E- Magazine June 2016

1www.varindia.com June 2016
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Cisco turns Jaipur into First Lighthouse City Avaya reinforces its position with mid-market growth
Coming Soon !!!
DATA CENTER
SPECIAL ISSUE
August 2016

4 June 2016 www.varindia.com 63www.varindia.com June 2016
So that last attack you dodged? We made sure you saw it coming.
Discover all the leading businesses that count on AMD every day.
AMD.com/everywhere
AMD technology powers the leading game consoles.
Available with all leading OEMs

VMware may
acquire Arkin Net
VMwarehasannounceditsintentionto
acquire Arkin Net, a software-defined data
center security and operations company.
Financial details of the transaction were
not disclosed. The transaction is expected
to close in Q2 2016.
“With VMware NSX combined with
Arkin and vRealize, VMware will deliver
the security and operations management
plane for the SDDC. Over time, Arkin
will solidify vRealize Suite’s position
as the industry’s most comprehensive
Cloud Management Platform that
delivers application-focused operations,
NSX micro-segmentation at scale and
cross-domain visibility and context across
physical and logical infrastructure,” said
Ajay Singh, Senior Vice-President &
General Manager, Cloud Management
Business Unit, VMware.
HPE redefines its Helion
Cloud Portfolio
Hewlett Packard Enterprise has
enhanced its HPE Helion cloud
portfolio which includes HPE Helion
CloudSuite,HPEHelionCloudSystem10,
HPE Helion Stackato 4.0, HPE Cloudline
3100 Server and New HPE Technology
Services offerings.“Organizations require
their own right mix of traditional IT,
private, managed and
public clouds and the
flexibilitytosupport
a p p l i c a t i o n s
spanning different
t e c h n o l o g i e s ,
architectures and
delivery models. The
HPE Helion portfolio
gives customers a simple, powerful set
of options,” said Vikram K, Director
– Servers, Hewlett Packard Enterprise
India.
The Birth of New-Age Datacenters
Fujitsu launches x86 PRIMEQUEST Servers NetApp announces ONTAP 9
SUBSCRIPTION COPY NOT FOR SALEVOLUME XVII ISSUE 10 JUNE 2016 PRICE Rs. 50
38pg
27pg
14th VARINDIA IT Forum 2016:
Digital India Empowering Nation

See what R

8 June 2016 www.varindia.com
Social Media becoming a growing risk
..................... for Corporate Security
HELLO INDIA
With technology getting connected to the world in which cyber attacks are growing more persistent
and sophisticated by the day, threats are evolving fast too. It is the need of the hour when the academia,
industry and government must work together in new bold ways to solve the ever-increasing challenges
of cybersecurity. Going forward, as technology keeps on evolving, Internet of Things (IoT) will be the
major transformation in the digital world that has the potential to affect everyone and every business.
In a very short time, IoT will have sensing, analytics and visualization tools, which can be accessed by
anyone, anytime and anywhere in the world on a personal, community or a national level. However,
the real change is not that machines are talking to each other, but that people are talking more and
more “through” machines – there could be a deep-rooted security problem with the possibility of
impersonation, identity theft, hacking and, in general, cyber-threats.
Moving ahead, India needs a cyber workforce as an enabling national asset to meet domestic as well as
global cybersecurity demands. The nation is in dire need for formulation of a framework for creation of
a cybersecurity workforce. The simple idea is to Meet the Demand and Create the Supply. No business
can afford to ignore cybercrime, which is estimated to cost the global economy around $500 billion a
year. Many businesses are already citing downtime or lost productivity as a costly side-effect of some
cybercriminal activities. Secondly, the growing potential for cyber attack using social media has created new opportunities for “trolling”,
bringing into the real world ethnic division and social unrest. An investigation unearthed hundreds of fake profiles on the professional
networking site LinkedIn that had been created by scammers posing as recruitment consultants. The apparent aim of these fake profiles was
to infiltrate business networks by making and exploiting connections with reputable executives. Corporates use
social media networks for marketing and brand reorganization, all of which make them fertile hunting grounds for
cybercriminals. It is also a fact that hackers are also using social media to manipulate customers.
Lastly, going by the data, Facebook has 1.59 billion monthly active users – more people than the population
of China. However, the irony of the day is that China has banned Facebook. One of my other concerns is the
recent acquisition of LinkedIn by Microsoft for a sum of $26.2 billion. How will this acquisition help the industry
in terms of reducing cyber attacks and protecting corporate security? For Microsoft, surely it will be a good
opportunity to mark its presence in the social media, which has been dominated by Facebook and Google.
It is high time the tech biggies of the valley bring out a newer comprehensive security cover for the social
media users!
Shashank Dixit
Founder & CEO - Deskera
Please talk about your accomplishments
in the industry?
The foundation of Deskera was laid during
my IIT Kanpur days when I was working with
SMEs and start-ups, writing source codes and
helping them use the basic business software.
It was at that time that I realized that the
existing ecosystem of enterprise management
software was largely focused on serving the
needs of multi-national corporations, thereby
leaving behind the vast SME and start-up
segment, which was untapped, un-deservedly
so. It is this realization that made me work
towards the segment. Since its inception,
Deskera has remained true to its commitment
of helping SMEs and start-ups find their feet
and go for automation.
At Deskera, being the CEO and Founder
of the organization, I enjoy the role of a
strategist with a strong focus on research
and development of Deskera products. I am
an advocate of innovation and optimum
customer experience. My passion lies in
creating value and delivering technologies
that have a positive impact on people’s lives.
What kind of a relationship do you
enjoy with your stakeholders in the
industry?
Partners and distributors play a vital role in
keeping the lines between manufacturers and
users operating smoothly. They can expedite
responsetimesandenhanceacompany'sreach.
Deskera recognizes and treats it partners and
distributors as an integral part of its team. We
cherish our ties with each of them since they
are important pillars of our success. We believe
in a symbiotic relationship founded on deep
trust and understanding. Our commitment to
bring the best of technology to our customers
is absolute and that is not possible without
our stakeholders.
Where do you see yourselfthree years
fromnow?
Deskera is growing phenomenally and our
future looks promising. Currently, 20% of our
revenue comes from India. In the next three
years we foresee the organization growing
at a healthier rate. We want to reach out to
every startup, SME and individual in every
city and town of this country. In line with
the Indian Government’s vision to boost the
SME sector, we want to help these enterprises
run their businesses on an integrated Cloud-
based platform, thus enhancing productivity
and moving one more step in the direction of
the Government’s ‘Make in India’ mission.
We have been doing our own bit and want
to continue in transforming our nation into
a Digital India.
Besides IT,what are your other areas
ofinterests?
Well, IT is something that has always been
very close to me. However, two other areas
where my interests lie: space technology and
artificial intelligence.
Shashank Dixit is a successful entrepreneur
and the founder and CEO of Deskera. He is the
driving force, molding Deskera from a small
setup to a multinational corporation. His vision
and role as a strategist have been pivotal in
making Deskera the success that it is today.
Focused on research and development of Deskera
products, he is a strong advocate of innovation
and optimum customer experience. He also
co-founded Megabucks, an entrepreneurship and
business festival organized by the IIT, Kanpur

Website: www.varindia.com
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Editor: S Mohini Ratna
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* All disputes are subject to the exclusive jurisdiction of
competent courts and forums in Delhi only.
The Birth of New-
Age Datacenters 38pg
FACE TO FACE
17| NComputing brings next-
generation computing with the
launch of MX100 Series
19| Koinca Minolta transforming into
a Service Provider
42| Huawei focuses on the work
before “sudden” breakthroughs
44| Veeamhelpscustomerstoachieve
Always-on Business
48| A Two-way Communication
Defines Lenovo’s Service Strategy
49| Hyper-Converged Infrastructure –
Redefining IT Deployment
VAR GRIEVANCE
52| TAIT Addresses Twin issues of
Cheque Dishonour and Income/
Direct Tax Rules
MARKET WATCH
26| Enabling the e-commerce
ecosystem with sales enablement
methodologies
VAR MOBILITY
50| BlackBerry Leveraging the
Enterprise Mobility Software
space
VAR SPEAK
23| Red Hat takes Partner Business to
New Heights
VAR CORPORATE
46-47| TPC-E Benchmark Result for
System x3650 M5
INDUSTRY EVENT
45| Bentley Systems’ CONNECTION
Events Draw around 400+
Attendees
ISODA CORNER
43| DigitalTrackProvidesTotalStorage
Solution
EVENT
27| 14th VARINDIA IT Forum 2016
– Helping Build the Digital India
Vision
INDUSTRY WATCH
37| Why Microsoft Acquires LinkedIn
for a huge amount of $26.2 bn?
REGULARS
Guest Speak 08
Round About 12
Hot Bytes 14, 16
On the Ramp 18, 20
Voice N Data 22
Channel Buzz 24
Product of the Month 25
ISODA CORNER 43

Copyright © 2016 Red Hat, Inc. Red Hat and the Shadowman logoare
trademarks of Red Hat, Inc., registered in the U.S. and other countries.
* Red Hat client data and Fortune 500 list, 2014
BY FORTUNE GLOBAL 500 COMPANIES*

ROUND ABOUT
Expanding Horizon of Genome:Will
theWorld be the same inTenYears?
A teacher asked his students in the high school what, according
to them, is the frontier technology. Opinions differed. Many said
aerospace, thinking that discoveries in the outer space are going to
rewrite the human history. A few clung on to the cliché – Information
Technology – believing that breakthroughs in this domain will have a
far-reaching impact on how people think, communicate and transact
businesses. The teacher paused, giving the impression that the answer
that he wanted had yet to come. Then a backbencher, who was sluggish
in his behaviour, stood up and said that it is genome that is going to rule
the roost in the coming years.
The inquisitive teacher, who never expected such an answer, if any,
from the pupil, wanted to test him with further queries. The teacher
inquired how he did come to such an answer. The boy quipped that he,
along with his parents, paid a visit to a doctor the other day to consult
him why he was not studious in his studies, as he was always laidback
and lazy in even doing the daily routine works. The erudite doctor
explained how most of the traits and habits a boy or girl inherits from
their forefathers through the genome, which we conveniently call as
hereditary. According to him, the behaviour of a child – whether he/
she is intelligent, dull, timid, aggressive and what have you – is decided
by his DNA and very little can be done to change those characteristics.
He also said that the doctor has explained how such things can be
changed at the embryonic stage by manipulating the DNA.
The teacher was aghast at the response of the pupil, from whom he
never expected the answer. He thought that none of his more intelligent
pupils would ever be able to tell the correct answer.
Why this renewed interest in genome? The word renewed has to
be marked since it is not the first time that the scientific world has
been discussing about genetics. Many years back, there lived a monk
named Gregor Mendel, who spent most of the time in the garden
adjoining the monastery studying about the pea plants, their behaviour,
and how their characteristics can be altered. After his death when his
published works came to the notice of the scientists and botanists, they
realized how genius that man was and how profound were his scientific
discourse, which had rewritten the available knowledge. He recognized
the mathematical patterns of inheritance from one generation to the
next.
Genome or Eugenics gradually developed over the years since
Darwin and Mendel. Some crude applications of this science were put
to use in sex determination, IVF, etc which were fraught with good and
bad. Stem technology is also an offshoot of this discipline. Can anyone
claim that we have perfected this science? The body of information
instructs that this science is far from perfect.
Let me start with the good side. Should you like to have a progeny
free from diseases, hardworking, intelligent and can be a real asset
to nation building, science and technology can provide you the
opportunity to go for one. Now the question is how? After years
of research, scientists have mapped a good number of genes that is
responsible for various functions, traits and can detect at the embryonic
stage itself whether a particular gene or combinations of genes can lead
a person to chronic diseases like diabetes, Parkinson’s disease, cancer,
retardation, schizophrenia, etc. Using various techniques developed in
the laboratory, scientists can manipulate that gene or combinations of
genes and straighten them up to preempt occurrence of these diseases at
a later stage. If the DNA combination cannot be altered or manipulated
by any chance, the embryo can be destroyed at that stage itself so that
one can avoid a situation where a person born with such attributes and
subject him or her to severe sufferings at a later stage.
Now the point is whether gene selection can be justified from the
equitable perspective. It goes without saying that application of such
technologies in the present stage is very costly. It would mean that these
perquisites are within the reach of only the rich, who can afford such
expenses.
That inequitable paradigm agitates the minds of many scientists
and sociologists. They feel that healthcare, particularly the tertiary
segment, where treatment necessitates huge expenses have already gone
over the roof and the poor cannot afford to have access to that unless
the government or non-government organizations come forward to
foot their bills. Against this backdrop, from the perspective of social
justice, such random selection of genes will not find favour with the
general public.
Bereft of its terse reading and connotations, it dictates that the
research on the behaviour of genes and their compositions is far more
complicated than can be revealed so far from the extensive research.
There are still various diseases whose exact causes are still not mapped
in precise terms. A case in point is the common disease that has afflicted
millions and is threatening to engulf many, diabetes. The causes of the
disease are not exactly mapped in precise terms. Scientists ponder over
many reasons including genetics, life styles and a host of other reasons
that debilitate the beta cells that cause imbalances in the secretion of
insulin, despite years of research into it. Then, how one can zero in on
the genes that cause the disease?
The other reason is the intrinsically unpredictable nature of
some genes. Most genes intersect with other triggers – environment,
behaviours or even parental or and prenatal exposures to determine
organisms form and function and their consequent effect on its future.
Most of these interactions are not systematic and they happen by chance
and there is no method to predict them with certainty.
A similar conundrum arises when an embryo is detected with 10%
defect and the probability of getting a particular disease is only 10%,
should it be treated along with the types that can transmit 100% disease.
Human nature is such that one does not know where to draw the line.
At the end, are we nearing a consensus when and how to apply
eugenics? I still think that we are far from reaching a well-considered
consensus. It is the most difficult terrain, whatever limit that we set,
it can be breached since most of the concepts like a perfect baby or a
disease-free body is more in the realm of subjectivity. n

R

HOT BYTES
Ingram Micro
adds Dropbox
Business
Ingram Micro has
expanded the
availability of Dropbox
Business to the Ingram
Micro Cloud Marketplace
in India. Through it
channel partners can easily
purchase, provision, and
manage Dropbox Business
via a single automated
platform.
“The addition of
Dropbox Business to
our Cloud Marketplace
allows us to effectively
serve the business needs
of our growing channel
partner base in India.
The automated Cloud
Marketplace presents a
significant competitive
advantage to our channel
partners by offering
a streamlined way
to introduce proven
cloud technologies like
Dropbox Business to their
customers in real time,”
said Jaishankar Krishnan,
Sr VP & CEO Ingram
Micro India.
Tally Solutions
embeds Krishi
Kalyan Cess
Tally Solutions
has announced
that all versions of its
flagship product, Tally.
ERP 9 have been enabled
to support the newly
passed Krishi Kalyan Cess
through an update which
aims to support Indian
businesses in complying
seamlessly with the
government regulation,
effective from 1st June,
2016. Implementing the
new cess will be fast and
smooth for all businesses
that use Tally.ERP 9.
In Tally.ERP 9, the
Krishi Kalyan cess is auto
calculated in transactions,
be it regular sale, reverse
charge, sale of service
with abatement or sale
value which is inclusive of
tax. The printed invoice
will also display the cess
value.
D-Link and Inspira Networking
Solutions at DGS&D Rates
Sanovi inks multiple partnerships
for its Cloud Migration Solution
ZebraTechnologies ushers in
NextWave of Industrial Age
TP-LINK Rolls out“Spain
Calling”Scheme
EMC All-Flash Storage Solutions
accelerate market share globally
Salesforce announces New Centre
of Excellence in Hyderabad
D-Link has
announced that
the Directorate General
of Supplies and Disposals
(DGS&D) has awarded a
rate contract agreement
for the purchase of
D-Link products and
services. DGS&D Rate
Contract R/C No.
SSNETWORKI/IT-1/
RC-71160000/0216/81/
OA612/4790 is valid
through April 2017.
Through the rate
contract agreement –
supported by Inspira,
a national D-Link
distributor, the company
Zebra Technologies
Corporation has
shareditsvision“Visibility
That’s Visionary” as the
company moves forward
within a growing industry
category, Enterprise
Asset Intelligence (EAI).
Eighteen months after its
acquisition of Motorola
Solutions Enterprise
business, Zebra has
increased businesses’
ability to track critical
assets within their
operations and know
exactly what they are,
where they are, and
their condition so they
can make smarter, faster
TP-LINK has
announced the
launch of its channel
reward programme
“Spain Calling”. The
reward scheme is based
on different slabs and on
achieving specific target
slabs, partners can win a
trip to Spain, Samsung 40"
UHD TV, iPad Mini2 and
Nikon DSLR, etc. This
channel-friendly, multi-
tiered scheme has been
launched to incentivize
and reward the partner
community for their
significant contribution
Salesforce has
announced plans
to significantly expand
its presence in India
with a new Centre of
Excellence in Hyderabad,
located in a new building
under construction in the
Divyasree Orion Tech
Business Park. Salesforce
also plans to add over
1,000 jobs in Hyderabad
by 2020, tapping into the
region’s large community
of highly skilled
technology talent.
“We are thrilled to be
will offer industry-leading
Networking solutions
(Routers, Switches, Cable
and Racks) and services to
Government institutions
(both Central & State
Government), PSUs and
autonomous bodies. As
D-LinkandInspiralookto
target more Government
opportunities, the
company’s Networking
technology and market
presence are strongly
placed to support national
initiatives.
Sanovi has signed
up multiple global
and regional partnerships
for its Cloud Migration
Manager software.
Sanovi Cloud Migration
Manager2.0 (CMM) is a
leading-edge enterprise
software platform to
accelerate deployment
of large-scale Cloud
transformation projects.
“It is exciting to note
that with Sanovi CMM
we no longer need to wing
it and fly into the Cloud!”
said Varun Mathur,
AVP & Head Hybrid
IT Practice, Zensar
Technologies. “With
its structured Lifecycle
approach, Sanovi CMM
provides the instruments
for monitoring and
managing the migration
SLA and RoI metrics. It
providesacompleteCloud
Migrationflightnavigation
plan for flying a modern
enterprise application
into public cloud. The
speed of migration with
the tool is a compelling
case for business nod. We
are happy to partner with
Sanovi Technologies,” he
added.
decisions that improve
their bottom line.
For more than 40
years, Zebra has developed
the building blocks of
today’s Internet of Things
(IoT) technology with its
global leadership in the
Automatic Identification
and Data Capture
(AIDC) market, including
sensors, barcodes, RFID,
and wireless networks.
Aligning their solutions
to its vision, Zebra is
now bringing new game-
changing products,
services and partner
programs to the Indian
market.
to TP-LINK's business.
"We have a broad
range of enterprise
solutions and technologies
that we offer to customers
through our channel
network. Introduction of
'Spain Calling' scheme is
an additional incentive
to partners as it is our
conscious effort to help
partners in achieving the
rewards beyond the usual
profits through these
schemes," said Sanjay
Sehgal, Vice-President –
SMB, TP-LINK India.
EM C
Corporation
has announced a series
of all-flash storage
portfolio as customer
and market share
milestones solutions
which address a multitude
of enterprise needs for
consolidated and mixed
workloads. Between 2014
and 2015, EMC increased
its base of flash customers
globally by 78%, with
revenue for flash offerings
increasing by 104% in H2
2015 over H1 2015.
Jeremy Burton,
President of Products
and Marketing, EMC,
said, “EMC has declared
2016 as the year of All-
Flash for primary storage.
Built on the amazing
success of XtremIO, our
comprehensive portfolio
now includes VMAX All-
Flash, DSSD D5 and the
brand new EMC Unity
designed to enable the
Modern Data Center for
today’s global enterprises.
As performance-hungry
workloads continue
growing in diversity,
enterprises can turn to
EMC for the portfolio of
all-flash storage solutions
at price-performance
points to match almost
any data center use case.”
expanding our presence
and deepening our
commitment to India,
home to some of the best
technology talent in the
world,”saidParkerHarris,
Co-Founder, Salesforce.
“Salesforce Hyderabad
will provide a centre of
excellence in the region
and play a crucial role in
growing our technology
and product teams, as well
as our customer success
organization, to meet the
needs of our customers
worldwide.”

21www.varindia.com March 2016
A price tag that will get you
new customers.
Introducing the ThinkServer TS140
for small businesses with big demands.
The following are trademarks or registered trademarks of Lenovo: Lenovo, the Lenovo logo and
ThinkServer. Intel, the Intel logo, Xeon and Xeon Inside are trademarks or registered trademarks of Intel
Corporation in the U.S. and/or other countries. Microsoft and Windows are registered trademarks of
Microsoft Corporation. ©2016 Lenovo. All rights reserved. †
Terms and Conditions apply. The test(s)
above are performed on statistical samples.
Contact: 1800 3000 9990 / corpsales@lenovo.com
At Lenovo™
we develop technology to meet the ever-growing demands of small
businesses. With that in mind, we have launched the ThinkServer®
TS140 in India.
It is powered to take on tough challenges, yet priced attractively.
So go on, add this server to your portfolio and keep adding to your customer base.
· Supports enterprise-grade HDDs (Built-in RAID 5)
· Whisper-quiet at 26 decibels
· Intel®
Xeon®
E3 series processor
· Windows Server®
2012 R2 platform
Intel®
Xeon®
E3
series processor.

HOT BYTES
IBM Smart
City Solutions
deployed in
Presidential
Estate
IBM has set
up Intelligent
Operations Center (IOC)
to enhance efficiency of
critical infrastructure and
utilities at Presidential
Estate.RashtrapatiBhavan
has been transformed
into a smart township
with the deployment of
IBM Smart City for the
digital transformation.
Spread across 330 acres
of land and home to over
5,000 residents, the self-
sustained Presidential
Estate is adopting IBM’s
technology and solutions
to become future
ready. The Intelligent
Operations Center
addresses challenges that
are inherent to townships
– water supply, security,
electrical infrastructure
and solid waste
management.
Wipro makes big
data technology
adoptionsimpler
Wipro has
a n n o u n c e d
that it has open-sourced
its big data product, Big
Data Ready Enterprise
(BDRE), which makes
big data technology
adoption simpler and
faster by optimizing big
data workloads under
an integrated uniﬁed
framework.
“Wipro takes pride
in being a significant
contributor to the open-
source community,
and the release of
BDRE reinforces our
commitment towards
this ecosystem. BDRE
will not only make big
data technology adoption
simplerandeffective,itwill
also open opportunities
across industry verticals
that organizations can
successfully leverage,”
said Bhanumurthy B.
M., President & Chief
Operating Officer, Wipro
Dell boosts Digital India
Campaign with“Aarambh”
Informatica expands its
partnership withTableau
New Intel Initiatives to accelerate
Digital India growth
DigitalOcean launches New
Datacenter in Bangalore
Cisco turns Jaipur into
First Lighthouse City
Avaya reinforces its position
with mid-market growth
Dell India has
a n n o u n c e d
Aarambh – a pan-India
initiative aimed at
spearheading the use of
the PC for education.
Through Aarambh,
Dell will engage with three
key audiences – students,
teachers and parents –in a
series of activities meant to
build their confidence and
familiarity with using the
PC. The programme aims
to enable both parents
and teachers to actively
aid in the educational
development of the child.
The project aims to reach
With the aim
to bridge the
business as well as IT
Divide, Informatica and
Tableau Software have
entered into partnership.
Together, Tableau’s
self-service analytics
and Informatica’s clean,
trusted data and metadata
enable business users
to make even faster
and smarter decisions.
Both the companies will
provide the industry’s
end-to-end architecture
and framework for agile
Su p p o r t i n g
Digital India
programme, Intel India
has announced a series
of new initiatives. The
announcement includes
three projects designed to
accelerate digital literacy
at the grassroots level
by reaching out to the
population in non-urban
India, upskill citizens
in the tier-II cities and
beyond, and encourage
innovation from the
local level. Additionally,
as a part of the recently
launched “Ek Kadam
Unnati Ki Aur” initiative,
DigitalOcean, the
developer’s cloud
computing platform,
has launched its new
datacenter in Bangalore,
India to support India’s
fast-growing developer
and start-up ecosystem.
DigitalOcean will
continue to offer a single
pricing plan across all of
its regions worldwide,
including Bangalore.
This means SSD-enabled
cloud servers starting at
US$5 per month, and
identical pricing for all
additional services like
bandwidth, snapshots and
Cisco has
announced the
city of Jaipur to be the
first Smart+Connected
Community “Lighthouse
City” in South Asia. Cisco
Lighthouse City status
credential is assigned to
a select list of cities all
over the world. With
this development, Jaipur
will gain access to Cisco’s
huge global network
and channel programme
capabilities; and the city
will also benefit from
the economic and social
transformationsettooccur
as the country embarks
Avaya’s position
has been
strengthened in the first
half of 2016 by a strong
mid-market showing in
global growth regions,
registering two-fold
growth on the back of
a strong push towards
digital transformation
among small and
medium businesses.
A focused solution suite,
coupled with a strong
partner proposition and a
streamlined approach, has
resulted in strong growth
in Africa, Middle East,
Turkey, Russia & CIS,
India and SAARC, and
China.
“The mid-market
one million students
and 1, 00,000 teachers
across 5,000 schools, and
2, 00,000 parents in 75
cities across the country.
In a larger context, PC
adoption can enable
the nurturing of digital
citizens who will serve as
the building blocks for a
rapidly-developing Digital
India.
business intelligence.
Business users and
IT alike are frustrated
with data that results
from traditional waterfall
processes and lengthy
cycles. Business users
are further aggravated
by lack of easy access
to key data sources and
the inability to easily
combine data across
sources. Meanwhile, IT is
naturally concerned over
the use and proliferation
of potentially poor
quality data.
Intel has also inaugurated
“Unnati Kendra at
Common Service Centre”
(UK at CSC) in Haryana
to accelerate access to
technology in non-urban
India. The company is
also looking forward to
opening several more of
these facilities in the state
with the aim to serve as
one of the common access
digital learning centres for
people of the state.
beyond. Bangalore will
be DigitalOcean’s eighth
region globally, following
New York, San Francisco,
Amsterdam, Singapore,
London, Frankfurt and
Toronto.
Considering the
number of software
developers throughout
India will grow to over
5 million by the year
2018, the region is one
of the most important
technology markets in
the world. DigitalOcean
has hired a local team and
has also partnered with
NASSCOM.
on the next phase of the
Digital India programme.
Dinesh Malkani,
President, Cisco India and
SAARC, said, “We are
really proud to announce
Jaipur as a Lighthouse
City for Cisco globally.
We are also excited to
announce an Innovation
Centre in the city. Jaipur,
as a Lighthouse City, will
showcase to the world
whatis possible when
visionary city leaders and
urban planners design and
build 21st-century cities
connected by a digital
infrastructure."
sector continues to present
a significant opportunity
and remain so even in
the face of economic
uncertainty. Avaya
channel partners play a
crucial role in this growth
with their established
knowledge of the
customer, ability to create
a customized offering, and
their expertise with Avaya
products,” said Chiradeep
Rao, Channels Head –
India, Avaya.

NComputing brings next-generation
computingwiththelaunchofMX100Series
NComputing is a leader in client virtualization solutions with over 5-million installed base worldwide. Removing the barriers through a
unique formula of simplicity, performance and value, NComputing’s integrated solutions serve global enterprise and mid-market companies
in the key verticals such as education, manufacturing and government.
NComputing is the fastest-growing
desktop virtualization company for
education and small to medium-size
enterprises (SMEs) in Asia. At the launch
of MX100, Manish Sharma, Vice-President
– Sales, Asia-Pacific- N Computing, said
that its new hybrid 3-user thin-client
kit delivers a rich user experience at an
affordable price. MX100 combines the
best features of the company’s widely
popular M-series and X-series which have
over 2.5 million seats installation in Asia
alone.
MX100 sets a new precedent in
affordability standards within the shared
computing market, providing customers
with savings as much as 65% in purchase
cost, 80% in maintenance cost and 90%
in energy consumption when compared
to an all PC-based solution. For example,
9–10 machines can be configured by using
unused power. With this, we are taking
affordable computing to the next level.
India Business
Designed based on the input from
existing customers, MX100 is available in
two models – MX100 Direct (MX100D)
and MX100 Standard (MX100S). A single
MX100 kit includes three access devices
and multiple kits can be connected to the
host computer. Available immediately
worldwide from NComputing’s
authorized distributors, MX100 will
be sold in India through the company’s
national distributor – Redington India
and their 800+ channel partners across
the country. Replying to the total
number of machines installed, Sharma
said, “The company has deployed about
15 lakh machines in India so far. 70% of
the business comes from the education
segment, those are essentially from the
State Government projects (Maharashtra,
Andhra Pradesh, Telengana, Gujarat,
Punjab, Haryana, Rajasthan, U.P., Bihar
and Odisha. Secondly, SME is the growth
area which contributes 25% of the business
and 5% comes from large enterprises. The
core strength of NComputing is providing
a warranty of 3 years on registration
and after-sales service is provided by 40
support centres in India."
Technology Architecture
While their underlying architecture
is identical, the MX100D and MX100S
differ in the way they connect to the
host computer. The MX100D (Direct
model) connects through a PCI express
card which is bundled with the kit. The
power of the host computer is shared
with multiple users without the need of
a switch or any third-party hardware or
software. “It is an enhanced version of
NComputing’s popular X-series. The
MX100D has been designed based on
the input collected from thousands of
customers over the last two years and
provides a great out-of-the-box experience.
There are significant enhancements to the
number of supported users on a single
host, and greater distance connectivity
providing expanded deployment options,”
said Manjunath Revanasiddappa, Product
Manager of MX-Series, NComputing.
Growth Area
The MX100S (Standard model) is
an improved version of NComputing’s
M-series which has a strong installed base
of over 350,000 in Asia. The MX100S has
numerous enhancements over the M-series
such as enhanced multimedia performance,
superior graphics and support for gigabit
networks, while keeping the purchase
price low. “The response of our customers
on the performance of MX100 has been
very positive. As 45 access devices of
MX100S model can be served by one
central host computer using NComputing
vSpace desktop virtualization software,
customers achieve a high utilization. Up to
70% saving in the total cost of ownership
can be achieved compared to an all PC-
based set-up,” added Sharma.
Roadmap
The key mantra of success is the
reference and recommended customers, be
it the government, SME or large enterprise
segment which help generate business
value. There is a great demand which has
arisen for the Linux and it seems a newer
business opportunity for the company.
NComputing is coming out with the
latest version of Linux. The development
work is going on in the Chennai (India)
office. The company aims to go ahead
with Linux for full mobility .
Voice of Partners
The announcement has delighted
NComputing’s distributors across Asia:
from Ingram Micro in Singapore and
Synnex in Thailand to Redington in
India. Anand Chakravarthy, President,
Redington (India) Ltd, shared his views,
“We have been very impressed with the
pilot projects of MX100. NComputing
has certainly reached a new height in
delivering quality performance at an
affordable price. We plan to position
MX100D in education and Tier-II and
-III cities, while MX100S would be
ideal for government tenders, SMEs and
enterprises.”
With over 2.5 million units deployed
across Asia including 1.5 million in India,
NComputing has been widely successful
in both channel sales and government-led
education tenders. In Asia, NComputing
is being used in the government schools
of the Philippines, Cambodia, Nepal and
Japan.
In India, the company has been
endorsed by several state governments to
provide affordable computing to millions
of students, especially in the rural and
remote areas. It is estimated that computer
labs of over 60,000 government schools
in India use NComputing’s technology.
Among other customers are recognized
universities and large organizations like
Employees State Insurance Corporation
(ESIC) which uses over 31,000 devices
across the nation. n
Manish Sharma
Vice-President – Sales, Asia-
Pacific- N Computing,
FACE TO FACE

ON THE RAMP
BT integrates
FortiGate
firewalls
BT and Fortinet
have entered
into an agreement that
will integrate Fortinet’s
FortiGate enterprise
firewalls into BT’s global
portfolio of managed
security services. The
agreement confirms
BT’s worldwide status
as a Fortinet Managed
Security Services Provider
(MSSP) Platinum
Partner. BT customers
will benefit from the
protection provided by
Fortinet’s Security Fabric
architecture and BT’s
global reach and expertise
in managed security
services.
Mark Hughes, Chief
Executive Officer, BT
Security, said, “We are
committed to support our
customers with solutions
that can help them stay
secure and support their
journeys into the digital
world."
DataWind
Introduces
detachable
netbook
DataWind has
launched its
first detachable devices,
the new Droidsurfer
Netbooks7DC+&3G7+
in India. The DroidSurfer
7DC+ (2G)&3G7+ (3G)
has a 7 inch multi-touch
projective capacitive
screen, feature 0.3 MP
front facing camera and 2
MP rear camera with the
Android 4.4.2 operating
System running on a dual
core Cortex A7 processor.
In addition, they offer
upto 32GB of expandable
memory with features
like Wifi Hotspot, Wifi
Direct, Bluetooth and
GPS on some models.
Suneet Singh Tuli,
CEO DataWind,
commented, “The
DroidSurfer Netbooks
come with a sturdy
detachable Bluetooth
2-in-1 keyboard.”
BlackBerry enhances its security
solution for Salesforce
Polycom makes business
video meetings easy
Prysm Introduces 85’’and
98’’LCD displays for India
Fujitsu launches x86
PRIMEQUEST Servers
Check Point 770 and 790
to deliver security
BlackBerry has
a n n o u n c e d
WatchDox by BlackBerry
Email Protector, an
entirely new offering that
provides businesses with
themeansofautomatically
controlling and securing
files sent through email
by embedding file-level
DRM protection, even
after they leave the
organization´s firewall.
WatchDox File Sync and
Share integration will be
available for Salesforce.
com and Microsoft Office
Online.
“WatchDox protects
Polycom has
removed the
complexity of connecting
multiple video systems
from different vendors –
the Polycom RealConnect
solution for Skype for
Business. “Polycom
RealConnect technology
has continued to push
the innovation curve,
and its latest iteration
allows for best-in-class
Skype for Business
collaboration with all
other video platforms.
Customers want simple
and intuitive technology
that works together with
To enhance the
c o l l a b o r a t i o n
across the enterprise,
Prysm Inc has introduced
new 85’’ and 98’’ LCD
display. The company
demonstrated the display
in conjunction with the
new Prysm Enterprise
solution and Skype for
Business integration.
With a stunning
screen resolution
and a user experience
that is immersive and
engaging, this larger
screen serves a need in
the market for larger,
fully integrated Visual
Fujitsu has
announced new
Server PRIMEQUEST
models which provide
the highest-ever levels
of performance and
stability from industry
standard servers, targeting
demanding enterprise
computing environments
thathaveallbuteliminated
unplanned downtime.
Michael Keegan,
SVP & Head of Product
Business EMEIA, Fujitsu,
comments, “We are
building servers that
customers can bet their
business on. The new-
Check Point
S o f t w a r e
Technologies Ltd has
announced two new
additions to the Check
Point700Seriesappliances,
both addressing the
unique security needs
of small businesses. The
new Check Point 770 and
790 appliances, together
with the 730 and 750,
provide advanced threat
preventionfeaturessuchas
firewall, VPN, antivirus,
anti-bot, application
control, URL filtering
and email security. In
addition, the appliances
the new borderless
enterprise by delivering
not only the most
secure EFSS File Sync
and Share solutions but
enhanced integration
with Salesforce.com
and the new BlackBerry
Email Protector. The risk
of data loss is significantly
minimized by encrypting
and enforcing DRM
protection at the file-level
when users are viewing,
editing and annotating
synced documents,” said
Billy Ho, Executive VP,
Enterprise Product and
VAS, BlackBerry.
everything else they
use in an economical
fashion. With Polycom
RealConnect technology,
Polycom is simplifying
the communications
experience by bringing
everything, and everyone,
together in one easy
step,” said Ashan Willy
Senior Vice-President,
Product Management
& Worldwide Systems
Engineering.
Workplace solutions
for a new generation of
multi-purpose conference
rooms. The integrated
digital canvas allows
users to share, annotate,
and edit office docs, web
apps, multimedia files,
and video from multiple
simultaneous sources
including laptops and
mobile devices.
generation of servers are
the highest performance
x86 servers ever produced
by Fujitsu – underlining
their position as the
bedrock on which
organizations can build
their digitally transformed
business. We are seeing
more and more customers
modernizing their UNIX-
based systems.”
deliver optimized
network performance of
up to 4 Gbps of firewall
throughput and up to
330 Mbps when threat
prevention functions are
activated.
Gabi Reish, VP of
Product Management,
Check Point, said, “The
770 and 790 extend the
capabilities of our 700
Series appliance family,
providing the advanced
protection necessary to
protect small business
customer networks from
threats and unnecessary
exposure.”
NetApp announces ONTAP 9
NetApp has
a n n o u n c e d
the launch of NetApp
ONTAP 9 operating
system, an enterprise
data management
software that
combines new
levels of simplicity
and flexibility with
powerful capabilities and
efficiencies.WithONTAP
9 software, enterprises
can quickly integrate the
best of traditional and
emerging technologies,
incorporating flash, the
cloudandsoftware-defined
architectures to build a
Data Fabric foundation
across on-premises and
cloud resources.
“NetApp’s release of
the industry’s first 15TB
flash drive, combined
with new storage
efficiency technology
features in ONTAP 9,
continues to drive that
cost down in a flash-
optimized, enterprise-
class storage platform that
is well suited for the type
of dense mixed workload
consolidation that
customers are increasingly
looking to their trusted
suppliers to deliver,” said
Eric Burgener, Research
DirectorforIDC’sStorage
Practice.

Koinca Minolta transforming
into a Service Provider
In a chat with VARINDIA, V. Balakrishnan, Executive General Manager of Konica Minolta Business Solutions
India, speaks about the company’s transformation from a hardware-centric company to a service provider, the
response they have received about their new Educo ERP Software and also about their strategy
Kindly brief us on Educo ERP
software?
Educo ERP is a Cloud-based service and
it can be operated with just a browser. This
has been developed after years of research
keeping in view our users’ requirements.
Typically if you consider education ERP,
the stakeholders are the management or
administratorsoftheschoolortheinstitution,
teachers, students and the parents. Now each
of them has a different requirement. It enables
them to reduce their workload. It has been
designed for a holistic approach to the entire
ecosystem, meeting the requirements of all
the stakeholders and, most importantly, it
is Cloud based. The data is secured on very
high secured servers. It is hosted by Amazon
service and is accessible from anywhere.
Educo ERP comes in an affordable price
for schools, colleges, universities, training
centres, online group, institutions, seminaries
and e-governance preschools.
It is a new beginning for us and our
objective is to spread it as far and wide as
possible. Our entire focus in the development
of the software was on user experience.
How do you find the Indian
market for Educo ERP software?
The Indian market is very positive as we
are receiving many enquiries from schools
and institutions. Our product has a variety
of modules which can cater to all kinds of
schools and educational institutions. So,
they have appreciated it and the price is also
very reasonable and affordable.
We are able to engage because the
commercial offerings that we have are
scalable. We have received more than 100
queries and people are already using the
software, a few of them are also converted.
So they tried, understood, agreed and now
they are on the deployment stage. The
customers are satisfied with our products,
but there are some requests to modify a few
parts. This is one of our advantages that we
are able to customize the solutions according
to their needs.
Why are you focussing on the
education sector only? What
strategy are you following?
The education market is very huge and
India has the largest working population. The
market itself is growing. We want to support
education because we believe that education
is one of the most important drivers which
boosts the economy of the country. This is
in line with the corporate policy of Konica
Minolta to support education.
We have some differential points like
price affordability, scalability. We also have
pan-India coverage. Most of the competitions
cover some areas of the country, but
Konica Minolta has the pan-India coverage
advantage.
What kind of channel strategy
are you following?
Many discussions are going on with
SIs, but we have our direct Salesforce. We
have employed dedicated salespersons and
marketing support persons for the products.
Also, as India is a huge country and we
are not able to cover it completely, we are
collaborating with partners of IT business
and SIs who are in the education sector. It is
primarily leveraging both our direct presence
and Partners associated with education
sector. We would have some accounts where
our people will be directly present but we
will also have people who will support our
partners to close their cases.
What kind of opportunities do
your partners have?
At the end of the day, it depends on the
number of licences they are able to sell. From
our perspective, it is a continuing relationship
and not just acquiring an account. We would
like our partners to be able to strengthen
their relationship with their accounts so that
the opportunities are not just about initial
acquisitions but also on the licence renewals.
It is about sustaining the relationship with all
the people in the value chain. So that value
chain is nurtured and more value is created.
Why you have shifted your
focus on software segment from
printing?What is the future of the
printing industry?
Konica Minolta is a manufacturing
company which produces hardware like
printers and MFPs. But we want to transform
ourselves from manufacturers to service
providerswhichdealwiththechallengesofthe
customers which include printing, document
management, information management, etc.
The time that manufacturer can satisfy its
customers with only hardware is over.
We want to be the supplier and partner of
the customers to support all kinds of office
work, including printing, data management,
document management, etc.
So how do we become more meaningful
to our customers is primary and not limiting
it to just with the one domain.
The printing industry in India is growing.
It is true that in countries like Japan, USA, the
print volume is saturated and not growing.
But India is one of the very few countries
where printing business is increasing and I
believe this trend will continue for the next
ten years.
What about the after sales
support?
We have a support portal. If the user
sends a mail to the portal, it automatically
generates a ticket and it goes to the agent
who will call back and provide support
to the customer. The support is a remote
service, we also provide a call support, Skype
support, TeamViewer support, chat support
and over and above if the user wants an onsite
support, we also provide it for a small fee.
What is the roadmap of the
company?
The existing version will get upgraded
later during this year and because it is
on servers, all existing customers will be
automatically upgraded. As and when our
new version is released it is an automatic
upgrade to everybody who is using the
software. As we will add more elements,
those will also be available to them. So, there
are some schedules later during the year. n
FACE TO FACE

ON THE RAMP
GIGABYTE
Launches
Designare
Motherboards
G I G A B Y T E
TECHNOLOGY has
announced its new X99-
Designare EX and Z170X-
Designare motherboards
based on the Intel X99 and
Z170chipsetswithsupport
for Intel’s 5th and current,
6th Gen. Core processor,
respectively. The
Designare motherboards
offer a blend of the latest
technologies that will
ensure creativity is never
placed on hold.
"We understand
that the 3D modellers,
engineers, and content
creators of this world
require the most advanced
technology they can get
their hands on to help
create a better world,”
commented Henry
Kao, Vice President of
GIGABYTEMotherboard
Business Unit. “With the
X99-Designare EX and
the Z170X-Designare,
we’ve put together a
combination of innovative
features which results in a
product that truly let the
creative minds bring their
projects to reality.”
Symantec makes web
security service available
Juniper Networks extends
its product portfolio
Riverbed enhances SteelCentral
QNAP LaunchesThunderbolt
2 NASTVS-x82T Series
Kingston launches its
UV400 SSD in India
Symantec has
announced the
availability of Encryption
Everywhere, a website
securitypackage
a v a i l a b l e
t h r o u g h
web hosting
p r o v i d e r s .
With the new
web security
service, hosting
providers can
offer a variety of flexible
options, including basic
website encryption
included as part of any
hosted service, and a
number of premium
Juniper Networks
has extended its
product portfolio with
two new EX Series access
switches. The switches are
expected to enable secure,
simplified management
for campus and branch
networks, regardless of
size and complexity. The
EX2300, an entry-level
switch, and EX3400, a
mid-range switch, offer
newoptionsforcompanies
to leverage Juniper
Networks Unite for a
cloud-enabled enterprise,
including Junos Fusion
Enterprise and Juniper
QNAP Systems
has announced
the release of its next-
generation, high-
performance Thunderbolt
2 NAS TVS-x82T series.
It is available in three
different models TVS-
1282T, TVS-882T and
TVS-682T.
“With upgraded
hardware and software
features, the TVS-x82T
series is a huge step above
the previous QNAP
Thunderbolt 2 NAS and
the three different models
provide greater choice for
a wider range of users,”
said David Tsao, Product
Kingston has
announced the
launch of its affordable
UV400 Solid-State Drive
in India. The “ultra-value”
UV400 SSD allows fast
boot times, application
loading and file transfers
for mainstream users at
a great price point. It is
powered by a four-channel
controller for incredible
speeds of up to 550MB/s
read and 500MB/s write,
and is 10x faster than a
7,200RPM hard-disk drive
(HDD). With an MRP
of Rs.5,999/- for 120GB
capacity and Rs.10,000/-
security packages with
increasinglystrongerlevels
of website validation,
protection, and trust seals.
“There are
almost a billion
websites today,
yet only about
3% of those sites
are encrypted,
which means
cybercriminals
have been able
tomakeagoodlivingoffof
the web’s lack of security,”
said Roxane Divol, Senior
Vice-President & General
Manager, Website
Security, Symantec.
Networks Virtual Chassis
technology to streamline
network provisioning
through a single point of
management.
The new switches
provide SMEs with an
easy-to-manage network
solution, liberating
overextended IT resources
to concentrate on high-
impact projects. The
new access switches also
give large enterprises
greater flexibility needed
to significantly scale
operations and implement
resource-intensive IT
projects.
Ri v e r b e d
T e c h n o l o g y
has announced new
enhancements to
SteelCentral that
bring major advances
to troubleshooting
capabilities and
improved monitoring
across the cloud while
simultaneously improving
ease-of-use and scalability.
These enhancements
continue to support
a common theme of
improved SteelCentral
platform integration
while enhancing several
critical capabilities.
"This release of
SteelCentral delivers
significant enhancements
in cloud-based
performance monitoring,
alongwithnewcapabilities
that will help accelerate
business execution and
boost productivity. As
more enterprises embrace
digital and cloud services,
SteelCentral provides the
high-definition visibility
that is critical to enabling
and assuring the success
of these transformational
initiatives. It truly is
the command centre for
application performance
for the digital enterprise,"
said Mike Sargent, SVP,
General Manager of
SteelCentral, Riverbed.
Manager, QNAP. “The
TVS-x82T provides tiered
storage, application-based
partitioning, and network
traffic distribution to
optimize the efficiency of
differentNASapplications
and provides businesses
with an ideal storage
solution for intensive
virtualization, video
surveillance storage, high-
resolution video editing,
and much more.”
for 240GB capacity,
the UV400 SSD will be
available in all the leading
Indian retail and e-tail
stores in India.
“We are proud to
bring UV400 to this
market allowing users
of all levels to replace
their current mechanical
hard drives with an SSD
and see the benefits of
higher performance,” said
Nathan Su, Flash Memory
Sales Director, APAC
Region, Kingston.
Panasonic Introduces MB500 Series
Panasonic has
announced the
launch of its multi-
functional printer (MFP)
MB500 series. The MB500
series is the latest product
in Panasonic’s burgeoning
portfolio of products
aimed at creating solutions
in the enterprise space.
Through MB500 series,
Panasonic aims to makes
its presence felt in the A3
Printing segment.
The MB500 line of
multi-functional printer
(MFP) comes with a whole
host of features which,
apart from including
printing size up to A3,
also comes with copy size
up to Legal and Scan, Fax,
RADF and Wi-Fi are all
seamlessly geared towards
Enterprise, SME’s,
Government, Corporate
and Rentals. Considering
the diverse range of
features, the MFP’s comes
at a relative affordable
cost with a starting price
at Rs. 46,000.
Radware
expands Cloud
Security Services
Portfolio
To safeguard
businesses from
evolving cyber threats,
Radware has expanded
its portfolio of Cloud
Security Services to ensure
optimal service level for
applications in virtual,
cloud and software-
defined data centers.
This new Cloud
Security Service offering
is an adaptive solution
that combines cloud
DDoS, volumetric, and
application firewall
attack protection into
a configuration that is
unique to the client’s
needs, whether that is an
always-on, on-demand, or
hybrid solution.

VOICE-N-DATA
iUNIR and Ozone
Wi-Fi join hands
iUNIR and Ozone
Networks have tied up to
provide improved service
to business houses and
educational institutes.
This alliance will help
iUNIR in accomplishing
their objective of
developing a greener and
a more connected society
through eco-ride share
and Ozone networks shall
add by providing free
Wi-Fi to all people and
communities connected.
At such a crucial
juncture, iUNIR has
come as a saviour with a
unique idea of community
pooling. iUNIR and
Ozone together are
committed boost safe
and eco-friendly travel,
besides reducing the
commute time. Ozone
shall provide free Wi-
Fi services to businesses
opting to work with
iUNIR which, in turn,
allows a free download
option on Ozone Wi-Fi
services.
QuadGen with
BSNL to bring 5G
Wi-Fi in India
Qu a d G e n
N e t w o r k s
Pvt. Ltd has raised an
undisclosed amount, as
part of its Series A round
of financing. IndusAge
Partners led this round
of financing. Trinity
Mobility also participated
in this financing.
C.S Rao, Chairman
and Co-Founder
of QuadGen said,
“Broadband Connectivity
is a critical ingredient
for the realization of
the Digital India Vision.
QuadGen is committed
to expanding its network
and enabling high speed
connectivity through its
carrier grade WiFi offering
to Government Offices,
Courts, Educational
institutions, Banks, Rural
and Public spaces and
thus pave the way for
next generation Digital
infrastructure."
IoT connected devices to grow
annually - Ericsson Mobility Report
Brocade completes acquisition
of RuckusWireless
Airtel initiates Open Network
to serve customers better
NETGEAR R6400 AC1750 Router
to enhanceWi-Fi Speed
RI Networks announces
Broadband Services under timbl
Telenor India completes Largest
Commercial Deployment
In the latest
published Ericsson
Mobility Report, the
company has revealed
that the latest consumer
trends and India-specific
data points. The report
has highlighted that the
Internet of Things (IoT)
is set to overtake mobile
phones as the largest
category of connected
device by 2018.
Between 2015 and
2021, the number of
IoT-connected devices is
expected to grow 23 per
cent annually, of which
cellular IoT is forecast to
Brocade has
completed the
acquisition of Ruckus
Wireless. This represents
an important step in
Brocade's strategic vision
to build a pure-play
networking company
that supports the rapidly-
evolving requirements of
the digital transformation
era.
"The combined
company will be able to
deliver superior focus
and speed of innovation
and best-in-class solutions
spanning the full spectrum
of networking. Our
BhartiAirtel(Airtel)
has announced
a new initiative – Open
Network – under Project
Leap, its national network
transformation initiative.
Airtel has opened
up its entire mobile
network information to
its customers through
an interactive online
interface. The new
interface will display
Airtel’s mobile network
coverage/signal strength
across India, in addition to
network site deployment
status.
Gopal Vittal, MD &
NETGEAR has
launched its
R6400 AC1750 Smart Wi-
Fi Router which offers
faster internet access. It
comes with a new design
that includes high power
amplifiers, external
antennas and Airtime
Fairness, combined
with implicit and
explicit Beamforming,
boosts router’s WiFi
performance at long range
by up to 80 percent over
its predecessors. It is also
packed with features such
as new remote network
management via the
RI Networks has
launched its broadband
services in Delhi/ NCR
market under brand name
timbl. RI Networks holds
a national category “A”
ISP licences for internet
services. The company
will initially focus on
providing broadband
services for Homes,
Small Offices and Small
Enterprise customers, and
also offers Internet Leased
Lines and Datacentre
Services for Enterprise
Customers. In the first
phase, the services are
being offered in the
Telenor has
completed the
largest commercial
deployment of Huawei’s
Blade Site wireless base-
station solution in India.
Between November 2015
and April 2016, more
than 10,000 new sites
were installed across
Telenor’s six circles with
the solution. This is the
fastest-ever deployment of
the blade site solution.
Telenor India has
selected Huawei Blade Site
Solution to be future ready
and meet the growing
demand for improved
have the highest growth
rate. Of the 28 billion
total devices that will be
connected by 2021, close-
to 16 billion will be IoT
devices.
Western Europe will
lead the way in adding
IoT connections – the
number of IoT devices in
this market is projected
to grow 400 per cent
by 2021. This will
principally be driven by
regulatory requirements
and a growing demand for
connected cars, including
the EU e-call directive to
be implemented in 2018.
combined world-class
portfolio now provides
customers with greater
flexibility in meeting
today's infrastructure
requirements, including
h i g h - p e r f o r m a n c e ,
flexible, secure access
networks. We are thrilled
to welcome the Ruckus
team to Brocade and
look forward to working
together to help our
customers transform their
networks into an open
platform for business
innovation," said Lloyd
Carney, CEO, Brocade.
CEO (India and South
Asia), Bharti Airtel,
said, “Open Network
is a paradigm shift in
the way we engage with
our customers. With
this initiative, we are
establishing complete
transparency with regards
to our mobile network
and opening ourselves
to customer scrutiny
and feedback. For us,
the network experience
is paramount and Airtel
customers can now take
charge of network issues
and be a part of the
solution."
NETGEAR genie app
and a SuperSpeed USB 3.0
port.
With AC1750 Wi-Fi,
Gigabit Ethernet speeds,
and three high-powered
external antennas, the
NETGEAR AC1750
(R6400) Smart Wi-Fi
Router offers enhanced
performance.
Delhi/ NCR market
and will gradually be
offere. The company is
looking at investing over
Rs.15 crore in network
deployment and brand
building during FY
2016-17. The broadband
services are affordably
priced from Rs.550/-
month onwards for a 10
Mbps connection.
timbl offers super
high-speed broadband,
at speeds starting with
10 Mbps, with best-in-
class services over Fibre
to the Neighbourhood
networks.
voice and data services.
Telenor currently has
52.4 million subscribers.
The new network can
support latest mobile
technology, including
4G / LTE services.
Tanveer Mohammad,
COO, Telenor (India)
Communications, said,
“Telenor is committed to
extendbenefitsofaffordable
mobilebroadbandnetwork
to enrich lives of our
customers."

Red Hat takes Partner
Business to New Heights
We all know that customers spearhead the success of any organisation. It is they and their user experience that are instrumental for the
success of any product. But apart from customers and products, the success of any organisation lies in the hands of its partners. Partners
indeed play a major role in the growth a company in the market. It is also true that support of the vendor to partners is equally important
to make a relationship meaningful, which will eventually result in the success of the products. So every thread is intertwined to achieve
success.
Red Hat understands very well that, to develop a technology, it is important to build a community around it. The company follows the
same approach while expanding the partner ecosystem by delivering this technology and its value to enterprise customers by building an
enabled and engaged partner ecosystem. For partners, the Red Hat Partner Programme shows new avenues of market opportunity. They get
access to the major community of open-source solutions.
Red Hat always understands the progressive needs of its partners, which helps in collaboration and success of both partners and the
company. Not just a partner-focussed vendor, for Red Hat, partners are very crucial as they are instrumental in capturing new markets and
providing coverage to the company. It considers its partners as growth drivers. The company has an ecosystem of 2,500 ISV partners and
about 5,000 applications.
The partners who are associated with the company have witnessed growth in their business with a wide array of products from Red Hat.
The company’s wide product portfolio includes platform, virtualization, cloud and middleware cover all the customer’s demands. Moreover,
it also opens the avenue to provide services to customers as well as partners, and as it is a subscription based business, the renewal of
subscrition is another opportunity to extend business. Apart from heavily incentivizing partners, the company also helps them by investing
in pre-sales. All these factors together go to prove Red Hat as the most admired vendor to partner with.
Association with Red Hat
“For us, the addition of Red Hat to our portfolio has been a great partnership. It is of
more than two years of association with Red Hat so far and our business has been growing
ever since we partnered with Red Hat. Today, we firmly believe in Red Hat, its offerings,
its technologies and our customers have always been talking to us about what else we can do
along with Red Hat. So, this has been an extremely positive relationship having a positive
impact, both for us and as well as for our customers,” said Keshav Prakash, Founder &
Owner, DEVTOOLS.
Benefits of partnering with Red Hat
“Our relationship with Red Hat started very early when the company came into India
and since then we have been working with Red Hat. We are working with the company
primarily in three areas – platform where there is server operating systems, virtualization
and middleware.”
Red Hat helps both in top and bottom line. If I go with Red Hat, they have full code of
services like platform, middleware, virtualization and cloud. On top of that, you can provide
your services like in the case of a finance client, where we are maintaining all the Red Hat
servers. If there is any development in the platform, since we are a Red Hat partner they
prefer to go along with development through us also. There is a very strong deal registration.
Once I register a deal with Red Hat, then the company works very closely with us. They do
not go with any other partner and they incentivize very heavily on deals which have a large
value propositions. Even Red Hat is ready to invest a lot on pre-sales.
Red Hat is a subscription- and services-based business, so it is a long-term business. So
once an organization takes a subscrition, then for 7-8 years they do not require anything and
normally services are on the house,” said Mukul Mahajan, Director & Co-Founder, Tetra
Information Services.
Revenue and Profitability
“When it is an open-source solution, your cost comes down drastically. For a partner, the
opportunity lies immensely on the services. You start riding on that immediately because
you know it absolutely fits the budget, it fits the need of the customer from a technology
and a solution perspective. Now there is a whole world open for you to offer your services.
That is where you add value. You always thought as an entrepreneur to build which adds
value to your customer environment,” said Abhishek Sharma, Vice-President – Strategic
Business, Silver Leaf.
VAR SPEAK

CHANNEL BUZZ
Axis communications announces
winners at Axis Partner Summit 2016
Sophos concludes Discover
Sophos 2016 in Bali
Huawei strengthens its Partner relations
at SEA Core Partner Convention
Gates to conduct 2nd ICT Reseller
Channel Summit in Bengaluru
Axis Communications
has announced the winners
of its annual Axis Channel
Partner Summit awards, held in
Singapore on May 17-18, 2016. 18
channel partners were felicitated
at the award ceremony across six
categories.
Axis has around 80,000
channel partners globally, and
channel partnerships have played
a key role for the company’s
success. Through various
programs and training courses the
company supports its partners
to ensure that end customers’
security installations are at the
Sophos has organized
DiscoverSophos2016Conference
in Bali from 17th to 20th May.
The event brought together key
partners from Asia-Pacific and
Japan (APJ), including 80 of
Sophos’ key partners from India.
The APJ Conference in Bali was
the final of Sophos’ three annual
partner conferences this year.
Sophos’ senior management
team including Chief Executive
Officer Kris Hagerman, Senior
Vice-President – Worldwide Sales
Mike Valentine, Chief Marketing
Officer Matt Fairbanks, Chief
Technology Officer Joe Levy and
Vice-President Global Channel
Sales Kendra Krause, delivered
keynote sessions on Sophos
strategy, its partner commitments
and the broader future of the IT
security industry, in front of over
500 people attending the Sophos
partner event.
“Sophos builds solutions to
address the challenges of small
andmid-marketenterpriseswhich
make a sizeable contribution
to the regional economy. Our
solutions are simple to deploy,
maintain and manage and provide
Huawei has organized its
fourth edition of the SEA “Core
Partner Convention 2016”. In
the convention, the company
demonstrated its focus of putting
Quality first while striving
towards continuous business
excellence and faster delivery,
showcasing the importance of its
growing number of partners to
do so. As part of the convention,
Huaweireiterateditscommitment
and focus towards partners
through its various initiatives and
programmes. Huawei Delivery &
Services business group covers a
huge workforce of key partners
with over 1,400 teams across
India.
Over300delegatescomprising
of partner’s management from
across key centres in India as well
cutting edge of what’s available
in the market. Axis channel
partners are like an extended
team and working closely with
them provides valuable insights
into the needs and opportunities
across individual markets as
well as in target end customer
segments.
The partner summit is
organised every year in order to
felicitate and acknowledge the
contribution and work done
by the channel partners. This
year the event was held in Hotel
Shangri La, Singapore and the
summit addressed partners across
the APAC region.
comprehensive protection to
such organizations. Sophos has
a channel first strategy and our
partners play a crucial role in the
success of our company. Sophos
Discover 2016 gave us a platform
to celebrate our success and plan
the way forward into FY 17,” said
Sunil Sharma, Vice-President –
Sales, India and SAARC, Sophos.
Acknowledging partner’s
significant contribution to
business in India, Sophos has
awarded Technoware Systems
the Top Performer of the Year
award and Spark Technologies
the Sub-Distributor of the Year
award for demonstrating strong
commitment and dedication
towards selling Sophos.
asSriLankaattendedtheSummit’s
keynotes to understand Huawei’s
stance on Transparency, Quality,
and new initiatives. Huawei also
felicitated its partners with gold
and silver awards under “Delivery
Excellence”, “Best Compliance on
EHS & Quality” and “Emerging
Partners” categories. As a unique
initiative, Huawei also recognized
individual on-field heroes.
Jay Chen, CEO, Huawei
India, said, “Our aim is to create
a simple, clear engagement and
support structure, through a
multi-partner management
organization. The SEA core
partner convention enables us
to offer a more collaborative and
stable partnership which will be
mutually beneficial for Huawei
and our esteemed partners.”
GATES APAC has
announced the second edition of
the India ICT Reseller Channel
Summit 2016 to be held between
4th - 6th of October this year
in Bangalore. Following its
successful launch edition early
in Feb 2016, the summit will
provide a robust platform for the
ICT ecosystem and present an
excellent opportunity to expand
business in a continuously
disrupted industry.
The Summit shall aim to set
the stage for many vendors and
channel partners from all over
India to complete the present
financial year business and also to
plan for the upcoming business
fiscal year. Totally aimed at
business expansion through
a combination of knowledge
sharing, networking, and fruitful
business discussions, the Summit
will emerge as one of the crucial
events for the ICT & Mobility
diaspora in India.
Ashish Kapahi, CEO at
GATES APAC said, “The first
edition of the ICT Summit was
a tremendous success and truly
appreciated by the industry.
It gave us the strength to hold
another summit in this year itself.
The summit’s uniqueness in its
format was well received by the
vendors as well as the channel
community. Continuing our
commitment to the industry, the
Bengaluru Summit will accelerate
the business activity during the
vital quarter Q4 for the ICT
ecosystem.”
The first edition of the event
was attended by over 250 top
executives from 60 plus cities in
India representing 178 companies;
The Summit attracted players
beyond just ICT industry.
More than 800 pre-scheduled
one-on-one meetings facilitated
many new business agreements
resulting in vendors being able to
tap into untapped potential in the
country.

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PRODUCT OF THE MONTH

MARKET WATCH
Enabling the e-commerce ecosystem
with sales enablement methodologies
hubs.It is about creating touch-points and
marketing activations are effective in that
sense.
Customer registration: The next
area where sale enablement can play an
important role is in helping drive customer
registrations. This is the first step towards
building a large prospective customer base.
Leveraging sales enablement can help in
reaching out and understanding the customer
and attracting them to the platform. It gives
favorable environment to the e-commerce
retailers to tweak their database basis
the client/ customer’s perspective and
preferences. It makes the experience for the
customer smoother which in turn serves as
an attractive proposition. The common sales
enablement methodologies involved here are
those of telesales, BTL activities and digital
marketing.
• Telesales-Telesales providesa
quicker response, higher ROIs and greater
geographical reach. This is especially effective
in a B2B e-commerce scenario.
• Marketing activation- Customer
registrations for e-commerce portals can be
effectively driven by marketing activations.
With effective customer engagement, it has
the potential to provide quicker returns.
This works in both B2B and B2C focused
e-commerce platforms.
• Digital marketing- With pointed
campaigns, customer registrations for
e-commerce platforms can be increased.
This is most effective in a B2C e-commerce
platform.
Customer adoption: Once the
customer registration happens, the bigger
challenge is to drive adoption and loyalty for
thee-commerceplatform.Oneofthetoughest
Enough has been spoken about the
e-commerce boom in India. Albeit the recent
roadblocks, the Indian e-commerce sector is
expected to cross the 100 million mark by
the end of 2016.As per eMarketer, a market
research firm, globally the ecommerce sales
will reach a $3.5 trillion within the next five
years. It is the technology platform which
will provide 12.4% of global retail sales by
2019. Indian economy which is one of the
fastest growing economies in the world
indeed has a major share to contribute in
the mentioned statistics. Thus it becomes
inevitable for the e-commerce platforms to
widen their market, increase the trade flow
and enable their sales.
Sales enablement, through a combination
of sales methodologies and processes, then
plays a vital role in enabling e-commerce
companies by helping get trade closer to
them and widening the marketplace. The
issues faced by the Indian ecommerce giants
can be sorted out ably if only the right
sales enablement solutions are applied.
These enablement methodologies range
frompartner/ merchant acquisition to
customer relationship management; from
skilling the ecosystem to customer adoption.
Let us understand these sales enablement
methodologies individually in context of the
e-commerce sector.
Partner/ merchant acquisition: To
accelerate consumer activity e-commerce
companies are always on the lookout for
on-boarding merchants/retailers on their
platform. The important measure here is
coverage and volume of merchants/retailers
on-boarded within a specific time period.
In a diverse geography like India this is not
an easy job. It requires consistent reach
and evangelizing effort. Some relevant sales
enablement methodologies to drive this are:
• Feet-On-Street - This essentially
entails driving touch points and experience.A
strong sales force on feet who are the deal
pioneers in a sense will drive the sales vision.
Unless you have got deal pioneers, your
e-commerce venture will be miss opening
doors.
• Telesales - This is specifically for the
products which are largely virtual experience
or technology- driven.The approach of the
telesales agent is the most crucial and yet most
reliable part of your e-commerce ecosystem.
• Digital marketing–As they say,
there's no point talking #shawarma to a
#vegan. It is about exploiting what's in
demand and understand partner interests
and behaviour. Digital marketing campaigns
can drive partner acquisition strategies in the
most effective and targeted manner.
• Marketing activations – This broadly
involves driving engagement in partner
challenges faced by the sales and marketing
team is to get higher traffic on their portals.
It all boils down to generating awareness and
powerful information dissemination driven
byengaging sales enablement methods such
as:
• FOS–Driving adoption is about
regular engagement and customer nurturing.
Showcasing the value and the relevance of
the products/ services in the platform can be
done effective by the feet-on-street soldiers.
• Telesales- Talking about engagement,
tele based methods are also effective sales
enablement implementation methodology
to create that one-on-one connect with the
customer across geographies.
Skilling the ecosystem/ partner readiness:
In this new ecosystem, partners need to be
aligned with the new ways of doing things.
This is about improving the ecosystem
preparedness for selling in the e-commerce
ecosystem. Readiness programs including
communication engine, readiness engine and
engagement engine is of prime importance
here. Sales enablement aids this by providing
sales training. As a powerful means of
developing the sales force and sales managers,
it builds critical skills and knowledge
for long-term success. The objective of
training is to impart a simple message,
ensure its consistency, and track the impact.
Training can be deployed through various
methodologies - classroom training, remote
training, on-the-job training, e-learning, etc.
– and each method equips the sales force to
perform better.
• E-learning platforms- Truly a sales
initiator, e-learning platform provides a cost
effective solution for the partners.
• Face-to-face training methods like
on-the-job training- Though the advantages
of digital and e-platforms cannot be denied,
we need to remember that interaction (face-
to-face in particular) is crucial. This involves
on-the-job training for sales. This works
best when the ecosystem is in clusters and
physical coverage is not difficult.
• Remote training-Tele-led training,
webinars, pod casts, simulations, audio- video
broadcasts, online testing and feedbacks etc.
are various methods of remote training
which keep the representative abreast with
latest innovation and developments which
come in handy for enabling the e-commerce
ecosystem.
In view of the above, enabling the
e-commerce ecosystem via sales enablement
then is a simple and direct approach and yet
complex in terms of their implementation if
the understanding is not correct. E-commerce
companies can take their success story to the
next level by applying right sales enablement
methodologies. n
Snehashish Bhattacharjee
Global CEO & Co-
Founder - Denave

A day full of Technical keynote sessions,
corporate presentations, discourses on
issues impacting the technology landscape,
business networking have what turned
14th VARINDIA IT Forum 2016 into a
grand success. It served as a platform for
the convergence of the who’s who of the
ICT industry, Corporates, IT consultants
and various government agencies and PSUs.
The Annual Forum this year was divided
into three sessions – CSR & Sustainability
Summit which formed the morning session
and the Information Technology Forum
which consisted of both the afternoon and
the evening sessions. The evening session
also saw the unveiling of the 5th edition of
the Brand Book.
The day-long event kick-started with the
morningsessiontitled“CSR&Sustainability
Summit” that had the active participation
from corporates, social foundations,
NGOs and different government bodies.
The Summit reinforced the fact that CSR
has, indeed, come a long way in India and
that Information Technology is a primary
catalyst that is driving this unprecedented
growth.
Mr. Kiran Karnik, Former President,
NASSCOM, was a Special Guest joining the
session along with Mr. Shrikant Sinha, CEO,
NASSCOM Foundation who wooed the
Mr. Shrikant Sinha, CEO - NASSCOM
Foundation
“What is important to understand today
is that even after 69 years of independence,
the scenario has not changed much; we still
have 1 NGO for 535 people. I think it is time
to look for things differently, look at how
corporates can play a role in CSR by bringing
their policies and processes and ensure that
the beneficiaries who are there on the ground
actually benefit out of it. And that is the crux
of Section 135 that has helped us not only
to get things in perspective, but now we are
looking at philanthropy by getting meaningful
activities done. Today there is a challenge and
to address it people need to get associated
with technology. This is where NASSCOM
Foundation does it part by working with the
Government of India in the National Digital
Literacy Mission.”
Mr. Kiran Karnik, Former President,
NASSCOM
“When the CSR law first came into force,
many of my friends in the industry regarded
it as being useless. They are of the opinion
that CSR is something that comes out of
profit and should be left to us whether we
want to do anything for the society or not.
The govt. should not be putting any mandates
on this. But members from the community
service organizations feel that companies
make lots of profit and don’t do anything
for the community. Many saw it as a good
opportunity for flowing money into NGOs
and the CSO sector, which was always starved
of funds. But there are still issues that need to
be sorted out in terms of putting the law into
place.”
14th VARINDIA IT Forum 2016 :
Helping Build the Digital India Vision
[From L-R : Mr. Ravi S. Pani, Vice President-SPO INDIA, Ms. S. Mohini Ratna, Editor, VARINDIA, Mr. Deepak
Kumar Sahu, Publisher & Chief Editor, Kalinga Digital Media & VARINDIA, Mr. R. K Bhatnagar, Director General –
TEPC, Mr. Rudra Murthy K.G, CISO, Digital India programme, Ministry of Home – GOI, Mr. Vipin Tyagi, ED, C-Dot,
Mr. Vishwanath Kulkarni, Director of Sales, Physical Access Control, India and SAARC, HID Global, Mr Shankar
Aggarwal, Secretary, Labour and Employment, Government of India, Mr. Arvind Saxena, Group Marketing
Head – Sify Technologies Limited, Mr. Sanjeev Sehgal, M.D. - Samridhi Automations and Mr. Gaurav Agarwal,
Operations Director, Public Sector – Cisco Systems]

From L-R: Ms. Meenu Bhambhani, VP and Head CSR, Mphasis, Mr. Mahantesh G K, Founder, Samarthanam
Trust, Mr. Chharudutta Panigrahi, President, FIDR and Mr. Anup K Srivastava, CEO, Skills Council for Persons with
Disabilities]
Mr Deepak Kumar Sahu, Publisher &
Chief Editor, VARINDIA, while giving is
inaugural address
Session - 1 “Employability-driven Skills for Persons with Disabilities”
The first discussion was modelled around “Employability-driven Skills for Persons with Disabilities” that was moderated by Mr.
Chharudutta Panigrahi, President, FIDR, and the panel was joined in by Ms. Meenu Bhambhani, VP & Head – CSR, Mphasis; Mr. Mahantesh
G K, Founder, Samarthanam Trust and Mr. Anup K. Srivastava, CEO, Skills Council for Persons with Disabilities.
India has more than 1 crore people with disabilities who are either non-working or are marginal workers. There is a huge demand for them
to be mainstream. The discussion was an attempt to address the different initiatives taken by the govt. and how companies have started inducting
people with disabilities in their workforce. Mr. Chharudutta Panigrahi, President, FIDR started off the discussion saying that after the coming
of CSR to the fold of national development, there have been three arms – the govt., civil society and now the strong focus of CSR. He also
emphasized that when talking about CSR as an added advantage, it also clears the picture of the preparedness of the companies and the industry
in general to work with people with disabilities.
Ms. Meenu Bhambhani, VP & Head – CSR, Mphasis discussed at length the investments her company made into different disability related
programs and how it took a very different emphasis as a key strategic focus of CSR. The broad focus being technology driven community
development, inclusion and livelihood – which are also the 3 sectors within which the company has included disability. The key take-away from
her speech was why disability was relegated to diversity.
Mr Mahantesh G K, Founder, Samarthanam Trust introduced his organization to be close to 20 years old. Initially it started promoting
cricket and higher education for visually impaired, but later as a founder he has realized that unless self employment is promoted, every
rehabilitation programs, schemes will go in vain.
Mr. Anup K. Srivastava, CEO, Skills Council for Persons with Disabilities on the other hand said that there are disabilities in both physical
and mental form and the percentage varies. He stressed on the fact that we all are born with some disabilities; while it is true that it is visible in
some and not visible in the rest. It has to be kept in mind while going forward that we all are same.
audience with his remarkable presentation
on what NASSCOM Foundation has been
doing to promote a sustainable society in
the country.
Other dignitaries who graced the
occasion were Mr. Chharudutta Panigrahi,
President, FIDR; Ms. Meenu Bhambhani,
VP & Head – CSR, Mphasis; Mr.
Mahantesh G K, Founder, Samarthanam
Trust; Mr. Anup K. Srivastava, CEO, Skills
Council for Persons with Disabilities;
Mr. Santosh Abraham, AVP, NASSCOM
Foundation; Ms. Manju Dhasmana, CSR
Head, Microsoft; Mr. Anurag Pratap, CSR
Head, Capgemini; Mr. Deepak Maheshwari,
Director, Government Affairs, India and
ASEAN, Symantec; Ms. Meenakshi Batra,
CEO, Charities Aid Foundation and Mr.
Ravi S. Pani, Vice-President, SPO India.
Deepak Kumar Sahu, Publisher and
President, SPO India, in his welcome
speech talked about how the total CSR
spend has increased by 27% in 2015, and
India has now the highest CSR reporting
rate worldwide. “It is a good thing that
the disclosure of CSR activities has been
made compulsory. A report says that the
performance of Indian origin companies
is far ahead compared to foreign-based
companies operating in India. According to
the Indian Institute of Corporate Affairs, a
minimum of 6,000 Indian companies will
be required to undertake CSR projects in
order to comply with the provisions of the
Companies Act, 2013, with many of the
companies undertaking these initiatives for
the first time.”
EVENT

Session - 2“CSR Models – Managing for Impact”
The second discussion “CSR Models – Managing for Impact” was chaired by Mr. Santosh Abraham, AVP, NASSCOM Foundation, and
the speakers who were called in to take the discussion forward were Ms. Manju Dhasmana, CSR Head, Microsoft; Mr. Anurag Pratap, CSR
Head, Capgemini and Ms. Meenakshi Batra, CEO, Charities Aid Foundation.
Mr. Santosh Abraham, AVP, NASSCOM Foundation opened the discussion by citing the statistics that more than 8000+ crores are coming
into the CSR domain, with almost 70% of the companies are already spending 2% of their profits in CSR.
Ms. Manju Dhasmana, CSR Head, Microsoft pointed out that the most common challenge that is faced at Microsoft is how to look at
sustainable impact at scale. At Microsoft there are 2 principles followed when it comes to CSR – technology can empower every person and
organization to do more, and secondly keeping a track and complementing of what is the government doing and the country heading to in this
direction. Mr. Anurag Pratap, CSR Head, Capgemini said that they as a company are working on 3 areas where they put in their resources
called as 3 Es – Education, Employability and Environment. Capgemini is looking at NGOs that have the potential of up scaling the work that
they are doing and also look for models that have the potential of being replicated. Thirdly it also looks at NGOs that are created by people who
come from the same school of thought. Ms. Meenakshi Batra, CEO, Charities Aid Foundation stressed on her organization’s two-fold focus – to
promote the culture of giving, which could be money, skills, technology and secondly increasing the flow of resources that can be in multiple
terms towards the NGO sector, and with this focus it works with a number of people who want to engage with it in the social development
sector. Charities Aid Foundation has been working with 300 corporates by giving them advisory support in terms of what and how to do, who
to partner with.
[FromL-R:Ms.MeenakshiBatra,CEO,CharitiesAidFoundation,Mr.SantoshAbraham,AVP,NASSCOMFoundation,
Mr. Anurag Pratap, CSR Head, Capgemini and Ms. Manju Dhasmana, CSR Head, Microsoft]
The Afternoon Session - “Digital India
Empowering Nation by connecting all
Dots.. ” was a power packed session of
technical presentations, discussions and saw
the involvement of the some of the most
sought after technocrats from the world of
ICT. Mr. Savitur Prasad, Principal Financial
Advisor, Indian Army, was a Special Guest
who attended the session along with the
presence of other high-profile guests from the
ICT industry that included Mr. Sanjay Jaju,
IAS, Director (Admn & Finance), National
Highways & Infrastructure Development
Corporation Ltd; Mr. Anurag Kuthiala,
Sr Director, Pre-Sales – India, SAARC
& Europe, Sanovi; Mr. Vitaly Kamluk,
Director, Global Research & Analysis
Team, APAC, Kaspersky Lab; Mr. Shrikant
Sinha, CEO, NASSCOM Foundation;
Mr B. M. Baveja, Sr Director, DeitY; Mr.
Rajan S. Mathews, DG, COAI; Mr. R K
Bahuguna, CMD- RAILTEL Corporation
Of India Ltd.; Mr. Sanjay Mann, Exec. Sr.
Vice President- Reliance ADA; Mr. R. K.
Bhatnagar, Director General, TEPC; Mr.
“Talking about Digital India, it is a
confluence of factors that determine how you
create a digital ecosystem for the nation. I have
propoundedaframeworkwhichleadsustohave
an easy understanding of what it takes to create
a digital ecosystem. I call it the 6 I framework
– Infrastructure, Instruments, Instrumentality
(e-governance applications can be seen as
major driver), Involvement, Institutions and
Investments. Internet penetration is deepening
in the country and more and more people are
getting access to it. For an economy which is
in a developing stage, affordability and value for
money is going to play a big role in driving the
telcos and competitiveness.”
Pankaj Khurana, Partner, Government &
Public Sector, PWC; Mr. Shekhar Agrawal,
Sr. Vice President- Vodafone India Limited;
Mr. Rajat Chand, M.D.- CSDC India; Mr.
Tarun Pathak, Sr. Analyst, Counterpoint
Research; Mr. Altaf Halde, Managing
Director, Kaspersky Labs – SA; Mr. Eric
Loit, Chief Systems Architect, RAN
International; Mr. Vishwanath Kulkarni,
Director – South Asia, HID Global; Mr.
Amitabh Nag, Country Manager – Public
Sector, HP Inc.; Mr. Rudra Murthy K.G,
CISO, Digital India programme, Ministry
of Home – GOI; Mr. Rajeev Mishra, Sr.
communication expert-India and Mr. Sanjeev
Sehgal, M.D.- Samridhi Automations.

Session - 3“DigitalIndia–SmartITandCommunications”
The first session of the afternoon slot was moderated by Mr. Shrikant Sinha, CEO, NASSCOM Foundation. Discussing about Digital
Literacy in the country, Mr Rajat Chand, MD, CSDC India shared that he considers it to be the Spinal Cord of the body. With the world
getting diversified, Digital Literacy is something that is becoming very instrumental for getting things done really fast. The only way to meet
the challenge is by joining the dots and get it going. Adding the seventh ‘I’ Incentivization to what Mr Sanjay Jaju has earlier mentioned, Mr.
Rajeev Gupta, Chief Technologist- Airone said that CIOs indeed need to be the bridge between the Corporate and the Government because
they know the practical aspect of IT. But there should be a different way of incentivization planned by the Government, which will ensure to
speed up things and make it smoother. Pointing out at the National Telecom Policy, Mr R. K. Bhatnagar, Director General, TEPC said that it
can be considered as the Bible of the Telecom sector and while getting formulated in 2012 the policy had set a target till year 2020 of which we
are already in the halfway stage. Very ambitious broadband targets have been assigned and if the same are achieved there is a huge change for
GDP to rise to 5%. Discussing the impediments to digitization, Mr Amitabh Nag, Country Manager – Public Sector, HP Inc said that no one
was taught how to use a mobile phone and there have been innovative cases of missed call that India innovated. One of the best way to improve
digital literacy is to make technology available.
Session - 4“TechnologyisthebackboneofICT:TelcostoshapeICT”
Mr Rajan S. Mathews, DG, COAI, took the floor as the moderator and called in speakers to join the discussion. Through this discussion,
the audience got an idea of where does the key opportunities lie in the telecom sector, how can Digital Divide be bridged and how users can get
access to the Internet anytime, anywhere and everywhere. Speaking on the Ambani Brothers joining hands, Mr. Sanjay Mann, Exec. Sr. Vice
President- Reliance ADA confirmed that both RCom and RIL are indeed sharing networks and towers but the biggest impact going to happen
when they combined together are able to cover 90% of the landmass of the country. Mr. Shekhar Agrawal, Sr. Vice President- Vodafone India
Limited addressed the issue of availability which is a big challenge for a country like India; but nonetheless Vodafone has been partnering itself
with the Government in its various initiatives of delivering citizen-based services. Giving his views on the call drop problem in India, Mr. R. K
Bhatnagar, Director General – TEPC pointed out that call drop is not confined to India alone but happening in other countries as well because of
connectivity issues, though here the frequency is on a higher side. There are solutions to it and the same are being applied to resolve this issue.
(From L-R) : Mr. Rajeev Gupta, Chief Technologist- Airone, Mr R. K. Bhatnagar, Director General, TEPC, Mr Amitabh
Nag, Country Manager – Public Sector, HP Inc., Mr. Rajat Chand, MD, CSDC India and Mr. Shrikant Sinha, CEO,
NASSCOM Foundation
(From L-R ) Mr R. K. Bhatnagar, Director General, TEPC, Mr. Shekhar Agrawal, Sr. Vice President- Vodafone India
Limited, HP Inc., Mr. Sanjay Mann, Exec. Sr. Vice President- Reliance ADA and Mr Rajan S. Mathews, DG, COAI
EVENT

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