The document discusses HCL Infosystems' enterprise distribution business. It states that HCL has positioned itself as the largest technology distribution company in India with an effective pan-India presence and a wide array of multi-brand IT products. It also provides after-sales support. HCL's enterprise distribution business saw a 72% year-on-year revenue growth. HCL partners with leading global IT brands and aims to strengthen their enterprise presence through its network of over 3,500 channel partners across India.

1. 1www.varindia.com October 2016
VOLUME XVIII ISSUE 02 October 2016 PRICE Rs. 50
Oracle unveils Its Next-Generation Cloud Strategy Polycom completes acquisition of Siris Capital
6
4th (Friday) November 2016
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3. 3www.varindia.com October 2016
Indian govt. IT spending
to reach $7.2 bn
The government in India is on
pace to spend $7.2 billion on IT
products and services in 2016, an increase
of 2.4 percent over 2015, according to
Gartner.
This forecast includes spending on
internal services, software, IT services,
data center, devices and telecom services.
G o v e r n m e n t
comprises state and
local governments
and national
government.
IT services
(which includes
consulting,software
support, business process outsourcing,
IT outsourcing, implementation, and
hardware support) is expected to grow
9.3 percent in 2016 to reach $1.8 billion
– with the business process outsourcing
sub-segment growing 21 percent.
Qualcomm files patent
infringement complaint
against Meizu
Qualcomm has filed a patent
infringement complaint against
Meizu in the United States, Germany
and France. These actions include filing
a complaint with the United States
International Trade Commission (ITC),
filing a patent infringement action in
Germany with the Mannheim Regional
Court and initiating an infringement-
seizureactioninFrancetoobtainevidence
for a possible future infringement action
there.
Previously, in June 2016, it filed
multiple actions against Meizu in China
related to licensing terms and patent
infringement.
Fujitsu redefines its storage portfolio Lenovo launches its latest range of Consumer Laptops
SUBSCRIPTION COPY NOT FOR SALEVOLUME XVIII ISSUE 02 October 2016 PRICE Rs. 50
44pg
4th (Friday) November 2016
Hotel Taj Palace, New Delhi

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5. 5www.varindia.com October 2016

6. 6 October 2016 www.varindia.com
Internet ofThings (IoT) devices
...Giving attackers a large number of entry points
HELLO INDIA
India is the most attractive market for all technology companies in the world. Companies like Facebook,
Google, Uber and Amazon are vying with each other to double their footprint in India. The biggest
attraction is the 1.4 billion population of India. Localization is said to be easier and cheaper in India and,
secondly, corporate money can buy more market share.
There is no doubt that technology plays a pivotal role in the present-day business. The enterprise
market is moving towards cloud computing, increasingly enabling users to access software and store files
on the web. The enterprise market is the biggest space where every corporate wants to have its footprint,
with a simple target as to how their applications could be used by businesses to automate the workflow.
Going forward, executives with their strong business and logical acumen have a bigger role to play in the
coming days and for that purpose many corporates resort to headhunting for acquiring the best talent and
market share.
However, the darker side of technology is its design vulnerabilities from the security perspective in all
the IoT-enabled devices that invade the market from time to time. Just think if you hand over control of
the connected devices in your home to someone you don’t trust and then imagine the worst they could do
with that and consider whether you are okay with someone having that level of control. Regardless of how
safe individual devices are or claim to be, new vulnerabilities emerge when hardware like electronic locks,
thermostats, ovens, sprinklers, lights and motion sensors are networked and set up to be controlled remotely. These are the conveniences these
systems offer and consumers are just interested in them. Botnet (also known as a zombie army) is an interconnected network of computers
infected with malware without the user’s knowledge and controlled by cybercriminals. They are typically used to
send spam emails, transmit viruses and engage in other acts of cybercrime and are the biggest online threats today.
The Government of India and the regulators have been very supportive of Digital India, Start-up India and
Paperless Technology. With these, various government processes will be streamlined and integrated with data
repositories. The government’s recent announcement to spend $7.2 billion on IT products and services in 2016, an
increase of 2.4 per cent over 2015, includes spending on internal services, software, IT services, data centers, devices
and telecom services. The good news is that spending on software will total $885 million in 2016, a 4.5-per cent
increase compared to 2015.
India – the world’s fastest-growing start-up ecosystem – has really taken off and come on its own – driven by
factors such as massive funding, consolidation activities, evolving technology and a burgeoning domestic market.
Finally, India has created a global brand to attract investments in every format that is Make in India.

7. 7www.varindia.com October 2016
THE FUTURE YOU
PLANNED FOR
JUST BECAME
THE PAST.
GROWTH IS LIVE.
Work, grow, and evolve
as one. SAP S/4HANA®
helps midsize companies
automate and integrate
business processes – live
and in the moment. So
all your functions and
departments can grow
together. Without
falling behind.
sap.com/India/live

8. 8 October 2016 www.varindia.com
Website: www.varindia.com
CONTENTS
Publisher: Deepak Kumar Sahu
Editor: S Mohini Ratna
Executive Editor: Dr. Vijay Anand
Consulting Editor: Pravin Prashant
Assistant Editor: Samrita Baruah
Copy Editor: C. M. Dutta
Sr. Correspondent: Aparna Mullick
Art Director: Rakesh Kumar
Network Administrator: Ashok Kumar Singh
Manager-IT: Subhash Mohanta
Manager-SEO: Bidyadhar Behera
BUSINESS:
Commercial Manager: Amit Kumar Jha
Sr. Marketing Manager: Ashok Ranjan Dash
Circulation Executive: Manish Kumar
Marketing Manager: Dipendra Kumar
CORPORATE OFFICE:
VAR House, A-84A/3 Rose Apartment, Paryavaran
complex, Ignou Road, New Delhi - 110030
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Sr. Correspondent: Mamta S.
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E-mail: anil@varindia.com, mamta@varindia.com
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Correspondent: Kiran Kumar
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Mobile: 08100298033, E-mail: sunil@varindia.com
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M/s. Kalinga Digital Media Pvt. Ltd. and Printed at Pushpak
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Industrial Area, Phase-I, New Delhi-110020 and Published at
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44pg
FACE TO FACE
28| STMicroelectronics Driving the
MEMS industry to Growth IoT to
become a Reality in India very
soon
29| A combination of Channel &
Direct Sales works for Seclore
32| ‘GST is a Technology led Law with
software as its interface’
40| Red Hat - The name to Reckon
with in Open Source
41| Personalized Printing will drive
the Digital Printing market
42| Compuage aims to achieve Rs.7,
000- Crore revenue and expand
reach
EVENTS
34| GST, IOT was the Key discussion
point at the 7th SIITF
50| Taiwan Govt. invites potential
Indian companies to participate
at COMPUTEX 2017
INDUSTRY EVENT
38| COM-IT Expo 2016 takes
Technology showcasing to new
Heights
OPEN YOUR EYES
39| Cisco looks up to India with
renewed Business interests
COVER STORY
44| Get Lucky this Festive Season!
REGULARS
Round About 14
Hot Bytes 16, 18
On the Ramp 20, 22
Voice N Data 24
Channel Buzz 26
Movers & Shakers 49
VAR SECURITY
52| Vivotek intends to transform
Indian security ecosystem
VAR ANALYSIS
53| Why spectrum auction was a
failure?
VAR MOBILITY
54| How Reliance Jio achieved 16 mn
4G subscribers in 26 days?

9. 9www.varindia.com October 2016

10. 10 October 2016 www.varindia.com
The Transformation story
starts to unfold for IBM
Mukul Mathur, Vice-President, Global Business Partners and CSI - IBM India/South Asia
discusses how embarking into cognitive computing has proved fruitful for IBM and the
transformation phase it is going through with its partners is going to leapfrog it to new highs -
Cognitive computing is the ability to unlock the potential in all
data - internal, external, structured, unstructured, voice, and visual
- and make it work together. Fundamentally IBM embarked into
cognitive computing and analytics as a new business area and it
continues to make good progress both in terms of its offerings and
partner engagement. These solutions are delivered on cloud, which is
directed at building more capabilities and solutions across its business
partner portfolio.
Today everything that IBM does is related to cognitive, and
everything that it delivers is through the cloud based delivery model.
“We have the cognitive solutions extending all the way into Watson
and it talks about how businesses can use cognitive capabilities to take
smarter decisions. We also have analytics platform which is all about
doing complete data management by looking at your structured
and unstructured data and driving sense out of it even before going
cognitive. We have an entire set of solution which is around building
cloud capability or services, using cloud in an enterprise which
focuses on transforming current app to a cloud based delivery model,
managing cloud based infrastructure system and so on,” explains
Mukul Mathur, Vice-President, Global Business Partners and CSI -
IBM India/South Asia.
Surrounding all these solutions, IBM also have a strong portfolio
of security. Cyber security is one big area for IBM and it has built
several assets or applications in it. It is working with a lot of partners
and companies and is helping its clients move to the cloud with
confidence. Solutions from IBM Security helps to manage and protect
against risks associated with all models of cloud computing.
A Channel-led Transformation
There has been a significant change in the channel landscape of
IBM from being pure resellers of products to business partners and
are now taking different solution components and combining them
together with services and expertise to provide end-to-end solution.
The fact that they are now looking at delivering outcome based
solutions rather than just technology is the second dimension to it.
“The whole element is to bring in industry expertise and knowledge
because clients are trying to understand of how these disruptive
technologies work and leverage the knowledge that our business
partners impart to them to get ahead of their competition. And this
becomes bigger and faster as we go forward. We have been doing a lot
of things and expect to do lot more. This is indeed an exciting place
to be,” says Mukul.
IBM’s core set of partners who have been working for IBM have
joined in the transformation journey that it has embarked upon. Over
the past 2 years, IBM has gone through the discussion practically across
its eco-system. “Good partnership is not about partnering in yesterday’s
business; many of our partners have understood that the market keeps
on changing and that we are trying to make a transformation. They
have agreed to be a part of this transformation and accordingly move
their clients along with them. Some of them have however opted out
of the transformation because they did not feel they have the capability
and the focus to join in it,” explains Mukul.
Since these are areas that require lot of domain knowledge and
solution expertise, there have also been new players who have joined
in with those expertise and which in most cases complement the
existing partner base of IBM by working together. “In a world of
infrastructure environment, there can be thousands of players who
can come and work with you online. With the cloud evolving and
with the ease of partnering in different areas, the number of partners
we are working with today would go into thousands,” states Mukul.
Talking about Smart city, Mukul clarifies that IBM has been one
of the many companies to have looked into the smarter planet as an
area and it has built lot of assets and applications using structured and
unstructured data along with our partners across the world. “I believe
there is a huge opportunity and we are ready to work with partners
in areas that they have worked in and make a difference in building
a smarter city. We already have several engagements going on with
many state governments. India has the advantage that it can leapfrog
in the technology wave and bring more transparency, stability and
predictability to the process. And plus we have a very good youth
force too,” sums up Mukul. n
Samrita Baruah
samrita@varindia.com
Mukul Mathur
Vice-President, Global Business Partners and CSI
IBM India/South Asia

11. 11www.varindia.com October 2016

12. 12 October 2016 www.varindia.com
Enterprise Distribution garners highest
growth revenue for HCL Infosystems
HCL has positioned itself as the largest technology distribution
company in the market with an effective pan-India presence
and a wide array of multi-brand IT products. It also has a huge after-
sales support network which enables its client organizations attain
and sustain a competitive edge. All these factors have earned the
company a revenue growth of 72 per cent year-on-year.
“HCL Infosystems has the largest Technology Distribution and
Post-Sales Support Network in India. We provide our clients and
channel partners with a unique combination of Choice of multi-
brand IT Products and Capability of world-class IT services. In terms
of distribution strength, HCL Infosystems has an unparalleled reach
with a network of almost 3,500 channel partners, including more
than 800 deeply specialized enterprise distribution partners. Our pan-
India network presence covers 15,000 cities and over 600 districts. In
the last financial year, the Enterprise Distribution business recorded
its highest-ever revenue growth of 72 per cent y-o-y. We are further
expanding the enterpriseproductportfolio with the addition of leading
international technology brands,” says Bimal Das, Joint President –
Enterprise Products Distribution Business, HCL Infosystems Ltd.
Partnerships
HCL Infosystems has partnered with many leading brands
in the IT industry and by strengthening the principal company’s
enterprise presence it aspires to become their most trusted choice.
“HCL Enterprise Distribution has partnerships with the leading
global brands across the Enterprise IT space. We aim to be recognized
as the first and most trusted choice for Principals, by strengthening
their enterprise presence through our extensive pan-India network of
deeply specialized enterprise distribution," says Bimal.
Strengthening Partners
With a pan-India partner network of 3,500, HCL has a strong
partner base which enabled the company to provide better services
to its clients. While helping its partners grow, it also assists them in
pre-sales, sales process and post-sales stage.
“HCL Infosystems has a large network of 3,500 channel partners,
which enhances the service experience of its consumers by
providing a vast array of services available across the
country.Wehaveadedicatedandskilledteamofbusiness
development managers to support our channel
partners. In terms of pre-sales practice, we provide
Mobility, Security and Device management. Our
solution-based VAD structure extends support
in all the stages of sales process. In the pre-sales
stage, we offer Consultancy Services, end-to-end
technical support for quotations, Presales &
Sales Trainings and Joint Customer Meetings. In
the Sales Process – Sales & physical deployment
of IT technologies: Installation, Configuration,
Optimization & Logistics. In the post-sales stage,
we support our clients with Maintenance, Training,
Technical seminars and after-sales support services,” explains
Bimal.
Moreover, he also mentioned that customizable enterprise
solutions give the company a competitive edge in the market.
“The development of customizable enterprise solutions make us a
competent player in providing a vast range of services to the leading
OEMs in the technology space,” adds Bimal.
Disruptive Technologies
With the evolving technology landscape, the demands of the
customers are also changing. To align itself with technology and
customer demands, the company is investing in the emerging and
disruptive technologies.
“The increasing impact of technology enablement is resulting in
rapid evolvement of client needs and expectations. HCL Infosystems
is focussing and investing in emerging technologies such as Cloud,
Mobility and IoT to serve as the technology Lifecycle Partner for
Enterprises in today’s disruptive business scenario.
HCL Infosystems has made significant investments over the past
few years into the cutting-edge offerings and capabilities around the
emerging technologies services such as IoT capabilities, Security
capabilities, mobility capabilities, Cloud capabilities, Mobility &
Analytics space to stay ahead in the disruptive market scenario. Our
global services business has started to generate significant high-margin
sales pipeline in the emerging services space of infra-application
integration, Cloud and IoT,” explains Bimal.
Growth Engines
Enterprise business is among the growth
drivers of HCL Infosystems and the investments
made in this segment are reaping dividends for
the company.
“HCLInfosystemshasidentifieditsEnterprise
Business, comprising – Enterprise Product
Distribution, Domestic Enterprise Services,
Global Enterprise Services and Care Services – as
the engine for its next level of growth.”
“The conscious focus and investments in the
Enterprise Business are already yielding results; and
the overall value proposition around Technology Lifecycle
Partnership is seeing positive traction,” asserts Bimal.
To achieve the aim of being the preferred technology partner, HCL
has framed a unique marketing strategy that utilizes the capabilities
and assets of the company.
“HCL Infosystems has designed a new Go-to-Market called
‘Enterprise 360’ that effectively leverages our diverse capabilities
and assets. Enterprise 360 synergizes our strengths across Services,
Products and Solutions and is designed to fulfil our mission to be the
preferred Technology Lifecycle Partner for our clients,” concludes
Bimal. n
Aparna Mullick
aparna@varindia.com
Bimal Das
Joint President – Enterprise Products Distribution Business
HCL Infosystems
CHANNEL CHIEF

13. 13www.varindia.com October 2016

14. 14 October 2016 www.varindia.com
ROUND ABOUT
Attitude of Gratitude
A lurking doubt may haunt my
esteemedreadersastowhatistherelevance
of this subject in a column that is, more
or less, dedicated to the information
technology. A few may debate that the
forthcoming Thanksgiving might have
triggered my thought process. But being
an India-born US citizen, I know how
important a celebration is Thanksgiving
to an ordinary US citizen. I like the
pageantry and sentimental values
attached to this great celebration. If
there can be an alternative narration for
Thanksgiving, I would venture to suggest
that it should be renamed as a festival to
celebrate Attitude of Gratitude.
Let me first try to align Thanksgiving
with Attitude of Gratitude. I believe
the emotional chord underlying both
conundrums –Thanksgiving and Attitude
of Gratitude – is the same. One can
add spiritual dimension to the situation
on the presumption that one who is
endowed with divine disposition can
only be thankful to the benefactors. I
believe that presumption is erroneous.
Even an atheist or an agonist can be
grateful to the benefactors. It is etched
on their emotional faculties and not
necessarily influenced by divinity.
Who have to be thanked for the great
digital and other revolutions that we
have achieved over millennia? My take
is all our ancestors! That includes the
primitive man who taught us to hunt
with stones, how to make fire from two
hard objects, how to clothe ourselves
first from the bark of the trees and later
using textiles. At every stage, there have
been incremental innovations and the
urge to accumulate pool of knowledge
to be shared among the people and pass
on to the progeny. The baton handing
of knowledge and technologies from
one generation to the other may seem
to be a natural and seamless process
happened through millennia. Yet, there
is a design in that process of evolution.
The Darwinian process of evolution is
not a cock-and- bull story but followed
a predictable rhythm all through the
human history. Every generation tried
to pass on something new to the next
and that process has continued since the
birth of mankind and that will continue
till the existence of the mankind.
To zero in on a single individual or
a group of persons to be thanked would
be a naïve approach since most of the
technologies have been evolved and
incrementally innovated to the present
form. Even to believe that disruptive
technologies have erupted from the blue
is a misconception. Such disruptions to
happen, there should be a critical mass
of knowledge and possible array of
applications. At best, such technologies
can be short cut driven by the need and
that way are not products of fundamental
research but byproducts in some sense.
Every successive generation may
find the contributions of the previous
generation basic and even primitive.
What do we think about transistor
radio or gramophone now? Many may
view them as primitive, going by the
configurations of modern gadgets. But
they were breakthroughs in technological
revolution that time.
Humanity might have progressed
exponentially since then. The equations
must have changed. The host might have
turned into a predator. But the spirit of
the celebrations is still there. Does it
mean that the attitude of gratitude is a
quintessential human virtue manifested
and celebrated in different ways?
Every festival, across the world has
a, more or less, similar story. Bihu
celebrated in the eastern regions of the
country, Baisakhi in the Northern India,
Pongal in Tamil Nadu, Onam in Kerala
or Durga Pooja in Bengal are believed to
have common undercurrents – obeisance
to the supreme, respect to the elders,
worship of the mighty powers, who have
bestowed blessings – and the list goes on.
It may have religious undertones to make
them contextual and understandable to
the ordinary folks. The fact that most
of the festivals come after the harvest
season gives credence to the belief that
they resonate attitude of gratitude.
That seems to be the basic instincts
of human being, cutting across faiths,
religions, cultures and races. The beauty
is that they follow rhythmically and in a
seamless manner.
Millennial history of civilizations is
abound with contributions of unknown
persons to add value to the knowledge.
History lists only such breakthrough
innovations and discoveries and not
people who had invented them. By and
large, it is the contributions and not the
people behind contributions who are
being recognized and celebrated.
Only the profound names may be
etched on to the history and the rest get
buried into the vastness and depth of
the knowledge that have accumulated.
Hundreds years from now, people may
talk about the digital revolution of the
20th and 21st centuries that made the
difference at that point of time. To
expect people to talk about the people
behind such breakthroughs is pinning
too much hope on the progeny. The
only recognizable thing at every point of
history will be “change” and the dynamics
surrounding it and not the change agents,
who will become oblivious in the womb
of history.
Then, to whom we should express our
gratitude. To every human being who
lived before us and to those who will
live after us. For those who lived before
us for creating a pool of knowledge for
us to inherit and improve upon. For
those who come after us for preserving
the knowledge, making use of it and
improving upon it.
Why Gandhi and Einstein are
living through centuries? It could be
on account of their right approach and
righteous temperament to give back
immensely not only to the society they
lived but also to generations to come.
President Obama, in his autobiography,
has explained how he got charged by the
Gandhian philosophy. The philanthropic
efforts of Bill Gates are borne out of
the trusteeship concept propounded by
Gandhi. Why to go so far, the new buzz
word, corporate social responsibility
(CSR), has its origin from the attitude
of gratitude. It is an organized effort to
give back to the society its due, which
has helped them to grow and flourish.
That way, the Attitude of Gratitude has
lived through millennia and will live
through as long as the humanity exists.

15. 15www.varindia.com October 2016

16. 16 October 2016 www.varindia.com
HOT BYTES
Facebook and Google to co-
build PLCN submarine cable
Polycom completes
acquisition of Siris Capital
HDS accelerates digital
transformation
LinkTelecom to distribute
Bitdefender Products
Tyco announces expansion of
Connected Partner Program
NEC’s Aadhaar biometrics
surpasses one billion
TE SubCom, a
TE Connectivity
company, along with
Facebook, Google and
PLDC (Pacific Light Data
Communication), has
announced that they will
co-build the Pacific Light
Cable Network (PLCN).
PLCN is a 12,800 km
transpacific submarine
cable system that will
provide the first direct
undersea route between
Hong Kong and Los
Angeles, California
(USA) with ultra-high
capacity transmission
Scheduled for commercial
launch in the summer of
2018, PLCN will include
Polycom has
a n n o u n c e d
the completion of its
acquisition by affiliates
of Siris Capital Group,
LLC (“Siris” or “Siris
Capital”) in a transaction
reflecting an equity value
of approximately $2.0
billion in cash. Polycom’s
stock will cease trading
on the NASDAQ under
the ticker symbol PLCM.
“We are excited to be
a part of Polycom’s next
chapter as we jointly work
to create sustainable, long-
TE SubCom's C+L
technology, a major step
forward in available cable
transmission capacity that
effectively doubles the
available bandwidth and
capacityperfiberpairover
a traditional C-band-only
designed system. Once
completed, PLCN will
be the highest-capacity
transpacific route.
"PLCN will be among
the lowest-latency fiber-
optic routes between
Hong Kong and the US
and the first to connect
directly using ultra-high-
capacity transmission,"
said Wei Junkang,
Chairman, PLDC.
term value for customers
and partners,” said Daniel
Moloney, Executive
Partner, Siris Capital.
“Together with Mary and
her team, we will enhance
Polycom’s strategy to lead
the market in audio, video
and content collaboration
solutions and continue
to provide customers
with the same high level
of commitment, focus,
innovation and support.”
Hitachi Data
S y s t e m s
has announced three
new ways to improve
and accelerate digital
transformationinitiatives.
Current market offerings
lack flexibility and choice
for customers,
" D i g i t a l
transformation is the
catalyst that promotes
new types of innovation
and creativity, improves
customer experience and
reinvents the business
model and business
process. HDS is
committed to providing
effective and practical
alternatives that can
accelerate business
transformation and break
down the obstacles facing
IT," said Devangi Patel,
Vice-President, cloud go-
to-market, Hitachi Data
Systems.
In order to promote
Bitdefender products
in the Indian market more
aggressively, BD Software
Distribution (BD Soft),
the Country Partner for
Bitdefender in India, has
appointed Link Telecom
to distribute Bitdefender
retail products in the
Eastern, Southern and
Western regions.
Zakir Hussain
Rangwala, Director of
BD Soft, said, “As we
are committed to further
extend and boost our
channel network and
increase Bitdefender’s
presence in the country,
we have relied on Link
Telecom as a trustful and
very experienced partner
that not only understands
the channel and is able to
maintain good practices
and policies, but has
also a very innovative
approach to sales and
great understanding of
the products. Having
such a strong partner will
definitely help to move
Bitdefender’srevolutionary
security products in the
Indian market.”
Tyco has
a n n o u n c e d
expansion of its
Connected Partner
Program for third-party
solutions to integrate
to its Software House,
American Dynamics,
Kantech and Illustra
brands. By participating
in the Connected Partner
Program, technology
partners are better able to
create powerful solutions
within the security
marketplace because of
their integration with
NEC's Aadhaar
b i o m e t r i c s
identification system,
which is the largest system
of its kind in the world,
has surpassed one billion
this April. NEC provides
a large-scale biometrics
identification system that
utilizes fingerprints, face
images, and iris images for
thisnationalidentification
system.
NEC’s large-scale
biometrics identification
system uses three types
of biometric information
– fingerprints, face
images, and iris images –
to prevent people from
being registered twice.
This system can handle
more than one million
registrations per day by
various Tyco Security
Products platforms
for access control,
surveillance and video
and event management.
As a qualifying
partner in the
Connected Partner
Program, companies
have private access
to Tyco Security
Products’ fully-
equipped laboratories
as well as contact with
Tyco’s technical and
engineering support
professionals. Participants
in the program maintain
control over their own
integrations to utilize
software development
kits (SDKs), application
program interface (API)
or through web services.
checking the registered
biometric information
for more than one billion
people and comparing
it to the biometric
information of people
seeking to register.
“It is important to
make sure that the same
ID is not issued twice
in order to maintain a
highly reliable national
identification system,”
said Noritaka Taguma,
General Manager,
Transportation and City
Infrastructure Division,
NEC.
Telit and Intel to
collaborate for
IoT Platforms
Telit has
collaborated with
Intelonajoint-architecture
for multiple Intel IoT
developer platforms for
the Industrial Internet of
Things.
The commercially
available Intel IoT
platform consists of
end-to-end reference
architectures and
products with Telit
deviceWISE edge-
intelligence technology,
which includes extensive
device driver libraries and
built-in Cloud-readiness
– giving companies an
instant onramp to the
Industrial IoT.
The collaboration
between Telit and Intel
provides far-reaching
benefits for remote
machine monitoring
and control, production
diagnostics and predictive
maintenance across all
markets and industries
worldwide.
Canalys Channel
Forum to be a
game changer
The Canalys
Channels Forum,
APAC is to be held from
25th – 27th October, 2016
in Macau. The theme
for this year is ‘Digital
First‘and is going to
explore the opportunities
and challenges facing the
channel partners.
The event is
conceptualized in a way
to address the industry
as a whole. The keynote
sponsors have been
already finalised and the
names are HPE, Dell,
EMC and Lenovo, while
the premier sponsors
are APC, Dropbox, The
Distribution partners
for the event are Avnet,
Cadensworth, Comstor,
IngramMicro,Redington,
VST ECS, Dicker Data,
Ardent Networks,
Innovix, Westcon and
HCL Infosystems.

18. 18 October 2016 www.varindia.com
HOT BYTES
HCL Infotech digitizes
paper ration cards
Jharkhand appointsTech Mahindra
as a strategic technology partner
Persistent Foundation commits
for a“Green Railway Station”
Extreme Networks to acquire
Zebra’sWireless LAN Business
SAP announces €2 Billion
investment for IoT
Oracle unveils Its Next-
Generation Cloud Strategy
HCL Infotech has
implemented
electronic public
distribution system
(e-PDS). The e-PDS has
been implemented as a
pilot project in Andaman
& Nicobar Isles, wherein
beneficiaries of the digital
PDS will be issued smart
ration cards covering
entire South Andaman,
excluding little Andaman.
The digitized process
replaces existing paper
ration cards with ‘Smart
Ration Cards’ which
Tech Mahindra
has been selected
by the Government of
Jharkhand as a strategic
partner to help the state in
its digital journey
and employment
generationthrough
skill development.
A
Memorandum of
Understanding (MoU)
to this effect was signed
between the officials of
Jharkhand Government
and Tech Mahindra in the
presence of State Chief
Minister Raghubar Das
and Ulhas N. Yargop,
Director, Tech Mahindra.
Tech Mahindra will
the beneficiary will
carry along with their
unique PIN for making
transactions at the Fair
Price Shops (FPSs).
Raj Malik, Chief
Delivery Officer, HCL
Infotech, commented,
“HCL Infosystems is
proud to partner with
the Andaman & Nicobar
Administration. This is an
importantstepinensuring
greater transparency and
efficiency in this critical
public benefit area. This is
yet another endeavour by
HCL Infosystems to use
ICTsolutionsforenabling
better e-Governance.”
work towards promoting
technology adoption
by the citizens in the
state apart from helping
build an ecosystem with
greater participation of
industry players. The
partnership also requires
Tech Mahindra to work
with the Government of
Jharkhand to promote
digital literacy and skill
development working
with various industry
organizations.
The Government
of India under
Solar Mission has set a
target of installing 20,000
MW of Solar Power by
2022. Responding to this,
the Indian Railways has
planned to base 10% of
its electricity demand on
green energy by 2020 and
commission 1,000 MW of
solar power capacity in
the next five years.
Persistent Foundation
also supports Solar Power
Generation under their
Green Initiative.
Consistent with
the Green Initiative of
Indian Railways and
Persistent Foundation,
on 29th September, 2016,
Persistent Foundation
has signed an MoU
with Secunderabad
Division of Railways for
Funding, Installation and
Commissioning of a 225
kWp Solar Power Plant
at Hyderabad Deccan
(Nampally) Railway
station.
Extreme Networks
and Zebra
Technologies have
announced that Extreme
Networks has agreed to
acquire Zebra’s wireless
LAN (WLAN) business
in an all-cash transaction.
Thetransactionisexpected
to close in the fourth
quarter of 2016 (which
is the second quarter
of fiscal 2017), subject
to customary closing
conditions, including
regulatory approvals.
“Combining Zebra’s
WLAN technologies
transportation and
logistics, and hospitality
customers with Extreme
Networks’ wired and
wireless capabilities,
recognized as visionary
in the Gartner Magic
Quadrant, creates the
industry’s number three
WLANenterprisecampus
powerhouse,” said Ed
Meyercord, President
& CEO of Extreme
Networks.
SAP has announced
investment plans
of €2 billion over five
years to help business
and government
entities benefit from the
proliferation of sensors,
smart devices and Big
Datathataretransforming
business with the Internet
of Things (IoT).
SAPplanstoaccelerate
innovation in its IoT
solutionportfolio,increase
sales and marketing,
scale service, support
and co-innovation, and
grow its ecosystem of
partners and start-ups in
the IoT market, which is
estimated to reach €250
billion by 2020.
Oraclehasunveiled
its strategy for
next-generation Software-
as-a-Service (SaaS) Cloud
offerings that blend third-
party data with real-time
analytics and behavioural
inputs to create Cloud
Applications that adapt
and learn.
R “Ray” Wang,
principal analyst and
CEO at Constellation
Research, said, “Machine
learning applications
and analytics provide
huge opportunities for
“With billions of
connected devices, we
now have the potential to
reshape society, economy
and environment,” said
Bill McDermott, CEO,
SAP. “SAP HANA is the
data platform we knew
would unlock the Internet
of Things. Today, SAP
is making another bold
investment to help our
customers seize the
benefits of live business.
Only SAP empowers
businesses to innovate
from the core to the edges
to the network,” added
McDermott.
customers to monetize
their existing businesses
and accelerate digital
business. Success requires
a large corpus of data,
strong expertise in data
science, massive compute
power, industry and
domain expertise, and
breadth of application
solutions. More
importantly, machine
learning techniques are
here today and the ability
to adapt on demand is
what separates the hype
from the reality.”
SUSE teams
up with ESDS
SUSE has appointed
Exuberant Support
for Data Services (ESDS),
a Nashik-based cloud
hosting firm, as its first
Indian Cloud Service
Partner. SUSE is the first
open-source company to
sign up with an Indian
cloud service provider to
offer hosted services in the
market. Both companies
will collaborate to
offer an extensive
computing environment
for enterprises to run
their business-critical
applications and
workloads.
R a j a r s h i
Bhattacharyya, Country
Head, SUSE, India, says,
"We are very excited to
have an Indian cloud
service provider to cater
to our customer base in
the local market. This
is part of our efforts to
encourage entrepreneurs
in the country to build
highly competitive
products locally and
support Make in India."
GoDaddy
expands its
hosting services
GoDaddy has
expanded its
hosting services with the
launch of Cloud Servers
and Cloud Applications
for small businesses in
India. The new offerings
are designed to help
the web developers to
quickly build, test and
scale cloud solutions for
their SMB customers.
“The launch of Cloud
Servers will enable India’s
web developers with
affordable and intuitive
solutions to better serve
their customers and grow
their businesses. India
presents a sizeable market
for expanded hosting
products such as Cloud
Servers. Developers can
save time and exceed their
clients' expectations,”
said Rajiv Sodhi, MD &
VP, GoDaddy India &
Australia.

19. 19www.varindia.com October 2016

20. 20 October 2016 www.varindia.com
ON THE RAMP
Citrix revolutionizes its
NetScaler SD-WAN Platform
Fujitsu redefines its
storage portfolio
HyperX brings“Gears of
War”Gaming Headset
Dell redefines its virtual
workspace solutions
Lenovo launches its latest
range of Consumer Laptops QNAP launches Quad-
core 16-bayTS-1635
Citrixhasenhanced
its NetScaler SD-
WAN platform offering
featurestoenhancereliable
and secure application
delivery combined with
intelligent branch routing
technology.
NetScaler SD-WAN is
acomprehensivesoftware-
defined WAN solution
that is easy to deploy and
use in a single affordable
appliance with integrated
visibility and control.
The turnkey solution
incorporates application-
aware virtualized WAN
connectivity, dynamic
routing, separate
Fujitsu has
introduced all-
flash storage systems.
New ETERNUS AF all-
flash models are Fujitsu’s
fastest-ever storage
systems, bringing all-flash
technology within reach
of everyday applications
to underpin business
transformation.
Michael Keegan,
Head of Business Line
Products, Fujitsu
EMEIA, comments, “We
are bringing ultra-fast,
all-flash storage to the
mass market, at new price
points for both purchase
and operation that make
routing domains, WAN
optimization, end-to-end
visibility, support for
the newest Citrix HDX
protocols and secure
internet breakout. To
simplify and reduce cost
of deployments, Citrix is
introducing a new level of
affordabilityforenterprise
branches through new
appliance options and its
new cloud-based, secure
Zero Touch Deployment
services.
the ETERNUS AF all-
flash system an affordable,
viable mainstream
business solution. As the
economics of all-flash
storage become ever more
attractive, we are enabling
customers to create faster,
more responsive IT
environments that are
easilyabletomaximizethe
benefits of digital services
and next-generation data
and applications accessed
from anywhere.”
HyperX has
announced its
second official Xbox
licensed gaming headset,
CloudX Revolver Gears
of War. The headset is co-
designed with Microsoft
and The Coalition, the
studio developing Gears
of War 4, featuring a
gritty, battle-weathered
design to complement the
recently announced Xbox
One S Gears of War 4
Limited Edition 2TB
Bundle and Xbox One
Gears of War 4 Crimson
Omen Limited Edition
Wireless Controller, to
offer the fans a complete
gaming set up that shows
their Gears pride.
“HyperX is excited
to be working with
Microsoft to offer gamers
a headset that enhances
their Gears of War
gaming experience,” said
Ann Bai, Sales Director,
APAC Region, HyperX.
Dell Cloud Client-
computing has
unveiled its portfolio of
new and updated virtual
workspace solutions,
including new thin client
and software solutions.
The new solutions
include the Wyse 3030
LT, a highly secure and
affordable solution based
on ultra-secure Dell Wyse
ThinOS. Dell is also
announcing the latest
version of ThinOS 8.3,
and the latest version of
Wyse Device Manager
5.7.
“We are rising to that
challenge with our next
generation of virtual
workspace solutions from
thin clients to its own thin
client-optimizedsoftware,
to the management and
data security solutions
that make it easier
for Indian enterprises
to make the most of
their IT deployment,”
said Santosh Pandey,
Country Manager for
India, Dell Cloud Client
Computing.
Lenovo has
unveiled its latest
lineup of laptops for the
upcoming festive holiday
season. The launch of this
portfolio is in sync with
its global launch. The new
series consists of lighter,
faster and more powerful
devices that combine
technical prowess
and striking design to
redefine the computing
experience. It further
QNAP Systems
has released the
16-bay TS-1635 business
NAS that supports twelve
3.5" HDDs and four 2.5"
SSDs to accommodate
massive data storage.
The cost-effective quad-
core TS-1635 comes
with dual 10Gbe ports
and dual Gigabit ports,
meeting the demands
for next-generation
networks, high-speed
file transfer, and helping
small/medium businesses
to reduce the cost in
implementing 10GbE
solutions.
“Compared with
similar products, the
TS-1635 provides the
strengthens Lenovo’s
endeavour to offer
innovative technology to
its customers.
Amit Doshi, Head –
Consumer Marketing &
Digital, Lenovo India,
said, “Lenovo believes in
listening to its consumers
to create products
that address evolving
consumer tastes, and at
times also leading them to
new form factors.
most budget-friendly,
high-capacity NAS
solution for small/
medium businesses. It
supports up to 16 hard
drives, creating epic
storage potential with
high-capacity HDDs
and high-performance
SSDs,” said Jason Hsu,
Product Manager of
QNAP, adding, “with
two integrated 10GbE
ports, the TS-1635 also
provides an affordable
entryway for 10GbE
adoption by small/
medium businesses.”
Avaya
announcesCloud
Networking
Platform
Avaya has announced
a complete network
lifecycle management
solutionforenterpriseand
mid-size businesses. The
AvayaCloudNetworking
Platform delivers a
unified, powerful
solution for deploying
and managing wired and
wireless networks.
“As the demand for
unified access solutions
continue to grow, the
burden of managing and
securing networks has
become nearly untenable,
especially at a time when
there is pressure to reduce
IT budgets. The Avaya
Platform provides the
much- needed relief with
a highly-secure, cost-
effective solution that
fits any size business,”
said Maan Al-Shakarchi,
Vice-President, Avaya
Networking, Europe,
Middle East, Africa and
Asia-Pacific.
NetApp
Announces
ONTAP software
NetApp has
a n n o u n c e d
new NetApp ONTAP
software, flash systems
andexpandedpubliccloud
support that provide the
modern foundation to
help customers maximize
the value of their data in
the hybrid cloud.
The new offerings are
key to helping customers
transform their IT.
IT transformations
integrate data silos,
automate processes to
speed results and remove
barriers to scale that
limit growth. NetApp
ONTAP FlexGroup
is a massively scalable,
high-performance NAS
container ideal for the
latest generation of
applications in the EDA,
high-tech, oil & gas, and
media and entertainment
industries.

21. 21www.varindia.com October 2016

22. 22 October 2016 www.varindia.com
ON THE RAMP
Juniper Networks broadens its
Software-Defined Secure Networks
Dassault Systèmes launches
SOLIDWORKS 2017 VMware announcesWindows
10 Migration AssessmentTool
HP Inc. brings AIO Printer
DeskJet Ink Advantage 3700
Axis introduces small and cost-
efficient bullet style IP Cameras
ViewSonic launchesVX2776-
smhd Super-Slim Monitor
Juniper Networks
has announced
security portfolio
enhancements that
extend threat prevention
deeper into the network
– down to the switch
level. These new and
upgraded solutions,
launched include a
new Policy Enforcer,
which automates the
enforcement of security
policies across the
network and quarantines
infected endpoints to
prevent threats across
firewalls and switches
through Junos Space
Security Director.
“Attackers are
constantly managing to
get inside networks, so it
is critical to implement
pervasive solutions that
can rapidly identify the
threat and prevent damage
from being done. Juniper
is broadening its Software-
Defined Secure Networks
platform and supporting
customers in their effort
to thwart cyber threats
in a landscape that’s
constantly evolving,” said
Denise Shiffman, Senior
VP,JuniperDevelopment
and Innovation, Juniper
Networks.
Dassault Systèmes
hasannouncedthe
launch of SOLIDWORKS
2017. From small start-ups
to global organizations,
morethan3.1millionusers
can create multisensory
experiences through
innovative product design,
with access to easy 3D
design and development
applications anytime,
anywhere and on any
device.
“We must fulfil a
lot of medical device
requirements, and
SOLIDWORKS has been
helpful for leveraging
cutting-edge industrial
design to get our work
done faster and our
myoelectric upper limb
orthosis to market,” said
Andrew Harlan, Principal
Mechanical Engineer,
Myomo. “We exclusively
use SOLIDWORKS for
the full spectrum of our
design work. The ability to
collaborate with industrial
designers, consultants
and manufacturers across
different time zones
simplifies the whole
process."
VMware has
announced a new
solution for customers to
assessandimplementtheir
Windows 10 migrations.
VMware’s SysTrack
Desktop Assessment
Service for Windows 10 is
afree,cloud-hostedservice
by Lakeside Software, and
is the first step customers
need to begin their
migration process from
legacy Windows systems
to the modern, enterprise
mobility management
(EMM)-friendlyWindows
10.
“VMware’s End-User
Computing portfolio
makes us uniquely
positionedtotakeaholistic
view of an organization’s
Windows environment
and determine the perfect
fit for existing devices in
a Windows 10 world,”
said Blake Brannon, Vice-
President of Product
Marketing, End-User
Computing, VMware.
HP Inc. has
unveiled the
smallest All-in-One inkjet
printers. The HP DeskJet
Ink Advantage 3700 All-
in-One printers combine
robust print, scan and
copy capabilities and
offer easy printing from
Facebook, Instagram and
more. The printers are
half the size of other inkjet
all-in-one printers in its
class, with robust print,
scan and copy capabilities
all for an MRP of INR7,
176/-.
Ax i s
Communications has
introduced AXIS M20
Series. The new small
b u l l e t - s t y l e
cameras are
l i g h t w e i g h t ,
yet extremely
durable.
“Our new
camera series is
an ideal choice for
companies looking for
ways to roll out or expand
their video surveillance
monitoring with low
costs. The affordable
cameras are cost-effective
and versatile with their
ViewSonic has
launched its
Ferrari model VX2776-
smhd, 27" art-Slim
Monitor at channel
partners meet held
at Lamington Road
in Mumbai on
Ganesh Chaturthi.
With channel
partner meets,
ViewSonic aims to
educate its partners
about its product
portfolio ranging
from entry-level monitors
to high-end projectors.
"Roadshows such
as these not only
help partners and us
small footprint, and
they provide high-
quality video surveillance
indoors and outdoors,
day and night,” said
Andres Vigren, Global
Product Manager, Axis
Communications.
“The camera series
offer a low
unit price and
a remarkably
wide field of
view. This means,
more areas can be
covered with a smaller
budget. These cameras
are an ideal fit for video
surveillance within retail,
banking, and healthcare.”
understand each other
well, but it also helps us
ensure the end-customers
get benefited and serviced
by our new offerings,"
said Pradeep Thamman,
Country Manager,
ViewSonic India.
Seagate extends
its HDD Portfolio
Seagate has come up
with a new lineup
of hard drives up to the
capacity of 10TB, dubbed
as the Guardian Series.
The series consists of three
hard drive models such
as BarraCuda, IronWolf
and SkyHawk. These
high-capacity drives are
resurrected for consumer
and small business
category and are meant
for laptops, desktops,
network-attached storage
(NAS) and surveillance
systems.
BarraCuda is designed
fordesktops,theIronWolf
for NAS applications and
the SkyHawk for video
surveillance systems.
The Seagate’s popular
BarraCuda brand comes
with a spindle speed
ranging from 5,900rpm to
7,200rpm and capacities
ranging from 500GB to
10TB. The drives also
come with 16GB to
64GB of DRAM cache,
depending on the overall
capacity.
Kaspersky Lab
offers Kaspersky
Small Office
Security
Kaspersky Lab has
released a new version
of its Kaspersky
Small Office Security
software to help very
small businesses (VSBs)
stay on top of the ever-
growing number of
cyber threats they face
today. Kaspersky Small
Office Security can
help VSBs flourish by
keeping the fraudsters
at bay.
In line with recent
researchfromKaspersky
Lab, finding that 42%
of VSBs are concerned
about the threat of
crypto malware,
the latest version of
Kaspersky Small Office
Security offers enriched
protection against
the growing threat of
“cryptors”.

23. 23www.varindia.com October 2016

24. 24 October 2016 www.varindia.com
VOICE-N-DATA
Orange and Ericsson Partner for 5G Huawei to start smartphone
manufacturing in India
O-Zone Networks to offer
freeWi-Fi at CCD cafes
mjunction”successfully
conducts Spectrum Auctions
Airtel rolls out 20,000 units of
Aadhaar-based e-KYC Solution FreeWi-Fi facility launched
at Airport Express Line
Huawei will start
to manufacture
smartphones in India in
collaborationwithleading
Sketch-to-Scale solutions
provider,Flex,inOctober.
Shri Ravi Shankar
Prasad, Hon’ble Union
Minister, Information
& Technology, Law
and Justice made the
announcement at
Orange and
Ericsson will
develop 5G use cases
and service scenarios,
including technical
alignment and external
demonstrations. The
partnership will enable
5G technology building
blocks, proof of concepts,
and pilots across Europe
from 2017 onwards.
This collaboration
will also cover 4G to
5G solutions evolution,
including energy and
cost efficiencies, and
use of Software Defined
Network (SDN) and
Network Function
Virtualization (NFV)
technologies.
Alain Maloberti,
Senior VP Orange Labs
Networks, says, "Our
ambition is to be prepared
for a 5G deployment in
2020. By joining forces
with Ericsson, we will
create for our customers
a solid network capable
of delivering a wide range
of services, from greater
data speed everywhere
to specialized services for
cities and industries.”
Huawei’s ‘Make in India’
inauguration ceremony in
the Indian capital, New
Delhi.
Underlining its
approach, Huawei
Consumer Business
Group will also expand
its distribution network
by partnering with more
than 50,000 retail outlets
by the end of 2016.
Café Coffee Day
(CCD) has
tied up with leading
and ‘neutral’ Wi-Fi
service provider O-Zone
Networks to provide free
Wi-Fi access to customers
at its cafes in select cities
across the country. CCD
will provide high-speed
connectivity to its tech-
driven customers through
a dedicated leased line at
its cafes. Sanjeev 'Bobby'
Sarin, Founder and CEO
of O-Zone Networks,
said, “We believe this
collaboration is another
step forward in our
endeavor to establish a
large “neutral” network
for our partners to
broadcast their SSIDs
to their subscribers like
Reliance Communication
and others in the near
future.”
For the second
time in a row,
mjunction services has
been selected by DoT for
the conduct of e-auction
of telecom spectrum
and has successfully
conducted the auctions.
The auction which
continued for five days,
from 1st to 6th October,
has brought an overall
3.35% appreciation in
the auction value over
the reserve price for the
Spectrum sold.
mjunction used
Simultaneous Multiple
Round Auction (SMRA)
methodology – an
internationally well-
acceptedmethodology,to
conduct the e-auction.
mjunction CEO
Vinaya Varma said,
“We paid close attention
to improving the
overall experience of
the operators, with
easy bidding screen,
dashboards and call
centre assistance."
Bharti Airtel has
successfully rolled
out over 20,000 units of
Aadhaar-based e-KYC
solutions across India.
Airtel has led the rollout
of Aadhaar based e-KYC
solution, following
the notification by the
Department of Telecom,
Government of India.
The initiative has
received positive response
from customers as it
enables instant activation
of Airtel mobile SIMs,
thereby enhancing
customer convenience
and in-store experience.
The digital verification,
which is fully secure, also
eliminates paperwork and
benefits the environment.
Over 50,000
The Delhi Metro
Rail Corporation
(DMRC) managing
director Dr Mangu Singh
launched ‘Free Wi-Fi‘
facilities at metro stations
on its Airport Express
Line.
DMRC has branded
this facility as “Oui
DMRC Free Wi-Fi”
and the facility will
be available on all six
stations of the Airport
Express Line. As of now
passengers will be able to
log in simply by searching
for Wi-Fi options and log
into “Oui DMRC Free
Wi-Fi”. DMRC aims to
extend this facility to all
the stations of the metro
customers, including
those in rural India, are
being on-boarded daily
by Airtel using this digital
solution. The company
expects the number
of customers getting
digitally on-boarded using
Aadhaar-based e-KYC
to grow multifold as it
ramps up the rollout of
devices. In the first phase
of deployment, Airtel has
plans to have the solution
in over 500,000 retail
outlets, including those
in rural pockets, over the
next few months.
network gradually.
For Wi-Fi facility,
DMRC has tied up with
a consortium led by
Techno Sat Comm which
presently runs India’s first
Wi-Fi on train service
on the Delhi-Howrah
Rajdhani Express. The
facilitywillusetheglobally
acclaimed “T-Track 2.0
Wave 2 Solution”, also
used on high speed trains
worldwide.
Passengers will be able
to use all standard internet
applications inside the
station premises like
email, Facebook, Google,
video chat as well as live
streaming of cricket and
football matches etc.
BSNL selects
Aptilo Service
Management
Platform
Bharat Sanchar
Nigam(BSNL)has
selected Aptilo Networks
to enable wireless services.
Provided by system
integrator ICOMM,
BSNL has selected Aptilo
Service Management
Platform (SMP) to deliver
and manage carrier-class
wireless services. Aptilo
SMP is a highly scalable
platform supporting
BSNL’s rapid growth.
“We are proud to have
been selected by BSNL, a
true innovator in India.
Wireless services generate
revenue and are key to
connect the unconnected
in India,” said Jonas
Jacobsson, COO, Aptilo
Networks.
BSNL is a pioneer
in providing innovative
telecommunications
services to the people of
India, bridging the rural-
urban digital divide in the
ICT sector.
GSMA asks to
recalibrate 700
MHz pricing
The GSMA has
asked Indian
government to recalibrate
the reserve prices of of
700 MHz.
John Giusti, chief
regulatory officer,
GSMA has urged Indian
government to reassess
their approach to
spectrum auction reserve
prices after India failed to
sell any of the critical 700
MHz band last week.
The GSMA is
concerned that, after the
Indian auction, none of
the 700 MHz band can
be used to expand mobile
broadband coverage
to Indian citizens. As
we had cautioned, the
spectrum went unsold
because the reserve prices
for this highly sought-
after band were set at an
unrealistically high level
of more than $60 billion.

25. 25www.varindia.com October 2016
Gujarat: 98642 30150; Mumbai: 99677 18653; Rest of Maharashtra: 99677 18653; Goa: 99677 18653; Chhattisgarh
99677 18653; Madhya Pradesh: 99100 86976; New Delhi, Haryana, Uttar Pradesh: 99100 86976; Punjab,
Chandigarh and Jammu & Kashmir: 99100 86976; Rajasthan: 98286 63392; Bihar, Jharkhand: 90075 45577;
Orissa: 99030 52251; North East: 97076 42785; West Bengal: 97485 02710; Karnataka: 94482 93439; Andhra
Pradesh, Telangana: 90405 06080; Tamil Nadu: 74117 74666; Kerala: 98950 99231
GIGABYTE Technology (India) Pvt. Ltd.
Website: www.gigabyte.in; Toll-Free: 1800-22-0966; www.facebook.com/GIGABYTEindia

26. 26 October 2016 www.varindia.com
CHANNEL BUZZ
Ziox holds Distributors Meet
for South India Partners
7th ISODATechSummit to be held inVietnam
RAH Infotech andWinMagic organize
Channel Meet in Mumbai
Puducherry IT Association
joins in“Swachh Bharat”
Ziox has conducted its
distributors meet for its
South India partners. With festive
season around the corner, Ziox
aims to bring a stronger foothold
among the partners bridging a
stronger sales connect.
Inducting the partners on
several new offerings exclusive to
thefestiveseason,Zioxshowcased
and briefed its distributors about
different company schemes and
plans to implement in the coming
future along with their support
and discussion on elevating the
reward and recognition structure
for the distributor, which was
also a vital point of discussion.
Chiranjib Sarkar, National
Sales Head, Ziox, further adds,
“Zioxstriveshardtoalwaysdeliver
on its promise of operating on
the principle of equitable returns
and believes in maintaining long-
term and mutually beneficially
relationships with its partners.”
Ziox believes in mutual
growth with Channel partners,
in growing and expanding the
brand presence across India.
Ziox has also conducted its
Distributors meet for UP (East)
and Uttarakhand partners. The
company dedicated two days
to meetings and exchanges
of opinions with the keyline
distributors and inducting them
on the several new offerings
(launches) in the pipeline and also
the schemes/plans for Diwali.
Infotech Software Dealers
Association (ISODA) has
announced the 7th instalment of
its annual event that has grown
in stature over the years. Their
marquee, TechSummit 7 will
be held at Ho Chi Minh City,
Vietnam between 16th and 19th
February, 2017.
Rajeev Mamidanna
– Chairman of ISODA
TechSummit 7 and also the
Association’s Vice President
says, “TechSummit is close to
all our hearts and every ISODA
member has started working
towards making it a success. In a
world where Digitization, IOT,
Mobility, Advanced Machine
Learning, Analytics etc are key
trends, ISODA realizes the
potential for bringing together
the technology owner and the
technology provider for the
benefit of the consumer.”
TechSummit 7 promises to
bring in some very new alliance
opportunities and also strengthen
the existing ones. Apart from the
promise of being technology and
content driven, the TechSummit
additionally will give technology
vendors more opportunities to
be continually in touch with
ISODA members post the event
as well.
“ISODA TechSummit 7 will
be engrossing and entertaining
but at the same time give every
participant and technology
vendoranopportunitytoanalyze,
discuss and strike alliances,” says
Mamidanna.
Like every year, ISODA
members are expected to
register for the TechSummit
in large numbers. Comments
Mamidanna, “Participation in
TechSummit has increased over
the years and this instalment will
be no different.”
RAH Infotech, in
association with
WinMagic, has held a channel
meet in Mumbai. The meet
received an overwhelming
response with 48 channel
partners from 25 organizations
gracing the moment.
The meet was aimed at
introducing partners to the latest
offerings from WinMagic and
also enhancing their knowledge
on the existing solutions. Session
was kicked off by Suchit Karnik,
Senior Vice-President, RAH
Infotech, with an introductory
notewherehebriefedthepartners
about the strength, capabilities
and solution offerings of RAH
InfoTech.
Later, the dais was handed
over to Rahul Kumar, Country
Manager, WinMagic India,
who appraised partners about
the latest encryption solutions
from WinMagic and how these
solutions can help partners
not only offer best of security
solutions to their customers but
also enhance their bottom line in
a competitive market.
Raju Veeranna, Senior
PresalesEngineerfromWinMagic
India, further stressed on the
technical aspects of encryption
solutions and their key features
and benefits. Gautam Jaiswal,
Regional Sales Manager – West,
WinMagic India, explained about
the channel incentive schemes
to further encourage partners
to adopt WinMagic encryption
solutions.
The ITTA-PDY has
participated in “Swatch
Bharat” – Clean India programme
that was conducted by
Vigneshwara Higher Secondary
School situated in the industrial
area of Sedrapet, 14 km from
Puducherry.
The school aptly chose
our national leader, Mahatma
Gandhi’sbirthdayastherightday
to fulfil his dream of clean India.
Besides, the drive was aimed at
educating school children that
“Cleanliness is next to Godliness”
and “Health is Wealth” and to
create awareness to the village
surrounding Sedrapet.
Swachh Bharat – Clean India
programme was inaugurated
by Usdu constituency’ MLA
Theepainthan and encouraged
all participants inclusive of 500
school children, teachers, ITTA-
Members to continue to clean the
area in and around Sedrapet.
Sederapet’s loading and
unloading association leader,
Nagaratnam supported the drive
with help from his members.
Villianoor Commissioner,
Arumugam, arranged vehicles to
remove all the collected garbage.
Government Doctor Pamagal
Kavithai not only helped him in
cleaning the area with his fellow
staff but also sprayed bleaching
power around the area.
President of the ITTA-
PDY Association, Arun Subbu
Rangan, Secretary Prabhakar
and CONFED-EC Jaypaul and
senior member Kandasamy and
the programme coordinator
D. Soundara Pandian delivered
speeches about the importance of
keeping our surroundings clean
in order to achieve the “Swatch
Bharat ” – Clean India.
To support the noble cause,
and to join hands with the school,
the forum had given necessary
materials such as Cap, Gloves,
Mouth Masks, Broomsticks,
Dustbins, etc and participated
along with young students and
cleaned the Sedrapet surrounded
area. TheCleanIndiaprogramme
has created a good awareness not
only to all students but to the
public too.

27. 27www.varindia.com October 2016

28. 28 October 2016 www.varindia.com
STMicroelectronics Driving the
MEMS industry to Growth
Vishal Goyal, Senior Manager -Technical Marketing, Analog MEMS and Sensors [AMS], India, Asean and ANZ – STMicroelectronics
shares withVARINDIA of how the MEMS industry is shaping up and what has been ST’s role in driving this sector to excellence -
Sensors are now spreading in the world
and having a great influence in all aspects of
our lives. They are bringing exciting ways of
interacting with the world and are core to
connected applications and a key building
block of the Internet of Things (Smart
Things, Smart Cities, Smart Industry, and
Smart Home) and Smart Driving (Connected
Car).
ST & the MEMS industry
STMicroelectronics is at the center of
the evolution of the MEMS and sensors
industry, driving continuous innovation
for more diverse applications of sensors and
micro-actuators with wide-ranging product
portfolio, reliable supply chain and strong
ecosystem of global and local partners.
ST has established a worldwide ecosystem
to cater to the mass market. It has a strong
system know-how to support a global
customer base. Ideally, the company has 1200
software evaluation licenses distributed in the
last 6 months.
According to Gartner, MEMS-based smart
sensors are set to gain maximum traction in
the worldwide smart sensor market that is
forecast to grow to $57.77 billion by 2022;
at 18.1% CAGR. Market is primarily driven
by factors such as growing concern toward
security & surveillance, rising need for
energy-efficient devices, growing consumer
electronics sector, surge in automotive
industry on a global basis, favourable
government initiatives, and growing trend of
miniaturization in sensors. The market for
MEMS-based smart sensor is expected to hold
the largest share of the studied market during
the forecast period. MEMS help smart sensor
to work in a smarter way by allowing it to
handle huge amounts of data in a fraction of
seconds. The APAC market is expected to
grow at the highest CAGR between 2016 and
2022.
"ST has been enjoying the # 1 spot in
MEMS Sensors for Consumer and Mobile and
# 2 in MEMS Micro-Actuators," says Vishal
Goyal,SeniorManager-TechnicalMarketing,
Analog MEMS and Sensors [AMS], India,
Asean and ANZ – STMicroelectronics
Products from STMicroelectronics...
SThasdesignedarangeofproductskeeping
energy efficiency and size considerations in
mind, which ensure the best performance
for wearable device with ultra-low-power
processing and connectivity, power and
energy management and sensors.
STMicroelectronicsalsohasinitsportfolio
a wide range of wearable devices. They are
getting adopted as watches, fashion accessory,
fitness tracker, security devices or specialized
medical gadgets. Wearable has the potential
to change the world just as internet did.
Smart Sensors and BLE have empowered
devices with power of sensing and
communication to take complex decisions.
Wearables will create fundamentally new
use cases and will do things which even
smartphones cannot do. It is expected that
healthcare and fitness will emerge as the
largest category for wearable. n
FACE TO FACE
IoT to become a Reality in India very soon
Prashant Gupta, Head of solutions
South East Asia & INDIA - Verizon
Enterprise Solutions shares with
VARINDIA of how IoT is slowly
evolving in the country and what does
Verizon has in its booty to offer to its
Indian customers. An excerpt -
Internet of Things (IoT) is a world of its
own with all the living and non-living
objects having sensors and monitors that
transmitdatathroughwireless.IoTcanbeused
to automate and monitor almost everything
imaginable. “When we talk about IoT in
context with enterprises, there is a new layer
of complexity all together. This complexity
is involved especially in reference to data
centers' daily monitoring and management
of devices. In an enterprise environment, IoT
can be used for numerous purposes such as
fleet management, remote asset management,
healthcare-related monitoring devices, oil
pipeline monitoring sensors, and smart
metering amongst others,” says Prashant
Gupta, Head of solutions South East Asia &
INDIA - Verizon Enterprise Solutions.
The Indian government is undertaking
initiatives including policies and regulatory
framework development (India’s first IoT
policy framework was released in October,
2014), driving solutions development (and
deployment) in partnership with private
industry players (Smart City and Smart Grid
projects) and creating the IoT market in
India.
Security concerns with IoT
While IoT is still in its nascent stage
in India, issues such as security and
performance still need to be addressed.
“The major security concerns that IoT
users or consumers face is the security of
their personal data provided by them. IoT
devices collect, store, transmit, aggregate
and analyze massive amounts of data. If
properly protected, the data and the devices
can make life easier. If not, it can become a
nightmare. Thus, when developing any IoT
strategy, it is important to look critically at
whatinformationtheIoTdeviceiscollecting,
and how it will be used. It is important to
look at how the information can be abused
or misused as well. Additionally, the lack of
an updated infrastructure also adds to the
failure of security in these devices,” points
out Prashant.
However, with the proliferation of IoT,
it is expected that vendors will be preferring
usability over security. Though there is
awareness on the malware attacks targeting
these new connected gadgets, IT security
practitioners remain unsure of the correct
amount of acceptable risk. n

29. 29www.varindia.com October 2016
A combination of Channel & Direct
Sales works for Seclore
Seclore is in the data security business.
While it is understood that bulk of
the data today does not sit in the datacenter
anymore but it is all over the place, Seclore
ensures security of that data which is moving
away from the controlled environment.
Seclore has been selling for 3-4 years
now in India and a lot of momentum has
come in the last 18 months, during which
the acceptance of its solutions and obviously
the need for the solutions is being established
around the globe in around 29 countries.
“Our’s is a company incubated out of IIT
Bombay and we are really proud to be a
part of the Make in India movement. Our
Development center is also in Mumbai,” says
Amit Malhotra, VP, Sales India, Middle East
& Africa – Seclore.
In India Seclore is operational from
3 direct offices in India – Mumbai being
the biggest one, Delhi and Bengaluru. It is
planning to expand to a total of 8 cities; the
expansion to the remaining 5 cities would be
purely on the back of its relationship with
its channel partners. “We make sure that the
expansion has to be fuelled by the good work
that the channel has been doing for so many
years,” adds Amit.
In all its offices, Seclore works in a direct
relationship with its key customers and also
work with its channel organization. “So the
head of the channel business is based out of
Delhi and a bulk of the channel business is
also managed out of Delhi. This particular
office is also enhanced for all channel training
- sales, pre-sales and implementation. There
is also a POC center for channel partners to
give them necessary hands-on training on our
new solutions,” he explains.
Talking about its channel eco-system,
Seclore has a two tiered structure – Value
added distributors and resellers. It has
appointed 3 distributors – Technobind,
Blisstree Solutions and iValue Infosolutions
and under them come the resellers. “We
have a great relationship with our channel
partners. The Channel has been playing a
very critical role - the most important being
the sheer reach. The Channel always brings
in a force multiplier. For instance, with our
VADs, we have dedicated people responsible
for Seclore business and they in turn work
with lot of resellers. With each of the resellers
again there are multiple sales people. So this
is very central and strategic to our VAR
expansion plan,” says Amit. Currently, 40%
of its business is happening through channel
and 60% is direct. But over the next 18
months Seclore sees much sharper increase in
the channel portfolio. The three areas where
Seclore focuses its business are – Banking &
Finance, Manufacturing and Government &
PSUs. “Essentially any customer who puts a
value to the data is our potential customer,”
sums up Amit.
Samrita Baruah
samrita@varindia.com
Amit Malhotra,VP, Sales India, Middle East & Africa – Seclore shares withVARINDIA on how the Seclore
business is shaping up in the country, its expansion plans and about its growing channel landscape -
FACE TO FACE

30. 58 August 2016 www.varindia.com
*TBR Corporate IT Buying Behavior and Customer Satisfaction Study – x86-based Servers, Fourth Quarter 2015.
The following are trademarks or registered trademarks of Lenovo: Lenovo, the Lenovo logo, ThinkServer and System x. Intel, the Intel logo, Xeon and Xeon Inside are
trademarks or registered trademarks of Intel Corporation in the U.S. and/or other countries. ©2016 Lenovo. All rights reserved. †
Terms and Conditions apply.
Powered by Intel®
Xeon®
processor E3 series.
Intel Inside®
. Powerful Data Center Outside.
Lenovo, No. 1 in TBR
customer satisfaction index.*
Call 1800 3000 9990 to discover how
our servers can help grow your business.
Mail to: corpsales@lenovo.com
Or visit: Lenovo.com/server
Lenovo™
System x®
servers come with incredible
power, maximum expandability and unmatched
reliability. That's right, a server range that assures
less hassles and more smiles.

31. 59www.varindia.com August 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.
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.
· Supports enterprise-grade HDDs
(Built-in RAID 5)
· Whisper-quiet at 26 decibels
· Intel®
Xeon®
E3 series processor
· Windows Server®
2012 R2 platform
So go on, add this server to your portfolio
and keep adding to your customer base.
Powered by Intel®
Xeon®
processor E3 series.
Intel Inside®
. Powerful Data Center Outside.
Call 1800 3000 9990 to discover how
our servers can help grow your business.
Mail to: corpsales@lenovo.com
Or visit: Lenovo.com/server

32. 32 October 2016 www.varindia.com
‘GST is aTechnology led Law with
software as its interface’
Goods & Services Tax (GST),
according to Sathya Pramod,
Chief Financial Officer - Tally Solutions
is a “Once in a lifetime” change for all
of us in the country, be it a business or
an individual. Never has a change of this
magnitude been tried by anyone. This is a
welcome step to get all the indirect taxes
under a single umbrella with 29 states, the
centre and also union territories working
as one. It is especially more commendable
since this is forward looking by making
technology as the engine which is pulling
the change.
“We all know it is only with technology
that we can scale and it is a right step
forward by the government. As a business,
one thing needs to be understood, it is a
technology led law. There will be no paper
transactions or any manual intervention.
Everything happens through technology
and there is a software which will be the
interface. As a software company in the
ERP business, it would be our endeavour
to make the change seamless to the tax
payer. Simplicity will be the key,” asserts
Sathya.
Limitations in GST
Implementation
Goods&ServicesTaxNetwork(GSTN)
is managed by a bunch of professionals
with the right kind of support from
the government. At the business level,
companies are gearing up to provide the
relevant solutions to their current users as
well as prospective users.
However there are a few pitfalls which
need immediate attention as these are
unfriendly to trade and has the potential
to derail the businesses.
“The first one being the manner in
which Input Credit is granted. The
government has put the onus on the tax
payer to ensure that the tax has been
remitted to the government, failing which
the input credit will not be allowed.
The next one in the list is about taxing
advances and determination of time of
supply and treatment- Section 12 and
Section 13 deal with time of supply of
goods and services, whereby normal trade
advances are also subject to tax. This again
creates friction in trade as the concept of
advances itself is misunderstood. If we
look at why advances are paid, it is due to
the fact that a commitment to the vendor
is made for a certainty of a transaction,
even though the supply is effected after a
period of time. This would mean the input
credit for the portion of advances would
only be available after supply and claiming
the final invoice on a procedural front it
would create further complications.
Ambiguity in sales returns is the next
challenge. There are a few ambiguities in
the process of sales returns like –
• Let’s take a case where a supply
happens from a manufacturer to a
distributor who in turn supplies it to a
retailer. Normally when the sales return
happens, it happens between the retailer
andthemanufacturerwithoutinvolvingthe
distributor. There is no way of transaction
matching since the original transaction
and the sales return are between different
Sathya Pramod,
Chief Financial Officer
- Tally Solutions Private
Limited in a chat with
VARINDIA throws light
on the current GST law
that is in the process
of being implemented
across the country and the
various pitfalls which the
government should consider
before presenting it as the
final law to the people -
entities. How should this be handled?
• Another case would be where a
transaction has happened between a tax
payer and receiver, the tax payer uploads
GSTR1. However the receiver in this case
does not respond with a corresponding
GSTR2. In this case, to reverse the sales,
the tax payer raises a credit note, but again
the receiver may not respond to the same.
The tax payer will land up paying the tax
without any supply. This also applies to
transactions where money back guarantees
are involved.
Yet another challenge is Document
Numbering. In general business practices,
there are no restrictions on the numbering
of any documents (invoices, debit notes,
credit notes etc). However, the rules state
that a number can only be unique only for
a particular document. This has potential
to create confusion, especially for small
businesses who are not in the practice
to create unique document numbers,”
explains Sathya in details.
And so...
It is easy to dismiss saying that this
is not good or it has lot of issues. But it
is a mammoth task to change the entire
gamut of indirect taxes in the country.
There has been a lot of hard work put
in by the government in working out
further details and also taking public
opinion about the law. There have been
a lot of representations from the industry,
associations etc. The Government should
give due consideration to those and if they
can manage to balance between the tax
payer’s needs and the government’s wants,
it would help. n
FACE TO FACE

33. 33www.varindia.com October 2016

34. 34 October 2016 www.varindia.com
GST, IOT was the Key discussion
point at the 7th SIITFVARINDIA has recently conducted its annual Tech Summit in Bengaluru (Silicon Valley of India) - Southern
India Information Technology Fair 2016, on 23rd September 2016 at The Hotel Chancery Pavilion, Bengaluru.
The Summit discussed various emerging technologies that has hit the Industry in the recent past.
leaders. Finally there was the award function
that felicitated the business partners from
Southern India in addition to the technology
showcase that displayed the stellar leadership
and outstanding IT implementations. VARs
are the pillar of success in their respective
regions representing the most innovative IT
leaders in Southern India.
The event focused on digital disruptions
surroundingtoday’sworldanditsimplications
on Design & Engineering domain, given the
need to leverage innovations to ring about
a paradigm shift. It was a unique platform
for SMEs and VARs to understand the
scope of digitization that will open up big
opportunities for them in due course of time.
With a distinguished list of speakers including
K K Shetty, V.P- Enterprise sales-India –
COMMSCOPE; Vishal Dhupar, MD South
Asia- NVIDIA India; Jatin Christopher,
Director- JCSS global Consulting; Syam
Madnapalli, Global IOT Delivery - DELL
Digital Business Services; Kuldeep Raina,
Senior Vice President – Sales, Inspira
Enterprise India; Arvind KS, Associate Vice
President, Business development- Tally
Solutions, the summit promises to be an
event full of stimulating conversations and
innovative solutions. The summit brings
the Strategists, Practitioners, consumers on
to a one platform to discuss the strategy for
adoption of digital solutions for enhanced
design and engineering.
The theme for the summit this year was
“Innovative Platform to support Digital
India”.Aspecialteamwasinvitedtodeliberate
on the topic of Impact of GST on the ICT
Industry, which was attended by experts
from the Finance and Taxation domain,
Consultant, CIO, VARs and the Industry
Talking about the day’s agenda,
Deepak Sahu, Publisher & Chief Editor –
VARINDIA spoke about how the future is
cloud and the market for cloud services has
grown to such an extent that there is now
a notable percentage of total IT spending,
helping to create a new generation of start-
(From L to R): Mr. Murali Krishnan, CEO – NJ Dataprint; Mr Vishal Dhupar, MD South Asia – NVIDIA; Mr Kuldeep Raina, Senior
Vice Prsident – Sales, Inspira Enterprise; Mr. Deepak Sahu, Chief Editor – VARINDIA; Mr Arvind KS, Associate Vice President,
Business Development – Tally Solutions; Mr K K Shetty, VP – Enterprise Sales, India - COMMSCOPE; Mr Sriram Gopalaswami, Head,
Commercial and DCG Marketing- Lenovo India and Mr Jatin Christopher, Director- JCSS global Consulting
Arvind KS, Vice President, Business
development- Tally Solutions
“GST is new to everyone of us. In
India doing business is a crime and doing
crime is a business. There has always been
a trust deficit between the tax authority
and the businessman. Going forward, if
GST is implemented properly, business in
India would be no longer a crime. Tax is
one thing which is very important for any
business but it is also the thing on which
the businessman should be spending the
least amount of time in order to become
tax complaint. If you are into the business
of computers, please do not spend time on
taxation at all. In today’s world the cost of
being compliant is much cheaper than the
cost of evading taxes.”
Vishal Dhupar, M.D (South Asia) -
NVIDIA
“After the wheel was discovered, the
most pervasive inventions to have taken
place was the printing press, next came
electricity, semi-conductor and then eye-
glasses. Out of all these, semi-conductors
have always been taken for granted. The
impact of semi-conductors is such that
they contribute the entire economy of
India to the global GDP. The whole hyper-
connectivity that has got connected where
you are talking about a billion active users
on Facebook, 7 billion mobile devices being
available - all these will cease if there are
no semi-conductors. We today talk about
IoT, Big Data, Cloud, autonomous vehicles,
and these are opportunities around us.”

35. 35www.varindia.com October 2016
ups and "born in the cloud" providers. “The
‘Cloud Shift’ will affect more than $1 tn in IT
spending and Digital technologies are playing
a key role in enhancing SMB competitiveness
and their growth agenda. As SMBs and their
workforce embark on their digital journeys,
they need to protect themselves against
cyber-attacks. This would contribute to two
strategic programmes of the country that are
‘Make in India’ and ‘Digital India’,” he said
in his speech.
K K Shetty, V.P- Enterprise sales – India,
COMMSCOPE spoke about the Reforms &
Opportunities in India, focusing on strong
Indian economic indicators, expected to
gain a double digit growth in medium to
long term, resulting in India emerging as the
fastest growing major economy in the world.
His speech ended with a quote, “If you are
optimistic you can build an Aeroplane! If you
are pessimistic you can build a parachute!”
Adding to his thoughts, Vishal Dhupar,
M.D (South Asia) - NVIDIA India, said
how the cloud brings huge potential for the
growth and it is very supportive to the success
of the Digital India. The summit always tried
to bring conversations around how to ensure
engineering and innovations in alignment to
the requirements of world.
Addressing the gathering, Jatin
Christopher, Director- JCSS global
Consulting spoke on what is the impact of
GST on IT trade and how it will turn India
into one common market, leading to greater
ease of doing business and big savings in
logistics. Some companies will gain more as
the GST rate will be lower than the current
tax rates they pay; others will lose as the rate
will be higher than the present effective rate.
There is no doubt that Digital Business
Transformation is disrupting businesses in
every industry by breaking down barriers
between people, businesses and things. By
breaking these barriers, they are able to
create new products, services and find more
efficient ways of doing business. To address
this segment, Kuldeep Raina, Senior Vice
President, Inspira Enterprise spoke on the
importance of cyber security and INSPIRA’s
initiative towards Centre of excellence in
the cloud as the Infrastructure and platform
as service and Software as service. Kuldeep
spoke about how things would be with value
addition to the cloud and turning Capex to
Opex with the help of automation, which
will bring value to the customer and lastly
gave some example of certain recent cyber
and malware attacks.
Arvind KS, Vice President, Business
development- Tally Solutions spoke on the
Impact of GST on IT trade and how GST
is a business opportunity for us. This will
bring a new opportunity for every company
into development, since there is no software
available in India, which is fully compatible
or is GST complaint.
Lastly there was the panel discussion,
based on the theme for the day and
moderated by Deepak Kumar Sahu, Chief
Editor – VARINDIA. The panellists who
joined on the dais were Sriram Gopalaswami,
Head, Commercial and DCG Marketing-
Lenovo India; Syam Madnapalli, Global IOT
Delivery - DELL Digital Business Services;
Sridharan, President- AIT; Vishwanath
Kulkarni, Director-Sales (India & SAARC) -
HID Global and K K Shetty, VP - Enterprise
sales-India - COMMSCOPE.
Discussion on Digital India, which is
an initiative of the central government to
integratethegovernmentdepartmentsandthe
people of India and the innovation challenge,
was to find solutions which can enable
public to avail government services easily.
Digital India in its vision is a disruptive social
equalizer in it that empowers the citizens. It
is targeted at addressing local needs with the
vision to build an ecosystem for pervasive
technology adoption.
Jatin Christopher, Director- JCSS global
Consulting
“GST is a significant change agent as
we embark on the journey that has just been
introduced to us. It is very different from
the way we have seen taxes – excise, VAT,
service tax but the principle of GST which
is the first aspect that we have to keep in
mind, that GST is a destination based
tax. It is the tax that has to reach the state
where consumption actually takes place.
Until now, we have been used to paying
tax on an origin based system of taxation.
Whenever you sell, supply any goods or
services within your state, you will have to
pay a dual tax – CGST and SGST. Both the
taxes will apply at the same time.
K K Shetty, V.P- Enterprise sales – India,
COMMSCOPE
“If you look at the macroeconomic
indicators,inflationyouwouldseeisroughly
around 4-6%, GDP growth is 7.5% and if
you look into the fiscal deficit, it’s almost
4% and this year we are planning to bring
it down to 3.5%. Our rupee is more or less
going up, as a whole the macroeconomic is
fantastic now. That shows that the country is
moving in the right direction, which shows
that there are some good opportunities
coming in the next few years. In terms of
foreign exchange reserves, we have more
than $370 billion, which means moving
forward we can expect better days. GST is
the mother of all reforms which will change
the taxation scenario.”
Kuldeep Raina, Senior Vice President –
Sales, Inspira Enterprise India
“There is a huge opportunity and a
potential about the Cloud. Inspira on its
part is initiating a Center of Excellence on
the Cloud which is now going to address
infrastructure as a service, platform as a
service and predominantly software as a
service. A typical question that comes to
mind is what people think about Cloud. Is
it something that we are trying to do some
kind of a value addition to it? When seen
from a technology perspective, it is really
the thing we are looking forward to? The
first key point I consider when talking about
cloud is automation that will transform it
thoroughly.”

36. 36 October 2016 www.varindia.com
Technology provides a great platform
for social equality and paves the way for
opportunities enabling citizens to grow.
India Inc enables the realization of the
Digital dream by partnering with the
Government in building Tools such as -
• Last mile Connectivity
• Citizen services delivered over web and
more importantly mobile
• Cyber security Solutions
• Healthcare poweredbyCloud,Mobility,
Analytics, IoT, Wearables, M2M tech
• Education powered by Cloud and
Contextual Awareness
• Product & Service Aggregation
Platforms
• Modern Agriculture powered by IT
Framework
• Smart Cities
Building the infrastructure, getting
various public sector departments online,
providing a bouquet of desired services to
citizens, all hold out significant potential
for technology companies to work closely
with the Government in realizing the
Digital India Vision.
Further, Internet of Things has altered
traditional designing and the industry
is pushing the envelope to ensure that
demands are met and new standards are
set in this domain. We are still lagging
behind in broadband penetration as low
as 6%. Also there is less information and
education of people in terms of what is
data stealing and privacy breach. Driven
by several factors - technological advances,
changes in competitive landscape and
consumer preferences. IoT (Internet of
Things) will describe a system where
Internet is connected to the physical world
via ubiquitous sensors will talk about the
various facets of the IoT and how it is an
imperative for the world today.
The summit also displayed the latest
technology showcase from Canon, Tally
and Inspira and how their solutions are
well fitted to complement Digital India and
the Future.
The summit also witnessed a mix
of CIO/CTO/System Integrators and
Solution Partners from across the Southern
India with 150 attendees from the ICT
sector who is embracing digital solutions.
A pantheon of industry veterans and
innovators had conversations around
themes and issues of critical importance to
the growth of Security and social media.
SIITF served as a unique platform for
the IT professionals from across the country
which helped them to find solutions to
help their companies evolve with changing
requirements.
Panel Discussion on “ERP its uses and application under Digital India”
The panel discussion held towards the
end of the event, based on the theme for
the day “Innovative Platform to support
Digital India” was moderated by Deepak
Kumar Sahu, Chief Editor – VARINDIA.
The panellists who joined on the dais were
Sriram Gopalaswami, Head, Commercial
and DCG Marketing- Lenovo India;
Syam Madnapalli, Global IOT Delivery -
DELL Digital Business Services; Sridharan,
President- AIT; Vishwanath Kulkarni,
Director-Sales (India & SAARC) - HID
Global and K K Shetty, VP - Enterprise
sales-India - COMMSCOPE.
Before throwing open the floor to
the panellists, Deepak Sahu mentioned
about the report of IDC, Global IoT
Decision Maker Survey which shows
that the organizations are pivoting away
from proof of concept projects to scalable
Internet of Things (IoT) deployments that
are incorporating cloud, analytics, and
security capabilities. 31.4 per cent of organizations surveyed have launched IoT solutions, with an additional 43 per cent looking to deploy
in the next 12 months. 55 per cent of respondents see IoT as strategic to their business and as a means to compete more effectively. Improving
productivity, reducing costs, and automating internal processes are seen as top benefits of an IoT solution. This highlights an internal and
operational focus by organizations over the short term as opposed to external, customer-facing benefits. On a cautionary note, he said that
we all have to always bear in mind that Cyber Security is becoming more critical than ever before.
According to K K Shetty, VP - Enterprise sales-India – COMMSCOPE, Digital India is a priority as the various government initiatives
introduced like Jan Dhan Aadhar Yojana cannot be accessed unless there is a Digital platform. “We at Commscope are focusing on
Connectivity solutions which will provide digital infrastructure. We are also associated with the NoFN project, wherein 400,000 villages are
going to be connected with fibre optics. With 4G network getting further penetrated, we are also planning to provide Fibre-to-Home.”
Vishwanath Kulkarni, Director-Sales (India & SAARC) - HID Global said that HID is also moving ahead in the Digital India agenda. “We
have set up our R&D facility here in Chennai in which we are working on access control on mobile and a part of Digital India movement.
We also have a solution called goID (Government ID) that has received wide acclaim from government of different countries.”
Sridharan, President- AIT opined that because of Digital India, the dealer community will get an opportunity to sell various end point
devices like phones, laptops, etc. The convergence of technology also brings in lot of opportunities for those people who are into offering
solutions.
Syam Madnapalli, Global IOT Delivery - DELL Digital Business Services felt that most of the companies do not have a good understanding
of their customers. Digital Transformation, according to him is bringing visibility for the companies, about their employees, customers and
stakeholders.
Sriram Gopalaswami, Head, Commercial and DCG Marketing- Lenovo India said that from an infrastructure standpoint, Lenovo is one
of the many companies to have partnered with the government when the Digital India first started. “To Lenovo, Digital India means 2 things
– making affordable devices available not only in 1st tier markets but to different tiers of markets. Secondly, Education being an important
propeller, Digital transformation is the proliferation of digital means of education.”
EVENTS

37. 37www.varindia.com October 2016
Recognition with Awards (7th SIITF)
Solution Display
Presented By:
Partners to the event:
The summit held an award ceremony to facilitate the enablers of the IT industry in
Southern India. There were seven partners who had been recognised with awards -
• BEST Network Integrator, Southern India - Newwave Computing PVT. Ltd.
• Best Reseller, Southern India - Systech services Ltd.
• Best Software Services, Southern India - Microcom Solution Pvt. Ltd.
• Best Solution Partner, Southern India - FUTURE BUSINESSTECH INDIA PVT. Ltd.
• Best Value Added Distributor, Southern India - INSPIRA TECHNOLOGIES
• Best System Integrator, Southern India - VALUE POINT SYSTEMS
• Best Value Added Reseller, Southern India - N J DATAPRINT PVT. Ltd.

38. 38 October 2016 www.varindia.com
COM-IT Expo 2016 takesTechnology
showcasing to new Heights
The 9th edition of COM-IT Expo
concluded recently in the city of
Mumbai. Trade Association of Information
Technology (TAIT) organized the event
from September 30th to October 2nd by
bringing in prominent leaders and IT Industry
stalwarts under one roof. The theme for this
year’s event was ‘Showcasing new, trending
technology ideas and solutions for the IT,
Security and Mobile industries’.
The exhibition was inaugurated by Yih-
Jyh, Kang - Executive Director, Exhibition
Department, Taiwan External Trade
Development Council (TAITRA).
The three-day tech exhibition exhibited
the latest technology solutions for the IT,
security and mobile industries.
This year TAITRA had set up two
Taiwan Excellence Centres to showcase the
latest technologies and solutions in IoT,
AR and intelligent business solutions. Yih-
Jyh, Kang - Executive Director, Exhibition
Department, TAITRA said, "COM-IT expo
always provides a platform to showcase latest
technological innovations from Taiwan. We
aim to extend our business collaboration with
Indiancompaniesbyexchangingtechnological
knowledge. I invite all exhibitors present
here to COMPUTEX 2017 to showcase their
products and solutions."
The event registered participation from
more than 60 exhibitors including brands
such as Digisol, Kaspersky, Dell, eScan,
Canon, D-Link and many more. Nearly
5,000 trade and business visitors and 15,000
end-users thronged Mumbai's leading IT
show, COM-IT Expo over three days. A few
of the exhibitors that displayed their products
and solutions at the event were Digisol, Web
Werks, Jinali, Taiwan Excellence, Everest,
The CyberTech, Parth India, EMS, TP-Link,
Hilink Networks, Skywater and so on.
COM-IT Expo 2016 provided a grand
networking and marketing platform both for
domestic and international industry players
of the IT, Security & Mobile industry that
opened up a world of opportunities and
business prospects.
Champak Raj Gurjar, President,
Federation of All India IT Associations
(FAIITA) said, "COM-IT is a global platform
for the IT, Security and Mobile industries
where innovative solutions find their target
customers. This expo plays host to a wide base
of vendors who have developed products and
technologies beneficial to end-users. COM-
IT Expo has helped to accelerate growth for
many well-established IT firms of Mumbai."
Rushabh Shah, President, TAIT said,
"COM-IT is one of the most awaited IT
shows in India. Right from inception, it has
been regarded as a top quality show to draw
leading local and foreign vendors and solution
providers. In the past, this platform has been
used for a number of product launches and
this year too, lots of exciting technologies
were on display. The participants found
it a very engaging experience as they could
address channel partners as well as end-users
from a single platform. It is this quality visitor
mix which sets us apart."
COM-IT Expo provides a platform to
both domestic and international industry
players for IT Software, hardware and service
solutions and seeks to meet the objectives
of generating sustainable growth for the IT
sectorandcreatenewbusinessandnetworking
opportunities. It emphasizes on IT, Security,
Cloud Computing, IT Infrastructure, Web
and Mobile solutions, while showcasing new
security solutions, mobile apps and software
developers more than ever before.
TAIT is a Premier IT Association for
the IT Channels in Mumbai and represents
the interests of the top 350+ IT companies
comprising of resellers, systems & network
integrators, distributors, sub distributors &
solution providers. n
Champak Raj Gurjar
President, Federation of All
India IT Associations (FAIITA)
INDUSTRY EVENT

39. 39www.varindia.com October 2016
Cisco looks up to India with
renewed Business interests
In June 2015, when John T Chambers,
Chairman and CEO of Cisco visited
India, he made a commitment towards
manufacturing by investing USD 1.74 billion
in the country. The recent announcement
of Cisco launching its India manufacturing
operations and digital partnership with the
government of Maharashtra is in line with that
commitment. It can be seen as a crucial step
taken to accentuate the Digital India program
as also affirming Cisco’s commitment to this
market.
As of now, the partnership will enable
Cisco to manufacture and roll out a diverse
product portfolio in India to support the
government’s Make in India initiative.
However, over time, according to Cisco’s
CEO, Chuck Robbins, the company wants to
build up the capacity of the facility to take up
orders to cater to other markets as well.
The manufacturing facility which is likely
to come up in Pune is said to produce and
ship orders for customers in India as well as
take up operations for testing, development,
logistics and in-house repair capabilities.
Cisco has been operational in India for the
last 21 years and the country has been playing
an important role in Cisco’s charted growth.
In these years of operation, Cisco has made 3
big commitments so far. The first was when
the company decided to make India its second
global headquarters, and Chuck Robbins,
who has taken charge last July, feels that it
has been one of the best decisions Cisco has
taken, considering the talent pool and the
engineering expertise available. The second is
Cisco’s commitment to align with PM Modi’s
Digital India agenda and the third strategic
step is that of Cisco’s decision to open a
manufacturing hub in Maharashtra. As a
matter of fact, India is one among the many
countries (the other being France, Germany,
UK, Israel, Mexico) where Cisco is engaged
at the head-of-states level to take forward the
digital transformation plan in accordance with
the vision of the leader of the country.
There is still a lot to be done on part
of Cisco before the project gets going and
fast track it as per commitments, and not
forgetting the challenges that will crop up.
But what needs lauding is Cisco’s growing
interest in the market and identifying the
business opportunities that can subsequently
mean more revenues for the company.
Additionally, Cisco also announced its
ongoing commitment to accelerate Digital
Maharashtra, including several initiatives to
ensure that all of India’s citizens benefit from
the power of connectivity. These initiatives
include -
Smart City Solutions in Nagpur: Cisco
willrolloutSmartCitySolutionsinNagpurto
enable city-wide network connectivity, smart
& secure Wi-Fi hotspots and smart safety &
surveillance solutions. The various citizen
services enabled by smart cities architecture,
like smart transport, solid waste management,
smart lighting, environmental sensors, and
smart parking, will be integrated on Cisco’s
City Digital Platform.
Dharavi eCommerce Hub: At the
ceremony, Cisco showcased how it was
helping digitize Sri Ganesh Vidya Mandir
High School by providing the students with a
virtual classroom, digital learning and highly
secure Internet connectivity. After school
hours, local entrepreneurs and start-ups will
be able to use the school as a platform for
local innovation and help make Dharavi an
e-commerce hub.
Expansion of Cisco Networking
Academy Program: The company
announced plans to establish up to 25 Cisco
NetworkingAcademiestotrainapproximately
10,000 students in Maharashtra by 2020.
Wi-Fi, Smart Education and Smart
Healthcare to Digitize Fetri Village:
Cisco announced a new initiative to digitize
Fetri village in the Kato Tehsil of Nagpur
district in Maharashtra. With the intention
to build a Digital Village, Cisco will deploy
key technologies including Wi-Fi, smart
healthcare, and smart education in an upper
primary government school in Fetri.
Cisco to Collaborate on Broadband
Infrastructure: Cisco will collaborate on the
state-wide rollout of broadband infrastructure
to accelerate the Digital Maharashtra vision.
The launch of the manufacturing
operations took place in the presence of the
chief minister of Maharashtra, Devendra
Fadnavis; the CEO of the National
Institution for Transforming India (NITI)
Aayog, Amitabh Kant; Aruna Sundararajan,
Secretary, Ministry of Electronics and
Information Technology, government of
India; Cisco CEO Chuck Robbins; Irving
Tan, senior vice president, Cisco Asia Pacific
and Japan; Dinesh Malkani, president, Cisco
India & SAARC and Jun Kim, vice president,
Cisco Supply Chain Operations. n
The manufacturing facility
which is likely to come up in
Pune is said to produce and ship
orders for customers in India as
well as take up operations for
testing, development, logistics
and in-house repair capabilities.
OPEN YOUR EYES

40. 40 October 2016 www.varindia.com
The name to Reckon
with in Open Source
Incepted in 1993, Red Hat is one of the leaders in the
Open Source community that provides an enterprise
strength, mission critical software and services in the most
important IT areas of Operating Systems, Virtualization,
Middleware, Storage, and Cloud Computing.
Companies" list in 2011.
19% growth in Q2 of fiscal 2017
The company in its Q2 of fiscal year 2017
which ended on August 31, 2016 has witnessed
a 19% (in US dollars) year on year growth
which brings up its total revenue for the
quarter to $600 million. Subscription revenue
for the quarter was $531 million, up 20% in
U.S. dollars year-over-year. Subscription
revenue in the quarter was 89% of total
revenue.
The quarter revenue also mentioned 18%
in year on year growth in Infrastructure
offerings. It also combined with 33% in year-
over-yeargrowthforApplicationdevelopment
and other emerging technologies.
Explaining the same, Jim Whitehurst,
President and Chief Executive Officer of Red
Hat said, “Red Hat's second quarter revenue
results were highlighted by 18% in year-over-
year growth for our Infrastructure offerings,
combined with 33% in year-over-year growth
for our Application development and other
emerging technologies. Digital transformation
andhybridcloudcomputingarechanginghow
applications are built, deployed and managed.
As organizations adopt agile application
development technologies such as Linux
containers, they are able to rely on Red Hat
as their strategic partner to modernize their
infrastructure and application development
platforms.”
Strong demand and overall execution
has continued to benefit the company in the
second quarter. It also continued to close
deals of over $1 million in the quarter. This
upholds its customer’s dedication towards the
company and the sky rocketing demand for
its solutions.
New-generation products
Continuing its leadership in the open
source segment and enhancing its product
portfolio, Red Hat has announced the general
availabilityofitsKernel-basedVirtualMachine
(KVM) -powered virtualization platform,
Red Hat Virtualization 4. It challenges the
economics and complexities of proprietary
virtualization solutions by providing a fully-
open, high-performing, more secure and
centrally managed platform for both Linux
and Windows-based workloads. It combines
a powerful updated hypervisor, advanced
systemdashboard,andcentralizednetworking
for users’ evolving workloads.
Red Hat Enterprise Virtualization has
also been positioned by Gartner in the
“Visionaries” quadrant of the August 2016
x86 Server Virtualization Infrastructure Magic
Quadrant. n
Q217 Financial Highlights
• Revenue $600 million, up 19% y/y
• Subscription Revenue $531 million, up 20% y/y
o Infrastructure related: $427 million, up 18% y/y
o App dev related & emerging tech: $104 million, up 33% y/y
• Subscription Revenue 89% of total revenue
• Training & Services Revenue $69 million, up 10% y/y
• Cash & Investments balance: $2.04 billion
• Repurchased 1.8 million shares of common stock
• Deferred Revenue $1.68 billion, up 19% y/y
• Number of deals over $1 million up 60% y/y
This should be read in conjunction with Red Hat’s earnings press release issued on
September 21, 2016 as well as Red Hat’s SEC filings found on http://investors.redhat.com
Rajesh Rege, Managing
Director, Red Hat India:
For Red Hat, India is
an exciting and a great
marketplace with lots of
opportunities like Smart City,
Digital India, Make in India,
payment gateways and e
commerce. Government is also
a big focus area for Red Hat.
The company has witnessed a
sequential Q-on-Q growth for
58 quarters in a row. A leader
in the OS space, We also have
a state-of-the-art engineering
facility in Bangalore.
More than 20 years ago, Red Hat
disrupted the enterprise software
world with new models for technology and
business innovation. Today, Red Hat is
the global leader in open source software,
credited with bringing open source to the
enterprise mainstream and inspiring the
continued evolution of open source, which is
driving key innovations across the technology
landscape, from cloud computing and Linux
containers, to mobile, big data, and beyond.
In its 2016 predictions, Deutsche Bank wrote
that “open source keeps eating the world,”
with “open source rivals for almost every
major infrastructure and data management
software market.”
Receiving accolades for being the Open
Source leader, Red Hat has recently been
named to Forbes' “World’s Most Innovative
Companies” list. The company was ranked
as the 25th most innovative company in
the world, marking the company's fourth
appearance on the list (2012, 2014, 2015,
and 2016). Earlier, Red Hat was named to
Forbes' "World's Most Innovative Growth
FACE TO FACE

41. 41www.varindia.com October 2016
FACE TO FACE
Personalized Printing will drive
the Digital Printing market
Balaji Rajagopalan, Executive Director, Technology, Channels & International
Business - Xerox India in a chat with VARINDIA gives an idea of how the digital printing
market in India is growing and Xerox is placed to leverage the growth prospects -
The overall printing market in India
is growing and while the pattern
of printing is changing, there is a big
expectation that the printing industry will
still continue to exist and grow.
In the printing market, digital printing
is one segment that has shown strong
growth numbers and has evolved over the
years. Growth in digital printing is driven
by improved levels of service to customers,
providing new opportunities to customers
and helping them grow significantly. Today,
applications and solutions is an essential
in this segment. A few of the emerging
trends in this segment are personalization,
versioning and targeted printing.
“Digital printing is a growing market
for us and we have a very strong position
in this market segment. We have developed
a wide range of products and solutions
portfolio for the entry to mid to the
high-end segment and are one of the
few companies which have such a vast
breadth of offerings. If you see our digital
presses, they are segmented in a way that
customers can pick and choose basis their
requirements and the machine can add
value to their business rather than being
a cost churner,” says Balaji Rajagopalan,
Executive Director, Technology, Channels
& International Business - Xerox India.
Xerox has recently launched a slew of
products like Color C60/C70 with energy
saving capacities, Versant 80 and Versant
2100 with banner printing capabilities,
ColorPress 1000i with gold and silver ink.
The most recent addition are the iGen 5
press and Impika Inkjet which caters to the
demands of the high end segment. All these
products can fit in for specific customer
requirements like banner printing, book
publishing, photo printing etc. and can
do wonders for the customers. “This
shows our commitment to the market and
in 2016, we will further strengthen our
product portfolio and bring in innovative
solutions to help our customers focus on
what matters most – Real Business,” states
Balaji.
The launch of the iGen platform back in
2002 had completely changed the outlook
of the high-end digital printing market,
according to Balaji and now with the iGen
5 press’s outstanding capabilities will surely
make a similar impact.
“The iGen family is a key differentiator
for us. The machines from this family are
feature rich, high on productivity, offer
great color outputs and are one of the most
productive digital presses available in the
market today. Xerox has always been at
the helm of innovation and we continue
to understand customer demands and make
products tailored to meet those demands;
the launch of iGen 5 Press shows our
commitment to our customers,” he adds.
Opportunities galore...
Xerox is very committed to the market
place and multiple installations of its newly
launched devices is proof enough of that.
There is immense potential in the digital
printing market led by rise in photo-
printing, book publishing, short-run jobs
and much more. For instance, the wedding
photography industry today is about Rs
1,800 crore business with a demand for 7.5
million wedding photo albums every year
in the country. Roughly 21% of the photo
products have moved into digital printing,
which is a Rs 700 crore market now.
“For photo-printing, our Versant
family and iGen 5 are a great fit. They
offer great quality of colors which is a clear
differentiator in the market place today.
The iGen 5 offers color palates beyond
usual CMYK and this is a great feature for
customers in this segment,” he explains.
Furthermore, Xerox has successfully
concluded with Drupa 2016. “It was a great
event and was a great platform to showcase
our devices and solutions.We very recently
also launched two new inkjet machines -
the Xerox Brenva HD Production Inkjet
Press and the Xerox Trivor 2400 Inkjet
Press and showcased our portfolio of other
devices and technology solutions via demos
at the event. We expect these machines to
be a definite game changer in India,” recalls
Balaji.
In 2016, Xerox wants to maximize its
business share as much as possible. “Last
year was a good year with strong growth
numbers and in 2016, we are looking to
grow consideration, coverage and our
revenue,” he says.
Xerox is present in all categories today
and more than 50% of its customers are
repeat customers. This is testament to
Xerox being strong in customer service
and helping customers grow their business.
Some of its key customer segments are
photo-printing, publishing, short run and
long run jobs.
“Our latest entrant in the Indian
market is iGen 5 Press. This machine has
the capability to revolutionize the high-
end digital printing segment. The press is
fully customizable to meet page volume,
application type and color needs – all while
delivering market-leading press uptime.” n
Samrita Baruah
samrita@varindia.com

42. 42 October 2016 www.varindia.com
Compuage aims to achieve Rs.7,000-
Crore revenue and expand reach
In a chat with VARINDIA, Atul Mehta, Chairman & MD, Compuage Infocom, has discussed about the
low penetration of PCs, focus area in the last financial year, future plans and the success mantra
Though the IT industry is witnessing slow growth, but there
lies a huge potential in the market. Personal Computer (PC)
is the core thing around which networking, software, peripherals, etc
revolves. But the penetration level of PC is very low which opens a
wide market for Compuage Infocom and acts as a huge potential.
“For the last two-and-a-half years, the growth of IT industry has
been a little slow, but the potential is immense because the penetration
level is quite low in the country. Rather than looking backward, we
should look forward to the potential that exists in the industry and
in the marketplace. So, I feel that the next five or 10 years should
be really promising. Everything starts with Personal Computer (PC),
then comes peripherals, networking products, software, etc, but
everything revolves around PC which includes laptops and desktops.
From that perspective, the PC penetration level is low. It is low by a
double digit. Last year, our PC sales were in the region of 10 million.
There is no doubt that the trend is changing, there are more options
of tablets and smartphones are available. But there are a lot of things
that a PC can do. It is required for several applications. From that
viewpoint, the number of 10 million PCs for 1.2 billion population
of India is very low. That itself is a huge opportunity in the market,”
asserts Atul Mehta, Chairman & Managing Director, Compuage
Infocom.
Business in last two years
In FY 2015-16, due to deeper penetration in the market and
optimization of opportunities Compuage has witnessed a growth of
31 per cent y-o-y. The company has concentrated in its mobility and
Enterprise business segment which has earned numbers.
“Business in the year 2014-15 is flatter for us primarily because of
some realignment of our business. But 2015-16 is a very good year and
it has grown by 31 per cent. The growth is because we have penetrated
the market deeply and we have a lot of product lines where we have
optimized the opportunities. One of our product lines is mobility
which was very low previously, but our revenue has grown in this
segment. Secondly, we have started covering B-, C-, D-, E-class cities
at much more depth where more growth was happening than the
bigger cities. The third is we grew in the Enterprise space. So these are
the three areas that help us grew 31 per cent y-o-y.”
We went aggressive in Enterprise products such as networking,
software and security. In mobility, it is smartphones where we grew
our business with our existing vendors. We also see a good potential
in security business and are focussed on it. It is one of the fastest-
growing areas in the industry,” explains Mehta.
Future Plans
Compuage is currently working with more than 10,000 partners
and operates from its 41 offices across the country.
“We are working with above 10,000 partners across the country
through our 41 offices, 45 warehouses and 51 service centres. We are
very broad-based distributor. We have products like components,
peripherals, PCs and also have enterprise products like networking,
software, etc. We wanted to go broadly in the marketplace mapping
the entire market,” describes Mehta.
Talking about the future plans, he revealed that by FY 19
Compuage is aiming to achieve Rs.7,000 crore and in FY 2016-17 it is
looking forward to reach the target of Rs.4,000 crore. It also wants to
increase the number of partners to 15,000.
“Our plans is to achieve Rs.7,000 crore of revenue through sales
representation in 100 cities. Currently, we are covering 55 cities
where we have sales representatives. The turnover in FY 2014-15 was
approximately Rs.2,400 crore and FY 2015-16 Rs.3,100 crore. In FY
Message for Partners
WeareatrueValue-AddedDistributorandbelievetowork
handinhandwiththemandgrowinmarketshareandgrow
inbusiness.Wewillworkjointlywithourpartnerstogrow
theirbusinesswhich,inturn,willgetgrowthforus.We
arenotmerelyafulfilmentdistributor.Wewanttoplayan
activeroleinsales,marketinganddevelopmentofpartners
acrossIndiawhichwouldinturnhelpgrowbusiness.
2016-17, we are working with a plan of approximately Rs.4,000 crore
which is 25 per cent. Our aim of achieving Rs.4,000 crore is ambitious
but possible. We have to grow 30 per cent year over year.
We also want to expand our partner base to 15,000 and also cover
resellers in 1,000 cities,” adds Mehta.
Success Mantra
Compuage follows the key mantra of Speed, Reliability and Value
Performance which have taken the company to the doorsteps of
success in this industry. Mehta also believes that these three aspects
will further take Compage to the next level of success.
“Speed, Reliability and Value Performance are the key mantra of
our success. We have to be fast. By reliability, we mean the vendors
and partners must have trust in us about our ability and value
performance is very important because we have to differentiate us
from others in the market. These three factors will take us to the next
level that is Rs.7,000 crore. What we have accomplished in the last 29
years, we are going to accomplish in the next 29 months,” concludes
Mehta. n
FACE TO FACE

43. 43www.varindia.com October 2016
Bhavesh H Mehta
COO & Director
Nehal Sharma
Deputy GM – Sales
Sunil M Mehta
Chief Financial Officer
Shreyas Vyas
IT Manager
Deepak Karia
General Manager – Sales
Atul H Mehta
Chairman & Managing Director
Sagar Abraham
National Service Manager
Vinod Thakkar
General Manager – Business
Dilip Darji
Deputy GM – Accounts
The Leadership at Compuage
Compuage Infocom to be Linksys’ND for India
Linksys has announced the reappointment of Compuage
Infocom Limited as its National Distributor in India.
According to company officials, Compuage Infocom will
be the exclusive India distributor for the Linksys range of
products which include wireless/Wi-Fi and networking
solutions for Consumer and SMB segments.
Headquartered in Mumbai, Compuage Infocom has a
pan-India presence with branches across 45 cities and a strong
network of more than 10000 partners. Linksys India hopes
to strengthen its India presence and reach out to tier 2 and 3
cities apart from major metros through this strategic tie-up.
Linksys current consumer product portfolio in India includes Wireless Routers and Gateways, Wireless Range Extenders, USB
Network Adapters, and Networking Accessories. For the Small and Medium Business (SMB) Segment, Linksys India currently offers
Switches, VPN Routers, Access Points and Networking Accessories.
Commenting on the tie-up, Altaf Ansari, Country Head, Linksys (India and SAARC) said, “Compuage Infocom has a strong legacy
of experience as well as expertise in the IT Distribution sector. We hope to redefine our strategic presence in India through our valuable
tie-up withCompuage. Our aim is to achieve greater reach in the India market through our powerful Wireless and Networking solutions
catering to Consumer and SMB segments.”
Atul Mehta, Chairman and Managing Director, Compuage Infocom Ltd. said, “We are glad to be on board as the National Distributor
for Linksys, a global brand known for quality and excellence in the Wireless and Networking space. With our past experience with
Linksys, our expertise in sales and a robust nationwide network, we are confident that we can add value to Linksys brand position in the
India market.”
Linksys products will be exclusively distributed in India via Compuage Infocom Ltd from September 2016 onwards.

44. 44 October 2016 www.varindia.com
Get Lucky this Festive Season!
Come October and we see the festive fever taking over everyone. Induced by discounts and special sales &
offers, the festive season for the current year is on and we can see both customers and brands going gaga over it -
The festive season is something for
which the whole of India awaits for
shopping. It is also the time when vendors
try to build connect with its consumers
in a big way. During this period many
people generally tend to look forward to
make a big purchase as it is considered
auspicious. Not only are consumers given
compelling choices but also with several
discounts, the festive offers become the
right time to make the right purchase.
This abundance of offers and discounts
drive maximum sales for vendors.
“These festive offers do encourage
growth of business resulting in increase
in sales and revenue,” agrees Chandrahas
Panigrahi, Sr. Director and Consumer
Business Head, Acer India. “It is true
across many categories as companies make
a significant chunk of their yearly revenue
during this time.” Acer’s expectations are
very high from this quarter as it believes
that it has the strongest product portfolio
and a host of offers which gives extremely
good value on purchase of Acer products.
“It is not only about the positive business
we do but also the channel relations we
build and nurture with our customers and
partners during this time which makes
this time of the year really special,”
Chandrahas adds.
Though purchases are made across
product categories, IT and telecom
gadgets are something which sells
maximum during this time. Consumers
who used to see the festive season as
being an occasion for purchasing a new
vehicle or home appliance have grown to
consider technology devices as another
vital need that must be accounted for. It
is also expected that demand for personal
technology devices to continue to grow
this year as Indian consumer are becoming
more tech-savvy and knowledgeable.
SanDisk, a Western Digital Brand runs
consumer campaigns every year during
the festive season with special offers
for consumers pan India. “These festive
campaigns are aimed at generating lot of
excitement and interest for SanDisk’s wide
product range, thus helping consumers
to stay connected and enjoy the freedom
to capture and share memories without
worrying about storage limitations,” tells
Jaganathan Chelliah, Marketing Director
of SanDisk India Retail, Western Digital
Corporation.
LG has the most promising
product portfolio this year. A strong
product portfolio and impressive retail
environment combined with exciting
Navin Chawla
Chief Operating Officer
Lava International Ltd

45. 45www.varindia.com October 2016
offers will certainly impress consumers to
upgrade this season. “Offering customers
compelling choices and exciting deals is
LG’s own way of maximizing customer
satisfaction. This year festive season brings
all the more growth opportunity for brands
due to factors like, good monsoon, roll out
of 7th pay commission. This year, we are
targeting strong 30 percent growth overall
as well as across categories,” points out
Niladri Datta, Head-Corporate Marketing,
LG Electronics India.
Amitabh Tiwari, COO – Sansui too
agrees that the festive season will fare
out better this year on the back of good
monsoon and overall positive consumer
sentiments. “Keeping this in mind, we
have rolled out exciting customer offers.
We believe this will further strengthen
our relation with the customers who
will be delighted to bring home our
brand during the festivity. The brand is
optimistic about this year’s festive season
and is targeting 55% sales growth over
the same period last year.”
Sharan Maini, Director - Noble
Skiodo feels that TV as a commodity is
one of the fast moving goods during the
festive season. “We at Noble Skiodo have
announced special prices and discounts
exclusive to the festive period. We already
have rolled out our schemes and singular
prices and we already have started seeing
traction in the market.”
“HTC is happy to celebrate this
Chandrahas Panigrahi
Sr. Director and Consumer Business Head -
Acer India
Anil Gupta
AVP - India Sales
eScan
Festive Schemes and Offers
Acer
For this festive season, Acer has announced the special offers on the purchase of its range of Aspire Laptops, 2 in 1, convertibles and All-
in-One PCs. On purchase of any of Acer’s range of laptops, notebooks, desktops, consumers can avail the benefit of attractive EMI offers.
Further, Acer is also offering free antivirus and data recovery software. Now customers can also extended warranty on the products by just
paying Rs. 499/-. Additionally, consumers planning to purchase a Bluetooth Headset can avail this offer by paying a nominal Rs. 499/- for
the trendy headset which is worth Rs. 2999/-.
Fujifilm
Fujifilm has lined up 3 new offers to delight its customers this season - the Mini 8 Bundle Pack priced at INR 8,633/-, Mini 8 Festival Box
priced at 9,999/-and the Mini 8 Party Box priced at 12,999/- only. Moreover, customers can avail further discount of up to 30% on these
new offerings. The New Instax Combos are available at Flipkart, Snapdeal, Amazon, Naaptol and retail stores.
eScan
eScan offers time-to-time special offers for the end users in terms of extended license period or lucky draw gifts. Keeping that in mind
the company will be offering special discounts and offers to end users through its partners. For partner, it has special offers to claim Silver &
Gold coins, foreign travels etc are on the anvil. There are also a few surprise offers for partners doing exceptionally well in terms of achieving
the targets and making large deals.
Zopo
Zopo has great offers lined up for the end users in ZOPO's first festive season -
• Zopo Looton Month: It is running a month long contest on Facebook. Users can engage to win merchandise, freebies, IT accessories
from power banks, headphones, ZOPO smartphones every week, etc.
• Zopo 365 Days Replacement Warranty: Zopo has a special 365 days handset replacement warranty, under which users would be
able to exchange their ZOPO device for a new one in case of a hardware failure.
Zopo is also giving away 'Assured gifts' in the form of a ZOPO kit with every purchase of a phone. The kit would include surprise
ZOPO merchandise.
HTC
HTC has launched its festival celebrations with an attractive offer wherein its most popular Flagship device HTC 10 will now be
available at a discounted price of Rs. 47,990/-.
Intex
This year, Intex is giving a backpack free on purchase of Intex mobiles worth Rs. 5000 and above. Other than this, it has tied-up with
popular apps such as Saavn, Mydala, Nazara, eTravelSmart, Viu, ChillX and TrendMicro to further enhance its connect with the tech savvy
youth consumers. It is also providing a pre-bundled offer with all Intex smart phones whereby consumers can enjoy more with Idea 4G LTE
and get 1GB free for 3 months. Along with this, get assured gifts - free benefits worth Rs. 1,500 and a chance to win 124 cm (50) LED TV
and other exciting gifts. These offers are available on selected models (Aqua Strong 5, Aqua Q7N, Aqua 3G Pro Q, Aqua Joy).
Niladri Datta
Head-Corporate Marketing -
LG Electronics India
COVER STORY

46. 46 October 2016 www.varindia.com
Amitabh Tiwari
COO - Sansui
Taro Kawano
Head-Image Capturing - Fujifilm India
Festive Schemes and Offers
SanDisk (WD)
SanDisk is running a five month long festive campaign ‘SanDisk Festival Bonanza 504GB’ and offering consumers across India the chance
to win 504GB gift hamper worth Rs.22,960 daily on purchase of 32GB capacity and above SanDisk products that has the contest sticker.
One lucky customer stands a chance to win 504GB of SanDisk Gift Hamper daily basis the best entries received. The gift hamper includes
one unit each of SanDisk Ultra microSDXC UHS-I Memory card 128GB, SanDisk Connect Wireless Stick 128GB, SanDisk Extreme 500
Portable SSD 120GB and SanDisk Ultra Dual USB Drive 3.0 128GB.
Sansui
Sansui is offering warranty free 5 years on LEDs in the screen size of 32” and above models. Apart from new models of LEDs, Sansui will
also be crafting unique product displays at the ground level. Sansui has introduced attractive finance schemes and partner with associates to
extend exchange schemes, discounts and other customer benefits.
LG
LG has announced multiple offers on all its products like OLED TVs, Multimedia and Bluetooth speakers, Home Theatre systems,
sound bars, water purifiers, washing machines, microwaves, etc. It hopes to encash on the festive season and the tendency of buyers to make
purchases during this time of the year.
Noble Skiodo
Apart from the Amazon fest, Noble Skiodo is looking at several bundling offers which shall bring an attractive deal for the audience.
Through it, the brand is trying to bring the price brackets to the customers that have never been seen before. Noble Skiodo hopes to reach
out to more than 1 million customers during this Diwali season through its very attractive schemes.
Lava
Lava has recently announced the “365 days Screen Replacement” offer ahead of this festive season to add to the joy of celebrations for
its consumers across India. As per the offer, on purchase of every LAVA mobile phone – be it feature phone or smartphone, the customers
will be eligible to avail a one-time screen replacement within 365 days from the date of purchase.
Canon
Canon takes pride in contributing towards building memories for life. This festive season, It is announcing the special offer of a Moto
pulse headset with Canon EOS 1300D or EOS 700D. This offer started on 6th Sep and will be available till Diwali/till stock lasts.
Asus
ASUS has an ‘Incredible Diwali’ where 100 lucky consumers will have the chance to win a 100% cashback voucher on the purchase of a
Zenfone 3 from 18th to 22nd October, 2016. In addition, another 100 people will also get the chance to win an ASUS ZenPower.
LeEco
To add a special zing to the festive spirit, LeEco is hosting a #LeEcoFestiveMirfie contest and inviting all smartphone lovers to capture
their favourite celebratory mood with a Mirfie (Mirror Selfie) using a LeEco SuperPhone. The contest will run from October 15 till October
28.
Viewsonic
Viewsonic has launched a Gold bonanza festive offer for its valued partners. The tier 3 scheme is to ensure that all stockiest get benefit of
demand generation for 24" and above size monitors, who in turn buys from ViewSonic' distributors and can enjoy the demand generation
from the reseller and small time dealers from IT market. Eligible tier 3 finch partners of ViewSonic will win two gram gold on every 10 units
of ViewSonic 24" & 25" monitors and One gram gold on every 5 units of ViewSonic 27" Monitors.
Lenovo
Lenovo is introducing a first of its kind offer to its customers in which on the purchase of premium Lenovo laptops, customers can avail
two years of Accidental Damage Protection (ADP) and two years of additional warranty at no extra cost. Lenovo is providing a host of
special offers on its entire range of laptops, All-in-Ones (AIO) and desktops. This Diwali, customers can choose between offers that include
additional warranty up to three years, accident protection up to three years and exciting accessories like a hard drive, power bank or gaming
gear.
Dell
Dell kicked off the festive season with exciting offers for consumers on the occasion of Ganesh Chaturthi. It has announced compelling
offers between August 19 and September 18, 2016 on its range of Vostro notebooks and Inspiron notebooks and desktops.
Mehul Jobanputra
CEO & Co-Founder - Desidime.com
COVER STORY

47. 47www.varindia.com October 2016
ongoing festival season with its fans
and friends and are proud about the
enormous faith & trust that they have on
us. We are hoping to reach closer to our
consumers through various social media
platforms and through our sponsorship
as a principal sponsor of Bollywood
actor/producer John Abraham’s football
franchise North East United FC (NEUFC)
at the forthcoming Hero Indian Super
League 2016. We recently launched the
mid-priced HTC Lifestyle and hope to
launch the Pro version soon in the India
market,” recalls Faisal Siddiqui, President
South Asia – HTC.
Being one of the pure play security
solution providers, eScan sees a surge in
Home and Business segment product sales
during this period driven by new laptop,
PC and Mobile sales. “As most of the
users today are aware of the cyber threats,
they prefer to buy an antivirus or mobile
security product along with the new
device or our partners offering bundled
offer give it as a package. We expect this
year to be better than last year due to the
positive macro sentiments as well as the
growing cyber threats,” says Anil Gupta,
AVP - India Sales at eScan.
This festive season Fujifilm India has
planned to further enhance customer
experience with the launch of 3 new Instax
Mini 8 Combos - the Mini 8 Bundle Pack,
Mini 8 Festival Box and the Mini 8 Party
Box. “Whether you want to surprise
your loved ones with a combo of Mini
8 camera, fancy stickers and accessories
or capture your festival moments and
keep them intact in an album or get your
own party started with party props,
fancy sling bag and markers, whatever is
your requirement Fujifilm has got it for
you,” says Taro Kawano, Head-Image
Capturing, Fujifilm India.
Swipe Technologies is also very
bullish about the festive season with
its star series – Elite. “Elite plus has
contributed a significant chunk to our
turnover during the Big billon days on
Flipkart. Festive season is the best time
to gift your loved ones and families and
there can be no better option than buying
something which is pocket friendly but
at the same time goes hand in hand with
the modern technology,” says Shripal
Gandhi Founder and CEO of Swipe
Technologies.
Intex is looking forward to offer
the best services along with beneficial
offers. “We have received a remarkable
response on our last offers and schemes.
This festive season, we plan to launch
around 7-8 mobile phones and foraying
into Smart TVs along with varied range
of CDIT products. Other than this
we feel that our competitive pricing
&offers to the consumers and schemes
to the retailers will help us drive higher
sales. Like every festive season, our sales
are expected go higher because of the
attractive offers that we are giving to our
customers,” says Keshav Bansal, Director,
Intex Technologies.
Customer Buying Trends…
Companies are expecting the current
festive season demand to be subsequently
higher than what it was last year as there
has been a spurt witnessed in consumer
buying recently. Consumer sentiment
too is up and buoyant. The latest trend
this season is gadgets and smartphones
that are one of the hottest picks during
the festival time.
“When it comes to the consumer
buying journey, we see that consumers
these days have turned very smart and
have also gone very patient when it comes
to cracking the right deal. With heavy
Sales and discounts available both offline
and online, one shall see consumers
involved in extensive research before
taking the next step,” asserts Sharan.
“We expect consumers this year to be
technologically savvy as Technology is
no longer of interest to any particular age
group and with growing advancements
and innovation the consumer buying
trend has also seen a shift,” he continues.
Zopo is expecting a 250- 300% increase
in sales in during the festive period. “But
we will have to wait, see and analyze the
situation,” says Sanjeev Bhatia, Founder
& Chairman, Adcom and channel partner
for Zopo Mobile in India.
With consumers eyeing more premium
products, Sansui observes an upswing in
the sales of high end consumer goods.
Also, since there is an expected increase
in the prices of LEDs, people will make
the most of the festive offers and buy
Jaganathan Chelliah
Marketing Director of SanDisk India
Retail - Western Digital Corporation
Sanjeev Bhatia
Founder & Chairman, Adcom and channel
partner - Zopo Mobile India
Keshav Bansal
Director - Intex Technologies
Faisal Siddiqui
President South Asia – HTC
Sharan Maini
Director - Noble Skiodo
Shripal Gandhi
Founder and CEO - Swipe Technologies

48. 48 October 2016 www.varindia.com
The Top 4 e-commerce Shopping Extravaganza
Call it Big Billion Day or The Great Indian Festival, this is the time when Indian shop the
most and taking advantage of it, major e-commerce brands launch their biggest shopping
events of the year to leverage the buying sentiments of its consumers. A look at what they
have in store this year -
LEDs before the prices go up, according
to Amitabh.
Taro Kawano believes that during
this festive season, people are going out
of the way to explore gifts that have an
impact and are thoughtful, one that will
help them in storing the festive moments
as a memory. “The customers will be
delighted by what Fujifilm has to offer
and we have also seen a splurge in the
market for instant cameras,” he says. “The
Instax Mini 8 Combos are perfect for
any occasion be it a Diwali celebration,
Birthday Party, Bachelorette Party or
any other special occasion for people to
enjoy instant photos.”
An Internal Survey conducted by
Desidime.com revealed that Gift Cards
and Vouchers have been bought more
this sale season compared to last year,
primarily for the extra discounts they
offer. While 55% of sales are happening
via App, 7% via site and 37% via Desktop
(approx),exclusiveproductswithFlipkart,
Amazon & Snapdeal like mobile phones
were selling like hot buns on the day
when there was a sale on Mobile phones.
“Overall the sentiment was that fewer
deals were deep discounted as compare
to last couple of years. Consumers are
increasingly becoming comfortable
ordering online without COD this festive
season,” observes Mehul Jobanputra,
CEO & Co-Founder - Desidime.com.
The Winner – online vs offline
The gulf between online retail and its
brick-and-mortar counterpart is expanding
and shopping experience of people is in turn
evolving. There is a growing demand for
products offline as well as online channels
during the festive season. All in all, the major
driving factor behind customers going online
is the huge discount on offer, free home
delivery, cash on delivery, free return – which
is as high as one month.
Brands also try to maintain a balance
between both the online and offline
platforms. Most of them try to fit in both
these platforms by making it a part of their
uniform retail strategy.
Lava firmly believes in empowering its
customers, shareholders and commercial
partners so that they can do more and be
more. “We have a strong foothold in the
offline channel – as we are the only company
in the Indian mobile handset industry with a
100% single layer distribution model wherein
all distributors are directly managed and
controlled by Lava. However, Lava products
are also sold via e-commerce portals and the
sales from the online channels has shown
positive traction,” says Navin Chawla, Chief
Operating Officer, Lava International.
“We are exploring various e-commerce
platforms and even in the past, we have
associated with them regularly. Though, we
believe that Indians are more comfortable in
buying products after personally experiencing
in stores, and hence offline channels cannot
be ignored. However, we ensure you that we
will be present on every channel where our
consumers are present. We hope to capitalize
the festive season in the rural and semi urban
markets,” asserts Niladri.
For Intex, 80% of its sales come from
offline and remaining from online. “Our
growth is majorly driven by the channel
strategy. However, to establish brand’s online
presence we always look at strategic tie-ups
with major online retailers to maintain our
visibility in the e-commerce sphere as well,”
says Keshav.
Zopo is also doing a reasonable amount of
numbers both online & offline. “Although we
are present in all tier I, tier II, and some tier
iii via e-commerce channels, we are getting a
better response from our traditional channel
community,” says Sanjeev.
SanDisk views both offline retailers and
online e-tailers as important channels for
fulfilling the needs of the consumers. “We
work closely with our retail partners in geo
markets and provide them with necessary
training, sales aids and consumer offers to
educate and sell to their customers,” states
Jaganathan.
eScan, on the other hand is more focused
with its channel partner network than
ecommerce. As its product being a technical
product, the users normally buy from a
trusted source due to lack of deployment
skills or awareness. “Apart from that, our
product segment presently contributes less
than 5% revenue in ecommerce. Hence,
being a channel oriented company we will
be more concentrating on the channel side
of the business to reach our vast user base,”
says Anil.
Chandrahas believes that both the
platforms-Online and offline have their own
positives. While already having a robust
presence on e-commerce stores, Acer has
simultaneously increased its retail stores
with over 2000 stores and approximately
100 exclusive Acer stores. “We believe, retail
stores give our customers the opportunity to
interact with the brand and to get the first-
hand experience of the products. As these
online and offline platforms continue to co-
exist, we would also be leveraging both for
ourultimatefocusofascertainingconvenience
for our users,” he explains.
Desidime.com, which is a social online
shoppingcommunityhashelpedthemerchant
partners to sell goods worth over 65 crores
in the first 7 days of October and is eyeing
a figure of Rs. 350 crores across merchants
overall this festive season till December. In
its internal survey, Desidime.com found that
more than 70% of users have said that they
have reduced their frequency of traditional
(Offline) shopping due to online Shopping
and more than 65% of users said that they
have ended up spending more than 50% of
their Diwali shopping budgets on online
shopping this year. “As far as our prediction
goes, online orders from tier 2 & tier 3
cities will increase as compared to previous
years for lack of accessibility of brands and
increasing trust in online shopping,” points
out Mehul. n
Samrita Baruah
samrita@varindia.com
Amazon: After the Amazon Dussehra sale which was from
October 1 to October, the Diwali sale is already around the corner
for Amazon lovers. The second wave of Great Indian Festival is
scheduled from October 17 to 20. Products under the electronics
category will get a huge 55 per cent discount.
Flipkart: Flipkart has announced its app-only Flipkart Big Billion
Days that began on October 2, 2016 and ran till October 6, 2016.
The second-edition was held between October 13 and October
17. The Big Billion Days offered discounts across 70+ product
segments.
Snapdeal: After the last 5-day sale conducted just a week ago,
Snapdeal was back with another sale that started from 12 October
through 14 October. Called the Unbox Diwali Sale, Snapdeal offered
some big deals offerings with discounts up to a hefty 70 percent.
The sale started with some exciting deals across categories like
appliances, electronics, gadgets, mobile phones and even on home
furniture and FMCG products.
Shopclues: Shopclues Diwali Sale #ItneKumMein was conducted
from 1st Oct to 10th October 2016. Great discounts were offered on
almost every products ranging from home appliances to electronic
gadgets and home products.
COVER STORY

49. 49www.varindia.com October 2016
Vikram K to lead Data Center and Hybrid
Cloud at HPE India
Vikram K who was the Director for the
server division will now be the leader for
Data Center and Hybrid Cloud (DCHC)
at HPE India. This would be effective
from November 1st.
As per market trends, Hybrid Cloud
(which is a combination traditional IT and
private Cloud) will dominate the market
over the next five years. However, hybrid
IT is the new reality for organizations
today, and one of the many reasons of its
adoption is its combination of legacy IT along with public, private
and managed cloud services.
ThedatacenterspaceisalsoveryimportantforHPE.Thedatacenter
market will continue to surge as with demands from different sectors.
This means high growth opportunities for HPE from both Hybrid
cloud and datacenter space.
SuchitaVishnoi quitsTrend Micro,
joins Salesforce
As per her LinkedIn page, Suchita
Vishnoi has left Trend Micro to join
Salesforce as Director – Marketing (India).
She was serving as Director – Marketing
(India & SAARC) at Trend Micro.
At Salesforce, Suchita will lead the
marketing function and will sit together
with the India and APAC marketing
leadership team to drive the next level of
growth.
A dynamic marketing personality,
Suchita joined Trend Micro in 2009 as a Marketing Manager, before
getting elevated as Head – Marketing (India & SAARC) and finally
as the Director – Marketing. Prior to Trend Micro, Suchita has
had a stint with companies like Netmagic Solutions and Solutions
Integrated Marketing Solutions. She had driven Commercial &
Channel Marketing for India & the SAARC region while at Trend
Micro.
Snapdeal appoints Parul Batra, former
Google Global Executive,
asVice President
Snapdeal has announced the
appointment of Parul Batra as Vice
President – Corporate Communications.
At Snapdeal, Parul will anchor the public
relations mandate for the company,
helping drive the company into its next
phase of deeper connect with users, as
it focuses on partnering them in their
journey to a better life.
Parul said, “I am very excited to join the Snapdeal team, as we
embark on this next phase of growth. Snapdeal with its strong
customer centric focus and deep understanding of the e-commerce
space, is well-poised to discern and serve the real needs of its users. I
am thrilled to be part of this once-in-a-lifetime journey.”
Part of the founding team of Google in India, Parul held a wide
range of leadership positions with the company.
Quick Heal appointsVijay Mhaskar as COO
Quick Heal has appointed Vijay
Mhaskar as Chief Operating Officer.Vijay
Mhaskar will be providing leadership to
Quick Heal and Seqrite (the enterprise
security solutions brand by Quick Heal).
He joins Quick Heal from Avaya India. He
will be majorly responsible for providing
strategic inputs and direction for building
the brand, culture and overall business
growth.
Commenting on the appointment
Kailash Katkar, MD & CEO, Quick Heal
Technologies said, “It is a new phase for
Quick Heal as a public company. I am confident that Vijay with
his illustrious experience and valuable leadership will drive the
organization capability to deliver trusted and premier products. I
firmly believe that his passion will further strengthen our position as
a leading IT security solutions provider.”
Mumbai Mhaskar in past has worked at various strategical
positions.
Veeam ropes in Ashok Acharya as
Regional Director for India and SAARC
Veeam Software has appointed Ashok
Acharya as the new Regional Director
for India and SAARC region. He will be
responsible for driving overall business
strategy, expanding solutions offerings to
existing and new customers and further
strengthening the strategic channel
partnerships to consolidate growth.
Acharya will be based in Bangalore and
will report to Gregg Petersen, Regional
Director, Middle East, Africa and
SAARC.
“VeeamissettingnewindustrybenchmarksthroughitsAvailability
solution for the Always-On business. Indian organizations need
Availability solutions more than ever before to embark on their
digital transformation journey,” said Ashok Acharya. “I look forward
to further consolidating Veeam’s customers and partner base in India,
as well as expanding the company’s operations with new strategic
partnerships.”
ZTE appoints Sachin Batra as CMO
ZTE has appointed Sachin Batra as the Chief Marketing Officer of
ZTE India. He will head both sales and marketing for its smartphone
B2C business. Batra comes with a rich
and varied experience of over 25 years in
the areas of sales & marketing, business
development, relationship management
and team management.
Batra has previously worked with
Ingram Micro and HT Media at lead
roles. From important leadership roles
in sales & marketing at Swipe Telecom
to general management responsibilities at
BrightPoint India, Batra has evolved as a
respected leader in the telecom industry.
Sachin Batra, CMO, ZTE Mobile Devices, commented upon his
appointment, “ZTE is at a unique intersection of evolving customer
needs and emerging innovative technologies. I am looking forward to
bringing my experience and knowhow to build on the excellent work
that has been done by the company in India so far and continue the
momentum towards greater heights of growth in the future.”
Movers & Shakers

50. 50 October 2016 www.varindia.com
Taiwan Govt. invites potential Indian
companies to participate at COMPUTEX 2017
COMPUTEX 2017, which is one
of the leading ICT trade shows in
the world held by the Taiwan government
annually, is scheduled to be held in Taipei
between May 30 and June 3 next year. The
Taiwan government is inviting technology
companies in India to be a part of this
COMPUTEX.
The officials from the Taiwan External
Trade Development Council (TAITRA)
said that COMPUTEX 2017 will be a great
platform for Indian companies, especially
start-ups, to showcase their latest innovations
and technology. “We take this opportunity
to encourage Indian companies to come to
Taiwan and participate in COMPUTEX
2017. This will be a great opportunity for the
companies, especially start-ups, to display
their innovations and also to connect with
big names from the global ICT arena,” said
Yih-Jyh, Kang, the executive director of
Exhibition Department of TAITRA.
Keeping in tandem with its record over
the years, COMPUTEX 2017 promises
to not only showcase the latest trends in
technology but also to create a platform that
brings together exhibitors and buyers from
around the world to generate partnerships
and business opportunities that develop the
industry. There will also be four featured
exhibitsareasincludingInnoVEX,SmarTEX,
Gaming & VR, Business Solutions (POS &
ERP).
Yih-Jyh, Kang, the executive director
of Exhibition Department of TAITRA,
comments, “At COMPUTEX 2016, the
debut of InnoVEX, an exhibit for innovations
and start-ups, had created new dynamics. We
have always tried to re-invent ourselves and
will continue to do so. We hope that more
and more Indian companies will visit us
during next year’s event and showcase their
cutting-edge technological products and
innovations.”
At COMPUTEX 2016, InnoVEX
reflected a hub of innovation and provided
a vital international platform matching
buyers and resources with global start-ups
to achieve endless opportunities and cross
border cooperation. SmarTEX, supporting
the exhibiting theme of IoT applications,
features more than 160 exhibitors displaying
the newest in IoT and smart tech applications
with emphases on home and entertainment,
smart security control, smart car and
automotive electronics, wearables and 3D
printing. iStyle, featuring Apple MFi certified
peripherals and apps.
For years now, Taiwan’s ICT industry has
been continuously pushing for innovation,
developing local brands and emphasizing
technology research and development.
Taiwan’s competitivenessin theICT industry
is drawn from its well-established production
pipeline, highly experienced engineers,
strong R&D capabilities, and strategic
location. Years of developing partnerships
with countries worldwide have given ICT
vendors the knowhow to meet the needs of a
variety of different cultures and markets.
In an effort to further strengthen their
presence in India this year, prominent
Taiwanese ICT brands have showcased
a wide range of products at the COM-IT
EXPO 2016. The Taiwan Excellence Pavilion
hosted 37 leading Taiwan Excellence Award-
winning products with the theme “Taiwan
ICT Technology: Connects You to the
World”.
Taiwanese brands are already a part
of the everyday life of Indians. “A recent
market research report suggests that
Indian enterprises are upbeat about the
growing prospects of Information and
Communications Technology, which is
reflected in their investment strategies. Most
IT and ICT strategies revolve around cost-
effective ways to increase productivity, and
Taiwanese ICT brands fit the bill perfectly.
We see this as a promising sign to strengthen
our presence in India,” said Michael Lin,
Director of the Taipei World Trade Centre
Liaison Office in Mumbai.
Taiwanese brands are upbeat, in particular
about the market for hardware, security
management, and gaming in India.
Hardware and storage devices are popular
with various Taiwanese brands having strong
presence in India. World leading memory
brand ADATA, quality network appliance
provider QNAP, power solution provider
CyberPower and multi-award winning
hardware company GIGABYTE were all on
display during the COM-IT Expo.
The Taiwanese firms also see potential
in the country’s growing gaming market
and aims to add value to it through its
innovations in the Virtual Reality space.
Virtual reality transports gamers to a
different environment, creating a new thrill
to the gaming experience. The Taiwanese
brand MSI is set to offer a never-before
Virtual Reality experience for Indian gaming
enthusiasts alongside its innovative range of
gaming laptops.
Taiwan’s participation in the COM-IT
EXPO is a part of the Taiwan Industry Image
Enhancement Project (IEP) in India, organized
by Taiwan’s Bureau of Foreign Trade (BOFT)
of the Ministry of Economic Affairs (MOEA),
and implemented by the Taiwan External
Trade Development Council (TAITRA). n
The Taiwanese firms see
potential in the country’s
growing gaming market
and aims to add value to it
through its innovations in the
Virtual Reality space. Virtual
reality transports gamers
to a different environment,
creating a new thrill to
the gaming experience.
events

52. 52 October 2016 www.varindia.com
The surveillance market in India is
slowly and gradually transforming
and advancing towards the next phase of
growth. A major shift from analog to digital
technology is being observed in the industry.
Moreover, increase in the unsocial activities,
various government initiatives along with
growing awareness among the population
are opening wide scopes for the surveillance
companies in the Indian market.
Surveillance Market
Factors like increasing IP infrastructure,
reduction in price and demand for remote
access have triggered the shift from traditional
analog-based surveillance system to IP-based
surveillance in the market. It is expected that
IP-based surveillance will grow with higher
CAGR than video surveillance.
“The Indian surveillance market is about
to set foot in its next phase of growth and
transformation. Superseding the yesteryears’
ubiquitous analog-based surveillance systems,
the IP surveillance is expected to increase
due to increasing IP infrastructure, declining
prices and demand for remote access. While
the Video surveillance market is expected
to grow at a CAGR of 32.49%, the IP-based
surveillance systems are expected to grow
with relatively higher CAGR of 41.78%
in the coming years,” comments Sanjeev
Gulati, Country Manager – India & SAARC,
Vivotek.
Though the IP-based surveillance market
is on the rise, there are factors hindering the
growth.
“One of the major challenges that we feel
plagues the Indian surveillance market is the
absence of a standard agency to certify the
products, followed by poor infrastructure in
termsofnetworkconnectivityandbandwidth.
Adding to the strain are the cumbersome
procedures along with consumers betting big
on price rather than the quality and features
of the product. Apart from these major
challenges, their geographical challenges such
as extreme weather conditions, geographical
spread, storage requirements, etc. Moreover,
with a major chunk of the country falling in
the rural category limits the requirements of
such security solutions owing to the lack of
better infrastructure and an understanding
management, security services etc. Therefore
the surveillance solutions are inevitable
and imperative to build a foolproof and all-
inclusive smart city.”
Strategy
With the array of security solutions,
Vivotek is looking forward to transform the
Indian security landscape.
“We are pioneers in the network camera
domain with IT surveillance at the core
of our business. Standing tall on these
differentiators, we intend to transform the
Indian security ecosystem. We have a myriad
of security solutions such as products for city
surveillance, transportation, toll, banking,
retail, hospitality, etc. Furthermore, we also
intend to enhance the traffic situation of the
country with our various traffic solutions
like red light violation, etc which could be of
immense help to the pedestrians. It could also
help in revenue generation through e-chalan
system for traffic police” he adds.
Future of Surveillance Market
Vivotek sees an promising future of the
surveillance industry with rising security
awareness among people, rapid growth in
urban population, increasing GDP, etc. These
factors will work in favour of the surveillance
industry to take to the next level.
“The Indian surveillance market is poised
for higher growth in India. The segment has
also recorded rapid developments in the past
few years bolstered by the increasing incidents
of burglary, surging security awareness and
technology advances. The non-residential
electronic security market in India witnessed
fluctuating contributions in terms of revenue.
Nevertheless, the future of the Indian
electronic security market is expected to be
favourable on account of rapidly-growing
urban population, improved residential,
commercial and industrial construction and
rising GDP of India. The rising awareness
about benefits of the electronic security
equipment amongst the Tier-I, Tier-II and
Tier-III cities of the country will encourage
players in the electronic security market
to expand their centers across the potential
markets in India,” concludes Sanjeev. n
Aparna Mullick
aparna@varindia.com
towards security concerns,” adds Sanjeev.
Opportunities
The Indian surveillance market has
ample scope of opportunity with the new
government initiatives, increase in crimes,
remote monitoring, etc.
“At the onset of various government
initiatives, those have lots to do with
Information Technology – for instance,
the Smart City projects and Digital India
campaign. India is certainly becoming the
nucleus of hackers in the world. Over and
abovethat,spitefulandbrutalactivitiescarried
out by extremists across the globe, increasing
crime rates, data thefts, remote monitoring,
growth of public infrastructure, increasing
IT spending, government initiatives and
increasing security spending poses massive
opportunity for the surveillance sector in
India,” opines Sanjeev.
Gulati further mentions, “India is on its
way to developing 100 ‘Smart Cities’ and
with that, security becomes an important
aspect to sustain the concept and make it
a success. More so because the smart city
model will operate on digitized model
for information assembly, its storage and
distribution. Information system and allied
services will be used for communication
between surveillance systems, transport
sectors, control centres and service providers
for providing traffic management, building
Sanjeev Gulati
Country Manager
India & SAARC, Vivotek
In a chat with VARINDIA, Sanjeev Gulati, Country Manager – India & SAARC, Vivotek, speaks about the
surveillance market landscape, opportunities in the Indian market, strategy and future of the industry
Vivotek intends to transform
Indian security ecosystem

53. 53www.varindia.com October 2016
Why spectrum auction was a failure?
The recent spectrum auction was a
failure as 60 per cent of airwaves
witnessed no bidding and the government
collected only 11.6 percent of the total
spectrum reserve price of Rs 5.66 lakh
crores.
The government sold 965 MHz out of
2,354.75 MHz i.e. only 41 percent of the
total spectrum. On the other hand, India’s
telecom spectrum auction closed within 5
days and the government collected a total of
Rs 65,789.2 crores i.e. 11.62 percent of the
total reserve price.
The failure of recent spectrum auction was
due to high reserve price for 700 MHz, 700
MHz spectrum band contributing the largest
chunk of spectrum where more than seven
bands of spectrum (700 MHz, 800 MHz, 900
MHz, 1,800 MHz, 2,100 MHz, 2,300 MHz,
and 2,500 MHz) i.e. 32.69 percent of the
total spectrum and lukewarm response from
operators for 2,300 MHz.
Speaking on the spectrum auction,
Prashant Singhal, global telecom leader, EY,
said, “With 60 per cent airwaves witnessing
no bidding, the muted response is indicative
of operators’ reluctance to invest heavily
at current market prices. The data play is
on the rise, and traction in bands vis-a-vis
1,800 MHz, 2,300 MHz, including the under
developed 2,500 MHz, which will be used
for deployment of 4G; is an indication that
operators are filling their network coverage
gaps for a wider footprint and augmenting
capacities.”
“Intent to increase the 4G play exists,
however, current valuations do not justify
the expected rate of returns due to which
bidding was restricted to very low premiums
over base price,” added Singhal.
COAI said that the tepid response to
spectrum in 700 MHz is owed to a high
reserve price. The lack of enthusiasm was
majorly due to its unrealistic pricing, high
debt and single-digit growth that the industry
is currently reeling under.
Rajan S Mathews, director general,
COAI, said, “In fact, the financial strain on
the industry and a high reserve price are the
major reasons why the 700 MHz band did
not attract bidders.”
“We are hopeful the government and the
DoT will take cognizance of the role a high
reserve price had on bidding, as far as the 700
MHz is concerned, and will recalibrate the
price so that spectrum in the band could be
put up for auction, maybe two years from
now,” added Mathews.
The five-day auction, which made
spectrum available in abundance in all
spectrum bands has set the stage for the
industry to work closely to roll out networks
and services that provide best in class services
to consumers.
DS Rawat, MD and CEO, Bharti Infratel
said, “We believe that this auction will
Spectrum Auction 2016
Source : DoT
significantly speed up rollout of mobile
broadband in the country, besides adding new
technologies to augment capacities to cater to
the rapidly rising demand for data services.
Post this auction, we hope to see acceleration
of 3G and 4G network rollouts by the
telecom players, and at Bharti Infratel we are
well positioned to address the demand.”
With the spectrum auction now
completing the operators should focus on
rolling out high speed data network so
that India can be digitally empowered and
consumers can benefit. On the other hand,
the government should do a rethink on 700
MHz pricing and also need to closely watch
the vendor eco-system for 700 MHz before
doing the next spectrum auction. n
Pravin Prashant
pravin@varindia.com
BINATONE ropes in
SUPERTRON as ND
BINATONE has selected
SUPERTRON as National Distributor
for Wireless & Networking product line.
Binatone design and manufacture Binatone
brand of products and is also global licensee
manufacture of Motorola and AEG.
Rakesh Singh, GM & Head Sales,
who is driving this Channel initiative is
upbeat on this tie up further commented
SUPERTRON is among top 5 national
distributor with deep market penetration
and credibility of successfully building
brands. The channel partners can now
have access to BINATONE products through SUPERTRON branches across India and
experience the brand that stand for reliability , affordability , and innovation.
Vibhor Agarwal , Director , Sales & Marketing expressed his optimism and sees definite
big time mutual growth considering Binatone is already popular brand among ISPs and
existing channel networks and with sizeable local business infrastructure , R&D, Pre and
post sales support systems all these gives confidence to distributor , channel partners and
consumer finally.
Binatone product line includes: Wi-fiRouters , High power multi feature routers,
Outdoor AP and CPE, Wi-fi Residential Gateway, Unmanaged and Metro Ethernet
switches, Media converters,Ethernet over Coax ( EoC), EPON solution and are available
through Supertron branch outlets and through its regional distributors.
VAR ANALYSIS

54. 54 October 2016 www.varindia.com
Mukesh D Ambani
Chairman, Reliance Industries
How Reliance Jio achieved 16
mn 4G subscribers in 26 days?
Reliance Jio Infocomm launched
Jio Welcome Offer on Teachers
Day i.e. September 5 and within 26 days
has created a world record by crossing
16 million subscribers. Jio has achieved
this growth faster than any other telecom
operator or start up in the world including
the likes of Facebook, WhatsApp and
Skype.
The big question is how Reliance Jio
achieved 16 million 4G subscribers in 26
days i.e. 615,385 subscribers per day or
25,641 subscribers per hour.
Reliance Jio’s 16 million subscribers
in 26 days is a remarkable achievement by
any standards thanks to viral packaging,
excellent pan-India distribution and
availability of wide range of 4G handsets
in the country.
Viral Packaging: On Teachers Day,
Reliance Jio Infocomm commenced digital
services with a new offer called as Jio
Welcome Offer whereby users had access
to unlimited 4G data, voice, video, and
messaging services along with full bouquet
of Jio applications and content, free of cost
up to 31 December 2016.
Chairman of Reliance Industries,
Mukesh D Ambani announced that
domestic voice calls to any network
across the country would be free for Jio
subscribers even beyond the Jio Welcome
Offer. Domestic roaming services would
also not be charged separately and average
data prices would be around Rs 50/GB,
which would be amongst the lowest in the
world.
Jio Welcome Offer started at Rs 19 plan
which is valid for a day and offers 300 MB
data, all local and STD voice calls free in
home and national roaming and free local
and national SMS. On the other hand Rs
149 plan is valid for a month and offers 300
MB data and free local call and national
SMS.
Rs 299 offers 6 GB (2 GB LTE and 4
GB Wi-Fi), Rs 499 offers 12 GB (4 GB LTE
and 8 GB Wi-Fi), Rs 999 offers 30 GB (10
GB LTE and 20 GB Wi-Fi), Rs 1,499 offers
60 GB (20 GB LTE and 40 GB Wi-Fi), Rs
2,499 offers 105 GB (35 GB LTE and 70 GB
Wi-Fi), Rs 3,999 offers 180 GB (6o GB LTE
and 120 GB Wi-Fi) and Rs 4,999 offers 225
GB (75 GB LTE and 150 GB). Post expiry
Wi-Fi data will be charged at Rs 50 per
GB.
Free voice, attractive data package and
free Jio applications became viral packaging
for Reliance Jio right from day one as there
was large rush of people pan-India across all
distribution networks which led to record
addition of subscribers in 26 days.
Excellent Pan-India Distribution: On
Teachers Day, Reliance Jio launched pan-
India network covering 18,000 cities and
towns and over 2 lakh villages. Jio’s pan-
India distribution of SIM and handset was
done by Reliance Retail (RRL), a subsidiary
of Reliance Industries (RIL) which has
grown to 3,383 stores with an area of over
13 million square feet. Reliance Digital has
a network of 1,379 stores deployed over
225 cities. Not only this Reliance Retail
had over 5 lakh partners which helped
in achieving 16 million subscribers in 26
days.
During this period, Reliance Jio also
introduced Aadhaar-based paper-less Jio
SIM activation across 3,100 cities and towns
which helped in streamlining the activation
process which was initially chaotic as it
enables the customers to complete the SIM
activation process in a matter of minutes,
with only his/her Aadhaar number.
The Aadhaar process will be extended
across the country and fully stabilized for
satisfactory on-boarding experience in the
next few weeks and will help Reliance Jio
to achieve the magic number of 100 million
subscriber mark.
Wide Range of 4G Handsets: Reliance
Jio had a wide range of handset brands for
Jio Welcome Offer. Reliance Jio tied up
with 35 handset brands like: LYF, Alcatel
One Touch, ASUS, Celkon, Coolpad,
Gionee, HTC, Huawei, Infocus, Intex,
Itel, Karbonn, Lava, Le Eco, Lenovo, LG,
Micromax, Moto, Nextbit, Obi, OnePlus,
Onida, Oppo, Panasonic, Samsung, Samsui,
Smartron, Sony, TCL, Videocon, Vivo,
Xiaomi, Xolo, Yu and Zen.
In toto, 35 handset brands had 322
models which gave customers a wide range
of handset to choose. Reliance Retail also
introduced a line-up of super affordable 4G
LTE smartphones under the LYF brand,
starting at Rs 2,999. All this was win-win
for Jio Welcome Offer subscribers as they
had the option to choose low-end handset
to high-end handset depending upon their
purchasing power.
If the present trend continues in the
coming month with respect to subscriber
addition and if the company is able to
maintain its quality of voice and data
network then there is no looking back for
Reliance Jio. The company has to keep on
improving on its processes and keep on
expanding its network to newer towns and
cities as the focus is to cover 90 percent by
March 2017. n
Pravin Prashant
pravin@varindia.com

55. 55www.varindia.com October 2016

56. 56 October 2016 www.varindia.com
VAR MOBILITY
Worldwide mobility revenues to
reach $1.7Trillion in 2020
Worldwide mobility revenues are forecast to grow from $1.5
trillion in 2016 to more than $1.7 trillion in 2020, as per IDC.
This represents a compound annual growth rate (CAGR) of 2.2
per cent, or roughly $40 billion in annual revenue gains. Mobility
revenues will primarily come from consumer and enterprise
purchases of hardware (e.g., smartphones, portable PCs and tablets)
and services (e.g. connectivity services). However, software revenues
will experience double-digit growth over the forecast period as
developers race to deliver applications that meet the mobility needs
of both groups.
Carrie MacGillivray, Vice-President, Mobility & Internet of
Things, said, “By 2020, the software market will increase spend by
15%, driven by mobile application development and mobile security
capabilities.”
While more than half of all mobility revenues are generated by
consumer spending, a number of industries are making significant
investments in mobility products and solutions. The banking industry
is leading the way at the worldwide level with mobility investments
forecast to surpass $100 billion by 2020.
ZOPO announces 365 Days smartphone
replacement warranty
Zopo Mobile has announced 1 year replacement warranty on all
its smartphones from the date of purchase.
The scheme is applicable on all of ZOPO’s smartphone models
purchased on or after 1st October, 2016 under specific terms and
conditions.
Recognized for its
focus on delivering
excellent products
and ensuring superior
customer service,
ZOPO Mobiles’
latest scheme will
enable customers to
replace their faulty
devices with a new
one within 4-5
days, putting any
of their concerns or
apprehensions to
rest.
Commenting on the scheme, Kevin Xu, founder, ZOPO Mobile
said, “We design and develop new features, schemes, etc. everyday
just to meet and serve the customer’s need. Similarly, with our latest 1
year replacement warranty scheme, we wish to upgrade our customer
service approach, and help maintain our position as a brand that is
built on customer satisfaction.”
All ZOPO handsets bought on or after October 1st will be
applicable for the 365 day handset replacement warranty. These
devices will come under a manufacturer’s warranty for 12 months
from the date it was first used on the Zopo network, or the date on
which the user received that device, whichever is earlier.
Airtel offers 10 GB free 3G/4G data on
purchase of iPhone 7 and iPhone 7 Plus
iPhone 7 and iPhone 7 Plus users can enjoy 10 GB free 3G/4G
data per month for one year with any Bharti Airtel Infinity postpaid
plan.
The free data benefit will be over and above the plan benefits.
Over the duration
of one year, iPhone
7 and iPhone 7
Plus users on Airtel
Infinity plans will
get additional 120
GB 3G/4G data.
Bharti Airtel
has announced that
it will offer iPhone
7 and iPhone 7
Plus, the best, most
advanced iPhone
ever, featuring an all-
new advanced camera system, dust and water resistant design, stereo
speaker system and the A10 Fusion chip which is the most powerful
chip on any smartphone while delivering the best battery life ever
in an iPhone. Customers can order iPhone 7 and iPhone 7 Plus now
and both will be available in retail shops and online at http://www.
airtel.in.
Airtel Infinity postpaid plans offer unlimited voice calling – local,
STD, and on national roaming – along with bundled 3G/4G data,
SMS and free subscription to Wynk Music and Wynk Movies.
“We are delighted to roll out this exciting data offer for our users
to allow them to get the most out of the amazing iPhone 7 and iPhone
7 Plus,” said Ajai Puri, director – Operations (India & South Asia),
Bharti Airtel.
By 2018, 25% of new mobile
apps will talk to IoT devices
Gartner predicts that by 2018, 25 percent of new mobile apps will
talk to Internet of Things (IoT) devices.
David Willis, Vice President and Distinguished Analyst, Gartner
said, “While users are constantly looking for new and compelling app
experiences, the importance of apps in delivering services will diminish
and the emergence of
virtual personal assistants
(VPAs) and bots will
replace some of the
functions performed by
apps today. Alternative
approaches to interaction
and service delivery will
arise, and code will move
from traditional mobile
devices and apps to the
cloud.”
“Moreover,thearrival
of wearables and bring your own “thing” (such as smart kettles, smart
power sockets or smart light bulbs) in the workplace will introduce
new interaction techniques and new platforms, diluting the need for
specific mobile app experiences,” commented Willis.
“Through 2018, the app will be the preferred mechanism,
because it provides a better experience and allows more sophisticated
interactions and data analysis, with low-level networking and
background processing,” added Willis.
New ways to interact with things will deliver pervasive services,
and emerging technologies – such as artificial intelligence, natural-
language processing and bots integrated into messaging apps, open
new opportunities to interact with users seamlessly.

57. 57www.varindia.com October 2016
LeEco expands partnerships with
Amazon and Snapdeal
LeEcohasannouncedtheexpansionofitse-commercepartnerships
to include Amazon India and Snapdeal as part of its multi-platform
strategy for its flagship Le Max2.
Commenting on the partnership, Atul Jain, COO, Smart
Electronics Business, LeEco India said, “To ensure that more users
have access to our Le Max2, we are delighted to announce our
partnership with Amazon India and Snapdeal. Through this move,
we now have presence on all major ecommerce platforms in India
along with our very own LeMall.com.”
Commenting on
the partnership, Arun
Srinivasan, category
leader – Consumer
Electronics, Amazon
India, said, “We are
happy to partner with
LeEco India ahead of the
festive season and offer
our customers an easy
and convenient access
to the Le Max2. We
are confident that this
device will become a popular choice for customers during the festive
season.”
Commenting on the partnership, Tony Navin, senior vice
president – Partnerships and Strategic Initiatives, Snapdeal said, “We
are very glad to partner with LeEco and provide them a platform
through which they can reach to a new set of customers for their
exciting product range. This coming festive season, we aim to offer
our customer with an enhanced shopping experience with a wide
variety of products.”
HTC renews partnership with
North East United FC
HTC has renewed its association for the third consecutive year
as principal sponsor of Bollywood actor/producer John Abraham’s
football franchise North East United FC (NEUFC) at the forthcoming
Hero Indian Super League 2016.
HTC will occupy the front chest position on the NEUFC Jersey
being the principal
sponsor of the team
that represents the 8
states of North-east
India as they enter
the championship,
which kicks off on
1st October 2016 and
will be culminating on
18th December 2016.
Announcing the
sponsorship, Faisal
Siddiqui, president-
South Asia, HTC said,
“We at HTC have been committed to the pursuit of brilliance and are
excited to renew our association with North East United FC. The
India Super League has been successful in capturing the mindshare
of the masses in India’s cricket-dominated sports milieu and we are
proud to be a part of this initiative to revolutionize Indian football.”
According to John Abraham, Indian actor/producer and owner of
North East United FC, “It feels great to have HTC reinforcing their
belief in NEUFC by supporting us again this season. I feel a strong
connect with the brand’s focus on substance, style and innovation
which has enabled it to grow its connect with the youth and I hope
we can have a long term association to bring about a resurgence in
Indian football.”
LG G5The new LG G5 comes with a smart modular design and a slide-
out swappable battery so that you can stay connected at all hours
of the day. You can transform your phone into a digital camera
or a player in a jiffy. LG G5 is powered with Qualcomm’s brand
new and superbly powerful Snapdragon 820 mobile processor
and has 4GB of RAM. Constructed from magnesium and finished
with a gorgeous matte after touch, the LG G5 is also premium
as hell. The matte finish aids grip too. It has a 5.3-inch IPS LCD
with a resolution of 2560 x 1440 (554 ppi) that graces the front
of the device. Under the hood, the 32GB internal storage comes
as standard, but you can upgrade it up to 200GB via a microSD
card.
On the camera front, you get a dual-camera setup on the rear
(16MP + 8MP) and an 8MP front camera. LG G5 apart from just
about every other phone in the market today is unique because of
its “modular” design. The idea is that you can rip out the bottom
of the device and switch it out with a module of your choice.
There is a camera module that adds better camera controls and aids
grip, another adds a higher capacity battery and another improves
the audio quality and so on. The G5 weighs 159g and measures in
at 149.4 x 73.9 x 7.7mm, making it both smaller and lighter than
its predecessor. The 2800mAh battery is removable.
LG G5 Specs & Hardware
Android 6.0 Marshmallow with UX 5.0
5.3in Quad HD IPS screen (1440x2560, 554ppi)
Qualcomm Snapdragon 820 processor, quad-core
4GB RAM
32 storage
Micro-SD card slot (up to 200GB)
Dual-rear cameras (16Mp 78 degree and 8Mp 135 degree) with
OIS and laser auto focus
8Mp front camera
11ac dual-band Wi-Fi, Bluetooth 4.2, GPS, NFC, Infrared, fingerprint
scanner
Cat 9 4G LTE
USB Type-C
2800mAh removable battery
149x74x7.7mm, 159g

58. 58 October 2016 www.varindia.com
IntexTechnologies unveils
Aqua Strong 5.1
Google introduces Pixel
smartphone based on Android
Panasonic unveils P77 smartphone Alcatel OneTouch Unveils PIXI 4 (5)
Lava boosts
Digital India
campaign
With an aim to
support the
Government of India’s
initiative to digitally
empower people of the
country, LAVA has
launched its “Captain
Series” feature phones.
Multilingual support on
both the devices enables
users to bridge the
language barrier and help
in communicating in the
language of their choice.
Captain N1 comes with
in-built support for three
Indian languages – Hindi,
Tamil and Telugu, while
Captain K1+ supports
Hindi, Marathi, Gujarati,
Telugu and Kannada.
Both Captain N1 and
Captain K1+ exhibit
4.5cm (1.8”) screen for
better viewing along
with a 3.5mm audio jack
port and wireless FM for
a holistic entertainment
experience. Both the
handsets are equipped
with a rear VGA camera,
which records video and
even allows digital zoom
to capture images. Captain
N1 and Captain K1+ also
have Bluetooth and auto
call recording feature.
Gaurav Nigam,
Product Head, Lava
International, said,
“Our Captain series
of feature phones
celebrate our partnership
with Mahendra Singh
Dhoni and stand for
trust, reliability and
performance. We, at Lava,
believe in building a truly
endearing brand and at the
same time offer devices
which enhance the overall
experience of consumers
through technological
excellence. We take pride
in our commitment of
reliability to consumers
and we can assure that we
take every step to ensure
that Lava never lets them
down.”
The series comprises
the all-new stylish feature
phones – Captain N1 and
Captain K1+, available
at Rs.1, 150/- and Rs.1,
250/-, respectively.
Intex Technologies
has announced the
launch of Aqua Strong
5.1 smartphone which
has been designed to
offer its users unmatched
power and performance
for everyday use. It is
bundled with attractive
value-added services and
unique features.
The smartphone
comes with a big-screen
7.1 Nougat
Google has
a n n o u n c e d
the launch of Pixel, the
first-ever phone made
by Google based on the
newest Android
operating
system, Android 7.1
Nougat.
Google has used
2.5D Corning Gorilla
Glass 4 on the front
display and back glass
to accent the aerospace
grade aluminium body.
The glass on the back
features Pixel Imprint,
the fingerprint sensor,
which is placed on the
back of the phone where
your finger expects it.
experience5.0-inchscreen,
and 854 X 480 resolution
which gives it a stunning
display. The screen uses
Corning Gorilla Glass 2
which enables improved
damage resistance
and toughness and
is more damage
resistant than former
glass compositions.
Supported by a 1GB
RAM, 8GB ROM
and 32GB expandable
memory, the 4G-
enabled smartphone
weighs just 150 gms.
“With Aqua Strong
5.1, Intex Technologies
has managed to offer
not only the best
user experience, but
also packed in unique
features like a superior
camera, matrabhasha
and popular apps. The
use of superior Quad-core
processorandchipsetgives
Aqua Strong 5.1 one of the
best gaming experiences
in the range,” said Keshav
Bansal, Director, Intex
Technologies.
The Pixel is powered
by a battery that can
charge up your phone
for up to seven hours in
just 15 minutes. Pixel
smartphones will get
software and
security
updates
as soon as they’re
available, directly from
Google.
Starting at Rs 57,000,
Pixel will be available
for pre-order in India
starting October 13 on
www.flipkart.com and at
over 1,000 plus organized
and multi-brand retail
stores with leading
retail partners including
Reliance Digital, Croma
and Vijay sales among
others.
Panasonic has
unveiled its
unibody sleek design
smartphone – P77 . It is
priced at Rs.6990, and will
go on sale in India from
20th September’16. The
new smartphone comes
with 4G and VoLTE
support and will be made
available in grey and
white colour variants.
The new P77 dual sim
has a 5-inch HD display
with 720 x 1280 pixel
resolution. Powering the
handset is a 1 GHz Quad-
core Processor coupled
with 1GB of RAM. It has
8GB of internal storage
which can be
further expanded
up to 32GB via
microSD card.
The phone
supports 4G
VoLTE, dual SIM
with 4G/3G and
2G configuration,
Wi-Fi Hot Spot,
Wi-Fi Direct,
Bluetooth and
Global Positioning
System (A-GPS).
Moreover, it
supports FM
allowing you to
listen to music
wherever you go
and also comes
with a protective screen
guard as a free accessory.
The P77 will be
available on all Panasonic
outlets.
Alcatel has
announced the
launch of its 5-inch PIXI
4, with 4G capable devices
which will be available
exclusively on Flipkart
starting September
20th. The PIXI 4
(5) comes with a
comprehensive user
experience in design,
audio, camera and
battery life. PIXI 4,
the big brother of
the PIXI 3 best-seller,
offers clear, sharp
shots for the best
selfies, along with
exclusive Polaroid
filters, a powerful
music experience
with sound backed by
Arkamys, and a super
slim, seductive design.
Plus, it's powered by
a reliable battery, and
features fast connectivity,
an easy-to-use interface,
and quick, responsive
performance with the
powerful Quad Core
1.0Ghz CPU. PIXI 4 is
the perfect first step in a
whole new world.
Commenting on the
launch, Praveen Valecha,
RegionalDirector,Alcatel
India said, “We are excited
to announce the launch of
our Alcatel PIXI 4 (5) for
our Indian users. Being
the third largest home to
smartphone users, India
is a critical market for us
and we intend to bring
cutting edge products
to consumers here,
who seek power packed
design sensibilities of a
high-end smartphone at
competitive prices.”
VAR MOBILITY

59. 59www.varindia.com October 2016

60. 60 October 2016 www.varindia.com
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