This document discusses the rise of robots and artificial intelligence. It notes that while robots may displace some jobs, they are also expected to create many new jobs. There is concern that robots could be misused for criminal purposes if given artificial intelligence. However, the impacts of technology will depend on how humans choose to develop and apply it. While robots may help address issues like an aging population in some countries, their development should not ignore problems of unemployment and deprivation in other parts of the world. How technology progresses must consider its effects on humanity.

1. 1www.varindia.com March 2017
VOLUME XVIII ISSUE 07 mARCH 2017 PRICE Rs. 50
AMD launches Ryzen 7 Desktop Processors Huawei unveils Cloud EPN Solution
Digitisation and Role of IoT for
Next Generation Enterprise
Thursday, 25th May 2017, Hotel Shangri-La’s - Eros, New Delhi

2. 2 March 2017 www.varindia.com
Voda

3. 3www.varindia.com March 2017
Airtel makes radical
changes on Roaming
Bharti Airtel has announced radical
changes that redefine the value
proposition for domestic and international
roaming. With this, Airtel mobile customers
will be able to carry their numbers across
India and the world.
Starting April 1, 2017, Airtel customers
roaming within India will enjoy free
incoming calls/SMSes and there will be no
premium on outgoing calls allowing them
to speak freely wherever they are within the
country. Also, there will be no additional
data charges on national roaming. These
packs come with convenient validity options
of 1 day, 10 days, and 30 days and offer
loads of benefits including free incoming
calls/SMSes, calling minutes and texts both
to India and the local country as well as
generous dollops of data to stay online.
Dell EMC withPrysm
to strengthen smart
city portfolio
Prysm has announced a strategic
business partnership with Dell
EMC, to jointly market and address the
smart city opportunity in India.
In this partnership, Prysm will
contribute command
and control center
i m p l e m e n t a t i o n s
and dashboards for
smart cities. Prysm’s
large format content
collaboration and
mobile solution
will allow smart cities to have individual
dashboards for each of the utilities and
provide an opportunity to consolidate all
utility parameters into a single, unified
dashboard, in real-time.
Kaspersky Lab conducts partner meets Trend Micro to provide security solutions to SBI
SUBSCRIPTION COPY NOT FOR SALEVOLUME XVIII ISSUE 07 mARCH 2017 PRICE Rs. 50
28pg
HP Inc.: Market Share on the Rise
40pg

4. 4 March 2017 www.varindia.com

5. 5www.varindia.com March 2017
Great Products, Great Partners
Tech Support
+91 22 28469999
Customer Care
+91 22 28469977
Prama Hikvision India Pvt. Ltd.
H.O.Office #1-4, 2nd Floor, Siddhivinayak Arcade,Akurli Cross Road No.1,
Near Kandivali East Station (Fatak), Kandivali East, Mumbai 400101, India.
Tel: +91-22-28469900 / +91-22-28469953
Email: marcom@pramahikvision.com, sales@pramahikvision.com
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Toll Free Tech Support
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6. 6 March 2017 www.varindia.com
Cybersecurity: Best defence is a good offence
HELLO INDIA
India has emerged as one of the fastest-growing economies in the world. To seize growth opportunities
and sustain success under shifting global business conditions in this promising economy that is witnessing
a dynamic shift in the IT landscape almost every other day, companies need executives who are exceptional
leaders in the field of IT. As a result of this, devices, data and applications are also changing rapidly.
However, technologies in the security landscape don't change as fast and security professionals risk being
obsolete unless they adapt and update themselves as well.
Digital mediums are likely to surpass traditional ones by 2021-22, when smartphone and broadband
penetration increases in the country. In this ever-changing scenario, the one thing that has remained common
through the life cycle of this industry is the human interaction. It is us humans who have been using
technology starting from the simple DOS systems to today's high-end systems. The human interaction with
IT and the active usage of data by humans are the most vulnerable points when it comes to cyber-threats
and need maximum security.
The vast and ever-changing threat landscape, coupled with the challenge of improving the security habits
of customers, has provided fraudsters with ever more points of vulnerability to exploit. It is high time for the
banks to admit that they have to invest in improving their IT security regardless of the return-on-investment,
in order to meet the growing demands of government regulators, top management and even their customers.
Despite banks putting serious efforts and budgets into safeguarding their perimeters against known and unknown cyber-threats, protecting the
breadth of IT infrastructure that now exists – from traditional to specialized, ATMs and Point-of-Sale terminals – has proved difficult.
Technology is actually a part of the problem as well as a part of the solution, primarily because we tend to look
at everything from a technological perspective. Thanks to newer technologies, a variety of devices are being allowed
access to our systems. These devices can be hacked and prove to be malicious, a fact that more companies need to
focus upon.
In a recently-held mega conclave on cybersecurity in New Delhi, organized by VARINDIA, where the Home, Law
and IT Ministers, judiciary officials, senior cops from the police department, cybersecurity consultants and corporates
participated, emphasis was laid on how awareness regarding cyber-attacks needs to be spread across the country.
This is actually the best time for strengthening cybersecurity in India, mostly because the government is finally
talking about it, and there is increasing awareness too. Users are now more aware of the things that can go wrong.
Lastly, spreading the right knowledge is half the work done, while the other half is about solving these issues.

7. 7www.varindia.com March 2017
For business enquiries, e-mail us at web-ebg@huawei.comFor business enquiries, e-mail us at web-ebg@huawei.com

8. 8 March 2017 www.varindia.com
Website: www.varindia.com
CONTENTS
Publisher: Deepak Kumar Sahu
Editor: S Mohini Ratna
Executive Editor: Dr. Vijay Anand
Copy Editor: C. M. Dutta
Consulting Editor: Pravin Prashant
Deputy Editor: Samrita Baruah
Sub - Editor: 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
Tel: 011-41656383, 46061809
Email: edit@varindia.com
Bangalore: Bureau office
Marketing Manager: S. Kamala kar
Correspondent: L. G. Swami
D-103 G.F., Ashish JK Apartments
Thubarahalli Extended Road
Bangaluru- 560066
Tel: 080-49530399 | Mobile:09886280836
E-mail: kamlakar@varindia.com
Mumbai: Bureau office
Regional Manager (West): Anil Kumar
Sr. Correspondent: Mamta S.
Anurag Residency, 203 - “B” Wing, Plot No-5,
Sector-9, Kamothe, Navi Mumbai-410 209
Tel: 022-65561292, Mobile: 08108017479
E-mail: anil@varindia.com, mamta@varindia.com
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Branch Manager: M.S. Barani
Door. No.8, Plot No.-837,89th Street,
13th Sector, K.K.Nagar, Chennai - 600 078
Mobile: 09444077065
E-mail: barani@varindia.com
Hyderabad: Bureau office
Branch Manager: Sunil Kumar
B 383 HAL Colony, Balanagar
HYDERBAD, Telengana - 500042
Tel: 040-32989844/ Cell No. 08100298033
E-mail: sunil@varindia.com
Kolkata: Bureau office
Marketing Officer: Sunil Kumar
Correspondent: Kiran Kumar
67 Sarada Park, Garia, Kolkata - 700084
Mobile: 08100298033, E-mail: sunil@varindia.com
Mobile: 09903088480, E-mail: kiran@varindia.com
Printed and Published by Deepak Kumar Sahu on behalf of
M/s. Kalinga Digital Media Pvt. Ltd. and Printed at Pushpak
Press Pvt. Ltd. Shed No. 203 - 204, DSIDC Complex, Okhla
Industrial Area, Phase-I, New Delhi-110020 and Published at
A-84A/3 Rose Apartment, Paryavaran complex, Ignou Road,
New Delhi - 110030, Editor - S Mohini Ratna.
For Subscription queries contact: info@varindia.com
Subscription: Rs. 500(12 issues)Rs. 1000 (24 issues)
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© All rights are reserved. No part of this magazine may be
reproduced or copied in any form or by any means without
the prior written permission of the publisher. (1999-2016)
* All disputes are subject to the exclusive jurisdiction of
competent courts and forums in Delhi only.
48pg
VAR CORPORATE
28| HP Inc.: Market Share on the
Rise
30| Sify Addresses Network
Challenges with WAN
Transformation Service
TECHNOMANIA
31| The New Battlefield: Cyberspace
TAIWAN EXCELLENCE
32| VIVOTEK – Riding high in the IP
Surveillance space
VAR BUZZ
33| Lenovo aims to strengthen its
channel community
COVER STORY
34| IP based cameras and Video
Analytics set to take the next
leap
EVENT
38| ISODA TechSummit 7 reveals the
X Factor
VAR SPECIAL
40| Indian IT Channel heading for
great times ahead
REGULARS
Round About 10
Channel Chief 12
Hot Bytes 14, 16
On the Ramp 20, 22
Voice N Data 24
Channel Buzz 26
Movers & Shakers 51
Product of the month 47 | 54
FACE TO FACE
45| Dell EMC's hyperconverged
portfolio offers flexibility and
scalability
VAR ANALYSIS
46| HPE strengthens its arm in Hybrid
IT with Nimble
LEAD STORY
48| Smart Cities Success: Vision,
Planning, Funding & Execution
VAR MOBILITY
50| Zen aims for increase in sales
volume and market share
VAR SECURITY
53| Hikvision’s Effective Security
Surveillance in High Rise Buildings

9. 9www.varindia.com March 2017

10. 10 March 2017 www.varindia.com
ROUND ABOUT
The Coming Saga of Robots
In this world of patents and intellectual property rights, let me
begin this article with an acknowledgment, which is quite unusual
since such things are always put on the backburner and are invoked
at the tail end and mostly go unnoticed. Recently, I read an editorial
titled “Robots Could Have What It (IT) Tax”. It is mostly a satirical
one, an obtuse dig at the tax authorities for their alacrity in taxing
everything that comes to their mind, provided it can generate some
revenue. Not being totally simmered by humility, the author of the
editorial may have to acknowledge the makers of one Tamil movie
“Enthiran” (Robot), which was remade into Hindi and several other
Indian languages. Besides being a huge box-office hit, the film casting
superstar Rajnikant and the heartthrob of millions – Aishwarya Rai,
talks about the life of a robot, who fell in love with a next-door
neighbour (Aishwarya Rai) and the hardships and hostilities that robot
(Rajnikant) has to undergo until he was destroyed by the very person
who created him.
In a more subdued manner, the paper also should have
acknowledged me since some time back in this very column, I had
tried to simulate a few illustrious people – Mahatma Gandhi, Pandit
Jawaharlal Nehru and Subhash Chandra Bose in the modern world of
information technology. I tried to capture their thought process, broad
direction of their speeches, writings and leadership qualities and what
they could have done had they lived in the present world. How they
could have handled their digital space; what would have been their
approach to life: how would have they handled their gizmos, apps and
other devices that would have connected them with people, places,
ideas and what have you?
Everything changes with time and sometimes things leapfrog as if
time does not wait for anyone. In today’s world when people are talking
about artificial intelligence to make robots to obey commands to do
difficult jobs ranging from navigating aircraft to odd jobs like cleaning
toilets. Now, everyone is talking about Robots as if they present both
prospects and gloom. According to Bill Gates, robots can displace
many jobs, even most complex and intricate ones being done by
humans of high intellectual. Those jobs include that of a pilot flying
the most sophisticated aircraft, a software engineer evolving solutions
to most complex problems, a mining engineer who supervises what is
happening some 3,000 metres below the earth or of a space scientist
who shuttles to the outer space. Robots and AI are a reality: they will
replace the jobs that are mundane and can be described by a series of
steps or processes.
Will the humans become redundant? Happily, there are some
comforting statements coming from the same quarters, which
envision the inroads robotics would make into the digital space. They
say robotics will create ten times more jobs in the world than it will
replace. It may sound to be apocalyptical. But I tend to believe it. Not
many decades ago, people apprehended about the labour replacement
power of the computers. Did it replace any jobs? Rather, it has created
millions of creative and gainful jobs around the world. India, which
resisted the introduction of computers, I must say, has hugely benefited
from it. That seems to be a paradox but a fact. Let us take a survey to
know how many Indians do not have seen a computer or do not know
its functioning? The same may be the case with robots also. It will
make life easier, comfortable and, perhaps, worth living since it might
take care of some of human drudgeries and vicissitudes. However, the
types of jobs will change – the new jobs will need technical education
with a reasonable IQ. However, unemployment will increase, as some
people will just become “unemployable”.
It is a great concern for the government, police and other law-
enforcement authorities how people can misuse technology for
criminal activities. Can there be robot thieves, hackers, criminals
(as Enthiran has demonstrated) and even other types of antisocial
elements, triggered by artificial intelligence. Knowledge is strength in
the hands of right people who can use it judiciously and a destructive
weapon with people having a criminal mind
The underlying premise is that when one creates a robot and
infusing it by ingraining artificial intelligence, there is no limit to its
capacity. It can do both good and bad things as its creator (developer)
wishes to infuse or manipulate. Does it sound that one has to be extra
cautious while creating such edifices? What I have to offer is that
robotic is a science, a front-end one. It can create and destruct as if
they are two sides of a coin. One can interpret it as a perfect example
of duality. The question is how we make use of discoveries – to make
or break!
There is no end to technology. It evolves as and when people feel
the need for it. Possibly, the West would have felt the pangs of a
graying and declining population. They have to have devices to work
for, to look after the aged and invalid, cook for people who do not have
the time for it, to keep the house for them whenever they are at home
and also to do several other household and office chores. Can these be
the case with other countries? Certainly not! There is unemployment
and deprivation in other parts of the world. Many of the troubles that
have erupted and that may erupt in future can be traced ultimately
to deprivation, unemployment and denial of legitimate rights of
the people. While one side is looking at finding lasting solutions to
find ways to employ and feed people, the other side is looking at the
prospects of replacing them with robots created through scientific
breakthroughs like artificial intelligence? Is there any contradiction in
the two situations? It is how we look at it: from a human angle and
from a mechanical angle, bereft of underlying human considerations.
The other-world has the capacity to help them from the morass of
deprivation they are suffering for a long time, even while continuing
with their scientific pursuits. The point is deliverance of multitudes is
compatible with scientific pursuits. What makes a difference depends
on how we blend them.

11. 11www.varindia.com March 2017

12. 12 March 2017 www.varindia.com
Channel Chief
D-Link continues to lead the
networking market in India
D-Link feels that there are opportunities galore in the country at present. Throwing more light on this,
Sanket Kulkarni, VP – Channel Sales, India & SAARC - D-Link tells VARINDIA of how D-Link has positioned
itself and built up its channel eco-system to leverage the growth opportunities in the country -
While globally D-Link has been a front-runner in computer
networking technology, in India D-Link is synonymous with
internet. It was one of the early entrants in the market and continues to
lead with its innovative and reliable product offerings.
“Today D-Link enjoys a lion share in WLAN segment and is known
for its end-to-end networking portfolio. Infact D-Link is one of the
widely distributed networking brands with strong penetration in even
smaller pockets of the country. Also with Internet & mobility devices
like Smart phone/ tablets bringing about a technological revolution in
the country, especially smaller cities like C & D class, our focus in these
markets will definitely have great impact and opportunity to grow,” says
Sanket Kulkarni, VP – Channel Sales, India & SAARC - D-Link.
He continues further, “The business potential in India & SAARC
is huge, given the socio-economic conditions and the susceptibility to
technological advancements. D-Link has an impressive product range
with tremendous back-end business. Over the year D-Link’s revenue has
grown by leaps and bounds and it has sustained its market share even
during challenging market condition, and strong channel infrastructure.”
For instance, these days connectivity being the key, there has been a
huge demand for wireless devices, and uninterrupted wireless connectivity.
As a result adoption of 11AC technology – the latest standard in wi-fi, is
on a rise. And D-Link being a leader in networking domain has already
introduced a host of 11AC products. Similarly, D-Link has also introduced
devices that support the latest 4G mobile communication standard thereby
allowing users to enjoy wireless Internet access at a much higher speed,
and since these are unlocked devices they work with all service providers.
“As a leader in connectivity & wireless devices, D-Link is highly
optimist about the market opportunity and we look forward to working
closely with our partners & system integrators and contribute to the
nation building process,” says Sanket.
A well developed channel eco system...
D-Link is one of the most preferred networking brands amongst
partners & resellers. D-Link today has a strong business network with
a healthy mix of National distributor, Business distributor & Channel
partner. At present D-Link has 4 National Distributors, 80+ Business
Distributors, over 15000+ re-sellers, reaching out to customers present
across the length & breadth of the country.
To complement its growth story, D-Link wants to widen its partner
base, engage with its existing channel and continue with its endeavour to
educate re-sellers on new trends in networking. In addition to the existing
network, D-Link is also looking at building a network of Value Added
Distributors (VAD) who can further enhance its market reach.
“At D-Link we largely attribute our success to our partners/ resellers
who have earnestly endorsed D-Link in India for close to 25 years now.
Channel continues to be an integral part of our business strategy, with
channel engagement & partner profitability being of high precedence. As
a result Partner engagement is crucial for D-Link, and we ensure all our
strategies are devised keeping channel welfare in mind,” says Sanket.
To ensure a direct interaction with its channel, D-Link conducts
seminar/partner engagement program at regular intervals. It organizes
such roadshows throughout the year in A, B & C class cities. The objective
of these meets is to introduce partners to the latest in networking
technology, update them on the product range and address any business
concerns.
To enable partners to sell better, D-Link also conducts training &
certification programs. For its Structured Cabling product line, D-Link has
rolled out ‘D-Link Certified Cabling Expert (DCCE) program across India.
DCCE provides participants with in-depth information on the technical
aspect of the subject, evaluates trends for both copper & fibre products
and train them to design, install and conduct post-implementation testing
of D-Link passive networking components for Infrastructure projects.
D-Link also introduces various schemes on regular basis for partners that
give them an opportunity to enhance their business value.
D-Link has always believed & maintained that customer experience is
crucial to any business. And this is why D-Link has invested in building
a support infrastructure for both consumers & enterprises that ensures
smooth customer experience. Today D-Link reaches out to its customers
in 130+ cities through its own D-Link Service Centers (DSC), which is
supported by its wide network of D-Link Service Partners (DSP) and
Partner Courier Pickup (PCP). Further D-Link offers ‘Service at your
door-step’ for Broadband, Wireless and 3G Lifestyle products with
D-Link Direct Service (DDS). “We also have Advance Replacement
Next Business Day Warranty (AR-NBD) by D-Link, a premium support
program designed exclusively for enterprise customers,” says Sanket. n
Samrita Baruah
samrita@varindia.com
Sanket Kulkarni
VP – Channel Sales, India & SAARC - D-Link

13. 13www.varindia.com March 2017
NetApp offers the industry’s most comprehensive and differentiated Flash portfolio
To Know more on how NetApp is helping enterprises simplify management of data,
please visit http://www.netapp.com/us/products/flash-storage/index.aspx
or call us at + 91 22 61014559.

14. 14 March 2017 www.varindia.com
HOT BYTES
Trend Micro to provide
security solutions to SBI
BD Software launches special
offer for channel partners
Inspira collaborates
with Alibaba Cloud
Lenovo to deliver Enterprise
Cloud Solution on SAP platform
Seclore partners with RAH Infotech
Fortinet provides NSE program to
promote Cybersecurity Education
Trend Micro has
deployed its
security solutions across
more than 26,000 branches
of SBI in and outside India
and over 275,000 endpoints.
Trend Micro also secures
29,000 VMs (Virtual
Machines). Trend Micro
prides itself with having six
among India’s ten largest
banks as their customers,
using their flagship security
products and with highest
market share with the
leading banks in India. SBI
is placing huge emphasis
on embracing technology,
with investment priorities
around Digitization, Cloud
BD Software has
launched a pan-
India incentive offer on
Bitdefender flagship retail
products targeted at the
channel partners with a
view to strengthening and
expanding the company’s
channel business.
Aspecialofferisvalidon
four flagship retail products,
namely Bitdefender
Total Security Multi
Device (1Device/1Year),
Bitdefender Antivirus
Plus, Bitdefender Internet
Security and Bitdefender
Family Pack. The offer is
valid from 15th February
Inspirahasannounced
it has been selected
as a marketplace partner
of Alibaba Cloud. Inspira
will resell Alibaba Cloud’s
services in India, extending
Alibaba Cloud’s reach to
major cities and industrial
belts in the country.
Inspira will provide
Alibaba Cloud’s
comprehensive suite of
global cloud computing
services to help power
and grow enterprises,
including Alibaba Cloud’s
global footprint of internet
data centers low latency,
massive data crunching
and processing capability
Lenovo has signed
an agreement with
SAP, under which Lenovo
will deliver a new enterprise
cloud solution created
exclusively for customers
holding licences for the
SAP HANA platform
in China. To be named
“Lenovo Enterprise Cloud
designed for SAP HANA”,
the new managed service is
intended to open a simple
and powerful migration
path for China customers
seeking to leverage their
investments in SAP HANA
off premise in a cloud
and Mobility, and the
integration of security tools
is a top priority for SBI.
“We not only protect
customers who have already
adopted the technology or
who are already there on
the high-end curve of the
technology adoption. We
also prepare customers to
adopt those technologies,”
said Nilesh Jain, Country
Manager – (India and
SAARC), Trend Micro.
to 15th May, 2017. The
partners qualified will get a
chance to visit Thailand in
the coming July.
“As our channel
community is expanding
fast, we need to focus on
scaling up our partners’
and distributors’ strength in
their respective regions and
markets as they are playing
a critical role in promoting
Bitdefender brand in India,
growing the customer base
and driving customer’s
satisfaction,” said Zakir
Hussain Rangwala,
Director, BD Software.
and anti-DDoS technology
to safeguards web
applications.
“Inspiraisveryexcitedto
be partnering with Alibaba
Cloud as the company
has a solid track record
of implementing Cloud
solutions that specifically
address customers’
requirements and business
concerns. I am confident
that our joint partnership
will strongly support the
growing demand for cloud
computing in India,” said
Manoj Kanodia, CEO,
Inspira.
environment.
The new deal comes
shortly after the two
companies crossed the one-
year mark of an expanded
strategic alliance announced
in January 2016. It follows
several other significant
milestones achieved last
year as part of the joint
commitment to develop
new cloud solutions for the
Chinamarket,pioneerglobal
innovations leveraging SAP
HANA and Lenovo server
technologies, and execute
collaborative go-to-market
programs.
Seclore has chosen
RAH Infotech as
its specialist public- sector
distributor. RAH Infotech
specializes in enterprise
and app security as well as
application delivery. The
new partnership will fuel
Seclore’s push into various
government sectors and
supportthenational“Make-
in-India” initiative.
“While the government
is going digital, it is
imperative to maintain the
trust of citizens by ensuring
that key information,
such as ID proofs and
Know-Your-Customer
documents, don’t fall into
the wrong hands. Seclore
can help by combining its
deep industry expertise
and scalable persistent
data-centric technology to
seamlessly extend security
infrastructure beyond
government organizations,”
said Amit Malhotra Vice-
President, Sales India,
Middle East & Africa,
Seclore.
Seclore has closed a
number of major public
sector deals recently.
Fortinet has
announced that
they are providing universal
access to their Network
Security Expert (NSE)
training and certification
program, making it broadly
available and free of
charge. Fortinet is taking
a massive step to engage a
new generation of aspiring
cybersecurity professionals
by providing a gateway to
attain the highly desirable
and lucrative skills in the
growing field of IT security.
Fortinet will offer NSE
program level 1 courses to
the public. Fortinet’s NSE
programhasquicklybecome
an industry-standard in
cybersecurity training and
certification that fosters
the continuing education
of IT security professionals
worldwide and helps close
the cybersecurity skills gap.
Netflix signs
Partnerships for
India Market
Netflix has entered
into strategic
partnerships with Airtel,
Videocon d2h and
Vodafone, making the
world’s leading Internet TV
network and its critically-
acclaimed programs like
House of Cards, Narcos
and The Crown more easily
accessible to consumers
across direct-to-home
and mobile platforms
throughout India.
“India is one of the
most important and vibrant
countries in the world and
we are delighted to be
teaming up with three of its
leading companies to make
itmucheasierforconsumers
to enjoy Netflix,” said Reed
Hastings, Co-Founder &
CEO, Netflix. “We look
forward to bringing our
Indian members more
compelling stories, an
ever-improving viewing
experience and incredible
joy.”
Veritas partners
with Microsoft
VeritasTechnologies
and Microsoft
haveannouncedamulti-year
global, strategic partnership
to help organizations
use Microsoft Azure to
optimize for hybrid cloud
environments and to host
Veritas’ Enterprise Vault
cloud management and
governance service on
Azure.
The partnership
includes collaboration to
enable and jointlysellhybrid
cloud storage solutions
to mutual customers to
provide a comprehensive,
simple and cost-effective
approach to managing data
in the cloud. Such hybrid
cloud storage solutions will
enable customers to take
advantage of the cloud to
reduce their storage costs
while increasing business
agility, and to extract greater
value from their data, once
stored in the cloud, through
the full suite of Azure cloud
services.

15. 15www.varindia.com March 2017

16. 16 March 2017 www.varindia.com
HOT BYTES
eScan releases“Special Incentive
Program”for its Channel Partners
Vertiv launches Lucrative
Program for Partners
Kaspersky Lab conducts
partner meets
Avaya along with Salesforce
focuses on Cloud Solution
Barracuda presents New
“Cloud Ready”Program
Tally Solutions conducts GST
awareness programme in Delhi
eScan has introduced
“Special Incentive
Program” for its channel
partners and their
sales team. The special
incentive program has
been designed to reward
the channel partners and
their sales persons for their
contribution towards the
growth of eScan products.
The rewards range from
travel vouchers to various
gifts. The offer is valid for
all the sales made from
1st January to 31st March,
2017.
Sunil Kriplani, Senior
Vice-President, Global
Vertiv has
announced a
lucrative, “Bill More Gain
More”programforitsValue
Added Resellers (VARs)
in India. This unique offer
applicable to small and
micro Uninterruptible
Power Supply (UPS)
solutions (up to 20 kVA)
has been unveiled to reward
channel partners for their
continued commitment
towards the company. This
offer gives channel partners
a chance to redeem payback
points and avail payout
options for all sales made
during the quarter ending
March 31, 2017.
Kaspersky Lab
has conducted
successful two marathon
partner pitstops with its
national B2B distributors –
eCaps Computers. Both the
pitstops were conducted
with eCaps, the first one
in Hyderabad on February
10, 2017 and the second
in Ernakulam on February
17. Each pitstop saw a full
house with partners who
discussed how to take
Kaspersky’s vision for India
forward.
Both the cities saw over
48partnersand78attendees
that came together to
discuss the way forward
Avaya has
announced an
expanded alliance with
Salesforce Service Cloud
to deliver solutions that
more deeply integrate the
contact centre products of
the two companies.
The expanded alliance
will focus on cloud-based
solutions that enable
seamless access, greater
contextual awareness and
rapid, knowledgeable
service at all points along
the customer journey,
making it easier for
businesses to meet the
digital demands of today’s
customers.
Barracuda has
announced its
new “Cloud Ready”
program designed to help
organizations securely
extend their workloads
and applications into
cloud environments. With
each new purchase of an
on-premises Barracuda
NextGen Firewall or
Barracuda Web Application
Firewall – including
both physical and virtual
deployments, Barracuda
provides a cloud licence
for the same solution in
Amazon Web Services
(AWS) and Microsoft Azure
Tally Solutions has
conducted its very
successful GST Awareness
programme “GST – The
Journey Begins”, training
the business fraternity on
the new indirect tax regime
and preparing them for the
transition. The event held
on 23rd February at Hotel
Eros, New Delhi witnessed
footfalls of more than
80 business owners from
across different business
verticals like machinery,
paints, heavy metals,
electronics, etc.
Tally aims to work
with chartered accountants
and tax practitioners,
Sales and Marketing, eScan,
said, "The channel partners
are an integral part our
business and growth story.
eScan aims at an ongoing
relationship with them in
the market and bring them
more close to the company.
Hence, we come out with
offers in regular intervals
to reward their efforts and
to make them part of our
growing family of channel
partners. This offer is also
our way of rewarding the
partners and their sales
team for their relentless
efforts and contribution in
our success."
G o p a k u m a r
Ambujakshan, Director,
ProductManagement(small
and micro UPS), Vertiv,
India, said, “Our channel
partners are integral to our
sales strategy and, as part of
our ongoing commitment
towards them, we’ve come
out with a profitable offer
to motivate and reward
them for their continuous
support. We would like to
wholeheartedly welcome
our partners to participate
and look forward to
strategically support them
in turn with schemes like
‘Bill More Gain more’.”
in the coming financial
year. Kaspersky Lab has
forged strong partnership
with eCAPS Computers
in their years together.
Partner pitstops have been
integral to Kaspersky’s
way of working, to ensure
that there is always a free
dialogue with all members
of its chain. It is important
for them to hear back from
their partners of what is
happening in the market.
“Bringing together
the assets of two leaders
so adept at elevating the
customers’ experience will
accelerate their customers’
abilitytodigitallytransform
that experience as well,”
said Nancy Jamison,
Principal Analyst, Digital
Transformation, Frost
& Sullivan.” In addition,
this partnership will
greatly enhance the agent
experience as well, which
is critical with the growing
millennial workforce.”
(Azure) at no additional
cost for up to 90 days.
“In the burgeoning
cloud era, IT buyers are
in the difficult position
of trying to meet the
computing needs of today
while determining where
the compute environment
will live over the next few
years,” said BJ Jenkins,
CEO, Barracuda. “With
our ‘Cloud Ready’ program,
Barracuda helps to simplify
that process. We are
empowering customers to
make the right decisions for
their businesses today.”
industry and trade bodies,
business people and other
stakeholders in the country.
The event saw eminent
guest panellists Anil Gupta
(CA) and Sathya Pramod –
CFO, explaining the various
facets related to the model
GST Law, the importance
of technology in the GST
regime and addressing
issues and questions
raised by business owners
on preparation for and
transition to GST.
Snapdeal
unveils GST
Guru Initiative
Snapdeal has
launched GST
Guru, a program which
will include a range of
initiatives to help prepare
the sellers on its platform
for the impending GST
reforms, expected to roll
out this July.
Vishal Chadha, Senior
VP, Business, said, “The
GSTisoneof themostwide
sweeping reforms launched
bytheGovernmentof India
in the recent times, and will
deeply affect how business
is conducted and reported
inourcountry.Latelastyear,
we realized that there is a
lot of confusion, especially
among MSMEs, on how
they will be impacted by the
changed tax structure, as
well as other GST-related
formalities. This program
was, therefore, launched
to bring expert help to
our sellers, to make the
transition as seamless for
them as possible.”
Micromax
focuses on
Accessories
segment
Mi c r o m a x
I n f o r m a t i c s
continues to focus on the
accessories segment as well.
Micromax will introduce
products, including Sound
Bars, Bluetooth speakers,
Earphones and Power
banks, which will enhance
the consumer’s experience
Rohan Agarwal, VP,
Consumer Electronics,
Micromax Informatics,
said, “India is one of the
fastest-growing mobile
phone markets in the world
and consumers today are
spending a lot of their
time with smartphones,
fuelling demand for
mobile accessories. The
market currently is highly
unorganized and some
industry estimates suggest
that it could be to the tune
of $1 billion and there is
tremendous scope."

17. 17www.varindia.com March 2017

18. 18 March 2017 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.

19. 19www.varindia.com March 2017
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

20. 20 March 2017 www.varindia.com
ON THE RAMP
HPE updates its NFV Portfolio
Busy Infotech unveils“BUSY 17”
QNAP launchesTS-
453BminiVertical NAS
AMD launches Ryzen 7
Desktop Processors
Riverbed launches New
SD-WAN Solution
VMware launches vCloud NFV 2.0
HPE hasannounced
updates to
its network functions
virtualization portfolio,
providing communications
service providers (CSPs)
access to new tools
to speed NFV
deployments, as
wellasvirtualized
solutions to
build innovative,
p e r s o n a l i z e d
customer services.
“One of their
biggest priorities is to
establish a solid network
foundation and flexible
service platforms,” said
Thomas Sennhauser, APJ
CTO, CME, HPE.
HPE NFV System,
Busy Infotech has
launched its all-
new GST-ready business
accountingsoftware“BUSY
17”. With the launch of
BUSY 17, it is all set to carry
forward the legacy. BUSY
17 is effectively designed
to build a user-friendly
GST product for seamless
transactions and simplified
statutory compliance for
businesses.
Dinesh Kumar Gupta,
MD, Busy Infotech, says,
“We welcome GST era and
feel delighted to announce
the launch of BUSY
17. BUSY 17 is infused
with a wide range of
QNAP has released
the new TS-
453Bmini vertical NAS.
Powered by the latest Intel
14nm J3455 quad-core
1.5GHz processor (burst
to 2.3 GHz) and featuring
AES-NI encryption,
4K UHD output and
transcoding, the TS-
453Bmini couples elegant
glossy aesthetics with
high- performance, security
and intelligent services
to provide excellent data
storage, backup, sharing,
and entertainment options
for home and small office
use.
"With a 64-bit quad-
AMD has released
the first three
models of its highly-
anticipated, high-
performance AMD Ryzen
desktop processor. There
are three 8-core Ryzen 7
models available. Beginning
in Q2 AMD expects to
launch 6- and 4-core Ryzen
5 processors followed later
this year by Ryzen 3, which
is designed to bring more
performance to mainstream
applications. All Ryzen
processors support the
new AM4 infrastructure,
with motherboard designs
Riverbed has
launched Riverbed
SteelConnect that offers a
radically new approach to
networking for the cloud-
era and simplifies the
design, deployment and
management of enterprise
networks. Riverbed
SteelConnect disrupts
legacy hardware-based
approaches to networking
– which haven’t changed
much since the 1990s –
with a software-defined,
cloud-managed and
application-centric solution
that delivers the agility,
visibility, and performance
that businesses need to
a pre-integrated NFV
platform combining HPE
hardware and software in
a pre-integrated solution
bundle optimized for
NFV workloads, now
offers support for Red
Hat OpenStack
Platform in
addition to
HPE Helion
O p e n S t a c k
Carrier Grade.
Theadditionof the
Red Hat OpenStack
offers CSPs and network
equipment providers their
choice of pre-packed,
pretested and supported
carrier-grade virtual
infrastructure management
(VIM) tools.
features that best meet the
business requirements and
customer’s expectations
post GST rollout.”
BUSY 17 comes in three
editions with each edition
addressing the needs of a
specific target group within
MSMEs.
core processor and the
next-generation 64-bit QTS
4.3 NAS operating system,
the TS-453Bmini provides
performance hardware and
key software features within
a compact and user-friendly
chassis," said Jason Hsu,
QNAP Product Manager.
"By supporting the open-
source Ubuntu platform,
it also adds greater value in
allowing users to develop
various IoT applications
and to build a secure
private cloud system for
IoT storage."
available from top ODMs.
“Today’s launch of
Ryzen represents AMD
at its best, delivering great
products and innovation
to the high-performance
computing market,” said
Lisa Su, President &
CEO, AMD. “With Ryzen
7 desktop processors,
AMD delivers to PC
gamers, prosumers and
enthusiasts both the highest
performance and the lowest
power 8-core desktop PC
processors, bringing the
absolute best PC experience
to millions of people.”
succeed in the digital
age. Riverbed has also
announced the availability
of a new line of SteelHead
SD models, which combine
SteelConnect and its
industry-leading SteelHead
WAN optimization into a
streamlined, single-device
solution.
“Organizations in India
are under tremendous
pressure to transform
digitally and to deliver
more agile, simple, scalable
and cost-efficient services
to their customers,” said
Nagendra Venkaswamy,
VP, India and South Asia,
Riverbed.
VMware has
introduced vCloud
NFV 2.0, designed to
modernize and transform
network architectures
and operations for global
communications service
providers (CSPs). The
vCloud NFV platform can
improveeconomicsthrough
accelerated service delivery,
operational excellence and
lower infrastructure costs.
With vCloud NFV 2.0,
CSPs will be able to deliver
new and differentiated
services on an agile, open
andsecuresoftware-defined
architecture today as they
evolve their networks to
support5GandtheInternet
of Things.
“In today’s highly
competitive environment,
CSPs must deliver
innovative services faster,
with the best end-to-end
customer experience and
at the lowest cost. Current
network architectures,
including some virtualized
deployments, remain rigid
and expensive to build
and manage. VMware
vCloud NFV enables the
transformation of network
architectures, services
delivery, operations and
economics through a more
dynamic, agile network built
on software,” said Gabriele
Di Piazza, Vice-President
of Solutions, Telco NFV
Group, VMware.
Teradata unveils
IntelliCloud
Teradata has
launched Teradata
IntelliCloud, its next-
generation secure managed
cloud offering that
provides data and analytic
Software-as-a-Ser vice
(SaaS). It is available
with new deployment
choices, including Teradata
IntelliFlex, the company’s
flagship enterprise data
warehouse platform that
Teradata will deploy and
manages in its own data
centers, and global public
cloud infrastructure from
Amazon Web Services
(AWS) and later, from
Microsoft Azure.
“Demand for cloud
services increases daily. In
fact, by 2020, 90 per cent
of our customers expect
to have a hybrid cloud
environment – and more
than 85 per cent expect to
buy ‘as a service’ for data
warehousing,” said Oliver
Ratzesberger, Executive
Vice-President & Chief
Product Officer, Teradata.
Microsoft brings
Azure StackTP3
Microsoft has
announced the
availability of Azure Stack
Technical Preview 3 (TP3).
It is a hybrid-cloud solution
that enables customers to
run Azure cloud in on-
premise environments with
pay-as-you-use pricing. It is
an extension of Microsoft
Azure, bringing the agility
and fast-paced innovation
of cloud computing on
premise. As with Azure,
there are no upfront
licensing fees for using
Azure services in Azure
Stack and customers only
pay when they use the
services.
People, processes, and
applications are transferable
between Azure and Azure
Stack. Azure services
available on-premises:
IaaS and PaaS services
on-premises empowers
organizations to adopt
hybrid cloud computing
based on their business and
technical requirements.

21. 21www.varindia.com March 2017

22. 22 March 2017 www.varindia.com
Oracle presents Exadata
Cloud Machine
D-Link andTeamF1 launch
mydlink Business
Akamai adds major advances to Ion
SanDisk Unveils A1 microSD
Card and USB 3.1 Flash Drives
Orange presents a global
public cloud offering
Huawei unveils Cloud EPN Solution
Oracle has
a n n o u n c e d
expansion of the Oracle
CloudatCustomerportfolio
with the availability of
Oracle Exadata Cloud
Machine. Oracle is offering
organizations the ultimate
in choice and flexibility
in where they deploy the
advanceddatabasecloudfor
mission-critical workloads.
“Oracle Exadata
Cloud Machine is an ideal
platform for organizations
that want the benefits of the
D-LinkandTeamF1
N e t w o r k s
have announced their
partnership in delivering
mydlink Business, a cloud-
based device management
platform featuring ease,
value, and scalability for
SMB. The business cloud
platform is specifically
designed to suit the
operation and workflow
models of system
integrators (“SIs”), value-
added resellers (“VARs”),
and telcos/ISPs.
In the past two years,
D-Link and TeamF1
Western Digital
Corporation has
unveiled the microSD card
that meets the Application
Performance Class 1 (A1)
requirementsfromthelatest
SD Association’s SD 5.1
specifications. The 256GB
SanDisk Ultra microSDXC
UHS-I card, Premium
Edition, delivers capacity,
speed and enhanced
capability to deliver a better
smartphone experience.
The company also has
announced the launch of
SanDisk Extreme PRO
USB 3.1 Solid State Flash
Drive. SanDisk Extreme
PRO USB 3.1 Solid State
Flash Drives are ideal for
Orange Business
Services is
accelerating its international
cloud strategy with a
new global public cloud
offering that includes
advice, auditing, integration
and managed services for
cloud infrastructure and
applications. The services,
delivered in partnership
with Huawei, complement
the existing Orange private
cloudportfolioandwillhelp
enterprises in their digital
transformation initiatives.
The principal aim of the
international cloud strategy
is to help multinational
corporations (MNCs)
cloud brought to their data
center,” said Juan Loaiza,
Senior VP of Systems
Technologies, Oracle. “For
many years, Oracle Exadata
has been the platform of
choice for running mission-
critical Oracle databases at
thousands of customers,
and the Oracle Exadata
Cloud Machine extends
this value proposition to
those customers who want
cloud benefits but cannot
or aren’t yet ready to move
to a public cloud.”
jointly developed mydlink
Business, to satisfy needs
for secured network access
and premises surveillance.
The first batch of
managed devices that work
with mydlink Business is the
DBA-1000 series 802.11ac
dual-band business access
points (“AP”). These
APs could be physically
located on different
premises but under the
same administrator’s
management.
Ak a m a i
Technologies has
unveiled several major
advances that are intended
to help solve key mobile
performance challenges.
The latest version of
Akamai Ion, the company’s
flagship Web Performance
Solution, is designed to
make it easier than ever
to deliver compelling
online experiences by
leveraging the company’s
new learning engine-based
optimizations. Akamai will
also enable developers to
deliver near-instant mobile
app experiences by using its
new software development
kit (SDK).
Built on the Akamai
Intelligent Platform,
Akamai Ion is designed to
help companies effectively
reachandengagecustomers,
prospects, employees,
partners and suppliers,
wherever and however
they connect. The pressure
to deliver great online
experiences is higher than
ever, across sites and apps.
While most businesses have
a basic understanding of
what is required to optimize
desktop experiences, they
still struggle with the
challenges mobile and
cellular use-cases present.
creative professionals, tech
enthusiasts, or anyone who
creates and shares massive
files.
“For a technology
enthusiast and a consumer
who is always on the go,
these drives offer world
class performance and
convenience of moving
content easily and quickly,
without having to worry
about a cable,” said Rajesh
Gupta, Country Manager
of SanDisk India and
SAARC Retail Sales and
Marketing, Western Digital
Corporation.
migrate their legacy
enterprise applications to
the cloud and ensure that
their infrastructure and
applications are available
in all geographic regions
in which they need to be
hosted. Orange will provide
the data center facilities,
network and security
infrastructure, customers’
infrastructure and
applications management,
and professional services to
support cloud migrations.
Huawei will provide the
hardware, develop the
technology platform and
OpenStack OS, and provide
level-three support.
Huawei has
launcheditsCloud
Enterprise Private Network
(CloudEPN) solution for
enterprise interconnection.
The solution helps carriers
to provide on-demand and
cost-effective enterprise
leased line services with
cloud-based visualized
O&M.
Huawei’s CloudEPN
solutionsupportsSD-WAN
and CloudVPN modes and
allowsforsmoothevolution,
meeting customers' service
requirements in different
phases. The solution helps
carriers to provide on-
demand and cost-effective
enterprise leased line
services with cloud-based
visualized O&M. With
this solution, carriers are
able to implement digital
transformation and explore
more opportunities in
B2B markets with fast
growth in the cloud era.
For carriers, Huawei’s
CloudEPN Solution
helps to provide one-stop
enterprise interconnection
services and value-added
services (VASs) on demand.
Customers can use the
ecommerce-style service
platform to subscribe
to or reserve enterprise
interconnection services
and VASs.
Cisco to
accelerate
Digital
Transformation
Cisco is introducing
new technologies
that allow customers
to virtualize and secure
their networks. Cisco
is introducing a new
hardware platform and
virtual network services
to extend virtualization to
branch locations, as well as
a new solution that allows
customers to virtualize
their network perimeter
and extend it to collocation
centres. Cisco is also
delivering software-defined
segmentation across the
entire network – from the
network to the endpoint to
the cloud – with complete
application visibility.
Organizations can now
extend network services,
like routing or security, to
a diverse set of platforms
across branch, campus,
collocation centres and the
public cloud.
Dell EMC
releases EHC
onVxRail
Appliances
Dell EMC has
announced that
its turnkey hybrid cloud
platform – Dell EMC
Enterprise Hybrid Cloud
(EHC) – will be made
available for the first time
on Dell EMC VxRail
Appliances.
The Dell EMC VxRail
Appliance family of fully
integrated, preconfigured
and pre-tested HCI
appliances offers the
industry’s only HCI
appliances powered by
VMware vSAN and jointly
engineered with VMware.
Industry analyst
and research firm 451
research notes in a new
report that three out of
four hyperconverged
deployments are in the
core data center, and hybrid
cloud is the next frontier
for HCI.
ON THE RAMP

23. 23www.varindia.com March 2017

24. 24 March 2017 www.varindia.com
VOICE-N-DATA
Edimax launches IAP1200TP-Link launchesTL-
WA820RE Range Extender
Spirent and Nokia accelerate
5G LifecycleTesting
AXILSPOT unveils AEC120
Antenna Ceiling AP
Ericsson’s OSS fulfilment suite
helps Jio provide quality service
NEC presents SmartWTN solution
Edimax Technology
has introduced
IAP1200 2 x 2 AC 1200
Dual-Band in-Walls PoE
Access Point which is a
powerful wireless solution
with the latest IEEE
802.11ac technology for
wireless speeds up to 1,200
Mbps.
"Edimax IAP1200 is
a sumptuous networking
solution for the businesses
which demand high speed,
prodigious performance
and security. IAP1200 has
been designed keeping
in mind customers need
for today's demanding
applications. It strengthens
the network performance
allowing extreme flexibility
TP-Link has
launched TL-
WA820RE Wireless Range
Extenders. TL-WA820RE
slides in your pocket and
will feel like just another
USB Drive. This USB Drive
like Device unfolds into
Range Extender which has
an attached flap that holds
dual antennas to boost that
Wi-Fi signal.
TL-WA820RE is No
larger than a USB flash-
drive. It has a compact
design that expands Wi-Fi
coverage throughout your
abode, supporting speeds
up to 300Mbps for all your
Wi-Fi-enabled devices. The
Sp i r e n t
Communications
has announced successful
deployment of first-
of-its-kind 5G Lab-as-
a-Service for Nokia’s
network infrastructure
testing labs. The 5G
Lab-as-a-Service (LaaS)
enables unprecedented
automation of 5G testing
with a primary goal of
significantly accelerating
Nokia’s release of virtual
network functions and
physical infrastructure. The
5G LaaS also streamlines
the use of shared lab
resources across teams and
geographies.
Ericsson has
s u c c e s s f u l l y
deployed an end-to-end
OSS fulfilment suite for
Reliance Jio Infocomm.
This OSS deployment
includesordermanagement,
inventory management and
activation solutions. The
deployment has helped Jio
achieve faster onboarding
and provide quality service
to its 100 million users.
Jyotindra Thacker,
President, Reliance Jio
Infocomm Limited, says,
"At Jio, we would like to
offer a digital lifestyle to our
customers. The deployment
of the OSS stack by
in the modern mainstream
business," said Sanjay Joshi,
Country Manager, Edimax
Technology. "Edimax
IAP1200 is an unrivalled
product when it comes
to improved business
productivity, seamless
roaming, superior speed,
elevated performance
ensuring and optimal
network performance."
TL-WA820RE is powered
by any USB port by TP-
Link. Just plug into a power
adapter, power strip, power
bank or computer to extend
Wi-Fi.
“Our goals for the 5G
Lab-as-a-Service include
automation of 5G lifecycle
testing and more efficient
sharing of physical and
virtual test resources
across teams,” said Rauno
Jokelainen, Vice-President
of Radio and Advanced
Antennas, Nokia. “Spirent’s
automation expertise and
Lab-as-a-Service platform,
Spirent Velocity, have been
critical to our successful
deployment in Oulu. We
expect to achieve significant
acceleration of 5G lifecycle
tests as we deploy the
5G Lab-as-a-Service
throughout Nokia.”
AXILSPOT has
rolled out AEC120
Antenna Ceiling AP for
enterprises with ultra-high
bandwidth requirements.
The solution, belonging to
the Dolphin portfolio of
AXILSPOT comprises of
Multi-beam Smart-selection
Antenna System (Rscan)
which comes as a patented
technology developed by
the company.
The new system
boasts of unprecedented
technological advantages
like automatic optimum
path selection, stronger
interference resistance, and
higher concurrent capacity.
Network beams can be
formed by controlling the
waveforms with different
phases beamed by each
antenna. These beams
scan different directions,
and include over 16 million
different direction beams.
Ericsson, which by far is the
largest deployment by any
single operator anywhere
in the world, is helping us
in critical areas like order
management and activation
solutions thereby giving
customers an enhanced
user experience.”
Ericsson OSS/BSS
service fulfilment solutions
are designed to streamline
and simplify offer creation
and automate fulfilment
processes. Ericsson’s
catalog- and component-
based approach helps
operators better manage
the entire product and
order lifecycle.
NEC has
announced its
"Smart Wireless Transport
Network” (Smart WTN)
solution for resolving
bottlenecks in the mobile
backhaul for 5G networks,
featuring a high- capacity
pipe for dynamic network
optimization.
The Smart WTN
solution enables flexible
network build-out, makes
valid traffic and defect
predictions, adapts to
environmental and
behavioural changes
accordingly,anddynamically
modifies operations in
order to improve efficiency
and minimize power
consumption.
“NEC offers dynamic
and intelligent transport
networks for telecom
carriers, enabling them
to provide the best user
experience for their
customers,” said, Atsushi
Noro, General Manager,
Mobile Wireless Solutions
Division,NECCorporation.
“Based on our global
deployment of reliable
mobile infrastructure with
the NEC PASOLINK
series, NEC is able to
provide optimized solutions
for 5G that integrate best-
of-breed products from a
wide variety of vendors and
disciplines.”
Tata DoCoMo
deploys ICT
Solution for
Sewa Bank
Tata DoCoMo
Business Services
has announced successful
deployment of ICT
solutions for Shri Mahila
Sewa Sahakari Bank. TDBS
provided the bank with fully
secure and highly reliable
connectivity solutions,
which helped the bank
in strengthening its rural
presence and fortifying its
data security across all its
branches in Gujarat.
The Bank required an
ICT solution which could
help them to manage
the increasing demand
for reliable and secure
connectivity, and seamless
access to Core Banking
Solutions (CBS), across
all its branches. TDBS
deployed a highly advanced
connectivity solution over
a fully secure and reliable
hybridMulti-ProtocolLabel
Switching platform.
Huawei
completes 5
Gbit/sTests
Huawei has
completed field
tests on 5G terminals
with a wide bandwidth of
200 MHz on the 3.5GHz
carrier. A battery-powered
5G terminal prototype is
configured with miniature
multi-antenna to transmit
and receive RF signals,
and the terminal supports
software-defined baseband.
For enhanced-Mobile-
Broadband (eMBB) test
cases, with the Massive-
MIMO macro-base station
set up scenario, the 5G
terminal throughput can
reach up to 5 Gigabits per
secondatdownlink.Thetest
results prove the feasibility
of key 5G technologies
and further validate the
small size multi-antennas
technology for 5G terminal
in the phone form-factor,
representing significant
progress in 5G technology
innovation.

25. 25www.varindia.com March 2017
6
6
A Reference Book For CIO / CTO
A brand is no longer
what we tell the
consumer it is - it is
what consumers
tell each other it is
6th

26. 26 March 2017 www.varindia.com
CHANNEL BUZZ
Supertron successfully celebrates
ZOTAC’s 10th Anniversary
Konica Minolta organizes a
roadshow atTelangana
DIGISOL rewards its partners
Canon India Roadshow to strengthen
customer engagement
Supertron has successfully
organized Zotac’s 10th
Anniversary celebrations at
Amsterdam from 16th to 19th
February, 2017. Supertron and
Zotac have taken 31 top gaming
partners from all
across India to
Amsterdam for a
four-day trip and
celebrated Zotac’s
10th Anniversary.
Z o t a c
acknowledged the
efforts of Supertron
and partners for
making Zotac
a growing and
successful brand
in the graphic card
industry. Partners
have enjoyed all
four days in one
of the finest places
Amsterdam, Europe.
“Zotac today is No. 1 graphic
card vendor in India and this would
not have been possible without the
support from the top partners who
joined the celebrations. We thank
all our partners for their support
in the successful journey of Zotac
in India and making Zotac as No.
1 brand,” said Deepak Gupta,
Country Manager, Zotac.
“We are always focussed on
strengthening our relationship with
vendor and partners. Zotac is one
such brand having synergy in the
thoughtprocessof truepartnership.
Our partners are also the key for
our success as a distributor in India.
We take this opportunity to thank
all the partners for becoming a part
of this grand event at Amsterdam,”
said V. K. Bhandari, CMD,
Supertron.
DIGISOL has rewarded
its partners with 4 night
and 5 days trip to three countries
in Europe. The trip was organized
for all the partners to celebrate
their achievements. The DIGISOL
“Chalo Europe” was organized
from 8th to 12th February, 2017
and had over 25 partners joining
from South and East.
The trip to Europe was packed
with lots of exciting activities
that included a visit to Prague –
Czech Republic, Vienna – Austria,
Budapest – Hungary. Plus drive
through 4th Capital Bratislava –
Slovakia.
“It has been our constant
endeavour to work closely with
our partners across the country
and we will continue to introduce a
number of incentive programmes
for our partner community. The
purpose of this trip was to reward
partners. The tour helped to bring
a refreshing change in our partner’s
daily routine and to give all the
participants time to consolidate
and move forward with more
vigour and purpose in the coming
year,” says Mandar Joshi, Head
– Channel Business, DIGISOL
Systems Ltd.
Arun Kumar, Gold Line
Datatech, said, “It was indeed
a pleasure to be a part of the
DIGISOL partner event held at
Europe. Needless to say, the entire
event was well managed and all
partners were taken due care of.
The trip also came as a welcome
break for partners and gave us
a chance to spend some quality
time in relaxed and peaceful
atmosphere. My best wishes to the
entire DIGISOL team!”
The trip included visit to
Astronomical Clock in Old Town
Square, Charles Bridge, Prague
Castle, and the Church of St
Nicholas in Prague. Short city
tour of Bratislava city with visits
to charming squares, courtyards
and narrow lanes of the Old
Town include the Main Square,
Old Town Hall, Primate’s Palace,
St Michael’s Gate, Franciscan
church, first Hungarian University
Academy Istropolitana, St Martin’s
Cathedral, the Opera House and
the other most significant historical
sights.
Konica Minolta Business
Solutions has recently
organized a roadshow in
Nalgonda, Telangana, where it
demonstrated its state-of-the-
art Production Printers with the
pivotal highlights of the event
being the bizhub PRESS C71hc
and C1060 production printer.
The roadshow was organized
to showcase the company’s
production printers as well as
to furnish a platform for the
printing businesses about the
next-generation technologies in
the vertical. It was also focussed
to meet the customer’s end-to-end
demands and gain a 360-degree
visibility in their industry-related
requirements.
The third-generation
machine bizhub PRESS C71hc
packs in immense benefits over
its predecessor. This model
incorporates advanced colour
reproduction capabilities of the
manufacturer’s proprietary high-
chroma toner that produces
enhanced printing outputs. bizhub
Taking the 20 years
celebrations ahead, Canon
India has flagged off a 60-city
roadshow to strengthen customer
connect across the country.
This “Consumer Connect”
programme is an initiative to
create wider awareness about the
brand’s consumer portfolio, while
consolidating its footprint and
strengthening its presence across
regions in the country.
Designed from an interactive
engagement perspective, Canon
India roadshow will provide a
platform for hands-on experience
of Canon products for existing
and potential customers. Through
this roadshow, Canon is also
showcasing its latest premium
cameras including EOS 5D Mark
IV, EOS 760 D, EOS 750D and
Canon PIXMA G series printer.
Kazutada Kobayashi, President
& CEO, Canon India, said, “As the
leading imaging player, we consider
it our responsibility to connect the
world of imaging to our customers.
Having completed 20 glorious years
PRESS C71hc also comes with an
optional banner tray to support
the printing on media up to
13x47. This gives the customers
to print bigger format of photo
albums. Another asset of the
bizhub PRESS C71hc is their wide
range of finishing capabilities and
its combination with a workflow
software Print Xpress.
Konica Minolta’s bizhub
PRESS C1060 is an ideal solution
for small as well as mid-range
industrial printing businesses,
delivering a fast print/copy
output of up-to 60 ppm. With
a superior colour image quality,
purpose built reliability and simple
touchscreen control, a business
can receive every advantage of
digital production like variable-
data printing and scanning.
in thecountry,wehaveescalatedour
vision of innovation and customer
satisfaction. The roadshow is a
consumer connect initiative to
bring our product portfolio to
the forefront and create mass
awareness about the technological
innovation that Canon houses
within its imaging solutions. Our
aim now is to push the boundaries
and expand our offerings to Tier-2,
Tier-3 and Tier-4 markets to engage
with customers to understand their
imaging needs and bring them the
best of imaging solutions.”
Eddie Udagawa, Vice-
President, Consumer Imaging
and Information Centre, Canon
India, said, “In India, photography
industry is reconfiguring itself by
manifesting in the form of growing
interest in higher functionality
compact and digital SLR cameras."
C0-M100-Y100-k0
C0-M100-Y100-k10
C100-M70-Y0-k0
C100-M80-Y0-k25

27. 27www.varindia.com March 2017

28. 28 March 2017 www.varindia.com
HP Inc.: Market Share on the Rise
HP Inc. India has done extremely well in the last one year both in the PC and
print segments with an average market share of 26.5 per cent and 46.5 per cent,
respectively, thanks to a wide range of products and excellent after-market services
Globally,notebookPCs,printingsupplies,
printing commercial hardware and
desktop PCs each accounted for more than 10
per cent of HP Inc.'s consolidated net revenue,
whereas in India it is difficult to predict revenue
numbers with respect to product categories, but
the company has done extremely well both in
the PC and print categories.
Theyear2016sawmajorfocusontappingnew
markets, new segments and new demographics.
HP has grown its business in the commercial
(SMB, mid-market, start-ups, large enterprises)
and consumer segment. Driven by the partner
programme, HP is planning to increase its global
market share to 15 per cent from the current 5
per cent in this $55-billion industry. The entire
back-end domain of customer outreach, partner
skill enablement and our support coverage
has really helped the company to see growth
momentum over the past year.
The company has gained a strong foothold
in the premium PC category with the launch
of Spectre and, now in 2017, HP is continuing
to bring a whole new level of innovation by
introducing Z32 mini and Omen portfolio in
India.
In India, HP's focus is more on the PC
and print segments, and the company has
increased its market share in both the categories.
Globally, HP Inc. business is divided into three
segments – Personal Systems, Printing and
Corporate Investments. The Personal Systems
segment offers commercial PCs, consumer PCs,
workstations, thin clients, commercial tablets
and mobility devices, retail point-of-sale (“PoS”)
systems, displays and other related accessories.
The printing segment provides consumer and
commercial printer hardware, supplies, media,
solutions and services, as well as scanning
devices and corporate investments include HP
Labs and certain business incubation projects.
In India, the company caters to individual
consumers, small- and medium-sized businesses
and large enterprises, including customers in the
government, health and education sectors.
"We are the leaders in the Print and PC
segment market and we will continue to focus
and continuously strive towards innovating
our products in these segments in India," said
Gurpreet Singh Brar, Director, Commercial
Channel Sales, Printing and Personal Systems,
HP Inc. India.
HP's PC Market Share
On the personal systems front, HP sells
commercial PCs, consumer PCs, laptops,
workstations, thin clients, commercial tablets
and mobility devices, displays and other related
accessories, software, support and services for
the commercial and consumer markets. The PCs
and commercial tablets and mobility devices are
based predominately on Microsoft Windows
operating systems and use processors from Intel
and Advanced Micro Devices (AMD). Personal
systems also maintain a multi-operating system,
multi-architecture strategy using the Google
Chrome and Android operating systems among
others for notebooks and tablets.
Commercial PCs are optimized for use by
enterprises and SMB customers, with a focus
on robust designs, security, serviceability,
connectivity, reliability and manageability in
networked environments. Commercial PCs
include HP ProBook and HP EliteBook lines of
notebooks and hybrids (detachable tablets), HP
Pro and HP Elite lines of business desktops and
all-in-ones, HP Thin Clients, HP ElitePad, HP
Pro Tablet PCs and HP Chromebooks.
Commercial PCs also include workstations
that are designed and optimized for high-
performance and demanding application
environments, including Z desktop workstations,
Z all-in-ones and Z mobile workstations,
whereas Consumer PCs are notebooks, desktops
and hybrids that are optimized for consumer
usage, focussing on multimedia consumption,
online browsing and light productivity and
include HP Spectre, HP Envy, HP Pavilion, HP
Chromebook, Omen by HP, hybrids and all-in-
one desktops.
In the PC segment, the primary competitors
for HP Inc. in India include Dell, Lenovo
Group, Acer and others. HP's competitive
advantages include broad product portfolio,
extensive service and support offerings and the
accessibility of our products through a broad-
based distribution strategy from retail and
commercial channels to direct sales.
The market growth in personal computing
is low single digit, but HP Inc. has increased
its market share faster than its competitors and
there is a Q-o-Q sequential growth during the
last four quarters from 23.9 per cent to 28.8 per
cent.
Speaking about the market share, Gurpreet
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    
HP's PC Market Share
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      
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     
    
HP's Print Market Share
VAR CORPORATE

29. 29www.varindia.com March 2017
Singh Brar, Director, Commercial Channel
Sales, Printing and Personal Systems, HP Inc.
India, said, "As per IDC report for Q3 2016, HP
stands as the leading PC vendor with a market
share of 28.8 per cent. Additionally, according
to industry sources, HP India's market pie in
the fourth quarter surged to 31.4 per cent. Also,
HP has been India’s most-trusted personal
computing brand, according to the Brand Trust
Report for the last three years."
HP's Print Market Share
Printing provides consumer and commercial
printer hardware, supplies, media, solutions
and services, as well as scanning devices.
Printing is also focussed on imaging solutions
in the commercial markets. HP groups
LaserJet, Graphics and PageWide printers into
Commercial Hardware and Consumer and
Inkjet printers into Consumer Hardware when
describing performance.
LaserJet and Enterprise Solutions delivers
LaserJet printers, supplies and solutions to
SMBs and large enterprises. Ongoing key
initiatives include design and deployment of
A3 products and solutions for the copier and
multifunction printer market, printer security
solutions, PageWide Enterprise solutions and
JetIntelligence products.
Inkjet and Printing Solutions delivers
consumer, SMB and PageWide Inkjet solutions
(hardware, supplies, media, and web-connected
hardware and services). Graphics Solutions
delivers large format printers (DesignJet, Large
Format Production and Scitex Industrial),
speciality printing, digital press solutions (Indigo
and PageWide Presses), supplies and services to
print service providers and design and rendering
customers.
Print Solutions provides end-to-end services,
as well as core platforms to develop and
deploy services across printing systems. HP’s
focus includes driving customer value through
managed print services and providing support
solutions for new and existing customers,
whereas 3D Printing delivers HP’s Multi-Jet
Fusion 3D Printing Solution designed for
prototyping and production of functional parts
and functioning on an open platform facilitating
the development of new 3D printing materials.
In the printing segment, the primary
competitors include Canon, Epson, Samsung
and Brother. In addition, independent suppliers
offer refill and remanufactured alternatives for
HP original inkjet and toner supplies, which are
often available for lower prices, but generally
offer lower print quality and reliability.
"HP India has led the printer segment for
close-to 25 years. The market share for print,
according to the IDC report for Q2, 2016, was
47 per cent. In print, we have maintained our
leadership at 50 per cent, whereas in inkjet we
are at 70 per cent," says Gurpreet Singh Brar.
“In the printer segment, the overall market
has not grown, but HP has grown,” commented
Gurpreet Singh Brar.
In terms of trends, the printer market has
seen some shift from cartridge to ink tanks and
the company has also gained market share in the
CISS (Continuous Ink Supply System) category.
The company has also introduced A3 printers
in the Indian market and presently has less than
5-per cent market share.
On the printer front, the line between
consumer and commercial is blurring, product
differentiation is also blurring and product
designs are also changing the market. The
company is planning to launch a full range
of A3 printers in the market by May-to-June
timeframe.
Large Government Deals
HP offers the best-in-class commercial print
and personal computing devices which have
been introduced precisely to meet the evolving
needs of the customers. HP has started engaging
with various central government departments
and state governments to work on projects of
Digital India. HP had won a project in Bihar for
converting50millionrevenuedepartmentspapers
into digital format in 18 months’ timeframe. The
company has also bagged 145,000-laptop deal
for meritorious students in Q3, 2016 from the
Government of Uttar Pradesh.
“We have also been successful in enabling
digital inclusion of 1.5 million students through
a UP Government deal and have set the record
of having the world’s largest IT contract for
education,” said Gurpreet Singh Brar.
HP has seen tremendous increase in
sales post PDS (public distribution system)
digitization. We have set up a very strong
separate Digital India business unit that is based
on developing digital solution in the country. In
this regard, HP has been continuously working
with the Government at a solution level which
also includes multiple state governments.
HP has also built its first centre of excellence
in alignment with the Government's Digital
India initiative, to offer solutions that solve real-
life problems with technological innovations.
Developed in collaboration with over 25 system
integrators, including leading IT software
companies, the CoE will be used as a platform
to exhibit solutions relevant to government and
businesses. It will allow government and non-
government stakeholders to have a practical
understanding of the solutions, making it easier
for decision-makers to take a step forward
towards comprehensive digitization of the
nation.
Speaking about HP print and PC opportunity
in the Indian market, Gurpreet Singh Brar said,
"The penetration of PCs is 9 per cent, whereas
India's GDP is at 7 per cent so the industry has
to catch up. There is a big opportunity in Digital
India trying to offer services, thereby improving
efficiency of the government. The market is also
bullish on opportunities due to GST (Goods and
Services Tax). Around 25–30 million small-time
organizations will join GST bandwagon and this
will lead to complete digitization."
HP's Channel Partner Spread
In terms of channel partners, HP Inc. sells
products, directly or indirectly, through a variety
of channel partners such as retailers that sell our
products to the public through their own physical
or Internet stores; resellers that sell products
and services, frequently with their own value-
added products or services, to targeted customer
groups; distribution partners that supply HP
solutions to resellers; and system integrators and
other advisory firms that provide IT consulting
and systems integration work.
Talking about the number of partners in
India,GurpreetSinghBrar,Director,Commercial
Channel Sales, Printing and Personal System,
HP Inc. India, said, "We have 500 exclusive HP
World Stores across India in 220 cities and more
than 3,700 partners across India in 300 cities."
In terms of after-sales support, HP's network
spans across 376 service points in 159 cities.
Onsite customer support is available in more
than 1,800 cities. The service backup is best in
the industry, as the company has also launched
the HP Smart Care Concept, an automated
system to diagnose system remotely. In April-
May, HP plans to open HP Smart Care Concept
for the entire range of products.
For improving services, the first time fix is
a key thrust area. The first time fix has already
helped HP to increase its market share. In metros,
the focus is on resolution for the next business
day which has also helped the company in the
long run to increase its customer support which
is good from the customer’s point of view.
HP has helped more channel partners
capture mid-market opportunities and HP
pMPS has offered high level of service to SMBs,
delivered directly by HP.
"In 2016, HP Inc. launched Managed Print
Services for large enterprises, whereas for
small- and mid-market the focus was on Partner
Managed Services. The company also launched
Device-as-a-Service for the enterprise market,"
commented Gurpreet Singh.
The company is working on a two-pronged
strategy – incentivising high-end portfolios and
certification for partners. The two-pronged
strategy will definitely be a win-win for both HP
and its partners. n
Pravin Prashant
pravin@varindia.com
Gurpreet Singh Brar
Director, Commercial Channel Sales,
Printing and Personal Systems, HP Inc. India
"We are leaders in the
Print and PC segment
market and we will
continue to focus and
continuously strive
towards innovating
our products in these
segments in India"

30. 30 March 2017 www.varindia.com
Businesses are facing an unprecedented level of digital disruption; the ever rising popularity and the
worldwide permeation of social media and mobile technologies along with the accelerated adoption of
cloud computing systems by businesses, is forcing companies to reassess and redesign their current Wide
Area Network (WAN) infrastructures. To support business growth in the coming decade, next generation of
Enterprise WAN systems must be created and deployed TODAY.
This is where Sify has stepped in and used its years of experience in network and cloud services to create a
new transformational approach to redesign the existing WAN landscape – WAN Transformation.
WAN transformation can be defined as ‘the process of enabling organizations to transit from its widely
disparate and hybrid networks to an integrated cloud enabled networking platform, where new approaches
powered by the cloud technology drives substantial business benefits.’
SifyAddressesNetworkChallenges
withWANTransformationServices
Why do enterprises need WAN transformation?
Organizationsarefacingseveralcomplicationsanddifficultieswiththeir
current network landscape. These network related challenges- dealing with
multiple network providers for separate voice and data networks, keeping
up with latest technological upgrades, minimizing the risk of technological
obsolescence, plugging security gaps and controlling infrastructure and
operational costs – can be easily overcome by transforming into a fully
managed cloud-enabled WAN system.
Hence with Sify’s WAN Transformation Services, Enterprises & IT
Teams can now focus on business outcomes, efficiency and profitability,
rather than on operational issues.
But how does Sifydeliver these enhanced network
benefits?
Sify is in a unique position to deliver these benefits, since we understand
networks from the inside-out. Sify is a core-technology company and we
enjoy solving technical challenges.
Having successfully built India’s largest MPLS network and
implemented complex transformation project in diverse industry verticals,
Sify is set apart from traditional system integrators who mainly deploy
some network management tools and are body-shops offering low-skilled
manpower to organizations to handle mundane day-to-day activities.
Sify’s WAN transformation approach is to understand the customer’s
business, then assess and derive a network architecture which delivers the
desired business outcomes. This is followed by detailed discussions with
our clients to ensure we jointly implement key steps of the transformative
process – Consolidation, Billing Optimization, Security Assessment,
Inventory Management and Operations.
What are the business benefits for enterprises?
Enterprise WAN in its transformed state creates a connectivity
framework which offers complete flexibility along with highly available
service and hassle free management. Needless to say, cost benefits are a
natural outcome of such transformation.
The ultimate success of the WAN transformation will depend directly
on the capabilities and experience of the technology partner driving the
process; the right partner is not just a link provider but is an enabler of
enterprise-wide IT transformation.
As the most successful Enterprise WAN service provider in the
country, Sifyunderstands what businesses need from their WANs. With a
service portfolio that cuts across data center, network, cloud, application
and technology integration, Sify is perfectly placed to undertake the
transformation of your WAN.
By Indar Pal Khurana- VP, Domestic
Data Business- Telecom Services
VAR CORPORATE

31. 31www.varindia.com March 2017
The New Battlefield: Cyberspace
Cyberspace has joined air, sea, land, and outer space as
an arena of military interest, but the concept of cyberwarfare
continues to evolve beyond the grasp of military leaders.
The strength of a nation is measured mainly by its economic
success, social progression, scientific and technological advances,
and military power. The role of a nation’s military is to protect its
citizens and territory; a secure populace has the freedom to maintain
and develop its economy. However, with the rise of cyberwarfare,
citizens, corporations, and governments are left vulnerable to
cyberattacks via computers and communications systems. This
requires a dramatic shift in military tactics and functionality. Nations
are now open to forms of attack besides physical force; one can
undermine countries’ economic strength by paralyzing the economic
values of civilians through covert cyberattacks. Governments
operate largely in cyberspace with highly sensitive information, and
traditional military services will likely soon expand to protect state
information from cyberattacks.
The damage that cyberattacks could potentially inflict on a nation
and its industrial control systems is significantly more threatening
than the damage that would result from attacks on IT systems.
A review of a number of such cases in the past year shows that
attackers are now more interested in targeted attacks on industrial
control systems. Therefore, this is a good time to assess how we
protect these systems.
(Follow to Fortinet report) Industrial control systems (ICS) are
computerized systems that supervise the physical processes such
as electricity transmission, transportation of gas and oil through
pipelines, water supply, traffic lights, and other systems that are
used as the foundation of modern society. Supervisory control
and data acquisition (SCADA) systems are the branch of ICS that
manages the electronic exchange of data. In recent years, these
control systems – on which our most critical infrastructures and
manufacturing industries depend – have been under sophisticated
cyberattacks with alarming frequency.
An example of such an attack occurred in 2011 when hackers
damaged a main water pump in Chicago, Illinois; it is believed that
they gained access to the utility’s network and broke the pump
by remotely turning it on and off quickly. The Federal Bureau of
Investigation and the Department of Homeland Security launched
an investigation of the case, which has sparked fears of hackers’
infiltration and subsequent paralysis of public systems that are
essential to the safety of our society.
Another example of a recent cyberattack occurred in India at the
beginning of this year, when hackers infiltrated the systems of three
government-owned banks to create fake trade documents, which
were used to conduct illegal purchases and to raise funds abroad.
To try to determine whether their systems have been hacked and
tampered with, and to try to prevent future hacks, banks now have
to check the documents that were shared through SWIFT (Society
for Worldwide Interbank Financial Telecommunication) against
the actual documents at their base. Finding the origin of these
attacks and tracing the hackers can be a daunting task, involving
“obtaining logs from ISPs and other entities since international
data travels over the Internet straddling multiple service providers
across geographies.” Officials are left struggling to keep up with
the rapidly advancing cyberattack methods and technologies, with
the hackers usually working one step ahead.
So what is needed to combat the enemy on what is clearly the
most threatening emerging battleground of our world? The answer,
like the problem, is complex. But it clearly requires a new way of
thinking about security, the military, and the government, as well
as new strategies, fields of study, and technological tools. In an
age when our most sensitive information and most valuable assets
are stored electronically, cybersecurity has become one of the most
important fields in which individuals, businesses, and governments
must invest.
In concluding the first of a series of articles written by Mrs.
Carmit Yadin, the Vital Intelligence Group CISO, it is well noted
that the author who is from Israel appears to be insinuating that the
cyber threatsfaced by a tiny powerhouse of security excellence pave
the wayin methods that are indeed consistent with the countries
general national security concept.We hereby assume that learning
and understanding that advancing and ongoing cyber security
measures must not only be proactive but must in many ways be
predicative as well.
By Carmit Yadin, CISO and Director of
Cyber Division, Vital Intelligence Group
Methodology to Protect Critical Assets from Cyberattacks
TECHNOMANIA

32. 32 March 2017 www.varindia.com
VIVOTEK – Riding high in the
IP Surveillance space
The name VIVOTEK is a convergence of
video, voice, communication and teknology.
The company’s motto is Integrity, Innovation
and Accountability. Besides its expertise in being
an IP surveillance solution provider, Vivotek
aspires to become the leader in IoT. With close-
to 17 years of proven expertise, the company
wants to become the “Eye in IoT” and not only
provides surveillance, monitoring and detection
solutions, but also information that is collected
which can be used as a crucial reference in the
IoT system. This is its mission as well as vision.
Vivotek is committed to building a robust
ecosystem and so looks forward to
long-term collaboration and growing
together with all its partners. The
company’s strategy is to become a leader
and build an ecosystem to provide total
IP surveillance solutions and good
quality product service support. Its
ecosystem consists of four important
parts, as given below:
• Products – Network cameras, video
recorders, video management software
• Channel – They are partners, distributors,
consultants and system integrators
• Solution Partners – That includes its
software and hardware partners
• Presence in different Vertical Markets –
Vivotek has the expertise to penetrate into
different vertical markets because of its
expansive range of products and solutions.
This has also been possible as Vivotek offers
scope for customization and integration of
its products as per customer’s needs.
Vivotek has a global network of around 180
distributors in 116 countries. It has its global
offices in San Jose (USA), Mexico, New Delhi
(India) and Dubai (UAE) and its European
office in the Netherlands.
The company has recorded a steady growth
in its sales revenue in these years. Last year,
Vivotek recorded a sales revenue growth of
60 per cent and this resulted in the company
investing in its brand image around the world.
Vivotek has its R&D team in Taiwan and
invests substantially to come up with the latest
cutting-edge technologies in its products. For
instance, its Vari-Angle IR Technology is a
technology feature that provides longer range of
vision in the cameras and consistently brighter
night vision. It also has the 3D stereo counting
technology that allows store owners in the retail
sector to precisely count people walking in and
out of a store.
While introducing any new product or
solution, Vivotek keeps the following three
things into consideration:
• Best Quality Products – As a surveillance
brand, it needs to provide the best-quality
products.
• IntelligentFeatures–Sincethisisthefuture,
major companies are investing heavily in it.
Vivotek is not only a traditional surveillance
brand, but it is putting vast resources into
intelligent features.
• Reliable and User-Friendly Products –
Vivotek ensures reliability of its products
and sees its products as unique, user-friendly
and easy to use and manage.
For customer services, Vivotek has global
repair centres in Taiwan, the Netherlands,
Mexico and Brazil. It also invests in the CRM
platform of Salesforce and this Vivotek sees as a
commitment to providing high-quality customer
India is a growing market
for Vivotek and the company
works with very important
solution partners to provide
traffic monitoring solutions
for city surveillance. It is
actively involving itself with
the City Surveillance projects
of the Smart City initiative
and continues to grow in
important business verticals of
Transportation and Retail.
services. For instance, it has an online community
on the Salesforce platform where customers can
ask questions, find information and ask
for help.
Partner Enhancement
Programmes
Vivotek leverages the strength of its
partnerships and provides value-added
solutions to the market and this has
become a win-win situation for both
its partners and Vivotek. To enhance
this partnership further, Vivotek has put in
place several training modules and programmes
for its partners to cash on and ultimately create
solutions that meet the growing surveillance
needs of its customers.
Vivotek Warrior Academy – This is a
training programme in which Vivotek provides
both online and onsite training and gives its
partners a hands-on experience. One can
avail different courses in this programme. On
attending the course and passing the respective
exam, one becomes a certified expert of Vivotek
product.
Solution Integration Alliance (SIA)
Programme – Vivotek invites participation from
its software, hardware and application partners
to join the SIA programme and use its Vivotek
application development platform (VADP).
VADP is an open development platform
that allows developers to create third-party
standalone applications that enhance the features
of VIVOTEK network cameras. Vivotek has
around 100 solution partners in it. For instance,
in India it works with very important solution
partners to provide traffic monitoring solutions
for city surveillance. n
Samrita Baruah
samrita@varindia.com
Founded: February 2000
Type: Public-listed company since 2006
Traded as: TWSE (TAIEX: 3454)
Headquarters: New Taipei City, Taiwan
Capital: US$23.8 Million
Industry: IP Security Surveillance Solution Provider
Employees: 800+
TAIWAN EXCELLENCE

33. 33www.varindia.com March 2017
Lenovo aims to strengthen
its channel community
Lenovo is enhancing its PC after-sales service
in India with a host of initiatives using new-age
technologies and the company aims to empower
its channel community by providing a seamless
experience to the end-customer.
Lenovo is providing easy access to
customers across multiple channels – Twitter,
app, call centre and its service centres. The
“Quick Response Time” programme guarantees
a response within 30 minutes of lodging a
query or complaint. The company was the first
to take after-sales support on digital platforms
like its dedicated India Twitter service handle
and Lencare (Android app). Customers can also
schedule a call-back from the Toll-free number
or avail personalized self-service by logging on
to the dedicated services website.
Lenovo has been working closely and
strategically with core channel partners
through various programmes:
• Round table conferences to consistently
drive a healthy dialogue with more than 90
Core Channel partners
• Notebook clinics at key business locations to
offer a complete check-up of Lenovo PCs
• Prioritized treatment for Lenovo’s privileged
business partners and customers
• Resident programme where Lenovo-certified
engineers are deployed at customer locations
to deliver a customized service experience
Sudipto Ghosh, Executive Director –
Services, Lenovo India, said, “Our channel
partners play a critical role due to their close
proximity to end-customers. In fact, they are our
biggest source of intelligence to gauge customer
sentiment in their respective markets. We are
constantly listening to our channel partners and
integrating their insights to build an exceptional
customer experience.”
Lenovo boasts of a wide footprint of 150
PC service centres where customers can walk
in with their devices for any complaints or
check-ups. The company has an additional 177
authorized onsite centres that map 29,000 pin
codes across India. These centres ensure that
service executives reach consumers quickly.
Every Lenovo service centre is well-equipped
with competent and Lenovo-certified staff to
address queries related to Lenovo desktops and
notebooks.
This year, Lenovo was awarded with the
“Best Customer Experience Transformation
Award” at the Customer Fest 2017. The award
recognized Lenovo’s exemplary customer
service and marketing strategies that have been
instrumental in building stronger relationships
with customers, thereby impacting the overall
business. Lenovo has also been awarded with
the coveted “Golden Peacock Award 2014” for
innovation in customer services.
Lenovo partners with DataCore
Lenovo has entered into a new collaboration with DataCore, and it will integrate its industry-leading hardware with DataCore’s SAN symphony
software in a new turnkey appliance – the Lenovo Storage DX8200D.
Working together, Lenovo and DataCore will deliver these capabilities in a pre-tested, pre-integrated platform designed for ease-of-deployment
and faster time-to-value. This powerful new offering optimizes a clients’ heterogeneous storage infrastructures, and promises to deliver the highest
level of performance, availability and utilization.
The Storage DX8200D is built on Lenovo’s System x3650 M5 server, which offers leadership reliability and performance. With Predictive
Failure Analysis and a next-generation diagnostic panel to facilitate easy serviceability, the x3650 M5 server helps reduce downtime and costs.
Other high availability features on the x3650 M5 include dual fan zones with redundant fans, as well as hot-swappable drives and power supplies.
Lenovo Trusted Platform Assurance, a built-in set of security features and practices, protects the hardware and firmware.
Lenovo’s high-performing hardware combined with DataCore’s Parallel I/O Technology, can quickly handle read/write requests. It mirrors
data in real time between separate storage systems to maintain continuous availability even through equipment and site outages. Extensive
automation frees system administrators to focus on other parts of their infrastructure.
In addition, the software takes isolated storage devices, sometimes spread between different locations, and places them under one common set
of enterprise-wide services. It pools their collective resources, managing them centrally and uniformly despite the differences and incompatibilities
among manufacturers, models and generations of equipment. Squeezing the most value and functionality from diverse storage technologies, this
new offering simplifies operations, reducing management time and cost.
DataCore customers report, data centers can realize a lower total cost of ownership, with a 90-per cent decrease in time spend on storage
management and support tasks, up to a 75-per cent reduction in storage costs and up to 100-per cent reduction in storage-related downtime. With
a 10-fold increase in performance, data centers also can realize higher availability of mission-critical data.
Finally, the appliance can centrally automate discovery, inventory tracking, real-time monitoring, configuration, fault detection, and alert
handling over its lifecycle the DX8200D with Lenovo’s own XClarity software, a best-in-class enterprise management tool.
Technical assistance is available 24/7 with the DX8200D appliance, and features a single point of contact for both hardware and software
questions from Lenovo’s support organization – which is consistently rated #1 for overall x86 server customer satisfaction.
“As an aggressive new player in this space, our cutting-edge SDS solution enables organizations to deploy their systems more quickly so
they can reduce the time and resources required to manage their basic infrastructure. This, in turn, empowers our customers to focus on the
business challenges of today, with a view to the future,” said Radhika Krishnan, Executive Director, Data Center Group, Lenovo. “This is in stark
contrast to traditional storage offerings, from legacy vendors, which often-times require compromises in performance, availability, reliability and
functionality – limiting the ability to scale and increasing CAPEX, power, cooling and footprint costs.”
VAR BUZZ

34. 34 March 2017 www.varindia.com
Ashish Mutneja
Director
Quantum Hi Tech
Sharad Yadav
General Manager
Honeywell Security and Fire
Sanjay Biswal
Country Head
QNAP Systems
Surveillance Market
Security has always been an important
part of every individual’s life. The need
for surveillance is as old as time itself.The
increasing rate of crime, terrorism and also
initiatives like Smart City, infrastructural
growth etc surveillance has become the need
of the hour.
“With smarter cities, comes smarter
responsibilities and Video surveillance is
one of them. Not just video surveillance, the
industry is moving towards video investigation
too which helps in quick decision making.
Like recently the government came up with
the smart city project which is an urban
development vision to integrate multiple
information and communication technology
and IOT solutions in a secure way to manage
city's assets, which proves that undoubtedly,
Surveillance in India has improved its
venture into verticals, like the, government,
SMBs and SOHOs which played a major role
in enhancing it. This market will keep on
growing as associations and the favourable
circumstances that IP-based observation
carries with it,” opines Ashish Mutneja,
Director - Quantum Hi Tech
IP based cameras andVideo Analytics
set to take the next leap
Video surveillance in present day is more than just monitoring, recording and storage. With changing society and increasing threat
scenarios video surveillance has gained importance across the globe. According to 6Wresearch, India’s video surveillance market is
projected to grow at a CAGR of over 13% from 2016 to 2022. The research also puts forwards that still the analog based surveillance
systems capture a major portion of the market but it is also visible that with declining prices of IP based surveillance cameras is
gradually penetrating into the market.
At the same time Video analytics is also gaining momentum in the market as people are looking for increased security. This is now
been adopted majorly by critical segments like government, city security, Oil and gas etc but it will also be accepted by smaller segments
like Retail, SOHO etc. to understand customer pattern.
COVER STORY

35. 35www.varindia.com March 2017
Sanjeev Gulati
Country Manager – India & SAARC
VIVOTEK
Ashish P Dhakan
MD & CEO,
Pramahikvision
Not only infrastructure, another major
factor which is acting as a catalyst to the
growthis awareness of security. With the
increase in crime and terror threat, the urban
life is nowadays endangered and this has led
to the rapid adoption of security surveillance
in urban life. The industry is witnessing
the pull from both government and private
customers and also from urban to tier II and
III cities.
“Infrastructure growth and safety
awareness is driving investments in the
Indian market for surveillance expenditure
from both the government and the private
customers. Rapid urbanization is increasing
the demand for surveillance solutions from
Tier II and Tier III cities. The market is
fast changing with new technologies being
introduced coupled with the technological
advancement being more towards integrated,
and software based solutions. Digital is
raising requirements with focus on connected
offerings,” explains Sharad Yadav, General
Manager, Honeywell Security and Fire.
Through there is a growing rate of
awareness but still there are few factors
where the alertness needs to be created. The
factors that are affecting the market are lack
of technical awareness, analytical ignorance,
adoption of analog cameras etc. These are
the few factors that needs attention and
awareness.
“Surveillance Market is growing very fast
in India, but the challenges in India areless
technical awareness, analytics knowledge and
product positioning not reached at certain
level. The Video quality are inferior due to old
technology adaption of Analog CCTV, even
IP camera recording and video archiving not
standardize as per government guidelines-
due to less budget VS requirement and
deployment . India is very much potential
market for surveillance business for 15-20
years,” highlights Sanjay Biswal - Country
Head, QNAP Systems.
When it comes to adoption of technology
in surveillance analog cameras holds the
major part of the market but it is expected
that IP cameras will gradually gain ground in
coming years. Till now a great demand comes
from the government sector but the private
sector also indicates good potential.
“The total Indian video surveillance
market which was reported to be around
$1.58 billion in 2014 is expected to reach
to $8.24 billion by 2022, while growing at a
CAGR of 22.96% during the forecast period
from 2015 to 2022.
Though analog based surveillance systems
have accounted for majority of the share
(68%) in the overall market, yet IP based
surveillance systems are expected to increase
in the next five years due to increasing IP
infrastructure, declining prices and demand
for remote access.
The government, in general, is the biggest
segment in terms of volume demand. The
private sector also shows vast potential.
About 87% of surveillance needs are for
commercial purpose, whereas 13% are for
residential. There has been a handsome
growth in demand for CCTV surveillance for
use in a wide variety of location such as IT
parks, banks, malls; public places like parks;
and private places such as gated communities
and residential corridors, over the last two
years. City-wise New Delhi (25%) has the
highest demand for CCTV cameras, followed
by 16% from Bengaluru; 13% from Mumbai,
Hyderabad and Chennai; 9% from Kolkata;
and 7% from Pune. Across the country,
maximum searches come from Tier 1 cities
(76%), followed by 22% from Tier 2 and 2%
from Tier 3 cities.” says Ashish P Dhakan,
MD & CEO, Pramahikvision.
Shift from Analog to Digital
These days people are going Smart which
means they are adopting Smart technology in
their daily life be it smart TV or smart home
or smart IoT etc. This means people are
accepting IP based technology which makes
it eminent that IP camera is going to rule the
future market.
“When we talk about Smart, meaning
–intelligence (Smart City, Smart TV, Smart
IoT, Smart Home etcall connect to networks
& internet). So,we moving very fast towards
IP (Internet Protocol) based technology. So
there is no space for analog CCTV now a
days (If we remember in TV, all consumer
switch to LED /LCD from old CRT based
TV). Here consumer want changes but
problem is education and awareness. India’s
economy is growing by good governess,FDI
and people are moving to next level of
adaption. So upcoming market is IP CCTV
only,” explains Sanjay Biswal, Country Head,
QNAP Systems.
The shift from analog to IP cameras has
been very easy and it is also very prominently
seen. The latest technology has acted as a
beneficiary to everyone.
“The paradigm shift has been a very
smooth; there is transcendence for the
customer as well as the integrator. Being a
latest offering it has benefitted everyone
in a certain way. The shift in the industry
from analog based cameras to IP is very
prominently seen, there are also other
formats that have sprung up such as HDCVI,
AHD, these address the question at hand of
affordability, with a better and an advanced
product as a package,” views Pulkit Punj,
Director at AnG.
From another point of view, the three
factors that have helped increase the
adoption of IP cameras are cost, scalability
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36. 36 March 2017 www.varindia.com
and flexibility. Explaining the factors Sanjeev
Gulati, Country Manager – India & SAARC,
VIVOTEK says, “By the security threats
continue to remain high on radar of both
commercial and the public. Government
sectors are spearheading video surveillance
deployments especially in airports, seaports,
highways, and rail networks. To guarantee
the 24/7 security, here are three factors that
indicate IP-based video surveillance replaced
closed circuit analog systems.
Cost: Even the traditional closed circuit
analog systems are less expensive than IP-
based video surveillance. However, the
accompanying costs of labor, storage and
maintain of analog systems is much higher
than IP-based video surveillance. The IP-
based video surveillance systems are cheaper
to build and maintain with reusability of
existing IP network infrastructure, highly
scalable with little incremental costs, low
maintenance costs. It helps to reduce the
total cost of ownership and increase the
migration.
Scalability: IP-based video surveillance
systems are based on open platform, and
this could help to provide more collaborative
and integration which can build a scalable
network with enhanced and customized
features. And there is no limit to the number
of devices that can be added to the network.
Analog surveillance systems are limited to
centralized video analytics, which requires
additional hardware, cabling and is difficult
to scale.
Flexibility: Via the IP network
infrastructure, the IP-based video surveillance
systems are able to access from anywhere and
anytime in the world. Users are benefit with
its integrated system and faster response time,
allowing instant operator control rather than
review video footages post events. Nowadays,
more business intelligence are enhanced in
the IP-based video surveillance systems,
providing business owners key metrics to
effectively make operating decisions and
increase ROI (Return of Invest).”
Though India market has well accepted
IP based cameras but there are few factors
which are holding back the market. Lack of
skill set among partners, consumer mindset,
cost are few of the factors that are restraining
the market to grow.
“Although there has been a paradigm shift
Abhishek Kumar
Regional Director, South Asia,
Oncam
SudhindraHolla
Country Manager, India & SAARC,
Axis Communications
Tom Dodrill
Vertical Market Manager, Pelco by
Schneider Electric
in the Indian surveillance industry, the Indian
market is showing some resistance towards
analog to digital transition all out because of
various factors such as entrenched mindset,
lack of skill set among channel partners,
limited awareness, cost factor and bloated
bureaucracy. Consequently, the transition
from analog to digital cameras and also from
traditional digital cameras to solution based
services is taking place at a slower pace.
However, digital is gathering momentum
and in the next five years it will gain its due
importance and prominence in the Indian
security market,” says Ashish P Dhakan, MD
& CEO, Pramahikvision.
Video Analytics
In the Global Video Analytics Market
Report of 2016, Research and Markets
estimated the video analytics market to
grow from the USD 1.69 billion of 2016
to USD 4.23 billion by 2021 (a nearly 21
percent growth rate). The sudden increase
in popularity of the video analytics market
comes from an increase in security threats
and the need for intelligent surveillance. The
market is also driven by the increased use of
cloud computing, the growing demand for
automation, the need for infrastructural safety
and for securing computing environment.
Technological advances will continue to also
affect market growth significantly.
It is predicted that the video analytic
market will grow at a CAGR of 20.6% from
2015 to 2023 and it will grow majorly because
there will be a need for increased security
and to accumulate customer data. In present
world crime takes place every day andit plays
an important role in any crime as it helps to
get the basic evidences.
“The video analytics market is slated to
grow at a CAGR of 20.6% during the forecast
period from 2015 to 2023. There are two main
reasons for this- firstly, the need for enhanced
security and secondly, to gather customer
data. Video analytics is a key factor for law
enforcement agencies across the world as it
is a basis for gathering primary evidence for
any crime. There are CCTV cameras installed
in every area in every major city. Any crime
committed in a public area gets recorded and
with advanced tools, one can identify the
perpetrators and license plates in an instant,”
explains Sudhindra Holla, Country Manager,
India & SAARC, Axis Communications.
In terms of gathering customer data,
video analytics is used in market research. It
helps to understand the customer behaviour
and observe the footfall in any kind of retail
outlet.
“The most interesting application of
video analytics is in the field of market
research. Any retail outlet with this kind of
technology uses it to observe foot traffic,
identify consumer patterns. This data provides
a realistic idea of the pain points which can
then be controlled,” adds Sudhindra.
Video analytics is not a new trend in
the market. It has its existence since analog
motion detectors. The improving features
and capabilities are only new things.
“Video analytics have been around for
a long time, since the days of analogue
motion detectors. What is new is the growing
and advanced capabilities that allow city
surveillance managers to monitor crime
areas, traffic flow, intersections and high
or larger gathering points all from a single
system without the need for an operator to
sit and watch a monitor. The video analytics
will monitor without an operator, and if
an incident were to occur, the surveillance
system wouldnotify the operator to provide
closer attention,” explains Tom Dodrill,
Vertical Market Manager, Pelco by Schneider
Electric.
Nowadays almost every IP systems comes
with analytics based software solutions and
the scope of these systems and applications
are wide. The merged analytics are now used
in critical segments but it will have used cases
in small segments also.
“Today, most of the deployed IP systems
implement analytics based software solution
too. The future of these systems and their
application in surveillance will be wide. The
merging of video based intelligence with
audio and sensor based analytics will enable
policing agencies with more filtered vital
information faster. Today the analytics is
generally used by segments like Oil & Gas
sector, Safe city and other Critical areas. The
merged analytics (Video/Audio & Sensor
Combined) will have used cases to larger
market segments like retail and SOHO. We,
COVER STORY

37. 37www.varindia.com March 2017
Kaushal Kadakia
Marketing Manager, IPVS,
Matrix Comsec
as Oncam, are promoting this merged analytic
applications and are largely seen as the
technology driving force in these segments
globally,” saysAbhishek Kumar, Regional
Director, South Asia, Oncam.
Similarly, PulkitPunj, Director at AnG also
says that “As far as solution based services
are concerned , it is important that we
understand that banks, financial institutions,
corporates, retail stores etc require regular
services and additional services by default
after purchasing a security solution. Services
such as CMS (central monitoring station)
are very essential to banks and financial
institutions as they provide real time data and
crime deterrence. QRT (quick response team)
is also an example of widely used solution
based services.”
Key Factors of growth
Being secured is the only factor that will
always drive the surveillance industry. Security
is a concern for all. With this the lowing cost
of technology and cameras have boosted the
consumers to adopt surveillance. Another
major boosting element is Smart City project
of India Government.
“The surveillance industry will always be
driven by one simple factor: the basic instinct
to be secure. The technology has become
cheaper and the cost of cameras have come
down. This has been a great motivator to
those consumers who do not want to invest
in physical security, but need automated
systems at a reasonable cost to secure their
premises.
The Smart Cities initiative has given a
boost to the surveillance industry. The main
reason why surveillance is critical to smart
cities is to digitize the data collected through
the CCTV cameras, which are strategically
placed around the cities. This provides a
deeper insight into the movement of citizens
and also reduces crime rates. Smart cities are
based on the utilization of ICT to reduce
the cost of manual surveillance and support
the government in urban planning,” opines
Sudhindra.
The need of automated security solution
and applications by government is the driving
force of the industry. Moreover, though
Smart City is nascent stage but this project
will definitely be a booster to the surveillance
industry.
“The dependency on technology and a
severe need for security are the major key
factors driving the industry. The need for
automated security solutions and increased
application by the government is driving
demand for the new technology solutions.
This would require the system integrators
to ramp up investments in technologies and
build capabilities.
The smart city initiative is still in its infancy,
however it's a well thought out project for
managing an entire city with command centres
and appropriate hardware technologies. Pilot
projects have been executed to show the
government how effective the solution is,
these have performed very well. However, the
government needs to establish it as a planned
defined process in order to achieve success,”
opines Pulkit.
As per Kaushal Kadakia Marketing
Manager, IPVS, Matrix Comsec, it is the real-
time security and automation are the two
factors for which the adoption of surveillance
has increased. He says,“The factors that are
acting as a catalyst to this increased adoption
are majorly real-time security, and automation.
These analytics provide a proactive solution
by preventing damage in real-time rather
than reactive security. Added benefits are
improved process compliance, productivity
and employee discipline. These Intelligent
Video Analytics help in providing productivity
by saving huge time on investigations thereby
leading to simplicity of management.At
Matrix, we provide analytics with instant
notifications like Calling from Mobile App,
Email with Snapshot and SMS for enhanced
automated security.
Early adopters of this technology are
firms like banks, manufacturing units,
jewelry showrooms and enterprises
where safeguarding expensive assets and
human resources in real-time is of utmost
importance.”
To Conclude
It is quite prominent that surveillance
market is growing and with time and
development happening everywhere new and
interesting problems will also come to surface.
To address that industry will also respond to
it with new and innovative analytics.
“The future for surveillance and video
analytics is in a single word – expanding.
As cities evolved their city surveillance
platforms new and interesting problems will
arise. Industry will respond with new and
innovative analytics, both video and big data
based, to meet that need. The concepts of
city surveillance – crime reduction and traffic
congestion relief will quickly move from
large urban environments for secondary and
tertiary cities and eventually to smaller towns
and villages,” views Tom.
Reiterating similar views, Abhishek says,
“In India, we are at the gasp of taking the
flight into future of a secured smarter world
in which Oncam will have to play its definite
role. With less than 20% of our cities covered
with basic surveillance, we have daunting task
ahead in making our cities safer and a better
place to live in. The opportunities and scope
is tremendous, future is very promising and
bright.”
The video surveillance market is expected
to grow at a CAGR of 13% which will be led
by terror threat, crime, data theft etc. Also
the shift towards IP cameras in sectors like
government, transportation, banking etc will
give a boost to it.
“Indian surveillance market is poised
for higher growth in India. Led by the ever
increasing terrorist activities, increasing crime
rates, data thefts, increasing it spending, the
video surveillance market is expected to
grow at a CAGR of 13% during 2016-2020.
Additonally, government and transportation
and banking verticals are shifting towards IP
video surveillance to prevent high security
threats,” states Sanjeev.
Video Surveillance has come across a long
way and now it is more than just monitoring,
recording and storage. It provides better
features like greater visibility and control,
simplicity of management etc. and these will
take the surveillance market to the next level
of growth.
“Modern world has become more perilous
than it was in the past. Video surveillance is a
vital tool for protecting people and property
around the clock. Thus, the surveillance
market is poised for higher growth across the
globe. Earlier, video surveillance was all about
monitoring, recording and storage, but now
video surveillance systems have other aspects
like Greater Visibility and Control, Simplicity
of Management, Proactive Solution with
Early Detection and Instant Notification,
Higher Reliability against Breakdowns and
Integration with other solutions. These are
the dynamics, which will drive real business
value in the surveillance market,” concludes
Kaushal.
So at the end, with evolving time the
threats will also evolve and new solutions
will be required to curb them. Moreover, we
are heading towards adoption of smart city
where video surveillance and analytics is an
important part of the project. Therefore, this
gives a clear view that video surveillance and
analytics market will expand. n
Pulkit Punj
Director
AnG

38. 38 March 2017 www.varindia.com
ISODATechSummit 7 reveals the X Factor
With the theme of “Xcel, Xcellerate,
Xceed”, Infotech Software Dealers’
Association (ISODA) successfully
concluded its flagship event, TechSummit
7. It was held from 16th to 19th February,
2017 at Ho Chi Minh City (Vietnam) and
over 100 System Integrators (SIs) and VARs
participated in this three-day summit. This
summit has been convened keeping Digital
Transformation in view.
It is a unique platform offered by ISODA
to help its members to identify the latest
and relevant technologies, networking with
technology vendors on how to collaborate
with them and leverage each other’s core
competencies and take it to the next level.
Secondly, vendors get the opportunity to
meet the owners of the VARs and discuss
on new alliances and reinforce the existing
partnership.
The strong foundation of any event
of such stature is the agenda and the
opportunity for networking. And,
TechSummit 7 promises to have strengths
in both. The theme of the summit explains,
Xcel through strengthening the alliances,
Xcellerate yourself for the next level
of skillsets and Xceeed not just as an
individual but also as an entire team and
stakeholder, with the agenda focussed on
identifying new opportunities, by a series
of specialized sessions and informal as
well as formal networking opportunities
between members and principals.
Intheopeningaddress,RajivMamidanna,
Chairman of ISODA TechSummit 7 and
also Vice- President, ISODA, and Vipul
Dutta, Chairman, ISODA, spoke about the
X factor with the examples of Luis Figo,
Mickey Mantel, Christiano Ronaldo and
M. S. Dhoni, who are considered as the
leaders and have leveraged the X factor.
Incidentally, at the ISODA Tech Summit 7,
the members also wore No. 7 as a dress
code.
Rajeev Mamidanna expressed his
views, “The need to Xcel in strategies and
alliances has to Xcellerate to the next level
of skills successfully, and has to Xceed the
expectations of teams as entrepreneurs.”
The keynote session on the roadmap
ahead was presented by Vipul Shah and K.
V. Jagannathan.
A panel discussion on Digital
Transformation in India and its impact and
opportunities for the Indian IT community
also took place.
This year, the grand ISODA TechSummit
7 has been sponsored by Simplivity,
Sophos, Profectum, Radware, SonicWall,
Red Hat, Edimax, Interlabs, Rah Infotech
and Symphony Summit.
Alike other years, this time also ISODA
gave away Business Excellence Awards in
five categories. Enjay IT Solutions from
Gujarat won the Business Excellence award,
Mumbai-based LDS Infotech won Business
Excellence award in Licence Sales, KKM
Soft of Chennai bagged Niche Technologies
award, Dev Information Technologies,
Ahmedabad won Business Transformation
award and Secure Network Solutions of
Chennai received Business Excellence in
Security award. The awards were selected
by the jury members consisting of L. Ashok,
CEO, Futurenet Technologies; Alok Gupta
of Softmart; and Dhruv Dua, Income Tax
Consultant of ISODA.
Winners
Awards Categories Winners
Business Excellence Enjay IT Solutions
Business Excellence in Licence Sales LDS Infotech
Business Excellence in Niche Technologies KKM Soft
Business Excellence in Business Transformation Dev Information Technologies
Business Excellence in Security Secure Network Solutions
EVENT

39. 39www.varindia.com March 2017
Rahul Joshi, Country Manager,
Quickheal Technologies, says, “I have
been part of most of the TechSummits at
ISODA. This is one association I will always
cherish as I have always come back every
time with new knowledge of trends, new
alliances and new friends. I am excited to
be a part of the 7thTechSummit. Moreover,
the coverage that ISVs like us get through
ISODA is amazing!”
Venkata Murthy, Prime Mover,
22by7, says, “TechSummit is an event
where System Integrators like us get the
opportunity to meet new vendors, form
new partnerships and also meet our
colleagues who help us regularly cover
areas which we cannot. I have used ISODA
as a platform to service customers where I
do not have presence.”
Manish Goenka, Director, ICONS
Infocom,says,“Ihavebeenwaitingeagerly
for TechSummit 7. After a successful
TechSummit 6 at Langkawi, expectations
from the group are even higher this time.
Of what I understand till now, it looks
like a great agenda. I am actually very
interested to hear from quite a lot of new
vendors and hence I am excited at the
prospects of new alliances.”
Ashok Kumar, CEO, RAH Infotech, says,
“We are one the fastest-growing value-
added distributors of India. Some of our
alliances are unique and we attribute a lot
of our growth to ISODA. The opportunities
one gets as a member of ISODA is
tremendous.”
Testimonials:
Corporate Presentations & Panel Discussion Session

40. 40 March 2017 www.varindia.com
Manoj Kanodia
CEO
Inspira Enterprise
Nilesh Kuvadia
Managing Director
ITCG Solutions
Kartik Shah
Managing Director and CEO
Bitscape Infotech
As per Indian Brand Equity
Foundation’s report on IT/ ITeS
Industry, the sector is expected to triple its
current annual revenue to reach US$ 350
billion by FY 2025. India’s IT sector has
been instrumental in putting India on the
global map. It is also true that the pace of
technological change and growth will not
slow down but will only grow with every new
developments taking place.
Taking cognizance of this current
market growth are the distribution houses
and SI businesses, for whom this spells a
lot of growth opportunities and market
scope for expansion. “We see good growth
opportunities in the IT and Mobility space
and therefore do not see any major challenges
as such,” confirms Atul Mehta, Chairman &
Managing Director - Compuage Infocom.
Similarly for companies like M.Tech,
the current market offers great scope for
growth and expansion. “M.Tech’s vision
is to be the preferred, best-of-breed cyber
security and network performance solutions
provider. We select partners with market-
leading vendors who are established in their
respective domains. Together, we cover
a broad spectrum of today's security and
network performance requirements - from
firewalls, web security, intrusion prevention
and security analytics to cloud networking
and network virtualization,” says Bhavin
Bhatt, Regional Director – M.Tech.
A report by Gartner predicts that the
public cloud services market in India is
projected to reach to a total of $2.1 billion
by 2018. This presents a huge opportunity in
this growing market. According to Manish
Tandon, Managing Director – Questa
Software Systems, 2017 is going to be a cloud
year and major cloud vendors like Oracle and
Microsoft are talking only about the cloud
Indian IT Channel heading
for great times ahead
Armed with growth oriented strategies and aggressive business expansion plans,
the IT Channel ecosystem is up for a new beginning in the year 2017. While the last
few years have seen sluggish and flat business, the market is changing for better with
most of the businesses clocking double digit growth and winning lucrative projects.
VAR SPECIAL

41. 41www.varindia.com March 2017
Sundaresan K
General Manager, Tech Data (previously
Avnet Technology Solutions) India
Sudarsan Ranganathan
Chairman & MD
Veeras Infotek
Atul Mehta
Chairman & Managing Director
- Compuage Infocom
Prashanth GJ
CEO
TechnoBind
Limesh Parekh
CEO - Enjay IT Solutions
Vinod Kumar
Managing Director
Corporate Infotech Pvt Ltd (CIPL)
story. “We partners have to sing the same
tune. Microsoft has also changed its focus
from Antipiracy to a solution-based approach
which has started to take shape now. All
other players are now either on cloud or are
preparing to migrate.”
Nilesh Kuvadia, Managing Director -
ITCG Solutions is too of a similar opinion
and says that the year 2017 will see the
adoption of cloud technology. “With the
adoption of cloud technology by customers,
the infrastructure cost will reduce drastically
and at the same time the payment will be
paid on a predictable interval basis like
monthly/Quarterly/Yearly. Right from
the Infrastructure as a service to Software
as a service to storage as a service, these
components will have a continuous demand
throughout the year.”
The physical shipments & logistics of
distribution are also moving to the cloud
area. The upcoming distribution model for
cloud is going to be completely different
and distributors will be playing the role
of aggregators rather than a distributor,
according to market onlookers.
Thanks to the demonetisation drive,
digitisation has taken a very fast pace. With
digitization and internet penetration zooming
up, the demand for IT and the accessories
is also on uptrend. This has resulted in
good opportunity for VAR partners for
implementing IT hardware infrastructure. “IT
markets are in transition. Opportunities in
the field of Digitization and Automation are
rising and we will work to move in early and
catch this wave,” says Rajiv Kumar, Director
and CEO, Proactive Data Systems.
Security is another area that is becoming
key for companies to invest on in the coming
days. Deepak Jadhav, Director - VDA
Infosolutions informs that his company is
betting big on IT security as well as converged
infrastructure which are likely to see very
good growth. “These areas will help us to go
deep in existing accts as well help to penetrate
newer acts,” he says.
“Further the surveillance category is also
growing at a very fast pace triggering the
demand of not only surveillance systems, but
also storage,” says Rajesh Goenka, VP –Sales
& Marketing – Rashi Peripherals. “Also the
transition from hard drive to SSD has also
begun by opening new opportunities for
channel partners.”
Mobility as a market has a huge potential,
as the number of Internet-connected
smartphones are only going up in the coming
days. Technological advancements, especially
in next-generation technologies like data
analytics, Internet of Things and mobility
have created significant demand in the
education sector, particularly in engineering
and computer science. Government buying is
also set to increase and GST is helping pave
the way for higher growth. “We see huge
opportunities in terms of business potential
in the Indian market. We are prepared to
address this growth in terms of our alignment
with the world’s leading IT vendors and our
dedication to enabling partners to capitalize
on high growth and next-generation
technologies,” says Sundaresan K, general
manager, Tech Data (previously Avnet
Technology Solutions) India.
Vinod Kumar, Managing Director -
CorporateInfotechfeelsthatachievingunified
integration and communication between
products and platforms will be the key for
2017. “Critical attention to effective privacy
and security solutions will play an essential
component in the IT industry growth. We
anticipate that parts of this tech growth (e.g.
cloud and data storage, hardware, computers
and systems) will certainly play a major role
in the near future. To tap these opportunities
we have started working more collaboratively
with our customers to truly understand the
core challenges they are facing,” he says.
“There are plenty of areas to grow,”
points out Sudarsan Ranganathan, Chairman
& Managing Director – Veeras Infotek. “We
need to look at extensible information security,
cloud DR, hybrid environments and cost
management on these hybrid environments.
We will require extensive evangelisation,
knowledge dissemination and predictable
cost Management for IT teams.”
He further adds that distribution might
continue in the same form but they will
become more as aggregators. “Logistics will
be a lesser pain to them than before but will
focus on technology to make their operations
efficient and effective. GST will also ease their
complexity. But they will continue to be the
risk mitigators for vendors on the financial
front,” says Sudarsan.
“Therequirementforautomationsoftware
is increasing drastically (eg CRM, Sales
Automation and Marketing Automation). We
see that it has a huge opportunity in 2017.

42. 42 March 2017 www.varindia.com
Inorder to get maximum out of this, we have
already started appointing training Sales/
Implementation partners across India,”
observes Limesh Parekh, CEO - Enjay IT
Solutions.
There is also likely to be greater demand
for new offerings like mobile applications,
Cloud, Robotics Automation, Blockchain,
SDN in accordance with the shifts in
customer needs. “It will, however, become
imperative for providers to raise productivity
and innovate beyond labor-centric service
models to capture new markets successfully,”
points out Manoj Kanodia, CEO – Inspira
Enterprise. “With a determination to go
an extra mile to ensure customers achieve
the desired outcome, the company needs
to envision to constantly making an impact
on the Indian IT industry by promoting
innovative, high quality, price-performing
technologies,” he says.
It is also noticed that distributors are
increasing their support to small partners and
with their help the share of business done
by small partners has also increased in recent
years. This has ultimately led to a higher level
of product commoditization but lowering of
partner margins.
Just like opportunities, there are
challenges too that a partner and a distributor
has to cope up in 2017. For instance the
emergence of technologies such as cloud,
Internet of Things and automation among
others has created opportunities and
uncertainties for the industry. Also, in 2017,
the domestic market is likely to be a bit rough
as businesses prepare for GST. “This sudden
shift in the technology has become a catalyst
for the Indian IT services majors to go for
acquisition and also make investments in
the new age start-ups. To be successful and
increase market share, enterprises in this
sector will need to fundamentally transform
their business models, re-vamp their solution
offerings and invest in the right skills to be
more relevant to enterprises. Along with all
the changes triggered by new technologies
and platforms such as cloud and mobility, the
end customer is changing as well. As a result,
how channel firms interact and appeal to
end customers will need to adapt,” cautions
Manoj.
According to Prashanth GJ, CEO,
TechnoBind adoption of emerging
technologies like cloud, mobility and
digitizationhasbeenachallengeforenterprises
across industries. “Primary reasons have been
a lack of understanding about the emerging
technologies and shortage of rightly skilled
people who can implement and manage these
technologies. Distributors can see this as a
big market opportunity with the help of its
unique GTM strategy and focus on skilled
resources.”
Sundaresan feels that while an effective
channel can be a source of strategic advantage
for companies, an important challenge is that
considerable thought, effort, and investment is
required to create and maintain a distribution
channel. “In the long run however it will be
the distribution medium and its added value
that will bring the greatest advantages.”
The distribution mechanism/market has
already become more complex due to multi
distribution points, growth of rural market,
expansion of urban markets and modern
trade. In this complex environment, all
companies need to base their next move on
the best business intelligence and require
optimizing distribution channels.
Nilesh also points out that the current
distribution market is facing payment
challenges apart from the constant push for
year on year growth by the OEMs. “With
frequent obsolete rate of products, the
ageing stock movement is also a challenge.
Customers do not adopt new technology at
the same pace that these new products get
introduced in the market.”
True, credit management and inventory
management are the two very important
concerns for the distributor industry and
those who manage these two well will only
survive in the industry. Also with Cloud or
Opex model taking shape, the traditional
business model might get mitigated and that
could be a challenge from the top line point
of view.
Ashok Kumar, MD & CEO - RAH
Infotech is of the view that the Distribution
market has been going through consolidation
in the country and there have been many
M&As in the recent past. “This is resulting in
increased competition and as a result margins
are shrinking. The need of the hour is to work
in unique ways to overcome this challenge
and RAH Infotech is already at it.”
Kartik Shah, Managing Director and
CEO - Bitscape Infotech contends that the
traditional distribution model will have to
evolve in an annuity model to order to support
Deepak Jadhav
Director
VDA Infosolutions
Bhavin Bhatt
Regional Director
M.Tech
Sudhir Kothari
Managing Director
Embee Software
Jiten Mehta
Director
Magnamious Systems
Manish Tandon
Managing Director
Questa Software Systems
Rajesh Goenka
VP – Sales & Marketing
Rashi Peripherals
VAR SPECIAL

43. 43www.varindia.com March 2017
customer buying habits and need. “May be
this will result in the mitigation of some of
the channel members and distribution will
primarily reach to end customer and service
providers directly. But again, this is how the
business model is going to evolve and the
channel has to adapt to it.”
While it may be too early to assess the
impact of demonetization on the distribution
and partner business, but it did have some
impact on the business in the initial days and
weeks, but it did peter out quickly.
Demonetization however did not affect
those companies that deal only in bank
transfers or cheques. It in a way cleaned
up the grey markets and paved the way for
legitimate IT suppliers only. For companies
like Proactive, demonetization had little
impact on its business. “Though there was
a slow business in the last quarter, but that
cannot be attributed to demonetization alone.
Others factors such as Trump factor were
also at play,” says Rajiv.
“In my opinion, sectors with linkages
to the unorganized economy were affected
due to demonetization but its impact to IT
industry and the technology sector/services
will be short lived and are expected to gain in
the long term,” says Vinod.
A growing Vendor-partner
relationship...
The vendor-partner equation is changing
and is believed to keep on changing to
address the market effectively. Transparency
and customer oriented service are growing to
be an important aspect of any relationship.
The best vendors are focussing on becoming
trusted advisors and developing long-term
relationships with partners.
In earlier days, the vendor partner equation
was like a buy and sell relationship similar
to traditional way of retail trading business.
Over the period, vendors have understood
the importance of partner efforts towards
customer satisfaction in pre and post sales.
“The vendor has now integrated the partner
effort through transparency, knowledge base,
rebates, GTM strategy and treat partner as
their extended arm to spread the message in
the massive customer base. With Cloud being
a major factor for OEMs, they have realised
that partners play a major role to ensure
larger consumption of cloud solutions,”
says Devesh Aggarwal, Managing Director –
Compusoft.
Withnewcloudcentricpoliciesof software
vendors coming up, the partnership model
is also changing. The VARs are emerging as
cloud solution partners. “Now vendors don’t
just need resellers but they are expecting more
than that from a partner. We have to build
our competencies on cloud and can expect
better margins & healthy competition rather
just fighting on prices,” says Manish.
“I believe nowadays vendor-partner
relationshiphasbecomemoreof atransactional
nature rather than a relationship nature. SIs
are now seriously looking for avenues to
make better margins and bigger revenues.
The market is growing very competitive
but after it starts getting consolidating, the
scenario will change for better,” says Jiten
Mehta, Director -
Magnamious Systems.
In the words of
V.K. Bhandari, CMD -
Supertron Electronics,
vendor partner
relationship has come
a long way and now
this engagement is
getting stronger with
right expectations
from each other. “The
trend is changing from
pure play fulfilment
relationship to a value
added relationship.
Most of the vendors
are looking for right
partnership with the
right expectation.”
At the same time it
isalsotruethatvendors
will increasingly give
higher weightage to
With the adoption of cloud
technology by customers, the
infrastructure cost will reduce
drastically and at the same time
the payment will be paid on a
predictable interval basis like
monthly/Quarterly/Yearly. Right
from the Infrastructure as a
service to Software as a service
to storage as a service, these
components will have a continuous
demand throughout the year
Rajiv Kumar
Director and CEO
Proactive Data Systems
Devesh Aggarwal
Managing Director
Compusoft
Ashok Kumar
MD & CEO
RAH Infotech

44. 44 March 2017 www.varindia.com
V.K. Bhandari
CMD
Supertron Electronics
partners who are investing on upcoming
niche areas rather than just generic products.
So it will be beneficial for partners to develop
skills in newer offerings of OEM and help
them to penetrate new market.
Vendors are grappling with the change as
much as partners are. Consolidation across
companies, mergers and acquisitions change
partner plans as well as customer perceptions.
“Opportunistic sales will become lesser as
we go forward and value engagements will
bear more results. The partners with greater
technical skill, prescriptive solutioning
capability and customer relationships will
be favoured to merely customer relationship
mode that has been the backbone of IT sales
so far,” observes Sudarsan.
In Vinod’s opinion, the most important
part of a strong vendor/partner relationship
is visibility, trust and respect. “Previously
vendor channel partnership expectations were
limited to, how big is the market opportunity
for specific vendor’s product, what are
the paths to individual’s profits, how will
vendor partner association will help/support
individual’s interest and showcase brand
value to customer. The current changing
IT industry scenario has given the strategic
nature of these partnerships to ensure there
is a ‘win-win’ approach by working together
to grow the business,” says Vinod.
“Vendor relationships are “exploratory”
or “shifting,” which means they are taking
a look at new vendors to work with or
they have made a definitive switch already.
How the channel makes money from cloud
solutions – recurring revenue, referral fees,
consulting – has them rethinking the value
of some of the more conventional ways
that vendors structure their programs and
financial rewards,” says Manoj.
And so...
The IT market is growing very competitive
day by day with all the OEMs/vendors
slogging themselves in the market. As India’s
businesses continue to evolve, based on ever–
changing market conditions, companies make
continuous efforts to boost distribution. By
doing so they ensure IT channel partners can
easily access new technologies and are able
to address maximum IT requirements from
their customers.
“Distribution is a very critical element
as it should aim to make the product
available timely with appropriate credit line
facility. Presently for most major technology
vendors, distribution is their principal route
to market. The current expectation & role
attributed to distribution is the provision of
delivery logistics, product marketing services,
technical support, managing appropriate
inventory and provision of credit line is
very much competitive & sustainable,” says
Vinod.
When asked whether the market is
competitive or not, Rajesh says that the
answer would be both yes and no. “Yes
because distributor like us is always under
inventory pressure and market demand for
credit is high. No because there are very few
limited distributer left in country which can
be counted on fingers. Focusing on sell-out
rather than selling will remain the Mantra of
success.”
“Indeed distribution markets are growing
quite competitive. But, it helps brings the
best out of us. Learnings never stops. With
the competitive nature of the business/
industry, it makes us focus on enhancing our
operational efficiency all the time,” agrees
Atul.
According to Sudhir Kothari, Managing
Director - Embee Software if one does
unique selling then competition is not there,
but vanilla selling would lend one in stiff
competition. “It all depends on what kind of
trajectory you are taking. We are in a solution
selling and value proposition mode and so
see mild competition for us. Being in the
market for 30 years now, we have been able
to build that trust amongst our customers.
We work as a partner rather than a vendor to
our customers.”
Intensifying competitive pressures from
within and outside of the IT channel drive
more vendors and solution providers to strive
to reach escape velocity – that is, breaking
free from legacy practices. “One of the most
intriguing factors at play is the relationship
between customers and the channel. The
competitive advantage gained from intelligent
use of data has separated early adopters from
their counterparts, and everyone wants to
quickly follow the suit,” says Manoj.
It is also true that the way businesses are
conducted across the globe are similar in
many ways, but the key differences in laws of
the land and the way people operate region-
to-region is what every company should keep
in mind. Especially in a country like India,
this is critically important while sustaining a
relationship with vendors and partners.
In the end, with the market opening
up further and with the introduction of
programs by the government like Digital
India, Start-up India, Make in India, both
small and large businesses can get a big boost
and opportunities can look very promising in
spite of the competition that exists. In such
circumstances, the only differentiator that
can work in the favour of a business house
is the uniqueness of the product or service
offering and the business model followed to
tap this opportunity. n
Samrita Baruah
samrita@varindia.com
VAR SPECIAL

45. 45www.varindia.com March 2017
Dell EMC's hyperconverged portfolio
offers flexibility and scalability
In a chat with VARINDIA, Rajesh Ramnani, Regional Director, VCE, discusses about Dell EMC’s PowerEdge
servers and their enhanced applications – VxRail appliances and VxRack systems. He also talks about the benefits
of the solutions, their go-to-market strategy and also how partners are adding value to these solutions
PowerEdge servers by Dell EMC have
been well accepted among customers.
Worldwide, the customers rely on this server
portfolio to address and optimize workloads
at any level. This range of servers is meant
to deliver performance, agility, cost saving and
performance.
“As the foundation for a complete, adaptive
ITsolution,PowerEdgeserversdeliversuperior
agility and reliability, outstanding operational
efficiencies, and top performance at any
scale. Dell PowerEdge 13th-generation server
portfolio, the latest version of the PowerEdge
server, is customer-inspired engineering built
to optimize price performance for the widest
range of web, enterprise and hyperscale
applications, and features state-of-the-art
advancements in storage, processing and
memory technology coupled with industry-
leading systems management capabilities,”
remarks Rajesh Ramnani, Regional Director,
VCE.
VxRail appliances and VxRack
systems
Based on hyperconverged infrastructure
appliances and developed for VMware
environments, VxRail appliances offer better
CPU performance, flexibility in configuration,
scalability and low in cost.
“TheVxRailApplianceFamily,theindustry’s
only HCI appliances specifically developed and
fully optimized for VMware environments,
now has configurations powered by the latest
Intel Broadwell Platforms, VMware vSphere
and VMware VSAN technologies and is based
on PowerEdge servers. These feature 40%
more CPU performance for the same price,
increased flexibility and scalability with more
configurations than before, all-flash nodes
equipped with 2x more storage and a new
3-node entry point that is 25% less expensive,”
explains Ramnani.
Dell EMC will add new updates of VxRail
Appliances with VMware Horizon so that it
can serve its customers better who look upon
fastening time-to-value of an enterprise-class
client virtualization solution. This solution
also presents flexibility, performance and
takes lesser time to deliver results.
“For customers seeking to accelerate
time-to-value of an enterprise-class client
virtualization solution, Dell EMC will offer
new configurations of VxRail Appliances
with VMware Horizon. The solutions are
specifically optimized for client virtualization
in order to provide simplified deployment
and management of virtual workspaces. The
solution, validated by Dell EMC with support
from VMware and NVIDIA, offers flexibility
and high performance to accommodate
a variety of needs and decreases time-to-
delivery of the solution from weeks to days,”
says Ramnani.
Talking about another important solution,
Ramnani says, “VxRack System 1000, the
only rack-scale hyperconverged system with
integrated top-of-rack Spine-Leaf networking
and SDN options, is the perfect choice for core
data centers that require both enterprise-grade
resiliency and the ability to start small and
scale easily. Now based on PowerEdge R630
and R730xd servers, these VxRack Systems
offer more capacity and 40% more CPU
performance without increasing footprint or
cost. With more than 20 new configurations,
customers have the flexibility to add as needed
The benefits of VxRack System
all-flash configurations include:
• Better all-flash economics that offer
2.5x more usable flash capacity
for a similar price versus previous
generations
• Application acceleration with
SanDisk DAS Cache speeds storage
I/O operations while reducing
latency, resulting in improved
performance of I/O-intensive
applications such as Microsoft SQL
OLTP
• Configuration flexibility enables
customers to scale linearly as their
workloads require by incrementally
adding high-density, storage-
heavy or compute-heavy node
configurations
compute-heavy, storage-heavy or balanced
configurations (in both all-flash and hybrid
models) as needed to match their workload
requirements".
Strategy
Holistic approach is what Dell EMC
believes in. The company does not believe
in solving only infrastructural difficulties
but provides a comprehensive integrated
solution.
“Dell’s strategy and vision is to look
holistically at the customers, not just solve
their infrastructure challenges. Other vendors
are concentrating on solving only part of
the problem and are rigid, delicate, and
proprietary. At Dell EMC, we have adopted
a holistic approach to integrating hardware,
management, solutions and applications. We
have a rich heritage of providing organizations
of all sizes the essential building blocks –
industry-standard servers, storage, networking,
and solutions. Dell has top benchmark results
on TPC-H, SPEC rating scores over its nearest
competition. We are open and integrated –
not rigid. Customers can use what they have
and remain flexible to adapt to technology and
business changes. Data center solutions are
powered by computing infrastructure that is
intelligent, by network services infrastructure
that is virtual, and by data management
architecture that is fluid. Dell solutions
trounce the competition in a comparison like
this,” states Ramnani.
Value addition by Partners
The solutions give ample opportunity to
partners to add more value to the solutions
and serve better to end-users. The ISV
partners are certifying their applications on
Dell EMC stack. They can add services which
can help their customers to migrate easily from
physical/virtual environment to virtual stack
and can also help with new infrastructure.
“Partners can add tremendous value over
and above these products. Some of the options
currently being followed by some customers
are given below:
A) ISV Partners are today certifying
their applications on top of Dell EMC stack
and provide end-to-end support for the entire
stack.
B) They can add services by helping
customers migrate from their physical/virtual
environment to virtual stack on top of Dell
EMC hyperconverged infrastructure.
C) These partners can also provide infra
refresh, by helping customers refresh their old
infrastructure to brand-new HCI platform,”
concludes Ramnani. n
Rajesh Ramnani
Regional Director, VCE
FACE TO FACE

46. 46 March 2017 www.varindia.com
HPE strengthens its arm in
Hybrid IT with Nimble
Hewlett Packard Enterprise (HPE) has
taken the next move to strengthen its
comprehensive portfolio and go along with the
industry, in spanning the cloud to the data center
to workplace applications. The acquisition of
Nimblefor$1.9billionexpandsHPE'sleadership
position in the high-growth flash storage market
that will create a comprehensive, leading-edge
storage portfolio by bringing together highly
complementary solutions to help customers
around the world to make IT more efficient,
productive and secure.
There is no doubt that business leaders are
looking to optimise and grow their businesses,
and cloud can give them the benefit of reduced
costs and providing better customer experience.
Flash storage is a fast-growing market and
an increasingly important element of today's
hybrid IT environment. The overall flash market
was estimated to be approximately $15 billion
in 2016 and is expected to be nearly $20 billion
by 2020, with the all-flash segment growing at
a nearly 17 percent compound annual growth
rate. Nimble's predictive flash offerings for the
entry to midrange segments are complementary
to HPE's scalable midrange to high-end 3PAR
solutions and affordable MSA products. This
deal will enable HPE to deliver a full range of
superior flash storage solutions for customers
across every segment.
“This is the fourth acquisition of HPE this
year. The deal comes even as HPE's recently
completed $650 million acquisition of hyper-
converged provider SimpliVity, Cloud Cruiser
(Infrastructure analytics), Niara (Security
analytics vendor) and now Nimble Storage's
portfolio which complements and strengthens
the 3PAR products in the high-growth flash
storage market will help us deliver the vision of
making Hybrid IT simple for our customers,"
said Meg Whitman, President and CEO, Hewlett
Packard Enterprise.
Key benefits to the customers with
combined HPE and Nimble –
• The ability to seamlessly move data and
replicate across hybrid flash and all-flash
storage to meet unpredictable IT demands
• Integrated data protection with application
aware snapshots, encryption, replication
and integration with leading independent
software vendors
• Effortless management of storage volumes
along with data compaction to reduce
capacity costs
• Predictive support automation to anticipate
and prevent most problems and solve
remaining issues in a matter of minutes
• Quality of service controls and full stack
analytics to ensure predictable performance
in hybrid IT deployments
• Increased dedicated sales specialist support
• A future-proofed technology platform with
a rich roadmap to support next-generation
storage
There are numerous benefits to using a
hybridcloudinsteadof amoresingularapproach,
whether that is using only a public cloud or a
private cloud. With an objective to make it
full proof not only needs the performance of
flash storage but it also looks for predictive
intelligence to optimize their infrastructure.
With Nimble Storage (a vendor of all-flash and
hybrid flash storage products) and 3PAR, HPE
can now deliver on those storage needs and
provide more effective on-premises control and
performance, at public cloud economics. With
this HPE is fast emerging as a major disruptive
force in the infrastructure market.
HPE has chosen the best option with
Nimble for enhancing its storage portfolio
independently.
Nimble Storage offers converged flash
arrays with predictive software for provisioning
to speed up storage performance. Nimble's
strong application performance in its entry to
midrange flash storage solutions is backed by
an intelligent, predictive analytics engine that
delivers a simplified customer experience. This
unique analytics platform goes beyond storage
to analyze performance issues across the full data
path, from apps to the array, and resolves most
issues before they occur. In addition, Nimble
has recently introduced multicloud storage
services that combine the best of on-premises
and public cloud storage capabilities for Hybrid
IT deployments.
As on today, over 10,000 enterprises are
using Nimble Storage because its Predictive
Cloud Platform is reliably fast, radically simple,
and cloud ready.
“With this we will be the Industry leader in
fast growing flash-storage market," said Suresh
Vasudevan, CEO at Nimble Storage. "This
acquisition validates our technology leadership
in flash and in the use of cloud-based predictive
analytics. We are confident that by combining
Nimble Storage's technology leadership with
HPE's global distribution strength, strong brand
and enterprise relationships, we are creating
expansion opportunities for the combined
company."
In the storage space, this is just as big as
Aruba being acquired by HPE. Industry expert
visualizes Nimble acquisition as another HPE
infrastructure game-changer. There is no doubt
that Nimble has a great product - this is going
to really help drive sales growth for HPE in the
all-flash data center market and this tightens
HPE's hold as a one top data center shop. It
provides HPE with new hot technology to
drive growth. n
Meg Whitman
President and CEO
Hewlett Packard Enterprise
VAR ANALYSIS

47. 47www.varindia.com March 2017
Zyxel SBG3300-NThe SBG3300-N Series is a wireless VDSL router and Gigabit
Ethernet gateway. The ZyXEL SBG3300-N has been designed as a
business-grade VDSL2 service gateway with speeds of up to 100Mbps
downstream and up to 50Mbps upstream (PTM mode). With the Gigabit
Ethernet uplink (WAN port), it can be connected to Ethernet or Fibre
network via its Gigabit Ethernet uplink to become a Gigabit access
gateway. It features multi-WAN (DSL/Ethernet/3G) fail-over and
load balancing functions only previously found on high-end, complex
network devices; this guarantees the Internet connection and minimises
downtime, so that customers and employees can always stay online.
In case the Internet access is down, the device will automatically
redirect all traffic over to the backup connections. The ZyXEL
SBG3300-N features a 4-port Gigabit Ethernet switch with an 802.11n
wireless AP for wireless devices. With the ZyXEL management GUI,
administrators can maintain the office networks easily for office users
to log in remotely. It has one DSL port and Gigabit Ethernet for
super-fast Internet access over analog (POTS) telephone lines. The
Device supports both Packet Transfer Mode (PTM) and Asynchronous
Transfer Mode (ATM). It is backward compatible with ADSL, ADSL2
and ADSL2+ in case VDSL is not available. The ZyXEL SBG3300-N features a Stateful Packet Inspection (SPI) Firewall and Content Filtering.
These help to prevent attacks and save customers from security threats. Web Site Filtering and Content Filtering are based on a large online
database to prevent employees from accessing specific Web sites. SMB and SOHO users can implement their Web/FTP/Mail servers in a DMZ
(Demilitarised Zone) while the IT staff can configure the DMZ to Ethernet ports (4 LAN, 1WAN) to guarantee smooth access for guests
without worrying about network intrusion to the office LAN.
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PRODUCT OF THE MONTH

48. 48 March 2017 www.varindia.com
LEAD STORY
Smart Cities Success:
Vision, Planning, Funding & Execution
India's 100 Smart Cities Program success will be dependent on four parameters - Clear
Vision, Long Term Planning, Adequate Funding and Module Based Execution
Eija-Riitta Korhola
Former Member of European Parliament
"Smart Helsinki
vision is one more
hour a day. Smart
city needs to be
sustainable and
should be doing
more with less"
India has rolled out 100 Smart
Cities Program in a big way
and things have started to roll out in
different cities. Presently, majority
of the tenders floated in the market
is related to project management
consultant (PMC); infrastructure
projects like transport, smart roads,
streetscaping of roads, smart solar
projects, smart solar rooftops,
development of green space, piped
natural gas and smart car parking
system; and setting up command &
control centre. Different cities have
floated their tenders depending
upon what their priorities are for
the future but the city planner
before floating tender should also
focus on four parameters - vision,
planning, funding and execution.
If these four parameters
are taken seriously by the town
planners, things will become easy
for all stakeholders and the city will
really be smart.
ClearVision
The vision for all 100 Smart
Cities will differ from one another
depending upon how city planners
plan their city to be smart. For
e.g. the new Kalasatama area
of Helsinki is an experimental
innovation platform to co-create
smart urban infrastructure and
services. This centrally located old
harbour area is growing into the
smart city district of Helsinki.
The vision of Kalasatama is
that smart services save one hour
of citizen’s time every day which is
a very noble concept. Time is city
residents’ most precious resource,
which is why Smart Kalasatama
aims to manage time efficiently.
The vision has been created
together with local residents and
all stakeholders, is for everyone
to gain an extra hour of free time
every day. Time will be saved by
improving the flow of traffic and
logistics, as well as guaranteeing
first-rate local services and flexible
facilities for remote working. The
vision is very simple but executing
this simple vision is not easy.
The objective is to deliver
services to people rather than vice
versa, reducing daily commuting.
The time saved is spent on activities
that bring happiness, whether
that means relaxing in the local
park, cooking with the children
and studying or dance classes.
Smart services help in improving
both quality of life and time
management.
Speaking on building better
cities for people, Eija-Riitta
Korhola, former member of
European Parliament said, "Smart
City needs to be sustainable and
should be doing more with less."
LongTerm Planning
Smart cities become smart
only when all aspects of planning
are taken into account be it long
term or short term planning.
Once the planning is finalised,
it needs to be put into a dynamic
three-dimensional (3D) city
model for a particular city so that
collaborative data can be shared by
all stakeholders be it city planners,
public, private and research
sectors, thereby enabling users
from different sectors to develop
sophisticated tools and applications
for test-bedding concepts and
services, planning and decision-
making, to solve emerging and
complex challenges for any city.
One such example is Virtual
Singapore. Virtual Singapore is a
dynamicthree-dimensional(3D)city
modelandcollaborativeprogramme
initiated by the National Research
Foundation (NRF) at a cost of $73
million for the development of the
platform as well as research into
latest technologies and advanced
tools over a period of five years.
The platform is targeted to be
ready by 2018 and will be deployed
progressively.
This project is championed
by the National Research
Foundation (NRF); Prime
Minister’s Office, Singapore;
Singapore Land Authority (SLA);
and the Government Technology
Agency of Singapore (GovTech).
NRF will be leading the project
development, whilst SLA will
support with its 3D topographical
mapping data and become the
operator and owner when Virtual
Singapore is completed. GovTech
will provide expertise in ICT and
its management as required in the
project. Other public agencies will
participate in Virtual Singapore in
various phases depending upon the
project and what is being executed
in Singapore.
Virtual Singapore is a
collaborative data platform,
includingthe3Dmapsof Singapore.
Virtual Singapore includes semantic
3D modelling, which comprises
detailed information such as
texture, material representation
of geometrical objects; terrain
attributes, for example, water
bodies, vegetation, transportation
infrastructure, etc. Models of
buildings encode the geometry as
well as the components of a facility,
such as walls, floors, and ceilings,
down to its fine details, as in the
composition of granite, sand and
stone in a building material.
Virtual Singapore will be
developed based on geometric
and image data collected from
various public agencies, and will
integrate different data sources to
describe the city with the necessary
dynamic data ontology. The 2D
data and information co-ordinated
through existing geospatial and
non-geospatial platforms such as

49. 49www.varindia.com March 2017
Dr Chandan Chowdhury
Dassault Systemes
Virtual Singapore
Virtual Experimentation: For example, Virtual Singapore can be used to examine the coverage areas
of 3G/4G networks, provide realistic visualisation of poor coverage areas, and highlight areas that can be
improved on in the 3D city model.
Virtual Test-Bedding: For example, the 3D model of the new sport hub with semantic information
within the Virtual Singapore could be used to model and simulate crowd dispersion to establish evacuation
procedures during an emergency.
Planning and Decision Making: For instance,
an app could be developed to analyse transport
flows and pedestrian movement patterns. Such
applications would be useful in non-contiguous
urban networks such as our parks and park
connectors in Punggol.
Research & Development: The rich data
environment of Virtual Singapore, when made
available to the research community with the
necessary access rights, can allow researchers
to innovate and develop new technologies or
capabilities.
"Creating a virtual
model of the city
make an existing
city smarter. Make
changes in the virtual
city and understand
the impact of various
decisions prior to
implementing them
in the physical form” Kunal Kumar
Commissioner, Pune Municipal Corporation
"Path is different for
each city but each
city has a clear path.
Pune is the first city
with a municipal bond
with AA rating from
Fitch as our financial
position is strong"
OneMap,PeopleHub,BusinessHub
etc. will enrich the 3D Singapore
City Model. Advanced information
and modelling technology will allow
Virtual Singapore to be infused
with different sources of static,
dynamic and real-time city data
and information e.g. demographics,
movement, climate.
Speaking about virtual model,
Dr Chandan Chowdhury of
Dassault Systemes said, "Creating a
virtual model of the city make an
existing city smarter. Make changes
in the virtual city and understand
the impact of various decisions
prior to implementing them in the
physical form.”
Adequate Funding
With proper security and
privacy safeguards, Virtual City will
enable public agencies, academia
and the research community to
make use of the information and
system capabilities for policy and
business analysis, decision making,
test-bedding of ideas, community
collaboration and other activities
that require information. All
these features help in better town
planning and give a smart look
to any city so that all problems
whether it is long term as well as
short term are solved virtually
before doing the physical work for
any smart city.
The central government
proposes to give financial support
to the Smart City Mission to the
extent of Rs 48,000 crores over five
years i.e. on an average Rs 100 crore
per city per year. An equal amount
will have to be contributed by the
state/urban local bodies. So, in toto,
the available funds from ULBs, state
government,andcentralgovernment
is to the tune of Rs 100,000 crore
for smart cities development. This
amount will not be sufficient for all
modules of smart city development
as project cost of each smart city
will vary depending upon the level
of ambition, model, capacity to
execute and repay. The success of
this endeavour will depend upon
the robustness of special purpose
vehicle (SPV) revenue model
and comfort provided to lenders
and investors. A number of state
governments have successfully set
up financial intermediaries such as
TamilNadu,Gujarat,Orissa,Punjab,
Maharashtra, Karnataka, Madhya
Pradesh and Bihar which can be
tapped for financial support.
The central government funds
and the matching contribution by
the states/ULB will meet only a part
of the project costs. The balance
funds will be mobilised from urban
local bodies through collection of
user fees, beneficiary charges and
impact fees, land monetization,
debt, loans, etc; Innovative finance
mechanisms such as municipal
bonds with credit rating of ULBs,
pooled finance mechanism, Tax
Increment Financing (TIF); Central
government schemes like Swachh
Bharat Mission, AMRUT, National
Heritage City Development and
Augmentation Yojana (HRIDAY);
Leverage borrowings from financial
institutions, including bilateral
and multilateral institutions, both
domestic and external sources; and
Private sector through PPPs.
Some municipal bodies are
looking at Tax Free Municipal
Bonds for e.g. Pune. In the past,
municipal bodies like Ahmedabad
(Gujarat), Chennai and Madurai
(Tamil Nadu), Bangalore
(Karnataka), Hyderabad and
Vizag (Andhra Pradesh), Ludhiana
(Punjab) and Nagpur and Nashik
(Maharashtra) have also opted for
the model. In 1997, Bangalore
Municipal Corporation had floated
Rs 125 crore bond and Ahmedabad
first municipal bond was for Rs 100
crore in January 1998. In 2010,
Greater Visakhapatnam Municipal
Corporation issued bonds worth
Rs 30 crore.
The Pune Municipal
Corporation (PMC) is planning a
bond offering of Rs 2,300 crore, the
country’s largest municipal bond
issue till date. Even Ahmedabad
Municipal Corporation (AMC) is
also planning to float municipal
bonds bonds of Rs 200 crore. All
this will be a win-win for urban
local bodies as they require large
amount of funds so that they
provide all basic amenities as well
as extra amenities which will bring
happiness to citizens.
Module Based
Execution
In India, the Smart Cities
Program will always lack fund for
any smart city, so city planners
will need to focus on executing
different modules of smart cities in
phases. In order to make city smart,
the smart city planners should also
focus on all the above points - clear
vision, long term planning and
adequate funding so that execution
does not act as a bottleneck. The
module based execution will help in
making the jigsaw puzzle of smart
city look smart when the final
module gets deployed only when
the big picture is infront of all
stakeholders. All this module based
execution will definitely help Indian
cities to come at par with Mercer's
Quality of Living Ranking where
in the 19th edition Vienna tops the
list.
Slagin Parakatil, principal,
Mercer Quality of Living Ranking
said, “A city’s infrastructure,
or rather the lack thereof, can
considerably affect the quality of
living that expatriates and their
families experience on a daily basis.
Access to a variety of transport
options, being connected locally
and internationally, and access
to electricity and drinkable water
are among the essential needs
of expatriates arriving in a new
location on assignment. A well-
developed infrastructure can also
be a key competitive advantage for
cities and municipalities trying to
attract multinational companies,
talent, and foreign investments.”
“Most cities now align
variety, reliability, technology,
and sustainability when designing
infrastructure for the future,” added
Parakatil. n
Pravin Prashant
pravin@varindia.com

50. 50 March 2017 www.varindia.com
VAR MOBILITY
Zen aims for increase in sales
volume and market share
4G
Presently, the Indian market is moving
towards 4G devices after the introduction of
VoLTE network. To boost this movement, Zen
Mobiles offers devices that are affordable and
at the same time feature-rich. The company
has also tied up with Reliance JIO for bundled
offers.
“India is a mobile first economy and 4G
devices are fuelling smartphone adoption in
India. We, at Zen Mobile, are focussed on
offeringvalue-for-moneydevicesthatarefeature-
rich, affordable and support the 4G revolution
in India. Recently, we launched Zeneration 4G
VoLTE devices – Cinemax 4G, Cinemax Click,
Admire Dragon and Admire Thrill ranging from
Rs.4,000 to Rs.6,500/-.
Additionally, we have also introduced
multilingual feature, high-quality cameras along
with bundled services like JIO Happy New Year
offer so that customers can enjoy unlimited
calling and data. As an additional benefit to
the customers, we are offering free protection
kit and one-time screen replacement in case of
any breakage during the first six months. We will
continue to innovate and bring in such devices
in the future also. In the next few months, we
will be launching a good number of 4G devices
at the entry and mid level that will offer a wide
range under the Zeneration 4G portfolio,” says
Sanjay.
Strategy
Asanindigenouscompany,theIndianmarket
The handset device market in India has
witnessed exponential growth in the last few
years and it has been majorly driven by budget
smartphones or the mid- and entry-level phones.
The growth has spread across all the tiers and is
not just limited to the top tiers. This penetration
has further led to the growth of mobile internet
and fuelled the adoption of 4G network.
“The smartphone industry in India has
undergone a dramatic change where affordability
factor has been one of the prime drivers.
Currently, 60 per cent of the smartphone users
prefer to buy smartphones under Rs.8,000/-, and
the smartphone players are constantly competing
over specifications, features and pricing. With
the rising number of first-time smartphone
users, the segment will continue to see growth,
especially in the mid- and entry-level segment.
The rising mobile-led internet penetration along
with the 4G network deployment will further
fuel this growth which is also contributing to an
increased smartphone adoption in the tier-II and
tier-III cities,” says Sanjay Kalirona, CEO, Zen
Mobile.
Feature Phones
Though the Indian market is rapidly
adopting smart handsets, there is still a major
chunk of the market that possesses feature
phones. Affordability and multiple features to
stay connected give the feature phone segment
an edge to be competitive.
“India is one of the largest mobile phone
markets in the world with almost 60 per cent
of the market currently captured by the feature
phone segment. This figure clearly shows that
the feature phone market has a strong presence
in India, mainly in the tier-III cities and smaller
towns. They are not only affordable but also
offer multiple features that allow users to stay
connected at all times. At Zen Mobile, we are
constantly working towards offering the best and
most innovative features at a competent price
point across all the segments,” states Sanjay.
“Currently, we offer more than 25 running
models in the feature phone segment and have
a strong presence across all the states in India.
We are focussed on increasing our market share
in the tier-II and tier-III markets and want to
become a dominant player across all the handset
categories,” he adds.
is important for Zen Mobile and, to reach out
to its customers, the company depends on its
widespread channel partners.
“Being a homegrown company, India is the
most important market for us. We have a robust
distribution and sales channel that we would
like to leverage and reach out to a larger set
of consumers. Currently, we have close-to 400
partners pan India and are planning to double
this figure. In the retail segment, we currently are
present at 20,000 retail stores and by the end of
this calendar year we are targeting to reach out
to more than 30,000 retailers. We are currently
focussing on expanding our 4G device portfolio
and establish a strong presence in the tier-II and
tier-III markets across the country. Our aim is to
increase overall sales volume and market share
which is important for the sustainability of our
business,” reveals Sanjay.
Talking about the regional market, Zen
has a good hold in West Bengal and Bihar,
followed by UP and Rajasthan. The company
is also performing well in other regions and are
targeting for a bigger market share.
“As of now, our top two states are West
Bengal and Bihar, followed closely by Uttar
Pradesh and Rajasthan. This shows that we
have high demand in the rural market. However,
going forward, we will be shifting focus towards
other markets also. We did really well in Gujarat
and Maharashtra last month and with our ever-
increasing Zeneration 4G portfolio we’ll be very
aggressively targeting a bigger market share in
each and every market that we are currently
present in,” adds Sanjay.
Zen gives priority to its customers and serves
them with the best possible services to satisfy its
customers.
“We follow a customer-first policy and are
committed to deliver world-class service to
our customers. We always take an extra step
to delight customers with the best of offers,
like six- month one-time screen replacement
warranty on almost all our running models,
15 days service assurance scheme for our
existing customer base and initiatives such
as these build brand loyalty over a period of
time. Currently, we have more than 870 Zen
care service centres spread across the country
and the number is ever increasing,” concludes
Sanjay. n
Sanjay Kalirona
CEO, Zen Mobile

51. 51www.varindia.com March 2017
Intel South Asia MD Debjani
Ghosh to step down in March
Intel has appointed Prakash Mallya as the
Managing Director for South Asia. Mallya will be
taking charge of operations from Debjani Ghosh
who will depart at the end of March.
As the MD for India, Mallya will be leading
Intel’s effort in establishing new growth areas for
the company. A 16-year veteran at Intel, Mallya has held several regional
roles, most recently as Director for Intel’s Datacenter Group in Asia. He
has also held the position of Managing Director of Southeast Asia where
he led all of Intel’s sales, marketing and the enablement of Intel products
across Southeast Asia.
Sapient India appoints
Sanjay Menon as MD
Sapient has announced that Sanjay Menon
has assumed the position of Managing Director
of Sapient India, effective immediately. In this
role, Sanjay will drive the strategy, capability
development, and growth of Sapient’s India
presence and maintain its status as a hub of the
company’s globally distributed delivery network.
Sanjay, who will continue his responsibility of leading Delivery out
of India as Global Head of Service Lines for Sapient Razorfish, takes
on this new role from Rajdeep Endow. Rajdeep has taken on the role of
Managing Director, Sapient Razorfish, Asia-Pacific and is responsible for
leading strategy and growth for the region and helping clients reimagine
their business through radical customer-centricity.
Lenovo Appoints Sudhin
Mathur as Managing
Director, Motorola Mobility
Lenovo Mobile Business Group has
announced the appointment of Sudhin Mathur
as the Managing Director - Motorola Mobility
India Pvt Limited. He has been inducted as a full-
time director on the Motorola Mobility Board in India and has taken over
as MD, Motorola Mobility India. Sudhin will also continue to serve the
role of Executive Director for Lenovo MBG India.
Sudhin has been running the operations for Lenovo MBG in India
since its inception in the country four years ago and has been instrumental
in leading the seamless integration of Motorola and Lenovo mobile
businesses.
Netgear names
Marthesh Nagendra as
Country Manager
Netgear has appointed Marthesh Nagendra
as Country Manager for India and SAARC region.
A Netgear veteran with extensive experience
in building the company’s channel partner
base in India, Marthesh will spearhead new growth initiatives, focus on
streamlining channel structure and partner base, enhancing quality of
customer service and expanding retail presence including branded offline
and online stores.
Simon Tsang , Vice-President APAC, Netgear said, “Marthesh will
drive strong regional growth, strengthening our business model and
provide leadership to our channel and solution partners in the region."
Lava International names
Sunil Raina as its CMO
Lava International has announced the
appointmentof SunilRainaasitsChief Marketing
Officer. Sunil Raina takes over this position from
Solomon Wheeler, who has decided to pursue
other career opportunities outside Lava.
Sunil Raina, presently the Sr. Vice President
and Business Head at XOLO has been associated with Lava for close
to 7 years, having held several leadership roles through his tenure at the
company. He has successfully lead XOLO’s growth journey as its Business
Head and will continue to do so, while additionally spearheading the
Marketing and Communication function for Lava.
Sales Leader Appointed
to Head up ALE
ALE, operating under the Alcatel-Lucent
Enterprise brand, today announced the expansion
of its senior leadership team in Asia Pacific, a key
region for the company, with the appointment of
Pierre Samson as Vice President of Sales. Pierre
will assume his role effective immediately, and
will be based from Singapore.
Pierre has over 12 years of experience in the industry and has held
senior leadership positions as Head of the Unified Communication &
Collaboration Business Unit for Large Accounts at Orange Business
Services, and most recently as Chief Operating Officer and Chief Sales
Officer at Lexsi, a cyber security specialist which was acquired by Orange
in 2016.
Intex names S. P. new
AVP – Sales (Mobile)
Intex Technologies has appointed S. P.
Subramanian as Assistant Vice-President – Sales
(Mobile) to further strengthen its mobile business.
In his new role, S. P. Subramanian will be handling
sales of Intex’s mobile division nationally.
Subramanian brings with him nearly 25 years
of rich experience in the fields of Telecom – Service Provider, Telecom –
Mobile Devices, FMCG, etc. He has worked with organizations like MPS
Telecom (HTC Mobiles), LAVA International and MTS (Sistema Shyam)
in the past.
S. P. Subramanian said, “The mobile handset industry in India is
extremely dynamic, and it is commendable that Intex has established
itself as the leading domestic player in the hyper-competitive market. I am
delighted to be associated with Intex Technologies and look forward to
supporting the company’s vision for the future."
Sophos names Shamshad
Ahmed as Director –
Sales for its ESG
Sophos has announced the appointment of
Shamshad Ahmed as Director – Sales for its end-
user security group (ESG) business for India &
SAARC. With more than 20 years of experience
behind him, Shamshad has lead a number of businesses across the
telecom, IT, ITeS and network security sectors, of which he has spent 16
years in senior executive roles for global technology brands. Shamshad will
be based in the Sophos office in Mumbai and will report to Sunil Sharma,
Vice-President of Sales for Sophos India & SAARC.
Shamshad was a part of Hewlett-Packard where he was regional sales
director for their enterprise security products division. Prior to joining HP,
Shamshad was regional sales director at Tipping Point Technologies (a
Hewlett-Packard enterprise).
Movers & Shakers

52. 52 March 2017 www.varindia.com
Panasonic unveils ELUGA Pulse
X and Pulse Smartphones
Vivo launchesY55s Smartphone
Panasonic India has
launched two new
smartphones in its Eluga series
– Eluga Pulse X and Eluga
Pulse. The newly-launched
smartphones are loaded with
4G VoLTE connectivity. The
Eluga Pulse X and Eluga Pulse
smartphones come with 13MP
Auto Focus Rear Camera, and
the 5MP Front Camera.
The Eluga Pulse X and
Pulse smartphones come
with an HD display and IPS
screen topped with a scratch-
resistant Asahi Dragon Trail
protective glass. It packs a
powerful 1.25GHz quad-core
processor with a 3GB RAM for
Eluga Pulse X and 2GB RAM for
Eluga Pulse. Both the smartphones
run on Android Marshmallow 6.0
and come with a 16GB memory
expandable up to 128 GB.
The new smartphones are a
great blend of style and class which
makes the smartphone appear really
sleek. Connectivity options include
4G, VoLTE, 3G, Wi-Fi, Bluetooth
and GPS. The unique fingerprint
scanner feature, accompanied
with Android-for-work security,
provides the smartphones with an
impenetrable security that can be
surpassed only by the user.
Pankaj Rana, Business Head
– Mobility Division, Panasonic
India, said, “With new variants
launched in the Eluga series,
launched with different designs and
unique features, Panasonic targets
various kind of users – youth,
working professionals and gaming
enthusiasts.
Vivo has launched Y55s
smartphone. The device
is in line with the Vivo’s brand
philosophy “Camera and Music”.
Priced at Rs.12, 490, the all-new
Y55s has since been made available
in crown gold and space grey across
the country from 26th February,
2017.
The newly-launched device sets
the bar high with a faster RAM, a
smooth user interface and a long
battery life. Armed with 13MP
rear camera, the device has been
exclusively designed to complement
the preferences of tech-savvy
customers and camera lovers. It
is equipped with three card slots
that accord more flexibility to
customers.
Y55s, the 4G LTE-enabled
smartphone
features a
1 3 . 2 2 c m
(5.2”) HD
display and
a1, 280x720-
p i x e l
resolution.
Powered by
Snapdragon
425processor
and paired
with 3GB
RAM and
16GB ROM,
the device
runs on
Funtouch OS
3.0 based on
Android 6.0 Marshmallow.
Kent Cheng, CEO, Vivo India,
said, “After the success of Vivo
V5 Plus, we hereby strengthen our
Y series portfolio with the launch
of this power-packed device – the
Y55s."
VAR MOBILITY
LG launches 'Dhaakad Phone' with panic button
LG Electronics India Limited
(LGEIL) has announced the
launch of its new ‘Dhaakad’
smartphone with special ‘panic
button’ features.
LG Electronics is the first
company to adhere to the TRAI
recommendation to have a single
number ‘112’ for all emergency
calls in the mobile phones
across the country, which is
referred to as the panic button
implementation.
The launch event was graced
by Ravi Shankar Prasad, union
minister, Communications and
IT, Government of India and
Pankaj Mahindroo, founder and
national president, Indian Cellular
Association, saw the unveiling of
the phone.
Dhaakad smartphone features
include 5.3-inch HD In-cell
Touch Display that delivers a
superb viewing experience. The
smartphone has 13 MP rear
camera and 5 MP front camera
with 120-degree wide angle selfie
lens complements the phone.
Other advanced features
include a fingerprint scanner,
OTG Support, a metallic
U-frame for a sturdy but slim 7.9
mm profile with 2.5D Arc Glass
design and latest Android OS 7.0
with 4G VoLTE.
Ravi Shankar Prasad said,
“We are consistently working
on initiatives to create a safe
and conducive environment for
citizens of the country through
technological excellence. The
panic button, 112, is a great
initiative and we must applaud
efforts of LG Electronics who
is developing technology for
the betterment of the society. I
would also like to congratulate
LG for completing 2 decades in
India.”
Kim Ki Wan, managing
director – LG Electronics India
who was present at the launch
said, ‘’We have devised a new
K10 2017 Smartphone with an
emergency panic button that can
be pressed to generate an alarm
by a vulnerable target in case of
an unforeseen situation.
The smartphone has a
premium look with its curved
elemental design, distinct side
character line and a curved
metallic frame with 2.5 D curved
glass. It has an ‘everybody in’
feature with the 120° wide angle
selfie camera with a brighter
F2.2 lens which catches the full
surroundings of the user.

53. 53www.varindia.com March 2017
A high rise building is a sitting duck for the
terrorists. In the aftermath of September 11,
2001 in New York and November 26, 2008 in
Mumbai authorities in high-rise buildings are
beefing up their surveillance systems to prevent
any untoward incident in their premises. The
installation of surveillance cameras acts as an
effective safeguard and deterrent to protect
people and property inside and around a high
rise building. Surveillance is not only about
cameras but also devices that monitor the entry
and exit of individuals, detect an unexpected
presence using motion detectors, and identify
the potential threat from fire and smoke. They
all complement an effective surveillance system.
The surveillance solutions must be simple in
operations, non-intrusive and highy integrated.
Video Surveillance
Video surveillance is essential to protect
occupant safety from virtually any threat.
Designers of high rise buildings, rely on an
expert security surveillance company to develop
systems that monitor unauthorized intrusions or
provide early warning in case of fire, smoke or
gas leak outbreak.
A design that strategically places the right
surveillance equipment or device throughout
the building will provide a complete system to
detect all threats inside and outside the building.
Objectives
The key objectives of installing Hikvision’s
surveillance cameras in a high rise building are:
To provide safety and security to the people
To prevent crime
To reduce the fear of crime
To improve property security
To safeguard women, children & senior
citizens
To create a safe & vibrant atmosphere
Benefits of Surveillance
Installing Hikvision’s cutting–edge security
solutions in the high rise buildings offers the
following benefits –
1. Prevents Crime
Hikvision’s ever alert surveillance cameras
not only catch criminals in the act, but also deter
a would-be criminal from executing his/her
nefarious plans.
2. Foils Theft
If you suspect one of the visitors of wrong-
doing but not sure of his/her misdemeanor,
then surveillance cameras can be a very helpful
tool.
3. Acts as a Useful Piece of Evidence
Hikvision’s Video recordings of surveillance
cameras act as an indisputable evidence to nab
the criminal.
4. Helps Law Enforcement Solve Crime
High Rise Building Surveillance Solutions
Areas Solutions
Large Area Hikvision HD Multi Optical Zooming PTZ Cameras
Perimeter Hikvision Bullet Type IP Camera
Vehicle Entrance /Exit Hikvision IP Cameras with HLC(Highlight
Compensation) Technology
Entrance Hikvision WDR IP Cameras
Hallway Hikvision Smart IP Cameras
Lobby Hikvision Fisheye + PTZ Cameras
Access Control Hikvision’s Integrated surveillance Solution.
Basement Discreet Sized Fish Eye Camera or Mini PTZ Camera
Low Light Area Hikvision Dark Fighter
Multi- location Monitoring Hikviison’s 46’’ and 55’’ LED Screen
Car Parking Area In the Basement
ir Around The Building Hikvision’s HD PTZ Cameras & iDS Cameras
No Park Zone Hikvision Smart IP Cameras
immediate action to prevent fire, gas or water
leakage.
9. Increases Visitors’ &
Occupants’ Confidence
Surveillance cameras in high rise buildings
provide the visitors and the occupants a sense
of security and safety.
10. Saves Lives & Properties
Hikvision’s surveillance cameras with alert
mechanism save people and properties inside
the high rise building.
Video Surveillance Management
Hikvision’s iVMS-5200 Professional Video
ManagementSoftwareenablessecuritypersonnel
in the high rise buildings to manage all security
subsystems such as video surveillance, lobby,
access control, staircases, rooftop, car parking
and license plate recognition in one platform.
Video Surveillance Technologies
Hikvision’s Video surveillance in high rise
buildings has evolved significantly over the
years. Its Digital Video Recorders (DVRs) made
significant advances in features and functions.
Hikvision’s cameras today have embedded
processors that enable video to be compressed
within the device and transmitted real-time
over IP networks to Network Video Recorders
(NVRs) that centrally manage video feeds
from many IP cameras. DVRs and NVRs have
many advantages over older analog recording
technology. Streaming video can be continuously
recorded and discarded in cycles of days, weeks,
or months. If an incident does occur, disk
indexing and time-stamping make it simple to
find video from a given date and time. In short,
constant surveillance is the only way to ward off
threats within and around a high rise building.
When someone commits a crime and
is caught on camera, police and other law
enforcement officials can use the footage to
release video or photos to the public via various
media outlets.
5. Keeps an Eye on Children
& the Elderly Persons
With Hikvision’s latest CCTV system at
high rise building you can monitor the safety of
children and elderly persons.
6. Protects All
Hikvision’s CCTV Cameras can help protect
the occupants physically against violence from
intruders. It can also protect them against false
accusations.
7. Encourages Good Behavior
Having Hikvision’s CCTV cameras inside
high rise buildings help in creating discipline
among the visitors and occupants.
8. Monitors High-risk Area
Hikvision’s surveillance cameras placed in
high-risk areas inside a high rise building can
alert security personnel and enable them to take
Ashish P Dhakan
MD & CEO, Pramahikvision
Hikvision’s Effective Security
Surveillance in High Rise Buildings
Provides Safety - Prevents Crime - Protects Properties
VAR SECURITY

54. 54 March 2017 www.varindia.com
Foxin FTTE 90
LCDTV box
Foxin’s FTTE 90 LCD TV Box is one of the premium products from
the house of Foxin. It offers a fantastic and superior class experience to the
users.
There are a number of features and specifications associated with it making
it one of the sought after devices. The TV box is completely compatible with
all types of LCDs and TV monitors and offers the viewers a high quality
viewing experience. It also provides a very clear and stable 3D graphics affect
which adds on to it visual quality. The TV box comes with an in-built speaker
to offer an enhanced audio experience to the users and it is quite handy.
The LCD TV box also has an audio visual interface which makes it quite
easy to connect with DVD, PDP and PS2. The PIP function of the device is
also quite unique and its position can be adjusted from time to time. The PLL
tuner also helps in storing the channel programs quite effectively.
Intel Security partners with Micromax over smartphone protection
With a view to protect its range of smartphones against growing
and increasingly complex mobile threats, Intel Security has announced a
strategic partnership with Micromax. These devices will come integrated
with McAfee Mobile Assistant that will help provide a secure mobile
experience to Micromax users in India.
“With smartphones becoming an integral part of our connected lives,
it is important consumers realize threats that exist in the digital world
and understand how to safeguard their valued data,” said Christopher
Young, Senior Vice President, General Manager, Intel Security Group.
“Intel Security is focused on championing cyber security and we believe in
protecting every device. Globally we have secured over 220 million users.
The partnership with Micromax is another step forward in realizing our
vision of being the #1 security partner of choice.”
According to McAfee Labs Threat Predictions Report, mobile malware
will continue to grow and target vulnerable consumers. As more consumers
use their mobile devices in day to day activities from online banking to
managing their connected devices, malware writers are rapidly evolving their
techniques to exploit unsuspecting users to gain access their information,
further underscoring need for robust protection.
Out of the box thinking could deal Cyber law challenges
The Conference on Cyber law & Cybersecurity Law strategies that took place in New Delhi came up with the conclusion that companies
need to come up with out of the box thinking and creative legal approaches while dealing with Cyber law and Cybersecurity law challenges post-
demonetization. The said Conference was organized by Cyberlaws.Net and Pavan Duggal Associates, Advocates, Supreme Court of India.
The Conference was addressed by Pavan Duggal, Advocate, Supreme Court of India and internationally renowned expert and authority on Cyber
law who highlighted the various increasing cyber security law challenges in today’s scenario. Pavan Duggal further focussed on the need for companies
to comply with statutory provisions under the Indian Cyber law as also with new notifications of the Government of India dealing with Cybersecurity
breach notifications. He further highlighted the need for companies to ensure due diligence while exercising their duties as stipulated under the law.
The Conference was attended and addressed by more than 40 experts from different sectors and verticals including ITES, BPO, Telecom Service
Providers, Network Service Providers, Internet Service Providers, Web Hosting Service Providers, Search Engines, Online Payment Sites, Online-
Auction Sites, Online Market Places, Automobile, Supply Chain Solutions and also Embassies of different countries.
PRODUCT OF THE MONTH

55. 55www.varindia.com March 2017
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56. 56 March 2017 www.varindia.com
RNI - NO 72399/1999
Reg. No: DL-SW-1/4030/15-17Printing Date 18 & 19
Date of Posting 20 & 21
every month
56 pages including cover