and it is a major contributor to Cisco’s revenue in the country today. There is significant headroom for market development and expansion, particularly in tier II and upcountry markets and we are committed to accelerate our investments in channel engagement programs to help our partners drive sales in mid-market and SMB segments.”

Emerson to Reward Channel PartnersEmerson Network will reward its Network Solution Partners (NSPs) and Value Added Resellers (VARs) under the ‘Unlimited Sales Bonanza’ scheme on surpassing sales targets for the month of April. The scheme is applicable during April 1-30, 2012 on achieving specified sales targets of small AND micro UPS systems.

‘Unlimited Sales Bonanza’ is valid for all registered NSPs and VARs across India for sales from Ingram Micro. Partners stand to win smartphones, laptops, LED TVs and lots of other exciting prizes depending on the achieved sales target. Discounts on bulk orders would continue to be valid (as per reseller price book) during the scheme period.

D-Link Targets Enterprise MarketD-Link plans to enhance its focus on Enterprise segment and is looking at realigning its engagement strategy with SIs across India. As part of D-Links’ renewed strategy to focus on Enterprise business, it has made extensive plans to reach out to its business associates and customers that includes focus on key business verticals and product lines during FY 2012-13. In addition to this D-Link will soon roll-out multi-city roadshow across India.

Sanjay Sehgal, AVP (Enterprise and Project Business), D-Link (India), said, “Enterprises these days demand products that offer maximum ROI and D-Link is known for its price-performance. Being the only player in this segment to offer both active and passive products, gives us an added advantage.”

Cisco Reveals Global Channel ProgramAt its annual partner conference, Cisco announced Partner Plus, a new global channel program targeting mid-sized customers. Partners who participate in the program will receive increased preference, investment and support in the form of business accelerators such as incremental incentives, engineering support, marketing and demand generation, sales enablement, and customer intelligence. Partner Plus is a key pillar of Cisco’s Partner Led strategy, which is designed to empower and reward channel partners to lead the sale with small and mid-sized customers.

Pramodh Menon, President (Partner Business

Group), Cisco India & SAARC


14

SNIPPETS


Advts.indd 4 19/05/12 11:58 PM

WD Launches Per-sonal Cloud StorageWestern Digital has introduced My Book Live Duo, a personal cloud storage system.This personal cloud storage, WD said, combines the benefits of shared storage and remote access with double-safe backup or increased capacity of a dual-drive system with RAID (Redundant Array of Independent Disks) technology. Compatible with Mac and PC operating systems, My Book Live Duo continuously maintains a second copy of all the files for real-time data backup in mirrored mode (RAID 1). Half the capacity is used to store users’ data and half is used for a second copy. In the unlikely event that one drive fails, data is protected because it’s duplicated on the other drive. For automatic backup Windows users can use the included WD SmartWare software and Mac users can utilize all the features of Apple Time Machine backup software to protect their data. My Book Live Duo is compatible with Windows XP, Windows Vista, Windows 7, Mac OS X Leopard, Snow Leopard, or Lion, as well as DLNA/UPnP enabled devices. It is available at Rs. 24,499 for 4 TB, and Rs. 29,999 for 6 TB.

MICROSOFT INTRODUCES VAD PROGRAMIn a move to create an enhanced and superior level of service for partners and customers in the SMB space on the latest technologies Microsoft has appointed Avnet and Redington as its VADs in the country. The VADs role is to built on a unique business model with a specialized resource portfolio optimized for increasing adoption and market development of specialty solutions.

Under this tie-up, Avnet will provide complete solutions to Microsoft’s value added resellers for ‘virtualization and management and identity and security’. And Redington will cater for ‘UC, security and cloud services’, and would reach out to all cities across India, adding reach and presence portfolio of Microsoft.

According to Rajiv Sodhi, Director (SMB), Microsoft India, “We are delighted to introduce our global VAD program to the India market that aims to provide strong support for newer technologies and to offer value to our customers. Our partners, Avnet and Redington both have experience and expertise in the providing services and products for virtualization, UC, security and cloud, and we are confident that they will help us strengthen our support to customers specifically in small and mid-enterprises to capture increased market share.”

Redington and Avnet will provide the distributors/channel partner with highly skilled techni-cal support to offer deep expertise for world-class customer satisfaction. VADs will offer training, educate and help reseller understanding the customer requirements to deliver appropriate solutions, focusing on SMEs where requirements are specific. VAD will further offer post sales services to enhance the end-customers’ experience.

“Redington will drive the VAD business through focused VARs. We aim to be a one-stop shop for VARs to provide total solutions to their SMB and mid-market customers using the complementary products and solutions along with Microsoft offering,” said R Venkatesh, Head (Strategic Business Unit), Redington (India).

EXECUTIVE MOVEMENT

Netgear has appointed

Subhodeep Bhattacha-

rya as the new Regional

Director, India & SAARC.

Brocade has appointed

Charlie Foo to the role

of VP for APAC effective

immediately. Foo suc-

ceeds Deb Dutta.

Kaspersky Lab has ap-

pointed Pranav Bhayani

as technical support

manager, South Asia.

AMD has announced

that Colette LaForce,

will join the company

as senior VP and chief

marketing officer.

eScan has appointed

Leo Veluthukaran as

new National Sales

Manager for India.

INDIAN IT INFRASTRUCTURE MARKET TO TOUCH $2.05 BILLIONTHE INDIAN IT INFRASTRUCTURE MARKET COMPRISING OF SERVERS, STORAGE AND NETWORKING EQUIPMENT WILL REACH U.S. $2.05 BILLION IN 2012, A 10.3 % INCREASE OVER 2011, ACCORDING TO GARTNER. THE IT INFRASTRUCTURE MARKET IS EXPECTED TO REACH $3.01 BILLION BY 2016.INDIAN IT INFRASTRUCTURE REVENUE BY TECHNOLOGY (MILLIONS OF U.S. DOLLARS)

So

urc

e: G

artn

er (

May

20

12)

2011 2016 Growth

Servers

5.8%

Storage

18.9%

84

2.4

35

4.4

Enterprise LAN

Equipment

9.6%

80

7

50

9.3

Total

10.1%

Enterprise WAN

Equipment

7.6%

39

0.9

27

0.9

96

7.2

72

8.6

3,0

07.

50

1,8

63

.20


16

SNIPPETS


Advts.indd 9 20/05/12 12:01 AM

Citrix Acquires Virtual ComputerCitrix has acquired Virtual Computer, provider of enterprise-scale management solutions for client-side virtualization. Citrix will combine the newly-acquired Virtual Computer technology with its market-leading XenClient hypervisor to create the new Citrix XenClient Enterprise edition. The new XenClient Enterprise will combine all the power of the XenClient hypervisor with a rich set of management functionality designed to help enterprise customers manage large fleets of corporate laptops across a distributed enterprise. The combined solution will give corporate laptop users the power of virtual desktops “to go”, while making it far more secure and cost-effective for IT to manage thousands of corporate laptops across today’s increasingly mobile enterprise.

“With the acquisition of Virtual Computer, we are able to rapidly accelerate innovation in client virtualization. This will lead to more highly-scalable centralized management, a high-performance user experience, and tighter integration with XenDesktop, which will help customers deliver virtual desktops to mobile workers,” said Mitch Parker, Group VP and GM (Client Virtualization), Citrix.

Trend Micro Fortifies its Consumer BusinessStrengthening its consumer business, Trend Micro has appointed Anupam Rahi and Anand Shringi as National Sales Managers for consumer products for India and SAARC. Trend Micro now looks at creating a strong channel partnership for its Titanium brand for consumer segment.

“After establishing our strong leadership among the enterprise and SMB segment, we are now poised to address the consumer segment with our Titanium brand. India consumer business pegged at more than Rs 1000 + crore is growing a rapid pace YoY. We strongly believe with our strong R&D strength in security domain, we will be provide Indian consumers with a robust security solution across the Windows and Mac platforms,” said Amit Nath, Country Manager (India and SAARC), Trend Micro.

Socomec Boosts Channels’ Sales ForceSocomec has launched a three month scheme named ‘Channel Premier League’ for motivating and benefitting the channel partners’ sales force during IPL5 cricket season.

Effective from April 1 to June 30, 2012 channel partners or partners’ sale representatives can achieve great rewards on the total KVA sales of NETYS and ITYS range from 1kVA to 11kVA UPS products. The scheme also gives opportunity to new partners who are eligible as soon as they get registered with Socomec and Redington.

CPL scheme is KVA based and has been formulated based on the IPL cricket season. With the mantra ‘sell more and score more’, lucky winners will be rewarded with a trip to Italy or Venice, Singa-pore for couple, and electronic gadgets such as plasma TV, SLR camera, ipad Tablet, ipod touch etc.

DIGESTRIVERBED INTRODUCES NEW STEELHEAD MODELSThe performance company Riverbed Technol-ogy has announced new Steelhead models, the Steelhead 150 appliance and Virtual Steelhead 150, as part of its comprehensive wide area network (WAN) optimization product suite.

With these additions to the Steelhead product family, businesses in emerging markets, retail customers, and governments and municipalities that have minimal bandwidth or few users at each location, as well as current customers who would like to extend the deployment to offices with fewer employees, can obtain a cost-effective solution that optimizes bandwidth and reduces remote infrastructure.

“Our new Steelhead appliances, both physical and virtual, provide vertical markets, such as retail, healthcare and even SMB organiza-tions with a cost effective solution to reduce bandwidth utilization at remote locations,” said John Martin, Senior VP (Product Management), Riverbed.

FUJITSU BAGS 2012 SAP PIN-NACLE AWARDFujitsu has received the 2012 SAP Pinnacle award in the ‘Technology Innovator of the Year’ category. SAP Pinnacle awards are presented annually to the top SAP partners that have excelled in developing and growing their partner-ship with SAP and driving customer success.

Winners were selected based on over 150 nominations in 22 categories received from partners and SAP employees. The SAP Pinnacle awards recognize the leading SAP partners across a wide variety of categories, including resellers, OEMs, sustainability, technology, support, services and outsourcing.

“The award from SAP underlines Fujitsu’s commitment to co-innovate with SAP in widen-ing overall availability of the powerful in-memory computing technology. Just in March this year, Fujitsu has announced the world’s first certified, ready-to-run appliance for SAP Business One, analytics powered by SAP HANA delivering the benefits of the SAP HANA platform to small businesses and midsize enterprises. Furthermore we introduced an SAP-certified platform configu-ration to run SAP HANA last year,” said Sunil Bhave, VP, Fujitsu Consulting India.

FORWARD INDUSTRIES ENTERS INDIAForward Industries has forayed into Indian market. Based on rapidly growing demand in the region for mobile computing technology, the company has hired new senior staff to bolster and grow the company’s presence in India. “We’re very excited to announce the formal expansion of our global presence into India,” said Eshi Jerome, Regional Director – India, Middle East & Africa. “We’re investing heavily to extend our offering to the growing IT retail market.”

To spearhead the expansion, Jerome also announced the hiring of Ripunjay Gajjar as Country Head at Forward Indian Subcontinent based in Mumbai. Gajjar will be responsible for developing forward brand, partner network & retail channel business in the Indian & SAARC market.

KINGSTON INTENSIFIES DEVICE SUPPORT FOR WI-DRIVE

Kingston has declared an update enabling browser support for Wi-Drive. The update allows multiplatform wireless streaming of data to any Wi-Fi enabled mobile device via a Web browser.

The feature will be included in future shipments and all current owners of Wi-Drive can update their own device. This expansion of device support allows a mixture of users’ preferred mobile devices to simultaneously access and share content on the Wi-Drive. With integrated Wi-Fi and four hours of battery life, Kingston Wi-Drive offers great pocket-sized portable stor-age (up to 64GB) and easy file sharing for any Wi-Fi device including Apple iPad, iPhone, iPod touch, Android devices, Kindle Fire and more.

In addition to access via browser, Kingston also offers optimized apps for the Wi-Drive providing additional features for users. Wi-Drive App for Android OS devices is now available. Due to the variety of Android-based devices, Wi-Drive offers the most versatile experience for users so they can choose between the Web browser and App to access and share their media.


18

SNIPPETS


Advts.indd 18 20/05/12 9:07 AM

Kaspersky Offers Virtualization Security SolutionsKaspersky Lab has released Virtualization Security Solution which has been built from the ground-up by Kaspersky Lab’s internal team of security experts which focuses on protecting evolving corporate IT infrastructures from malware and cybercriminals. Virtualization creates tremendous busi-ness and IT benefits for organizations globally, but if left unprotected these platforms may become a weak link for cybercriminals to exploit.

Kaspersky Security for Virtualization is delivered as a virtual security appliance that integrates with VMware vShield Endpoint to provide agent-less, anti-malware security based upon Kaspersky Lab’s advanced anti-malware engine. With Kaspersky Lab, customers have a single, unified management platform for their virtual, physical and mobile environments.

Zicom Launches Security as a ServiceIn an effort to make Delhi safe Zicom has launched Zicom SaaS. On analysis of a premise, Zicom will offer MVaaS (Managed Video as a Service).

With increased consumer demand for electronic security, the new division endeavors to offer security systems on service basis to a host of market segments such as retail chains and stores, housing societies, financial institutions, offering more efficient and effective security systems at afford-able service charges.

With minimalistic liability concerns and attractive offers bundled with the services, Zicom SaaS will provide a full spectrum of services from the installation and maintenance of security systems to control room monitor-ing 24x7 by highly trained professional experts.

WatchGuard Bags 2012 Best Products AwardWatchGuard declared that Network Products Guide, industry’s leading technology research and advisory guide, has named the WatchGuard XTM 8 Series a winner of the ‘7th Annual 2012 Hot Companies and Best Products Awards’ in the security hardware category.

“This award is another testament to the value that WatchGuard brings to our customers and channel partners,” said Mohit Puri, Country Manager (India and SAARC), WatchGuard Technologies. “The WatchGuard XTM 8 Series provides state of the art multifunction network security – ideal for mid-market and enterprise organizations.”

Built for speed, the WatchGuard XTM 8 Series delivers 5Gbps firewall throughput, making it ideal for demanding networks of 1,000 or more users. With full security features activated, the XTM 8 Series achieves a faster-than-line-speed 1.2Gbps throughput, which represents a major leap forward for unified threat management appliances in delivering high security without compromising network performance.

IT security and data protection company Sophos grew its UTM market share by more than 35 percent from 2010 to 2011 which was revealed in the recent report from Gartner.According to Gartner, the overall UTM market grew from an estimated $972 million in 2010 to $1.16 billion in 2011, with four-year compound annual growth of 20.7 percent.

Christian Pijoulat, VP (Western Europe), Sophos, said, “The breadth of our UTM solutions’ capabilities is central to our complete security strategy-protecting networks, endpoint and data, at every level of IT infrastruc-ture. The tight integration of capabilities allows our customers to deploy complete security capabilities while reducing management burden and TCO. Increasing benefits for our customers is a primary focus, and we will soon launch new security suites that are not only cost effective, but also include industry-first security features.”

Sophos UTM Market Share Grows Beyond

35%

AXIS GETS AGGRESSIVE ON SMBSAxis Communication with its focus on network video solutions has launched an entry level IP video solution for SMBs—Axis Camera Companion (ACC). With SMBs contributing one-third of India’s GDP, Axis wants to aggressively tap the huge potential in this segment where the camera deployment is still less than 16 percent.

Ideal for retail stores, offices, hotels or small busi-nesses ACC consists of a free software client and Axis network cameras or video encoders with SD card support, the solution is designed for systems from 1 to 16 cameras. While network video is increasingly replacing analog technology in larger installations, small video systems still rely heavily on analog cameras and DVRs.

“SME space is a key component for IP deployment. We are trying to enter this low segment market with our IP solution, which we had hitherto neglected. India has the largest SMB base in the world, so we are thrilled to offer a solution that addresses the needs of the segment,” said Sudhindra Holla, Country Manager, Axis Communications India. “We are looking at a 30%+ growth in the next five years,” he added.

Holla further informed that till now its focus was on enterprise segment but from now on SMBs will also constitute a major focus area for them. Axis’s 30% market is digital and 70% is analogue which it hopes will be 50:50 by 2015. Axis is also helping customers with analogue to move to encoders.

Holla further said, “According to a report there will be an explosive deployment in the moni-toring solution with verticals such as government, BFSI, banking, manufacturing etc deploying big time. It is estimated that by 2015 the network video market will reach $205.6 million.”


20

SNIPPETS


Advts.indd 13 19/04/12 11:34 PM

Targus Unveils Busi-ness Cases for iPadTargus has launched a range of business cases exclusively designed for the new iPad. The Targus business case collection, be it business folio pro-tective case and stand, or Versavu 360° rotating protective case and stand, are geared specifically for business users.

Targus said that whether it is making business presentation on-the-go or drafting emails or reading your books, the business cases from Targus ensure that one can use the new iPad conveniently and comfortably, while ensuring the safety.

AVerMedia Brings HD Video Capture CardAVerMedia Technologies has launched game broadcaster HD, a 1080p HD video capture card designed for hardcore console and PC gamers.

The Game Broadcaster HD adopts PCI-Express interface to guarantee that the full HD content can be preserved precisely and smoothly. The on-board HDMI and VGA inputs and enclosed component to VGA cable increase the flexibility of capturing gameplay.

Besides, the Game Broadcaster HD supports a wide range of graphics card resolutions. This makes it the best choice of gameplay capture tool for Xbox 360, Playstation 3 and even PC gamers. Even better, it can also act as a broadcaster to stream your live gameplay onto the Internet.

Gigabyte Intro-duces B75 Series MotherboardsGigabyte has launched Gigabyte B75 series motherboards, designed to offer small business users a simple, easy way to manage office IT infrastructure using the new and exclusive Intel Small Business Advantage software suite. “The Gigabyte B75 series represents an exciting step up in Gigabyte’s commitment to Intel’s busi-ness platforms, and we are investing significant company resources to promote broad adoption amongst our global customer base,” commented Henry Kao, VP (Motherboard Business Unit), Gigabyte. “We plan to go to market on launch day with no less than four models that will be an inte-gral part of our product portfolio as we believe the features offer an opportunity for our system integrator and retailer partners to differentiate their products and services with the elegant and easy-to-use Intel Small Business Advantage IT management system,” he added.

Rashi Launches Sandisk’s Cruzer USB Flash DriveIT distribution company Rashi Peripherals has added SanDisk’s Cruzer USB flash drive in its product portfolio targeted at business users and consumers inside the home. Rashi said that it is committed to offering consumers the convenient portable storage of the Cruzer series and making it more accessible to the mass market. The Cruzer USB flash drive is built to last and available in 2GB – 64GB capacities with three more color choices available in the 8GB model.

“Offering our Cruzer USB flash drives through Rashi will help us provide convenient portable storage to consumers across India. Our popular product line is available in four different colors to suit each individual’s unique taste, and the convenient top slider form factor offers consumers greater simplicity and ease of use,” said Manisha Sood, Country Manager and Director (India and SAARC), SanDisk.

Panduit Gets Aggressive on Channel MarketPanduit India is getting aggressive in India. Just one month back , the company opened a Customer Briefing Center (CBC) in Bangalore where 100 plus professionals from partners and end user companies attended and heard, Tom Donovan’s (President of Panduit ) talking about why they should investing in Panduit to grow faster. Now, the news is that Panduit completed five city (Mumbai, Delhi , Bangalore, Chennai & Hyderabad) road shows touching about 500+channel partners, where the company talked about the enterprise product offerings. Part of its intensive channel developments programs to strengthen their enterprise solutions, the company’s objective is to drive “collaboration to drive business transformation”. Further, Robert Dennelly, Director, Enterprise Solutions, Panduit Corp was present on the road shows and talked about technological superiority of its products.

Odyssey Launches New Portable Music PlayerOdyssey has launched Odyssey CARnival Mini Music Car, a music player with built-in speakers. Odys-sey CARnival is a compact digital music player that pairs easily with MP3, MP4, mobile phone and PC to give ultimate and pure experience of music on-demand.

Odyssey Mini Music Car allows to access songs on FM too. This device comes with multi-function keys: volume control, music selection mode that are easily accessible. It also comes with a USB port that allows downloading music to SD card. This device boasts of good quality recharge-able lithium battery and has an attractive LED display.

Bhavesh Mehta, Business Director, Compuage, said, “Odyssey strongly believes in coming up with innovative devices. This device is fashionable and will provide the user a change with its eye-catching and sleek design in comparison to the typical MP3 players in the market.”

ECS UNVEILS GOLDEN MOTHERBOARDPromising power, reliability and class for the first time for its Indian customers, Taiwan based Elitegroup Computer Systems (ECS) introduced its ‘The Golden Limited Edi-tion Z77H2-AX and Z77H2-A2X’ motherboards.

The ECS Z77 Black Extreme Series - Golden Limited Edition features triple-thickness gold plated connectors.

Key features include ATI Cross FireX and NVIDIA SLI graphics support with next generation PCI Express 3.0 to achieve the ultimate in 3D gaming performance and visual quality, Qool Tech IV visible temperature technology to protect your valuable PC components, and support for the fastest 3rd generation Intel Core processors.


22

SNIPPETS


TS-EC1679U-RPTurboNAS

Fast, Robust, Immense

India Distributors

TS-879 ProTS-EC879U-RP/ TS-879U-RPTS-EC1279U-RP / TS-1279U-RP

QNAP offers a series of Intel-based NAS servers

ranging from 2 to 12 bays

QNAP offers a series of Intel-based NAS servers

ranging from 2 to 16 bays

The full TS-x79 series

TS-EC1679U-RP / TS-1679U-RP

Arco Engineering +91-98109-08338 [email protected]

Chennai Region: Amith Kumar+91-95000-33981 / [email protected]

Bangalore Region: Surya Rao+91-98440-36310 / [email protected]

Abhishek Jain+91-98198-43980 [email protected]

QNAP may make changes to specification and product descriptions at anytime, without notice. Copyright © 2012 QNAP Systems, Inc All rights reserved.

® QNA P is a registered trademark of QNAP Systems, Inc. All other brands, product names, and trademarks are the property of their respective owners.

TS-1079 Pro

http://goo.gl/3HQ1C

Full-scale unified storage solution for high-end SMB

10GbE ready, reaching over 2,000 MB/s and 200,000 IOPS

IP-SAN (iSCSI) and NAS combo solution

Supports up to 8 x GbE ports or 4 x GbE ports with 4 x 10GbE ports

DDR3 RAM, SATA 6Gb/s, USB 3.0

Maximum 64TB

raw capacity

C

M

Y

CM

MY

CY

CMY

K

IN_May_01-SME_TS-EC1679U-RP_22(W)x31(H)cm.pdf 1 2012/5/14 下午 02:03:06

Advts.indd 5 19/05/12 11:58 PM

HP Expands Virtual Application NetworksHP has unveiled HP Virtual Application Networks solutions that sim-plify mobile device access, automate secure site-to-site connectivity and improves rich media application performance across the HP FlexNetwork architecture.

The new HP Dynamic Virtual Private Network (DVPN) enables the automation of secure network connectivity to any location. The company also introduced a high-performing HP 10500 campus core switch that deliv-ers industry-leading throughput for rich media applications.

Legacy network infrastructures typically lack the flexibility, scalability and automation to support the growing number of employee-owned devices connected across wired and wireless networks.

Transcend Unveils mSATA SSDTranscend has launched its advanced MSA720 SATA III 6Gb/s mSATA solid state drive (SSD). The new MSA720 packs all the benefits of SATA III 6Gb/s performance and SSD reliability into an ultra-small design, to offer the ideal solution for space-restricted embedded systems that use the mini-PCIe (mSATA) interface.

Supporting the next-generation SATA III 6Gb/s standard and built around a powerful SandForce SF2281 controller, the MSA720 delivers blazing fast sequential transfer speeds up to 560MB/s read and 530MB/s write, and impressive 4K random file writes up to 91,000 IOPS.

To prevent unauthorized access to data, the MSA720 features hardware-based 256-bit Advanced Encryption Standard (AES) protection that automatically encrypts all data written to the SSD in real time, with no reduction in performance.

Canon Expands Office Imaging SolutionsCanon India has launched a new range of imag-eRUNNER 1700 series and Document Scanners to further strengthen its market share in India.

As per Dr. Alok Bharadwaj, Senior VP, Canon India India Inc. prints about 15 crores documents annually and is expected to grow at the rate of 15% YoY. The government and SME sector are the key growth drivers for this segment. The A4 Copier based MFDs is ideally suited to meet all the requirements of the Indian SMEs and govern-ment segment.

The newly launched imageRUNNER 1700 series which includes imageRUNNER 1730,1730i, 1740i and 1750i models offers high speed A4 black and white printing, scanning and copying to address the mid and high-end desktop A4 printing requirements where A3 MFD has space constraints. This series comes with four variants with speed ranging for 30ppm to 50ppm. It also comes with inbuilt universal send feature. The imageRUNNER 1700 series produces first copies in approximately five seconds or less.

Epson has agreed to a further three-year contract with Manchester United, as the club’s official office equip-ment supplier.

The sponsorship renewal runs through to the end of season 2014/15, and Epson will continue to benefit from stadium advertising rights and hospitality while supplying Manchester United with core office and front-of-house printing and imaging equipment.

Epson General Manager of Global Communications, Ian Cameron commented, “We are delighted to have concluded this new agreement. This is an exciting partnership and we see it as an opportunity to strengthen connections with our customers around the world, particularly in emerging markets.”

Epson Renews Deal with

Manchester United

INTEL LAUNCHES IVY BRIDGE PROCESSORSFinally, Intel Corporation has introduced the quad-core 3rd generation Intel Core processor family, delivering dramatic visual and performance computing gains for gamers, media enthusiasts and mainstream users alike. Available now in powerful, high-end desktop, laptop and sleek all-in-one (AIO) designs, the new processors are the first chips in the world with Intel’s 22-nanometer (nm) 3-D tri-Gate transistor technology.

The combination of Intel’s cutting-edge 3-D tri-gate transistor technology and architectural enhancements help make possible up to double the 3-D graphics and HD media processing performance compared with Intel’s previous generation of chips. As a result of the stunning, built-in visual performance, all the things people love to do on their PCs from creating and editing videos and photos, surfing the Web, watching HD movies or playing mainstream games are quicker, crisper and more life-like. With as much as 10 percent microprocessor performance improvements and new technologies to speed the flow of data to and from the chips.“The 3rd Gen Intel Core processors were created from the ground up to generate exciting new experi-ences,” said Kirk Skaugen, Intel VP and GM of the PC Client Group. “Our engineers have exceeded our expectations by doubling the performance of media and graphics versus the best processors we’ve built until today, which means incredible new visual experiences are here for new all-in-one PCs and upcoming Ultrabook devices.”


24

SNIPPETS


Advts.indd 2 19/05/12 11:58 PM

HYDERABAD CAN MANU-FACTURER GROWS WITH TALLY.ERP 9

Gaganpahad, Hyderabad based International Cans has been into manufacturing of Cans for over two decades. It is a

Rs. 10 crore company with man power around 70.

The company manufactures a variety of plain and printed Cans and components for clients like Hindustan Unilever, Bri-tannia Industries, Reliance, Cafe Coffee Day, International Flavours & Fragrances etc., to national and regional customers like Adani Wilmar, Agrotech Foods, Faruk Anvar, Heritage Foods, Dodla Dairy, etc. They specialise in speciality/irregular shaped locked cans like round, rectan-gular, square etc. and 15/5 litre welded cans for edible oil/ghee. The Company is equipped with in-house press shop and tool room facilities in order to minimize gestation periods on new projects and respond quickly to customer demands.

Mr. Anand Kakani, Director, Interna-tional Cans, says, “We aim at positioning ourselves as a world-class producer of quality cans. In line with our efforts and the best printing facilities, we have been awarded with the “Award for Excellence - Domestic Best Can - Graphics/Printing” by the Tinplate Promotion Council, the apex body of the Tinplate industry.”

The company has continually trans-formed itself by consistent technological upgradation and capacity expansion. Along with this, the company has also implemented ICT to automate various processes from 90s. Today, the company has a set of four networked computers, and their accounts and tax calculation are automated using Tally.ERP 9.

In the past, the company had used TCS software for accounting but it became too old; and little before 2003, International Cans shifted to TallySoftware. Interna-tional Cans now uses Tally.ERP 9 purely for accounts purpose as it supports all

statutory models. Mr. Anand says, “I am happy with the improvements coming in from Tally for the last one year. It gives us ease of usage and I find it to be an inte-grated platform. Plus, Tally being a simple interfaced program, rigorous training is not required, and specific queries are clarified over email/phone calls.”

As per him, synchronizing and migrat-ing the data to Tally platform was very smooth. It is dependable and simple. Before going for Tally, the company had evaluated some other software including Focus;Focus is concurrently used for consignment accountancy but not for accounting.

Mr. Anand maintains, “When the Excise modules in Tally were launched they were not so great, but now these are fairly refined.”

Now, the company has asked for customization in invoicing. As per Mr. Anand, they were using different software for the invoicing but now with the help of Vikram, the MTP, they have implemented Tally invoicing that is ideal for the Can industry.

Mr. Vikramaditya Reddy Yalala, Man-aging Director, ebizTechnix.com Pvt. Ltd. and MTP of Tally, says, “Mr. Anand has good knowledge of Tally and he uses most of the default features. But invoic-ing of Tin and Can industry is typical. He wanted single software to take care of this, which Tally is able to do now. I understand that they are very good learn-ers. Initially when we implemented Tally 9, we imparted them some basic training and they carried on with that”.

CONTACTTally Solutions Pvt.

Ltd.

AMR Tech Park II,

No. 23 & 24,

Hongasandra,

Hosur Main Road,

Bangalore – 560 068.

India.Tel +91 80

66282559; Fax +91

80 30228775; www.

tallysolutions.com

ANAND KAKANIDIRECTOR, INTERNA-TIONAL CANS PVT. LTD.

“I am happy about the improve-ments coming in from Tally for the

last one year.”

BENEFITSl Simplel Ease learning and usage l Refined Excise modules l IIntuitive

improvementsl Smooth Synchroni-zation and Migrationl Supporting Statu-

tory modules

CASE STUDY TALLY


26

Case Study-Tally-Intl Cans.indd 26 20/05/12 8:49 AM

OUR HEART BEATS FOR

TALLY

Tally will play a bigger role in the economic growth of India

Born and brought up in Hyderabad, the journey of Mr. Vikramaditya Reddy Yalala in life would have been different had he not come across

Tally. A master degree holder in computer sci-ence, Vikram as he is known to his peer group, was working with EBIZ as a programmer and designer. This company used to run an online shopping site with the name GiftSansar.com since the year 2000 and was also in the business of web development. But, unfortunately, during 2003, the management of the company decided to close down the operation. As if it was in his destiny, Mr. Vikram and his friend – Mr. Mahidhar Reddy –took over the business with an investment of Rs.6 lakh. Of course now the company has touched revenue of almost Rs.2 crore with head count of 18 people, and covers the entire Andhra Pradesh.

Mr. Vikram says, “From the beginning I was thinking of doing something independently on my own and working with EBIZ was my very first job. So when I saw the opportunity at the early stage of my career I could not resist my tempta-tion. I realized that I would do much better job in this company compared to the old management.”

He continued the website – GiftSansar.com till 2008 when he diversified into other services and finally, settled down with Tally business. Over a period of time, Mr. Reddy moved on with soft-ware, hardware and services business in US, and left the whole business to Mr. Vikram.

During 2005, EBIZ had diversified into IT business when the company was exposed to Tally products and soon the company realized that

there was a big business potential in the market as far as Tally was concerned.

Mr. Vikram says, “We could sense the cap-tion of Tally ‘Power of Simplicity’ in the market and immediately we started the Tally Business. We strongly believe in Tally’s motto, ‘Whoever touches Tally should be happier’ & ‘Whoever touches EBIZ should also be happier’.”

He adds, “When we compare it with other products, we find selling Tally is easy because the software is user-friendly.This is the reason why Tally’s share in our turnover increased from 1% in 2005 to 100% .”

Becoming Tally sales partner in Year 2005 and direct channel partner (now MTP) in June 2006 was a breakthrough for the company. Not only this, the company has earned allegiance of 165 Tally partners and approximately 6,000 customers.

Today, because of Tally not only EBIZ has cre-ated a reputation in the entire Andhra Pradesh market but Mr. Vikram also feels special among his peer group, family, market, society etc. Of course, it is just the beginning; but he has many things to achieve. During his Tally business of last seven years, Mr. Vikram has earned a number of large government and corporate customers which have given him utmost satisfaction.

Today, EBIZ is one of the nine MTPs in Andhra Pradesh. The company’s forte is service oriented approach. Mr. Vikram maintains, “We call the customers directly and ensure that they get the required product and service. We collect knowl-edge about a customer’s buying behavior before-

hand during the initial meetings and suggest them the right product.”

EBIZ team, which is evenly poised on the shoulders of Somashekar S and Raghavendra R, is really committed to the customers. While Somashekar S plays a key role in business with strong product knowledge, Raghavendra R is a master in handling partner network.

Mr. Vikram completely owes his allegiance to Tally. Like most of the Tally partners he reiterates, “Firstly, Thanks to PapaJi (Sh. S S Goenka) and BharatJi (Mr. Bharat Goenka) for bringing such a wonderful product into the Indian market as well as to the other parts of the world. I feel Tally’s CRM is a powerful tool and a gift from Tally to service partners. We utilize Tally webinars to the maximum to upgrade the knowledge bank.”

Finally…With Series B of Tally ERP getting launched between December2012- January 2013, Mr. Vikram is con-fident of making his turnover just double of the present number. However, he will keep investing on solutions built around Tally.

VIKRAMADITYA REDDY YALALA, MANAGING DIRECTOR, EBIZTECHNIX.COM AND MTP OF TALLY

“THANKS TO PAPAJI (SH. S S GOENKA) AND BHARATJI (MR. BHARAT GOENKA) FOR BRINGING SUCH A WONDERFUL

PRODUCT INTO THE INDIAN MARKET AS WELL AS TO THE OTHER PARTS OF THE WORLD.”


27

PARTNER CORNER

partner_corner_ebizTechnix-Tally.indd 27 20/05/12 8:50 AM

Please comment on technology adoption among SMBs?

There has been a clear change in the mindset of small businesses who now view IT investment as a strategic decision enabling them to fulfill their business needs. Moreover, they are looking at adopting technologies that will help them scale their business and give them a competitive edge, especially in a global arena.

While a significant number of SMEs are still at a basic technology adoption level, others are fast moving to more mature levels and new age tech-nologies like collaboration — especially video, data centre and virtualization, cloud and cloud based services are fast becoming preferred invest-ment options among SMBs.

Elaborate on some partner pro-grams to further accelerate SMB

business.Small and mid-market is a key focus area for Cisco and over the past few quarters we have introduced several engagement and enablement programs to strengthen our position. Cisco is conducting the fifth edition of its bi-annual road show called ‘Advantage Now!’ which is aimed at enabling partners to better serve SMB customers across the country. The program will help partners in Tier 2 and 3 cities to build a more profitable small busi-ness practice.

To ensure that partners were able to tap into

the market opportunities for the cloud, Cisco launched the ambitious Cloud Partner Program in July 2011 for partners.

In addition, Cisco has also introduced several unique incentive programs to motivate partners, especially in upcountry markets. We recently concluded the ‘Race to Rio’ program, where 35 of Cisco’s top selling partners were taken to Rio de Janeiro for the Carnival. We also kick started a new partner promotion program ‘Spanish Con-quest’ recently. Previously, we have had similar exciting programs like F1 Overdrive, Grand Slam, etc., where over 2,100 and 1,200 partners partici-pated respectively.

What are your investments on partner-led models?

We strongly believe in India’s growth story and strengthening our market position in such high-growth markets is an integral part of global strat-egy to achieve the targeted growth. Partner-led model is a scalable go-to-market model, which is designed to address the growing small business and mid-market segments in India. Cisco has increased investments to accelerate the Partner Led model in India by 300% and introduced several new channel engagement and enablement programs to help its partners fuel sales to mid-market and SMB customers.

Elaborate on the progress of

partner-Led model. Over the past few quarters, we have experienced remarkable growth in the Partner Led segment. Today, this segment is a major contributor to Cis-co’s revenue in the country with significant head-room for market development and expansion, particularly in tier II and upcountry markets.

Given the diversity and fragmented market in India, it becomes very difficult for any enterprise to reach out to the core audience to understand their needs and requirements. Our networks of partners give us an intimate understanding of regional sentiments/attitudes when catering to mid-small tier markets. To further cement our position as the market leader and to enhance our presence in the country, Cisco has been focusing on expanding and strengthening its base across the top 14 non-metro cities through focused market development programs. In addition to this, Cisco is also working with partners to develop joint business plans and allocating funds and resources to tap the market.

What is your market strategy for this year?

Our priority is to increase geographical reach, build partner capability and drive business for products, solutions and services specifically for the India market. With the right mix of solutions and strategy, we are focused on opportunities to grow the business for our partners and will make

“ADVANTAGE NOW! TO ENABLE

PARTNERS”

RAJESH SHETTY VP, CISCO INDIA AND

SAARC

To accelerate the partner led model in India, Cisco has increased its investment by 300% and introduced several channel engagement and enablement programs. SME Channels spoke to

Rajesh Shetty, VP, Cisco India and SAARC, to know more about their strategy.


28

SME CHAT CISCO

Chat-Rajesh Shetty of Cisco.indd 28 20/05/12 8:50 AM

the investments needed to accelerate growth.

Briefly discuss about the term “pay by the drink”/Cloud model for SMBs?

There is a difference in how a business funds for its technology. If it’s an SMB, the cost typically comes out of their pocket, whereas, in case of an enterprise, the cost comes out of their budgets. Since the SMBs are very price sensitive, the pay by drink model becomes a preferred model as they get charged on the basis of their consumption of a Cloud service (usually delivered through cloud).

Cloud services can be classified into three broad categories: Infrastruc-ture as a Service (IaaS), for example storage and security, 2) Platform as a Service (PaaS), like developer environments and compute on demand and 3) Software as a Service (SaaS), for example collaboration, customer rela-tionship management (CRM), and desktop productivity.

The pay as you go model helps the customers keep a tighter lid on the cost of doing business and their expenditure on a service. This consequently enables them to lower costs and be more efficient with their technology use. In addition to this, small and medium-sized businesses have less-complex IT needs, fewer legacy applications, and less IT support than larger enter-prises making it easier for them to transition to cloud services. SME

“OUR PRIORITY IS TO INCREASEGEOGRAPHICAL REACH, BUILD

PARTNER CAPABILITY ANDDRIVE BUSINESS FOR PRODUCTS,

SOLUTIONS AND SERVICESSPECIFICALLY FOR THE INDIA

MARKET.”

SME CHATCISCO

29SME CHANNELSMAY 2012

North: Delhi-Synapse – 09810075093, Sparknet- 09810035968, Gurgaon/Faridabad-Silicon Valley-9871699599, GT Belt-R.N. Enterprises – 9650333858, Rohtak & Hisar Belt-KMG Pheripherals-09215634064, Rewari-Jain Computers-9812037271, Jaipur- Master Creation - 9782603014, Chandigarh/Himachal/J&K- OST Electronics- 9872098581, Ludhiana- Stunning Technologies- 9888019024, Jallandhar- Datamax Computer-9357217857, Agra- Anand Computers- 9927641555, Western UP- Commercial Computer Centre(ASRG)-9810157290, Kansal Computer- 9560900476, Dehradun- Computer Trade & Technologies- 9837025333. West: Mumbai - Bios Technologies – 09821112989/022-22092727, Keshav Computers Pvt. Ltd.- 9820028341, Pune PCMC- Technospace – 09326955295/9370291268, Pune-Zoom computers – 09850035796, Nagpur – Uttam Traders – 09373058153, Aurangabad- Tukai Computers- 09595650839, Saurashtra & Kutch – Version Computer -09327113245, Baroda – Perfect Solutions – 09824331554, Surat – Anurag InfoTech – 09824152555, Ahmedabad & Baroda- Technofirm- 09825022800. South: Bangalore-Ashram Computer-9845002044, Karnataka-Ambaji Computech- 9844202216, Hyderabad- Prachi IT Solutions-9912003656, Chennai- ASP Computers Pvt.. Ltd.- 9884056547. East: Ranchi- Power Tech- 9386819191, West Bengal- MS Computech- 9830274755, Orissa- Targous Technology- 9437100262.

Chat-Rajesh Shetty of Cisco.indd 29 20/05/12 8:50 AM

The networking equipment market has been script-ing a growth story for some time now, showing a robust growth with a

high demand for passive equipments like Structured Cabling Solutions (SCS). With our insatiable appetite for bandwidth ,structured cabling is rapidly advancing to meet the ever increasing user demands for higher bandwidth applications.

Structured cabling is a vital compo-nent of any office infrastructure. This is essential for companies of all sizes, across sectors and industries. In India, a

large amount of structured cabling goes into enterprise infrastructure, which is required for creating enterprise networks, telecom networks and data centers.

With overall industrial growth and the technological and digital progression, there is a lot of foreseeable growth in this market. Rising enterprise requirements of bandwidth and computing network infrastructures are ramping up every day. Especially in India, construction and greenfield project are playing a vital role in the overall growth as well as market dynamics.

Project demands in India are great and

project schedules are tighter, with more centralized control in the Indian market for large data center projects and large corporate accounts. According to IDC, the structured cabling market is likely to show a CAGR growth of 20.5 percent until 2013; this would encompass both the copper and fiber solutions of cabling.

“Structured Cabling is a fundamental long term investment and one that is very crucial too in order to ensure upgrad-ability and growth. Enterprises – small and big – have started understanding the importance of structured cabling investments and so the customer focus

Copper still commands a dominant share of the SCS market, and

fiber still has a lot of catching up do. But fiber offers immense poten-

tial and is becoming a preferred choice for certain segments like data

centers. According to IDC, the structured cabling market is likely to

show a CAGR of 20.5 percent until 2013; this would encompass both

the copper and fiber solutions of cabling.

BY KARMA [email protected]

GROWTHTRAJECTORY

MARKET ON A STRUCTURED CABLING


30

COVER STORY STRUCTURED CABLING

Cover_Story.indd 30 20/05/12 8:51 AM

THE TOTAL INDIA SCS MARKET, WHICH

INCLUDES FIBER CABLE AND COMPONENTS

AND COPPER CABLES AND COMPONENTS,

COPPER CABLE CONTRIBUTES ALMOST

32% AND COPPER CONNECTIVITY APPROX

18-20%. FIBER OPTIC CABLES CONTRIBUTE

ALMOST 8% AND FIBER CONNECTIVITY PRODUCTS APPROX

14-16%.

GROWTHTRAJECTORY


31

COVER STORYSTRUCTURED CABLING


is moving to the reliability of infrastructure from sheer cost factor,” said Asheesh Pandia,Global Brand Manager Expert.

The total India SCS market, which includes fiber cable and components and copper cables and components, copper cable contributes almost 32% and copper connectivity approx 18-20%. Fiber optic cables contribute almost 8% and fiber con-nectivity products approx 14-16%.

In the enterprise segment, copper still prevails in majority. However, in the last few years fiber optic cabling has also made inroads in the enterprise.

Giving a low down on the segmentation of the Indian structured cabling market Subhashini Ramakrishnan, Chief Technology Manager, Dax Networks, informed, “The Indian structured cabling market may be segmented as 65 percent copper, 30 percent fiber, and 5 percent intelligent solutions.”

Chintak Dalal, Country Manager, Nexans India, said, “The structured cabling market in India is growing steadily with a growth rate of 20% year on year. S&P has downgraded ratings for a few European countries. However, as commercial real estate is growing in India with developers having their inventory in place, we have to see how these adverse factors will impact our local market.”

Market TrendData centers, BFSI, education, IT/ITeS, manufac-turing and government are driving the sales in the SCS market.

According to KK Shetty, Director, TE Enterprise and Telecom Networks (India and SAARC), “Gov-ernment will be the next biggest user followed by banking and finance and then the reseller market.” He believes that government sector has huge potential especially once they implement UID scheme. Once UID cards are issued to 1 billion subscribers, he sees an all around development of data center. This will make it easier for the govern-ment to get into e-governance model.

Shetty further observed, “Among the emerging markets in vertical segment manufacturing and

datacenter holds promising future. Manufacturing growth will happen once the GST is implemented. Datacenter is growing in a big way almost 20% YoY growth is on data centers.”

The data center market, which comprises 17 percent of the total growth of structured cabling, would alone add approximately 1,373 crore rupees or 46 percent of the overall structured cabling market by 2013, as per IDC.

“In the data centers, we see a strong demand in high-bandwidth solutions, especially solutions that accommodate migration paths to 40G and 100G speeds both in copper for server to switch

connections and fiber for switch to switch links,” said Dalal.

Speed and bandwidth along with high density solutions continue to be the key demands of the industry. The continued demand for bandwidth has led to increased opportunities for fiber and the development of pre-terminated fiber solutions. Demand for quality cabling and capabilities in India are high.

Horizontal cabling Cat 6 has been ruling the market for the last few years. In the data center space 10G ie shielded cabling system is domi-nant and fiber in data center space. As far as the horizontal cabling and the backbone cabling in campus is concerned backbone is pre dominantly fiber and horizontal cabling is still copper.

Another area of growth is fiber to the home (FTTH), which is hailed as the next big thing in the industry. Globally it has picked up and India is picking up in a big way.

The uptake and interest in intelligent solutions has also increased with many companies looking to consolidate and streamline their infrastructure requirements and gain a greater efficiency and control of their assets. Advanced systems also pro-vide an exceptional level of security which has also become a key factor in cabling systems. Market demands advanced intelligent network manage-ment solutions to remotely manage locations.

Deepak Jagtiani, Director (Regional Sales—India-Asean), Molex, said, “Breach of data security is a major concern at all times. In fact, it is increas-ing. Hence industry seeks secure, reliable and advanced intelligent solutions.”

Nexans sees a consistent growth in adoption of IP convergence in the office segment. That means technology such as access control, security and building automation systems are being run on IP and connected through structured cabling. This adds extra complexity to the network to be managed by IT departments. Tools such as intel-ligent Infrastructure management are increasingly being used. Another reason is the growing inter-est in powering these devices through structured cabling.

The convergence of communication devices with security and building management system (BMS) devices, heat dissipation on cables is another key factor to consider, where the usage of POE and high grade cable is required. The fact is the medium between two points of communica-tion, wired (copper or fiber) or wireless is gener-ally ready to take high speed applications with topologies and protocols developed by respective consortiums. Data cables are part of infrastructure and should be installed for a lifetime support.

“Copper is ready with Cat6A, Cat7A to sup-port 10G and beyond over 100 meters. Deploying

“THE INDIAN STRUC-TURED CABLING MARKET MAY BE SEGMENTED AS 65 PERCENT COPPER, 30 PERCENT FIBER, AND 5 PERCENT INTELLIGENT SOLUTIONS.” SUBHASHINI RAMAKRISHNAN, CHIEF TECHNOLOGY MANAGER, DAX NETWORKS

“THE REASON FOR THE SLOW DEPLOYMENT OF FTTH IS THE HIGH COST.” GB RAVICHANDRA, DIRECTOR SALES (LIFESPACE, NETWORK CON-NECTIVITY), SCHNEIDER ELECTRIC


32



“ALONG WITH LONDON METAL EXCHANGE (LME), AND THE WEAKER RUPEE AS COMPARED TO SIX MONTHS BACK, ARE THE CONCERN AREAS FOR US.” CHINTAK DALAL, COUNTRY MAN-AGER, NEXANS INDIA

Cat6A and high grade cables helps reduce power consumption but specific study on quantum has not arrived due to varied power needs of end devices,” Dalal said.

“We have seen an inclination towards cabling solutions that are easier and quicker to install. This will drive growth of pre-terminated cabling solutions. Designed as per the requirements of the customer, these solutions are shipped ready to use, plug and play. Therefore, it eliminates the time required for termination and can save valuable time,” said Shailendra Trivedi, Director (Opera-tions and Channel Development), R&M India.

Another trend is the increased emphasis on compliance to industry standards. With a growing number of installations in the industry, cabling manufacturers, the installers / integrators continue to ensure that the quality of the cabling installation is as per global standards and is tested to ensure the required grade of performance.

Last, but not the least, is the demand for more efficient, greener energy. Energy efficiency is an increasingly important aspect in the choice of cabling especially with the arrival of Energy Effi-cient Ethernet (EEE P802.3az standard), which allows for energy savings in the physical layer.

Copper vs FiberThe copper price has been fluctuating for a couple of years now. Pricing still remains sensitive due to the volatility of Copper. Fiber prices have been stable, even reduced slightly, but still Fiber has still not yet seen any preference over copper.

In local networks, copper is preferred over fiber optic cable as the total network costs are less expensive when copper is used. Another advan-tage of copper is its ability to carry low levels of power; enough to power security cameras, card readers, or other low-power devices.

Dalal added, “The cost of termination (connec-torization) of copper is considerably lower than that of Fiber; almost more than double. Then the installation time for terminating copper is half of what is required for Fiber provided that technician is highly experienced.”

Jagtiani remarked, “Each time a new standard is released we hear that Fiber will replace Copper as a platform of choice, particularly in the data center environment. With the release of the 40G/100G standard the allowable copper length is currently 7 metres. This, combined with issue of alien cross talk, implies that the implementation of copper platforms at higher performance rates is becom-ing increasingly difficult. We may see the tipping point when copper tries to reach beyond 100G.”

Copper is still a popular option compared to Fiber and still has a future especially after the rati-fication of the Cat7A standards. “Over the last few

years, there have not been serious changes and we strongly believe that copper still has a long life in cabling industry,” maintained Dalal.

Continual improvements in the technology of data transmission over copper wire virtually guarantees that copper will remain the preferred medium for office networks in the future.

However, Copper has a limitation of the dis-tance to which it can support different applications as 100m is the maximum distance of any copper channel as defined by International Standards bodies. In this regard, copper is still dominating the horizontal cabling however Fiber is mainly used in network backbone, which will support longer distances.

Schneider is of the view that while fiber cabling will continue to make inroads into the data center cabling market, copper cabling will also be used extensively in the future VoIP systems. Copper and optic fiber cables both have unique characteristics.

“They are critical components in a reliable IT system. Both the cables provide point-to-point communications as against the third medium, wireless. Both the media uses fire safe material for in-house use. Copper cables are dominant in India and fiber has a long way to go, yet optic fiber cable has an edge over copper cables,” informed GB Ravichandra, Director Sales (Lifespace, Network

Connectivity), Schneider Electric.Increasingly, fiber-optic cabling is being

deployed in data centers for achieving higher performance as well as in backbone cabling for connectivity over longer distances such as between different buildings on a campus. “Copper still continues to be used to offer connectivity within a building and to the user’s desk,” remarked Trivedi.

In the copper SCS market, Cat 6 and Cat 6A deployments account for a majority in copper cabling systems as compared to Cat 5e. Cat 6 is the dominant cabling solution deployed across the major industry verticals. Cat 6A deployments are also on the rise compared to earlier years and are seen in high end applications, large campuses and data centers.

“Cat 5e market growth is slowing globally, as the market matures for Cat 6 and Cat 6A cabling. Cat 6 UTP is the most common copper solu-tion because of its higher bandwidth. Cat 6A has become the standard among larger and medium-sized enterprises for data center deployment,” informed Tom Donovan, President, Panduit Corp.

Fiber is showing a surge in OM3 as it is a good option in data centers based on current standards. “With talk of the standards potentially moving from 40G/100G to 400Gb/1Tb in the future, this may change and OM4 may become the preferred standard,” Jagtiani replied.

FTTHFTTH (Fiber To The Home) is well accepted in western countries, but it is getting acceptance in India too, albeit slowly. Residential complexes are expected to drive the demand with more and more big builders are bringing this technology in the construction.

In data centers Fibers are considered ideal for mission critical applications such as. As the boom in data centers continue, the demand for fiber high density solutions and plug and play technology plays a vital role in these environments due to their flexible system configuration and fast, economical installation.

“In the last few years, there have been several FTTH installations across India. FTTH costs might be a bit higher than conventional solutions but this will change in the near future. FTTH is the technology that is clearly on the ascendency and looks promising in the near future,” remarked Trivedi.

An Ethernet FTTH solution has many major benefits. A direct fiber can provide virtually unlimited bandwidth, which offers the ultimate flexibility for future service deployments as band-width needs increase. Ethernet FTTH enables a service provider to guarantee bandwidth for each subscriber and to create bandwidth profiles in the


34



Advts.indd 12 20/05/12 12:02 AM

network on a per-customer basis. Each residential or business user can be provided with any amount of bidirectional bandwidth that they desire at any time.

“FTTH works best in well planned layouts. Therefore, FTTH can be deployed easily in Green-field projects where the technology is integrated into project from the very beginning. But FTTH installation in existing residences can be a chal-lenge and would be harder to integrate it seam-lessly into existing infrastructure, which makes it a

challenge,” elucidated Trivedi.There is an increase in adoption of fiber tech-

nology as an alternate choice in 10G solutions in the data center space demanding high perfor-mance. “Currently we are advising our data center customers to plan ahead for future migrations to 40/100G, and helping them design a structured cabling system that can meet bandwidth require-ments for 15 years or more without re-cabling the infrastructure,” Donovan added.

In spite of all the praises heaped on Fiber, the growth will be slow. Reasoned Ravichandra, “The pace will be slow and it will take some time when copper cable will be replaced by FTTH cables in residential areas. The reason is it works at much high speed than copper.”

Then there is the issue of price which plays a spoilsport when it comes to implementing FTTH. And the need for fiber backbone will be fueled by bandwidth hungry applications. “However, the backend services delivery like IPTV, movie on demand is not matured,” informed Ramakrishnan.

Apart from the price dampener Fiber has one more drawback, pointed Dalal, “For example, in metros Fiber does reach up to a high rise apart-ment, but thereafter it’s copper.”

On a brighter note, as more and more ‘campus’ environments evolve, such as within BSFI, educa-tion and ITES, whereby links extend beyond 100 metres, Fiber will be implemented as this is cop-pers limitation.

Fiber in Last Mile ConnectivityFiber to the x (FTTx) is a generic term for any broadband network architecture using opti-cal fiber to replace all or part of the usual metal local loop used for last mile telecommunications. While FTTH usage continues to grow, its deploy-ment in the last mile local loop is still miniscule due to high costs involved.

In the words of Jagtiani, “The need for an ‘advanced’ solution is the only way forward to suc-cessfully manage and monitor a business’s network efficiently and effectively. Hence, FTTH is still a long way from substituting copper in the last mile.”

“The reason for slow deployment is the very high cost, so in the era where people are looking for affordable houses, will not get this connectiv-ity,” remarked Ravichandra. He further com-mented that FTTH has been underplayed by the government and network operators as they have been concerned primarily with data services, but not voice and video services.

Service providers have been using optical fibers to get fiber-to-the-premises or FTTP. Within the premises however, copper cabling is still being used. “This might change in the future as fiber optics is becoming more extensively utilized,” remarked Trivedi.

Nonetheless, the industry says that new town-ships, residential complex, gated communities will be embracing FTTH technologies. Residen-tial complexes are likely to drive the demand for FTTH, with a single service provider in the com-plex looking at catering to voice, data and video requirements.

Intelligent CablingIntelligent cabling (which enables proactive net-work monitoring and fault diagnosis) may com-prise a mere five percent of the SCS market but recently, these solutions have seen some traction says R&M. And will take some time to evolve.

Intelligent cabling helps prevent problems before they occur, thus reducing time-consuming troubleshooting and potentially expensive pro-cesses. Hence IT managers are increasingly look-ing for bringing intelligence to cabling.

According to Jagtiani, “The need for an ‘advanced’ solution is the only way forward to suc-cessfully manage and monitor a business’s network efficiently and effectively.”

Intelligent passive network benefits users with controlled and effective management at passive port level with technology advancing to monitor nodes. Such technology can offer complete visibil-ity and control of your physical network. Reduce cost with capacity and asset management.

Dalal said, “We are experiencing more and more businesses in the country as organizations are turning towards Intelligent Infrastructure Management.”

Non-Metros Lead The WayApart from metros the non-metors are also show-ing major traction. The ongoing infrastructure projects in India such as commercial real estate, airports, hotels, hospitals, educational institutes

“TIER 2 AND TIER 3 CITIES ARE GROW-ING AND WE HAVE PLANNED LARGE PROJECTS IN THE NEAR FUTURE.”SHAILENDRA TRIVEDI, DIRECTOR (OPERATIONS AND CHANNEL DEVEL-OPMENT), R&M INDIA

“WIRELESS BENEFITS THE HOME ENVIRON-MENT, BUT A STRUCTURED CABLING SOLUTION IN A COMMERCIAL ENVIRON-MENT IS MORE COST EFFECTIVE, SECURE AND UPGRADEABLE.”DEEPAK JAGTIANI, DIRECTOR (REGIONAL SALES—INDIA-ASEAN), MOLEX


36



to name a few are driving the growth of the local structured cabling industry.

“Nexans is focusing on all major Tier 1 and Tier 2 cities in India. With so much ongoing develop-ment in many Tier 2 cities in India, the need for structured cabling is on the rise and hence we feel there is a huge potential for our products there,” said Dalal.

To constantly serve the Indian market with its high density solutions and advanced intelligent management solutions is Molex’s aim. It has plans to expand into ‘B’ and ‘C’ class cities. It plans to expand in Jaipur and NCR – Delhi, Noida, Gur-gaon, Faridabad and Ghaziabad.

“In southern India we are focusing on Madurai, Coimbatore and Kochi market segments. Cur-rently the market share of Molex in India is around 12 per cent, and we are looking at increasing this market share. Molex is focusing more on 10G, Data Centers and Advanced Physical Layer Man-agement Solutions portfolio,” informed Jagtiani.

For R&M Tier 2 and Tier 3 cities are an impor-tant factor for successful growth in 2012. The com-pany has added new partners in these regions who have expressed the need for high quality cabling for their installations.

“We’ve seen the emergence of Tier 2 and Tier 3 cities. These cities are also growing and have large projects being planned in the near future. There is also a very prominent channel and re-seller eco-system which demands high performance cabling systems. We’re really excited to have added some new regional distributors in Gujarat, Maharashtra, Kerela and Tamil Nadu. These resellers and their relationships in their regions will help us to tap new opportunities,” said Trivedi.

Even Panduit sees much of that structured cabling growth coming from Tier 2 and Tier 3 cities in India, which, Donovan says, is presenting a challenge to channel partners who serve these areas to keep up with demand and the pace of growth.

Future of Cat 7ADespite the advantages provided by CAT 7A like higher bandwidth up to 600 MHz and lower cost, enterprises are unwilling to invest in this the reason being that its installations involve a cum-bersome process. As per IDC report Cat 7 is not a standard as per TIA/EIA. It is only recognised by ISO. Also, there is no special application that requires Cat 7, which cannot be done on Cat 6A.

Cat 6A is picking up and Cat7A in India is limited to specific applications and requirement coming from few business segments only. Cur-rently, Cat 6A supports the highest speeds e.g. 10G on copper, and is ratified by both TIA and ISO. Cat 6A is seeing increased deployments. However,

will be necessary.

Green TechnologiesThere is no industry untouched by the ‘Green’ anthem. The need to create sustainable solutions that make a difference, and finding better ways to reduce the ecological footprint is the global hot topic. Considering the current market dynamics, industry experts believe that green technologies will drive investment in this segment.

Going by Nexans’ interpretation, ‘green cabling’ refers to cables that allow for energy savings, such as high grade copper cabling that supports Energy Efficient Ethernet (EEE) in such a way it allows for maximum energy savings and also refers to envi-ronmental monitoring.

The industry is also witnessing a huge shift in manufactures’ approach with them coming out with RoHS compliant products, popularly referred to as the lead free directive. Restriction of the use of certain hazardous substances in electric and electronic equipment (RoHS) was adopted by European Union in 2003 restricting the use of six hazardous materials in the manufacture of various types of electronic and electrical equipment.

According to Schneider Electric structured cabling is one of the product ranges to go green without compromising on performance and with-out much cost increase. “There are suppliers work-ing to provide even halogen-free components which are far safer for next-generation installa-tions. We have already got an entire range which is green or RoHS-compliant. Even our plants are ISO 15001 compliant,” said Ravichandra.

On the LAN front, it has environmental moni-toring and access control (EMAC) devices that provide intelligent management of power con-sumption and cooling services to help create more energy efficient ‘greener’ data centers.

Molex has implemented an Ecocare policy with clear objectives to run its organisation as efficiently as possible, from manufacturing materials to energy and utility use right down to packaging and recycling.

“Our biggest contribution to green computing is to prolong the equipment’s lifetime. It is very important to look for product longevity, upgrad-ability and modularity. We always offer a standard 20-year warranty for all our cabling products. Hence the customer need not change cabling once certified,” replied Ramakrishnan.

Wireless A Threat? While some fear that wireless networks will even-tually displace all physically structured cabling system networks, most vendors believe that wired and wireless network will complement each other. Wireless networks will always require a structured

for Category 7A demand to increase, new and higher ethernet speeds have to evolve on copper and the standards have to ratify the same. This may take a few years.

Though there is a section of people expecting more bandwidth like 40G in copper media with the standards like Category 7A, as a matter of fact, there is no new standard in development or even under consideration for 40/100G transmission on twisted copper cable. “Scalability, interoperability, and specifications are the key concerns related to Cat 7 and Cat 8 deployments,” said Ramakrishnan.

Schneider terms the Cat 7 adoption in India as negligible and at best an aberration. “Cat7 has witnessed adoption in some niche segments but is yet to gain momentum. This is because there is not yet enough preparedness or demand for STP cables in India. Also, most office environments do not generate that much heat that will require a Cat 7 solution, unless there is a thermal power plant within the premise,” Ravichandra informed.

However, R&M is optimistic that Cat 7A will indeed pick up pace gradually. In case of migration from 10G to 40G, such high performance cables

“GOVERNMENT WILL BE THE NEXT BIGGEST USER. AMONG THE EMERGING MARKETS IN VERTICAL SEG-MENT MANUFACTUR-ING AND DATACENTER HOLDS PROMISING FUTURE.” KK SHETTY, DIRECTOR, TE ENTER-PRISE AND TELECOM NETWORKS (INDIA AND SAARC)


37

COVER STORYSTRUCTURED CABLING


cabling infrastructure.Allaying the fear Ravichandra informed,

“Though a number of business and technology trends are creating a new set of requirements for wireless networks that can deliver increased value to the enterprises, unfortunately, the cur-rent WLAN architecture is not equipped to enable optimum benefits for enterprises. There is no functional, performance or economic advantage that wireless networks provide over physically cabled networks. That is why wireless today does not pose any potential threat to wired networks, believe many industry watchers.”

On top of that wireless is more application dependant. Wireless doesn’t have the same level of security as traditional structured cabling, it is often more expensive to install and carries greater restrictions within broadcast areas. Jagtiani affirmed, “Wireless benefits the home environ-ment, but a structured cabling solution in a com-mercial environment is more cost effective, secure and upgradeable.”

In addition to the inherent bandwidth con-straints in all wireless technologies, it is not com-pletely possible to do away with structured cabling.

“So, all the technologies will co-exist,” Ramakrish-nan opined

Challenges The fluctuation in the price of copper and the volatile exchange rate are the major challenges in the market. The volatility of copper pricing has been escalating consistently in the last few years. Keeping a steady price for copper products has become a challenge for every cabling vendor.

Dalal responded, “Along with London Metal exchange (LME), which is again above 8000, and the weaker rupee as compared to six months back, are the concern areas for us. Customers need to view data cables similar to other metals prod-ucts required in an infrastructure project. With electrical cables, for example, every quarter, the price movement is linked to base copper and is an acceptable scenario with the architect builder and contractor community.”

Moreover, with more and more players enter-ing this market, the competition has increased in terms of pricing, which has deteriorated the quality of the products as well. In addition, with the bleak global economic scenario, market has slowed down and this year it is expected to grow at a place of 5-8 %.

Liquidity, Shetty pointed out, is another chal-lenge. “The interest rates are so high, and ours is a channel model and we expect the partners to buy the products and implement them with their ser-vices. The cycle of these purchase order normally it takes 6-8 months. By that time if you have a 10-20% price fluctuation, currency fluctuation and plus interest costs the entire profits will be eaten away. So channels are to some extent under distress so it’s very important for them to have some sort of safety clause when they deal with their customer, otherwise all the profits will be eaten away.”

It might be a bit early to foretell, but a new problem might crop up in the near future–vacuum in terms of skilled people. Shetty elucidated,

“FTTH is picking up and so is enterprise struc-tured cabling market. When we train our people in structured cabling market they also gets lots of opportunities in implementing FTTH. Hence there will be a lot shift of people from one side to another, leaving a vacuum in terms of skilled people. It will become a challenge in the coming years because lots of implementation and projects will happen, but there will be few people available in terms of implementation.”

Some in the industry opine that all these chal-lenges have led to the tightening of the purse strings.

“The tough times the US and the European economies are going through, foreign investments are not flowing in and even outsourcing are being protected. “It’s a big challenge for the IT companies to have a 25-30% growth. They need to focus on value creation there. Unless and until that hap-pens they will not be able to get huge orders and if there are no orders there will be no investment. So everybody is trying to utilize their existing space today and hence do not get to use too much of budget on capex,” Shetty said categorically.

However, R&M argued that structured cabling has formed a steady 7-10% of the IT infrastructure budget. There doesn’t seem to have been any sig-nificant decline since it is a quintessential part of IT infrastructure for companies of all size, across industries.

FinallyNo doubt, India is a growing market with a solid economy, and the future of structure cabling is also very strong. In the year 2012 structured cabling market in India is on a growth trajec-tory but at slower pace. While Copper still has a long inning to play, with newer technology in Fiber coming in we will see more and more use of fiber for various projects, all because it can travel to a very long distance and it is much faster technology.

“CAT 6A HAS BECOME THE STANDARD AMONG LARGER AND MEDIUM-SIZED ENTERPRISES FOR DATA CENTER DEPLOYMENT.” TOM DONOVAN, PRESIDENT, PANDUIT CORP.

“STRUCTURED CABLING IS A FUN-DAMENTAL LONG TERM INVESTMENT AND ONE THAT IS VERY CRUCIAL TOO IN ORDER TO ENSURE UPGRADABILITY AND GROWTH.” ASHEESH PANDIA, GLOBAL BRAND MANAGER EXPERT


38



SELF-CONFIDENCE HELPS TO GAIN

VICTORY

S.NAUTIYAL, MD OF SPARK TECHNOLO-

GIES LTD.

Being a non-resident of Delhi, S.Nautiyal, MD of Spark Technologies Ltd., faced multiple challenges at the initial stage but once he got into govt. businesses there was no

looking back.

Revolution of IT industry has transformed the entire world into a ‘global village’. It has influenced many enterprising minds to real-ize their dreams and S Nautiyal,

MD of Spark Technologies Ltd., is one of those Indian IT entrepreneurs who have weathered all the initial difficulties and emerged successful.

Being a non-resident of Delhi posed certain difficulties for him. When he started Spark Technologies Ltd. (as an IT infrastructure and SI company) in 1993, he did not have proper base. But his ability and acumen overcame all the initial hiccups and turned the company in to a leading IT company in Delhi and NCR region. It clocked a turnover of Rs.115 crores during FY 2011-12.

A graduate in electronics and communica-tion, Nautiyal has also been awarded Corporate Life Membership by The Institution of Engineer’s India - a premier autonomous body of Govt. of India. He has also done GAMP from ISB, Hyder-abad and Kelloge management school, Evanston, Chicago.

Seventeen years of experience in diversified fields, has helped him drive his business in the right direction. During his career, he has acquired skillsets around ICT service delivery, organization building, talent management, implementation of large scale projects with stiff timelines, estab-lishing processes, building MIS driven systems, government and corporate relations, vendor management, customer service and ISO qual-ity standards, etc. This has helped him become a strong individual and a successful business man.

Spark Technologies at the initial stage had a very

hard time as there were many well - established players in the market. But soon Spark adopted a new strategy which was different from the com-petitors. During 2001, the company started its business around PCs and networking products. Nautiyal observed that most of his friends started selling products through the channels and corpo-rate dealers, whereas he started doing businesses with government sector. Naturally, as there was less competition at that time he got ample oppor-tunity to grow.

The strength of Spark is to leverage strong technology partnerships with companies like Cisco Systems, Barracuda Networks, Check Point, Trend Micro, McAfee, Tyco Electronics, Belden, ADC Krone, Emerson Network Power, Cyberoam, Fortinet, SonikWALL, EMC, Juniper, RAD Data Communication, HP, IBM and Dell to provide hardware, software and middleware at better price point. The company has always been committed towards customers’ requirement maintained Nautiyal.

But the company is still in the process of inno-vating itself to take the business to the next level. Spark has developed capabilities to manage infra-structure and operations for its customer’s effi-ciency. The company also offers critical support with expert consultation. Its managed services are basically to help customers with complete IT infrastructure management solutions in order to maintain their business properly. Spark’s support service enables customers to manage network ser-vices which are necessary to maintain high quality network performance. Since the priority of Spark is to fulfill customers’ requirements, they provide

end-to-end solutions and services which help cus-tomers to grow their business.

Since the customer base has grown for Spark, it has expanded physically to various locations in north India. Today, it has it has offices in Okhla, Nehru Place, Gurgaon and Noida in Delhi and NCR region. Besides, the company also has presence in places Dehradun, Jaipur, Chandi-garh, Shimla and Jammu & Kashmir, Mumbai, Bangalore, Assam, etc. to support and service its customers.

For the last 7- 8 years, Spark has been honoured with 11 awards for its achievement in different categories, which include TTCO Regional Sales Award from Tyco Electronics, Top Small Business Partner from Cisco and also highest sale in SMB award from Cisco.

When asked about the challenges these days, Nautiyal said, “Multiple challenges are there –first and foremost is that the cloud era is imminent and second, larger companies like Wipro and HCL are getting aggressive on the SMBs space.”

Finally…Seeing the present market trend and analyzing the buying behavior of the consumer, Spark Tech-nologies has decided to update the product lines in order to maintain the sustainable growth of the organization. It has added power solutions and is also looking forward to getting into the solar market aggressively as the company has already sold solar UPS and inverter to the customers. With all these major developments, Spark Tech-nologies expects to close the year with a higher number.

‘


39

PARTNER CORNER

partner corner_S Nautiyal of Spark.indd 39 20/05/12 8:52 AM

INDUSTRY’S ACCEPTANCE GROWING FOR ESUPPORT

As per Gartner, India’s enter-prise software market poten-tial is US$3.22 billion in 2012. The consulting house

also predicts that in 2012, India will be the fourth largest enterprise software market in Asia/Pacific. Priority areas of software spending include operating systems, DBMS, AIM and Application Develop-ment. The fastest-growing segments will be Web conferencing and team collabo-ration, enterprise content management, CRM and ERP.

This report shows that the domestic market is quite large in terms of dollar spends. In this market, the SMB custom-ers contribute hugely to the number. Mid-tier companies like Tally, eScan, Cyberoam, Matrix, etc. have already grown in the domestic and global market with their SMB solutions. As the market is evolving and becoming competitive, there are still niche areas to tap. Developed out of Hyderabad, eSupport, a product and brand, which is all set to create niche. It is an on-premise (web based) CRM Application, which focuses not just on sales but includes Support (call, AMC and warranty) management at large as a com-prehensive 360 degree management tool.

The software has been developed in such a way that it can help the business owners measure the efficiency of their sales and support staff. Even they can track the leads as to which industry it has come from, who are the owners of the calls, etc. It can create a matrix to help understand the source of leads. Even in the post sales scenario, the software can track the prod-ucts till the warranty expires.

Asked about eSupport capability from Indian enterprises’ stand point, Subbaram Gowra, Founder & CEO, eSupport, says, “Well! You know India is a high demand and low margin market, unless partners are well equipped/automated they would end up serving out of warranty assets most of the times, also too many support calls could also be avoided if scope of work is clear.”

As a domestic brand, the product has been appreciated by many leading com-panies in India. Many of these companies are testing this product and some have already started implementing them.

Chennai based Digital Track Solutions Pvt. Ltd. is one such company which is about to implement the software after suc-cessfully testing it. This company is one of the fastest growing network security and storage solution companies in India. ST Muneer Ahamed, Managing Director of the company, says, “We have evaluated eSupport in our Hyderabad region and we are happy about the performance. The best part of eSupport is its support. We are plan-ning to implement it in our Chennai office.”

Digital Track offers many IT security and storage products and solutions, sourced from the leading manufactur-ers the world over, that addresses the key areas in the deployment of software based security and management systems. And for them sales and support are two critical components to enhance the business con-tinue with their clients. With eSupport the company has a better understanding and rapport with their customers.

Meghahertz Infotech Pvt. Ltd.is a sys-tems integrator based out of Nehru Place. The company is the business partner of IBM, HP, Cisco, VMware, Citrix, Micro-tec, APC, Emerson, etc. The company’s

customers are in government, health care, telecom, etc. This company is about to implement eSupport after a successful testing. Rajan Arora, CEO, Megahertz Infotech Pvt. Ltd., Delhi, says, “eSupport is a very proactive programme. Once you log in to it, it helps you out in all your sales and support space. It is very comfortably priced also. Overall it is very good software. But with the industry is moving towards cloud eSupport has to constantly churn their resources and develop newer versions.”

Rajan roghtly says that eSupport as a tool has to always evolve and it is rightly doing so. For example, there might be cases where the partners might be using other accounting and enterprise solu-tions, but they might also use eSupport because of its capabilities. The company understands this possibility. Therefore, they are planning to bring out its Tally Sync edition by end of this year (before December 2012) and might also get listed as Tally’s recommended CRM-Fusion Partner. As per Subbaram, as long as the API is shared, integration into other ERPs shouldn’t be a challenge.

Support on eSupport is the best as everyone associated with it believes. Since it is a web based application, the support is not a hindrance as long as internet/connectivity is available to the web-server where the application would be hosted.

CONTACTSubbaram.Gowra

Founder & CEO

eSupport(www.esup-

port.co.in)

Twitter:@subbaramg

Skype:Subbaram.

Gowra

Ph:+91-

9849004358/+91-40-

27818483

SUBBARAM GOWRAFOUNDER & CEO, ESUPPORT

“Couple of partners across India are approaching us for exclusive/non-exclusive partnerships, we might soon figure out our fusion-strategy.”

BENEFITSl More

Predictibilityl Customers’

trust l Reduction in accounts man

power.

CASE STUDY ESUPPORT


40

Case Study-eSupport indd - edited.indd 40 20/05/12 8:52 AM

“eSupport is a very pro-active programme. Once you log in to it, it helps you out in all your sales and support space.”

“The best part of eSupport is its support. We are plan-ning to implement it in our Chennai office.”

RAJAN ARORACEO, MEGAHERTZ INFOTECH PVT. LTD.

S.T.MUNEER AHAMEDMANAGING DIRECTOR, DIGITAL TRACK SOLUTIONS PVT. LTD.

is a good sign.Going back to the inception of eSupport,

it started with a single developer way back in December 2010. Now the company has more than seven development team. When it comes to marketing, the company is using SEO, SMM and email marketing to generate leads. Subbaram adds, “So far it has been productive and is going forward, and we would invest for deeper coverage across the nation.”

India is a B2B centric market as far as IT is con-cerned, so the company will have to go through a certain strategy. Subbaram says, “Couple of part-ners across India are approaching us for exclusive/non-exclusive partnerships, we might soon figure out our fusion-strategy.”

It is also very difficult if the product does not add capability or bring products with various delivery models. Soon (on or before June 2012) eSupport will have its next version. Also the com-panywould release a mobile and cloud version of eSupport by December 2013.

Finally…The company is also open to take this product to the overseas market if there is demand but the company will have to go a long way from here.

The company has already achieved a very good number in terms of sales. It has achieved 200+ licences this quarter and expecting to sell 100+

licenses every quarter. But one remarkable thing is that the company sold 100 licenses within three months of its launch (by December 2011), which

CASE STUDYESUPPORT


41

Case Study-eSupport indd - edited.indd 41 20/05/12 8:52 AM

IIn October 2011, torrential monsoon rain played havoc in Thailand, the capital city of Bangkok, which almost brought down the worldwide HDD manufacturing and supply chain. The country is well identi-

fied for HDD production, where one-third of the world’s hard disk drives are manufactured. As per the market studies, during Q4 2011, nearly 30% decline happened in the overall HDD production

which led to price rise. Western Digital’s produc-tion was seen 51% down, Hitachi Global Stor-age Technologies experienced 46% decline, and Seagate’s production went down by 8%.

This unusual HDD shortage impacted the worldwide PC market including Indian PC market. This resulted in a significant rise in the cost of HDDs in the last two quarters, which led to a significant rise in overall PC pricing – even

though rise in excise and dollar price added to the woes. As a result local systems builders market and channel market suffered a lot. Analysts say, even the consumer storage market grew by good per-centage during 2011, the sales of PCs in the crucial OND quarter of 2011 were impacted.

Sushil Bandi, Country Manager, Western Digi-tal, Indian Sub-Continent, said, “We are proceed-ing with all possible haste and ingenuity to address

Shortage of HDD produc-

tion had a huge impact

on PC shipments in the

last three quarters, it is

predicted the uncertainty

will continue for one

more quarter. However

but buyers’ mood is quite

upbeat.

BY APARAJITA [email protected]

HDD PRICE RISE TO

DAMPEN ICT GROWTH

TILL 2013


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TRAILBLAZER HDD

Trailblaizer-HDD.indd 42 20/05/12 8:53 AM

Advts.indd 17 20/05/12 12:04 AM

the situation because we are mindful of the impact on our employees, customers, suppliers, share-holders and the communities in which we operate.”

S Sudhir, MD, Inspan Infotech Pvt. Ltd., said, “Although the PC market situation is not so groovy due to the dollar fluctuation and HDD short-age, but there is a ray of hope that soon it will be fruitful in the coming quarters as suggested by the analysts that the overall PC market will grow by 8% in 2012.”

Mohit Anand, MD, India Subcontinent Belkin Inc., said, “The Indian IT market is really tough. Along with the HDD crisis, there has been increase in the excise duty and service tax. Dollar volatil-ity is anyways hitting everybody. The consumer market feels the hit after two quarters. If the market is slow during JAS quarter, the impact will be felt during JFM quarter. The consumer confidence is really slow now. The true colour of the market will be seen after June.”

Ketan Patel, Country Manager, Product Mar-keting, HP, PSG (India), said, “We are hopeful that this crisis will come to an end soon. We are doing everything in our power to gain access to sufficient HDD supply so that we can help fulfil requirements.”

However, this Thailand issue has proved to be an opportunity for OEM players. Acer reported that their strategic association with component vendor

prevented them from being the victim of HDD shortage. Instead they have seen significant growth in their PC stock and sell business.

Saji Kumar, Director, Product Management, Acer India, commented, “Being a global player with strong, strategic relationships with com-ponent vendors, the impact for us may be more muted compared to smaller / local players.”

Opportunity At present less than 20% of the world’s population possesses PC which means 5 billion of them do not own PCs. On the other side, rapidly develop-ing countries like China, Brazil and Indonesia are planning to take the number of PCs to 2 billion by 2015. With the strategy to enhance the number of PCs, China will soon be the world’s largest PC market as there are 198 PCs per 1,000 people. In India, the figure is 40 PCs per 1,000 people. So the opportunity is huge for both global and Indian market. And particularly in India with verticals such as education, BFSI, telecom and iInfrastruc-ture sectors increasing their IT investments, PC market are expected to exhibit higher growth and the consumer buying is also showing a positive trend.

As a market leader in the consumer PC business, HP India will continue to expand its Ultrabook, value and mainstream portfolio with a wide range

of options at mainstream price points, in order to provide best value for money to consumers.

Lenovo believes that some major issues like HDD shortage helped to bring the alteration in the PC industry. Rajiv Rao, Director SMB, Lenovo India, added, “History has shown that periods of slow growth are followed by recovery as improv-ing technologies make replacements as well as new purchases increasingly compelling. So, 2012 will be a promising year in terms of the performance of PC market because the increasing support from the Indian government to accelerate technology in the education sector, low PC penetration in tier 2 markets and addiction for gaming among the Indian youth will fuel the growth of PC market in India.”

Secondly, the Thailand flood has created oppor-tunity for SSD market to grow as well. Even the HDD vendors are contemplating stopping produc-tion of lower capacity HDDs i.e. 500GB HDDs on Desktops PCs and 320GB on Notebooks, which used to be the entry level standard.

For some, the ICT industry has not witnessed a dynamic shift owing to the HDD shortage in the OND quarter, because the situation was not long term. Over the last quarter the situation has sta-bilized and there has not been any major impact on the ICT industry. From a larger perspective, the business drivers of IT and hardware industry

“WE ARE PROCEEDING WITH ALL POSSIBLE HASTE AND INGENUITY TO ADDRESS THE SITUATION BECAUSE WE ARE MINDFUL OF THE IMPACT ON OUR EMPLOYEES, CUSTOMERS, SUPPLIERS, SHAREHOLDERS AND THE COMMUNITIES IN WHICH WE OPERATE.”SUSHIL BANDI, COUNTRY MANAGER, WESTERN DIGITAL, INDIAN SUB-CONTINENT

OVERALL, WE EXPECT 2012-13 TO MARK A RECOVERY AND GET THE IT HARDWARE INDUSTRY BACK TO THE ACCELERATED GROWTH TRACK.”RAJIV RAO, DIRECTOR SMB, LENOVO INDIA


44

TRAILBLAZER HDD


are expected to be strong. With the introduction of new technologies, launches and alliances, the industry is gaining momentum. Some of this growth will come from ultrabooks and all-in-one-desktops (AIOs). AIOs are likely to see an increase in adoption driven by demand from the BPO-ITeS segment in terms of savings in real-estate cost and low power consumption. The Indian govern-ment is also likely to speed up execution of many e-governance projects. Rao added, “Overall, we expect 2012-13 to mark a recovery and get the IT hardware industry back to the accelerated growth track.”

Positive TakeHDD crisis will not lead to a shift in the custom-ers’ mindset to opt for other forms of computing as the market scenario has been stabilized. Even during the peak of the HDD shortage, a customer had either postponed their purchase or bought a premium product. Since the mobile computing has become an integral part of consumers who wants to be connected while they are on the move, so, for the last couple of years there have been an obvious shift in the way people approach their communication and collaboration needs. Smart-phone shipments have considerably increased when compared to PC shipments. With the prolif-eration of smart phones and other mobile devices

such as tablets etc, mobile computing has seen a hike. Organizations are anyway looking at virtual computing in reaction to users demand to store more data. There are several reasons leading to the rising interest in virtual computing, but the HDD shortage is not among them. HDDs are anyway just one component of the storage architecture, and there are several other aspects that determine operating expenditures and efficiencies of IT setups. However, in Indian market, demand for PCs will continue as there are enough opportuni-ties in the market place.

According to PC vendors, flooding in Thailand which affected the HDD supply has temporary impact on pricing of HDDs, but they maintain constant communication with their employees, clients and suppliers to optimize business continu-ity and actively manage this dynamic situation. The PC industry has seen a rise in prices recently owing to the increase in excise duty and dollar fluctuation but there is also a likelihood that prices may fall. This will enable countries with low PC penetration to invest in technology and also facilitate SMBs to increase their IT infrastructure spends. Change in price points will depend on the overall macro-eco-nomic situation. With improvement in the HDD scenario, prices of PC products will be steady and will help in accelerating its growth.

With the aim to remain profitable, some of the

HDD vendors are working with their suppliers to affect the recovery of their supply chain. They also intend to be as balanced as possible in order to satisfy the partners’ and customers’ requirements across market segments. To rebuild the whole supply chain they will also closely work with the component suppliers. Even the HDD vendors are looking at different alternative location for manufacturing. Like Western Digital is looking at expanding its manufacturing plant in Malaysia even though their manufacturing facilities in Thailand are back on track. Besides, they are also seeking a wider geographical distribution of com-ponent suppliers’ manufacturing operations to reduce the risks presented by such disasters.

However, Anand is of the opinion that from geopolitical situation the overall market sentiment will depend upon the policy frame work of gov-ernment of India. The moment there is a tangible policy initiative towards FDI in retail the market will have a positive impact.

Finally…Once the industry returns to pre-flood output levels, HDD prices are expected to stabilize to a certain extent this year. A significant drop in HDD prices can be envisaged only by 2013 because there are several market forces along with the distribu-tion chain that are also impacting prices.

“WE ARE DOING EVERYTHING IN OUR POWER TO GAIN ACCESS TO SUFFICIENT HDD SUPPLY SO THAT WE CAN HELP FULFIL REQUIREMENTS.”KETAN PATEL, COUNTRY MANAGER, PRODUCT MARKETING, PSG, HP INDIA

“ALTHOUGH THE PC MARKET SITUATION IS NOT SO GROOVY DUE TO THE DOLLAR FLUCTUATION AND HDD SHORTAGE BUT THERE IS RAY OF HOPE THAT SOON IT WILL BE FRUITFUL IN THE COMING QUARTERS”S SUDHIR, MD, INSPAN INFOTECH PVT. LTD

“THE CONSUMER MARKET FEELS THE HIT AFTER TWO QUARTERS. IF THE MARKET IS SLOW DURING JAS QUARTER,

THE IMPACT WILL BE FELT DURING JFM QUARTER.”

MOHIT ANAND, MANAGING DIRECTOR, INDIA

SUBCONTINENT BELKIN

“THE IMPACT FOR US MAY BE MORE MUTED COMPARED TO SMALLER / LOCAL PLAYERS.”SAJI KUMAR, DIRECTOR, PRODUCT MANAGEMENT, ACER INDIA


45

TRAILBLAZERHDD



46

DR. AJAY DATA Founder & CEO

Data Myxgen Pvt Ltd.

BRIEF PROFILE

He comes from a small village named

‘Khairtal’ near Alwar in Rajasthan. Dr.

Ajay’s early years of education have

been from sitting under a tree. He

has seen his father & family members

working hard to establish what they

can proudly call today ‘Data Group of

Industries’.

He is a graduate from Rajasthan

University, pursued MBA in Computer

Sciences from Newport University, USA

and PhD in Electronic Data Processing

from Netherlands. He could study

abroad only because of the scholarship

he had received. He also holds a

diploma course in ‘System Analysis

& Design’ from Uptron. American

Biographical Institute, USA recognized

his outstanding achievement in IT with

Diploma of Honor.

He is also the founder charter

member and past president of TIE

and founder member and president

EO (Entrepreneurs Organization)

also provided platform to learn from

business leaders of various industries.

When enterprise e-mail systems are left exposed by insecure devices, hackers can enter the organization and compromise the company’s corporate backbone, rendering investments in information technology security useless.

E-MAIL HACKERS KNOW WHAT YOU PROBABLY DON’T

E-MAIL’S continually increasing popularity makes it an increasingly attractive target for individuals seeking to do harm, either for their own misguided personal satisfaction, or more likely, for financial gain. The first e-mail hackers found simple vulner-abilities in the operating systems and protocol stacks of e-mail systems, and exploited these known weak-nesses. Now, hackers and virus writers have become specialists, constantly developing new and innovative methods of overcoming the improvements made in today’s security systems. The game of cat-and-mouse is unlikely to end any time soon, if ever. With every improvement in defensive techniques, hackers and virus writers modify their tactics in an attempt to circumvent these defences and wreak havoc on cor-porate networks.Along with the many conveniences and efficiencies that e-mail use brings to an organization, there are some inherent risks and vulnerabilities like TCP and UDP Communications Protocols. The TCP/IP pro-tocol was designed before there was much experience with the wide-scale hacking that is seen today. and as a result, there are a number of general security flaws.The first level of attack involves discovering services which exist on the target network. This involves a number of possible techniques to gather data on the remote network, including Ping, TCP, UDP, OS Iden-tification etc.Multiple different mail servers are used in today’s enterprises; chosen for performance, price, name recognition or any other reasons. Servers such as Lotus Notes and Microsoft Exchange dominate the corporate e-mail landscape (now even XGEN Plus is very well accepted as software solution in the market). Once a company has chosen a mail server, it is essen-tially beholden to that brand, as the primary server platforms are not interoperable. Each different mail server has its own set of known vulnerabilities, giving resourceful hackers ample opportunity to search for weaknesses. Once these weaknesses are identified, a single hacker can take down an entire rack of mail

servers in the blink of an eye. As businesses increase reliance on e-mail systems, they must address the growing security concerns from both e-mail borne attacks and attacks against vulnerable e-mail systems. When enterprise e-mail systems are left exposed by insecure devices, hackers can enter the organization and compromise the com-pany’s corporate backbone, rendering investments in information technology security useless. The implica-tions from a security breach can impact the company’s reputation, intellectual property and ability to comply with government regulations. The only way for orga-nizations to fortify their e-mail systems is to use a comprehensive e-mail security gateway to lock down the e-mail systems. This approach includes locking down the e-mail system at the perimeter, securing access from outside systems, real-time monitoring of e-mail traffic.An e-mail server software should provide the follow-ing benefits: Simplify Administrator Work : Rather than having multiple appliances from different vendors, provide piecemeal protection for different areas of your e-mail network. The email security solution that protects your enterprise should be capable of protect-ing the entire email system on its own. Comprehen-sive security must be purpose-built into the email security appliance, and not added as an afterthought.Easy Integration : Integrating an intrusion detection/prevention system can be complicated, depending on your requirements. However, these sys-tems must not complicate a network, and they should not require the administrator to spend additional time managing them.Easy Configuration : Many intrusion detec-tion systems are difficult to navigate and configure. A purpose-built e-mail security system containing intrusion detection and prevention should be easy to configure and manage, with settings based on estab-lished best practices based on your particular type of business.

GUEST TALK

Guest talk-Ajay Data .indd 46 20/05/12 8:53 AM

Advts.indd 13 20/05/12 12:03 AM

For long Adobe believed in captive market and having a niche geographical presence. Now it has realized that in today’s

dynamic market, with opportunities present in every segment they need to have a broader outlook. And this is very much evi-

dent in their new Reseller Program.

BY KARMA NEGI [email protected]

ADOBE GETS CLOSER TO PARTNERS

Creative software company Adobe Systems in an effort to strengthen its partnerships with the resell-ers launched its Adobe Partner Connection Reseller Program

in the month of March. The company not only revamped its partner structure but also intro-duced a new model with four levels of member-ship. The restructured Reseller Program was a pleasant surprise as it was a marked deviation from its earlier belief in captive market and lim-ited geographical expansion.

The new reseller program has not only been opened to every channel partner but Adobe is also proactively seeking a major expansion of its footprints in India.

Having a monopoly in suite products Adobe agrees that its products are expensive, but argued that Adobe software acts as an enabler to orga-nizations which use them. “Hence it is more important for them. It does not create or protect any infrastructure, but it is something that they cannot live without,” asserted Vineet Sood, Direc-tor (Channels and Strategic Alliances—South Asia), Adobe Systems.

But on the downside, the issue of piracy is slightly magnified in their case as their software is

pirated more than the others. Taking the example of anti-virus market, Sood

explained that while in its case one has multiple options but for their Suit products there is only one solution and one gold standard. “At present the challenge for us is how to monetise it, and give the right leavers to the partners to get them to sell more,” Sood remarked.

He further added, “The DNA of the partners remains the same. A partner not only looks for financial incentives—which are the key demand from any vendor—he also wants more enable-ment from the vendor. He also wants to know how much we are putting in terms of marketing, and the kind of demand generation we are creating.”

“The longer the list the vendor can provide a partner the happier he is. Hence the new partner program will have the solutions to the top asks of the partners. The draft of the partner programme, shared with the partners, has already received very encouraging response. And we hope the same will be reflected in the results too.”

Adobe wanted to launch the program much earlier but was delayed due to the workload involved, as the DNA had to be completely changed. It started the cycle in September when Goa event was conducted, and all the channel

Year of

operation in

India

: 1998

Headquarter : Noida

Key

Executives

: Dr. Naresh Gupta, MD India

and Senior VP (PPBU), Adobe

Systems; Umang Bedi, MD

(South Asia), Adobe Systems

Key products : Acrobat, Creative Suite,

Digital Marketing Suite,

Digital Publishing Suite,

Elements, Mobile apps,

Photoshop, Touch Apps

Solutions : Digital marketing, Digital

media, Web Experience

Management

Industries : Education, Financial services,

Government

Website : www.adobeindia.com/in

FACTS ABOUT


48

ADOBESME BIZ

SME Biz_Adobe.indd 48 20/05/12 8:54 AM

of his business coming from video side. And then he gets privileges of special price list on video products, on getting back-end achieving a certain target.

Plus there are two specialization opportunity. Ideally, Adobe wants the partners to become plat-inum certified and specialized on a certain field.

In terms of managing the partners, Adobe will manage Platinum, Gold and Specialists on his own with adobe resources, whereas Adobe distributors will help in managing Registered and Certified partners. The company wants to see 10-12 partners to reach Platinum level, 40-50 to reach Gold level by next September.

Channel StrategyChannel community is an important organ of any organization. For an organization to grow it is equally important that the channel also grows.

The partner community is of particular size and nature and Adobe feels that it is not multiply-ing either on a monthly or yearly basis. The only thing that’s happening is that some partners get added and some gets dropped. While still there are some partners who are quick to change their colour in terms of services.

“The community is more or less static,” stated Sood. He wants to garner the biggest share of the pie and realizes that the company which gives the partners more profits will have the best mindshare.

In his efforts to corner the best mindshare, Sood is working on what he calls ‘earning to sweat ratio’. He elucidated, “If for the same sweat a part-ner earns more then he will spend more time on Adobe. If he spends more time on Adobe, it will get him more top line. It is a win-win situation not only for us, but also for the partners in the partner programmes.”

Adobe has already launched the concept along with a couple of webinars for the existing and new partners. “It is too early to say anything, but we are hopeful that it will yield good results,” said an enthusiastic Sood.

Finally Earlier, Adobe was quite content with its limited set of partners and the program was open to a selected few. But new programme has changed all that. Partners have already started registering themselves and Adobe is adding more partners in its ecosystem. In Q2 will incubate the partner program.

At present, Adobe has three to four channel partners across the country, and each one handles about ten to fifteen partners. Adobe wants to put a cap on the number of channel partners who it can manage on its own.

partners were invited. But before that, Adobe asked them to fill a survey on their experience with Adobe, the things they wanted from Adobe etc. The feedback the company received was very encouraging.

The company will conduct a survey in Septem-ber again. By that time the partners would have experienced the new partner program and will be in a position to tell whether they like the program or some tweaking needs to be done.

Adobe Partner Connection (APC)Earlier the Reseller Program had three categories but now it has been increased to four. The partici-pation process starts with the registration. For the second level, Partners need to have two certifica-tions, to become Adobe Certified Partners. And after they have achieved particular revenue, they can become gold and platinum partner.

The Reseller Program is open to all businesses with at least two people, who need to have certi-fication in three things— licencing, creative suite and around acrobat.

In terms of privileges, if a partner is just a regis-tered partner, he can sell only two products. But a certified partner can sell three types of products.

Sood said, “It is all about profitability. We keep asking ourselves, how can we impact the profit-ability of the partners? What makes them profit-able? We understand that the primary area of profitability is upfront margins.”

Apart from giving upfront margins to the part-ners, Adobe has made few more commitments. They fully support partners who have made a certain numbers quarter on quarter, consistent growth over the last year. It also provides incen-tives to those who help convert the non-genuine software buyers to genuine software buyers.

Partners also have opportunities in terms of reference revenue. Partners who make large deals or bring larger customers under larger buying programme, are rewarded with more incentives.

Even if the opportunities, brought by the part-ners, does not get materialised, the partners get incentives. Apart from these the Partners also enjoy a lot of non-financial benefits.

Besides these four programmes, Adobe also has specialist programme. This means that after becoming certified partner, he can become a spe-cialist—video specialist or education specialist. To become a video specialist, a partner needs to invest in a couple of resources and clear certain exams with Adobe on video. He should have 50%

VINEET SOOD, DIRECTOR (CHANNELS AND

STRATEGIC ALLIANCES—SOUTH ASIA), ADOBE

SYSTEMS

“WE KEEP ASKING OURSELVES, HOW CAN WE IMPACT THE PROFITABILITY OF THE PARTNERS? WHAT MAKES THEM PROFITABLE? RAJIV RAO, DIRECTOR SMB, LENOVO INDIA


49

SME BIZADOBE

SME Biz_Adobe.indd 49 20/05/12 8:54 AM

Please give an overview of the flash memory market in India

and how is it evolving? What is the future of the memory market?India is an important market for flash memory storage solutions and has witnessed rapid adop-tion of consumer electronics such as mobile phones, digital cameras, personal computers and tablets. The explosion of digital content is driving the need for more memory, and SanDisk is well positioned to serve the large, fast-paced Indian market. For 2012, our goal is to continue offering Indian consumers high-quality products that help them do more with their digital devices.

Which verticals are the demand drivers for flash memory?

Mobile, imaging and computing markets are important demand drivers for flash memory. Smartphones and tablets are popular mobile devices, and flash memory enables their thin form factors and powerful computing capabilities.

In the computing segment, USB drives and SSDs offer real benefit to consumers. USBs deliver convenient, portable storage and are helpful for students and professionals who need to carry important data with them wherever they go. SSDs enable consumers to quickly boot their comput-ers and launch applications faster, and products such as our new SanDisk Extreme SSD are great for gamers and other computer power users.

Point and shoot cameras and DSLRs are also popular among Indian consumers, and SanDisk offers a full portfolio of memory cards that range from reliable cards for entry-level photographers to top-of-the-line products for professionals.

What is SanDisk’s retail market-ing strategy in India?

SanDisk’s strategy is to work with key retailers and distributors to provide consumers with high-quality products. SanDisk has been in the Indian market since 2006 and is present in many large format retail (LFR) outlets such as Staples, Croma and The Mobile Store. To reinforce our presence in the India market, we have created ‘Memory Stores’ in LFRs which let consumers experience a wide variety of new products, including USBs, imaging cards and mobile memory cards.

We are also educating consumers through online media, contests and banners to create familiarity and awareness of SanDisk’s high-per-formance and high-capacity products. Our popu-lar initiative, the SanDisk Memory Yatra, helps engage consumers in emerging cities in India by educating them about how flash memory can help them unlock their digital devices’ full potential.

In order to build a stronger connection and get closer to its customers, SanDisk also launched a new television ad campaign. This campaign dem-onstrates SanDisk’s commitment to the Indian market and is a testament to the strong consumer

connection that SanDisk has established here over the years. The new television commercial delights consumers with offerings that mirror their sense of style and focuses on the essence of capturing the most cherished memories of one’s life.

These initiatives are designed to help con-sumers understand the benefits offered by flash memory and make an informed decision to get the best user experience from our products.

In the upcountry the usage aware-ness of memory cards is still low.

What are you doing on this front?This year, we kicked off the second edition of ‘Memory Yatra’ in Jaipur during Holi, and the promotion continued across hot spots in Punjab (Chandigarh and Ludhiana) at Baisakhi. The Memory Yatra will move on to Kochi, Ahmed-abad, and northern markets of Lucknow, Kanpur, Varanasi and then to Kolkata.

This campaign is rolled out in the cities around festivals to build a strong connection with the local audience and help reinforce the importance of SanDisk products during special occasions. Alongside the Memory Yatra, a consumer contest ‘Photograph Your City’ is also being launched which is aimed at engaging with the photography enthusiasts of the city.

What are you doing in terms of channel engagement and what

“WANT TO CONTINUE OFFERING HIGH

QUALITY PRODUCTS”

MANISHA SOOD COUNTRY MANAGER AND

DIRECTOR (INDIA AND SAARC), SANDISK CORPORATION

With the rapid adoption of consumer electronics, the need for digital content is driving the need for more memory. And SanDisk is confident that it can efficiently serve the demanding

India market. SME Channels spoke to Manisha Sood, Country Manager and Director (India and SAARC), SanDisk Corporation, to know more about its strategy.


50

SME CHAT SANDISK

Chat-Manisha Sood of SanDisk.indd 50 20/05/12 8:55 AM

are the channel initiatives for 2012? Channels act as a bridge between SanDisk and its existing, potential and prospective customers, and play an important role in furthering the growth of flash memory in India. We are present in photo channels, mobile channels, IT channels and con-sumer electronics channels in order to popularize our products in each category.

SanDisk has taken the responsibility to train and educate channel partners about high-end and high-capacity cards, their benefits and the burgeoning demand for USBs and memory cards. The initiative has helped create awareness about the category among channel partners and has been well appreciated by them. This is an ongoing effort that is being proactively undertaken across India by SanDisk.

We enjoy a successful and long standing rela-tionship with our channel partners, and through a recent channel initiative - Premier Circle - we are empowering, rewarding and connecting with our selected partners across the county.

The Premier Circle loyalty program is spe-cially designed by SanDisk to identify, map and reward its select partners who have continuously achieved target sales and maintained consistent top market share for the brand. Select partners from various regions will be invited and enrolled into the program at the base level and depending on the performance will be upgraded to higher levels with additional rewards and benefits. Bonus

vides consumers with a more distinct product classificationl Consistency – The new packaging displays

SanDisk’s expansive product portfolio in a clearer, more consistent manner

How do you plan to remain a step ahead of your competitors?

Being ahead of the curve has always been a key component of SanDisk’s strategy. SanDisk invented flash mass storage cards and our innova-tions in flash memory have helped shape the con-sumer electronics landscape. SanDisk developed or co-developed many of the popular industry-standard card formats, pioneered the USB drive and developed advanced flash technologies.

Our goal is to continue offering Indian con-sumers high-quality products that help them do more with their digital devices. For 2012, our endeavor is to extend our portfolio and diversify our product offerings in India so that more con-sumers will choose to store their world in ours.

What are your plans for the future?

SanDisk is the retail market leader in flash memory cards and USB flash drives in APAC. Flash memory is popular in India, along with the increasing use of consumer electronics, and SanDisk is focused on delivering high-quality products that enrich consumers’ lives. SME

points are offered from time to time and exciting communication and contests will be sewed in at regular intervals.

What are the challenges in the channel market and your strat-

egy to overcome it? Educating channel partners and consumers is an important task for us. Through various initiatives our endeavor is to ensure that the channel partners are well informed on the benefits and features of SanDisk products and as a result the consumers make an informed decision to get the best user experience from our products.

What is the new packaging of products from SanDisk?

SanDisk unveiled new product packaging for India last year, making it easy for consumers to recognize and understand the benefits of our products. The new packaging is designed to enhance the customer experience with SanDisk’s brand and products:l Prominence – SanDisk’s logo is highlighted

at the bottom of the new package, product fea-tures are highlighted on the front of the package and detailed product functions are indicated at the backl Clarity – The new packaging clearly states

product capacity and product class, which pro-


51

SME CHATSANDISK

Chat-Manisha Sood of SanDisk.indd 51 20/05/12 8:55 AM

ComGuard, part of Spectrum Group, is all set to replicate its Dubai success in India. Although the geographies are different and businesses are different, but the advantage is that all the

management members come from India.

BY APARAJITA CHOUDHURY [email protected]

COMGUARD INVESTS TO

GROW IN INDIA

C hannel partners play an integral role in driving the IT businesses. And the key to their success is empowering them through train-ings and providing marketing

and sales tools. In the modern era of business not many vendors want to take this responsibility event though the willingness is there. This has led to the emergence of a new breed of distributors called value added distributors or VADs. The VADs role is to work on behalf of the principals in terms of engaging channel partners in imparting training and offering right sales tools.

The formation of Spectrum Group, in the Internet City of Dubai in 2004, was probably to cash in on this opportunities. But they had gone into traning to start with. The reason for selecting training was to make an entry in to IT business, as it is an ideal path to touch base with right people with decision making capabilities.

In 2004, the company joined hands with Juniper Networks as their training partner for the Middle East. Later, Spectrum Group was recognised by Juniper as one of the best training partners and even their instructor was awarded as the best instructors of Juniper Networks. It also

became the training partner of Brocade and its corporate trainings allowed them to enter into the Fortune 100 companies of the Middle East region. Today, Spectrum Group finds itself connected with many companies in and around Middle East.

Apart from training, Spectrum Group was also interested in doing consulting. For example, six to seven years back when MPLS was new, the company was teaching MPLS to the telcos. The company did a lot of consulting around MPLS with the telcos in terms of paket engineering, paket shaping, etc. It was a very niche field with not many people, especially in the Middle East.

As they went along, they realised that their management comes from many years of distribu-tion background. The company’s CEO Ajay Singh Chauhan was in the Middle East region IT distri-bution industry for last 20 odd years. As the idea to get into distribution business strenghthened, Spectrum Group started looking for a company in the market to take over and ComGuard was available at that point of time. ComGuard as a dis-tribution company was started in the 2002, even before Spectrum.

` Jason, VP, ComGuard, said, “The advantage we had was of having a team, which was adept in

Year of

operation

: 2002 in Dubai, 2009 in India

Global

Headquarter

: Dubai

Key

Executives

: Ajay Singh Chauhan - CEO,

Spectrum Group, George

Jason - VP India, Harish

Rai - AVP Products, Zenobia

D’Souza - Business &

Technical Head

Direct

Presence

: 23 Countries in the Middle

East and Africa, In India

- Mumbai, NCR, Baroda,

Bengaluru, Chennai

Solutions : Security products such as

DLP, Identity management,

Rights management, Web

firewalls, UTM, Antivirus,

Load balancers and wireless

security

Number of

Partners

: 400 (Globally) 100 (India)

Website : www.comguard.net

FACTS ABOUT


52

COMGUARDSME BIZ

sme biz _comguard.indd 52 20/05/12 8:55 AM

In addition to the success of both the compa-nies, in 2009, Spectrum Group has also taken over the Middle East operations of Psion Teklogix, a European company. Psion Teklogix basically is in to handheld computing.

The use of handheld computing is most used in the logistics field. Even the local couriers today carry handhelds to take the signature of the customers. This has also broadened the reach of Spectrum Group. By virtue of the acquisition of Psion, Spectrum Group has got an opportu-nity to penetrate into very large government organizations. Today, the company is helping lot of ports in their material handling. The products they offer including Handheld computers that could scan barcode or read RFID, vehicle mount computers, rugged tablets, and the necessary middleware to connect them to the existing softwares.

Apart from Dubai and India, the company has presence in Qatar, South Arabia, Egypt, etc. Besides having presence in around 24 countries, Spectrum Group is also present through its partners where the company’s channel managers always keep on travelling to these countries in order to help them.

Coming back to India operations, if one observes the management of the company – all of them are from India, so they always wanted to come back to India and replicate the Middle East success. As the company worked a lot on security, they wanted to bring security products to India as an umbrella with a realization that there were a lot happening in this space without much of focus. Incidentaly there was a demand for ethical hanck-ing in India. Hence to start with they brought in EC-Council.

Today, they have dozen of brands in India to distribute. The strategy of the company in India is to add one product every quarter.

While vendors are happy to work with Com-Guard, the company does not carry all the prod-ucts in India, that are available in Dubai, with them because of the geographic divide and pric-ing difference. In Middle East, there might be 25 vendors associated with ComGuard whereas in India they are working with 11 vendors.

Finally... This might be a strategic decission as to how many products to carry and how many not to carry, but as a VAD, ComGuard very much understands the DNA of the channel and vendors. They know that if the channel partners are trained properly, it will help the vendors and the market to a great deal. On the other hand, vendors do not have to worry about their products positioning in terms of pre-sales and post sales.

talking technology to anybody including the big-gest players like telcos, airlines and even the local ISPs. It helped us to position the products to the right people at the right time, understanding their requirements unlike a typical distributor who might not understand the technology at all.”

But, at the same time, Spectrum continued its original business of training and consulting and did not merge both the companies.

In 2009, the company ventured into India as an exclusive distributor with its first product named EC-Council, first partner - EC-Council the cre-ators of Certified Ethical Hacking certification. This ways ComGuard forayed in to India.

Following the success of training and consult-ing, in global market, the management expected a a similar market in India and brought in Spec-trum to India. This way both the company came into existence in India. George added, “All the vendors are very happy to work with us as we could provide end to end solutions in terms of sales, pre sales and post sales which are normally not available with all distributors.” In terms of revenue, distribution arm’s contribution is 75% and 20-25% contribution is from consulting and training.

He maintained, “This is the place that we wanted to be in and we have unique advantages of having so many technical resources with us.”

Today, the company has clocked a turnover of Rs.130 crores globally. In 2009, ComGuard was a startup company with only three employ-ees in India, but now it has grown to a 55 people organization in two and half years with 30 technical people. Their growth has been 100% YoY. They also broke-even in the first year of operation.

Seeing the remarkable growth in the last finan-cial year, the company is looking for something huge. In the last 3-6 months, 20 resources have been added pan India, and their presence has also grown phenomenally. Channel partners have started recognizing ComGuard much more than they before and a lot of people have expressed interest in working with ComGuard.

George said, “The last partner event held in Dubai was a huge success, and from India we took 10-12 partners to Dubai at our own expense to make them understand what we really are. We are not a three people operation anymore and can be trusted both for technology as well as for the right products.”

GEORGE JASON, VP, COMGUARD


53

SME BIZCOMGUARD

sme biz _comguard.indd 53 20/05/12 8:55 AM

What is the present state of Indian networking market? What

is the market size and potential? The Indian networking hardware market is grow-ing steadily and the growth is being driven by the fact that Indian SMBs are moving along the growth path. As SMBs are growing their business they are investing on enhancing their networks to keep their employees connected. The increased notebook and smartphone penetration, and the importance of communications have also pro-pelled the Wireless LAN spending for the SMBs. Not only the SMBs, even homes today have wire-less networks that connect 3-4 devices within the home. The growth of public WiFi hotspots also mean that networking market in India has bright future.

Indian networking market is increasingly growing and has huge potential as more and more IT and other gadgets have started integrating the networking features which in turn provide good opportunity for networking market. This year also we are expecting good sales on these products.

How is Buffalo positioned in this market? Which segment of

market are you addressing (small, medium and large)?Buffalo believes in providing best of class prod-ucts to the consumers. We are positioned well in

the Indian networking market and are growing in terms of business. Our focus area is mainly the SMB space for our office networking product line, while we also target the home consumers with feature rich and best priced products. We also have high class products from high-end to low-end networks.

We are focussing more on providing our con-sumers with the best solutions in every category without any discrimination based on small or medium. We are adding more high-end and fea-ture rich products to cater to the market. Primar-ily we are focusing on SMB and home segments with our innovative product line ups.

Which products range are you selling in India?

Buffalo, constantly strives to introduce new, styl-ish look, high-performance, top-rated quality products to meet the demands of different con-sumer segments. In 2011, the company launched several products in storage, networking and NAS verticals.

We are one of the leading brands in Indian stor-age market with the precedence to provide inno-vative and best solution through our NAS and external storage product range. We continue to concentrate on storage and Wi-fi market in India, and would come up with evolving technologies to meet the increasing needs of Indian consumers.

Wireless category offers an entire range of routers that are equipped with best features available in the Indian market. If we talk about NAS then we have the best in class product ranging from con-sumer NAS to corporate level. We are selling all these categories of products well in Indian market to maintain a steady pace.

What are the competitive advan-tages Buffalo offers over its

competition?We tend to promote Buffalo consumer end prod-ucts in India and provide consumers with most innovative solutions in all product verticals. We aim to provide the best of technologies and solu-tions through our innovative strategies. We are working with the digital labs, famous tech blog-gers and other IT personalities for reviewing our products and work on the feedback provided to us by our customers. Apart from this, a set of marketing activities, including road shows in creating brand awareness, have also been planned that can be implemented and desired results can be achieved. Besides all of that we have also strengthened our after sales ser-vices with SMS facility, free pick and drop facility from Monday to Saturday, to all our consumers across India. We have opened our brand stores, where customers can visit, do the hands on with the product they like and at the same time can

“OUR FOCUS AREA IS MAINLY THE SMB SPACE”

SUSUMU KOBAYASHI COUNTRY HEAD, BUFFALO INDIA

Buffalo, one of the emerging brands in the Indian networking and storage market, is known largely for its quality products. But Indian market operates differently. It not only needs quality but also brand visibility. Being a Japanese company, can Buffalo

evolve for Indian market? SME Channels spoke to Susumu Kobayashi, Country Head, Buffalo India, to know more about this. Excerpts.


54

SME CHAT BUFFALO

Chat-Susumu Kobayashi of buffalo.indd 54 20/05/12 8:56 AM

“BUFFALO, AS YOUKNOW, IS A JAPANESE

BRAND AND WEARE KNOWN FOR

OUR COMMITMENTAND BEST IN CLASS

TECHNOLOGY.”

purchase from same counter. Also we are organiz-ing quarterly sales week with discounted products to benefit our customers.

What is the channel and market-ing strategy?

There are near about 40 authorized partners and 250-300 resellers who are working with for our Indian distribution partners. Our major strategy for taking Buffalo further in the market is to pro-vide complete support to distributors and dealers. We will be launching different schemes soon to enhance the channel community. We are planning to give maximum support to our channel partners in every possible way, and we believe that in this way we will be able to market our self successfully.

What about partner led activi-ties in terms of educating them

about the product lines?For partners we are providing every possible sup-

port to them. Also we have organized a number of training sessions for all the SI partners during launch of our new products. And from time to time we also educate them about the new tech-nology so that they can really understand about our products. We are also distributing the Buffalo merchandise to all our partners. We also keep on educating our partners and even end consumers through our social media page on Facebook etc.

How do you see Buffalo as a brand? Is there any special fea-

ture associated with it which makes it different from other brands?Buffalo as you know is a Japanese brand and we are known for our commitment and best in class technology. We are one of the leading brands in Indian storage market with the precedence to provide innovative and best solution through our NAS and external storage product range. Buffalo, is recognized as an established brand that has maintained its position as a worldwide market leader and international provider of efficient and innovative technology and quality products for more than a decade.

What is your focus on branding activities?

We are confident enough that our technology strength backed with market insight and research will enable us to offer world-class products, cre-ating an effective business environment for our partners. With international expertise we aim to build a strong position among the consum-ers in the market. Besides, our marketing team/consultants in house and outsourced are working in sync with our company’s essence to reach out to our focus group. Recently we started our Buf-falo Showcase installation at our partner’s places across India as a part of our branding activity.

Tell us about your focus on the service support and geographic

presence?Our service support is extended to all our custom-ers. In case of any discrepancy or product related problems, one can get in touch with the support team. Also we have started our SMS facility in which consumer can get in touch with us through SMS.

In this quarter, as this is the beginning of the new financial year, we are planning to add more partners who will be working dedicatedly for Buf-falo. We will provide them every possible support so that we can reach out to masses and increase our reach.

What is your expectation in terms of revenue and growth in

2012-13?As far as growth is concerned we are growing in the Indian market and getting good response from all our target audiences but still we have to focus more on the corporate section especially in terms of NAS products with new products and services apart from our regular storage and wireless products.

We are very much sure of getting good jump in terms of market share in this wwfinancial year. SME


55

BUFFALO SME CHAT

Chat-Susumu Kobayashi of buffalo.indd 55 20/05/12 8:56 AM

What is the current status of structured cabling market in

India? What is the market size and potential?Some recent reports suggest that the structured cabling market in India is approximately at around Rs.800 to Rs.1000 crore, and is growing YoY at 20%. This trend is expected to continue in 2012 also, thus opening wide avenues for players across the country. Going by the current market trend, this segment is poised to touch nearly Rs 1,500 crore .

The structured cabling market in India is grow-ing at a steady pace. With more and more applica-tion based devices coming in and PoE technology gaining ground, the demand for higher band-width is inevitable. This would eventually ensure new installations all across the place with the new technologies like Cat6A or intelligent cabling and so on.

Copper still commands 70 per-cent of the market. While Fiber

optic cabling has been on the rise for a couple of years. One of the reasons cited is that copper cabling is reaching its limits. What is the future for

copper?The structured cabling market is dominated by copper cables and within copper solutions Cat-6 is highly preferred. Also there has been a slow transition towards cat- 6 especially in data center applications.

It has also been noticed that Cat6A cable is gaining good momentum in high end installa-tions. Infact, there is a rise in the installations of Cat6A in case of critical and bandwidth hungry application. Most of the vendors are offering Cat6A based on UTP system and that is making Cat6A more acceptable as a technology in India.

Fiber plays a very important role in providing a solid and powerful backbone to any structured cabling network. In today’s scenario Single Mode (SM) fiber has gained huge momentum vis-à-vis Multi-Mode (MM) fiber because of its extra reach and capacity to handle the data. SM fiber offers major bandwidth than MM. Overall SM fiber consumption has increased since last couple of years.

The use of fiber in home space has been a success globally,

while in India it’s still relatively untouched. Why is it so? What is the

future of fiber in India?It’s true that Fiber in Home space has been a suc-cess globally, but still in India it’s still relatively untouched because most of the electronics device have copper NIC cards and optical once are more expensive. Fiber is mostly used for high band-width applications. The ISP’s in India are reluctant to invest in infrastructure due to huge costs. Also copper suffices and supports the bandwidths requirement of the masses. Now Indian govern-ment is also taking initiative, as last year the FTTH conclave happened in Delhi.

Which verticals will be the driv-ers for SCS?

As mentioned earlier, there are two major factors that are currently attributing to the growth of structured cabling market in India, one being the increasing adoption of technology especially in government sector. Projects like Crime and Crim-inal Tracking Network System (CCTNS) project, a mission mode project under the National e-Governance Plan (NeGP) is one of India’s larg-est e-governance projects till date.

Then there is the merging of IT, security and electrical sectors. The electronic security industry is moving very fast towards the IP based solutions.

“BIGGEST CHALLENGE IS PRICE VARIATIONS IN

COPPER PRODUCTS”

TUSHAR SIGHAT CEO, D-LINK (INDIA)

LIMITED

In today’s increasingly complex business environment, managing change is a challenging task, as in the process security and reliability becomes equally crucial. Good Intelligent solutions

provide the network manager with additional knowledge and information about the physical connections. SME Channels spoke to Tushar Sighat, CEO, D-Link (India) Limited to know about

their solutions. Excerpts.


56

SME CHAT D-LINK

Chat-Tushar Sighat-D-link.indd 56 20/05/12 8:56 AM

All the video surveillance cameras are IP based, and they need Power over Ethernet inputs to power the devices which are located at very stra-tegic locations.

The industry is shifting towards intelligent solutions. What are

the advantages?In today’s increasingly complex business environ-ment, managing change is a challenging task, as in the process security and reliability becomes equally crucial. Good Intelligent solutions provide the network manager with additional knowledge and information about the physical connections. It provides accurate, automated documentation of changes to the physical layer. As it discovers network devices and maps them to

we at D-Link keep a very close eye on the above two factors and try to keep the average cost of the cable stable.

Which tier cities are you focus-ing on and why? What is your

go-to-market strategy?D-Links’ existing distribution network coupled with its branch presence in 17 cities, ensures max-imum penetration across India. Our distribution network ensures continuous business support and enables us to reach-out to more and more re-sellers/ partners present in smaller cities/ towns in India. Infact, D-Link today is regarded as a widely distributed networking brand in the country.

In terms of market focus, we are going very aggressively with our Copper and Fiber solutions. D-Link has an entire range of high end copper and fiber range which can be positioned in the high end applications like data centers and server farms etc. Further in order to support partners with the technical know-how of cabling, we have recently rolled out ‘D-Link Certified Cabling Expert (DCCE) program across India.

What are the advantages and disadvantages of Ethernet on

FTTH over PON? Providing broadband connections to indi-vidual residences through fiber optic cable is referred to as FTTH connections. FTTH has enough bandwidth to support a large number of customers in the coming decades. FTTH is also a reliable and cost-effective solution. The technologies used in FTTH are the PON or Passive Optical Network and the Gigabit Ethernet technology. FTTH having shared fiber architec-tures uses PON technology whereas those with direct fiber architectures use Gigabit Ethernet. PON uses optical splitters rather than switching equipment’s. This splitter can be used to split and collect the optical information when they are moving through the network.

With Green doing the rounds what new technologies are you

bringing?We spend a significant amount of resources and time pursuing green computing initiatives and designing green products. Most of D-Link rout-ers, switches, IP cameras, VoIP solutions, wide range of Wi-Fi solutions etc., feature D-Link green technology.

D-Link Structured Cabling Solutions are RoHS and UL compliant. D-Link provides a complete end-to-end green solution to its cus-tomer giving a power saving of around 30-40% to the customer.

“IN TERMS OFMARKET FOCUS,WE ARE GOINGVERY AGGRES-SIVELY WITHOUR COPPERAND FIBER

SOLUTIONS.”

the physical layer. It also issues and alerts users of unauthorized access or activity. And this is one of the key reason people prefer intelligent solutions.

What are the challenges in this market and how are you geared

to face them?The biggest challenge today, is the increasing price variations in copper products. Usually the copper cable prices which forms 60% of the total invoice value, depends on two factors. First, the LME which keeps on fluctuating regularly and second is the variation in dollar pricing. As a result of this, the initial price quoted in large scale projects that ideally take long time to materialise, may not necessarily stand valid. And this becomes a major challenge for vendors like us. However,


57

SME CHATD-LINK

Chat-Tushar Sighat-D-link.indd 57 20/05/12 8:56 AM

TODAY, EVERY business depends on data. And when the average cost of system downtime is $12,500 per day, you need data backup and disaster recovery that you can depend on. But when you’re busy running your business, wheer is the time and expertise to install and configure yet another piece of software? Symantec Backup Exec 2012 Small Business Edition replaces confusion with confidence, offering complete data protection set-up in less than 10 minutes and with three simple steps. An intuitive wizard-based approach provides all of the disaster recovery capa-bilities needed in a Windows environment in less than 10 clicks. Should disaster strike—large or small—Backup Exec 2012 Small Business Edition is immediately ready to restore your business at any scale, from full system servers to indi-vidual files, quickly.Symantec Backup Exec 2012 is one integrated product that protects virtual and physical environments, simplifies both backup and disaster recovery, and offers unmatched recovery capabilities. Powered by Symantec V-Ray tech-nology, Backup Exec 2012 restores entire servers, critical Microsoft applications, and VMware or Microsoft Hyper-V virtual environments to dramatically minimize business downtime.There are many good features inbuilt within this software. one of those features is easy recovery. It easily restores virtual machines, applications, databases, file/folders or granular objects from a single pass backup in seconds with patented V-Ray technology.

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cies, perform disaster recoveries, and

convert backups to virtual machines

for instant disaster recovery

n Protects a broad range of operating

systems, platforms, applications and

databases in both virtual and physical

environments with support for disk

and tape storage devices

PRICEUSD 1162.66 (Price is valid till May 30

2012)

WARRANTY12 months Initial Essential Support

CONTACTSaumil Shah, Email: Saumil_Shah@

symantec.com, Contact: 022-30671519

OVERALL RATING

BY MANAS RANJAN / SATYA SAGAR [email protected]

NETGEAR R6300 WIFI Router is

believed to be the first 802.11ac dual band

gigabit WiFi router enabling 5th generation

WiFi (5G WiFi) at gigabit speeds. The router is

also backwards compatible with 802.11a/b/g/n

which provides optimum interoperability with

legacy WiFi devices.

The Netgear R6300 WiFi Router, powered

by Broadcom’s 5G WiFi IEEE 802.11ac chips, is

up to three times faster than today’s 802.11n

routers. With an elegant new design that fits

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would take on a similar 802.11n device.

The upcoming 802.11ac wireless standard is

the world’s fastest WiFi, providing gigabit WiFi

speeds allowing for web content to download

faster, and large video or music files to synch

more quickly. The increased speed of 802.11ac

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current 802.11n WiFi standard.

n Price: US$199.99, Contact: NETGEAR Technologies PL, Tel: 91 11 26207270, Fax: 91 11 26207606

NETGEAR 802.11AC WIFI ROUTER

SYMANTEC BACKUP EXEC 2012 SMALL BUSINESS EDITION


58

REVIEWPRODUCT

Products pages.indd 58 20/05/12 8:57 AM

Advts.indd 14 20/05/12 12:03 AM

PORTRONICS

EPSON

PORTRONICS LAUNCHES the Comfy Pad, a laptop cooling pad for laptop or tablet. They call it lapdesk which is spacious, light weight and attractive, which provides a stable base and protects against laptop heat whether you are lounging on the couch, relaxing on your bed, reclining on the living-room floor or travelling. This product includes two micro-bead cushions which conform to the shape of your body, which allows people to relax their legs instead of locking the knees together to support the computer and an ergonomic design with a cushion rest for your wrist while using the keyboard. In addition, a non-slip glossy finish on the top of the lapdesk helps prevent the computer from sliding around. Comfy Pad is amongst the most comfortable and attractive laptop desk solutions in the market today. It comes with built in mouse pad and organiser trays and can be used with wireless keyboards with desktops. Further, the product comes in two different colours i.e. black and red.

n Price: Rs. 849/- Contact: Jasmeet Singh Sethi, Email: [email protected], www.portronics.com

PORTRONICS ‘COMFY PAD’

EPSON WORKFORCE WF-7511TARGETED AT THE SMEs, Epson’s WorkForce WF 7511 A3 AIOs is first of its kind on inkjet technology. Designed as superior alternatives to colour laser printers to help small to medium businesses save costs without compromising productivity, this WorkForce model achieves an impressive cost per page that is up to 50% lower compared to colour laser printers.

It uses Epson’s extra high capacity 143 DURABrite Ultra pigment inks that offer an extremely low 0.75 paise cost per A4 page for monochrome printing and Rs.2.10 per A4 colour page for colour prints. Yet, they do not compromise on performance with ISO print speeds of up to 15 ipm (black, A4) and draft speed prints of up to 34ppm (black, A4).

WorkForce series also boasts of excellent connectivity. In addition to a standard USB 2.0 interface, the printers have built in Ethernet, and Wi-Fi. Fur-thermore, WF-7511 has a high performance, fax, as well as memory card slots and USB ports which users can print image or PDF files from, or scan items to. The printers can also print photos and documents from Apple iOS or Android devices through Apple Airprint, Epson iPrint; or from cloud services like Google cloud print apps and Evernote.n Price: Rs. 27,999, Contact: Tushad Talati, GM, Brand & Communi-cation, Epson India, Email: [email protected]

LG

LG SEMI SHOT-THROW PROJEC-TORS BX503B AND BX403B

LG ELECTRONICS new projectors BX503B and BX403B offer high resolution in a short projection distance. Powered by DLP technology, these projectors are virtually immune to color decay and offer an extended lifespan lasting year after year. The technology also boasts of a filter free design to eliminate the need for filter cleaning and filter replacement which not only reduces labor for support staff but also saves money for companies and schools.

The projectors offer XGA native resolution of 1024x768 and a 2800:1 contrast ratio. While the BX503B projector packs 5000 ANSI lumens, BX403B offers 4000 ANSI lumens. The projectors have a 6 segment color wheel which results in vivid colors, a defined picture quality and easy detection of even subtle color differences. The Brilliant Color technology infused with projectors breathes life into every picture and delivers incredible depth and color range. The VIDI technology enhances video performance, provides better contrast due to ‘dark pulse’ and has intelligent light control. Both the projectors are LAN enabled and have a lamp life of 2000 hrs (normal mode) and 2500 hrs (ECO mode). They also feature a quick power on/off so that the user can save the waiting time before and after usage. Ideal for home theatre enthusiasts, both the projectors weigh 5.8 kg and come with front exhaust and auto-altitude detection.

n Price: Rs.1, 65, 000/-and Rs.1, 10, 000/- respectively for BX503B and BX403B. Contact: Gopal Krishna, Tel: 09953555064 , Email: [email protected]


60

NEW ARRIVALSPRODUCT

Products pages.indd 60 20/05/12 8:57 AM

NetKey ™ ...Provides acomplete, cost effectiverange of copper and fibreinfrastructure solution forvoice, data and video applications.

NetKey™ Copper RJ45 Modules, Cable, and Patch Cords

NetKey™ Fibre Modules and Patch Cords

Media Distribution System

NetKey™ Fibre Trays

NetKey™ Audio/Video Modules

NetKey™ Modular Patch Panels

NetKey™ Faceplates and Surface Mount Boxes

NetKey™ Copper Cable■ Category 6 and 5e■ LSZH and PVC

Flame Rating

The NetKey™ Flexible Networking System, based on the universal keystone opening, covers all your copperand fibre infrastructure communication needs from the telecommunications room to the work area with theproven quality and reliability you depend on from Panduit.

Warranty available through PCI Programme.

NetKey™ Termination Tool■ Fast termination■ Available from

Fluke Networks

Visit us at www.panduit.com/Jayakanthi Kanthraj email: [email protected]

Tel No : +91 80 49122106

Bangalore Office:3rd Floor, Onyx Center# 5, Museum RoadBangalore – 560001 Karnataka. IndiaTel No : +91 80 49122106Fax No : +91 80 41464155

Chennai Office:#400, Hot Desk, 3rd Floor, Apeejay Business Centre, Apeejay House.39/12 Haddows Road, Nungambakkam, Chennai – 600006. India Tel No: +91 44 28238662 /

+91 44 28224949Fax No: +91 44 28262447

Delhi Office:Office No 103, U&I Centre F 41,N. D. South Extension 1, Ring Road, New Delhi -110049. IndiaTel No : +91 11 40167060Fax No : +91 11 40167059

Mumbai Office:312/313, Dynasty Business Park,J.B. Nagar, Andheri Kurla Road,Andheri East, Mumbai - 400059. IndiaTel No : +91 22 40917106Fax No : +91 22 40054746

#5213 (FP-NetKey Cabling System India).qxp 1/19/2012 2:03 PM Page 1

Advts.indd 4 20/02/12 8:37 PM

Now with ‘Server Class’

Drives

Network Storage for BusinessNVR for IP Surveillance - up to 48 cameras

® - Built on world-class EMC storage technology

- Advanced storage, security, and content sharing that is easy and affordable® ®- PC, Mac and Linux ; 8TB to 36TB in a single array

® ® ®- Certified for Vmware , Windows Server, Citrix XenServer

- Protect and share your data from anywhere with Iomega Personal Cloud

- Server class drives for higher reliabilty and performance

- Video Surveillance ready - connects upto 48 cameras.

` 4,50,000

for 36TB** Taxes extra.

SMEChannel 160512 Size:22x31(bleed) 21x30 (Trim) 19x28 (Type)

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RNI No.: DEL ENG / 2010 / 3192 Postal Reg. No.: DL-SW-1/4145/10-12 Data of Printing: 19 & 20 of Every MonthData of Posting: 22 & 23 of Every Month

Advts.indd 8 20/05/12 12:00 AM

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Documents

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