This document is the April 2018 issue of VAR India magazine. It contains several articles about the data center market including how cloud computing is driving growth in the present data center market. It also includes articles on cybersecurity risks in the digital transformation age, Microsoft investing in IoT, and whether Google is acquiring Nokia's airborne broadband system. The magazine provides news and analysis for IT resellers and solution providers.

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T H E F U T U R E O F
C Y B E R S E C U R I T Y I S H E R E
STEP UP TO
5 GENERATION
CYBER SECURITY
TH
CLOUD
MOBILE
THREAT PREVENTION
LEARN MORE: checkpoint.com

5. 5www.varindia.com April 2018
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SUBSCRIPTION COPY NOT FOR SALEVOLUME XIX ISSUE 08 April 2018 PRICE Rs. 50
30pg
44pg
Cloud driving the present Datacenter Market
Microsoft to invest
in IoT for continued
research & innovation
Microsoft has announced that the
company will invest US$5 billion
in the Internet of Things (IoT) globally
over the next four years. This increased
investment will support continued research
and innovation in IoT and what is ultimately
evolving to be the new intelligent edge. With
Microsoft’s
IoT platform
s p a n n i n g
c l o u d ,
o p e r a t i n g
system and devices, Microsoft is simplifying
the IoT journey so any customer – regardless
of size, technical expertise, budget, industry
or other factors – can create trusted,
connected solutions that improve business
and customer experiences, as well as the
daily lives of people all over the world.
Is Google buying
Nokia’s inflight
broadband system?
If sources are to be believed, Google
is in talks with Nokia to buy the
latter’s airborne broadband system. The
search giant would use Nokia's technology
to offer faster in-flight Wi-Fi.
Nokia announced its air-to-ground
connectivity
n e t w o r k
late last
year with
i n t e r n e t
speeds as
fast as or faster than those of the in-flight
internet company Gogo.
If an acquisition goes through, having
its own Wi-Fi system on planes would
allow Google to attract people toward its
entertainment products, like YouTube or
Play Music.

6. 6 April 2018 www.varindia.com
Security risks in the digital
transformation age
HELLO INDIA
We are living in a time when you can rise as high as your ideas take you. In the present-day age and time, technology
has become an integral part of life with emerging innovations like Artificial Intelligence, Internet of Things, Robotics
and Augmented and Virtual Reality, impacting homes, workplaces, transportation and leisure. Since technology is used
for almost everything and like everything, it has got both its advantages and disadvantages. On the negative side, this has
resulted in losses across the world from cyber-attacks that will hit $2.1 trillion in the coming years.
In today's business environment, a world-class digital experience is in demand to delight your customers, sharpen
your competitive edge, and boost revenue. But the job of turning ideas into reality is complex and leaves little room for
error. Cybersecurity has become a matter of great concern for every organization which has undergone digitization and
is active on social media. The need of the hour is to safeguard their websites and web applications from attackers seeking to disrupt,
delay, alter or redirect the flow of data. Technology brings a new range of threats to both tangible (e.g. property) and intangible (e.g.
reputation) assets. Malware and ransomware attacks are increasing day by day – as is the likelihood of a successful attack, with most
of these breaches in the form of malware, usually sent via web or email.
Cybersecurityhasbecomeakeystrategicpriorityfordigitalbusiness.Astheattackersvaryintarget,motive,levelsof organization,
and technical capabilities, public and private organizations are required to adopt ever-increasing safeguard measures to prevent
cyber-attacks. People become victims of cybercrimes and scams because of less awareness about the cybersecurity impacting their
day-to-day lives. The reason could be that most people are grossly negligent as they end up sharing details like passwords and pin
codes with people they should not be doing so, eventually losing money on the internet.
Insurers sense this as an opportunity to address the real risks that cyber-attacks pose. They offer policies to cover risks such as identity theft and cyber-
stalking. Various insurance companies and banks in India have come out with cyber insurance policies.
The global cyber insurance market is expanding, with an annual growth of around 20–25 per cent and is expected to touch US$7.5 billion by 2020. This
growth is driven by both regulatory changes like compliance and data protection and regulations such as the GDPR that want to make sure organizations
effectively tackle them.
Furthermore, there is availability of cybercrime policy to cover risks related to identity thefts, social media, cyber-stalking, information technology (IT) theft
loss, malware, phishing, email spoofing, media liability, cyber extortion, and privacy and data breach by a third party. The sum assured ranges usually between
Rs.1 lakh and Rs.1 crore and this costs between Rs.600 and Rs.9,000 as premium. Apart from the financial losses arising out of data thefts, such policies also
cover costs incurred in payments to consultants for investigating the extent of loss, court expenses and legal fees.

8. 8 April 2018 www.varindia.com
Website: www.varindia.com
CONTENTS
30pg
REGULARS
CHANNEL GURU 10
CHANNEL CHIEF 12
Round About 14
Hot Bytes 16, 18
On the Ramp 20, 22
Voice N Data 24
Channel Buzz 26
Product of the Month 37
Movers & Shakers 54
FACE TO FACE
23| Forcepoint helping its
customers build a secured data
environment
27| Array Networks sees itself as a
strong contender in the Indian
Networking market
37| ‘Our experience of getting
listedon NSE has been fantastic’
40| Netmagic (An NTT
CommunicationsCompany)
growing at a CAGR of 35%
INDUSTRY EVENT
25| Lenovo aiding Businesses
transform Workforce
VAR CORPORATE
28| Keeping You Ahead with Hyper
connected Data Centers
38| CtrlS Tier 4 Datacenter in
Bengaluru aiming to serve
organizations with 100% uptime
COVER STORY
30| Cloud driving the present
Datacenter Market
EVENT
44| The 8th WIITF, MUMBAI
Unleashes opportunities in
digital transformation for VARs
VENDOR - PARTNER RELATION
48| TallyXcelerators helping in
acceleratingSME Business
VAR SECURITY
50| Bitdefenderstrives to enhance
security through its product
offerings
51| Mobile Hacking Incident
VAR MOBILITY
52| DETEL seeks to connect with
masseswith its ‘Value for Money’
products
Publisher: Deepak Kumar Sahu
Editor: S Mohini Ratna
Executive Editor: Dr. Vijay Anand
Copy Editor: C. M. Dutta
Deputy Editor: Samrita Baruah
Sub - Editor: Aparna Mullick
Correspondent: Abha Singh
Art Director: Rakesh Kumar
Network Administrator: Ashok Kumar Singh
Manager-IT: Subhash Mohanta
Manager-SEO: Bidyadhar Behera
BUSINESS:
Commercial Manager: Amit Kumar Jha
Sr. Marketing Manager: Ashok Ranjan Dash
Circulation Executive: Manish Kumar
Marketing Manager: Dipendra Kumar
CORPORATE OFFICE:
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Marketing Manager: S. Kamala kar
Correspondent: L. G. Swami
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E-mail: kamlakar@varindia.com
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Cloud driving the present
Datacenter Market

9. 7www.varindia.com February 2018

10. 10 April 2018 www.varindia.com
Veeam helping
businessesruninan
‘Always-On’mode
India is at the cusp of a major digital revolution. As enterprises look
to harness the power of the cloud and keep pace with changing user
demands, ‘24.7.365 Availability’ is no longer an after-thought today; it is a
strategic priority. On these lines, Veeam continues to provide a seamless
digital experience to its customers in 2018 with solutions to deliver
Availability in a multi-cloud environment.
“In the digital economy, consumer experiences drive the way businesses
operate today. This leaves Indian organizations with no scope for an IT
outage, unavailability of data or web downtime. Additionally, organizations
also need to be prepared for natural disasters or unplanned disruptions.
In this context, the Indian market is no different from our other regions
globally. In fact, we expect India to witness accelerated growth for our
Availability solutions comprising of backup, replication, and business
continuity planning and disaster recovery. India is a very exciting market for
Veeam software and that is the reason we continue to invest in resources
and the channel in this market,” says Sandeep Bhambure, Managing
Director–India and SAARC, Veeam.
Sandeep, who has joined the company recently continues to drive
robust growth momentum in India by fostering deeper collaboration
with customers who are looking to leverage growth prospects in digital
transformation.
Legacy based solutions offered by competition are ill-equipped and
provide backup tools in hours, days and weeks, which do not suit modern
organizations witnessing digital transformation. To address this challenge,
Veeam has continuously focused on innovation and has positioned itself
as an Availability company to help businesses run in an ‘Always-On’ mode.
Whether back up, replication, business continuity planning, monitoring or
capacity planning, Veeam enables software driven modern enterprises to
deliver Availability in virtual and physical environments.
As cloud adoption continues to gain momentum, Veeam is encouraging
customers to avail Veeam Free Cloud Services program. This program
supports traditional resellers by enhancing their portfolio with cloud based
services.
Veeam has in the past extended partnerships with HPE, Cisco,
NetApp, IBM Cloud, VMware, etc assisted enterprise companies to
identify, purchase and implement Availability solutions easily. It has nearly
18,000 VCSP partners, with more than 1,200 new providers online.
Thrust for the SMB sector…
In 2018, apart from a strategic focus on enterprise business, Veeam is
looking forward to sustain momentum for its SMB customers.
“The SME sector in India continues to witness accelerated growth,
contributing 45 per cent to the country's industrial output. SMEs require
backup solutions that work hassle-free, is affordable and saves their
valuable time to focus on driving business growth. Veeam understands the
specific requirements and delivers Availability solutions for all workloads
including virtual, physical, cloud to ensure their business is Always-On,”
points out Sandeep.
For the SME sector, Veeam has a special solution which is low-priced,
called Veeam Backup Essentials. It is an extremely powerful tool for SMEs,
who cannot afford to use complicated expensive solution to protect their
data. They can derive maximum benefit from this product as it is available
at an affordable cost and is backed by powerful technology. It is also simple
to use, giving the customer peace of mind.
A 100 percent channel company, Veeam’s business focus is centered
around its partners. Partners expect Veeam to continue to disrupt the
market from a product, marketing and sales perspective
As modern businesses are fast becoming software driven, there is a
dire need to be always available. In this context, multi-cloud strategy is
critical to an organization’s success and Veeam’s partners are well poised
in delivering Availability solutions for the modern datacenter. Being an
extremely critical component of Veeam’s business, partners play a strategic
role in driving company’s growth.
Additionally, as a strategic focus, Veeam will continue to deliver
Availability solutions to enterprise and mid-market customers across key
sectors in India. n
Addressing the challenges of customers who still
use legacy tools for their back-up functions, Veeam
positions itself as an Availability company that
enables software driven modern enterprises to be
'Always-on' in virtual and physical environments.
Sandeep Bhambure,Managing Director–India
and SAARC, Veeam throws some light on this
aspect while conversing with VARINDIA -

11. 11www.varindia.com April 2018
Your needs are demanding.
RESOLUTION : 1920x1200 RESOLUTION : 1920x1080
DAISY CHAIN
RESOLUTION : 1920x1080

12. 12 April 2018 www.varindia.com
Channel Chief
Cambium Networks plans a growth
story together with its partners
Cambium Networks takes pride in its channel and considers it as one of its growth vehicle, responsible for taking its products and
solutions successfully to the market. Ron Ryan, Vice President Global Channels - Cambium Networks shares his insights with VARINDIA
of what he feels about the India market -
Ron Ryan
Vice President Global Channels
Cambium Networks
Cambium views the Indian market as probably the fastest growing
and the largest single opportunity with a broad network of partner
community. In a short time, it has emerged as the second largest market
globally for Cambium.
“We have over 200 people in our design centre in Bangalore and
have just started our repair center out of the same Bangalore facility. We
have tremendous focus on the market and are committed to India in a
big way,” says Ron Ryan, VP Global Channels - Cambium Networks.
Cambium that was crafted out of Motorola, historically started as a
channel company. It has stayed and grown as a channel company since
then and the majority of its business, (which is close to 98%) is done
through channel partners even today.
“The channel will remain the go to market for us in future. We
believe that the channel gives us the leverage and the reason that
Cambium offers a broad portfolio of products and services, we could
not have reached to the kind of market that we are trying to get by just
having Cambium employees alone. So we recognised that if we really
want to be successful, it was going to be through the partners. We think
that we have the right kind of partners in the right kind of places in the
right kind of segments,” Ron states.
Cambium had initially focused its business on the ISP market;
so service providers was the backbone for the Cambium product
portfolio which was largely in the WISP market (wireless internet
service providers). But the WISP market itself is extremely broadwith
thousands of ISPs across different markets globally.
“To add to the fact, we have brought in the Wi-Fi product portfolio
to cater to the home and the ISP segment. We have also created an
entirely new customer basewhere we are now recruiting partners
specifically for enterprise and Wi-Fi products. We also have added IIoT
to our product portfolio which are again industrial opportunities and
that requires a separate kind of partner base. So primarily, we have
verticals in 3 major categories that requires a broad partner network to
cover it. This explains why we are so much dependent on our channel,”
explains Ron.
One of the challenges of selling products across multiple verticals
is to have a single channel program. Historically, the Motorola channel
was more of industrial focused, whereas now with the Wi-Fi product
line, Cambium is more enterprise focused. Though there are a lot of
similar programs that cater to both these customer segments, one
cannot have the same discounts across these different portfolio. This
creates some complexity.
“At Cambium, we have conceptualised a 2 step program in which
we have a 2 tier channel; it sells primarily to distributors who sell
further to value added resellers and resellers across the world. So it is a
single program that basically flows across a 2 tier partner model across
multiple tier industries and verticals,” says Ron.
Ron however feels that there are a lot of commonality between
partners across the world.“I get three basic questions from every
partner irrespective of the industry, which county they are from, or
who they are. They want to know three specific things -
• If I do work for you and design your products into somebody’s
network, how would you protect me?
• If I do all this work, how much can I make?
• How do you create the market demand, or how would you help me
to create that demand?
Most of these resellers by and large are very small companies; they
do not have a large marketing budget and so what becomes important
for them is what and how a principal vendor will provide them
opportunities or allow them to find those opportunities. So, based on
my experience in India, US and South America, these three questions
are the primary things that partners are concerned. At Cambium we
try to address these 3 things by trying to build a simple program and
listening to our partners carefully so that we can come out with ways of
how they can make money. At any partner conference, our CEO would
always say that Cambium wants its partners to make money, as long as
they are focussed on doing business.”
For the past 14 quarters, Cambium has been experiencing 20%
growth quarter on quarter. For the next few quarters, given the kind
of business that it has been doing, the company expects a 30 - 40%
growth. n

13. 11www.varindia.com March 2018

14. 14 April 2018 www.varindia.com
ROUND ABOUT
An Open letter to My
Esteemed Readers
Friends,
Of late, you might have been in the midst of many revelations and
exposes, both nationally and internationally. Every country had its own
epoch-making and mind-stirring revelations. Some of them were referred
as scams, others flipside of governance structure, a third category has
been dubbed as concocted fantasies, and fourth were termed as political
vilification. In the U.S., it was the unfortunate incident of data harvesting
and sharing clandestinely that shook the digital world. Everyone is
holding Cambridge Analytica (CA) as the villain of the day. The name of
Facebook also figures prominently, though its chief executive swears its
innocence and claims that the IT behemoth was trapped into the present
situation. If you are limiting the operational space of the entity (CA)
euphemistically calls itself as a Think Tank registered in the UK, to the
US, EU and India, you are mistaken.
Friends, you may search for countries, where CA has been working
or is alleged to be working, you will be in for a big surprise. Their name
appears in several other places for the wrong reasons. CA appears to have
influenced elections held in Africa, South Asia, Latin America and what
have you. Does it mean digital devices should be abhorred? Does it mean
digital devices can be manipulated? Does it mean that the increasing pace
of digitization should be discontinued to ensure a free and fair world?
Before answering these questions, let me, as a preamble, dwell on
some of the basics. It is not the first time that human ingenuity and
discoveries have found dual uses for technologies. Technology is neutral.
It is the mankind, who uses the technology and tries to bend it to suit
their selfish ends. Atomic fusion can create devastating destruction and
at the same time presents hugely beneficial devices for the mankind.
That is the paradox of technology.
Let me take this analogy to other areas. Artificial Intelligence (AI)
is rewriting how people think and act. It makes life easier for many and
at the same time is perceived to create hardships to an equal number
of people, who may lose their employment opportunities. Yet, it can
help people in undertaking hazardous tasks. AI also will create numerous
employment opportunities. While in one sense it replaces people, in
another sense it replenishes the human civilizations. The use of AI to
help the mankind is unleashing newer realms and horizons.
Let me come to the subject. Does the recent breach of trust carried
out by using technologies affect the pace of digitization in the world? I
feel that it will never impact the technology. Here, we have to distinguish
between two things – technology and the mindset of technology handlers,
who put the technology to unsavoury use. A mobile phone can give the
fisherman the latest weather forecasts as to when he should go fishing
in the sea, when he should not, likelihood of heavy rains so that he can
return to the shore before it gets intensified. The same mobile phone can
help a terrorist to do overt and covert actions.
That said, we should work towards eliminating the misuse of
technology. Those who have developed the technology also have a
responsibility to develop safeguards. Next in importance is finding
adequate systems to secure the cyber world from hacking and other
unholy practices.
Digital systems are meant to bring about greater transparency
and to ensure accessibility to the people vital services, which are part
of governance. There will be heavy backlash, if such benefits are
jeopardized. People will lose faith in the system and will refuse to
become a stakeholder in the digital world. Recently, one might have read
about three important websites of the Indian Government, which were
hacked. The reasons are still not clear. But many people say that it was
an organized attempt by some of the neighboring countries to hack into
the vital information and database kept by the government. This must
be a part of the counter intelligence system touted by enemy countries
or antisocial elements.
Of late, Bitcoins are being talked about and many countries allow
parallel operations of such systems. A number of companies have sprung
up across the world to deal in Bitcoins, which, according to the experts,
is highly speculative and ephemeral. These are operated through digital
platforms and they are sort of parallel operations in the money market,
away from the watchful eyes of the regulator – central banks. Yet, we
do not have a system to regulate these operations or prevent them. No
government has come out with a policy framework to deal with the
situation, though they claim that such systems are highly speculative.
It is high time an international understanding and a policy framework
either to regulate the system or to nip it in the bud itself. A wait-and-
watch approach will negate the whole purpose of restoring the faith of
the people in the digital world.
That takes me to the final suggestion to have an international law
to regulate the digital world. It should take care of every conceivable
aberrations and illegalities in the cyber world and should pave the way
for the organized and harmonious growth of digital architecture. Those
who are found violating the international law should be punished.
For that, its operational canvas should not be restricted to sovereign
domains. E-commerce is fast catching up as the most convenient method
of transaction within the country and between the countries. That
presupposes an international legal framework to deal with delinquencies
involved. There should be an overseeing body to spot the inadequacies
in the law and to make them more relevant to the situation. Yet, such
laws should not be too harsh to stall innovation and creativity.
Friends, let me conclude by telling that never lose faith in technology.
That is for the people, to the people and by the people. Abhor and
punish the wrong handlers of technology. That will make our planet a
better habitat to live.

15. 37www.varindia.com September 2017

16. 16 April 2018 www.varindia.com
HOT BYTES
Aurionpro wins Rajasthan
Government’s Smart City
Initiative –“3D City”
Mphasis strikes strategic
alliance with Plug and Play
SonicWall introduces
new MSSP Program
Fortinet adds 11 IT providers to its
Fabric-Ready Partner Program
SAP launches Digital4Growth
initiative to drive economic growth
Wipro partners with Adobe over
digital marketing solutions
AurionproSolutions
has informed
the stock exchange that
its Government Services
Group has won the
Rajasthan Government’s
innovative project for
designing and developing
the nation’s very first “3D
City” model for the city
of Jaipur. Valued at Rs.180
crore plus, the key objective
of this innovative project is
to establish a mechanism,
which would strengthen the
decision-making process
for city administrators with
impact assessment, through
an array of simulations.
Rajasthan will be the
first state in the country
to launch the 3D model in
a geographic information
system(GIS)environment.
This 3D system, pegged
to be a part of a unified
state-wide GIS-enabled
decision support
system, will provide
the city administration
with a holistic view
for all concerned city
development departments
to work in unison.
Mphasis has
entered into
a strategic partnership
with Plug and Play Tech
Center, a global start up
ecosystem and venture
fund specializing in the
development of early-to-
growth stage technology
start-ups. As part of the
partnership, Mphasis will
offer mentoring support
to emerging technology
start-ups, incorporate
their products in
its domain-focused
solutions, extend access
to its enterprise clients
and help them scale.
To help further
accelerate collaboration
with start-ups, Mphasis
had earlier launched
Sparkles, an innovation
lab that builds domain-
relevant innovation
centric solutions by
leveraging emerging
technology start-
ups. Mphasis Sparkles
Lab offers start-ups a
platform to showcase
innovative solutions to
large enterprises and
incorporate such products
into Mphasis solutions.
SonicWall has
announced its new
managed security service
provider (MSSP) program.
The SonicWallSecureFirst
MSSP Program helps
partners with new or mature
managed security practices
fill their customers’
widening security skills gap
by building and scaling their
managed security service
offerings to deliver optimal
security outcomes.
“The swift rise and
sophistication of data
breaches and network
threats is forcing well-
intentioned organizations
to outsource network and
data protection to MSSPs,”
said SonicWall Senior Vice-
President & Chief Revenue
Officer Steve Pataky. “This
opens many opportunities
for SecureFirst Partners
to deliver or resell expert
24/7 managed security
services – backed by
SonicWall’s automated real-
time breach detection and
prevention – to provide
ongoing protection from
cyberattacks."
Fortinet has added
11 information
technology providers to
its Fabric-Ready Partner
Program. These new
partners further extend the
Fortinet Security Fabric
across cloud, virtual,
and software-defined
environments.
RajeshMaurya,Regional
Vice-President, India &
SAARC, Fortinet, said, “As
enterprises embrace digital
business strategies, their
networks are evolving to
includeIoT,multi-cloudand
virtualized environments
with complex workflows,
driving the need for a
security transformation
where solutions can
interoperate and automate
threat responses across
the expanded attack
surface. Fortinet’s open
approach extends the
visibility, integrated threat
prevention and automated
response of its Security
Fabric architecture to
leading technology alliance
partners to deliver unified
security management."
SAP SE has
organized a unique
summit, Digital4Growth
“IncTank”, (Inclusive
Think Tank) to ideate and
deliberate how Digital
can be best leveraged to
address opportunities that
can accelerate growth in an
inclusive and sustainable
society. With 462.1 million
Internet users, making
India the second fastest-
growing country in terms
of social media penetration,
digital technologies present
a big opportunity to unlock
its demographic dividend
through right skilling and
support, as well as drive
inclusive economic growth.
“The Digital4Growth
IncTank has been
constituted with an aim to
make digital inclusion an
essential element to chart
the nation’s transformation
story,” said Deb Deep
Sengupta, President &
Managing Director, SAP
Indian Subcontinent.
Wipro has
announced a
global relationship with
Adobe to create, build
and run digital marketing
solutions and
campaigns for
their clients,
across the globe.
As a part of this
alliance, Wipro
will embed
Adobe’s design
and prototyping
software, Adobe XD CC,
the all-in-one UX/UI
solution for designing and
prototyping mobile apps
and websites, into its Digital
Experience Platform.
HiralChandrana, Senior
Vice-President & Global
Head, Business Application
Services, Wipro Limited,
said, “As two
market leaders,
powering their
clients’ digital
i n i t i a t i v e s ,
Wipro is happy
to deepen its
r el a ti o n s h i p
with Adobe.
Through this partnership,
we aim to offer more
effective and robust digital
solutions to our joint
customers, globally."
Kaspersky Lab
announces
Channel Partner
Growth Plans
Kaspersky Lab has
unveiled their
Channel Partner growth
plans in India for 2018 at the
Channel Directions Event.
Kaspersky Lab’s Shrenik
Bhayani shared insights on
how their channel program
will enhance support for
partners and offer engaging
regional events with unique
educational opportunities
throughout the year.
Speaking on this,
Shrenik Bhayani, GM,
Kaspersky Lab (South
Asia), commented, “Such
events help us to connect
and build a strong network
with our partners and
vendors. It helps us in
addressing the growth ways
to the partners, and also
knows their perspective and
challenges in the business."
Teradata to join
NVIDIA Partner
Program
Teradata has
announced that
its Think Big Analytics
consulting group has joined
the NVIDIA Service
Delivery Partner program.
NVIDIA GPUs are widely
used in deep learning,
artificial intelligence (AI)
and accelerated analytics
applications. Think Big
Analytics will help clients
looking to scale their AI
initiatives by working with
NVIDIA to optimize deep
learning for enterprise use.
Think Big Analytics
is one of the first large,
global consultancies to join
NVIDIA’s partner network.
With its exclusive focus on
data and analytics, Teradata
will be collaborating with
NVIDIA on solutions that
drive impactful business
outcomes in industries
including banking and
insurance, automotive,
manufacturing, telco,
healthcare, retail, media and
entertainment, and travel
and transportation.

17. 13www.varindia.com February 2018
“PACKS
PLENTY
OF OOMPH”
Windows 10 Pro means business.
Forged from carbon fiber
®
the ThinkPad X1 Carbon is
incredibly thin and
immensely powerful.
Call us at 1800 3000 9990 or
e-mail us at corpsales@lenovo.com
© Lenovo 2017. All rights reserved. Lenovo, the Lenovo logo are trademarks or registered trademarks of Lenovo.
Microsoft and Windows are registered trademarks of Microsoft Corporation in the U.S. and other countries or both.
- LAPTOP

18. 18 April 2018 www.varindia.com
HOT BYTES
Tata Communications to deploy
5,000 smart gas meters in Mumbai
Avaya adds cloud-based team
collaboration to its Equinox
Atos and Siemens to accelerate
their joint business by 2020
Netmagic to offer Server
Security services with McAfee
D-Link extends 5YearsWarranty
on its CCTV products
NEC to enhance customers’
digital strategy
Ta t a
Communications
has announced to working
with Mahanagar Gas
Limited (MGL) to deploy
5,000 smart gas meters
in Mumbai. The new
smart meters will give
households and businesses
unprecedentedvisibilityand
enable MGL to enhance
operational efficiencies.
“Our recent India-
wide research found that
the home is where people
expect IoT to make a
big difference, with over
90% of people surveyed
saying that they would
like to use IoT to monitor
their home appliances
remotely in real-time, for
example,” said VS Shridhar,
Senior VP and Head for
Internet of Things, Tata
Communications. “Smart
metering is one of many
IoT-enabled applications
that could transform how
people live and engage with
the world around them,
and how businesses operate
and engage with their
customers."
Experience
Avaya Holdings has
announced the
addition of cloud-based
team collaboration to the
Avaya Equinox Experience,
the company’s unified
communications and
collaboration user interface
and cloud service. The
servicedeliversdeeplevelof
integration between unified
communications and the
tools needed for seamless,
simple, highly productive
team collaboration.
The Avaya Equinox
Experience is a sleek,
personal user interface for
one-stop access to voice,
video, chat communications
channels, calendar,
meetings and more. Its
“mobile-first” Top of Mind
screen provides at-a-glance
visibility to everything
that a user needs in real
time: schedule, contacts,
messages, voice and video.
The capabilities of
Avaya Equinox Experience
addressthegrowingdemand
for easy-to-use, integrated,
unified communication and
team collaboration.
Atos and Siemens
have announced
the reinforcement of their
strategic cooperation, with
plans to accelerate their
joint business until 2020
through an ambitious joint
go-to-market plan and the
strengthening of their joint
innovation and investment
program. The program
has been increased by
€100 million, totalling €330
million – more than three
times the original sum.
This will further support
the Siemens and Atos
IoT MindSphere-Codex
strategic cooperation as well
as the joint go-to-market.
Thejointinnovationand
investment program aims
to enhance Siemens and
Atos’ digital strategy and
develop joint capabilities
in Data Analytics, Artificial
Intelligence, advanced IoT
& connectivity services,
cybersecurity and digital
service technologies
to support the digital
transformation of their
customers through an end-
to-end IoT suite.
Netmagic has
entered into
partnership with McAfee to
offer Malware Protection
services as part of its
Managed Security Services
in India. The services will
offer next-generation server
security to customers via
Netmagic’s cloud services
on a pay-per-use basis.
Netmagic has built its
Server Host Protection
service on McAfee’s server
security and endpoint
security solution. Server
Host Protection service
is a SAAS-based offering
powered by McAfee to
provide protection from
known, near-zero day,
and zero-day attacks. An
antivirus, anti-malware and
intrusionprevention,Secure
Host stops unnecessary
usage/deployment of
software on your servers.
Server Host Protection also
helps customers achieve
multiple compliance goals
such as PCIDSS, ISO
27001, etc.
D-Link has recently
ventured into
the CCTV segment and as
part of business strategy
it has announced 5 years
product warranty on its
CCTV range. With this,
D-Link is all set to address
the growing surveillance
market with its robust and
top-notch CCTV products.
“We entered the CCTV
segment about three
quarters back and the
response from both partner
community and customers
has been phenomenal. Our
endeavour has always been
to provide quality products,
exceptional service, and
enablechannelwithlucrative
business opportunity. With
this in mind, we decided to
extend warranty on CCTV
products to 5 years which is
happening for the first time
in the industry,” said Sanket
Kulkarni, Sales Head,
D-Link (India) Limited.
NEC Corporation
has announced
the provision of a
reinforced “Data Platform
for Hadoop” (DPH),
an integrated analytics
platform for collecting,
storing, processing and
analyzing data and the
NEC “Data Integration
& Analytics Services”,
professional services for
helping customers solve
their real-world business
challenges.
In order to overcome
obstacles and create new
business value, businesses
must collect and utilize vast
amounts of data from a
wide range of data sources.
To do this, they need
platforms that can rapidly
process, combine and
analyze data.
NEC’s DPH
has already
been deployed
across a
variety of
sectors, ranging from the
telecom field to finance
and manufacturing, and
it has achieved notable
results in promoting digital
transformation through
new business models and
product development.
Plantronics to
acquire Polycom
Plantronics and
Polycom have
entered into a definitive
agreement under which
Plantronics will acquire
Polycom in a cash and stock
transaction valued at $2.0
billion enterprise value.
According to Joe
Burton, President and
CEO - Plantronics, "With
the addition of Polycom's
solutions across video,
audio and collaboration
we will be able to deliver
a comprehensive portfolio
of communications
and collaboration touch
points and services to our
customers and channel
partners. This will put
Plantronics in an ideal
position to solve for today's
enterprise collaboration
requirements while
capitalizing on market
opportunities associated
withtheevolving,intelligent
enterprise.”
Dimension
Data helps SBI
to transform
digitally
Dimension Data
has enabled SBI
with 60 digital branches
pan India. Known as
sbiINTOUCH, these
futuristic digital branches
offer advanced banking
services such as instant
loan approvals, assistance
in choosing investment
portfolios, access to latest
mutual funds etc.
“The solution will
enable SBI to transform
its communication model
for better customer loyalty
which will further help SBI
improve sales, cross-sales
and in upselling. As for
the SBI customer, this will
ensure that he/she gets the
right advice for all non-
transactional processes.
It will further help the
Bank enhance its customer
experience which in turn
will become its important
competitive differentiator,”
said Kiran Bhagwanani,
CEO – South Asia, Japan
and New Zealand.

19. 19www.varindia.com April 2018

20. 20 April 2018 www.varindia.com
ON THE RAMP
RSA launches Archer Cyber
Risk Quantification
Acer launches“Predator Orion
9000”Gaming Desktop
ZebraTechnologies unveils
new mobility solutions
HPE brings new offerings to
help customers leverage AI
MSI introduces a range
of Gaming Laptops
Seagate brings BarraCuda
Pro 12TB desktop drive
RSA has unveiled
the RSA Archer
Cyber Risk Quantification
use-case that helps business
users quantify their
organizations’ financial risk
exposure to cybersecurity
events. It gives CISOs the
ability to prioritize risk
mitigation efforts using
a quantification-based
assessment of the business
and financial impact that
a breach or vulnerability
would expose.
“Under the threat of
high-profile cyberattacks
and data breaches,
executives and corporate
Boards are starting to ask
more informed questions
about their organizations’
risk exposure,” said David
Walter, Vice-President,
RSA Archer. “RSA Archer
Cyber Risk Quantification
gives security teams the tool
they need to quantify and
communicate their cyber
needs in a language that
business leaders can easily
understand. This helps
clarify priorities for security
investments."
Acer has launched
the Predator
Orion 9000, a gaming
desktop, under its premium
Predator gaming series. The
revolutionar y
gaming desktop
features powerful
Intel Core i9
Extreme Edition
processors with
upto18coresand
36 threads and up
to two NVIDIA
GeForce GTX
1080Ti graphics
cards for ultimate
gaming performance.
Chandrahas Panigrahi,
CMO&ConsumerBusiness
Head, Acer India, said, “We
are thrilled to welcome
to our gaming arsenal the
iconic Predator Orion
9000 gaming desktop. The
Orion 9000 is a desktop of
extremepower
d e s i g n e d
especially for
thedemanding
professional
gamer with
a d v a n c e d
cooling and
g ame-ready
features to
easily take
on any game
out there. Acer in India
has products catering
to budding gamers to
professionals."
Zebra Technologies
has launched the
new TC20 durable mobile
computer and TC25 rugged
smartphone in India.
Zebra has leveraged
decades of enterprise
innovation in TC2-series
to revolutionize the SMB
market where the use
of outdated pen and
paper systems and fragile,
underpowered consumer
devices is widespread.
The TC20 is a lightweight,
durable and long-lasting
mobile device developed
for indoor use.
Zebra has also
released the Tenth Global
Retail Shopper Study
whitepaper, which shows
the expectations of
shoppers today – further
highlighting the need for
businesses to adopt real-
time visibility technologies
in their operations.
The study reveals that
shopper expectations for
merchandise delivery are
continuing to rise as 69%
of shoppers surveyed in
APAC expect next-day and
same-day shipments.
Hewlett Packard
E n t e r p r i s e
(HPE) has announced new
offerings to help customers
ramp up, optimize and
scale artificial intelligence
(AI) usage across business
functions to drive outcomes
such as better demand
forecasting, improved
operational efficiency and
increased sales.
The new offerings
include HPE Digital
Prescriptive Maintenance
Services; HPE Artificial
IntelligenceTransformation
Workshop;andHPEApollo
6500 Gen10 System. HPE
has also extended its AI
partner ecosystem through
a reseller agreement with
WekaIOtodeliveroptimized
storage performance in AI
environments.
“Global tech giants
are investing heavily in
AI, but the majority of
enterprises are struggling
both with finding viable AI
use-cases and with building
technology environments
that support their AI
workloads.
MSI, the world
leader in gaming
hardware, has launched a
suite of gaming laptops
powered by Intel 8th-
Generationprocessors,with
three new models – the new
GS65 Stealth Thin gaming
notebook, GT75 Titan
with i9 processor and GE
Raider RGB Edition. These
products are equipped
with the 8th-generation
processor updates to its
GP, GL and GV lines.
Furthermore, MSI has
announced addition of 21
servicecenterstoitsexisting
servicenetworks.Thesenew
service centers are located
in Jaipur, Kanpur, Indore,
Thane, Visakhapatnam,
Patna, Ludhiana, Varanasi,
Vijayawada, Jodhpur,
Raipur, Guwahati, Bareilly,
Mysore, Jalandhar,
Bhubaneswar, Bikaner,
Kochi, Dehradun,
Mangalore, and Udaipur.
This expansion will help
MSI to provide attentive
customer service to Indian
customers and will also
highlight MSI’s never-
ending dedication to the
Indian market.
Equipped with
7,200 RPM, the
BarraCuda Pro is a 12TB
desktop drive available.
Large cache size offered by
the recently launched 12TB
drive pushes the PC to new
performance heights so
one can load applications
and files even faster. Plus
the BarraCuda Pro is
backed by five-year limited
warranty for a sustained
quality experience.
The uncompromising
BarraCuda Pro marries
storage capacity with
7,200 RPM spin speeds for
snappy performance and
load times when gaming
or performing heavy
workloads.
All hard drives in the
BarraCuda family come
equipped with Multi-
Tier Caching Technology
(MTC). MTC takes PC
to new performance
levels, so one can load
applications and files
faster than ever before.
By applying intelligent
layers of NAND Flash,
DRAM and media cache
technologies, BarraCuda
delivers improved read
and write performance by
optimising data flow.
BenQ unveils
EC1-B and EC2-B
gaming mice
ZO W I E ,
BenQ'seSports
brand has announced the
launch of ZOWIE gaming
mice EC1-B and EC2-B
that come equipped with
the 3360 sensor, providing
gamers with a different
mouse-tracking feel. These
new gaming mice are aimed
at competitive gamers and
eSports fans.
The mice are identical
except for their size, with
EC1-B slightly larger than
the EC2-B. In addition to a
different sensor, the EC-B
series also has a USB report
rate switch with indicator
lights at the bottom of
the mouse. This makes
adjusting your settings
more convenient and allows
you to check your mouse
rate without the need for
additional software.
A10 releases
SecureWeb
Gateway
Solution
A10 Networks
has announced
expansion of its portfolio
of enterprise solutions by
introducing the Secure Web
Gateway featuring the SSL
Insight solution, available
on the Thunder CFW
platform. This solution
empowers enterprise
customers with defenses
against the modern web
threat landscape, as well
as providing advanced
performance features to
help scale for demanding
SaaS workloads and
compliance requirements.
A10’s new Secure
Web Gateway augments
controlled and secure
access for enterprise users.
It enables enterprises to
enforce policies for who
accesses what, how and
when, in order to help
protectthemfrommalicious
intent and to better ensure
enterprises are compliant at
all times.

21. 21www.varindia.com January 2018
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Gen10 Intel® Xeon - Bronze 3106 (1.7GHz /8-core/85W)/ HPE 16GB
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Kit/ 8 SFF Open Bay / HPE Smart Array S100i SR Gen10 SW RAID
No Optical Drive / 1 x HPE 500W Flex Slot Platinum Hot Plug Low
Halogen Power Supply Kit / HPE iLO Standard with Intelligent
PProvisioning/ 3 Yrs. NBD Support
1U 2P Rack/ HPE DL360 Gen10 4110 1P 16G 8SFF Svr/ 1 x HPE
DL 360 Gen10 Intel® Xeon-Silver 4110 (2.1GHz/8-core/85W)/
HPE 16 GB (1x16GB) Dual Rank x8 DDR4-2666 CAS-19-19-19
Registered Memory Kit / 8 Open Bay/ HPE Smart Array P408i-a
SR Gen 10/ No Optical Drive/ 1 x HPE 500W Flex Slot Platinum
Hot Plug Low Halogen Power Supply Kit/ HPE iLO Standard with
IIntelligent Provisioning/ 3 Yrs. NBD Support
2U 2P Rack / HPE DL380 Gen10 4110 1P 32G 12LFF
Svr/ 1 x HPE DL 380 Gen10 Intel® Xeon -Silver 4110
(2.1GHz/ 8-core/85W)/ HPE 32GB (2x16GB) Dual Rank
x8 DDR4 - 2666 CAS 19-19-19 Registered Memory Kit
12 LFF Open Bay/ HPE Smart Array P816i-a SR Gen10
No Optical Drive / 2x 800W HPE FlexSlot power supply
HPE iHPE iLO Standard with IP / 3 Yrs. NBD Support
The New Generation Compute Experience From HPE
HPE ProLiant
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22. 22 April 2018 www.varindia.com
ON THE RAMP
Xiaomi announces three new
smartphone manufacturing
plants in India
Juniper Networks enhances its
Unified Cyber security Platform
Dell and Alienware launch new
Windows 10 gaming laptops
eMudhra presents“emSecure”
Western Digital unveils
new gaming SSD
F-Secure introduces new
ransomware protection capabilities
Xiaomi has
opened three
new smartphone
manufacturing plants
in India. This move is
in line with its strategy
to enhance the handset
maker’s business in the
country.
The three new
smartphone plants that are
coming up in partnership
with Foxconn will be set
up in campuses in Sri City,
Andhra Pradesh and a new
campus in Sriperumbudur,
Tamil Nadu with a total
campus area of 180 acres.
Xiaomi however did
not reveal its investment
in the latest smartphone
production units in India.
The company has also
stated manufacturing
smartphones at its power
bank plant in partnership
with Hipad Technology in
Noida, Uttar Pradesh.
Juniper Networks
has announced new
enhancements to its unified
cyber security platform,
empowering customers
to run their businesses
with confidence and
efficiency across
locations and clouds.
To address
this need, Juniper
Networks revealed
newly engineered
enhancements to its
unified cyber security
platform – a platform
that is open for integration
and fuelled by automation.
These enhancements
simplify security operations
by accelerating time to
detection and orchestrating
mitigation.
Juniper helps
organizations protect
themselves from fast-
moving threats with a
solution that rapidly adapts
to cybercrime tactics,
empowering teams to stop
an attack early in the threat
lifecycle.
Alienware and Dell
have launched
six new Windows 10
gaming laptops based on
the new 8th-Gen Intel
Core high-performance
processors, with significant
enhancements over prior
generations. Continuing
Dell’s commitment to
provide the ultimate gaming
experience for everyone,
Dell is also debuting Dell G
Series, revitalizing the Dell
Gamingportfolio.Thissuite
of PCs, starting at $749, is
designed and engineered for
the gamer who prioritizes
performance and excellent
gameplay.
Further expanding
its more than a decade-
long legacy in esports,
Alienware is forging new
partnerships with the NBA
2K League, Miami HEAT
and Misfits Gaming, and
taking its partnership
with Team Liquid into
uncharted territory for
North American esports.
These organizations and
teams have turned to
Alienware for a competitive
advantage.
eMudhra has
announced the
launch of emSecure, an IoT
security solution for smart
cities. emSecure has been
designed to be deployed
on any IoT platform that
supports trusted platform
modules. emLabs, housed
at eMudhra’s R&D center
in Bangalore is gearing up
for large-scale smart city
projects. Their state-of-
the-art PKI suite will help
cities deploy a secure IoT
ecosystem, thus ensuring
trusted communication
between devices and
mitigating the risk of man
in the middle attacks.
V. Srinivasan,
Chairman, eMudhra, said,
“The usage of connected
and smarter devices to
augment our lives on a
daily basis has proliferated
extensively over the last
few years. IoT is helping
cities evolve in a smarter
way, leading to smarter
buildings, self-driving cars
and much more. However,
with a rise in the connected
devices ecosystem, privacy
and security cannot be
compromised."
To push leading-
edge performance,
lower power consumption
and extended durability for
PCgamingsystems,Western
Digital has introduced
a high-performance
Western Digital Black
3D NVMe SSD featuring
the company’s own SSD
architecture and controller.
The drive accelerates data
for PC applications to
enable users to quickly,
access, engage and capture
today’s high-resolution
video, audio and gaming
content.
PCs must have the
capability to run intensive
applications and enable the
4K/Ultra HD graphics and
video content experiences.
To move this immense
amount of data quickly and
seamlessly, Western Digital
developed a new breed
of SSDs to help remove
the traditional storage
bottleneck.
F-Secure has
announced that
consumers finally have a
chance to get an edge on
ransomware gangs that
have amassed
billions of
dollars in
the past
few years.
F - S e c u r e
SAFE PC
has protected users against
ransomware effectively,
thanks to its advanced
behaviour protection
known as DeepGuard.
F-SecureSAFEInternet
Security now includes
additional behaviour-based
protection capabilities that
monitor selected folders for
ransomware-like behaviour
as part of its DeepGuard
Host-based Intrusion
Prevention System. In case
risky behaviour is detected,
the process is automatically
blocked and users are
warned about the potential
ransomware.
ASUS ROG
releases Gaming
Line-up
ASUS Republic of
Gamers (ROG)
has announced their next-
generation gaming lineup,
powered by the latest 8th-
Generation Intel Core
processors.
Products powered
by the new processors
include the ROG Zephyrus
(GX501GI), ROG G703,
ROG Strix SCAR Edition,
ROG Strix Hero Edition,
and ROG Strix GL503
laptops, and the ROG
Strix GL12 desktop. All
products powered by the
8th-Generation Intel Core
processors feature Aura
Sync technology for gamers
to customize lighting to suit
their own preferences.
ASUS ROG new 8th-
Gen gaming systems will
be available from Q2 in
India on online and at AES
stores.
Synology
releases Beta
version of
Active Backup
for Office 365
Synology Inc. has
announced the beta
release of Active Backup
for Office 365 with added
support for mail, contacts,
and calendar protection on
top of existing OneDrive
for Business support,
allowing businesses to
control even more of their
data in Microsoft Office
365.
"Sincearapidly-growing
number of businesses are
moving their operations to
the cloud, this is our first
solutiontocomprehensively
back up corporate data
on a cloud provider,"
said Jia-Yu Liu, Director
of Application Group,
Synology Inc. "The Active
Backup family of packages
makes it effortless to
consolidate data dispersed
across physical, virtual,
and cloud environments
into a centralized backup
solution."

23. 23www.varindia.com April 2018
Forcepoint helping its customers
build a secured data environment
How is your organization geared
up with security strategies for the
industry at large?
Cyber security as a domain is going through a
constantchurn to help organisations stayfocused
on protecting against breaches, protecting critical
business data at all times and complying with
regulations. This is the reason, over the years,
cyber security budgets have increased multi-fold,
making it a huge industry. But, despite all these
investments, the cyber security attacks have only
increased.
This calls for a complete shift in the way
cyber security is approached. If you look at
threats and technologies, they continue to
evolve, but one thing that has remained constant
throughout is people. This is what Forcepoint
is doing, it is rethinking security from a human-
centric approach. The approach emphasizes
understanding human behaviour and user
interaction with critical data over networks of
different trust levels to combat cyber-attacks.
Can you highlight the solutions
you are offering for addressing
the growing challenge of cyber
security?
At Forcepoint, we have unique cyber security
solutions for protecting the data -
• Our CASB (Cloud Access Security
Broker) is designed to secure data on the
cloud. CASB solutions address cloud service
risks, enforce security policies, and comply
with regulations, even when cloud services are
beyond their perimeter and out of their direct
control. We acquired Cloud Access Security
Broker (CASB) firm Skyfence that has helped
increase visibility, control and security as users
interact with data wherever it resides, including
within cloud applications.
• Forcepoint’s UEBA (User and Entity
Behaviour Analytics) helps organizations to
baseline behaviour of users and also entities like
endpoint servers or applications and then see if
there are any deviations from normal baseline.
We acquired Red Owl, a leader UEBA (User and
Entity Behaviour Analytics) technology to better
understand and manage human risk.
• Forcepoint’s Web and Email Security
Solutions protect users against multistage
advanced threats that often exploit user’s data,
which penetrate the organisation’s IT defences.
• Forcepoint NGFW (Next Generation
Fire Wall) caters not only to network needs but
also security needs of all the networks of our
customers. With NGFW 6.4, network security
admins can more clearly see and understand
the rhythm of their people as they use network
resources.
• Our data protection is integrated with
DLP (Data Loss Protection) solution and now
we have augmented our DLP with insider threat
and UEBA (User Entity Behaviour Analytics)
solution that understands the context and intent
of user behaviour and dynamically applies
enforcement policies to activity representing the
highest risk.
How are you seeing the security
trend to continue in 2018?
The biggest security trend in 2018 will
be EU’s GDPR regulation which will have a
considerable impact on nations that control or
process data of EU citizens. With the regulation
of GDPR coming into action in May 2018, the
focus should now shift towards three areas
like the adoption of the prescribed nature of
controls in the regulation in specific areas,
improvement of the existing privacy structure
to work according to the requirements of the
regulation and reassessing the opportunity of
processing in the context of GDPR.
The second massive trend that’s being
observed is the adoption of cloud. Even highly
regulated industries like banks have started to
adopt cloud on a big scale but the problem
with cloud is that it opens up everything and it
does not restrict the access anymore.
Additionally, the IT security solutions are
unable to understand behaviour of malicious,
accidental or compromised users in spite of
the technology investments. Therefore, cyber
security must move from a technology-centric
view to one that understands human behaviour
and intent and employ a security system that
can effectively do the same.
With new wave of security
intelligenceanditsintensification,
what are your prospect marketing
plans?
Forcepoint’s unique brand strategy
of focusing on cyber behaviours instead
of emphasizing just on technology to
protect a perimeter that no longer exists
has helped customers in building a data
secured environment. This approach requires
both intelligent systems and transparent
collaboration between an organization’s
stakeholders.
Our brand’s theme of protecting
organisations against accidental, compromised
or malicious users to protect against data
thefts reflect the shift in the current security
paradigm, which is largely technology-oriented,
to focus on people as they interact with critical
business data and intellectual property.
How are you going to leverage
your market strategy to further
boost your presence in the
country?
Our approach is to help our customers
increase their security effectiveness while
lowering risks as they accelerate digital
transformation of their business. We continue
to engage with companies across the entire
ecosystem including Banking and Finance,
IT and ITeS, Manufacturing, Government,
Pharmaceutical, Insurance and many more
to help them understand the need to protect
critical data and importance of providing their
employees access to the right data whenever
and wherever it’s needed. n
Calling for a shift in the way cyber
security is approached, Ajay Dubey,
National Manager - Partners &
Alliances – Forcepoint tells VAINDIA
of how as a security focused company,
Forcepoint is trying to address the
challenges that crop up while securing
its customers and their critical data -
FACE TO FACE

24. 24 April 2018 www.varindia.com
VOICE-N-DATA
COAI presents recommendations
on NTP 2018
Aruba enhances its Mobile
First Architecture
Vodafone and SAP to boost the
Adoption of Industrial IoT
NETGEAR introduces JGS516PE
ProSAFE Plus 16 ports switch
Airtel to deploy MIMO Pre-5G
technology across IPL match venues
Kerala deploys 1000 publicWi-
Fi hotspots enabled by Cisco
COAI has shared
its detailed
submission on NTP 2018
which is an opportunity
for the government to
bring in the much-needed
fundamental change
required by the Indian
telecom sector for it to
recast and revive.
C O A I ’ s
recommendations include,
enhancing telecom and
broadband penetration,
simplifying licensing
and regulations, efficient
spectrum management,
uniform Telecom
Infrastructure and RoW
Policies, lowering of
existing levies and taxes,
and ensuring ease of doing
business by providing an
impetus to R&D, skilling,
adoption of emerging
technologies. With all
this, however, increasing
Telecom Network
Security, while minimizing
compliance and cost burden
and ensuring privacy of
citizens while enabling
Digital Revolution in the
country, is paramount.
Aruba, a Hewlett
PackardEnterprise
company, has advanced its
Mobile First Architecture
with the introduction
of new innovations in
AI-powered analytics
and assurance to enable
autonomous networking,
as well as partnerships to
deliver smarter workplace
experiences.
TohelpITorganizations
enhance the user experience
and ensure business
resilience, Aruba has
introduced NetInsight, an
artificial intelligence based
analytics and assurance
solution for optimizing
network performance.
Aruba has added a new
category of smart digital
workplace partners to the
ArubaEdge Technology
Partner Program including
corporate real estate
(CRE) leaders, connected
furniture companies, and
technology vendors, to
deliver next-generation
workplace experiences
that securely support IoT,
building automation, and
personalized, location-
based services for guests
and employees.
To further accelerate
the adoption of
IndustrialInternetof Things
(IIoT) in India, Vodafone
and SAP SE have entered
into strategic alliance to
develop comprehensive
communications solutions
for enterprises that
will leverage both SAP
Leonardo and Vodafone’s
IoT Managed Connectivity
Platform.
The partnership
between the two global
technology leaders will help
enhance digital adoption
by enterprises in India
by providing solutions
that leverage the latest in
technologies including
Cloud, Analytics and
Internet of Things (IoT).
Vodafone and SAP have
signed a Memorandum
of Understanding (MoU)
to work together and
offer a host of innovative
packages comprising
connectivity solutions,
business application
software, end-to-end device
management and support
services, making it easy for
enterprises to embark on
their digital journey.
NE T G E A R
has rolled out
JGS516PE ProSAFE Plus
16 ports switch with PoE.
It comes in a variety of
configurations, ranging
from 5-port desktop to
48-port rack mount. Some
models support Powerover-
Ethernet (PoE) and can
power devices such as IP
phones, IP surveillance
cameras and wireless access
points with just an Ethernet
cable.
The switches are
perfect for low-cost PoE
deployments. They are the
perfect upgrade from the
plug-and-play unmanaged
switch.
The switch also comes
as an ideal upgrade for
SMB network combining
management capability with
higher speed and better
performance. Also, with
half of the ports offering
support for PoE, these
PoE Smart Managed Plus
models are the most cost-
efficient Gigabit Ethernet
solution for converged
networks.
Airtel has
announced to
deploy the advanced
Massive MIMO Pre-5G
technology across IPL
match venues. Massive
M I M O
e x p a n d s
e x i s t i n g
n e t w o r k
c a p a c i t y
by five to
seven times over existing
spectrum, thereby
improving spectral
efficiency. Customers
will be able to experience
superfast data speeds on
Airtel’s 4G network despite
the very large number of
concurrent users on the
network sites at the venue.
Airtel will deploy
the Massive MIMO
solution in IPL match
venues in Delhi, Mumbai,
Hyderabad, Kolkata,
Mohali, Indore, Jaipur,
Bengaluru and Chennai.
The first venue to go
LIVE with Airtel’s Massive
MIMO deployment will be
the Wankhede Stadium in
Mumbai.
The Chief Minister
of Kerala Pinarayi
Vijayan has announced
at #FUTURE 2018that
the State government
will provide connectivity
through 1000 free public
Wi-Fi hotspots across the
State. Enabled by Cisco
technology, Kerala has
become the first state in
India with the largest public
Wi-Fi network providing
state-wide access. The
state-wide network will
provide citizens access to
the internet with Wi-Fi
spots deployed in parks,
libraries and other public
spaces.
As a part of its Country
Digitization Acceleration
programme, Cisco has
worked with the State
over the last six months to
provide end to end Wi-Fi
hardware for these wireless
access points.
Sudhir Nayar, Managing
Director, Commercial Sales,
Cisco India and SAARC
said, “The vision outlined
by the Honourable Chief
Minister of Kerala will help
harness the power of digital
transformationtoaccelerate
economic growth and social
progress in the State."
Raritan launches
KVM Secure
Switch
Raritan has unveiled
the new KVM
SecureSwitchthatprovidesa
number of security features
for accessing computers in
companies, government,
military, and intelligence
agencies. The new switch
protects information
by managing access and
information transfers based
on a computer’s security
classification level —
ranging from top secret to
confidential to unclassified.
The switch also provides
tamper-resistant and
i n t r u s i o n - d e t e c t i o n
features.
Unlike other secure
switches, a single Raritan
Secure Switch can work in
an analog (VGA) or digital
(DVI, HDMI) formats
such as 4K Ultra HD, high-
definition and standard
resolutions.
Eurotech
announces
BestNet
high-speed
HDMI Cable
Eu r o t e c h
Technologies has
announced the launch
of BestNet high-speed
HDMI cable with Ethernet
capability. BestNet HDMI
cables are designed for
applications that require
high-definitiontransmission
of digital video & audio
signals. The BestNet
HDMI cable features a high
data transfer rate of up to
3.4 GB per channel, ideal
for connecting HD devices
to HD plasma/LCD, PSP3,
Blu-ray and HD DVD and
supports resolutions of
720p/1080i/1080p.
“The BestNet high-
speed HDMI cable
with Ethernet capability
outweighs industry
standards to deliver
exceptional video and audio
experience,” said Anuj
Jain, Managing Director,
Eurotech Technologies
Pvt. Ltd.

25. 25www.varindia.com April 2018
Customer centricity is of prime importance to every organization which is directing the transformation in IT.
Another factor that has come into play in the last couple of years are the latest technologies, compute capacity and
mobile devices. These when brought into forefront triggered the digital transformation.
So to keep pace with the transformation, Lenovo has come up with its latest Think portfolio with advanced
PC performance with Intel 8th Gen Intel Core processors and a powerful ThinkPad experience. The new and
robust Thin and Light range of ThinkPad X1 along with the T, X and L series provides the perfect solution for
professionals on the go who are looking for the latest ThinkPad features in a sleeker package.
Rohit Midha, Director, Commercial Named Account Business, Lenovo India said, “The digital transformation
has catapulted businesses to transform their workforce. The latest Think portfolio is in line with the changes that
new technologies have brought about. With the new Intel processor coupled with the legendary attributes of our
Think product, the latest thin and light range is well equipped for the mobile workforce of today and tomorrow.”
To better understand the transformation that is happening in technology and the role of a CIO which has
evolved big time over the period, Lenovo organized a panel discussion with a few eminent CIOs of the industry.
Panel Discussion:
Vijay Sethi
Chief Information Officer, Hero MotoCorp
“Customer centricity has always been at the centre of the organizations for last 15-20 years. The way digital transformation
is happening today over the last three to five years the amount of digital technology, compute capacity and smartphones
that are available has been brought to the forefront.
Earlier what used to happen 10-12 years back, IT department used to propose a solution to other department. But
what has happened in last couple of years is nearly everybody in each organization is fully aware of what digital technology
can bring to the table, what value it can give to each organization, department and individual. This has led to a situation that
now people are asking for solutions and second, from a CIO and CXO perspective or even in lower levels from IT manager to
other business manager’s perspectives, earlier it was you are a provider and others are a taker but now you are a co-creator of the solutions.
So we sit with them, discuss business issues, what my business objective, what are the strategies.
Today every household even a kid of two years proudly carries a phone or an iphone or probably any such device. Secondly, if you go back to five- six
years back you take home a laptop and chances of the laptop that you brought in is slightly better than what you have in home but now it’s just the other
way around, the laptops provided by most of the organization or enterprises to its employees are not that better when compared to what they possess
personally. It means the enterprise also need to evolve from thick old, heavy laptops to thin, light, smart laptops. This is the change that is happening in
the enterprises that laptop which used to be a utility device in some time back is not just a plain utility device but it is a kind of an ornament you carry
and flaunt its specifications rather than just having a laptop.”
Somnath Mukherjee
Vice President - IT, CRM Services India
“Gone are the days when everything was working in silos. Today, right from manufacturing to selling the end product,
everything needs to be integrated. And that’s where you see lot of data, computing and security coming in. So the core
essence lies on customer centricity and I think that is moving the transformation in IT.
Today there is a lot of emphasis on data and the security accompanying it. Five years back when I had to work on my
desktop in my organization, I never looked into having a TPM chipset. But now it has become more of a hygiene, and have
to have things like bit lockers coming into play. So that’s a significant evolution I have seen taking place.
As a CIO, we need to be an innovator and a business enabler, because that’s what we have to work for in the coming
time.
Today’s generations - the millennials, X generation, the Y generation are looking at having a smart, sleek and lightweight product. So, these are
the buzzwords. I think now the laptops have become a fashion statement or style icon for most of the young generation and they like to flaunt that,
the way they do with mobile devices. So that’s the trend we see. Gone are the days when we used to carry those bulky laptops, but that’s the biggest
transformation I see in the younger generation.”
Sachin Gupta
Sr. Vice President & CIO, Havells
“As far as transformation is concerned, I think we are seeing it across businesses and verticals. Within the businesses
the transformation is a key goal. One of the things that we as IT leaders have to keep in mind is we are looking at the
transformation across the value chain of the business.
The role of the CIO has changed, it was role of a provider and now it becomes more of a business partner. A
CIO now sits with the senior management discussing visions, strategy of the business with everybody and also suggest
how technology can help organisations achieves their goals and visions. From a technology perspective, it used to be very
difficult to talk about technology to your business leader, today it has become very simplified as a marketing head or a CMO
understands technology as much as I understand.
Laptop today has now become a model it’s something which you had to have, and just like a phone it is becoming more of a fashion statement. So
it is becoming more difficult to say this is the laptop you should have, it is more like this is the laptop we are getting in and you need to support it. Both
have some positive and negative side and with that comes a big security question. So to achieve that balance with the security and privacy issues as a CIO
we want to do and give the best of the tools or the sleekest of the models.”
Lenovo aiding Businesses
transformWorkforce
Rohit Midha
Director, Commercial Named
Account Business, Lenovo India
INDUSTRY EVENT

26. 26 April 2018 www.varindia.com
CHANNEL BUZZ
Genesys felicitates its Asia Pacific
Partners for their achievements
Veeam recognises winners of
2017 ProPartner Awards
Microsoft drives AI in India with
the help of 650 partners
At its AI for All Conference
in Bengaluru, Microsoft
India has showcased some of its
mostrecentartificialintelligence(AI)
solutions aimed at helping improve
lives and transform businesses.
Microsoft India said it is helping
650 India-based partners use
the Microsoft cognitive services,
IoT, AI and machine learning
platforms to build solutions
for India. Over the last year,
Microsoft and its partners have
deployed AI solutions in areas
such as healthcare, education,
agriculture, retail, e-commerce,
manufacturing and financial
services. Microsoft has also
announced a partnership with
Forus Health, a Bengaluru-based
technology company focusing on
retinal imaging devices, to leverage
AI capabilities for early detection
of diabetic retinopathy, glaucoma
& macular degeneration, and help
reduce avoidable blindness.
“We are working closely
with our partners to bring AI to
all sectors in India,” said Anant
Maheshwari, President, Microsoft
India. “The intersection of AI
with people and society presents
an incredible opportunity to create
a lasting, positive impact on the
world and in India."
Microsoft and Forus have
worked together to integrate AI-
based retinal imaging APIs into
Forus Health’s 3Nethra devices
using Microsoft Azure IoT Suite.
This will help Forus technicians
identify eye fundus images as well as
disease conditions better. 3Nethra
devices, which can be operated by
minimally trained technicians, are
deployed across over 20countries
and have so far touched more than
two million patients.
TAIT continues to offer growth
opportunities for members
TAIT has been focused
on creating meaningful
growth opportunities for members
by exploring new alliances. The
Managing Committee, with its
newly-elected members, has
taken this sentiment ahead by not
only increasing the scale of the
existing events but also curating
new and innovative platforms to
grow and interact. With a power-
packed combination of business,
knowledge and leisure events
spread across 2017-18, TAIT is
all set to create a unified voice for
the IT community, with 70% of
Mumbai’s IT trade ecosystem being
its strength.
TAIT’s new board, announced
in October 2017, has efficiently
carried out several engagement
initiatives over the past six months.
In addition to a fresh board of
directors, TAIT also introduced
the TAIT Advisory Council – a
4-member committee comprising
of 3 past TAIT presidents –
ChampakrajGurjar, Ketan Patel
and GirishRathod and 1 senior
past TAIT Board Member,
NikeshSakaria.
The Advisory
Committee will
work closely with
the current Board
of Directors and
offer valuable
insights and
guidance based
on their immense
experience, to
benefit the Association and its
members.
Headed by the newly-elected
President K.R. Chaube, the TAIT
Committee with guidance from
senior members, kick-started
the year 2018 with the launch of
the innovative business event,
“Lauchpad Pro” that allows
member-partners to showcase their
individual product or service to the
rest of the member-partners.
Genesys has recognised its
top performing partners
during the annual Genesys APAC
PartnerconferenceheldfromMarch
14-16, 2018 in Macau. The Genesys
Asia Pacific Partner Conference is
an opportunity for partners to get
an insider’s
view of the
c o m p a n y ’ s
strategy for
future growth
and market
insights.
S r i k a n t h
SESH, CEO,
Smart Connect
Technologies,
said, “India’s
c u s t o m e r
e x p e r i e n c e
market is growing at rapid speed
due to evolving business needs.
Through our relationship with
Genesys, we have been well-
placed to meet the demands of the
market through a dynamic range of
solutions. This award represents the
synergy between us and Genesys,
and we’re honoured to receive it."
Veeam Software has
declared the winners of
the 2017 Veeam ProPartner Awards
for the Asia & Japan region. The
annual awards recognise and
celebrate Veeam’s committed and
outstanding channel partners,
who have demonstrated success
in providing Availability solutions
to their customers while providing
first-class support, expert
knowledge, and ongoing product
education.
Veeam’s FY17 results were
announced in January, revealing
$827 million in total bookings
and 36% year-on-year growth,
bringing total customers to 267,500
and ProPartners to 51,000. This
substantial growth demonstrates
how close the company is to
reachingitsgoalof beinga1-billion-
dollar company and outstanding
contributions of the company’s
“With increasing digitisation,
the opportunity is greater than
it ever was before. Our channel
partners play a critical role in sales,
integration and delivery. Genesys
remains committed to helping its
partners achieve excellence and
profitability,” said George Aprane,
Vice President of Channels and
Alliances, Genesys. “Partners
have the flexibility to extend the
Subscription offer to organizations
in APAC. It also offers flexibility of
re-mixinglicensesandburstingseats
with PureSuccess, a comprehensive
set of support offers for customers
and partners."
partners with their successes
have played a central role in the
technology innovation, leadership
and evolution of Veeam.
The winners were announced
during the Veeam Partner
Summit 2018 in Chiang Mai, an
annual event designed to provide
knowledge sharing and networking
opportunities for partner
executives, business development
and sales specialists responsible for
businessexpansionandopportunity
creation.
“At Veeam, we recognize that
globaldatawillundergomorerobust
growth in the years to come. This
growth will be attributed mainly to
the growing importance of global
data and its associated services that
changes how organisations operate
digital services and appliances,”
said Shaun McLagan, Senior Vice-
President, Asia-Pacific & Japan,
Veeam.

27. 27www.varindia.com April 2018
Array Networks sees itself as a strong
contender in the Indian Networking market
For the ever growing networking
market, Array Networks wants to make
sure that it grows its business with the
help of partners. While conversing with
VARINDIA, Dr. Michael Zhao, President
& CEO, Array Networks speaks about why
he feels his company is doing the best in
spite of the market being very challenging
and competitive -
Array Networks wants to grow with
its partners in 2018. The channel partner
community is very important to Array as it
relies on them to deliver its solutions to its
customers.
“Our Indian growth story is also similar
where we want to grow with our partners. So
we want to grow our business with a target of
35% YoY,” says Dr. Michael Zhao, President
& CEO, Array Networks.
Array Networks is also looking to
strengthen its partnership community in
two forms. “We offer this new product
called Hyperconvergence in networking as
a platform product. So we need partners
on the solution side and partners on the
sales and support side. In the solution side
we want to work with ISVs – people who
develop applications and want to run their
applications on our platforms. We also want
channel partners for support and service so
as the customers enjoy the benefits, partners
make more money,” he says.
For the ever growing networking market,
Dr Zhao wants to make sure that the
message is clear to the user community and
they understand the benefits the company
provides. It relies on its partners to deliver
the solutions – installation, customer support
and customization and this value addition is
very important for Array as it wants to retain
its customers.
Talking about the present opportunities
in India,the macro trend Dr Zhao says is
the Digital India, the Smart city initiative
and all other activities that are encouraging
citizens to move online. “If you look at
the enterprise level, we offer the benefit of
both sides – ondemand provisioning and
pay as you grow subscription of the public
cloud. At the same time, we can guarantee
performance of applications running on our
platforms. According to the analysts, in the
next several years hybrid cloud is going to
grow at a phenomenal speed. Hence this will
be another area of our focus. Overall, as the
concept of hyperconvergence continues to
become popular, it is necessary to understand
that while it covers computing and storage.
But it requires something more, which is
networking and security. We are going to
offer hyper convergence in Networking and
Security,” he says.
He further continues, “The overall trend
is still how to improve operational efficiency
and ease of use because the demand of IT
is changing at a fast speed. If we cannot
respond to that then the users will suffer.
How can we help them become more flexible
and agile?The public cloud trend is great but
certain applications, processes and powers
have to stay local. So that is another trend.
Being flexible and offering computing
capabilities at a local level will help to drive
the overall Artificial Intelligence, and Internet
of Things deployment.”
The buzzword in the globalas well as the
Indian IT market, globally is about machine
learning and AI. As a networking company,
Array is trying its best to address to these
technologies.
Dr Zhou says, “First of all, we have to
adapt to the technology. For example –
there is a new term called software defined
technology. What that means is that I
can use my AI algorithms to figure out a
baseline pattern. For instance, you come to
work at 9 o’clock and punch in, then open
your computer and read mails. All these are
baseline activities and every time you deviate
from that then something is not right.
Then the IT administrator needs to check
whether it is you or not. We require a lot of
machine learning and artificial intelligence
for something as simple as that. The thing
about what we do about packet processing
and security, there are a lot of things we can
utilize to help our customers to better use
this technology, about how we can provide
security or performance to deliver this
artificial intelligence.”
In the end…
In the next five years, Array Networks
wants to strengthen its brand name and make
sure there are more partners working with it.
Array has a strong team of 32 people here
in India, but Dr Zhao feels that that is not
enough. And so, the company is adding more
headcount in India. Its goal is to grow 3 fold
in terms of people.
“We also want to increase investment
in marketing,” says Dr Zhou. “As Indian
economy grows, the overall IT market
size will grow too. The time between
US deployment technology and Indian
deployment technology is getting shorter and
shorter. So we need to get ready for this. We
are planning to grow 35% YoY for the next
3-4 years.”
In spite of there being strong players
like Cisco, Huawei in the market, Array
Networks plans to counter them through
Innovation.“Array is strong in making
technology breakthroughs and innovations.
We also have a strong R&D India located
in Bangalore, which again is an added
advantage,” he concludes. n
Dr. Michael Zhao
President & CEO
Array Networks
FACE TO FACE

28. 28 April 2018 www.varindia.com
In today’s hyperconnected world, with the
global business environment changing
at a war speed, businesses and countries are
competing to keep pace with the shifting
consumer behaviours. In organizations where
IT is still treated as a siloed business process, IT
administrators have to invest valuable time and
effort in managing the IT infrastructure as well
as coordinate with multiple roosted vendors to
carry out periodic upgrades and changes to the
IT infrastructure, as and when necessary.
Sify Technologies, India’s most
comprehensive ICT solutions and services
provider, comes with a legacy of offering agile
and flexible solutions, while the organization can
focus on what it does best: its core business.
Sify’s propositions to the DC demand market
are multi-pronged. They have recognized that
the Data Center is no more a standalone entity
and hence brings parallel demands for robust
connectivity and security. In short, it is not just
the DC stack, but the connected entity that
customers buy into.
Sify’s Data Center services like collocation,
managed hosting, DC IT services to DC
migration ensure it meets all the demands of
the customers. The high-speed Sify network
features a next-generation architecture with
automatic fail over for enterprise-class resiliency
and up to 99.99% uptime. Provisioning is fast
and seamless. The Data Centers are ideally suited
to both the primary Data Center and DR. These
are strategically located in different seismic
zones across India, with highly redundant power
and cooling systems that meet and even exceed
the industry’s highest standards.
Sify’s impressive portfolio of over 4,25,000
sq. ft. of server farm is spread across six
concurrently maintainable Data Centers, 15
other Data Centers, 6 State Data Centers and
several more for private clients, all built to
exacting specifications and best-in-class global
standards.
Features of Hyperconnected Data Center
• 45 Data Centers connected by high-
capacity fiber access
• Internet Exchange present in Data Center
in Mumbai
• Zero Latency access to AWS Direct
Connect in Mumbai.
• This DC also hosts the AMS-IX
(Amsterdam Internet Exchange).
• Carrier neutral with presence of major
telecom operators within Data Centers
Sify has over 18 years of operational
and technical expertise serving over 300 DC
customers spread across BFSI, manufacturing,
retail, healthcare, education, media and
government.
As a cloud and network services provider,
Sify understands that reliable and affordable
connectivity is the key to leverage Data Center
and cloud investments made by organizations.
Sify’s cloud cover connects over 45 Data
Centers across the country, on a high-speed
network. The company provides high-capacity
multi-protocol low-latency networks across
multiple cities in India to provide solutions to
address the unique requirements for data center
traffic. Sify Technologies has marquee customers
who leverage this network to connect their
disaster recovery and near-disaster recovery
facilities to their primary data center.
Sify Technologies has demonstrated its
prowess in many DC Transformation projects
by implementing best-of-breed solutions which
enabled customers to experience the best-fit
solution to address their current and future
requirements and de-risk technology adoption.
This transition was played on the premise that
the brand had built a sound infrastructure
foundation and aligned services on them in
sync with the ever-evolving needs of enterprises.
Therefore, it is able to serve the requisite
services with the same level of SLAs across the
board.
DC Transformation for One of
the Largest Private Health
Insurance Organizations
A leading health insurance company with
a client base of 2 million and growing at a 30-
per cent YOY rate was on the lookout to be
able to support the expected growth required
to have an IT setup which is reliable, scalable,
optimized, secure, and always available. This
outlook required covering technology upgrade
and transformation of the IT infrastructure and
KeepingYou Ahead with
Rabale Data Center
VAR CORPORATE

29. 29www.varindia.com April 2018
Hyper connected Data Centers
also the consolidation of the IT infrastructure
and the Data Center.
When approached, Sify rendered
the following solutions:
• Built a Private Cloud for DC & DR
• Migrated 100+ servers and 60TB data
migration
• VMware, OVM-based Hypervisors
• Enabled DRaaS tool-based replication
and recovery at DC and DR with RTO/RPO
SLAs
• Improved Security Significantly
• Project Management for
Implementation
• Managed Services for 5 years
The following were the benefits
of the solutions:
• Business Services are continuously
available.
• Improved Performance and Operational
Efficiency
• New Age DC + DR setup
• Zero Downtime Migration
• Quick set up reducing planning and
deployment time
• Granular recovery intervals and data
protection
• Large Bandwidth to replicate DC data
• Seamless transition to Managed Services
• State-of-the-art tools, process and
procedures
Sify Technologies is also well-positioned
to address the increasing market opportunities
on the upcoming platforms of Software-as-a-
Service (SaaS), Platform-as-a-Service (PaaS) and
Infrastructure-as-a-Service (IaaS) as enterprises
move from build to subscribe (Capex to Opex)
and from control to visibility. Its cloud platform
has scale-out capabilities to compete more
effectively for public cloud requirements and is
also extending its support to AWS and Microsoft
Azure, including offering managed services on
top of the third-party cloud providers.
Being agile, Sify has a record of
accomplishment in taking on any challenge in
the unified ICT space, by offering customized
solutions like data center transformation,
applications integration and technology
integrationservicesforlarge,complexenterprises,
SMBs, the Government and PSUs, as well as
verticals in the realm of BFSI, manufacturing,
retail, healthcare & pharma, education, media
and IT/ITeS.
• Integrated Play across Network, DC, IT & Security
• Solution choices across dedicated, public or hybrid models
• Innovative charge back models aligned to your business needs
• Aggregation partner across OEM stack, Pvt / Public cloud (Azure, AWS etc),
Acceleration (Akamai, Cloudfront) and Security
• DCT along with WAN Transformation can result even better business outcomes
• Address skills gaps that can stall digital transformation efforts if not worked in
time
• Capitalize on new Data Management Technology, Analytics and Automation
than subscribing as additional services
• Highly predictive delivery approach & scalable in near real time during sudden
data explosion.
SIFY FOR DATA CENTER
TRANSFORMATION

30. 30 April 2018 www.varindia.com
The digital universe is doubling in size every two years, and by 2020 the digital universe – the data we create and copy annually – will
reach 44 zettabytes, or 44 trillion gigabytes. There will be an increasing need for datacenter and cloud resources from both the business and
consumer service perspective that will lead to the development of large-scale public cloud datacenters.
Cloud computing is a typical model in which companies pay for information technology (IT) resources such as servers, storage and
software on a pay-per-use basis rather than upfront payment. The resources are generally available over a network, primarily the internet, via
cloud datacenters. The public cloud services market in India is to grow to $1.9 billion in revenue and the market will reach $4.1 billion in 2020.
The cloud infrastructure services revenue in Q2 2017 was $11 billion.
The major datacenter companies at present are AWS, Microsoft, IBM, Google, Sify and CtrlS.
Cloud driving the present
Datacenter Market
According to an IDC study, the amount of
digital information created annually will grow
by a factor of 50 from 2010 to 2020 to 40,000
Exabytes or 40 trillion Gigabytes. Data is the
new oil of today as businesses are harnessing it.
As per 451 Research, the cloud computing
as-a-service sector in India will continue to grow
in coming years. The report also highlights that
India’s colocation and managed hosting services
market would surpass $ 2 billion in revenue by
2019 from $ 1.3 billion in 2016.
Another major finding of the report is
that 84 percent of India’s datacenter supply is
presently concentrated in five cities, namely
Mumbai, Chennai, New Delhi, Bangalore and
Pune.
Datacenter integrates different technologies
such as cabling, matching capacity to traffic and
making sure that the whole system performs
reliably, creating a set of complex tasks.
Captive V/s Hosted Datacenter
India is undergoing a digital transformation
currently and this is creating an opportunity for
the datacenter space as humongous amount of
data is being generated. Different organizations
either have their own in-house datacenters and
run them as captive units or outsource them
to specialist player who is known as hosted
datacenter. Many captive datacenters may not be
properly equipped to meet the massive demands
of high-density computing platform. So this in
turn is generating scope for hosted datacenters.
“India’s datacenter market is currently
underserved with the requirement for energy-
efficient facilities increasing every year. There is
Sridhar Pinnapureddy
Chairman and Managing Director
CtrlS
Sunil Gupta
Executive Director & President, Netmagic
(An NTT Communications Company)
Kamal Nath
CEO
Sify Technologies
COVER STORY

31. 31www.varindia.com April 2018
a need to enhance the existing datacenters and
we see this space as one of the fastest-growing
infrastructure markets in the coming years. There
is massive generation of data and many captive
datacenters may be unequipped to handle the
demands of modern high-density computing
platforms. The Indian government’s ambitious
Digital India programme aims to transform India
intoadigitallyempoweredsocietyandknowledge
economy. This is another opportunity for hosted
Datacenter space providers such as Netmagic –
something that we are already working towards.
BFSI as a sector has been consistently been
our largest revenue generator. The hyperscale
growth of e-Commerce, Social media, IoT
projects, Big Data and Analytics projects are
bringing in the fast adoption of Cloud services.
This is further bringing various global players to
set up their infrastructure in India, and this leads
to massive growth opportunities for high-quality
Datacenter providers in India like Netmagic,”
explains Sunil Gupta, Executive Director &
President, Netmagic (An NTT Communications
Company).
Ashiftintrendtowardsspecializeddatacenter
service provider is prominent in the industry
as it reduces the operational cost and technical
limitations in comparison to captive datacenters.
But still captive datacenters will manage to retain
a small market share because of the enterprises
which believes in application environments.
“While captive datacenters have been legacy
the way of life, for enterprises in the past, there
is a significant shift of preference, that is visible
in the industry today, of enterprises opting
for specialized datacenter service provider
for consulting, hosting and managing their
datacenter ecosystem. This shift owes to the
operational (cost and maintenance) and technical
(scalabilityandlatesttechnologyimplementation)
limitations, the captive datacenters pose.
Saying so, the captive datacenters would still
have a pie of the cake and continue to have a
lean existence, particularly owing to application
environments, that are core to the business,
compliance heavy and might not warrant
too much scalability or flexibility in terms
of underlying infrastructure,” says Durgesh
Malepati, Vice President - DC Infrastructure &
Projects , Pi DATACENTERS.
Pi Datacenter is witnessing a huge demand
in service provider datacenter space but at the
same time the company is completely aware of
enterprises that are vying for transformation in
captive environment.
“As a datacenter service provider, we get to
have an insider’s view of the market behaviour
and pattern. The current picture in front of us
is highly encouraging as we not only see a boom
in the demand for service provider datacenter
space, but we are also privy to enterprises vying
for transformation, within their captive space as
well. This is resulting into a win-win situation
for enterprises and service providers, both
in terms of healthy business and technology
transformation and digital empowerment,”
asserts Durgesh Malepati, Vice President - DC
Infrastructure & Projects, Pi DATACENTERS.
Top Priorities
With digital transformation happening
rapidly across the country, the organizations
are becoming connected and exchange of
information in real time will take place both
inside and outside organization. This calls for
a strict security framework in the organization
with Zero Trust approach.
“Organizations are accelerating their digital
transformation and the journey warrants better
security. In digital world the systems would be
connected exchanging information at lightning
speed. This exchange would be open not
only with systems and users internal to the
organization but outside the organization too.
Plus this exchange has to be real time for a richer
experience.This warrants a Zero Trust approach
when it comes to security. With this approach,
the IT team adopts a mindset of ‘we don’t trust
anybody’, and only by explicitly allowing users to
access systems, can trust be established.
To achieve this one must do two important
things in the IT Security Framework - Apply
proper security controls and Vigilant security
operations.SecurityArchitectureappropriateness
can be achieved when the current traditional
security controls are refreshed with next
generation controls which provides more
information and provides capability to take
contextual policy decision. Above this it also
provides a capability to integrate the controls
amongthemselvessothatcontextualinformation
can be exchanged for better decision making.
A central integration bus to integrate these
controls is the best way to achieve this,” explains
BalajiSubramaniam, National Business Manager,
Durgesh Malepati
Vice President - DC Infrastructure &
Projects , Pi DATACENTERS
Balaji Subramaniam
National Business Manager, Hybrid Cloud,
Dimension Data, India
GS Murthy
Chief Executive Officer,
ESDS
Manoj Paul
Managing Director,
GPX
The digital universe is doubling in size every two years, and
by 2020 the digital universe – the data we create and copy
annually – will reach 44 zettabytes, or 44 trillion gigabytes.
There will be a growth forecast for with the increasing
need for data center and cloud resources from both the
business and consumer service perspective has led to the
development of large-scale public cloud data centers.
The future is hyperscale data centers and it will grow
exponentially to 700 by 2021 across the globe. Hyperscale
cloud operators are increasingly dominating the cloud
landscape. With this over two-thirds of data centers will have
to adopt SDN either fully or in a partial deployment by 2021.

32. 32 April 2018 www.varindia.com
Hybrid Cloud, Dimension Data, India.
Security is the biggest concern for any
organization and with the implementation of
technologies like BYOD and IoT the threat
level has also increased. A small chip can also
have a malware which can infect the entire IT
ecosystem. The types and number of threats
are ever increasing and to curb it frequent
technological upgradation is not possible so to
obstruct it predictive analysis can help to some
extent.
“The surface area to tackle security increases
multifold with introduction on “BYOD”
and IoT. A small sensor may have a malware
embedded in it that would send it as part of
data to server and compromise its security and
associated devices on network.
No doubt “SOC” is taking a central place
in any organization. The real question though is
what will the “SOC” comprise of? It definitely
cannot just be an “out of box” solution. It will
have to be a combination of security mechanisms
working in sync to produce optimum power to
fight the threats.
While number and types of threats keep on
increasing every moment, it is not possible to
keep on upgrading technologies every moment.
To some extent use of predictive analysis helps
to prevent some kind of attack variants but it
is to a very limited extent,” opines GS Murthy,
Chief Executive Officer, ESDS.
The priority of any company is the data
and the security of data. With the cyber-crimes
taking place frequently, companies are worried
about data breaches and cyber threat. In this
case Pi DATACENTERS is well fortified with
its robust cyber security framework.
“Today data breaches and cyber threats
are the major point of concern for enterprises
globally.
The cyber threats are typically a combination
of - Advanced Persistent Threats, Phishing,
Trojans, Botnets, Ransomware, Distributed
Denial of Service (DDoS), Wiper Attacks,
Intellectual Property Theft, Theft of Money,
Data Manipulation, Data Destruction, Spyware/
Malware, Man in the Middle (MITM), Drive-By
Downloads, Malvertising, Rogue Software and
Unpatched Software.Security Operations Center
implementation is the need of the hour.
Pi is well equipped with its comprehensive
Cyber Security framework, mitigating most of
the vulnerabilities and threats. We have an expert
led Security Operations Center, that works
towards ensuring privacy and protection of
customers’ data,” says Durgesh Malepati.
Unique Propositions
CtrlS has recently launched its Tier-4
datacenter in Bengaluru with a LEED Platinum
certificate. The new facility promises 100%
redundancy and near 0% downtime for mission
critical applications. It will serve country’s
banking, insurance, e-commerce, internet
organizations and other business enterprises
running mission critical applications. The new
datacenter building is enabled with solar power
and other sustainable sources which ensures
that the datacenter will not run out of power at
any point. Moreover, it is an earthquake-proof
building, with over 9 levels of security (Military
Grade Security).
Continuing on this, Sridhar Pinnapureddy,
Chairman and Managing Director of CtrlS says,
“Our Datacenter has been awarded a Platinum
LEED certificate by the US Green Building
Council, making it the only Datacenter in the
world to receive such certification. We will
continue to innovate and ensure our business is
bothprofitableandenvironmentallysustainable.
A lot of data flows through the silicon city. The
future plan is convert all our DCs to be solar
powered in the next 5 years".
A pure collocation service provider with
Uptime Institute Tier IV certification, GPX
has uniquely positioned itself in the market
with its high uptime services. Adding to it,
GPX also provides dedicated interconnect for
different cloud services.
“GPX is a pure colocation service provider;
the only datacenter with Uptime Institute Tier
IV certification offering 99.999% uptime. It
has raised the bar for datacenter standards in
India. Being the most automated & state of art
datacenter,itgivesthecustomers,whoaregoing
for modernization of their IT infrastructure,
a facility providing uninterrupted/high
uptime service to their internal and external
customers.It is a truly Carrier neutral DC with
a formidable ecosystem (of all 12 Telcos&
over 90 ISPs).
GPX is also the only Datacenter which
provides Dedicated Interconnect for AWS
Cloud, Google Cloud and Alibaba Cloud, all
in one DC. Customer can connect to these
clouds over dedicated MPLS or leased lines
instead of connecting over Internet. Hence,
they can be assured of highly secured &
reliable link to the cloud as MPLS/LL are
much more reliable than internet
GPX is the only DC with three Internet
Exchanges. Extreme IX is operational; and
the other two, Decix and AMSIX, would be
operational in Q2 2018-19. These IX services
will enable ISPs and OTT/Content providers
to reach out to multiple carriers/ISPs at one
location, increasing their reach to a larger
audience. At the same time, ISPs can save lot
of bandwidth cost by interconnecting with
Google, Facebook, Amazon, Akamai, Netflix
at the GPX DC Ixes.
Another unique proposition GPX
provides is the Data ingestion service, which
allows AWS cloud users to upload bulk data
of several Terrabits in less time needed during
migration,” highlights Manoj Paul, Managing
Director, GPX.
Sify Technologies always makes sure that
its services fulfill the demands of customers.
It provides high speed network with automatic
failover and a superior uptime. Its datacenters
are position in different seismic zones across
India with excess power and cooling systems.
“Sify’s Data Center services like
collocation, managed hosting, DC IT services
to DC migration ensure it meets all the
demands of the customers. The high-speed
Sify network features a next-generation
architecture with automatic failover for
enterprise-class resiliency and up to 99.99%
uptime. Provisioning is fast and seamless.
The Data Centers are ideally suited to both
the primary Data Center and DR. These are
strategically located in different seismic zones
across India, with highly redundant power and
cooling systems that meet and even exceed the
industry’s highest standards.
Sify’s impressive portfolio of over
4,25,000 sq. ft. of server farm is spread across
six concurrently maintainable Data Centers,
15 other Data Centers, 6 State Data Centers
and several more for private clients, all built
to exacting specifications and best-in-class
global standards,” says Kamal Nath, CEO,
Sify Technologies.
COVER STORY
Datacenter Facts
• Globally, the data stored in datacenters will nearly quintuple by 2021 to reach 1.3 ZB by 2021.
Demand for tailored services and advanced capabilities will define the choices for CIOs and
they will constantly check on how to choose one cloud provider over another.
• Mumbai is Google’s fifth cloud availability region in Asia Pacific to touch 13 live cloud regions
around the world, compared to Amazon’s 16 and Microsoft’s 36.
• Annual global datacenter IP traffic will reach 20.6 Zettabytes (ZB) (1.7 ZB per month) by the
end of 2021
• By 2021, 73 percent of the cloud workloads and compute instances will be in public cloud data
centers
• Cloud service delivery models will also change to 75 percent of the total cloud workloads will
be Software-as-a- Service (SaaS), 16 percent of the total cloud workloads will be of IaaS and 9
percent of the total cloud workloads will be PaaS
Security is the biggest concern
for any organization and
with the implementation of
technologies like BYOD and
IoT the threat level has also
increased. A small chip can
also have a malware which can
infect the entire IT ecosystem.
The types and number of
threats are ever increasing
and to curb it frequent
technological upgradation
is not possible so to obstruct
it predictive analysis can
help to some extent.

33. 33www.varindia.com April 2018
Datacenters represent the heart of any
IT enterprise. The modern datacenters with
complex mix of databases, network devices,
applications and physical and virtual systems,
which is becoming more challenging for IT
operations. Cyber crime is now becoming
a profession with many lucrative business
models which mandates datacenter operations
not only be robust and efficient, but also highly
secure to ensure business continuity and data
integrity.
The global datacenter ecosystem is
changing fast with smarter infrastructure,
workload rationalization and as a service
procurement trends. According to IDC, by
2020, the demands of next-generation apps
and new IT architectures will force 55% of
enterprises to upgrade their existing facilities
or deploy new facilities.
At the same time, datacenter customers
continue to face great challenges in terms
of energy availability, efficiency, capacity,
flexibility and sustainability. Energy efficiency
is driving the Datacenter Network architecture
away from large Telco grade chassis to
equipment, specifically designed for datacenter
environments. Also, network devices are
getting increasingly better with respect to
power density.
“In view of the challenges faced, Juniper
has custom designed the QFX, PTX, SRX and
MX series of Datacenter devices to enable the
highest port density in a given rack space and
power. Also Juniper has virtualized most of the
router and Firewall functionalities which are
deployed as virtual machines or as containers
in a private or public datacenter to leverage
the efficiencies offered by virtualization,” says
Rakesh Kumar Singh, Datacenter Tech Lead,
India and SAARC, Juniper Networks.
Over the last six years, Juniper has invested
over $1 billion into India’s operations, including
its talent pool. This has led to continued
innovation, sales and customer support – all
of which contributes to a meaningful portion
of Juniper’s total global revenue. The goal is to
develop the India operations in tandem with
the evolution of the company, and collectively,
we hope that our efforts will help us grow
faster than the market.
Juniper has partnered with industry leaders
to provide an integrated hyper-converged stack
to the customer. This is to ensure a unified
compute, storage and network experience
irrespective of the customer’s choice of
software platform. “As it stands, we are already
seeing immense success in the market, resulting
in Juniper being the technology partner of
choice for the leading Dotcoms, Government
and Enterprise Datacenter,” says Rakesh.
Socomec continues to invest in research and
development of innovative product designs in
order to deliver world-class solutions to solve
Datacenter customers’ greatest challenges
in terms of energy availability, efficiency,
capacity, flexibility and sustainability. “We
have developed high energy efficient, modular,
hot-scalable, IoT ready UPS systems, Power
source switching solutions, Multi-circuit plug
& play measurement and monitoring system
to meet these challenges,” says Sushil Virmani
(Managing Director) - Socomec Innovative
Power Solution. “SOCOMEC solutions are
already used in some of the world’s most
renowned data centers and in India we have
commendable installation reference of large
and medium size datacenters.”
Today’s business needs are driving
datacenters to be more flexible and scalable.
Almost all organisations have already taken
a hybrid datacenter approach where they
combine the power of existing on-premise
datacenter and public cloud services (i.e. IaaS/
SaaS/PaaS). Other organisations are either
implementing or planning to implement the
hybrid datacenter model.
“As businesses rely on the consistency
and reliability of operations of applications
and data, whether on-premise or in the public
cloud, it is important to ensure that both
ends are protected against cyber adversaries
by building a uniform security framework.
It is especially important for this framework
to be automated and centrally managed to
help prevent successful cyberattacks, which
are getting more advanced and automated,”
says Bisham Kishnani, Head Consulting
Engineering (APAC) – Datacenter, Cloud,
Virtualisation, SDN and MSSP/CSSP, Palo
Alto Networks.
Palo Alto Networks Next-Generation
Security Platform uses natively integrated
technologies that leverage single-pass
architecture to reduce the attack surface looking
at applications, users, and content throughout
organisations’ network, data center, endpoint
devices, and public and private clouds. This
helps businesses to enable and build a uniform
and consistent security posture and provide
the same level of protection on mission-critical
components of IT infrastructure, including
datacenters.
Datacenters of enterprises, service
providers and government organizations
have lagged behind the world’s largest public
clouds due to their old architectures and
static networking practices. In addition, their
core business risks being irrelevant due to the
emergence of new competitors that treat IT as
a strategic asset and are built around software
centricity. Consequently channel partners are
facing the same risks.
“To help channel partners and enterprises
mitigate this grave risk, Array offers a new
class of product called the Network Functions
Platforms. These platforms enable software-
centric agility, provide virtual networking
and security functions with hardware-like
Sushil Virmani
Managing Director - Socomec Innovative
Power Solution
Rajeev Mittal
VP - Systems,
Oracle India
Rakesh Kumar Singh
Datacenter Tech Lead, India and SAARC,
Juniper Networks
Vendors Cashing on the growing Datacenter Market
If not a major, but India is on the fast-track to becoming one of the datacenter hubs globally. While a number
of factors would go on to decide of how soon this is going to happen, ICT vendors are looking up to this market
with unabated interests; so much so that almost every brand has something or the other to offer in this space.

34. 34 April 2018 www.varindia.com
performance guarantees, eliminate complexity
by automating tedious configuration tasks, and
significantly reduce the cost of Data Center
hardware and software, space, power, cooling
and management,” says Milind Kulkarni, Sr.
Director of Product Management - Array
Networks.
The Indian economy is growing at an
impressive rate and Array is seeing strong
demand signals from customers and partners.
Array has a three-pronged approach to meet the
growing demand in India. First, the company
is firmly committed to India and has planned
to make $20M-$50M investment in R&D, sales
and support functions. Second, Array has been
working with partner community for years and
will continue to undertake initiatives that are
even more beneficial to the partner community.
Third, Array plans to increase awareness of its
unique brand, architectural advantages and
solution capabilities in Indian context.
CommScope on its part provides a
portfolio that includes - multiple and complete
lines of fiber and copper cabling; high-density
racks, panels including the blanking panels
in all IT equipment racks and ODF systems;
cable routing and management solutions; and
infrastructure intelligence platforms, including
Automated Infrastructure Management (AIM)
which offer better management for energy
efficient datacenters.
“A leader in network infrastructure design,
CommScope brings a more holistic approach
to help data center managers in long-term
planning, design and deployment. Viewing the
datacenter as a single interconnected ecosystem
that exists within the organization, may help
complement data center managers’ perspective
on the challenges or opportunities,” says
JN Mylaraiah, Director, Sales – Enterprise
Business for India & SAARC – CommScope.
“We at Hikvision, has a customized security
solution for the data centers,” statesAshish P.
Dhakan, MD & CEO, Prama Hikvision India.
“In a datacenter, room and cabinets are the
critical areas as per the physical security strategy.
To secure that Hikvision has Integrated IP
Critical Panel Solution, which integrates
Intrusion, Smoke Sensors and Intelligent
Energy Efficient Devices. For example,
temperature monitoring and maintaining a
specific temperature is one of the critical
challenges in the data center environment.
We can remotely control and monitor the
temperature and electrical equipment. These
steps add up to save the cost and provides an
ROI (Return on the Investment) driven energy
efficient solution.”
He further continues, “We offer a special
security feature in case of any unauthorized
entry or any unknown activity inside the data
center will trigger an immediate alarm on the
mobile app as a part of the solution. We have
developed a unique OTP feature in Access
Control so that no unauthorized person can
enter inside the premises and every time
the person enters, he has to insert a unique
OTP in the System. Through this Hikvision
solution, all Access Control, Energy Efficient
Devices, Intrusion and Fire Sensors and IP
Video Surveillance Cameras for data center
can be remotely monitored.”
“The movement towards cloud computing,
the rise of several content-heavy applications,
and the exceptional demand for storage space,
are some of the factors that are leading to the
rapid growth of the data center segment. It
is of no surprise then that CIOs and CTOs
are always looking for new places where
massive amounts of data can be stored and
utilized with efficiency and security. Quantum
has a comprehensive portfolio of scale-out
tiered storage, archive and data protection
solutions for on premise, cloud and hybrid
environments. Quantum’s data management
solutions have been designed to help customers
reduce IT infrastructure and operational costs,
achieve higher service and performance levels
and manage IT infrastructure efficiently and
effectively,” Jim Simon, Senior Director of
Asia-Pacific Marketing, Quantum.
Schneider Electric is committed to create
a New World of Energy and are continuously
investing in technologies that are safer, more
efficient and sustainable. “We believe that
energy efficiency is the key to overcome the
challenges of growing energy demands, rising
energy costs and climate change. By bringing
together energy, automation, and software, our
IoT-ready EcoStruxure architecture delivers
on the promise of sustainable development
through connected products; edge control;
and apps, analytics & services. We have a
unique set of energy efficiency technologies,
strategically positioned on the demand side
of the energy landscape. From connected
products to digital services, the EcoStruxure
architecture improves energy and operational
efficiency globally through complementary
business models and across end-markets,”
says Gurudutt. M, India - Director - Channel
and Midmarket Business (India and SAARC) -
Schneider Electric - IT BU.
Changing customer needs &
demands...
Due to digital revolution, organizations
are becoming digital which is leading to
connectivity becoming greater than ever
before. At the same time connectivity must also
be guaranteed. In the new electrical ecosystem,
power continuity, reliability and optimized
efficiency are key drivers of competitiveness –
in an increasingly competitive world.
Low power consumption:
With the impact of digitalization,
datacenters are looking to adopt green
measures like virtualization, efficient, green
rated equipment to increase the efficiency
and at the same time decrease the power
consumption in an environment friendly and
JN Mylaraiah
Director, Sales – Enterprise Business for
India & SAARC – CommScope
Sandeep Bhambure
Managing Director–India and SAARC
Veeam
Ashish P. Dhakan
MD & CEO,
Prama Hikvision India Pvt. Ltd.
Datacenters of enterprises,
service providers and
government organizations
have lagged behind the world’s
largest public clouds due to
their old architectures and
static networking practices. In
addition, their core business
risks being irrelevant due
to the emergence of new
competitors that treat IT as a
strategic asset and are built
around software centricity.
Consequently channel partners
are facing the same risks.
COVER STORY

35. 35www.varindia.com April 2018
Ravindra Kelkar
Senior Director, Enterprise & Public Sector,
Citrix India
Jim Simon
Senior Director of Asia-Pacific Marketing,
Quantum
Jitendra Ghughal
Director Channels, India & SAARC
Fortinet
cost effective manner.
“The rapid technological changes in
IT systems mean that the electrical supply
infrastructure needs to be increasingly
adaptable and responsive. Ease of upgrading
has become crucial to ensure the power supply
in the short term and the adaptation in the long
term of many electrical facilities. And there is
a further advantage to having scalable systems
- they allow quick deployment at a better cost,”
recounts Sushil.
Simplified network:
As enterprises migrate to the cloud, it is
important to build open and flexible platforms
that promote programmability and automation
to simplify network and application operations.
JuniperNetworks’software-definednetworking
(SDN) technology is simplifying the way
network operators operate in multicloud
environments (private cloud and different
public clouds) by providing an approach that
is inherently open, agile and easily automated.
“Juniper Networks’ product portfolio
is based on a single OS, Junos that extends
from the data center to the campus edge. This
FreeBSD-baseddisaggregatedoperatingsystem
runs on a virtualized Linux environment.
This enables enterprises to build on open
and programmable data center networks with
a consistent OS. Customers can also choose
Juniper’s Contrail or Open Contrail controllers
for a central point of automation from the data
center to the business edge,” states Rakesh.
Security:
Incidentally, the privileged accounts
that grant virtually unlimited access and full
controls to the physical and virtual IT resources
are all pervasive in the datacenters. Locking
down credentials and endpoints, isolate and
control sessions and keeping a watchful
eye on privileged accounts have become
integral aspects of Datacenter Infrastructure
Management (DCIM).
CyberArk addresses the privileged
access needs for the datacenter which are
in a transformational models to hybrid or
cloud.“We are working with few existing
and many prospective datacenter customers
on their requirement to help them create a
managed PAM offering,” says Rohan Vaidya,
Regional Director of Sales- India, CyberArk.
While there’s growing demand from
datacenters in India, recent developments
in data regulation – both globally and in the
region have heightened concerns about data
transfer, protection and sovereignty. Whether
replacing a legacy firewall with a new system
or implementing a datacenter firewall for the
first time, both require complex planning since
both options provide the opportunity to start
from scratch with a new (Zero Trust) network
architecture to build an automated and centrally
managed uniform security framework.
“Palo Alto Networks is ushering in the
future of security innovation, reinventing how
customers rapidly access, evaluate and adopt
the most compelling new security technologies
as an extension of the Next-Generation
Security Platform they already own and
operate. The all-new application framework
is a culmination of over a decade of security
disruption, providing customers with superior
security through compelling cloud-based apps
developed by Palo Alto Networks and today’s
most innovative security providers, large and
small,” says Bisham.
Infrastructural demands:
The demand and consumption pattern of
infrastructure in a datacenter has undergone
a marked change from the manner in which
IT infra used to be purchased say 5 years ago.
Earlier the purchases would be very specific
and discrete in terms of additional compute,
storage or network resources and businesses
and their IT would struggle to correctly
forecast requirement at the beginning of each
fiscal.
With the onset of Cloud services, and the
promise of infinite scalability and availability
offered by the Hyperscale CSP, there was an
option available to focus on business needs,
by not worrying about the need to plan for
infrastructure in advance to meet the new
needs.This also got user organisations to
consider adopting the scalable technologies
available for setting up private cloud, where
a requirement would be an aggregated
compute+storage+network kind of
requirement.
To meet this the user organisations are
looking at Software Defined Infrastructure
Solutions that best meet the requirement.
Solutions based on hyper Converged
Infrastructure have taken the center stage
of datacenter transformation. “Over a year
ago, Lenovo has realigned its GTM around
solutions viz. HCI, Software defined Storage,
datacenter infrastructure for SAP HANA,
High Performance Computing (HPC) etc.
These are in line with customer expectations
and have enabled Lenovo to understand client
requirements, advice appropriate solutions to
them and fulfil their business requirements,”
tells Shivasankar K, Head Sales,Lenovo Global
Technologies India.
Exploding demand for bandwidth is
pushing datacenters in India to rethink their
network infrastructure as they look to increase
port count and fiber density, increase lane
capacities, reduce latency and prepare to
migrate to higher speeds.The answer isn’t just
higher-speed fiber, more adaptable connectors
or better patching and splicing solutions. It
is in fact all of them—working together to
deliver speed, simplicity and savings.
“A datacenter must be agile and flexible,
high density with and minimum redesign and
cloud friendly and scalable. And this is what
CommScope’s HSM platform is offering –
to help our customers to future proof their
datacenter investments,” says Mylaraiah.
Says Sandeep Bhambure, Managing
Director–India and SAARC, Veeam, “Digital
disruption in India has accelerated the need
for modern datacenters, replacing legacy
datacenters that can be rigid, slow and lacks
scalability. Running Always-On operations,
avoiding any downtime and data loss, and
supporting growing amounts of data is
essential for an enterprise. Veeam offers wide
ranging Availability solutions such as Backup
& Replication, Disaster Recovery, Business
continuity planning and Orchestration for the
Always-On enterprise that help organizations
save time, mitigate risks, and dramatically
reduce capital and operational costs, while
always supporting the current and future
business goals of Veeam customers.”
Increased cloud adoption has primarily
impacted how businesses build and utilize
datacenters. There is an emergence of cloud
providers building and leasing cloud spaces
that are not just cost-effective but also reduce

36. 36 April 2018 www.varindia.com
Bisham Kishnani
Head Consulting Engineering (APAC) –
Datacenter, Cloud, Virtualisation, SDN and
MSSP/CSSP, Palo Alto Networks
Rohan Vaidya
Regional Director of Sales- India,
CyberArk
COVER STORY
Bank of India (SBI). A long-standing Oracle
customer, SBI was the first organization in the
entire APAC region to adopt Oracle’s unique
Cloud at Customer offering. SBI is currently
using this for app-dev and UAT,” tells Rajeev
Mittal, VP - Systems, Oracle India.
Modernization of IT:
With the acceleration of digital
transformation comes the need for increasing
bandwidth and performance on the network.
The FortiGate 7000 series is built to have high
session scale for accommodating large network
and user traffic for Internet and cloud-facing
datacenters.
“Today, with even more traffic flowing
east/west (within the datacenter, system to
system) as is flowing north/south, every
upgrade within the datacenter to improve
network performance and capacity has
security implications. The sheer increase in the
volumes of data moving to meet application
requirements increases the likelihood of a
breach. A security professional must keep
several critical elements in mind when
considering modern data-centre security,” says
Jitendra Ghughal, Director Channels, India&
SAARC – Fortinet.
Digital information has become intrinsic
to business growth and data has become the
core of everything an enterprise does. Due
to various emerging technologies, there is an
over flow of data and with the Digital India
mission, modernization of IT has become
of utmost need for every organization and
enterprise. “To mitigate these urgencies,
enterprises need to modernize IT and Dell
offers these solutions to help them in their
journey of IT modernization. Dell EMC
provides a broad range of solutions that with
the expertise and market proven offerings
that meets the requirements of Digital India
projects. For example, our powerful & scale
out NAS Solution - Dell EMC Isilon`, befits
the data and performance-intensive nature of
a smart city, while protecting against ungainly
footprint and power usage needs,” says Nikhil
Madan, General Manager & Area Director
(India & South East Asia) - Data Lake &
Object Storage, Dell EMC
physical appliance storage, lower power usage,
and simplify the IT environment.
“The fast pace of cloud technology’s
evolution, is challenging the datacenter industry
to innovate and introduce newer technologies.
Businesses have now also become more aware
of their susceptibility to sophisticated threats.
The need to update their infrastructure has
encouraged the paradigm to shift towards
a multi-cloud approach which distributes
data across multiple storage platforms to
ensure heightened security. Citrix’s Netscaler
enables businesses to design the next-gen
infrastructure and allows for consolidation of
datacenters. Thereby, empowering the network
to complement the organisations’ growth
goals,” says Ravindra Kelkar - Senior Director,
Enterprise & Public Sector, Citrix India.
“While enterprises are looking to move
to the cloud in a phased manner, they are
also trying to realize maximum ROI from
their current on-premises IT investments.
This is leading to an increasingly hybrid IT
environment, with several industry experts and
analysts predicting more mainstream adoption
of hyper-converged infrastructure. Oracle is
best placed to support customer requirements
- be it on cloud, on-premises or a hybrid
environment. A classic example is of State
And so…
Withhugeamountsof databeinggenerated,
the datacenter industry is continuously
evolving to keep up with the pace of growing
development. Today, the Indian Datacenter
market is predicted to become the second
largest market in Asia Pacific by 2020.
However, the need is to have our data
in India for faster and effective consumer
redressal as well as to support make in India.
In the event of a datacenter going bankrupt
or technically disrupted or hacked, the
Indian customers, users and stakeholders
will find it difficult to enforce their rights
of compensation, data retrieval or criminal
actions.
Says Anuj Agarwal, Chairman, Centre
for Research on Cyber Crime and Cyber
Law,“In India SC has already declared privacy
as a fundamental right so even an individual
now can approach HC or SC if his data is
compromised. The company maintaining
the data in US but running any business
in India will have to face consequences like
paying compensation or criminal action while
the Indian company will have limited or no
recourse to the country and company where
datacentre and data is actually located.” n
Gurudutt. M
India - Director - Channel and Midmarket
Business (India and SAARC) - Schneider
Electric - IT BU
Nikhil Madan
General Manager & Area Director (India
& South East Asia) - Data Lake & Object
Storage, Dell EMC
Anuj Agarwal
Chairman, Centre for Research on Cyber
Crime and Cyber Law

37. 37www.varindia.com April 2018
‘Our experience of getting listed
on NSE has been fantastic’
KetanPatel,Founder&Director,Creative
Peripherals & Distribution tells VARINDIA
more about its company and how its recent
listing on the NSE Emerge platform will be
a paradigm change for the company -
Creative Peripherals & Distribution provides
tailor made solutions and services to brands as
well as to its partners.The market strategy of the
company owned by Ketan Patel is to encourage
experiential products and services to India, and
to improvise the bottom line for partners.
Creative Peripherals has recently been listed
on the NSE Emerge platformand the experience
has been fantastic. “Our lead managers and
the complete team of NSE Emerge were very
supportive and forthcoming. They did not
only guide us throughout the process but has
done handholding at every step.Coming to
opportunities, Listing has changed our paradigm.
Listing allows us to have access to capital at low
interest cost and we will also be able to attract
exceptionally good talent,” says Ketan Patel,
Founder & Director, Creative Peripherals &
Distribution.
Since the procedures to list are well defined,
clear and transparent, Ketan also believes that it
will henceforth give his company access to Joint
Ventures collaboration.
Today, Creative Peripherals is associated
with world class brands which includes GoPro,
Olympus, Manfrotto, Samsung, Honeywell,
Philips,Sennheiser,Beats,andmanymorefeathers
in its cap. “We offer end-to-end solutions and
services that includes Presales, Product training,
Brand marketing & positioning, Deployment of
POS, Extended Warranty support. Our vision is
to offer and come up with new initiatives and
service offerings,” he says.
Going forward, Creative sees itself as
technology enablers. Artificial Intelligence,
IoT (internet of things) and Blockchain will
change the world and Creative will make its
bet on companies who are specialising in these
technologies. Its plan for 2018 is to digitize its
systemfromCommunicationtoCRM;italsoplans
to have its system digitally equipped and have a
responsive website that will cater to a complete
solution from channel and end customers.
Creative Peripheral specializes in market
penetration, and for that it needs to have a strong
presence in the Channel market. The company
has its presence in markets PAN India and has set
up its offices there.Currently it has its presence
in 26 locations across India, and has plans for
expansion and come up with more offices and to
provide its services to more number of markets.
Channel being the backbone of any industry,
Creative Peripherals assures its partners that it
will use its goodwill, expertise and influence to
introduce world class brands across categories
into their portfolios. The company also looks
to supporting the partners in leveraging their
market positioning and enhancing their bottom
line.
Lapcare SmartTank Power Bank LPB-110
The Lapcare Smart Tank 11000mah LPB-110 Power bank is a good
emergency power back-up solution for your phone and other gadgets. It
is available in three colours - white, brown and black. This power bank
offers textured leather design, with edge stitches, making the Power Bank
look and feel like wrapped in leather fabric. LPB-110 110000mAh have
lithium polymer batteries and 3 USB outputs.
The power bank uses state-of-the-art chipsets which are not only safer
but also improve the charging conversion rate for each of your devices.
It comes with smart combination, efficient charging capacity, power
conversion rate up to 90%, Fast charge and self-charge. With Triple output,
it charges 3 mobile phones simultaneously. It has a built-in BIS approved
A+ grade lithium-ion that gives longer battery life.
The 11000mAh Lapcare Power Bank can deliver and draw 5V 2A
as well as can charge other smartphone accessories such as Bluetooth
headphones, fitness bands and more as well.
Technical Details
Brand Lapcare
Item Weight 281 g
Item part number LPB-110
Compatible Devices Mobile, iPhone, iPad, Tab
Number Of Items 1
Batteries Included Yes
Batteries Required No
Battery Capacity 11000 milliamp_hours
Battery Cell Composition Lithium Ion
FACE TO FACE
PRODUCT OF THE MONTH

38. 38 April 2018 www.varindia.com
CtrlSTier 4 Datacenter in Bengaluru aiming
to serve organizations with 100% uptime
Bengaluru recently saw the launch of its 1st Tier-4 data center by
CtrlS in its Electronic City. Thedatacenter has also been certified as the
world’s 1st LEED Platinum certified Green data center. It was launched at
a grand event and was attended by Shri Priyank Kharge, Hon’ble Minister
for IT, BT, S&T, Government of Karnataka; Margarent Anderson, Senior
VP, SAP Labs India; Sameer Garde, President, CISCO; Prakash Mallya,
Managing Director, Intel India, and other IT industry leaders.
The CtrlS Tier4 Datacenter will provide mission-critical datacenter
services to India’s leading internet, banking, insurance, and clients from
other industries.It will also provide India’s growing tech giants with
reliable, robust data management and distribution networks, with near 0%
downtime, 100% redundancy and Industry’s lowest PUE of 1.35.
Shri Priyank Kharge, Minister for IT, BT, and S&T, Government of
Karnataka, spoke at the launch, and said, “I am happy that CtrlS latest
datacenter is being situated in Bengaluru. Our city, which is already
the leader in software services is also fast becoming a hub for global
organizations and I'm sure the CtrlS datacenter will be the start of an
ecosystem.”
As internet usage expands across the country, and as more and more
users adopt to mobile internet and content creation, the requirements for
an “always-on” datacenter is even more keenly felt. Organisations such as
Google, Facebook, Instagram, Twitter, and other social media providers
will need to ensure 0% downtime for their services. Similarly, with growing
e-commerce and online payments for products and services, including
mobile apps and websites, a reliable, robust infrastructure ecosystem is
desired, combined with highest uptime SLA and robust security.
The Tier-4 datacenter in Bengaluru will serve the country’s banking,
insurance, e-commerce, internet organizations and other business
enterprises running mission critical applications requiring 100% uptime
Shiv Kumar Bhasin
CTO – State Bank of India
“Banking applications require seamless availability. CtrlS
enabled us in the most critical area – Availability. Zero downtime
in last eight years! Secondly we have grown our datacenter
from few racks to hundreds of racks. CtrlS has helped us to
scale without any disruption and always on time everytime.”
Mahesh Menon
Head – India Cloud Platform, Tata Consultancy Services
“When you have a partner who can complement your offerings,
collaboration leads to amazingly productive outcomes. This truly
applies to our relationship with CtrlS. They have been a highly
dependable, innovative and agile partner. With their help, we have
been able to meet our critical technology and business needs.”
Prakash Mallya
MD South Asia, Intel
“The amount of data generated in India is more than anywhere
in the world. This is a collective challenge that is being addressed
by service providers such as CtrlS and solutions like this
make possible a lot of data innovation and AI Solutions.”
Neeraj Vetkar
Head – IT, TATA AIG Insurance
“Our DC, DR migration from TLC DC was amazingly
completed in just 2 days time. What a speed! We are
extremely delighted with CtrlS team and support.”
Sanjay Padmakar Narkar
CTO – IDFC Bank
“For a new bank such as ours, high availability, scalability,
customization, security of data is a key criterion. CtrlS met all our
criteria providing industry best uptime SLA of 99.995%, lowest PUE,
scalability on demand combined with customization and mile deep
security CtrlS is a true long-term strategic technology partner for us.”
Margaret Anderson
Senior VP, SAP
“For SAP, data security is mission critical. The choice of
datacenter is not easily taken. We are very thrilled to work with CtrlS;
they meet our every need and satisfy our very stringent standards.”
V Raj Kumar
Head – Datacenter Solutions, Zoho
“We are impressed with CtrlS’ focus on R&D in
every piece of DC component to drive out consistent
results that always keep them on the cutting edge.”
Zuzar Tinwalla
CIO –Standard Chartered Bank
“As a banking and financial services company, security of data
is a key concern. CtrlS with its robust security control systems
ensured our applications and infrastructure are well protected,
well augmented by CtrlS processes which are very robust.”
Testimonials
VAR CORPORATE

39. 39www.varindia.com April 2018
It is a well-known fact that the Hyperscale economics give unlimited scalability and lower TCO. CtrlS is
building hyperscale datacenters across the nation with abundant floor and rack space that empower enterprises
with massive scalability.
With over 100 MW power and 20000 racks, CtrlS datacenters are located in hearts of major Indian metropolises,
far from the coastal belts, major traffic zones and flights paths, with no history of flood or natural calamities.
and military grade security. CtrlS Bengaluru
Tier-4 datacenter is designed to provide near
100% uptime. While a regular Tier-3 datacenter
usually faces about 4 hours of downtime in any
calendar year, a Tier-4 datacenter has advanced
infrastructure and design features that reduce
downtime to less than 30 minutes in any given
year.
CtrlS’s Tier-4 datacenters spread across
Hyderabad, Mumbai and Noida have already
established industry records. Over the last 10
years, CtrlS datacenters have experienced no
downtime whatsoever and have maintained
100% uptime.
The newly launched datacenter is a green
building as it meets its power requirement using
solar and other sustainable sources. Additionally,
there are two major power lines - which means
that CtrlS will never experience a power outage
at any point. The building is also earthquake-
proof with over 9 levels of security (Military
Grade Security). This datacenter is certified by
GBCI (under LEED v4 O+M).
Sridhar Pinnapureddy, Chairman and
Managing Director of CtrlS, commented on
the green-certification of CtrlS, and said, “Our
Datacenter has been awarded a Platinum LEED
certificate by the US Green Building Council,
making it The only Datacenter in the world
to receive such certification. We will continue
to innovate and ensure our business is both
profitable and environmentally sustainable.”
An investment of Rs.1, 200 crore has been
earmarked for setting up new datacenters,
investment in R&D and upgrading infrastructure
across the company’s five data centres. Moreover,
the company is also planning to harness solar
power and convert all datacenters to be solar
powered in coming five years.
Commenting on this, Sridhar continued, “A
lot of data flows through the silicon city. The
future plan is convert all our DCs to be solar
powered in the next 5 years."
CtrlS Tier 4 Bangalore datacenter was inaugurated by Sridhar
Pinnapureddy - Founder and CEO, CtrlS Datacenter and Gagan
Rai, MD - NSDL in presence of Prakash Mallaya, MD -
Intel and other industrial veterans, global CIOs and media
(CtrlS leadership team receives the worlds 1st LEED V4 0+M
Platinum Certificate for its Bangalore Tier 4 datacenter from USGBC)

40. 40 April 2018 www.varindia.com
FACE TO FACE
Netmagic (An NTT Communications
Company) growing at a CAGR of 35%
In a chat with VARINDIA, Sunil Gupta,
Executive Director and President –
Netmagic (An NTT Communications
Company) discusses about the evolution
and positioning of the company,
importance of cloud based IT services,
its USPs and growth factors
How has the company evolved
post the investment by NTT Com?
What gave Netmagic Solutions a fillip was
the investment from NTT Communications, a
subsidiary of NTT Corporation. The investment
by NTT has only added to these, expanded our
vision both in terms of reach and profits, and
increased customer confidence in us. Although
NTT has a major stake in Netmagic, we still
operate autonomously as an Indian entity.
In addition to the seven existing data centers
in India, we are looking at building two more data
centers: one is a 300,000 square foot data center
in Mumbai. The second will be 250,000 square
feet, located at Whitefield, Bengaluru. Both will
be operational mid 2018. So, we are doubling our
existing capacity.
Where does Netmagic stand
in the market place?
We have been growing at a CAGR of
over 35% for the last 4-5 years. With further
expansion of our data center footprint and
addition of international data network services
to our service portfolio, we also aim to meet the
growing market needs for mobility, e-commerce,
Internet of Things (IoT), cloud, and big data.
We plan to add 150 professionals to our existing
team of 1,270 employees to support expansion.
We have witnessed a CAGR growth of over
34 percent in the past five years. According to a
report by the Cloudscene Leaderboard, for Q1 &
Q2 2017, NTT Communications and Netmagic
havebeenranked3rdand5th,respectively,inAsia
among the top global data center operators.
Netmagic (An NTT Communications
Company) has been investing heavily in data
center growth, and we see this momentum
continuing in the coming years. They have a
global presence, and this has been a major driving
factor for the increase in our MNC business --
especially for hyper-scale cloud providers. NTT's
significant investment has also enabled us to
capture the market in a major way.
Cloud-based IT services - why
do people embrace this?
Cloud-based IT services are the buzzword
today. As per research, companies that have
adopted cloud services experienced a 20.66%
average improvement in time to market, 18.80%
averageincreaseinprocessefficiency,and15.07%
reductioninITspending.Together,thesebenefits
led to a 19.63% increase in company growth.
There are many reasons as to why organizations
opt for cloud-based IT services. They are ideal
for businesses that have a growing or fluctuating
bandwidth demand. It is easy to scale up when
the need increases and convenient to scale
down again as well. Apart from this, it can help
businesses in disaster recovery and thereby save
the large, up-front investment needed in this
area. Cloud services also cut out the high cost
of hardware. Add to this, the ease of setup and
management. With cloud computing, companies
can reduce the size of their own data centers —
or eliminate their data center footprint altogether.
They facilitate increased collaboration among
employees given that data can be accessed from
any location remotely.
What trends do you see
in your business?
We see increased importance of big data
and related data management technologies.
There may be an increased demand for and
growth of both cloud and edge computing
due to the proliferation of services running on
artificial intelligence. As per predictions by the
IDC, enterprise spending on cloud services and
infrastructure will be more than $530 billion by
2021 and more than 90% of enterprises will
use multiple cloud services and platforms. The
year 2018 is primed for blockchain, big data and
cloud computing advancements, all with a better
security plan. With cloud services becoming a
reality in doing business today, data storage will
witness an exponential growth in the coming
year.
With the cloud, there will be a major shift
in thinking, making wireless networks secure
and reliable, and a necessary component of
any successful enterprise. Hybrid IT is also a
domain which will be in high demand to cater
to customized client needs. Netmagic itself is
now a super specialist in the domain providing
services of other players within their multi-cloud
services across one uniform platform. From
DevOps, the focus will now shift to DevSecOps.
SaaS solutions are expected to become the most
highly deployed cloud service across the globe.
Software-defined WAN (SD-WAN) technology
will move from being an emerging technology in
2017 to become mainstream in 2018. Netmagic
aims to become the pioneer in SD-WAN
technology in India and provide next-generation
network solutions to Indian enterprises which
can address the mass market; and thereby
create a significant and profitable business.
Where do you stand in terms of
competition?
Netmagic’s USP is its ability to offer
customers what they want in terms of end-to-
end managed services. Another enabler for us is
the fact that we have a physical presence and that
we are data center partners to most of the cloud
service providers. Our potential back up of cash-
rich NTT and our strong project management
expertise has allowed us to create very large scale
world-class datacenters, unmatched in their scale
and quality, by any competition in India. And, we
are continuously building more and more DCs,
thus giving a huge assurance to global customers
– looking for high-quality and long-term scalable
space in India. We enable customers in the
management of different cloud applications
through a single online dashboard and aid the
customers in selecting the least expensive cloud
or the best performance cloud. We are also
placing emphasis on security services. Netmagic’s
Disaster Recovery (DR), as a service, helps in
aligning an organization’s infrastructure with
their recovery time and recovery point objectives.
Netmagic’s cloud package has tools such as data
analytics and enterprise mobility, which can be
used to take a business to the next level.
Going forward, what holds for
you in terms of growth pick-up?
In the next 5 years, we are expecting
significant growth despite changes in technology.
We are doing about 20% faster in the market.
Our speed and scale of constructing
data centers have increased greatly in the last
5 years and in the next 5 years too, we are
expecting significant growth despite changes in
technology.
Migration to SAP HANA from older SAP
ERP deployments could also fuel a massive
demand for our hybrid cloud offering of
SimpliVPC and public cloud Simplicloud.
Currently almost all the older SAP deployments
are done within enterprise data centers. In the
next two years, around 3,000 enterprises will
move to SAP HANA and many of them will opt
for co-location services.
We see a big opportunity in security and
that business is growing fastest though on lower
base. We have a comprehensive suite of services
backed up by 24*7 operation SOC (security
Operations Centre), we are expanding our
capabilities and services and have got goo wins
in large SOC requirements. n

41. 41www.varindia.com April 2018
NTT Com India-Netmagic’s SD WAN services bring you a global, cloud-based platform
that consolidates all your traffic, giving you a smooth network experience.
So your network now has the power to truly accelerate your business.
PROVISIONING, MONITORING & MANAGEMENT
THROUGH A SINGLE PANE OF GLASS
SINGLE DASHBOARD
MPLS GATEWAY
SMALL
CUSTOMER SITE
ON SD-WAN
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ON SD-WAN
SINGLE USER
OVER IPSEC
IPSEC GATEWAY
PUBLIC CLOUD OTHER 3RD PARTY
PUBLIC CLOUDS
HOSTED
PRIVATE CLOUD
CUSTOMER
COLOCATION DC
LARGE
CUSTOMER
SITE 1
ON MPLS
LARGE
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ON MPLS
CUSTOMER HQ
ON MPLS
CUSTOMER
ON-PREMISE DC
* Software Defined DC + Software Defined WAN + Managed Services
NTT-NETMAGIC
SD WAN
over public internet
CUSTOMER
MPLS NETWORK
Pioneering SD WAN
services in India
1800 103 3130 | www.netmagicsolutions.com | marketing@netmagicsolutions.com
Transport
Independent
Network
Hybrid Cloud
Connect
Efficient
Bandwidth
Usage
Secure Agility & Speed Centralized
control
Cost
Optimization
ADVANTAGES

42. 42 April 2018 www.varindia.com
EMINENT CIO’S
Abhijit Chatterjee Adoni Gururaja Rao Vinod Pandey Amit Jaokar Amitabh Misra
Anand Ruhela Anil Ranjan Anil Sharma Anjan Deb Anubhav Rajput
Arvind Kumar Ashok Cherian Ashok Jade Ashok Tiwari Badar Afaq
Bipradas Bandyopadhyay Bohitesh Mishra Vijay Choudhary Chander Khanduja Chirag Boonlia
Deep Chandra Joshi Deepak Kalambkar Deepak Kumar Panda Dhananjay Prasad Dheeraj Chawla
Dr Keshab Panda D V Seshu Kumar Faiz A. Shaikh Ganapathy Subramaniyan Gyan Prakash
Jitendra Mishra Jyoti Chopra K K Choudhury Kamal Sharma Kanti Kumar
KRC Murty Lokesh Vishnoi Manish Sinha Manoj Rana Meheriar Patel
Milan Kumar Milind Rajhans Milind Varerkar Chandrasekar R Nikhil Kumar Nigam
Mrutyunjay Mahapatra Om Prakash Singh P K Mohapatra Parveen kumar sharma Prakash Kumar

43. 43www.varindia.com April 2018
OF INDIA
Chandra Mouli Prakash Pradhan Prasad Patil Prashant Jadhav Pulak Tarafder
Puneesh Lamba Raghunath Bal Rahil Sayed Raj Kumar Nair Rajeev Gupta
Rajesh Batra Rakesh Vachhar V. Ranganathan Iyer Ravinder Arora
Bohitesh Mishra Sandip Pradhan Sanjay Gahlod Sanjay Mahajan
Sanjeev Jain Sayed Peerzade Shailendra Gupta
Sourabh Tiwari Subroto Panda Sumit Singh
Sunil kumar Syed Kadam Murshed T G Dhandapani
Vijay Anand Vikas Arora
Ron Davidson
Sanjeev Kumar
Shiv Shankar Datta
Sunil k Sonare
Umesh Mehta
Vipin Kumar
Vivek Ahuja
Suresh Kumar
Vijay Sethi
Dr Rajeev Papneja Meetali Sharma
1. Automobile & Aviation
2. BFSI
3. Government
4. Health Care
5. Hospitality
6. Infrastructure
7. Manufacturing
8. Security
Find more in 7th edition Brand Book
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44. 44 April 2018 www.varindia.com
Unleashes opportunities in digital
transformation forVARs
The 8thWIITF, MUMBAI
EVENT
The financial capital of India, Mumbai has
recently witnessed VARINIDA’s 8th Western
India Information Technology Fair – 2018
taking place in the presence of many high-
profile guests from the ICT industry. With the
theme of "Opportunities for VARs in Digital
Transformation”, the event was attended by
top IT andtelecom honchos, senior government
officials, industry leaders, VARs and SIs, making
it truly an elite platform to connect with the
industry leaders.
The evening commenced with the lighting
of the ceremonial lamp amidst the distinguished
guests that included Rachana Bhusari, Chief
Manager (SME), NSE; Dr KuiljeitUppaal, Image
Scientist & CEO, Krea; Champak Raj Gurjar,
President, FAIITA; Dr Herald D’costa, Director,
Intelligent Quotient Security; Rajesh Ramnani,
Director, Hyper Converged Solutions, DellEMC;
Sameer Bhatia, Country Manager, India &
SAARC, Seagate Technology; Devan Sarma,
Regional Business Head – West, Canon India;
Navin Mehra, Regional Sales Director, Fortinet
Inc.; and Ketan Patel, Founder & Director,
Creative Peripherals & Distribution.
Throwing light on the theme of the event,
Dr. Deepak Kumar Sahu, Chief Editor,
VARINDIA, remarked in his speech that the
role of VARs and partners has become truly
vital and stronger with the support of various
IT associations at the state and national level. He
also took the opportunity to share a few excerpts
from a recent survey VARINDIA has conducted
with 300 CIOs/CTOs/CISOs in ten different
verticals. “The facts of which are very interesting.
There is no doubt that digital technology helps
to open new doors to innovation. Digital
transformation is on top of the mindsof the
CXOs in 2018.”
The first speaker for the evening was Dr
KuiljeitUppaal,ImageScientist&CEO,Krea,who
presented her insights on how the image building
and positioning is important in everyone’s life.
Rachana Bhusari, Chief Manager (SME), NSE
Ltd, was the second speaker who enlightened the
partners and VARs on the opportunities in getting
registered in National Stock Exchange (NSE).
Ketan Patel, Creative Peripherals & Distribution,
also spoke on his experiences after registering his
company into NSE.
In the corporate presentations, Rajesh
Ramnani, Director, Hyper Converged Solutions,
Dell EMC,spoke on how Dell brings newer
opportunities for the VARs in the era of Digital
Transformation.SameerBhatia,CountryManager,
India & SAARC, Seagate Technology,made
his presentation on how Seagate brings newer
opportunities for the VARs. While Devan Sarma,
Assistant Director, Regional Business Head –
West, Canon India, addressed the audience by
speaking on how Canon through its different
products and solutions offers opportunities for
the VARs. NavinMehra, Regional Sales Director,
Fortinet Inc., gave his presentation on how
Fortinet is planning to bring new opportunities
for VARs in the era of digital transformation.
The Fire Side chat session right after the
corporate presentations caught the fancy of every
guests. In a rapid-fire format, the session saw Dr
Herald D’ costa, Director, Intelligent Quotient
Security, giving his insights on a few pertinent
questions raised by Deepak Kumar Sahu, Chief
Editor, VARINDIA concerning the cyber
security world. It was then time to recognize the
VARs from Western India, who are hailed as the
real heroes of the IT industry by VARINDIA.
Ten VARs from Western India were awarded
in the categories of The Best Reseller, Western
India; Best Value Added Reseller (VAR), Western
India; Best Value Added Distributor (VAD);
Best ISV; Best System Integrator; Best Solution
Partner; Best Regional Distributor; Best Network
Integrator; Best Cloud Solution Partner; and Best
Partner (Information Security). The names of
the winners respectively are:Aarvee Computers,
Bluecom Infotech, Inspira Enterprise India,
TechlinkInfoware, Pentagon System and Services,
Orient Technologies, Creative Peripherals &
Distribution, Magnamious Systems, Shivami
Cloud Services and Essen Vision Software.
There was also a lucky draw contest held at
the end of the event and the lucky winner walked
away with a gift sponsored by Seagate.
audience in the event

45. 45www.varindia.com April 2018
Ketan Patel
Founder & Director, Creative Peripherals & Distribution
“There are many advantages of getting listed on the SMB National Stock Exchange
(NSE). Our listing on NSE happened by chance. We got a call from a company who
wanted a great distributor. So they called us for the distribution contract and during
our conversation we were suggested that we should consider ourselves to get listed.
But I was of the concern that what value would the general public see in us if we listed
ourselves. He then told us about NSE SMB platform that has got lot of credibility. In
spite of us being a very small company, the team at NSE was very cooperative. So we
finally got listed in March, and let me tell you doing business in a transparent manner
gets you a good pay-off when you are listed on NSE.”
Dr Kuiljeit Uppaal
Image Scientist & CEO, Krea
“When we talk of organizations, we do not talk of brick, concrete or cement; rather we
talk of people. So while we do our infrastructure building, the fact is somewhere down the
line we as in individuals need to understand that we are the core essence of our organization.
It is time we relook at ourselves and understand how we can contribute concretely to our
organizations in our own way. The entire journey of image management that I have pursued
in the course of my research is more to do with digital transformation. We are living in a digital
era but when we talk of us individuals, we all leave behind digital footprints which are kind of
permanent in nature – how we appear to be and how we are perceived by people around us
is solely dependent on how you evaluate and control your image.”
Session - I
Session - II Corporate Presentation
Rachana Bhusari
Chief Manager (SME), National Stock Exchange
“If you look around, India is changing rapidly. And every change we see, we feel
that there is a large corporate behind it or there is some disruptive technology that is
causing this change. But in my opinion, any economy or any change in any country is
driven by small & medium enterprises; SMEs contribute close to 8% of the GDP and
around 80% of the export of industrial items in India. So any economy you look at, SME
becomes the backbone and is pivotal for the growth of that economy. The same goes
with India; 40% of the industrial output and 45% of exports is through SMEs. They are
also the largest employment generator and contributes 8% of the GDP. So it is really
heart-whelming to know that India is growing and SMEs are a pivotal change."
Rajesh Ramnani
Director, Hyper Converged Solutions, Dell EMC
“Alan Turing was the person who created the first computer. It was way back in
1943 when Germany was in war with England and was not called a computer then. He
created this machine to help England decipher codes that Germany was sending out.
Now those codes had to be deciphered and ultimately what came out was a machine
that weighed some 18 tonnes; lot of technology went into it. People found that the
machine was of value and they started to make it simpler because it was this that
saved their lives. Having said that, today we people don’t want to keep something that
takes time to build, manage and take it around. So the technology that was there in
that machine, we happen to carry three times more technology today in our pockets.”
Sameer Bhatia
Country Manager, India & SAARC, Seagate Technology
“Seagate powers the data storage business that we are into. We see a tremendous
scope for companies like us in this digital transformation era and enabling data solutions
for customers. So we two business segments in Seagate – consumer storage and core
(internal) storage. We did a rebranding recently and have today three portfolios –
Barracuda, IronWolf and SkyHawk. We have some of the fastest drives and that is how
we termed our desktop drives as Barracuda. IronWolf are our NAS drives and SkyHawk
are our surveillance series of hard drives. The surveillance is growing the fastest in the
Seagate domain and have tied up with all the surveillance vendors in the country and
the globe. In India we have exclusive partnership with Dahua, Hikvision and CP Plus.”

46. 46 April 2018 www.varindia.com
Lucky Draw By Seagate
Navin Mehra
Regional Sales Director, Fortinet Inc
“In the era of digitization, cyber security plays a very important role. Business
uptime is a very important factor for any organization. Cyber security can be a seen
as a big business potential, because it is just another vertical just like compute, cloud,
networking etc. Digital transformation will bring more value and that is how customers
look at it. They want integrators to probably ensure that their businesses and networks
are up and running and also secured. As new technologies are coming into play, there
is a bigger need for integrators who have the skillsets to deliver for the customers. For
customers who are looking at cloud platforms like Amazon and Azure, they will need
integration support and therein comes the bigger scope for partners and SIs."
Devan Sarma,
Regional Business Head – West, Canon India
“We are a $30 billion company (as per data of 2016) and operate in four regions
– Americas, Europe, Asia & Oceania and Japan. The business contribution from each
of the four territories is 25%. It is an 80 year old company that stated of in the year
1933, with 8-9 enthusiasts who wanted to create the world’s best camera and beat
the Germans. They created the first proto-type in 1934 and stated a company by the
name Precision Optical Laboratory in Japan which later in 1947 became the Canon
Camera Co. it was in the year 1969, the logo of Canon that we have been using today
was initiated. In 2017 we celebrated 80 years of our existence in the world. We in India
represent the Canon Marketing Asia Group.”
Session - III Fire Side Chat
ThefiresidechatsessionwitnessedDr.DeepakKumarSahu,Chief Editor,VARINDIA
sharing the dais with Dr Herald D’ costa, Director, Intelligent Quotient Security and taking
his insights on the legal implications and ramifications for an organization for not keeping
the network secured, and the security parameters that needs to be built in to stop any kind
of third party access.
An excerpt from his insights -
“I have been working on many audits of the corporate sector; last year itself I had audited
26 organizations. They have been companies in the 50-11,000 crore bracket, and many of
these organizations have invested in hardware and software. At the time of implementation,
however they do not abide by any security guidelines. For instance, I was auditing a 250
crore turnover chemical company that has invested into both hardware and software but
from the implementation point of view, they were not up to the mark. And as a result I
could find many of their digital assets on the public domain. There have also been many instances where I have discovered many third party access
& intrusions into the network and some criminal activities have been done using this organization’s network. There is a provision in the Information
Technology Act which clearly says that negligence in having proper security practices in place is an offence. It is both a civil and a criminal liability.
From civil liability, it is up to Rs. 1 crore liability to the victims affected and in criminal liability it can be up to 3 years of imprisonment which is a
cognizable but a bailable offence. So this could be the legal ramifications for a partner for not keeping his client’s network secure.
The judicial field has a shortage of technical people. The IT Act 2011 states that intermediary rules and regulations are to be followed by
any organization which holds any personal or confidential information. So if you have any client that is dealing with some sensitive information,
it is a must to have proper security practices in place. Those security practices can be a cyber compliance audit, information security audit, a
vulnerability & Assessment penetration testing (VAPT), and having the policy guidelines which are put on board to be implemented. While talking
of intermediary, one should be aware that government organizations are not a part of the intermediary, but every organization, whether small or
big is an intermediary.”
EVENT

47. 47www.varindia.com April 2018
Session - IV (Awards Ceremony)
Award Winners
Best Reseller
Western India
Aarvee Computers
Best Value Added Reseller (VAR)
Western India
Bluecom Infotech
Best Value Added Distributor (VAD)
Inspira Enterprise India
Best ISV
Techlink Infoware
Best System Integrator
Pentagon System and Services
Best Solution Partner
Orient Technologies
Best Regional Distributor
Creative Peripherals & Distribution
Best Network Integrator
Magnamious Systems
Best Cloud Solution Partner
Shivami Cloud Services
Best Partner (Information Security)
Essen Vision Software
Product Display
Dell EMC / Tech Data
Canon
Seagate
Supporting Associations
Ingram Micro / Fortinet

48. 48 April 2018 www.varindia.com
Tally
Xcelerators helping in accelerating
SME Business
TheMicro,SmallandMediumEnterprises
(MSME) sector has emerged as a
dynamic and integral sector of the Indian
economy. MSMEs not only provide large scale
employment opportunities at a lower cost but are
complementary to large industries, contributing
to the socio economic development of the
country. According to the Ministry of Micro,
Small & Medium Enterprises’ Annual Report,
the SME sector contributes about 6 percent to
India’s GDP, 33 percent to manufacturing and 45
percent to the Indian export sector. Moreover,
the sector provides employment to more than
80.5 million people, making it one of the key
sectors that will continue to drive growth in the
country.
To assist SMEs achieve greater heights, Tally
has announced the Tally Xcelerator program to
offer business consultancy services to small and
medium businesses. A pioneer in the business
software products arena, Tally’s simple yet
powerful products have been revolutionizing
the way businesses run for over 30 years. Tally
is synonymous with going digital for Small and
Medium businesses in India, and understands
the challenges this segment faces in day-to-day
operations. The program aims to eliminate and
address these pain points in such a way that it
encourages growth of innovative and highly
competitive SMEs in India, thereby contributing
to the development of a dynamic private sector
and entrepreneurial culture within.
Joyce Ray, India Business Head, Tally
Solutions, says, “The Tally Xcelerator program
is designed to help small businesses sharpen
their vision in a highly competitive environment.
While large enterprises usually have an easier
access to financial and intellectual capital to
invest in their organization’s growth, their
smaller counterparts find it difficult to even have
access to expert guidance and knowledge in this
area, and struggle to balance between day- to-
day operations and long-term goals.”
Under this program, Tally appointed
partners, called Tally Xcelerators, will extend
business advisory services playing the role of
a coach, mentor and trainer to all of Tally’s
partners and small businesses across the country.
The program aims to help SMEs realize their
trade and investment opportunities and become
competitive in both the domestic and global
markets.
“At a broader level, our Xcelerator partners
work with diverse businesses, advising them
on best HR, IT, financial and many other
practices. They do so at a reasonable cost, and
at the owner’s convenience and time. Since the
introduction of the program last year, businesses
have already started reaping the benefits, and we
are confident of adding value in the coming
time.”Added Mr. Ray.
Currently the program consists of 25 TX
partners, spread across different geographies
in India. In an exclusive chat with VARINDIA,
three Tally Xcelerators –Virendra Ingle,
Proprietor, Velocity Infovision; Amit Sharma,
MD & CEO, Dynavision Technologies; and
SivaramRajangam, CEO & Founder, Skillplan
Consultant LLP, explain the role of an Xcelerator
and how they are helping SMEs to grow.
Role of Tally Xcelerators –
• TX Programme and SMEs
“In India, SMEs’ contribution towards
GDP is nearly 50%. The importance of SMEs
for large companies, both as suppliers, sub-
contractors and sellers of their products, has
been constantly increasing. However, to benefit
more from the present market scenario, i.e. GST,
demonetisation,etc, there is a need to assist our
partners and SMEs in general to realize their
trade and investment opportunities and become
competitive both in domestic and global
market.
The prime objective of the Tally Xcelerator
Programme is to provide entrepreneurship
development and in turn promote overall
SME development in the nation by promoting
entrepreneurship, accelerate individual
entrepreneurial capabilities, making institutional
capacity and last but not the least encouraging
employment creating investment,” says
Amit Sharma, MD & CEO, Dynavision
Technologies.
SMEs continue to face various challenges like
banking, finance, limited capital, lack of skilled
manpower,etc in their day-to-day business which
create a hindrance in their growth path. Tally
Xcelerators are independent and experienced
experts, who are equipped to offer hands on
practical help, advice and support in specific
business areas that will help make a difference to
business success. Post GST and demonetization,
businesses specially SMEs need sufficient
guidance to boost their morale and give them
the confidence to succeed.
“While the SMEs’ contribution to the
nation's economy is really commendable, the
sector does not get the required support from the
concerned government agencies, banks, financial
institutions and other stakeholders, which is an
obstacle for them in becoming more efficient
and competitive in their business operations.
Inadequate and timely banking finance, limited
capital and knowledge, non-availability of
suitable technology, skilled manpower, low
manpower productivity, ineffective marketing
strategy, limitation of identification of new
markets, constraints on modernization &
expansions, and non-availability of highly skilled
manpower at affordable cost, are some of the
common issues faced by SMEs.
The TX Program is a unique platform for
various SMEs to approach the Tally Xcelerator
who is a consultant by profession and an expert,
who can help the SMEs to identify the problem
areas in their line of business, mostly from the
abovementioned list and train them to handle
Joyce Ray
India Business Head, Tally Solutions
VENDOR - PARTNER RELATION

49. 49www.varindia.com April 2018
Amit Sharma
MD & CEO
Dynavision Technologies
Sivaram Rajangam
CEO & Founder
Skillplan Consultant LLP
Virendra Ingle
Proprietor
Velocity Infovision
and excel in management skills to become an
entrepreneur. TX platform will also help SMEs
to design the effective marketing strategy and
enhance business productivity resulting in
growth,” explains Virendra Ingle, Proprietor,
Velocity Infovision.
“TX services will help SMEs to manage
their risks and grow better business in various
segments. Many SMEs are not even aware of
the importance of building next-level managers
and having productive teams. Therefore, they
face tremendous problems during the peak
time of their business and fail to reap the fruits.
SMEs will get an opportunity to understand
the fundamental importance of various cost-
effective advisory services which they can afford
in their size of business,”adds Virendra Ingle.
The TX programme is a huge support for
the SMEs as the Tally consultants will be able to
provide guidance according to the requirements
of SMEs.
“With many new businesses being set up
both within and outside the Tally ecosystem,
they require expert guidance in planning their
business, advice on HR/organization practices,
business finance and acquiring new customers.
The TX Programme has been introduced with
the objective of addressing these requirements
of SMEs in a professional and credible manner,”
views Sivaram Rajangam, CEO & Founder,
Skillplan Consultant LLP.
• Helping businesses to address potentials
Under the program, businesses are offered
2 types of services - Business Advisory Services
and Basic Services. While a new business
entrant may prioritize funding and market entry,
a more established undertaking will prioritize
new market penetration, change management,
innovation and effective governance. Businesses
can customize the services on the basis of their
requirements or select a pre-packaged pack.
“The TX Advisory Services includes SWOT
analysis for companies andproducts, Goal
Setting, Business Planning and Tasking, Market
Mapping/ New Product Launch, Manpower
Consultancy, HR Outsourcing, Leadership
Training, Sales & Marketing, Process Designing,
Mentoring, etc.”explains Virendra Ingle.
As a Tally Xcelerator, Amit Sharma of
Dynavision Technologies identifies potential
entrepreneurs and assist themin developing
their entrepreneurial skills, by helping them
in accessing business development services.
He says, “As a Tally Xcelerator, we provide
mentoring and coaching to businesses and the
owners, to strengthen their business skills, and
help to arrange mutually beneficial links with
larger network. We also put in place long-term
support systems intended to facilitate the growth
for businesses.”
The program not only helps businesses in
resource hiring, training, certification but also
instills a can-do spirit by building self-confidence
and making a business owner aware of his/
her potential and competitive advantage in the
market place.
“As a TX partner in Chennai and Bangalore,
we offer both basic and advisory services to
our aligned channel partners. The expert TX
team members support the channel partners in
their Resources Hiring assistance, Onboarding,
Training and Certification.We also work with the
partners to help them with their new customer
lead generation and customer relationship
initiatives.As part of our Advisory Services,
we offer through our network of Expert
Consultants, services in Business Finance,
CRM, HR Systems, Organization Development
programs and Individual Business Owner
Mentoring support,”asserts SivaramRajangam.
• Support to Business
Talking about various services provided to
organizations, Amit Sharma mentions, “We
have provided advisory services to different
organizations like Business Process – Marketing
Assistance, Statutory – Timely filing of statutory
requirements, i.e. GST Return, Mentoring-
Fine-tuning the fitment of existing resources,
Mentoring – Periodic Training on core subject
Domain – GST, Taxes, etc.”
One of the challenges faced by channel
partners is productive manpower, which can
provide mileage to organizations. Businesses
understand the importance of skilled
resources and are actively seeking help in
areas likerecruitment, training, productivity
enhancement, etc.
“It is important that the manpower is
productive and highly motivated to work for the
achievementof organizationalgoals.Amotivated
employee will have a successful and long tenure
in the organization. So mostly recruitment,
competency mapping, training, productivity
enhancement and managing attrition are the key
areas where we are assisting channel partners.
Secondly, few channel partners are
interested in professional services also like
business planning, AOP designing, marketing
strategy, competency mapping, SWOT analysis,
conducting training for drive for success,
daily tasking, leadership, team building,etc,”
describesVirendra Ingle.
And so…
India is a high potential market for investors
and entrepreneurs in terms of business scope.
Since SMEs contribute towards a major
segment, the scope of business opportunities is
immense.
“In India, the small and medium businesses
can be seen in every sector –financial services,
telecom sector, automobiles, media, food,
real estate and so on. This makes India a hub
for best small business opportunity in various
segments. Thus, one who wishes to explore
business opportunities in India must have a look
at the SMEs and retail businesses to get an idea
about the business scenario in India,”views Amit
Sharma.
SME consulting services has a huge scope
in the market and the TX programmecan be of
critical importance to the SME segment.
“There is a large scope in the SME
Consulting market for creating a credible and
affordable brand which can offer a range of
services. The TX programme with Tally backing
can play a vital role in this segment as many first-
time entrepreneurs feel the need and are willing
to take support for their individual/business
development.The future is very bright for the
SME Consulting Services,”concludes Sivaram
Rajangam. n

50. 50 April 2018 www.varindia.com
Bitdefender
strives to enhance
security through its
product offerings
In an exclusive interaction with
VARINDIA, Zakir Hussain, Director,
BD soft, Country Partner of Bitdefender
discusses on the present Indian security
landscape and its product offerings
to help tackle cyber-attacks…
India has emerged as the 3rd most vulnerable country in terms of
spams, bots attack, network attacks and ransomware attacks being
the most significant one. It has also led to crypto jacking in the ransomware
market which has further led to the rise of threats in personal and cyber
security. In recent times, data breach has been a grave concern and doing
the roundsin different sectors of India.
Talking about the trends emerging in the present security landscape
across India, Zakir Hussain, Director, BD soft, Country Partner of
Bitdefender says, “The most used social media website Facebook has been
a victim of data breaching. Over half a million people in India have been
affected by the illegal hack that is taking the rounds of the country. This
has further led to a threat of massive data breach in some of the significant
Indian organizations. Official websites of several Indian state government
websites have also been put at risk too. There are several other Indian
organizations that have been retargeted over and over again. Apart from
that, internet hackers are increasingly targeting cryptocurrencies.”
Speaking further he adds, “As digitalization is evolving, the growing
popularity of mobile banking & digital wallet has given these hackers the
access to personal information which makes it easy for them to instigate
their hack which further adds on to a major threat in the cyber world.
DDOS (Distributed Denial of Service) is also one such significant attack
that is carried out by thousands of different computers on a single website.
Such attacks are a threat to online sites; especially e-commerce sites become
a major victim and often end up losing thousands of dollars because of
their failure in serving their potential customers. IoT (Industry of Things)
has produced different ways to interact and exchange data which makes it
easy for the hackers to take advantage of the situation and gain access to all
the information that is being exchanged online. Hence, this has given rise
to botnets in the internet world.Overall the security landscape has been
very adventurous and threatening in India.”
Adoption of security intelligence...
The brand has recently come up with an All-in-one Security solution
to meet all the Internet-connected devices. Bitdefender BOX is the Smart
Home Cyber security Hub that protects an unlimited number of Internet-
connected devices from malware, stolen passwords, identity theft, spying,
and more. It provides security from all kinds of cyber threats and blocks all
unsafe or malicious URLs to protect against phishing and online fraud. It
scans, identifies and highlights network security flaws. Zakir tells that it is
also coming up with Detection of Cyber Bullying & Detection of Online
predators that act as a savior to the customers from such problems.
When asked to highlight the solutions they are offering for addressing
the growing challenge of cyber security, Zakir tells, “Bitdefender, has
customized multiple solutions. Some of the key ones being ‘Bitdefender
GravityZone’ Solution that addresses and delivers the complex requirement
of Enterprises for laptops, desktops, workstations. It provides multiple
anti-ransomware capabilities, having all its layers work together for
prevention, detection and remediation.
We recently expanded it by adding a new software called ‘Gravity-Zone
Ultra’ that integrates layered next-gen endpoint protection and easy-to-
use EDR platform to accurately protect enterprises against even the most
elusive cyber threats. The new endpoint data recorder and threat analytics
automate detection and allow easy investigation and in-place remediation.
‘Bitdefender HVI’, being the most popular one, sends out alerts the instant
a memory violation is detected, and provides detailed reporting of the
attack chain, including affected processes, type of violation, and timeline
of the attack. The product range covers the entire security spectrum,
making it a one-stop solution for protecting all your information security
assets.”
Go to market strategy….
At present, the surveillance market is highly competitive with several
brands; of which all of them are claiming to be steadfast for same purpose.
Bitdefender that is present in the consumer market, SMB and enterprise
market as well, also has a well-structured marketing plan for each of the
markets, as well as for both online and offline campaigns for the awareness
of not just brand but the cyber-security threats too.
“Bitdefender is a brand, which safeguards your invested money, earns
your trust and offers you quality, which marks a difference amongst other
brands in the market. From IoT to Data Centers, from endpoints to hybrid
infrastructures - Bitdefender plays a transformational role in how security
is best consumed, deployed, and managed. We strive to deliver products
and services that radically alter the customer’s experience with security, in
terms of efficacy, performance, ease of use and interoperability,” Zakir
concludes. n
Abha Singh
abha@varindia.com

51. 51www.varindia.com April 2018
Mobile Hacking IncidentBy Col. K K Chaudhary
Executive Director-IT & IS – Lanco Group
A young lady, fresher from a famous Management Institute, visited my
office recently in connection with a business opportunity for her company.
Like good Business Development Executives, she had already done the
homework of knowing about me from LinkedIn and other social media
pages. She was aware about my blogs and on a personal note she wanted
an advice on the ordeals that she was subjected to recently.
The Mobile Hacking Incident that she explained is very alarming but
common. All of us can face situation such as stalking, banking fraud,
cheating etc. if we are casual towards handing of our mobile devices.
The incident
The girl was travelling to her home for a Holi break by Shatabdi
Express. The person sitting next to her was a young gentleman of about
30years of age, traveling to the same destination. The girl was busy listening
to music using earphone and spent most of her time either napping or
reading novel. During the travel the boy initiated talk many times, but with
brief responses, the girl avoided. Most of the time the boy was busy on
his laptop.
As they were about to reach their destination, the boy became little
uneasy with his phone. He looked worried and turned towards the girl.
Appearing to be in hurry, the boy said that he didn’t realise that his mobile
got discharged and will take some time to charge. He had to talk to his
father about his arrival and requested for her mobile to make a call to his
father who was supposed to receive him at the station. The girl obliged.
The girl then got busy packing her bag. The boy seemed to be dialling
some number and after trying a couple of times he finally spoke to
someone. With thanks and sense of gratitude, the boy returned the mobile
to her. They reached their destination.
The Ordeal after the Mobile Hacking Incident
Later in the day the girl finds a WhatsApp message from the boy with
a wish to meet. The girl, unhappy with the surprise message, blocked the
WhatsApp number. After few hours she gets an SMS with a request to
unblock WhatApp and a proposal to meet. The girl ignored. She then
gets a WhatApp message from another number with a couple of her
photographs stored in her mobile. The boy appreciated her look and dress.
The girl was frightened. This time she ignored. There were some incoming
calls also, which the girl didn’t take.
Next day, the girl went to the local market with her mother. She was
astonished to see the boy entering the store and waving at her. Quite
upset, the girl asked her mother to return home immediately. She hurriedly
removed the SIM from her mobile and started using her mother’s mobile.
The next day was even more frightening. She got a message on
Facebook. Wondering how the boy could get her Facebook profile, she
just ignored the message again.
Just a day before she met me, she was again terrified to find the boy near
her office approaching her. She hurriedly went inside her office premises
and shared the ordeal with her friend. When she checked her private email
account later in the day, she had a mail from this boy. He was just pleading
for a meeting as he ‘had developed too much liking for her’.
On advice of the friend, she decided to lodge a police complaint
against the unknown person. She was not very sure about the effectiveness
of this step and associated inconveniences that she could face.
The next day when she visited me, she was still carrying the same
mobile but with SIM borrowed from her friend and was still getting the
WhatsApp messages. Of course, she was not responding.
What Really Happened in the Mobile Hacking Incident?
It appears that while the boy was pretending to be dialling a number,
he actually used the mobile Internet to connect to his laptop/server to pull
a Trojan into the mobile.
With a Trojan successfully installed into the mobile, the boy was able
to capture all text messages, call details, Facebook profile, email addresses,
media files including photographs and video stored in the mobile. He also
has access to her locations as she had kept the GPS and location enabled
in her mobile.
In a nutshell, the boy knew almost everything about her, including her
family, friends, hobby, movements etc.
So many stalking incidents in recent days correlate with this incident as
to how the stalker knows where the victim is!
Protection from Mobile Hacking Incidents
Most of us possess a mobile and are always connected to the Internet.
We ignore the fact that the mobile has become our identity. It has our
precious private data such as calls made, messages sent, photographs
clicked and saved. With control on this device everything including our
movements can be tracked.
The following precautions can save us from such ordeals -
• Don’t Let your precious mobile go in unknown hands - This is
the first lesson from the above incident. Our mobile is our most valuable
possession, probably more valuable than our purse! If there was such a
situation, the girl should have dialled the number herself and preferably
put it in speaker mode. After all he wanted to speak to his father. In any
case a one-time NO is less difficult than later sufferings.
• Enable Screen Lock - Don’t use a PIN code for locking the
screen. That’s the easiest one to breach, someone just has to be peeking
while you unlock your phone. Using a complicated pattern is a better
choice. While choosing this option, deactivate the option that makes it
visible when you enter it. However, this protection has no effect if the SIM
is removed and used in other phone. For this additional protection, you
should consider setting PIN to SIM also.
• Turn off automatic Bluetooth connectivity - Bluetooth on
your mobile phone may be useful in the car or at home, where it’s safe to
communicate with your other electronic devices. But if you are in a public
place and the Bluetooth connectivity is left open, anyone sitting within the
range of Bluetooth can pick up that signal and gain access to your phone.
• Mind your App -Free Apps are popular amongst youngsters.
Please understand that the developers have spent time and money to
develop them. They don’t offer it free to you. Instead they force you to
allow them to access your data while you install it. They actually sell it to
data brokers or hackers.
• Avoid Using Public Wi-Fi - Though Public Wi-Fi is free and
saves you from exceeding your data limits, it is highly insecure. A good
way to secure your information on public Wi-Fi is to use a virtual private
network, or VPN that encrypt the data that enters and leaves your Wi-Fi
connected device, encoding your sensitive information.
• Deactivate Your Internet Exposure - If you get trapped, two
quick actions that you must take – Lodge a complaint with Cyber Crime
Dept. of police and deactivate all your Internet exposure for at least 3
months. This includes stoppage of use of the SIM and the mobile device.
Use another device with different SIM. n
VAR SECURITY

52. 52 April 2018 www.varindia.com
DETEL seeks to connect with masses
with its‘Value for Money’products
Detel, the new entrant in the feature phone market is
aggressively eyeing a market share of 15% in 3 years down
the line. VARINDIA initiates a conversation with Yogesh
Bhatia, MD, S.G.Corporate Mobility (DETEL),where
the latter talks about the brand’s strategy and prospective
marketing plans to tap the Indian feature phone market -
The Detel brand has entered the Indian feature phone market in 2016.
Last year in August, it launch edits most economical feature phone “Detel
D1” at a price tag of Rs. 299 with the tagline “Lo Kar Lo Baat’
Speaking about its journey in the India market, Yogesh Bhatia, MD, S.G.
Corporate Mobility (DETEL)states, “With the vision of connecting the
unconnected 40 crore people, we took the initiative to bring such phones to
the people who could not afford a phone but dreamt that one day they too
would buy a phone, can now own and speak on one for the first time. We are
trying to bring communication services in the most cost-effective manner,
with a clear target to address common people in the untapped section who
still feels that owning a phone is a luxury.”
Views on present feature phone market...
Looking at the current scenario, the feature phone market is consolidated
with a few key vendors. However, we can also see the emergence of new
brands. Owing to the functional benefits that these phones provide, they
have become a significant instrument in ‘Connecting India’. Yogesh believes
the Indian feature phone market is still a big point of interest for every brand
as it is still welcomed by majority of people in tier 2, 3 & 4 cities. He adds
that due to its functional benefits, the entry of the new vendors has extended
the supply of feature phones since the past few quarters, and the market is
expected to grow significantly.
“As we are working mainly in the rural market, with our strategic tie-up
with BSNL which has deep-rooted reach pan India, we see a huge potential
in the market,” comments Yogesh.
Growth, R&D and future plans…
Yogesh tells that the current market share of Detel is 2% (in the operating
market) and is aggressively targeting a market share of 15% in 3 years down
the line. It has sold approximately 1 lakh units of D1+ since its launch and
is aiming to sell 2 million units of the product.
Speaking on the R&D,he furtherdiscusses, “We invest 2.5-3% of revenue
in R&D as per industry standards. We are creating a foundation for our
future growth trajectory with our increased investments in R&D for new
product portfolio. This initial investment would in turn give us a long term
positive impact on ROIC.”
Talking on the challenges and its future plans he says, “The challenges
in this business in the years ahead are definitely the changing customer
behaviour and dynamics, growing competition in the market, among others.
In this tech savvy era, it is important for us to design our products in such a
way that it is welcomed in the market and is worth offering.”
He further adds, “We will continue to explore this market which is vast
and we are designing our products keeping in mind the requirements of each
section in the market. We have incorporated ‘Talking feature’ in some of
our phones which has been specially designed for the visually impaired, the
senior citizens and the children. In times ahead, our offerings will develop,
but the price segment will remain the same.We are also working on some
other innovative features that will be a clear differentiator for Detel products
in the market, both visibly and technically.”
The brand has a vast network of 300 plus service centres pan India.
Yogesh reveals that currently the brand follows a hybrid distribution strategy
where it is selling its products both online and offline. “For our online
network we sell our products through our official website Detel-india.com
and also through B2BAdda.com, the exclusive B2B e-distribution partner
for all Detel products. In our offline network, we have multiple Detel
Agents across India. By doing so, we ensure that we can reach out to all our
customers in the nooks and corners of the country,” he says.
‘Panic Button’ - a USP for Detel devices….
After some consecutive launches the brand has unveiled yet another
series of feature phones with ‘Panic Button’. Speaking on the same Yogesh
comments, “We have recently launched our panic button range in feature
phones, which has been a clear differentiator for us in this price segment.
The panic button is in the form of numeric key 5 to invoke emergency calls.
This is in accordance with the guidelines issued by the Government of India
which makes it mandatory for all feature phones & smartphones to have a
panic button to ensure women’s safety on the go. And we feel immense pride
in announcing that Detel is the first brand to do so in this price segment.”
He concludes, “Going forward, we will ensure that we continue to
connect the masses with our Value for Money products. Like mentioned
previously, we design our products according to the requirements of the
masses.” n
Abha Singh
abha@varindia.com

53. 53www.varindia.com April 2018
VAR MOBILITY
Huawei announces the P20
and P20 Pro Smartphones
Vivo brings new addition to itsY
series, unveilsY71 Smartphone
Nokia unveils three smartphones,
Nokia phones shop
Ziox Mobiles introduces Z99
feature phone at Rs. 1643/-
Huawei Consumer
Business Group
has unveiled the HUAWEI
P20 and HUAWEI P20
Pro. The HUAWEI
P20 Pro features the
world’s first Leica triple
camera and both devices
include unprecedented
AI advances, combining
technology and art to bring
to life a groundbreaking
smartphone experience.
“We look for inspiration
from artists to continuously
evolve our approach to
design and innovation,”
said Richard Yu, Chief
Executive Officer, Huawei
Consumer Business Group.
“The HUAWEI P20 Series
builds on the legacy of our
collaboration with Leica.
With a breakthrough triple
camera on the HUAWEI
P20 Pro, an advanced dual
camera on the HUAWEI
P20, and powerful artificial
intelligence on both, today’s
most vibrant consumers
can capture and share the
brilliance of the world
around them.”
The Series includes
advanced, intelligent
camera systems that bring
consumers features that
ultimately enhance every
part of the smartphone
photography experience.
Huawei has also
unveiled the PORSCHE
DESIGN HUAWEI Mate
RS (Race Sport).
Vivo has launched
the Vivo Y71 with
18:9 FullView Display and
super narrow bezels, which
provides an impressive
screen-to-body ratio of
84.4%. Priced at Rs.10,990,
the smartphone will be
available in Gold and Matte
Black colour across all
offline stores from 14th
April, 2018 and will also
be available online on the
Vivo E-store, flipkart.com,
amazon.in and paytmmall.
com from 16th April, 2018.
Commenting on the
announcement, Kenny
Zheng, CMO, Vivo India,
said, “Vivo has
always crafted its
productskeeping
c o n s u m e r s
preference at the
core. With the
launch of Y71,
we are releasing
a smartphone
which is large
on display and
perfor mance,
and is coupled
with enhanced
c a m e r a
capabilities.”
T a l k i n g
about the
specifications,
the new Y71 offers 18:9
FullView Display with
super narrow bezels which
enhances the viewing
experience for consumers.
Designed with a new high
polymer nano-blasting
technique, the smartphone
feels more ergonomic.
HMD Global, the
home of Nokia
phone, has announced the
availability of the Nokia 8
Sirocco, Nokia 7 plus and
new Nokia 6 for the Indian
market. These new Android
One Nokia smartphones
were introduced at the
Mobile World Congress
in February earlier this
year. In addition to the
launch of three new Nokia
smartphones, HMD Global
has also announced the
launch of Nokia phones
shop – an online shop
for all Nokia devices and
accessories in the country.
At the launch of the
new range of smartphones,
Ajey Mehta, Vice-President
India, HMD Global,
said, “2017 has been an
instrumental year for us
– we set up our business
operations in the country
and launched a portfolio
of devices that received
overwhelming response
from the consumers.
Today, we are taking
the next significant step
forward with the launch of
three new Nokia Android
smartphones. In 2018, we
will continue to strengthen
our presence in the country.
I am delighted to announce
the launch of our exclusive
online Nokia phones shop
for selling Nokia devices
and accessories. We will
further our commitment
to India by deepening our
presence in offline as well
as online channels.”
Ziox Mobiles has
announced to
extend its product portfolio
with yet another feature
phone, Z99 with the very
exclusive inbuilt loud
Box speakers, powerful
battery and stylish looks
- a complete
package.
Modest and
sleek appealing,
it features a
3 0 0 0 m A h
battery and
comes with
inbuilt box
speakers & has
a bright display
screen of 2.4
inches along
with textured
back finish
and a bright torch on the
uppermost dimension. The
phone sports a dual sim
phone comes with internet
& Bluetooth connectivity
option.
​​For entertainment and
music, the dual Sim device
comes with loud wireless
FM Radio with recording
and inbuilt games. To
keep users’ device safe
and secure it comes with a
Mobile Tracker and Privacy
lock setting. The feature
phone expands its memory
up to 32 GB.
With SOS features,
Wireless FM, and Speed
Dial, the phone comes with
multi-language support
feature that allows users to
command any language and
connect in any language in
just a blink of an eye.
M- tech
Mobile rolls
out Eros Smart
Smartphone
M-tech mobile
has launched
its latest 4G VoLTE
smartphone – Eros Smart.
. The smartphone comes
with the latest fingerprint
sensor technology that
provides 360 degree
rotation capability and
fast response time.
The Eros Smart
support a 5” inch screen
with HD IPS LCD ultra-
bright display for a rich
multimedia experience.
The device is powered
by a 1.3 GHz, quad core
processor, 1 GB RAM
and Android 7.0 Nougat
OS, delivering effortless
performance. The dual
SIM smartphone is
equipped with a 2400
mAh Li-on battery and
offers talk time of over
6-7 hrs.
The Eros Smart
features a 5MP rear camera
with LED flash and 2 MP
front camera letting you
capture life’s moments.
It offers 8 GB ROM
expandable up-to 32 GB.
The smartphone is slim
and lightweight making
it extremely easy to carry
around. Additionally, it
comes with a host of
useful features like OTG
support, GPS, Bluetooth,
WI-Fi, proximity sensor,
FM radio with recording
among others.
Goutam Kumar Jain,
Co- Founder, M-tech
Informatics Ltd, said,
‘The all new Eros Smart
is designed for customers
who are looking for a value
for money product. Our
newofferingblendsdesign,
durability, performance
and affordability into
one device setting new
benchmarks in the
industry. Additionally,
our 600+ service centres
across the country deliver
all necessary support
and peace of mind. We
are positive that the new
offering will receive a
great response from our
esteemed customers.’

54. 54 April 2018 www.varindia.com
Toshiba Software
India appointsTakashi
Ishikawa as MD
Toshiba Software India has appointed Takashi
Ishikawa as its new Managing Director. Effective
February 01, 2018, Ishikawa is appointed to
lead TSIP to the next level of growth across
Company’s software solution business in the country.
Ishikawa replaces HidehidoKoka, who has been committed to TSIP’s
success story and played an integral role in its growth and development in
India. Under his leadership, TSIP expanded its consumer outreach, built
stronger teams with over 1000 employees, established new offices, and
consistently exceeded sales and profitability.
Sudhin Mathur quits as
Lenovo-Motorola India head
Sudhin Mathur, head of Lenovo-Motorola
group’s mobile business in the country, has put in
his papers even as the organisation is struggling
to protect its share in a fiercely competitive
smartphone market in the country.
Lenovo-Motorola group’s Asia Pacific head
Shashank Sharma will take on Mathur’s responsibilities in the interim, the
company said in a statement.
“Sudhin Mathur, managing director Motorola Mobility India and
country head Lenovo Mobile Business Group India, has decided to move
on,” it said. Mathur said his movement out of the company was on personal
grounds and said it had nothing to do with the firm’s performance in the
market.
ASUS appoints LeonYu as the
new Regional Head for India
ASUS has appointed Leon Yu,
as the Regional Head for India and
South Asia. Leon joins ASUS India
from ASUS Middle East to assume the
responsibility from Peter Chang, who
has now moved to ASUS headquarters in Taiwan, and heads the Market
Development Center for APAC.
In his new role, Leon will be responsible for building ASUS’ brand
and business in the South Asia region which includes India, Sri Lanka,
Bangladesh and Nepal, with a focus towards building client relationships,
growing business volumes and sales of ASUS branded products and
services.
Samba Moorthy to head
India operations for Epson
Epson India has announced a rejig in its top
management. Toshiyuki Kasai, who has been the
President for the last 6 years and is due to retire
shortly, announced that he will be returning to
Epson Japan in April 2018. His replacement as
President of Epson India has been announced as
Samba Moorthy, who till now was the Vice President, Sales & Marketing.
Samba Moorthy who joined Epson India in 1996 has grown through
the ranks to head the company in India. He is widely credited with being
the driving force behind Epson India’s sales growth and its ascendency to
the No. 1 position in most of the categories it operates in including inkjet
printers, projectors, billing printers, dot matrix printers and robots.
Ingram Micro appoints
new India SVP & Chief
Country Executive
IngramMicrohasannouncedtheappointment
of Diego Utge as Senior Vice President & Chief
Country Executive for India. In his new role,
Utge takes on the leadership responsibility for
Ingram Micro’s India strategy, operations and business execution. He will
be reporting to Mike Zilis, EVP & Group President, Asia Pacific.
“Diego has built a growth-minded career by listening and responding
to the business needs and embracing and leading change within Ingram
Micro and around it,” said Zilis. “His drive to succeed, record of success
and inclusive approach to build a high-performance team is what makes
Diego a great leader for our India organization.”
Canon India’s K. Bhaskhar
elected as Chairman
for CII OA&ID
Canon Indiahas appointed its Vice President,
K.Bhaskhar,fromtheBusinessImagingSolutions
division, as the chairman for the Confederation of
Indian Industry’s Office Automation & Imaging
Division. Unanimously elected for the position, Bhaskhar will be seen in
an advisory role, working alongside the Government on policy matters,
interfacing with thought leaders, and enhancing efficiency, competitiveness
and business opportunities for industry through a range of specialized
services and strategic global linkages.
With a two decade long tenure at Canon, Bhaskhar is one of the
most respected leaders in the organization and has been its part since its
inception in India.
Airtel ropes in Santanu
Bhattacharya as Chief
Data Scientist
Bharti Airtel has appointed Dr. Santanu
Bhattacharya as its Chief Data Scientist.
Santanu has a Ph.D. from NASA’s Goddard
Space Flight Center, is an MIT Sloan and MIT
Media Lab alum and BTech from IIT (Bombay). In his new role, Santanu
will be responsible for leveraging data science capabilities and deep
analytics to understand unique customer needs and accordingly develop
innovative products and services at Airtel. He will report to Harmeen
Mehta, Global CIO & Head of Digital at Bharti Airtel, and will be based
out of Bangalore.
Rishad Premji is the new
NASSCOM chairman
Rishad Premji has been named as the new
chairman of NASSCOM. Rishad succeeds
Raman Roy, chairman and MD of Quatrro
Global Services who was the chairman for 2017-
18. Keshav R Murugesh, CEO of WNS Global
has been appointed as the new vice chairman.
“I am honored to have the vote of confidence of the NASSCOM
leadership team as we stand on the cusp of a digital transformation. I look
forward to working closely with NASSCOM’s multiple and versatile teams,
and continuing our endeavors to foster growth in changing times,” said
Rishad Premji, chairman, NASSCOM.
Movers & Shakers

55. 55www.varindia.com April 2018

56. 56 April 2018 www.varindia.com
RNI - NO 72399/1999
Reg. No: DL-SW-01/4030/18-20Printing Date 18 & 19
Date of Posting 20 & 21
every month
56 pages including cover