sme channels april 14

PLUS

VOLUME 05 | ISSUE 02 | PAGES 48 | APRIL 2014 | RS. 20/-

www.smechannels.com

india’s first IT magazine for sme business

Cisco Bets $1 Billion on Cloud /08

SME BIZ / 44

Dell: Gung-ho on Commercial Distribution Biz

SME CHAT / 24

Manusis: SMEs Want to Take Business Online

SME CHAT / 38

HID Global: “Moving Towards Solution Centric Approach”

While the usage of paper volume is not going down digitisation is driving the scanner market’s growth /32

1

DIGITISATIONDRIVINGSCANNER MARKET

Cover.indd 1 19/04/14 11:49 am

http://www.adobe.com/go/reader

SMS “BUYKIS<SPACE>EMAIL ID“ to 56263

301, Tower – A, World Trade Center, Kharadi, Pune – 411 014, India.Phone No: +91-020-65111016, 65111017.Toll Free No.: 1800-209-2012, Paid Lines:+91-20-65111011, 27012834. SMS “KSHELP<SPACE>EMAIL ID“ to 56263 [For Technical Support], www.sakri.in ,[email protected]

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

Advts.indd 1 16/04/14 8:44 am

Emerson Network Power Debuts New Trellis Module /17


PLUS

VOLUME 05 | ISSUE 02 | PAGES 48 | APRIL 2014 | RS. 20/-

www.smechannels.com

TO LEAPFROG DEVELOPMENT...

EDITORIAL

KARMA [email protected]

I HAVE NEVER seen so much enthusiasm during elections; from youth to old (especially the former) participated in the polls which with such fervour and gusto which was never seen before. It was “cool” to vote this time as voters flaunted their “inked finger” on various platforms from Facebook to WhatsApp.

Another interesting thing that this election can be noted for is the importance the SMEs received from the political parties. In order to woo the small and medium entrepreneurs, SMEs featured in the election manifesto of the BJP, Aam Aadmi Party and Indian National Congress. While AAP declared promoting honest SMEs as its prime objective, INC said its focus is on SMEs and promoting a flex-ible labour policy, while for BJP enhancing the competitiveness of the SME sector leading to a larger contribution to economic growth and employment generation is its overall goal.

Are these just hollow promises that political parties resort to during elections in an effort to please all and garner votes or are they truly committed, will be all revealed in a couple of months.

SMEs are facing many challenges today one being accessing funds through banks and other finan-cial institutions. This is despite the fact that almost all banks provide loans to SMEs and for some it’s turning out to be the most profitable business too. But difficulty in accessing the funds comes due to ‘credibility’. At the SME Forum held in Mumbai it was revealed that most SMEs in India misutilise the funds borrowed from the banking institutions.

As per FICCI only 5% out of 43 million SMEs have online presence. Out of that 5%, only 27% use it for e-Commerce. This market might be still in its infancy but with SMEs gearing to be tomorrow’s large enterprise SaaS model of hosted e-Commerce platform will be preferred choice for most SMEs as it not only provides the features but is cost effective too.

For SMEs opting for the right solution is where mostly they go wrong and due to their limited tech-nical knowledge they struggle to find the right solution. But it’s said that SaaS platform can help them avoid big upfront cost and opting for the customised solutions also goes easy on the pocket rather than developing a new one.

But here the main challenge comes in the form of availability of broadband and digital literacy. If these are taken care of SMEs can leverage this platform to leapfrog development.

DIGISOL 3G Mi-Fi Router

MY EXPERIENCE

OVERALL RATING

SPECIFICATIONS

Available at street price of Rs.3,700 it, cre-

ates personal 3G Wi-Fi hot spot with wireless

speed up to 150Mbps.

FINAL WORDING

Comes handy while traveling

SME CHAT /31

SMARTLINK: “We Understand SMEs’ Needs Better”

SME CHAT /36

GoIP: “Planning to Grow 100% in 2014-15”

DIGISOL’S 150MBPS Wireless 3G Mi-Fi Broadband router is not only a portable device, easy to carry around but also offers instant Internet connectivity. It comes packed with 2000mAH battery and Micro SD card slot on the router which can be used for stor-age using SD card up to 32GB. The router is truly plug and play and can con-nect without the need to install anything as the drivers are built right into the router. All you need to do is open a browser, connect the router, and voila! You can set up your network right from a web interface. The DG-HR1060MS HSPA+ Mobile Router has a built-in 3G antenna which helps in pro-viding a reliable connection to 3G service pro-vider. It uses the latest wireless IEEE802.11n technology to stream data at 150Mbps to its wireless clients.

SME CHAT / 40

EPICOR: “India is a focus area for the next five years”

SME CHANNELSAPRIL 2014

5

Edit.indd 5 21/04/14 8:54 pm

APRCOVER

STORY

Digitisation Driving Scanner Market /32

While the usage of paper volume is not going down digitisation is driving the scanner market’s growth

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

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

SME Biz ~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 44

Products ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 45

more inside

SME CHATApplane /22“This year is very crucial for Applane”

Manusis /24“Most SMEs Want to take their business online”

Smartlink /31“We understand SMEs’ needs better”

Neutron /35“Want to add more telecom and security products”

GoIP /36“Planning to grow 100% in 2014-15”

SME CHATHID Global /38“Moving Towards Solution Centric Approach”

Epicor /40“India is a focus area for the next five years”

contentsVOLUME 05ISSUE 02 2014 Publisher: Sanjib Mohapatra

Editor: Sanjay Mohapatra

Associate Editor: Karma Negi

Reporter: Aparajita Choudhury,

Manali Misra

Executive Editor: Smruti Chaudhury

Copy Editor: Neil D’Souza

Web Designer: Vijay Bakshi

Technical Writer: Manas Ranjan

Satya Sagar Sinha

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Advts.indd 9 15/02/14 9:43 am

Cisco Bets $1 Billion on Cloud Cisco plans to build the world’s larg-est global Intercloud – a network of clouds – together with a set of partners.

The Cisco global Intercloud is being architected for the Internet of Everything, with a distributed

network and security architecture designed for high-value application workloads, real-time analytics, “near infinite” scalability and full compliance with local data sovereignty laws. The first-of-its-kind open Intercloud, which will

feature APIs for rapid application development, will deliver a new enterprise-class portfolio of cloud IT services for businesses, service providers and resellers.

Cisco expects to invest over $1 billion to build its expanded cloud

HP has released new solutions, sales tools, services and updates to the HP PartnerOne program that enable partners to accelerate growth while transitioning to the New Style of IT.

“The New Style of IT requires a new style of partnering,” said Neelam Dhawan, VP and GM,

Enterprise Group and Country MD, HP India. “Together, HP and our partners have become the go-to tech provider for the New Style of IT with industry-leading tech solutions, programs and incentives that help partners drive growth.”Enhancements to the HP Part-nerOne program—available later

this year—include:n Expanding the program to include service providers, system and original equipment manu-facturer integrators, independent software vendors and distributors.n Launching HP PartnerOne for Cloud to help partners meet customer demand for hybrid cloud

solutions spanning private, public and managed deployments.n Adding HP PartnerOne Cloud Reseller Specialization to support HP partners who resell HP Public Cloud in the US, HP Managed CloudSystem Matrix and cloud ser-vices from HP PartnerOne Service Providers (formerly CloudAgile).

business over the next two years. Its partner-centric business model, which enables partner capabilities and investments, is expected to generate a rapid acceleration of additional investment to drive the global scale and breadth of services that Cisco plans to deliver to its customers.

“Customers, providers and channel partners alike are turning to Cisco to create open and highly secure hybrid cloud environments, and they want to rapidly deploy valuable enterprise-class cloud experiences for key customers – all while mitigating the risk of capital investment,” said Robert Lloyd, president of development and sales, Cisco. “The timing is right for Cisco and its partners to invest in a groundbreaking, application-centric global Intercloud to provide broader reach and faster time to market. Together, we have the capability to enable a seamless world of many clouds in which our customers have the choice to enable the right, highly secure cloud for the right workload, while creating strategic advantages for rapid innovation, and ultimately, business growth.”

HP Helps Partners Transition to New Style of IT


8

SNIPPETSfor more log on to smechannels.com

PRODUCT | CHANNEL | CONSULTING | SERVICES

Snippets.indd 8 19/04/14 9:40 am

Advts.indd 18 18/03/14 10:49 pm

D-Link Extends Net-working EnclosuresD-Link has introduced an extensive range of networking enclosures that aims to address the growing demand of enterprises.

Designed as per international standards, D-Link enclosures are built to ensure efficient & safe holding of networking equipment’s. Also with a legacy of over 27 years of networking excellence, brand D-Link stands for highest quality assurance.

“As an organization, our emphasis has always been on delivering complete end-to-end solution, and with this agenda we decided to introduce networking enclosures into our product portfo-lio. Moving ahead we are confident that D-Link will continue to deliver technological excellence & complete customer satisfaction,” said Shailesh Bhayade, AVP (Structured Cabling Business), D-Link (India) Limited.

With its compact design, D-Link network-ing enclosures aim to meet the challenges of enterprises in reducing clutter, and utilizing the storage space effectively. D-Link will also be offering customized Networking enclosures basis customer network requirement.

D-Link Wall Mount Enclosures are specifi-cally designed for small networking, domestic application, audio-video, telecom, and lab applications.

“SAAS TODAY REFERS PRIMARILY

TO HCM, CRM OR ANOTHER EDGE APPLICATION,

NEVER TO MISSION-CRITICAL BUSINESS

OPERATIONS.” CHARLES PHILLIPS,

CEO, INFOR

MY POINT

Axis Communications has expanded its distribu-tion in India by signing on Inflow technologies, a distributor in the security space as their VAD distributor.

With this association, customers in India will now have an easier access to complete range of Axis products, accessories and solutions along with an augmented expertise and service from Inflow Technologies announced the press release.

Sudhindra Holla, Country Manager, Axis Communications, India, said, “Through this

association, we are confident that we will be able to address the demand of innovative use of the video surveillance solutions. We believe that Inflow Technologies has high competence and expertise to drive the growth of surveillance solutions in the Indian market and will be an important addition to our distributor channel.”

Speaking on this partnership, Rajesh Kumar, Business Head, Inflow Technologies, said, “This announcement underlines our commitment to work with best of breed of brands/market leaders.

Microsoft Announces Trade-in-Scheme for SMBsMicrosoft has launched a Trade-In Scheme for SMBs in India. Through this scheme, customers can sell their legacy hardware with the option to use the proceeds towards obtaining monthly credit on Windows Azure, based on an upfront initial commitment, informed the release.

Karan Bajwa, MD, Microsoft India, said, “SMBs are the force drivers of the Indian economy and require agile, flexible and scalable infrastructure to help manage their costs well. This is a fantastic opportunity for SMBs to get value for their legacy hardware and at the same time leap to the cloud using Windows Azure. This transition will help them reduce maintenance costs and get future ready on a modern platform.”

AOC Launches Windows 8 Certified MonitorsAOC has launched its Windows 8 certified 10 point touch Full HD monitors i2272PWHUT (21.5”) and i2472PWHUT (23.6”). The AOC 72 series models are equipped with high-grade IPS panels and also offer super-wide viewing angles with a convenient tilt function for best touch control experience.

Shalini Pandey, Director (Monitor Busi-ness), AOC India, said, “We are very excited to introduce the first AOC Windows 8 certified i2272PWHUT and i2472PWHUT touch moni-tors and hopeful that their ergonomic design, splendid features, stylish looks, ample connectiv-ity options and exceptional viewing experience will attract the consumers.”

I2272PWHUT and i2472PWHUT monitors come in two sizes 21.5 inch and 23.6 inch.

The i2272PWHUT and i2472PWHUT are now available in Indian markets with authorized AOC dealers at 24,990 and 28,990 respectively.

Axis Ropes-in Inflow as VAD Disty

Dell Unveils New Storage Array SeriesDell has launched brand new series of enterprise storage arrays designed for mid-sized fibre channel deployments, the new Dell Storage SC4000 Series. Available first in the Asia-Pacific region and planned globally later in 2014, it demonstrates Dell’s continued innovation to bring full-featured, enterprise-class storage to cost-efficient, high-performing, smaller-scale solutions, announced the release.

As per Dell, the new storage array series, with an all-flash solution that can cost up to 76 percent less than competing pure flash arrays, is the latest addition to Dell’s customer-driven enterprise data center portfolio of purpose-built solutions designed to make IT more efficient and practical.

S. Sridhar, Director & GM (Enterprise Solutions Group), Dell India, said, “CIOs of Indian enterprises with mid-sized workloads are required to optimize their IT infrastructure & remain ahead of their peers in providing world class services to their internal as well external customers, protect & secure their data & do all of this efficiently. They are looking for efficient choices in IT infrastructure that provide higher performance, greater productivity within their budget.”


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SNIPPETS


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BenQ Unveils Two Classroom ProjectorsBenQ has introduced energy efficient classroom projectors: MX823ST & MW824ST.

The MX823ST & MW824ST features Lumen-Care Mode, the LampSave Mode (which extend projector lamp life by 50% giving the total lamp hours of upto 10,000). The lamp replacement frequency is also reduced by up to 50% to lower the replacement costs.

The wide range of connectivity options and availibity of PointWrite and QWrite interactive features make MX823ST& MW 824ST complete classroom interactive projector solution. The ultra-sharp contrast ratio of 13000:1, 3200 ANSI Lumens brightness and long lamp life guarantee vibrant, reliable visual performance time and again.

As per the release, MX823ST & MW824ST features MHL function that allows one to mirror the data, photo and other contents from the

HP’S NEW OFFERINGS FOR APJ PARTNERSHP has released new solutions and program enhancements that accelerate growth and expand revenue opportunities for channel partners in Asia Pacific and Japan (APJ).

The new offerings include pre-integrated IT systems, storage solutions and updates to its flagship PartnerOne program enabling part-ners to pursue growth markets and win more business in the new era of computing.

“With the convergence of social, mobile, cloud and information driving change, organizations need assurance that their partners can help them navigate this new world,” said Pradeep Khemani, Director (Channels, Enterprise Group), HP India. “HP is strengthening its offering for channel partners, providing them with the architecture and expertise to capitalize on this opportunity. Combined with programs that empower them to win significant customer deals and increase profit margins, we’re working together with our channel partners to ensure sustained business growth.”

Rapoo Unveils NFC Enabled SpeakerRapoo has introduced the latest NFC (Near Field Communication) enabled Portable Bluetooth speaker A600 with Radiation Airflow Invert Technology. Rapoo A600 is the first product to incorporate Radia-tion Invert Technology, which is designed to improve bass sound in small area. It features NFC fast connection technology, Bluetooth 4.0wireless audio transmission, AUX 3.5mm audio input port to use as wired, cutting edge radiation airflow invert technology, noise proof dual microphone with active noise reduction, multipoint connection and hands-free function and 3 hours charging which provides 10 hours battery backup. RAPOO A600 Bluetooth Portable NFC Speaker is available at a price of Rs. 9099 and comes with 2 years replacement warranty.

Neoteric Partners with LevitonLeviton has appointed neoteric infomatique Limited as its National Distributor for its complete range of world-class network solutions that includes electrical wiring devices, data center connectivity solutions and Lighting Management Systems (LMS). Leviton’s network solutions are currently available in the market through neoteric’s supply chain comprising 10000+ channel partners spread across 500+ cities, informed the release.

Rajiv Kapoor, Country Director, Leviton, said, “We are very excited about this strategic partnership. neoteric’s enviable reach, partner-connect and distribution expertise will help us penetrate deeper into the Indian networking market, boost our market share and expand our worldwide presence as a leader in the networking technology space.”

Corsair PSUs Posts 96 pecent Growth Corsair announced its PSU segment has recorded 96% growth in 2013 with its entry level VS series PSU emerging as the biggest contributor. Corsair had recently revamped its PSU range by replacing GS Series with CSM and the TX & HX Series by the silent RM series.

The release said that with the negative vibes across that IT industry, Corsair saw strong and steady growth in PSUs with further consolidation of PSU brands as well as introducing updated modular PSUs in the CSM and RM series. These PSUs are totally modular and are ‘80 PLUSGold’ certified which is rated with a high mind share among gaming enthusiasts.

As per Corsair, the company is expecting to increase its market share further in the PSUs and cabinet segments in 2014. It has planned to launch India specific PSUs and cabinets with excellent features to attain the expected growth. Mannan, Country Manager, Corsair Memory, said, “We are proud that we have shown remark-able growth in the difficult times, when the entire IT industry was sinking down, we were steadily growing with our constant effort s and push to address the customer needs with our high quality PSUs and cases. We are thankful to Corsair team and Aditya Infotech for the effort put in, they have been the major contributors for this success.”

Pradeep Khemani, Director (Channels,

Enterprise Group), HP India

Matrix to Exhibit Solutions at COMEX’14Matrix is participating in COMEX 2014, Oman where it will showcase telecom solutions encompassing the range of Business Phone Systems, Voice & Data Convergence, IP Phones, Branch Office Gateways and GSM/3G Gateways.

Matrix will also launch its award-winning NAVAN CNX200 - Office-in-a-Box Solution. Dipesh Patel, Business Manager, Matrix, said, “NAVAN CNX200 is ideal for Mobile operators, Managed Telephony and ISPs, helping them to access new markets and increase revenue streams. We are looking forward to meeting key service providers and business professionals to explain this unique solution.”


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Advts.indd 2 16/04/14 8:44 am

Exacq Speeds-up Video Evi-dence SearchingExacq Technologies, part of the Security Products business unit of Tyco, has released SpeedSearch feature in exacqVision 6.0—the latest release of the company’s Video Management System (VMS) software.

Included with this release are updates to the Exacq Mobile app, the exacqVision web client and Enterprise System Manager (ESM), a health monitoring program for use with exacqVision NVRs.

“SpeedSearch allows users to start investigating video while it’s still downloading, providing faster access to the evidence they need,” notes Tom Buckley, VP (Sales and Marketing), Exacq Technologies. “It’s also ideal for low bandwidth connections as investigations can occur without having to wait for an entire video stream to download.”

IESA Names New Executive CouncilIndia Electronics and Semiconductor Association (IESA), industry body representing the Indian Electronic System Design & Manufacturing (ESDM) industry, has announced its new Executive Council (EC) for the year 2014-15.

Ashok Chandak, Senior Director, Global Sales and Marketing at NXP Semiconductors, who was earlier the Vice Chairman for 2013-14, has taken over the role of Chairman for 2014-15. Vinay Shenoy, Managing Director, Infineon Technologies would be the new Vice Chairman of IESA and Krishna Moorthy K, MD, Rambus Technologies will serve as the new Treasurer.

CP PLUS CORAL-HDCVI Technology Hits the Bull’s EyeCP PLUS has introduced HDCVI technology in CORAL series of analog CCTV cameras and Digital Video Recorders, with an aim to equip the analog solution to deliver long distance high definition video under conventional co-axial cabling environment at an affordable value.

“Considering today’s challenges, the HDCVI technology has been introduced in our CORAL series of analog CCTV cameras and Digital Video Recorders, equipping our system integra-tors/channel partners to provide quality of solutions,”. Today, the highest available resolution in analog is 960H, HDCVI offers High Definition video quality in existing analog infrastructure,” expressed, W.E. WROLDSEN, MD, CP PLUS GmbH & Co. KG.

Yogesh B. Dutta, Sr. VP, Aditya Infotech Ltd, stated, “We endeavor to understand challenges and pain areas of our channel partners/system integrator. With technology like HDCVI, we are committed to provide qualitative solutions to them in order to improve their quality of integra-tion projects.”

Genius recently organized a meet for its dealers in Jaipur. Attended by all leading channel partners of the city, the dealer meet was intended to attract new partners and consolidate its relationship with existing partners announced the press release.

Commenting on the occasion, Gaurav Mathur, Country Head (India), Genius, said, “Jaipur represents a very crucial market for us and our objective was to demonstrate our commitment to the market and reiterate our status as the leading player with cutting edge, innovative, yet affordable products, with the unveiling of our new range of mobility , gaming and audio products. The response has been very encouraging and we look forward to developing our business manifold in the region.”

Genius Holds Dealers’ Meet in

Jaipur

GIGABYTE TIES-UP WITH WPGGigabyte has entered into a distribution tie-up with WPG C&C Computers and Peripherals (India) Private Limited, a part of the Taiwan-based WPG Holdings, Asia’s leading electron-ics and IT product distributor.

WPG Holdings, headquartered in Taipei, Taiwan, operates through four leading distributors of semiconductor components: WPI group, SAC group, AIT Group, and Yosun Group.

The biggest beneficiary of the tie-up will be the two companies’ channel partners in the Do-It-Yourself (DiY) PC business, who will get access to the ideal CPU-motherboard combo solutions announced the press release.

It further announced that the tie-up gives Gigabyte Technology the opportunity to leverage WPG’s strengths as a major distributor of Intel CPUs, for providing the ideal CPU-motherboard combo solution to channel partners in the Do-It-Yourself (DiY) PC business. Also, with Intel in the process of vacating motherboard business, the tie-up gives a convenient option to partners to shift easily to the widely preferred Gigabyte Ultra Durable motherboards.

Elaborating on the new tie-up, Sunil Grewal, Director – Sales, Gigabyte Technology (India), said, “The new tie-up also strengthens GIGABYTE commitment to working with channel part-ners, by maintaining the flow of sufficient consumer, gaming and corporate (vPro) motherboards into the market.”

Sunil Grewal, Director – Sales, Gigabyte

Technology (India)


14

SNIPPETS

Snippets.indd 18 21/04/14 8:55 pm

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GIGABYTE Technology (India) Pvt. Ltd.Website: www.gigabyte.in; Toll-Free: 1800-22-0966; www.facebook.com/GIGABYTEindia

Advts.indd 3 21/04/14 8:49 pm

NETGEAR Dual Band Gigabit Wi-Fi RouterNETGEAR is debuting JR6150 dual band gigabit wi-fi router in its market-leading family of next-generation 802.11ac wireless products.

The JR6150 is a dual band router that supports faster WiFi speeds up to 300+450 Mbps† with Fast Ethernet wired connections, providing secure and reliable Internet connections for fast downloads, clearer voice calls, uninterrupted HD video, and lag-free gaming announced the press release.

It further added that NETGEAR JR6150 WiFi Router offers the best value and enhanced features for improving network for new or upgraded devices that integrate 802.11ac WiFi support, such as the PC, Mac, iPhone, iPad& Android devices.

MAXIMUS Video Door Phones Launched MAXIMUS, a Taiwan-based provider of integrated security solutions, has introduces its advanced video door phones for villas segment. Naming MV-4C and MV-7C video door phones provide the highest level of security as well as comfort & luxury to the consumers announced the press release.

The latest MAXIMUS video door phones are based on advanced technology and are equipped with TFT LCD screens in 7’’ and 4.3” variants. Both devices have convenient two-way communication system, Remote Unlock functions, Do Not Disturb (DND) feature and that provides ease and comfort to the users. The main outdoor station unit of both the VDPs can be deployed at the main entrance of the villa/home. The unit comes with various features including high resolution camera, LCD for display, microphone for two-way communication and weather proof body etc. The MAXIMUS Video Door Phones are available across all branches of Aditya Infotech Ltd and through its network of channel partners in India.

Kingston’s SSD Speeds-up Asus UltrabookKingston’s internal M.2 2260 SATA solid-state drive is powering Asus ZENBOOK UX301LA and UX301LAA announced the press release.

The Asus Zenbook UX301LA uses a 128GB Kingston M.2 2260 SATA SSD while the Zenbook UX301LAA is powered by two M.2 2260 SATA SSDs in RAID 0, thus allowing the user up to 256GB of hard drive storage.

As per the release, the slim form factor of the SATA 6Gbps SSD allows unrivalled performance for Ultrabook PCs. M.2 2260 is among the next-generation form factors that Kingston offers to fit various PC OEM platforms as more Ultrabook, light and thin, tablet and all-in-one solutions come into the marketplace. Y.C. Chen, NB Senior Director, Asus, said, “Our award-winning Zenbook merges form and function with beauty and precision. The stunning resolution of the touch-screen display is matched by the artistry of the design. This Zenbook is one of the lightest and smallest Ultrabooks we’ve ever made and with Kingston’s M.2 2260 SSD inside, it is a fast and powerful machine that gives the user an unmatched computing experience.”

DIGESTPORTRONICS 5 PORT USB CHARGING STATION Portronics has launched 5 Port USB Charging Station that can charge up to five devices simultaneously with a single cable connect to any standard AC output.

This charging port allows users to charge 2 Tablets and 3 other devices like smartphone, bluetooth headset, Mp3 player etc. at the same time. Besides, it supports maximum 6A of total output.

5 Port USB charging station is available in black at a price of Rs. 1,999 across India.

ASUS A55BM-K FM2+ MOBOS Asus has launched A55BM-K FM2+ motherboard in India. The motherboard features DIGI+ VRM, Network iControl and new UEFI BIOS on the A55 chipset.

The company said that Asus AI Suite 3 offers a brand new user experience through a clearer and more attractive interface with support for larger monitors. It consolidates all exclusive ASUS features into one simple-to-use package, allowing users to supervise overclocking, energy consumption, fan speeds, voltages and more.

Asus A55BM motherboard is available at a price of Rs. 3285 and comes with 3 years warranty.

TRENDNET OUTDOOR 3-MEGA-PIXEL NETWORK CAMERASTRENDnet has released Outdoor 3MP Full HD PoE Dome Day/Night Network Camera (model TV-IP311PI) and Outdoor 3MP Full HD PoE Day/Night Network Camera (model TV-IP310PI).

“These compact high performance outdoor network cameras are well suited for any number of general surveillance applications,” stated Sonny Su, Technology Director, TRENDnet.

SP SILICON POWER BAGS THE RED DOT AWARDSP/Silicon Power has won the prestigious recog-nition from Red Dot Award: Product Design 2014 with its Thunder T11 – the lightest and smallest Thunderbolt external SSD on the market.

Silicon Power is once again honored by Red Dot Award: Product Design since the F80 USB Flash Drive and A15 Portable Hard Drive earned the recognition in 2013 announced the press release.

The Red Dot Design Award, founded in Germany in 1954, is one of the three most prestigious international design recognitions.

DIGISOL 3G MI-FI ROUTERDIGISOL has introduced its 150Mbps Wireless 3G Mi-Fi Broadband router. The DG-HR1060MS has a compact design and ideal device to carry and connect to Internet instantly said the press release.

It further added that its 2000mAH battery makes it an ideal portable device with battery backup. The Micro SD card slot on the router can be used for storage using SD card up to 32GB.

It comes with a built-in 3G antenna that provides a reliable connection to your 3G service provider. The feature rich DIGISOL DG-HR1060MS is available at street price of Rs.3,700.

HITACHI VIRTUAL STORAGE PLAT-FORM RECOGNIZED BY GARTNERHitachi Data Systems Corporation (HDS) has announced that Gartner has scored its Hitachi Virtual Storage Platform (VSP) as one of two systems with the highest rating for every use case analyzed by the research firm. As per the release, the second system is an HP OEM version of the Hitachi VSP. The HDS Hitachi Unified Storage Virtual Machine, also performed at a high level in the use cases. Both products received “Excellent” ratings for product viability. Key findings from this report revealed that with the inclusion of SSDs in arrays, performance alone is no longer seen as a unique differentiator. The report presented a number of specific findings, including: “Product differentiation is created primarily by differences in architecture, software functionality, data flows and microcode quality, rather than components and packaging,” and “Security and concerns with migration and conver-sion costs between competing vendor arrays are less important purchasing criteria than perfor-mance, reliability, scalability and vendor reputation.”


16

SNIPPETS


HyperX FURY for Entry-Level GamersHyperX, a division of Kingston Technology, has launched HyperX FURY memory for entry-level gamers and enthusiasts in India. HyperX FURY replaces the HyperX blu memory line. This next-generation high-performance memory offers automatic overclocking with an asymmetric and aggressive heatspreader design for the ultimate cost-efficient enthusiast computing experience announced the press release.

HyperX FURY memory is completely Plug and Play (PnP) so it automatically overclocks within the system speed allowance without any manual BIOS tuning.

ESET to Increase Presence in India Market Global provider of security solutions for businesses and consumers ESET is focusing on growing presence in Indian market.

The Federation of Indian Chambers of Commerce and Industry (FICCI) have recently conducted the India-Central Europe Business Forum on 27-28 March in New Delhi, the first in the series. This business forum was focused on promoting multifaceted industry engage-ment with highly promising Central European economies including Slovakia.

Parvinder Walia, APAC Sales Director at ESET’s APAC headquarters in Singapore, represented the company at the forum. India is an emerging market and focused country for ESET, and has plans to increase the market share in India significantly by introducing innova-tive marketing and brand promotion activities announced the press release.

Microsoft Ventures Invites Application From StartupsMicrosoft has announced the opening of applications for the fifth batch of Microsoft Ventures Accelera-tor in Bangalore, India. Starting April 1, till June 10, Microsoft will receive online applications from technology startups.

The first list of 50 shortlisted companies will be announced soon after closing of applications in June, and they will be invited for a face-to-face session with a jury panel. The final list of startups, which will make it to the winter batch of calendar year 2014, will begin the four-month acceleration process at the Microsoft office in downtown Bangalore on July 23, 2014 and end with a Demo Day in November when the startups will showcase their ideas to key industry influentials, top angel investors and VCs.

FortiGate Security Platform on AWS CloudFortinet’s FortiGate security platform is now available on Amazon Web Services, a division of Amazon.com, Inc., in the AWS Marketplace. FortiGate-VM is strategically designed to help customers better mitigate potential blind spots by implementing critical network security controls including bi-direc-tional stateful firewalling, intrusion prevention and VPN within their virtual private cloud. Last year, the company announced the availability of FortiManager-VM and FortiAnalyzer-VM on AWS, which enable customers to deploy security management and reporting to all FortiGate and FortiGate-VM security technologies running at the edge, in internal networks, at remote offices, within core data centers or deployed in the cloud.

Seagate Fully Acquires XyratexSeagate has completed its previously announced acquisition of Xyratex Ltd, a provider of data storage technology.

“The time required to properly test these higher capacity drives is increasing dramatically, making it strategically important to have uninter-rupted access to world-class test equipment and engineering resources. The addition of Xyratex helps us fill this important need and considerably streamlines Seagate’s supply and manufacturing chains for our core HDD business,” said Dave Mosley, President (Operations and Technology), Seagate.

SMARTLINK’S ANNUAL SALES MEET HELD IN GOA Smartlink Network Systems Limited organized its ‘Annual Sales Meet 2014-15’ in Goa.

The theme for the meet was ‘Breaking Bar-riers’ to encourage the team to move away the obstacles and look at newer opportunities and think bigger than before to take the company to new paths of success. The objective of the meet was to review FY 2013-14 performance and to work on growth plans for FY 2014-15.

This meet was part of Smartlink’s regular interaction with its sales team. The all India Smartlink senior management and sales team of DIGISOL and DIGILITE brands,came together to unwind and set the ball rolling for the next financial year.

Bimal Raj, CEO, Smartlink Network Systems Ltd., said, “The objective of ‘Annual Sales Meet 201415’ was to review and work on strategy and plan for coming year, with a right combination of Products, Sales, Distribution and Marketing. The meet provided perfect platform to discuss and review opportunities and challenge in the market.”

Emerson Network Power Debuts New Trellis ModuleEmerson Network Power has announced the availability of the Trellis Process Manager, offering data center managers an easy-to-use, automated workflow manager.

“It adds workflow capabilities to the existing functionality of the Trellis platform, filling a need in the marketplace to remove human error and provide visibility to the effects of certain changes on the data center,” said Steve Hassell, President, Data Center Solutions business.


17

SNIPPETS


ALLIED TELESIS HONOURED BY MILESTONE SYSTEMS Allied Telesis has won the Milestone Systems “Best Milestone Solution Partner” award for 2013.

The release said that Milestone Systems recently held its second Milestone Partner Open Platform (MPOP) event in South Goa, India. The event was attended by Milestone Systems’ top system integration partners and several industry partners, and is a global initiative where Milestone provides an in-depth look at how their open platform can help expand their business. It also provides an opportunity to meet Milestone’s ecosystem partners and learn more about the opportunities that their technologies present.

Milestone Systems chose Allied Telesis as “Best MSP Partner” owing to the close and suc-cessful working relationship between the two companies in the deployment of enterprise and video surveillance projects at several high profile customer locations, including Mysore Palace, Indian Oil Corporation Limited, Bhabha Atomic Research Center Colony - Anushaktinagar and Kolkata Police.

Sandesh Kaup, Senior Business Manager, Milestone India, said, “Allied Telesis has been a strong technology-driven company with very high technical expertise in managed network services. They have helped surveillance system integrators and end users with the design and implementation of very complex solutions. Milestone has truly recognized their contribution to IP Surveillance as a whole.”

Subhasish Gupta, Country Manager (India & SAARC), Allied Telesis India, said, “Working with Milestone Systems has enabled both Allied Telesis and Milestone to deliver greater value for our customers on these complex physical security solutions. The team at Milestone has been proactive and engaging and it is great to work with such a professional team.”

EXECUTIVE MOVEMENTS

SAP has appointed Ravi Chauhan as managing director for SAP India, further strengthening the senior management team of SAP Asia Pacific Japan. NetApp has named Jay Bhow as vice president of Engineering, based in Bangalore. In this role, Jay will be responsible for NetApp’s global Quality

Engineering function for the Data ONTAP storage operating system. Aspect Software has appointed Sriram Viswanathan as Director- Channels & Alliances for India and the Middle East.

Unistal Systems has appointed Sunil Gera as Business Development Manager for Punjab, Himachal Pradesh and J&K.

ZyXEL Gets New Corporate Office in DelhiZyXEL India recently inaugurated its new Corporate Office in Delhi which was marked by the presence of ZyXEL President Gary Chen and his colleagues from Taiwan, along with the entire Indian team.

On the occasion, Chen apprised, “The terrific performance of the previous year is actually a base for us to launch ourselves to new heights. This year we will be doing a business worth Rs 80 crores.” Last year (2013), ZyXEL’s business grew by over 200 per cent. Chen further added that ZyXEL is also working on a plan to open a manufacturing unit in India as well.

Madhukar Swayambhu, VP (Sales- India & SAARC), said, “We have increased and improved our human resource. Sanket Kulkarni, whom we have got on board recently would certainly stimulate business growth and profit through his proven skills in Channel Sales. Subhash Chandra, who is the recent addition in ZyXEL family, is a media communication expert. His joining has changed the entire method of market communi-cations. We are participating in more events now. And you’ll see a lot of ZyXEL around now.”

Note: Data includes desk-based PCs and mobile PCs, including x86 tablets equipped with Windows 8, but excludes Chromebooks and other tablets.

Others

Asus

Acer Group

Dell

HP

Lenovo

3,41,42,058 3,10,01,926

50,64,431 53,10,000

65,34,362 55,64,358

87,55,092 95,41,231

1,17,70,542 1,22,48,274

1,16,41,152 1,29,07,344

END OF WINDOWS XP SUPPORT EASES PC DECLINEWORLDWIDE PC SHIPMENTS TOTALED 76.6 MILLION UNITS IN THE FIRST QUARTER OF 2014, A 1.7% DECLINE FROM THE FIRST QUARTER OF 2013.

Q1-2013 Q1-2014

PRELIMINARY WORLDWIDE PC VENDOR UNIT SHIPMENT ESTIMATES FOR 1Q14 (UNITS)

Source: Gartner (April 2014)

7,79,07,637 7,65,73,135


18

SNIPPETS


Intelliverse Helps Organizations Accel-erate Revenue GainsIntelliverse Telecom has launched IntelliCon-nection, a cloud-based platform that connects sales representatives to their targeted prospects, leading to increased conversion and retention.

The application helps organizations enhance sales automation solution and maximizes the productivity, increased sales opportunities and profitability of their sales organizations – by eliminating dialling – and dramatically increas-ing the volume of connections and live conversa-tions made.

Ajay Alur, Director, Intelliverse Telecom, said, “IntelliConnection helps organizations maximize investment and accelerate revenue gains without hiring additional resources and offers the best intelligent follow-up management after initial outreach to the customer.”

He added, “Affordably priced the flexible application streamlines sales prospecting, pay-ment collections and insurance renewals, so that the salespeople stay on track to achieve accurate sales matrix, ensuring complete transparency and monitoring - including detailed reports and activity levels for each salesperson.”

The release said IntelliConnection can help an organization in their payment collection process by facilitating remote or distributed collection agents with an easy outbound calling interface.

Dell Kicks-Off Multi-City Roadshow for Commercial BizDell has announced a cross-country roadshow covering the cities of New Delhi, Bangalore, Chennai, Mumbai and Pune to kick-off the newly formed distribution strategy for its commercial business.

The roadshows are an effort to strengthen awareness and build acceptance of Dell’s new distribution strategy and programs for channel partners announced the press release.

Currently Dell has over 2000 channel partner relationships across the country who will benefit from these new initiatives through more access to Dell’s direct clients and dedicated sell-through and sell-in. Dell is looking to increase this number considerably through the next year by broadening its coverage in several key tier-2 loca-tions and improving the reach of its end-to-end range of products.

Unistal Appoints Conduit as RDUnistal Systems has appointed Conduit Technologies as regional distributor to expand reach in Maha-rashtra. With this appointment, Unistal will primarily target B and C class cities across Maharashtra.

Conduit Technologies will primarily sell Protegent range of Antivirus and security products - Prote-gent Antivirus, Protegent Internet Security and Protegent 360 software.

The release said that Unistal is planning to appoint one secondary partner in every B & C class city across Maharashtra and looking forward to have more tie-ups in 2014. The company is all set to establish its distribution network across PAN India.

Rajib Banerjee, VP (Sales), Unistal Systems, said, “With the appointment of Conduit Technologies as RD, we have confidence that they will certainly facilitate Unistal’ growth and will help us in reaching the tier II and tier III cities of Maharashtra.”

Gajshield Holds Training Program for Delhi PartnersGajShield conducted training program for partners in New Delhi. The main objective of this training program is to provide deeper insights to GajShield’s new partners and technical engineers on GajShield’s products and solutions.

The release said that 40 plus partners benefited from the training sessions and were also explained the unique features offered by GajShield UTM in comparison with normal UTMs.

Mithilesh Pandey, Regional Manager – North, GajShield, said, “The purposes of these training programs are to provide a complete understanding of GajShield’s products and solutions. The train-ing program provides an interactive platform to partners in gaining right knowledge to address the customer requirements. We are confident that our program will help our partners gain knowledge and grow profitably.”

Mithilesh Pandey trained the partners on the basics concept of security, followed by a session on internet security and finally he empowered partners with more knowledge on installation and deploy-ment of the GajShield device at the customer’s place. They were also trained on cloud security and how it secures data even when the employee is outside the perimeter of an organization’s network.

GajShield explained the various benefits that partners gain by selling the best-in-class products of GajShield.

KONICA MINOLTA LAUNCHES MONOCHROME LASER MFP Konica Minolta has launched pagepro1580MF, a new monochrome laser multifunctional printer. The product is equipped with printing speed of 20 papers per minute, supports 16 MB memory and can be used for A4, letter, B5, A5, A6, executive size printing. It allows functions such as copy settings colour scanning and job cancel at the touch of a button. The compact printer has an in-built colour scanner and can be easily integrated into any small office or home setting.

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

Balakrishnan EGM Marketing, Konica Minolta Business Solutions India Pvt. Ltd, said, “We always focus on customer requirements and strive to work closely with our customers. This is our differentiator and has helped us to build quickly the channel network & address the market.”


19

SNIPPETS


With the hopes to bring down the per copy cost down especially for customers of A3 copiers segment Panasonic has come out with refill toners for MFPs

AJAY MADAN, PRODUCT HEAD, DIGITAL IMAGING SYSTEM, PANASONIC

“THE MARKET IS SHIFTING FROM STANDALONE LASER PRINTER TO MULTI-FUNCTION BECAUSE THE PRICES OF THESE HAVE COME DOWN DRASTICALLY”

As per industry estimates the refill market commands approximately 30% market share in both ink and toner cartridges market. Most of

these ‘refills’ are done from the local market which in turns damages the machine not to speak of the reputation of the brand too.

Based on the consumer requirements and giving some benefits to the end user by bringing per copy price down especially for consumers like jobbers and especially for customers of A3 copi-ers segment Panasonic has launched refill toners (only for black and white) for its entire range of multifunction printers.

As per Ajay Madan, Product Head, Digital Imaging System, Panasonic, these are not only competitive and believes that the cost per page too will drastically come down to half of the current.

For the promotion of the refill program Pana-sonic has taken the route of its services and sales channel and is giving warranty at all its sales chan-nel, and service points which number 174. With 29 distributors it plans to increase this to around 180 by this quarter. Further to increase the aware-ness among its partners it’s planning to hold dealer meets for its top dealers and to engage and show them this product along with the new models that have been launched. “We are also planning to go to electronic media whereby lot of EDMs and online promotions can be done,” says Madan.

He goes into explaining the expectation from this launch, “First, we want to target the end-customers and give them a healthy cost per copy. Second, by doing this we are planning a huge installation base and are looking at 30-35% growth in the next six months. Third, once we

increase the installation base then the refill will definitely sell and even the genuine consumables sales will go up.”

With the market for laser MFP increasing more than 20% every year informs Madan for Pana-sonic this segment remains the spotlight. “The market is shifting from standalone laser printer to multi-function because the prices of these have come down drastically and the gap between the standalone and vertical laser printer is between 20-25%,” informs Madan.

With 10.5% market share in laser MFP it wants to increase this to 14.5% by the end of next financial year. Recently Panasonic launched three models (28 ppm machines and 26 ppm machines); for which it wants to compete with the copier channel.

As for the target verticals for laser MFPs SOHOs, SMEs and Govt. are the spotlight. Madan hopes that once these machines are registered with the Director General of Supplies & Disposal (DGS &D) their contribution from this segment will go up to 40% which is currently at around 10%.

While its major business comes from SOHOs and SMEs which accounts for more than 75% of the business currently Madan feels this has to change to 60:40 (60% from SMBs/SOHO and 40 % from Government).

With 15 models under laser MFPs in the second half of the year it’s further planning to launch three more models targeted at the govern-ment and copier section. From April to June many activities like EDM blasts to corporate and online promotions for its machines have been chalked out; and plans to have 20 dealers meet in the next two months to promote its refill program and new

HIGH HOPES FROM REFILL PROGRAM

models. With 29 distributors and more than 450 dealers there are no plans to further increase the numbers but focus will be on how to increase their turnover and reach out to the customers.

Finally.....Panasonic Laser MFPs are in A4 only and the major sales of A4 machines are coming from the low-end models ranging from Rs. 8,000 to Rs. 15,000, and machines costing more than Rs. 25,000 constitute less than 10%. With this refill program Panasonic wants increase its share in the hig-end machines too from the current 8% to 25%. The business contribution for Panasonic from metros is 65% and 35% from B and C class cities. With increasing focus on B and C cities Madan hopes this should increase to 45%.

BY: KARMA [email protected]


20

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How is the cloud-based ERP market at present in India?

The Indian cloud market is set-up for high growth in 2014. One major reason behind this is that the Indian IT powerhouses have already taken to this technology and invested large sums for the development of clouds for their employ-ees, partners and customers. As we progress into 2014 these investments will start to yield returns. Furthermore, research company Forrester has predicted that skepticism that decreased IT spending in late 2013 will be overcome with cau-tious optimism post the elections and spending will grow 8% in 2014.

What new innovations are hap-pening in this segment and what

all do you plan to bring out?One of the interesting innovations that has the cloud industry engaged is the emergence of

speciality clouds (computational, transactional, entertainment, collaboration, etc.). We are plan-ning to bring out a lot of innovative applications around cloud, automation and wearable technol-ogy. However, it is too early to discuss specifics.

What kind of growth are you wit-nessing in this segment?

Research firm Zinnov has released an estimate that the cloud computing market within India is expected to reach $1.08 billion by 2015. This would be a ten-fold increase from today’s esti-mated $110 million market. Software as a Service (SaaS) is expected to make up $650 million of that revenue, with Infrastructure as a Service (IaaS) and Platform as a Service (PaaS) solutions making up the rest.

Who all are your clients? Please name a few.

Applane enjoys the patronage of some really pres-tigious education groups like the Universal Edu-cation Group, DPS, etc. and many service based high-growth businesses like Darcl, Mahalaxmi Logistics, Navigant Technologies, and CarDekho, to name a few.

How is your product different from the others in the market?

Applane scores over other automation solutions, primarily on two counts:

Customizability & flexibility; and complete-ness of solution. Applane is a complete busi-ness management suite as opposed to other applications that address just one business function (HR, Sales, Operations, etc.). Also, Applane’s powerful underlying technology stack enables speedy product evolution and rapid prototyping - making customizations precise and quick.

“THIS YEAR

IS VERY CRUCIAL

FOR APPLANE”

YOGESH AGARWAL, PRESIDENT,

APPLANE

Provider of cloud-based business integrated application suite for business and school Applane is aiming to establish itself as the most prominent

Cloud ERP in India . In a chat with SME Channels Yogesh Agarwal, President, Applane talks about

the wrelevance of SMEs for them.


22

SME CHAT

SME Chat-Applane.indd 22 22/04/14 7:34 pm

“FROM ITS INITIATION APPLANE HAS BEEN DESIGNED KEEPING THE REQUIREMENTS OF SMALL AND MEDIUM ENTERPRISES IN MIND.”

Which are the verticals you are betting big on?

Applane is betting strongly on education and service based organizations to take the adoption of Applane to the next level.

What is the relevance of SMEs in your business? How much

growth is happening in this segment regarding the adoption of ERP application?SMEs are our main target segment. From its ini-tiation Applane has been designed keeping the requirements of small and medium enterprises in mind. India has almost 8 million Small and medium Enterprises (SMEs). This segment pres-

ents a big opportunity for SaaS vendors and solu-tion providers.

What are your plans or GTM for this segment? How much does

this segment contribute to your over-all business?For this segment our plan is to engage reputed resellers and organize aggressive sales campaigns focusing on this segment.

Please give a breakup of how much does each vertical contrib-

ute to your business.The education segment contributed Rs. 97.57 lakh and the business does Rs. 58.78 lakh worth

of business.

What kind of business model do you follow?

How much of your business is direct and indirect?Applane works on a SaaS model with annual contracts, priced on “per user per month” basis.

What is the relevance of channel partners for you?

Channel partners are very relevant for Applane as the ERP industry in India is very fragmented. In order to ensure that we cover maximum ground in our bid to become the single largest ERP provider in India, channel partnerships will be extremely helpful.

What is the GTM for them?Our GTM for them is to attract them

through channels like LinkedIn, international trade gatherings like the World Mobile Confer-ence and other such avenues.

How many partners are there at present and what kind of channel

model you follow?We have around eight channel partners in India

Going forward what are you plans and expectations from this

year in terms of revenue and growth?This year is a very crucial year for Applane. We are expecting an increase of 142% in revenue, and aiming to establish ourselves as the most promi-nent Cloud ERP in India.


23

SME CHAT

SME Chat-Applane.indd 23 22/04/14 7:34 pm

“MOST SMES WANT TO

TAKE THEIR BUSINESS

ONLINE”

RAJIV KUMAR, CEO AND FOUNDER,

MANUSIS TECHNOLOGIES

Provider of e-Commerce solutions to SMEs Manusis Technologies believes that SaaS

model of hosted e-Commerce platform will be preferred choice for most SMEs. Rajiv Kumar,

CEO and Founder, Manusis Technologies in a chat with SME Channels reveals why this

platform is important for SMES.

Tell us the whole idea that went behind the incorporation of

Manusis.The main idea behind Manusis was to provide high quality IT solutions to small and medium enterprises. The big services companies do not cater to SMEs due to reduced margins and smaller IT companies did not have wherewithal to provide quality solutions. Manusis decided to explore the ideas of providing SaaS products to SMEs and make it viable by generating small profits from a large number of clients instead of big profits from a smaller set.

How big is the hosted e-Com-merce industry in India and

where is it heading?As per FICCI only 5% out of 43 million SMEs have online presence. Out of that 5%, only 27% use it for e-Commerce. So the market is huge indeed. The industry of hosted e-Commerce plat-forms in India is still in its infancy and there are very few players in the industry which is definitely not sufficient to cater the size of the market. I truly

believe that SaaS model of hosted e-Commerce platform will be preferred choice for most SMEs as that provides an ideal combination of features and cost.

What all do you offer in terms of your products portfolio?

Our business model is to provide complex ser-vices in a simple and simplified manner. We grant our core offerings i.e. online e-Commerce plat-form (StoreHippo.com) as SaaS, at a competitive and affordable price to our customers. And we are able to achieve that by leveraging our expertise in technology and e-Commerce domain, by spread-ing the cost of development of e-Commerce across multiple customers.

As we are growing, we are planning to diver-sify and follow the add-on model where we will provide supplementary services like SMM, SEM, mobile development etc. at an additional charge. As we reach our target customer need, we also intend to follow the marketplace model to put their products collectively on one portal and gen-erate revenue from providing them leads

“ANYONE CAN START-UP THEIR ONLINE STORE WITH RS 800 PER MONTH AND GENERALLY RANGES BETWEEN RS. 800-3500 PER MONTH.”

What are the expectations and requirements of the SMEs

today?Most of the SMEs today now want to take their business online and they are looking for a solution that does not require big upfront cost. Eventually they do not have problem in paying more if they see the solution is helping them grow their busi-ness but they want to tread cautiously into the new territory of online commerce.


24

SME CHAT

SME Chat-Manusis.indd 24 19/04/14 10:10 am

What all potential do you see in this segment?

Given the size of the market we are targeting, I see huge opportunities going forward. As the indus-try is in its early stages (there were only 2-3 big players until 2012), it has a lot to blossom. And we have the vision to step ahead of anything.

What are the challenges are they facing and in what ways your

platform help them in overcoming it? SMEs is a very powerful industry, hint them with little solutions and they will kick them right. The only limitations for them are: n Finding the right solution - With a lot of SMEs having little technical knowledge, they often have trouble in finding the right solution for their business. n Time to market - Once they have finalised a solution, it takes months to develop and test the system to make it production ready.n Cost - The time taken to develop the e-com-merce solution directly translates into cost which sometimes becomes so high that the SMEs drop the idea midway.n Technical Knowledge - Some of the existing

platforms require the users to have a deep tech-nical knowledge even for some common opera-tions. That makes the merchants dependent on the technology provider.

SME’s can overcome the challenges by keeping few things in mind:n Choose a SAAS platform as that avoids big upfront cost as the cost of development is shared across multiple customers.n Start with and customise a readymade mobile optimised and cross-browser theme which comes at a fraction of the cost of developing a new one.

What are the challenges you face as a provider?

One of the main challenges was the fact that most of our clientele was not tech-savvy. Although they knew the importance of getting online and estab-lish a web identity, they didn’t understand the tech-nology. They couldn’t differentiate between old and new technologies. We had to handhold some of the clients initially. We even gave them supplementary services like content and personnel at some stages.

How affordable are your pack-ages compared to others?

Our product, StoreHippo.com allows creating a personal e-commerce store in a customised way by giving complete front-end and back-end, pro-vides a simple yet effective interface for sellers to sell their products and services online. Our solu-tions are designed for masses and we have been successful in distributing the cost of our solutions across a large number of businesses. That allows us to keep our solutions affordable for small businesses.

We are turning the dreams of having a retail store to the reality, which is priceless. Anyone can start-up their online store with Rs 800 per month and generally ranges between Rs. 800-3500 per month. We also have premium custom solutions to larger clients that starts with Rs. 5000 per month. And customers find such a platform in this range reasonably affordable.

What kind of channel model do you follow?

We plan to market aggressively to reach out more and more customers within India and other con-tinents as well. For that we are tying up with local service providers as we believe that they will act as a catalyst for our growth.


25

SME CHAT

SME Chat-Manusis.indd 25 19/04/14 10:10 am

Founded in 1984, Axis Communica-tion is a Sweden-based company listed on NASDAQ OMX Stockholm under the ticker AXIS. As the global market

leader in network video, Axis is driving the indus-try by continually launching innovative network products based on an open platform - delivering high value to its customers and carried through a global partner network. Axis offers intelligent security solutions that enable a smarter, safer world. The company has long-term relationships with partners and provides them with knowledge and ground-breaking network products in exist-

ing and new markets. Axis is present in more than 40 countries around the world supported by a net-work of over 60,000 partners across 179 countries.

With the help of channel partners, national dis-tributors and regional distributors, Axis addresses the SMBs spread across the country including tier 1 and 2 cities. The company believes that SMB sector is a fast growing segment for IP surveillance cameras, so the products need to be customized to meet each SMB’s requirement. According to the company, surveillance camera deployment is still less than 16 percent in the SMB segment which creates a huge potential for Axis. Though the cloud

based IP surveillance emerges as a good opportu-nity among SMBs, so the company intends to tap this growing market and gain an affirmative foot-hold in this segment.

Axis’ products and solutions focus on digital video surveillance and the company has been instrumental in driving the ongoing key shift from analog to digital video surveillance. Axis prod-ucts and solutions are based on innovative, open technology platforms. Axis operates only in IP network cameras which it claims offer super image quality, flexibility and adaptability to integrate & consolidate software.

A X I S C O M M U N I C AT I O N

PRODUCTS AND SOLUTIONS:

Network cameras, Accessories,

Camera applications, Physical access

control products (available in US

only), video encoders, video manage-

ment software, Product selector,

Axis Camera Companion (for small

businesses), Hosted video and Axis

Camera stations.

HEADCOUNT:

1,600

ADDRESS:

India, Bangalore, Axis Video Systems

Pvt Ltd. No.7, “Devdas Manor”, 3rd

floor 2nd cross, CSI Compound Mission

Road, Bangalore-560027, Karnataka.

SUDHINDRA HOLLA, COUNTRY MANAGER, AXIS COMMUNICATIONS

1


26

TOP 5 SOLUTION VENDORS

ANNIVERSARY

Top 5 Solution Vendors.indd 26 19/04/14 10:11 am

Cisco was founded in the year 1984 on December 10 in California by a small group of computer scientists from Stanford University. Cisco engineers

have been leaders in the development of Internet Protocol (IP)-based networking technologies since the company’s inception. This tradition of innovation continues with industry-leading products in the core areas of routing and switch-ing, as well as advanced technologies in areas such as Unified Communications, Network Security, Video, Virtualization and Cloud Computing.

Cisco is the worldwide leader in IT and the

main vision of the company is to create long-lasting customer partnerships and work with them to identify their needs and provide solu-tions that support their success. Innovation is a core part of the Cisco culture and annually $5.5 billion is invested in R&D. Cisco has more than 20,000 engineers in more than 10 labs worldwide and more than 4200 patents have been awarded to Cisco inventors.

Cisco India commenced operations in 1995 and has seven sales offices in the region including New Delhi, Mumbai, Bangalore, Chennai, Pune, Kolkata and Hyderabad. The Cisco Global Devel-

C I S C O

PRODUCTS AND SOLUTIONS: Router, Switch, LAN, WLAN, Security, Enterprise Telephony, IP PBX, Unified Communications, Network Security, Video, Virtualization and Cloud Com-puting

HEADCOUNT

11,800 +

REVENUE:

$48.6 billion FY13

PRAMODH MENON, MANAGING DIRECTOR, COMMERCIAL BUSINESS, CISCO INDIA AND SAARC

2

opment Center is in Bangalore which houses Cisco’s Research and Development (R&D), IT and customer support teams. The centre develops disruptive business models for Cisco to create new go-to-market channels, markets, processes and technologies for emerging markets.

Currently 800+ patents have been filed from India and 480+ issued for innovations across all technologies. The Cisco ASR 901 Router developed by Cisco’s engineering team in India received the NASSCOM Innovation Award 2012 for innovation in creating a unified platform to serve the needs of 2G/3G/4G mobile backhaul and Carrier Ethernet applications. Cisco India has won two Aegis Graham Bell Awards for 2012. Cisco’s Unified Computing System (UCS) C series 2 socket M3 Server software.

According to CY Q2’13, IDC LAN Tracker, the India market share of Cisco in router is 69.8%, Switch is 68.7% and total LAN of 64.3%. CY Q2’13, IDC reports WLAN of 40.8%, CY Q4’12, Frost & Sullivan reports security of 33.4% and according to CY H1’13, Frost & Sullivan, Enter-prise Telephony is of 33.9%.


27


ANNIVERSARY


Lenovo is the largest PC Company in the world, serving customers in more than 160 countries. The company is dedicated to build exceptionally engi-

neered PCs and mobile internet devices. Lenovo’s business is built on product innovation, a highly-efficient global supply chain and strong strategic execution. Today, Lenovo is selling 4 devices every second and these include top of the line PCs, tablets and smartphones. Lenovo has sold over 90 million ThinkPads worldwide till date. A global Fortune 500 company, Lenovo has major research centers in Yamato, Japan; Beijing, Shanghai and

Shenzhen, China; and Raleigh, North Carolina. Lenovo India has a total headcount of more than 350 employees.

Lenovo SMB division’s market share now stands at 9.5% (Q3 FY1314 OND). Since the SMBs in India are spread across the Tier 1 and 2 cities, so the company engages with retail distribut-ers, Value added resellers and system integrators across the country to reach out to the customers. In the coming years, Lenovo will continue to increase its focus and strategic investments in Tier 2 and 3 cities which are the key growth markets by increasing r channel penetration in these clusters.

Being India’s fastest growing PC maker among the Top 5 players in the country, Lenovo has made strong inroads into the SMB segment with the objective to be a reliable technology partner. Cur-rently, SMB segment is one of the key focus areas for Lenovo and the sector contributes to almost 10% to the overall revenue. Lenovo has been able to address this market with tailor made products and will continue to do so. The company has grown its share in SMB over the last two years and has recorded a high of 9.5% in OND. Lenovo is looking at a double digit market share in the next three years.

L E N OV O


thinkpad edge e431, desktop - think-

centre edge 72, desktop - thinkcentre

m72 tiny, desktop - thinkcentre edge

62z, desktop - thinkcentre edge 72z,

thinkcentre edge 92z, notebook -

lenovo b490, notebook – lenovo b590,

thinkpad edge 430, thinkpad t430,

ultrabook - thinkpad t430u, thinkpad

x230, thinkpad x131e, thinkpad x230

tablet, thinkpad edge s230u, thinkpad

x1 carbon and thinkpad tablet 2.

REVENUE:

US$34 billion

HEADCOUNT:

350 (Lenovo India)

ASHOK NAIR – DIRECTOR SMB, LENOVO INDIA

3


28


ANNIVERSARY


Headquartered in San Jose, California, USA, with offices in over 25 coun-tries, NETGEAR is a global network-ing company that delivers innovative

products to consumers, businesses and service providers. For consumers, the company makes high per-formance, dependable and easy-to-use home networking, storage and digital media products to connect people with the Internet and their content and devices. For businesses, NETGEAR provides networking, storage and security solu-tions without the cost and complexity of big IT.

The company also supplies top service providers with retail-proven, mobile broadband solutions for customers on the go. NETGEAR products are built on a variety of proven technologies such as wireless, Ethernet and Powerline, with a focus on reliability and ease-of-use. NETGEAR products are sold in approximately 45,000 retail locations around the globe, and through approximately 39,000 value-added resellers.

NETGEAR is a market leader in the SMB seg-ment and has the most exhaustive solution for the SMB segment. NETGEAR has a vibrant presence in all metropolitan cities in India and have atleast

N E T G E A R I N D I A


Switches, wireless storage, Wi-Fi/Con-

trollers, 10G switches, PoE switches,

Gigabit Smart switches, 12 port smart

10G switches, rack mount storage

solutions and PoE solutions have

many applications in surveillance,

Voice, hospitality access points etc.

REVENUE:

NA

ADDRESS:

Netgear Technologies India Pvt Ltd,

21 Paharpur Business Centre, Nehru

Place, New Delhi – 110019 INDIA, Office:

91 11 41207446.

SUBHODEEP BHATTACHARYA, REGIONAL DIRECTOR, INDIA & SAARC, NETGEAR

4

40 to 50 partners in each of these metro locations. The addition of Global R&D centre will also help NETGEAR include Indian customer require-ments and feedback in the product design phase. Netgear currently has IngramMicro and Rashi Peripherals as its national distributors, together they address close to 1,000 partners in the country.

This fiscal, the company will spread its foot-prints to the top 40 cities, up from the top eight cities and some B- and C-class cities last year. It will also participate in customer events for prod-uct demos, ATL activities and road-shows. The company is poised to grow 60% + in 2014. .


29


ANNIVERSARY


Western Digital is a long-time innovator and storage industry leader headquartered in the United States with branch offices

and employees stationed around the world. It produces reliable, high-performance hard disk drives and solid state drives. These drives are deployed by OEMs and integrators in desktop and mobile computers, enterprise computing systems, embedded systems and consumer electronics applications, as well as by the company in provid-ing its own storage products. WD’s leading storage devices and systems, networking products, media

players and software solutions empower people around the world to save, store, protect, share and experience their content on multiple devices.

Being the world’s leading storage technology company, WD offers a vast portfolio of products designed for end consumers, SMBs and enter-prises. In each market segment, WD technology ensures that customers have the best possible experience. WD is a technology pacesetter and maintains a significant share of the global storage market.

WD product portfolio includes the popular WD Sentinel DX4000 which receives favourable

feedback from small businesses across India. WD Sentinel provides a one-stop solution and offers a convenient IT solution to businesses that don’t employ IT staff.

In addition to WD Sentinel, the storage needs of SMEs and SMBs are addressed through enter-prise HDDs – WD XE, WD RE and WD SE. WD XE hard drives are designed for environments where performance and reliability are in demand, which makes them ideal for online transaction processing (OLTP), database query, analytics, high-performance computing and multi-tenant server applications. .

W E S T E R N D I G I TA L


Red drives (a prosumer can enjoy up

to 20 TB of storage in a 5-bay NAS

system upto 20 TB in a 5-bay NAS

system and are optimised specifically

for 1-to-5 bay SOHO NAS environ-

ments), WD Velociraptor with a speed

of up to 10,000 RPM, My Passport

Ultra and My Passport Slim range of

external drives (up to 2 TB) and WD

Express service system.

REVENUE:

NA

HEADCOUNT:

45,000

ADDRESS:

205-207, Ansal Tower 38, Nehru Place,

New Delhi – 110019.

SUBROTO DAS, DIRECTOR – INDIA & SOUTH ASIA, WD.

5


30


ANNIVERSARY


Please brief us on your SME thrust till now?

DIGISOL is emerging as a strong player in SME market and SME market will continue to be our focus area. We have good range of products for SME market. DIGISOL would closely understand the evolving needs of the SMEs and enhance and strengthen the SME solution components.

What will be your SME strategy for the current fiscal?

We have always been a strong player in the SME market and have always been very focused on

BIMAL RAJ, CEO, SMARTLINK NETWORK SYSTEMS LTD.

“WE HAVE ALWAYS BEEN A STRONG PLAYER IN THE SME MARKET AND HAVE ALWAYS BEEN VERY FOCUSED ON THIS SPACE.”

For the networking brand of Smartlink Network Systems Ltd. DIGISOL, SMEs remain a focus area. Bimal Raj, CEO, Smartlink Network Systems Ltd. talks to SME Channels about the relevance of SMEs for DIGISOL.

“WE UNDERSTAND SMES’ NEEDS BETTER”

this space. Having this expertise and experience in this segment we believe we understand this customer needs better and hence are rolling out more products relevant to these customers and their business applications. We have recently introduced NAS for SMBs and also focusing on IP Cameras for Surveillance. We are running a separate campaign for addressing this segment through the direct and indirect routes.

How many partners do you have at present? And what will be

your channel strategy for the current fiscal?We are training our channel partners to gear up for new technologies, so that they can understand the customer needs better and suggest to him the right solution. We are also training them so that they should try and work out a solution to get the best ROI for their customers and make their Net-works future proof.

Please brief us on your outreach programs for SMEs?

Traditionally ours was strong regional distributor sales model, over the period we have upgraded skill levels of many of business partners in to system integration and solution/services offerings to cater to networking market in SME segment. We have sales team who are reaching out to SME segment from our 17 branch offices across the country.

What innovative products port-folio do you have for the SMEs?

We have entire gamut of end-to-end networking solutions for the SME segment, which includes unmanaged, web managed, managed switches, Wireless, Broadband Routing, Converged Com-munication, Print Servers, Media Converters and IP Surveillance products. Recently we have also introduced NAS, and Tablets for SME segment.


31

SME CHAT

SME Chat-Smartlink.indd 31 19/04/14 10:17 am

Paperless Office” is an oft repeated jargon we hear every now and then but is yet to materialize. Let’s look around ourselves, we are surrounded by it. No matter how

much the technology has advanced the usage of papers has hardly gone down. Apart from a hardcopy we are also going for a soft copy and digitisation has only speeded up the process. Despite the economic downturn the market for document scanners has been growing exponen-tially. Document scanning is not only enjoying a greater penetration in large enterprise but have lately being seen adoption by SMEs too. Accord-ing to 6Wresearch Canon, Hewlett Packard, and Epson together constitute more than 94% of the market share.

According to 6Wresearch the India Document Scanner market registered a Total Unit Shipment of 56,653 units in CY Q4 2013. Canon emerged as the market leader followed by HP and Epson. The Indian Document Scanner market is dominated by 2400 and 4800dpi (Dots per Inch) optical reso-lution scanners. Further, CIS and CMOS sensor

holds lion share of the market.“While the standalone scanner market is slowly

fading the Scanner market per se is evolving in a big way with the coming of MFP which is a printer that comes with scanner,” says Prabagaran S, Busi-ness Head (Systems Devices), Epson India. “SMEs too are using the document scanner and we fore-see a very good potential for document scanner in the SME segment. Now people are using MFP printer in SMB with less than 50 people in such a scenario all are converting to MFP with scanner inbuilt because the scanner function is limited and d printer function is wide open. Some SMEs are going with the scanner some and some are buying printer and scanner separately.”

SME segment is also focusing on digitisation. Apart from other products they are also looking for a scanner which helps them to digitise their records from day one.

With the coming of e-government and the kind of digitisation happening in the govern-ment sector is huge. e-Govt and ICT are driv-ing the scanner market and government focus has increased on this segment for digitisation.

Similarly in corporate too people are looking for automation for productivity and how to improve efficiencies.

“The scanner market has evolved in the last few years and will grow exponentially in the next two-three years. Earlier it was more of a centralised scanning but now it’s also distributed scanning. The TAT has reduced, it’s helping people in automisation and giving more of operational efficiencies because every organisation has lot of workflows which helps in the productivity of the employee,” says Jaspreet Singh, Senior Manager (OIS IMS Marketing Office Imaging Solutions Division), Canon.

Government and SMBs too are looking for scanners and their requirements all depends on the need Singh informs. “We are providing all duplex scanners. To govt five models are registered in DGS&D. Canon also has scanners with A3 and A4 size. He further adds how earlier people talked about various kinds of apps and now they want to integrate scanning into these apps too.”

“We are trying to educate people on how they can optimise the use of paper, and increase

While the usage of paper volume is not going down digitisa-tion is driving the scanner market’s growth

BY KARMA [email protected]

DIGITISATIONDRIVING

SCANNER MARKET


32

COVER STORY SCANNER MARKET

Cover_Story.indd 32 19/04/14 10:22 am


33

COVER STORYSCANNER MARKET


operational efficiency and this is where technol-ogy comes in. These document scanners have advanced so far and have many features that can be integrated into the organisation. Today, every employee’s records are digitised by the HR for example,” says Singh.

With the coming of cloud and people prefer-ring to save documents there how does this affect the scanner market? Prabagaran agrees that Cloud is going to come in a big way but at the end of the day, he adds, there has to be some document as a proof. “I don’t think cloud will have any effect on the scanner market.” Same goes for mobile scan-ners too, he says. He explains that mobile scanners may be useful for individuals but otherwise it has no negative effect on the scanner market.

Recently Fujitsu and Clio, provider of cloud-based practice management solution, partnered to offer a wireless scanning solution built into Clio’s iOS application. This integration offers the ability to scan documents directly to a Clio account via one’s iPhone from a Fujitsu ScanSnap iX500 scanner.

Epson market share in the scanner is around 10% on the quantity aspect. But says there is a big scope for them. Currently, its products portfolio tilts slightly in favor of high-end; its entry-level scanners (which costs around Rs. 6,000) as per Prabagaran costs 40% more than that of Canon’s. This is what is slowing them down. But they soon plan to come out with products this financial year which will be at par with Canon’s price point and once this happen he is confident that their market share will increase.

Prabagaran adds that SMEs with less than 100 staff go for an entry level scanner which cost between are Rs. 10,000 or Rs. 20,000 whereas those with 100 to 500 people go for medium duty scanner which are Rs. 40,000 to Rs. 50,000

depending on the applications and the docu-ments they are going to scan. While opting for the right scanner Prabagaran advises high-end SMEs to go for sheetfed scanners which can also act as A3 scanner as it can scan both sides simultaneously. It’s also replacing its earlier two models with DS510 and DS860 and is for people with most scan volume and those with less scan volume can go in for any of their Perfection series.

In terms of quantity Epson’s entry level scan-ners contributes more in terms of business but in revenue terms high-end contributes more. While 85% comes from entry level the rest comes from high and mid-end.

As the scanning volume among the SMEs are less, Canon has categorised them as personal office and production and Singh informs they are buying more of personal and workgroup level scanners. Canon recently launched a scanner named P215, an ADF scanner which scans 20 sheets in a go and a duplex scanner. Then DR-C125 is 25 ppm and goes more in SMBs depending upon the number of volumes. Another model has been launched for the home segment and SME called P201, which doesn’t require an external power, and one can connect a USB with laptop or couple of android devices.

Epson is gung-ho on this segment and is pres-ently working with lot of SIs (200-300) for the scanner and feels that once the new entry scanner are added it will have a complete product port-folio and will be pushing it aggressively not only through the channels but also through its internal direct end customer team to focus on the SME segment for scanners.

Going forward Canon is targeting and expanding its reach in B and C class cities as it feels digitisation is not only limited to metros but

also these smaller cities. “People are doing digiti-sation and there are SMEs across all the cities so we want to expand our reach to those B, C and D class cities so as to address more SMBs, edu-cate and talk to them about digitisation. We also want to expand our channel to reach to those locations.

“The scanner market is growing and Canon too has a focus on this segment as we are an imaging company and have complete end-to-end imag-ing products, hence digitisation is one of the important and key focus areas for Canon,” Singh informs. Government contributes approx 30% to Canon’s scanner market and SMEs and corporate contribute the rest of 70%.

Finally I can’t say when the whole idea of a paperless office will become a reality but in the meantime what we can do is increase the efficiencies of the device creating less of carbon footprint. Today, scanners are not just about hardware but are also coming bundled with software-based intel-ligence to make them more productive to address the cost and inefficiencies associated with paper document.

THE TAT HAS REDUCED, IT’S HELPING PEOPLE IN AUTOMISATION AND GIVING MORE OF OPERATIONAL EFFICIENCIES BECAUSE EVERY ORGANISATION HAS LOT OF WORKFLOWS WHICH HELPS IN THE PRODUCTIVITY OF THE EMPLOYEE,” JASPREET SINGH, SENIOR MANAGER (OIS IMS MARKETING OFFICE IMAGING SOLUTIONS DIVISION), CANON “SMES TOO ARE

USING THE DOCUMENT SCANNER AND WE FORESEE A VERY GOOD POTENTIAL FOR DOCUMENT SCANNER IN THE SME SEGMENT MAINLY BECAUSE OF FEW REASONS.” PRABAGARAN S, BUSINESS HEAD (SYSTEMS DEVICES), EPSON INDIA


34

COVER STORY SCANNER MARKET


Brief us about your company?Neutron Telecom System was established

in 1998 to cater PBX & office automation solu-tions in Aurangabad and the entire Marathwada region.

What is your turnover and growth percentage?

Earlier we were offering only Matrix IP-PBX solu-tions but by adding security products to our port-folio has given us a momentum to grow by 50% each year. This year we have leaped from doing Rs. 35 lacs business to Rs. 92 lacs.

What is your strength in terms of market reach and others?

Our existing satisfied customers are our key strength of growth and market reach. Sufficient spares, technical sound support team, energetic and pleasant co-ordination team with techno commercial sales team has helped in covering the entire Marathwada region especially in automo-bile, pharmaceutical & hotel industry with more than 60% share in Aurangabad.

What kind of solutions and prod-ucts you are dealing in?

We only deal in Matrix IP-PBX, CCTV & Time Attendance Solutions because Matrix Solutions are packed with more applications, more productivity, more flexibility, more features & functions, more

cost saving, more reliability and excellent support.

How do you find telecom market in India?

The telecom market is growing at an average of 10 to 15% but with Matrix IP-PBX, multi-location solutions, GSM Gateways, IP Gateways & Office-in-a-Box Solution (Navan CNX200) has given us the opportunity to venture more in cities like Aurangabad and the Marathwada region.

What kind of telecom solutions you have?

We solely cater Matrix IP-PBX, CCTV & Time Attendance Solutions.

How do you find Matrix products in terms of its advantages vis-à-

vis other brands?Matrix is SUBSTANCE brand. Substance is in the DNA of Matrix solutions. Substance in the form of technology, depth, genuineness and going beyond the mere outer façade and offer more values in all the areas. This is what differentiates Matrix from the lot. Matrix solutions are packed with More. More productivity, more applications, more flexibility, more functions, more features, more cost saving, more reliability, and more sup-port. Matrix positioning is based on offering more of these true inherent values which customers expect from infrastructure solutions.

YUVRAJ PARDE, PROPRIETOR, NEUTRON TELECOM SYSTEM, AURANGABAD

“THERE IS HUGE POTENTIAL FOR SOHO PRODUCTS IN AURANGABAD & MARATHWADA REGION.”

Established in 1998 Neutron Telecom System only deals in Matrix IP-PBX, CCTV & Time Attendance Solutions and this year it has done business to the tune of Rs. 92 Lacs.

“WANT TO ADD MORE TELECOM AND SECURITY PRODUCTS”

What is the potential and chal-lenge for Matrix in the market?

There is huge potential for SOHO products in Aurangabad & Marathwada region. It is a chal-lenge to cover this segment with Eternity SOHO IP-PBX as customers require price in this segment.

What the company needs to do to improve the market share?

Analog PBX from 1x3 to 20 ports can improve the market share, most importantly wide range of end-points, key phones and basic analog phones.

As a partner what kind of prod-ucts you want to add this year?

We want to strengthen our existing product port-folio this year as well as add more telecom and security products that can be beneficial to our customers in this region.


35

SME CHAT

SME Chat-Neutron.indd 35 19/04/14 10:29 am

“PLANNING TO GROW 100% IN 2014-15”

SHIV SHARMA, DIRECTOR (STRATEGY

& ALLIANCE), GO IP GLOBAL SERVICES

VAD and IT solutions provider Go IP’s goal is to always strive to be the premier value added distributor in the IT industry. In a chat with SME Channels Shiv Sharma, Director (Strategy &

Alliance), Go IP Global Services Pvt. Ltd. speaks about the opportunities in the market.

As a major partner in the coun-try, how do you identify as a

solution provider or VAD?We play the role of both VAD and solution pro-viders. We add features or services to an existing product, then resell it to our channel partners (usually to end-users when it come telecom oper-ators) as an integrated product or complete “turn-key” solution. The added value can come from professional services such as integrating, custom-izing, consulting, training and implementation. A true VAD not only offers top-notch pick, pack and ship services, but also offers programs and services that add value to the distributed products that increase their value or worth. This value addition can be segmented into three areas: 1.) Pre-sale; 2.) Support of the sale; and 3.) Post-sale.

Go IP is a VAD. We offer assistance pre-sale through many means, additionally, pre-sale and throughout the entire sales process, Go IP’s team of sales professionals, including both inside sales representatives and territory field sales repre-sentatives, work together to provide first class customer service and support, making sure that every request and order is satisfied in a timely and professional manner. It is this ‘high touch, fast response model’ that distinguishes Go IP from the competition.

Additionally, Go IP’s sales and pre sales teams are highly trained and hold certifications for the OEMs represented. Another value-add that Go IP offers is training to resellers along with OEM. Go IP maintains its own Lab where customers can gain technical or sales expertise. Go IP offer specific solution design and suggestions, which are specific to a reseller’s sales and technical com-

petency to ensure the re-seller succeeds in their business needs.

Go IP also offers Technical Support services with in-house technicians who have completed manufacturer certification requirements neces-sary to qualify for technical support.

Go IP’s goal is always to strive to be the premier Value Added Distributor in the IT industry. We continually are looking for new ways to satisfy our customers and surpass their expectations. We’d love to hear feedback.

What kind of capability you have?

First our people are our best strength. Our pres-ence throughout India, 14 cities direct presence and 44 cities support presence through our part-ners. Wide range of product portfolio; focusing on technologies which suits to the current and future market requirements: As per our tag line, we believe bringing innovative technology products and solutions that can add a great value for our partners and end users.

What kind of trend you see in the market?

The telecom market is having a significant growth. The telecom operators are looking for advanced technology products at the most competitive prices.

India, in particular, is a rapidly transforming market rich in opportunities and developments within telecom services and technologies.

The tremendous rise in purchase-power of individuals and urban families coupled with developments in segments such as hospitality,

transportation, health and defense have created huge opportunities to build telecom infrastruc-ture. Demand for broadband technologies like gigabit passive optical network (GPON) and the demands of enterprises are driving a rising demand for IP transformation and innovative telecom services.

There is a huge growth in the enterprise mar-kets as many new enterprises are emerging and many businesses are also expanding their opera-tions. Certain verticals like hospitality, retails are where there are huge demands.

Is GoIP adding any brands this year? If yes, which are those?

Yes, we have already added products for SOHO segment like TOTO LINK. On the enterprise front we have tied up with Huawei for networks, security and GPON technology. SYROTECH Networks for Optical Fiber modules. Further we are in the process of various research and analysis to bring more products to our offerings.

Where do you want to enhance your service offering or capabil-

ity this year?Our focus is to increase our resellers and partners. Bring more innovative, technologically superior products which are cost effective also. We will be working closely in enterprise and telecom segments.

We will definitely add value to our resellers as we are working different strategies to enhance the business opportunities on GPON technology. Huawei is leading Gigabit passive optical network (GPON) market in India and worldwide. The


36

SME CHAT

SME Chat-Goip.indd 36 19/04/14 10:34 am

“THERE IS A HUGE GROWTH IN THEENTERPRISE MARKET AS MANY NEW ENTERPRISES ARE EMERGING AND MANY BUSINESSES ARE ALSO EXPANDING THEIR OPERATIONS.”

GPON equipment market reached $1.4 billion in 2012 — all from 2.5G GPON — in the BRIC countries.

Optical transceivers are used to update the communications networks to manage broadband, to update the data center networks to make them manage traffic with higher speeds, to implement the backbone network for mobile communica-tions. Everything is going mobile. This evolution is driven by mobile smart phones and tablets that provide universal connectivity. Millions of people have access to mobile communication. Video, cloud-based services, the internet, and machine-to-machine (M2M) provide mobile connectivity. All these devices are networked and drive signifi-cant traffic to the broadband network, stimulating the need for optical transceivers.

Optical components are being used to equip data centers, FTTx, metro access or core net-works. They are used for long-haul and WAN.

A palette of pluggable optical transceivers includes GBIC, SFP, XFP, SFP+, X2, CFP form fac-tors. These are able to accommodate a wide range of link spans. Vendors work closely with network planners and infrastructure managers to design high speed optical transport systems.

The global optical transceiver market will grow

to $6.7 billion by 2019 driven by the availability of 100 Gbps devices and the vast increases in Inter-net data traffic.

What kind of advantage do you provide to a vendor and to the

partners?The most important success factor of vendor management is to share information and pri-orities with your vendors. Appropriate vendor management practices provide only the neces-sary information at the right time that will allow a vendor to better service your needs. This may include limited forecast information, new product launches, changes in design etc.

For Go IP it is to gain the commitment of our vendors to assist and support the operations of our business. On-the-other-hand, the vendor is expecting a certain level of commitment from us. This does not mean that we should blindly accept the prices they provide. Always get competitive bids.

When we see a vendor supplies a key part or service to your operation, we invite that vendor to strategic meetings that involve the product they work with. They are the experts in that area and you can tap into that expertise in order to give you

a competitive advantage.Go IP believes in contributing knowledge or

resources that may help the vendor better serve us. Asking questions of our vendors will help us understand their side of the business and build a better relationship between the both of us.

As far as partners are concerned, we add a lot of value to their business and customers. Go IP along with its partners pan India plan and imple-ment activities focused on market development in the region. We provide pre-sales and post-sale support and offering Implementation and profes-sional onsite/Remote support services and AMC services to our valued customer.

What kind of growth are you expecting this year?

We are planning to grow 100% for 2014-2015 by enhancing our product portfolio, adding more projects especially for GPON technology, enter-prise networking segments, increase in Optical Fiber modules revenue and bringing more ser-vices portfolio, especially white labelling some wour unique service models.

We are envisioning increasing our channel partners’ base so we can maximize the opportuni-ties across India.


37

SME CHAT

SME Chat-Goip.indd 37 19/04/14 10:34 am

“MOVING TOWARDS SOLUTION CENTRIC

APPROACH”

RANJIT NAMBIAR, DIRECTOR, IDENTITY &

ACCESS MANAGEMENT- INDIA AND SAARC, HID

GLOBAL

For HID Global the year gone by was focused more on expansion and this year it will be on consolidation. SME Channels spoke to Ranjit Nambiar, Director, Identity & Access Management (India and SAARC), HID

Global, to know more about the company’s plan of action.

How was the year 2013 for HID Global?

We had a great year 2013 in the context that we could consolidate and grow across all the three business segments: physical access control business which includes door access solutions including card readers controllers and digital management software, the secure issuance system where we have the brand called FARGO, and the IT authentication segment – wherein we have solution around logical access or IT security.

What are the drivers for the growth?

Multiple drivers – I think, largely one of the key drivers is that we had made a deliberate and conscious effort to be closer to end-customers. The other growth driver was that we con-solidated our distribution business in 2013 by appointing additional distributors, reaching out to more markets and creating a new distrib-uting structure for FARGO which did not exist earlier.

While physical access control had a very dis-tinct and a healthy distribution model going on for about 6-8 years now, but on FARGO side we were primarily focused on corporate, enterprise and government side. Our channel and re-dis-tribution business on Tier 2 and Tier 3 cities was not very well evolved. 2013 saw that as the key focus and in fact gave us a lot of incentives on the FARGO side of the business too.

Lets’ talk about your channel partner ecosystems.

If you look at the physical access control business, out of the different structures for each business we have two types – global alliances or key accounts and large system integrators. There are 20 odd partners pan India. These are large building auto-mation and security companies like Honeywell, Siemens, Tyco, Bosch, Schneider, UTC, etc. We also have large companies like Wipro and HCL in the fraternity.

But on the other side we have a very strong system distribution model - three national dis-tributors and about 8-10 regional distributors. Between we also cover close to 2000 small to medium channel partners in 20 odd cities and 30 large SI’s cater to enterprise part of the business. SMB business is catered by the strong distribution model, where we engage directly or indirectly through 2000 channel partners.

The partners that you mentioned how many look at enterprise side

of the business and SMB business? The distributors cut across because they cater to 2000 channel partners out of which 10% (roughly around 200) cater to the enterprise side of the business; balance 80% of the partners cater to the other segments i.e. 50% of the partners cater to the mid-segment and the rest to the low-end of the market. So the distribution channels cut across all the three verticals and the top 10% of channel in

the distribution side also competes with the large global integrators in the security space. So you will see a scenario one of the large integrator who is been catered to by the distributor will be compet-ing with the likes of the Honeywell and Siemens. There is a bit of an overlap here but that is healthy for us because that provides much better carpet coverage for us.

Is this for all the three segments?No, this is for physical access. Though I

was talking specific to India, similar structure is operating for the rest of the south Asia market also, because we cater to Pakistan, Sri Lanka, Ban-gladesh, Maldives, Nepal, Bhutan etc.

But for secure issuance space which is the FARGO business, we have distributors in each of the country. We have multi-distribution strategy: India has three, Sri Lanka two, Maldives has two, Pakistan has four, Bhutan and Nepal one each.

Apart from national distributors which are country specific, we also have regional distribu-tors (nine regional distributors for FARGO). One of the key highlight for 2013 was the evolution of FARGO regional distributor model. We have about nine regional distributors for FARGO who are catering to the channel business or the job-bers business – in the channel business we call the printing business as the jobbers business who basically do the outsourcing of the card printing.

With respect to the IT assurance it is a little sim-pler –in terms of channel a partners we have only


38

SME CHAT

SME Chat-HId GLobal.indd 38 19/04/14 10:44 am

“IF THE MARKET IS GROWING AT 20 ODD PERCENT, WE GENERALLY EXPECT TO GROW AT 30 ODD PERCENT.”

one layer of channel partners wherein we have value added resellers – people who are coming from the IT solution business and they are doing two factor IT authentication and we have about six of them operating in India and are looking at expanding this partner base to approximately 20.

What are your expectations from channels partners for 2014;

what will be your channel strategy? Our strategy is that – we are at different level at different stages for different business. For FARGO physical access it is more about consolidation, for IT assurance it is about expansion because I said we have only six but we are looking at 18.

In the past we had more generic approach, but in 2014 we’ll start to see more specific approach with respect to the vertical element that we bring into the channel. So we are doing a lot of training programs in 2014 for the channels.

So this year we will see HID investing heav-ily with respect to getting the solution training done for our partners. And at a global level also we have formed a new team now, which is under organizational structure called HID Academy which is creating lot of material and content and docs for solutions training. This is where the shift is happening in HID that from a product centric approach we are moving to a solution centric approach.

How much does SMB segment contribute to your overall

business?If you take physical access control business, 40-45% comes from distributor sector, 55% from 50 odd partners, 10-15% from the enter-prise side. So, SMB side would be 30-35%. That is from physical access business. In the FARGO side, I would say about 25-30% is from SMB. In the Identity assurance, it has a lower portion, because the projects is more from the enterprise side and it is not because of the pricing struc-ture of the product, it is more about business models of SMB vs enterprises for two factor authentication.

And this year we hope to start moving towards 40% from SMB as we come closer to closure of 2015.

Last year you expanded the channel strategy for Tier 2 and 3

cities. What are the plans for this year?Last year was more of expansion and this year it will be more of consolidation. We had lot of new partners coming on board and understand the market in a better way through them and identi-fied gap areas in terms of competency building etc. So 2014 will not be so much about expansion as we already have the relationships, but will be all about working together and identifying gaps and closing gaps, that’s why the consolidation; so we will focus more in terms of technical training, go to market, marketing plans, customized solutions, and will be working more in terms of depth with the partners who are already there with us from Tier 2 and 3 cities.

We want to add new partners in Tier 2 and 3 cities in some pockets like physical access and secure issuance where we have selective partner expansion plans. Based on locations where we want to address, where we do not have strength but for IT assurance definitely huge expansion plans about 18-20 partners for IT authentication business.

Going forward, what are the growth plans?

It is slightly confidential. I would put it this way – last year we grew faster than the industry growth rate. And I think 2014 will not be different; we have very aggressive growth plans both in terms of products, and growth with respect to looking at expanding our channel base in some pockets and revenue stream. So our growth will be faster than the market – if the market is growing at 20 odd percent, we generally expect to grow at 30 odd percent.


39

SME CHAT

SME Chat-HId GLobal.indd 39 19/04/14 10:44 am

“INDIA IS A FOCUS AREA FOR THE

NEXT FIVE YEARS”

ANISH KANARAN, CHANNEL DIRECTOR

(MIDDLE EAST, AFRICA AND INDIA), EPICOR

Epipicor talks to SME Channels about their plans for strengthening the India base As part of its on-going global channel expansion strategy Epicor recently announced a new partnership in India.

How do you find India market from the enterprise application

perspective?In India the ERP market is just maturing and is price sensitive with a highly crowded market, featuring both local and global companies. We see big opportunities in such a fast growing economy with an increasing amount of midmarket compa-nies, especially in some of the vertical industries that Epicor has clearly demonstrated strengths.

India is however just as competitive as any other mature ERP market in the world. One dif-ference is that there is no clear structure in terms of which vendor sells to what market segment and ERP sales typically have a very long sales cycle. Therefore we are partnering with local organiza-tions that know the market very well.

Epicor continues to see healthy demand and potential growth in India for enterprise applications.

Why is Epicor interested in this market, which is not growing so

fast?Epicor ERP was officially launched in India in May 2011 and we have made excellent progress during the last two years. Our customer base, made up of mainly manufacturers, is steadily and surely growing and is exceeding the general growth trends of the industry. On-premise ERP

is growing at a CAGR of 15-17% as per Gartner. At Epicor we realize the potential of India. It is

a key market for us and a clear focus area for the next five years. Our vision for India is long term and as we move ahead we will create a strong eco-system that can support and inspire users across the continent.

What is the core strength of Epicor vis-à-vis the

competition?As opposed to some of the larger, tier-1, vendors, Epicor has invested heavily in basing our solu-tions on a modern, flexible and agile technology platform to ensure that customers can take advan-tage of new functionality and trends that can help them become more competitive.

Epicor was recently positioned as a visionary in the Gartner magic quadrant for single-instance ERP for product-centric midmarket companies. We believe that this is proof of our long-standing commitment to providing our customers with easy to use, flexible, scalable and cost-effective solutions that keep pace with the latest technolo-gies and industry best practices; the successful execution of a multi-product consolidation strat-egy with Epicor ERP is testament to our commit-ment to helping our customers increase efficiency and productivity, and ultimately achieve their business objectives.

Which vertical markets Epicor is focusing on at the moment in

India and why?Manufacturing is the biggest industry segment for Epicor in India. The Indian manufacturing industry is robust and it has grown steadily over the years. This sector is now expected to receive even more focus. As part of India’s national manu-facturing policy (NMP), India is seeking to boost the sector’s growth and ramp up its share in the country’s GDP to 25 per cent from the current 15-16 per cent in the next decade. The target is to create 100 million jobs by 2022.

Similar to the global trends, manufacturers in India face constant pressure to produce a top quality product on time, every time. Economic fluctuations, skilled labor shortages and market governance and compliance mandates add to the complexities that manufacturers face every day. Striving to reduce costs and increase profitabil-ity while remaining competitive is no easy task. Manufacturing software, or MRP software, must meet these needs and have the ability to anticipate the future needs of today’s agile manufacturing environments.

With its extended manufacturing functionality, industry-specific features and a modern and flexible platform, Epicor ERP is the ideal choice for manu-facturers in India who want to continue grow their business, both nationally and internationally.


40

SME CHAT

SME Chat-Epicor.indd 40 19/04/14 10:50 am

The company is in the process of strengthening its base in India,

how has it fared so far?We recently announced that Orient Technologies, a leading SI and an IT premier solution provider, has joined the Epicor Inspired Partner Network in India. As an Epicor channel partner Orient Technologies will offer the next-generation Epicor ERP solution in India. It joins a list of new Epicor partners such as Daksha, Atna and RheinBrucke.

The new partnership announcement is part of an on-going global channel expansion strategy that is gaining momentum across Europe, the Middle East and Africa. As a part of this strategy, the company will continue to work on expanding the channel footprint in India through an indus-try-specific approach and recruit partners who have specialised domain knowledge in sectors such as manufacturing. Epicor plans to recruit 30 partners in India over the next two years.

Expanding the partner program allows us to deliver enhanced solutions. We invest heavily in making sure our partners have strong technical

expertise, in-depth knowledge and a capable team. It’s also essential that our global solutions fit their products and services line-up, making the relationship an ideal match and creating a win-win situation for our customers.

What is its go-to-market strategy?

India is a 100% channel market for Epicor, man-aged by a team of channel managers. The company currently has 14 channel partners across India. Keeping in mind the country’s geographic spread versus market opportunity, Epicor partners have been strategically selected to create coverage across India. However it is important that each reseller has enough opportunity to create a sustainable Epicor business and they are provided with the tools and resources to be successful. Unlike some of our com-petitors we don’t want a large channel with resellers that compete against each other. Epicor offers true partnerships, often with some sort of specialism, perhaps domain or vertically driven or to cover certain geographic areas.

Epicor solutions are designed to deliver a rapid return on technology investments for customers while maintaining one of the lowest total costs of ownership in the industry. These industry-leading solutions, as well as support and implementation capabilities, are unmatched and they are a genu-inely attractive offering for resellers.

Epicor ERP is designed to offer extensive flexibility, usability, and agility in support of application-to-application integration and busi-ness-to-business collaboration, key to enabling the delivery of information throughout the enterprise.

Epicor is also attractive to partners across the globe as Epicor ERP is positioned as a visionary in Gartner’s Magic Quadrant for Single-Instance ERP for Product-Centric Midmarket Companies.

What is its marketing strategy?Our marketing strategy in India focuses

on building a co-operative approach to lead generation and awareness. Understanding and leveraging the unique abilities and expertise of each partner is important. This helps us to apply the right marketing programmes in a cost effec-tive and focused way in order to achieve our goals and create differentiation. PR and awareness sup-port is one area where we have the biggest direct investment whilst funding for business develop-ment comes through a variety of channels.

While the larger tier 1 ERP vendors have a head start on us vis-à-vis their visibility in the domestic market, Epicor ERP repeatedly gets a thumbs up from customers when they compare our product to the competition. So, when we are able to display the functionality and features of the Epicor solu-tion, customers see that it is a product they can rely on well into the future.

What are its R&D activities in India?

Epicor has a strategic partnership with Defiance Technologies to work on local compliance chal-lenges for its ERP solutions in India. It customizes the Epicor ERP suite to help Indian customers benefit from a world class ERP product that meets specific local business requirements. We do not have any direct R&D activities in India

What kind of goal the company has set in the country?

India is a key market for Epicor and we are com-mitted to strengthening our local customer base and channel community. Partner enablement and new partner recruitment is therefore very important in order for us to expand our presence in the large Indian market. Coupled with rolling out new products we believe that Epicor can be successful in India.


41

SME CHAT

SME Chat-Epicor.indd 41 19/04/14 10:50 am

The success of any business, large or small, depends on the effectiveness

of its communications. But as today’s SMB teams become more virtual, and employees become more mobile, staying connected to colleagues, customers and partners is becom-ing a major challenge.

According to recent research by Unify, employees are overwhelmed by the vast array of communication options open to them (from phone and email, to fax, instant messaging, and, of course social media).It’s a cause of frustration, and can have a major impact on team perfor-mance, productivity and customer service.

As communication options proliferate and teams become ever more virtual, travel expenses are on the rise and the cost of keep-ing employees connected to one another, and to customers, is increasing. Today’s businesses must maintain effective communications with an increasing number of mobile workers. They must be able to offer their home workers the same tools and features they can access in the office, and they must now carry the costs of managing and securing new Bring Your Own Device (BYOD) initiatives.

Added to this, audio and videoconferencing costs are on the rise as remote staff and vir-tual teams seek to collaborate more efficiently. Integration of all these devices and technolo-gies into the network is adding greater com-plexity and more expense. At the same time, customers are becoming more demanding. They want to engage with businesses on their own terms, whether that’s over a social net-work, a live web chat or over the phone. How effectively firms can deliver these options, and how quickly they can react to inquiries, is often the difference between retaining and losing customers.

OpenScape Business is the modern and future-proof all-in-one solution for Unified Communication & Collaboration, specially tailored to the requirements of small and medium sized enterprises with one or more locations.

OpenScape Business offers small and medium-sized enterprises everything they need for their individual and diverse com-

munication requirements, unified in a single flexible and scalable solution. The OpenScape Business architecture allows use of inde-pendently existing telephony infrastructure –regardless of whether it is classic telephony, IP or DECT. From powerful telephony to a feature-rich set Unified Communication (UC) solution, OpenScape Business always pro-vides enterprises with up to 500 subscribers, or 1000 subscribers in one network, with the right solution.

UNIFIED COMMUNICATIONS (UC) OFFERS A SOLUTION TO THESE CHALLENGES.UC takes all the ways your people communi-cate - email, phone, fax, instant messaging, video conferencing, web collaboration and more - and integrates them into a single place. There’s no need to switch between screens, programs, contact lists, email accounts and all the other things that can slow down even the simplest communications.

THE VALUE OF OPENSCAPE BUSINESSHelping firms serve customers and employ-ees even better, by: speeding up com-munications to resolve customer issues, enhancing team collaboration to improve decision making, and injecting mobility, so being out of the office doesn‘t mean being out of touch. Boosting employee produc-tivity and getting more done, by: enabling access to powerful communications appli-cations, from one click conferencing to social collaboration tools, in the office, on the road or at home. Delivering indepen-dent mobility and collaboration from any-where, by: facilitating effective and secure communication between multiple sites and remote workers regardless of device, loca-tion or network.

Maximizing limited budgets and reducing high operational costs, by: offering the flex-ibility of an on-premise or virtualized service that’s deployed on top of existing infrastruc-

TAKE THE EASIEST PATH TO ALL-IN-ONE UNIFIED COMMUNICATIONS

RAHUL KULKARNI, SENIOR MANAGER- PRE SALES


42

PARTNER SOLUTIONS

Advertorial-Unify.indd 42 22/04/14 7:39 pm

ture, doesn’t require additional hardware and can easily scale from voice to UC, via a smart deployment model. Its UC features reduce travel expenses and eliminate third party con-ferencing costs.

UNIFIED COMMUNICATIONS BUILT SPECIFICALLY FOR SMALL AND MID-SIZED BUSINESSES• The most complete all-in-one UC platform: presence, telephony, conferencing, instant messaging, voicemail, directory, fax, contact center.

• Easy-to-access UC that works seamlessly

as part of MS Outlook with features that need just a few clicks to use!

• Architectural design that delivers a rock solid foundation of security, reliability, service-ability, and manageability that works out of the box.

• The only UC system which has integrated monitoring solution to view real time video on your OpenStage, mobile phone or web based client.

WEB COLLABORATIONWeb Collaboration allows multiple subscribers to work on one document in parallel, regard-

less of their site. They only need a computer with internet access.

The solution provides secure, multimedia web conferences, and is seamlessly inte-grated on the OpenScapeBusiness interface. OpenScape Web Collaboration improves cooperation within your enterprise and busi-ness partners. Integrated functions such as desktop/file sharing, whiteboard and video-conferences enable you to conduct project and sales meetings, training sessions and product presentations without costly business trips.

MOBILITY MADE EASYIntegrating mobile devices into the business communications system, myPortal for Mobile and Tablet enables:

• Access to the most important OpenScape Business features from online smartphones and tablets ,independent of the user’s current location. Access to directories, favorites, voice-mail and call journals.

• Users to manage their presence, and view the status of all other system users

• Connection control of the user’s office extension

• Adjustable dialing methods (Callback,GSM or call-through) to lower communications costs.

UC ON THE DESKPHONEmyPortal for OpenStage delivers OpenScape Business presence and voicemail functionality to OpenStage 60 IP desktop phones, offering:

• Change presence status and access per-sonal voicemail

• Visual access, query and control of the user’s personal voicemail-box

The only all-in-one Unified Communica-tions solution for SMBs, OpenScape Business has been designed from the ground up to be easy to deploy, manage and use. With UC functionality available out of the box, getting started requires limited in-house IT expertise, and optimized management interfaces assure efficient administration and maintenance. OpenScape Business can be deployed on top of existing network infrastructures- on prem-ise (bundled software and hardware), as pure software or software that runs in a virtualized environment -so set up is low cost and low risk affair. It’s easy to scale to meet the demand of growing businesses. There’s no need to change and replace your existing technology while migrating from voice to UC, with upgrades offered through UC Boostercards for up to 150 users, and a UC

Booster Server for up to 500 users. In addi-tion, OpenScape Business supports multisite and multiple platforms as if they were one system – ensuring the lowest total cost of own-ership for geo.


43

Advertorial-Unify.indd 43 22/04/14 7:39 pm

Having a robust distribution strategy for the past six years in the consumer space Dell wants to build up on the same success for its commercial space

SWARNENDU MUKHERJEE, DIRECTOR SALES (COMMERCIAL CHANNEL), DELL INDIA

“I THINK DELL IS THE ONLY CREDIBLE OEM OUT THERE WITH COMPLETE END-TO-END SOLUTIONS STACKS; AND THE ONLY THING WHICH WAS MISSING WAS OUR ABILITY TO ADDRESS THE MARKET REAL-TIME.”

After tasting success in the consumer distribution space Dell plans to repeat the same in the commercial space with its new distribution

strategy. With this its customers and partners will have access to all the Dell products and solutions without any wait period.

Calling it a “missed opportunity” Swarnendu Mukherjee, Director Sales (Commercial Chan-nel), Dell India, says, “Essence of distribution is have products readily available over the shelf and I think we have missed out a larger part of that opportunity where there were customers and partners who needed products and they were not available in the commercial space. Hence we were not able to address that market.”

“I think Dell is the only credible OEM out there with complete end-to-end solution stacks; right from giving laptops, desktop to servers, stor-age networking solutions etc. and the only thing which was missing was our ability to address the market real-time. And this is what we are doing in the distribution piece.”

Additionally, Dell is also moving a large part of it channel accounts in this business and plans to shif more than 80% of its accounts by the end of the year. Apart from making investments in people and resources it wants to reach out to its partners personally hence has started conducting roadshows beginning with Delhi. Starting with five cities Dell hopes to cover 20 plus cities in the next three to six months. “The whole idea is to

meet partners in person. We are not coming with any baggage. We will be announcing lots of stuff in terms of partner programs, rebate enablement and will discuss all these in the roadshows,” informs Mukherjee.

The phase one priority markets will provide extensive coverage in the following mega cities- Delhi- NCR, Mumbai, Bangalore, Chennai, Kolkata and emerging cities- Jaipur, Chandigarh, Ludhiana, Pune, Ahmedabad, Nagpur, Vadodara, Indore, Hyderabad, Thiruvananthapuram, Kochi, Mangalore, Bhubaneswar and Guwahati,

It is also announcing extended warranty imme-diately after point-of-sale at very exciting prices.

As per Executive Director of Marketing, Dell India Ravi Bharadwaj, Dell has always been focused on what the customers tell them and all its product and solutions are designed based on the customer feedback. “Immediate availability across the country is what the whole game plan was behind the rationale for starting this business.”

This Distribution strategy is a global initiative and India is one of the first few countries to actu-ally implement it and as has till date shared the list of 4000 customers across some of the distributors in India supported by its sales team.

For Dell there will be three routes to the market: First will be Dell led wherein it will manage certain set of accounts and build the relationships. Second will be Partner led approach where partners work-ing in small medium and complex deals who need Dell support to close a deal. And then there is the

GUNG-HO ON COMMERCIAL DISTRIBUTION BIZ

Deal Registration process. While it has appointed Ingram Micro as its

distributor for this business it’s open to appoint-ing more distributors and are in discussions with most of the tier 1 distributors. Moreover, Mukher-jee informs, distributors’ partners have been given the go-ahead to start building solutions to meet the customers’ requirements.

Dell is also ramping up its R&D focus to deliver new products and solutions from End user com-puting to enterprise solutions.

BY: KARMA [email protected]


44

SME BIZ

SME Dell.indd 44 19/04/14 10:54 am

LUMINOUS ZELIO - a pure sine wave, state-of-the-art Home UPS, designed to work with the most sensitive home appliances that the consumers in India are using in their house-holds today.

Zelio has a feature that shows Power Back-up display in hours and minutes, which will allow the consumers to plan their day without any hassle and manage their appliances accordingly when there is a power outage.

Zelio can be used to provide power back up for all domestic appliances and is equipped with various in-built protection features announced the press release. This next generation architecture by Luminous comprises of a Digi-tal Signal Processing core that yields high performance. It has a learning software that adapts to the different types of batteries and their current discharge status to predict the remaining back up time.

Zelio packs multiple advanced features and has one of the most simple and intuitive user-interfaces in the indus-try yet. This product can be used to provide power back up for all domestic appliances and is equipped with various in-built protection features. This next generation architecture by Luminous comprises of a Digital Signal Processing core that yields high performance. It has a learning software that adapts to the different types of batteries and their current discharge status to predict the remaining back up time. Also it is backed up by the promise of Luminous’ quality and reliability.

FEATURESn Grid Power – pure sine wave electric-

ity supply

n Intuitive & Easy-to-Use interface

n An intelligent Home UPS, Powered by

32 bit DSP processor

n Hassle-free battery maintenance

experience enabled by a digital electro-

lyte level indicator

n Complete protection for connected

appliances

n Wide range of battery support

PRICERs 5,500.

CONTACTLuminous Care(Toll Free) : 1800 103

3039

WARRANTYOn Request

OVERALL RATING

BY MANAS [email protected]

Catering to the video conferencing

segment in India, Panasonic is offering

its customers with a complete range of

innovative and cost-effective solutions

starting from Hardware based room

end points, Android VC clients, Soft-

ware VC solutions for windows users

and unique software based multiparty

solutions.

Specially designed for the SME

segment, the product range is targeted

towards providing a seamless integra-

tion experience to its end-consumer.

Other than this, the company is also

focusing on lucrative verticals such

as education and healthcare market

announced the press release.

Ranging from hardware to software

solutions, Panasonic is offering the

VC300 & VC 600 models for room

end point. Designed for Android and

Windows Platform, the company

is offering HDVC mobile which will

work on mobiles, tablets and laptops/

PCs. Adding to this, for multiparty VC

sessions, MPCS software solution will

be provided which will run on Linux

Operating System supporting up to 16

participants continuously in a single

video conferencing session.

PANASONIC UC SOLUTION FOR SMES

n Price: On Request Warranty: On request, Contact: [email protected]

Contact: 9871994298

LUMINOUS HOME UPS—ZELIO

45

PRODUCT


REVIEW

Products pages.indd 45 19/04/14 10:58 am

EATON

NETGEAR

LENOVO THINKCENTRE M73

LENOVO

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

With internal batteries up to 60 kVA, this product provides an all-in-one solution that also reduces the complexity of installation and startup and provides maximum runtime. 93E’s patented Eaton Hot Sync technology makes it possible to parallel up to four UPSs to increase availability or add capac-ity. It has a large LCD that graphically displays UPS status and offers easy access to measurements, controls and settings. The 93E ensures 30% smaller footprint than similar competitive solutions and its advanced Battery Management enhances battery life, reliability and predictability.

n Price: On Request, Warranty: On Request, Contact: [email protected]

EATON 93E UPS

NETGEAR JR6150NETGEAR JR6150 IS a dual band router that supports faster WiFi speeds up to 300+450 Mbps with Fast Ethernet wired connections, provid-ing secure and reliable Internet connections for fast downloads, clearer voice calls, uninterrupted HD video, and lag-free gaming announced the press release.

The WiFi Router offers the best value and enhanced features for improving network for new or upgraded devices that integrate 802.11ac WiFi support, such as the PC, Mac, iPhone, iPad& Android devices.

As an affordable solution for upgrading your WiFi home network to the latest and faster wireless networking standard, 802.11ac, it is up to three times faster than 802.11n and backward-compatible with 802.11a/b/g/n devices. The NETGEAR JR6150 offers improved performance and whole-home wireless coverage by incorporating simultaneous dual band WiFi technology. The 2.4 GHz band supports legacy devices while the less interference-prone 5 GHz band is perfect for multiple HD media streaming and online gaming. Moreover, the JR6150 works with the free NETGEAR genie ® app and soft-ware for easy installation and network management, ensuring you a hassle-free transition to 802.11ac.

NETGEAR JR6150 WiFi Router with AC750 dual-band will be available soon in India with its authorized distributors.

n Price: On Request, Warranty: 1 Year, Contact: NETGEAR TECHNOLOGIES INDIA, Phone: 011-41207446

LENOVO THINKCENTRE M73 Tiny is a compact, high perfor-mance desktop, perfect for modest workspaces.

The 1L sized desktop weighs 2.9 pounds (1.3Kgs onwards), and is equipped with 4th generation Intel Core iprocessors that improve performance by 10%. The PC Cloud Manager 2 offers failure warnings, troubleshooting and power consumption reports to keep the PC healthy and green, announced the release. The Intelligent Cooling Engine (ICE) 3.01 allows for working in hotter temperatures and enables system monitoring with thermal alerts that preempt overheating possibilities.

M73 Tiny is an affordable, powerful and compact desktop, offering the features and functionalities required to address the users’ increas-ingly varied demands.”

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

n Price: Rs. 28,500 onwards, Warranty: On Request, Contact: http://www.thedostore.com


46

NEW ARRIVALSPRODUCT

Products pages.indd 46 19/04/14 10:58 am

Advts.indd 14 16/03/14 8:33 am

RNI NO: DEL ENG/ 2010/ 31962 Postal Reg. No.: DL-SW-1/4145/13-15

Date of Publication: 20 of Every MonthDate of Posting: 22 & 23 of Every Month

Advts.indd 7 24/03/14 7:47 am

sme channels april 14

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