E-Magazine November - 2015

Tally welcomes Vriddhi Program Partners
Polycom wins agreement with DGS&D
10th Best CMOs in ICT

Industry Awarded in SNA
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VOLUME XVII
ISSUE 03
NOVEMBER 2015
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PRICED TO WIN, PRICED TO ROCK:
Announcing New VNX & Data Domain Scheme

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Incentive for Partner Sales Manager

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VNX 5600
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New Partner Spiff for VNX and Data Domain

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VNX MODEL
SPIFF
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VNXe 1600
USD 250
DD 2200 4TB
USD 250
VNXe 3200
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DD 2200 7TB
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VNXe 5200
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DD 2200 14TB
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VNXe 5400
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DD 2200 17TB
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VNXe 5600
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Wipro ties up with IBM
WD Red Pro Drives with 5 TB and 6 TB Capacities introduced
Theme: Channel First

Friday, 13th November 2015
Hotel Taj Palace, New Delhi
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VOLUME XVII
ISSUE 03
NOVEMBER 2015
PRICE Rs. 50
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Smart City A Coveted yet a Complex Project
50pg
HPE Debuts as
an Enterprise
Technology Leader
ollowing its separation from

Hewlett-Packard Company, Hewlett
Packard Enterprise debuts as an enterprise
technology leader with $53 billion in annual
revenue, a comprehensive
product portfolio in
the industry and a
unique vision for the
future of technology
and its benefits for
enterprise customers.
The company will begin
to trade under the ticker HPE. Hewlett
Packard Enterprise India, will bring renewed
dedication and focus to helping customers be
more agile in this dynamic environment and
compete successfully in the marketplace,
said Neelam Dhawan, VP & GM, Enterprise
Group and Country Managing Director,
Hewlett Packard Enterprise India.
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Western Digital
acquires SanDisk
Western Digital Corporation has

signed a definitive agreement with SanDisk
Corporation under which Western Digital
will acquire all of the outstanding shares
of SanDisk for a combination of cash and
stock. The offer values SanDisk common
stock at $86.50 per share or a total equity
value
of
approximately
$19
billion,
using a fiveday
volume
weighted
average price
ending
on
October 20,
2015 of $79.60 per share of Western Digital
common stock.
With this transaction, Western Digital
will double its addressable market and
expand its participation in higher-growth
segments.
2015 NetApp, Inc. All rights reserved. No portions of this document may be reproduced without prior written consent of NetApp, Inc. NetApp and the NetApp logo are trademarks or registered
trademarks of NetApp, Inc. in the United States and/or other countries. All other brands or products are trademarks or registered trademarks of their respective holders and should be treated as such.
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November 2015
HELLO INDIA
Is Make in India Vs Made in India

....... indicative of the future potential???
ndia has become the hotbed of investment with the Make in India concept, which has created new industries and has paved the way for new
job opportunities. It is an open call for foreign investors to set up manufacturing industries in India.
Whereas, Made in India applies to the products that are manufactured only in India. The Manufacturing sector
is expected to get 100 million jobs and upgradation of technology by the participation of foreign investors
for production in India.
Enterprise IT is at its critical crossroad, and technology is playing a major role in everyones business.
Around 40 per cent of the world population (some 3.2 billion people) has an Internet connection today.
With the emergence of newer technology like IoT (Internet of Things), which is the network of physical
objects (fixed or mobile) that contains embedded technology to communicate, monitor, sense or interact
with multiple environments, IOT will ride in the cyber world to transform the way people communicate and
connect the world for a better tomorrow.
Moving ahead, communication is the backbone of infrastructure, security is the spine of all intelligently
orchestrated devices and e-commerce is on rise. The market will continue to grow with e-commerce rising
rapidly in India in the coming years. Data says, that about 75% of Indian Internet users are in the age group
of 15 to 34 years. In the coming days, as internet presence will increase in rural areas, rural India will yield
more e-commerce business. Digital Infrastructure will play a critical role in several ways of life in taking digital
services and e-commerce industry to an exciting phase. The current high valuations, in spite of losses, perhaps
are indicative of the future potential.
Going forward, India is on a path to achieve financial inclusion where banks can address an additional US$380 billion market in annual revenues
by targeting micro-enterprises and bringing unbanked and under banked adults into the formal financial system. More than 90% of the PSUs see
increased thrust on technology in the coming years and the Government is focusing on greater need of technology in
various areas. With all good things happening, the decision of the government for bringing the economy in the fast
track by incentivizing the exporters, sugar industry and the lagging infrastructure sector by offering various incentives
is a welcome note.
Lastly, the recently held Annual Star Nite Awards witnessed the vision of senior beaurocrates, CEOs and CMOs
of large corporates talking about transformation and sustainability. It was indeed a great success with a closing note
- Customers are above the company and citizens are above the government.
S. Mohini Ratna
Editor,
VARINDIA
Industry will see another era of growth.....
mohini@varindia.com
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November 2015
AMD looks at a consolidated

growth in India
AMD has seen a remarkable growth in the country in the last few quarters and this growth is
backed by a couple of strategic decisions that AMD has taken in terms of its product line, channel
programmes and choice of motherboard vendors. Throwing more light on this, Srinivas M, Country
Head India & SAARC, Channel Sales and Distribution, AMD, tells VARINDIA of how this growth has
been made possible
or two quarters in a row, AMDs business has been growing in terms

of revenue and the company has been able to offer stable channel
programmes and win channel confidence. AMD has brought hygiene into
its product stack, corrected its focussed list of products in India, regained
confidence across the ecosystem, including motherboard vendors who are
backing AMD with sufficient inventories across the stack. We have increased
significantly our product ASPs and hence we have had an improvement in
the health of our business. So all in all, the strategy which I have framed
has worked so far and now is the time to build on and show consistent
growth, says Srinivas M, Country head India & SAARC, Channel Sales
and Distribution, AMD, who is responsible for heading India & South Asia
channel business.
For India, the key thrust for AMD is to improve its GPU & CPU market
shares and bring in consistency to its ongoing business. We are backed
with fantastic product lines, especially the new Radeon series. Last quarter,
we have launched our R300 series and Fury range, which are already doing
well across the globe. We have positioned these in India too and have seen
positive response. We are also working in building the gaming ecosystem
and AMD is well poised with both CPU and GPU solutions to cater to
consumers, businesses as well as the gamers in India, explains Srini.
Channel undoubtedly is very critical to AMDs business. Investments
from AMD focus primarily on developing its channel. Since AMDs PC
business does not have a direct channel to market, all its GTM is focussed
on developing and promoting the channel partners for its business. When
selecting our partners, we keep in mind our desire for a long-term business
relationship and look forward to partners who can value add by not just
selling but do aim to educate customers and suggest what best suits their
need/purpose. As a result, we have partners who are working with us for
over a decade now and also have partners who are just selling AMD and
nothing else, says a jubilant Srini.
Srini personally drives the LOEM relationship for India and there is a
huge thrust from AMD to promote local manufacturers and support the
Governments Make-in-India initiative. The company has set up a team
which is focussed only on LOEM business and has already won a few
Government rate contracts through three major LOEMs. The LOEMs have
supplied AMDs initial orders already. Overall, I can say we are excited to
support the Indian Governments initiative and keep our efforts up to the
mark, he says.
Going ahead
AMD believes in delivering what it commits, and sure enough thats

being in its DNA, the company plans its programmes in such a way that it
delivers what it has promised. The Indian channel community has already
acknowledged with a smile that AMD business is their most profitable
business and that illustrates how our programmes are designed to benefit
our partners. We have worked a lot to improve our payout TAT and this is
well appreciated of late by the channel, Srini sums up. n
samrita@varindia.com
10
November 2015
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Srinivas M
Country Head India & SAARC, Channel Sales and
Distribution, AMD
Top Technologies that AMD vouches for

The New Radeon GPU Lineup and the Fury With our 2015
GPU lineup, AMD has added new and improved technologies to
its product stack. After seven years of development, the AMD
Radeon Fury was the first to introduce High Bandwidth Memory
(HBM), a game-changing new memory architecture delivering far
superior bandwidth over previous GDDR5 technology. HBM has
huge benefits in terms of efficiency and enables a compact package
allowing for a variety of innovative form-factors.
VR, DirectX 12 and FreeSync With AMDs GCN architecture
being the choice for DirectX 12 developers, AMD is well prepared
for the transition to DX12 with Windows 10. With stunning new
visuals coming in the next generation of games, AMDs GCN
architecture makes the user well prepared to make the most of the
new API from Microsoft.
AMD FreeSync It was introduced earlier this year to enable
variable refresh rates with communication between the GPU and the
monitor. The result is a smooth gaming experience with tearing and
choppy gameplay eliminated with fluid, artifact-free performance at
virtually any frame rate.
AMD Accelerated Processing Unit (APU) With built-in Radeon
discrete class graphics, AMDs APUs for desktops and notebooks
created a new market segment for those customers who require a
great computing and graphics solution in a device that is also efficient
and affordable.
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Today, security solutions need to stretch beyond just physical access. With a mobile workforce
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From smart device interoperability using SEOS technology to embedded credential readers and
biometrics, were strengthening defenses even as we streamline process and accessibility.
Youll call it the evolution of IT security. We call it, your security connected.
YOUR SECURITY. CONNECTED |
Visit us at hidglobal.com
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November 2015
11
Channel Chief
Citrix Leverages the Hybrid Cloud to

Address Todays Digital Workspaces
T
Eklavya Bhave, Head Partner Strategy & Sales (India & SAARC) Citrix
explains to VARINDIA of how Hybrid Cloud adoption is picking up in India and
about its Citrix Workspace Cloud that fits in to the merit of Hybrid Cloud.
he right infrastructure setup can be the pivotal difference between

reaping the complete benefits of cloud and simply adopting
the use. There are generally three broad categories that customers can
consider while choosing the right Cloud infrastructure
A Public cloud service or the standard cloud computing, which
is a subscription based model where the resources are made available to
the consumers over internet. Public cloud leaves room for scalability and
is economical but poses the risk of security.

Private cloud on the other hand offers exclusivity as the
organizations can exercise strict control over location and management.
Thus security concerns can be addressed but with a higher spending on
dedicated resources.

Hybrid cloud which has emerged as a preferred choice of
infrastructure is a unification of both the platforms, which offers
scalability and retains security measures. Simply put, hybrid cloud offers
the best of both.
With a myriad of options in terms of cloud infrastructure and
services, organizations need to carefully weigh the risks and compliance
to security protocols for the correct choice, says Eklavya Bhave, Head
Partner Strategy & Sales (India & SAARC) Citrix.
Citrix Workspace cloud offers a hybrid cloud choice where the
organisations IT can maintain physical control as well as align with
their requirements because of its unique architecture. In the present
day scenario, Citrix Workspace Cloud solution is already witnessing
successful implementation by YES Bank, which benefits immensely as a
result of faster time to rollout new branches enable workspace mobility
and offering data security.
Citrix Workspace Cloud
Citrix Workspace cloud upholds the one cloud does not fit all approach
and thereby optimises the merits of hybrid cloud. It enables simplicity,
flexibility in terms of infrastructure and cloud choice without having to
fret over data security. Citrix WorkSpace Cloud provides the ability to
securely deliver virtual desktops or applications to users using a common
platform. The core principle remains-access to any application from any
device delivered from any cloud or infrastructure. With Workspace Cloud,
an organization can integrate the scattered management and streamline it
into one through Applications and Desktops Service.
Most cloud service providers push the workloads in one cloud which
results in the IT administrator sacrificing control over workload action.
While they offer a workspace that is nothing more than virtual desktops
offered in their own cloud, Workspace Cloud makes it easy to deliver a
people-centric, modern workspace located on-premises, off-premises or
both in a hybrid mode. Workspace Cloud provides the only solution that
allows the customer to select the best infrastructure combinations based
on economics, performance, existing capacity, sovereignty and expertise,
says Eklavya.
An elaborate Channel Arrangement
Citrix has different types of partners which bring their own expertise
and skills to service customers. Across the country Citrix has a strong
base of expert Citrix Solution Advisors (CSA) who bring domain and
technical expertise on a regional level. On a national level it works very
closely with the large SIs on transformational projects in both enterprise
and government projects. We have strong tie-ups with our global alliance
partners who work with us not only globally but also in India, points out
Eklavya.
This year Citrix has launched the Citrix Specialist program with all its
partners. After becoming a Citrix Specialist, partner will achieve industry
12
November 2015
www.varindia.com
Eklavya Bhave
Head Partner Strategy & Sales
(India & SAARC) Citrix
Adoption of Hybrid Cloud in India
According to Gartner, India is poised to become the fastest
growing information technology market and the country's spending
on IT is expected to rise 7.2% to $72.3 billion in 2016. With increased
budget allocation to IT infrastructure, enterprises are moving to
cloud based models to meet the infrastructure challenges, to simplify
complexities related to business and to create more value, agility and
achieve cost benefits. Cloud computing as a concept is being widely
adopted across developing markets like India.
recognition by having the specialist badge to demonstrate the technical
expertise and success in customer engagements. The specialist partner
will also enjoy higher financial rewards.
By delivering all management via the cloud, Citrix is providing its
customers and partners with the experience, flexibility and security needed
to architect, design, deploy and publish easy-to-use mobile workspaces
to anyone, anywhere on any device. This cloud-based management
platform provides customers the flexibility to choose which clouds or
datacenter resources fit their needs best, then select the applications, data,
files and features that work best for each specific organization and each
person. Partners add value by architecting and designing customized,
personalized workspaces uniquely suited to meet their customers
business requirements, combining new Citrix technologies with existing
Citrix workspace environments to simplify management and gain greater
value from their Citrix investment. This will add a new revenue stream for
the partners, sums up Eklavya.
Such an arrangement also immensely helps a partner to elevate the
discussion with the customer. n
samrita@varindia.com
www.varindia.com
November 2015
13
CONTENTS
Website: www.varindia.com
Publisher: Deepak Kumar Sahu

Editor: S Mohini Ratna
Executive Editor: Dr. Vijay Anand
Assistant Editor: Samrita Baruah
Copy Editor: C. M. Dutta
Sr. Correspondent: Aparna Mullick
Art Director: Rakesh Kumar
Network Administrator: Ashok Kumar Singh
Manager-IT: Subhash Mohanta
Manager-SEO: Bidyadhar Behera
BUSINESS:
Commercial Manager: Amit Kumar Jha
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:08904205750/9916134482
E-mail: kamlakar@varindia.com, swami@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
Chennai: Bureau office
Branch Manager: Parthiban K
A2, R.C.Residency, Cholambedu Road, Thiruvenkada
nagar, Ambathur, Chennai - 600 053
Mobile: 098400 55626
E-mail: parthiban@varindia.com
Hyderabad: Bureau office
Branch Manager: L.G. Swami
Plot No. 103, Sagacity Apartments, Street No. 10
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Tel: 040-32989844/ Cell No. 08374935692
E-mail: swami@varindia.com
Kolkata: Bureau office
Marketing Officer: Sunil Kumar
Correspondent: Kiran Kumar
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International School, Howrah - 711302
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November 2015
15
ROUND ABOUT
Delhi A City Where Epics

converge with Digital Space
F
everything. He died, of course, with a lot

of material accomplishments, but history
refuses to hoist him on the same pedestal
as Akbar the Great. Also, he carried with
him the stigma as the person who scripted
the downfall of the Mughal dynasty.
lights of fantasy are a normative

diversion in a day-to-day chorus
riddled
with
meetings,
discussions,
deadlines, targets, etc. I enjoy fantasizing
where I can achieve the impossible, no
matter whether it is ephemeral or only
leave sprouts of hope in you for targeting
the unattainable. But this time my fantasy
is different not of any material wealth or
position. I want to be inside a time capsule
to traverse through the seamless horizons
in an inert state to see for myself what the
transformation of the great city of Delhi
was like over centuries.
I want to see the great Delhi under
the medieval period, particularly under
the rulers humane, cruel, generous,
idiosyncratic, blood thirsty and the wish
unfolds in a translucent manner: The
Huns, Afghans, Iranians, Greeks, whether
they were invaders, travellers, traders, had
seen an India in its variety. I want to see
the ordinary folks of that time, how they
had etched a living, how they had faced the
invasions, and to sympathize and empathize
with them and to be cast as an atom that
survived the vagaries of time and space to
recall the great history of this city.
Do such hallucinations go well with an
IT entrepreneur who is bound by the rule
that he or she should look at the future
only the innovative side of the future that
gives rise to newer ideations and concepts
that jell well with the technology and things
that have immediate or remote connection
with it. But, presently, my passion is remote
to the technology and innovation. I want
to travel down the timeline much beyond
my memory lane or the collective memory
lane of the people of my generation to
several millennia past. Sitting in the cozy
confines of my office and its surroundings,
I can visualize the Ramayana and the
Mahabharata and connect with the timeline
of the two epics. Both these great epics,
perhaps, must have taken place not far from
my office in NOIDA, a suburb of Delhi,
which harks back to history spanning over
millennia. For a change, I am not in the
world of computers or technology that
created thousands of gadgets and made
distance neutral. I am in that state where
timeline is neutral.
The medieval history of Delhi, during
the Mughal period and the modern period
till the day of Independence, is reasonably
well chronicled, particularly the latter.
Yet, there are anecdotal triggers also. For
instance, Qutub-ud-din Aibak, the founder
of the Slave Dynasty who built the Qutub
16
November 2015
www.varindia.com
Minar to commemorate his victory died

before the completion of the massive
edifice. Many believe that a curse had
befallen that took away his life. There are
also versions to prove that he had a natural
death. Sometimes, fiction surrounds facts
difficult to decipher chaff from grain.
After him came Khilji, Tughluq, Sayyid and
Lodi dynasties. They also built mosques,
forts, townships and gardens, which remain
even now and most of them unknown and
unsung. As one puts it succinctly, every
stone and pebble in Delhi has a story to
tell. But nobody has the time to hear that.
Chronicled history tells the sad story
of Shah Jahan, who built Taj Mahal in
memoriam to his beloved wife Mumtaz
Mahal. The tragedy befallen him pales the
Greek tragedies into insignificance. In his
old days, the Sultan, who was known for
his overindulgence in material pleasures
was confined to house arrest by his own
son Aurangzeb, after killing one after the
other his own brothers to usurp the throne.
He was victorious in every battle he fought,
farsighted and firm in his administration,
expansionist in the sense that during his
time, the Mughals had extended their reach
much beyond Vindhyas. The grapevine had
it that none of his achievements could hold
him back to Delhi, the seat of his power.
Historians say that the guilt complex that
obsessed him stemming from patricides and
mass killings made him a wanderer always
mounting one expedition or the other and
the treachery he practised in his personal
life made him suspicious of everyone and
On the cusp of decline of the

Mughal period and the rise of the British
hegemony, the history of Delhi is caught
in the vortex of a time resplendent with
sophistry, aesthetics and manipulations.
The descendants of the Mughals with no
power to assert and more time to indulge
had a carefree life dotted with Ghazals and
nautch. The uprising in 1857 had come as a
rude shock to the British, who put all their
might behind quelling the unrest using all
tricks up in their sleeves. What followed
was the exile of the last Mughal ruler
Bahadur Shah Zafar to Burma, where the
old monarch died in penury unknown,
unheard and unsung. At that time, little
did the British realize that the uprising
was the beginning of their own downfall,
reminiscent of the apocalyptical utterance
that those who win by Delhi will lose by
it?
Delhi had become the capital of British
India in 1911, since they felt the heat in
the erstwhile capital Calcutta, after the
partition of Bengal. That scripted a lot
of changes in the Delhi landscape. New
churches, offices, clubs, etc had sprung
up at regular intervals. English was used
increasingly as a medium of instruction.
Many in Delhi, who mainly lived by tilling
the land, had an additional avocation of
government service. English education
was preferred over the native medium of
instruction, which was mostly in Urdu
and in some pockets Persian. English had
become the court language. More and more
English newspapers and periodicals had
started appearing in the capital city. There
were shops and outlets of various hues and
nature and some exclusively catering to the
British.
Delhi is still caught up in a churn. The
capital city has transformed into a digital
entity from a place where traders and
commission agents flourished not long
back. Its bylanes, narrow gullies may be
difficult to traverse, but even the humblest
of the dwellings have a digital connection.
Should we then say that the great city that
played backdrop to the top two epics of the
world, witnessed conquerors, expansionists,
looters and the concomitant bloodbaths,
could also become a digital capital of the
world? Yes, it can is my short answer. n
www.varindia.com
October 2015
25
HOT BYTES
AirTight to drive the Digital

world with Persistent Systems
irTight Networks
continues to drive
its vision of simplifying
connectivity to the digital
world with the successful
launch of new customer
and
partner-focussed
online
communities.
Designed and implemented
by Persistent Systems,
these online communities
are built on, and integrated
with,
the
Salesforce
platform to enable peerto-peer support for both
customers and partners,
providing a better user
experience,
higher
engagement and faster
answers to questions.
As
Rick
Wilmer,
CEO, AirTight, says,
Accelerating
global
delivery of our cloudmanaged Wi-Fi solutions
is a top priority. To
accomplish this, we search
out new and smart ways to
make our customers and
partners successful as they
further their innovations
through cloud Wi-Fi. to
our customers and partners
is essential to AirTights
growth.
Virtusa to buy Majority Interest

in Polaris Consulting & Services
irtusa has entered

into a definitive
agreement to acquire
a majority interest in
Polaris
Consulting
&
Services, Ltd (Polaris),
for approximately $270
million.
The combination of
Virtusa and Polaris would
create a leading global
provider of IT services and
solutions to the banking
and financial services
industry segment. The
acquisition would combine
Virtusas deep domain
expertise in consumer
and retail banking with
Polaris proven strength in
corporate and investment
banking. This combination
would provide an endto-end
portfolio
of
differentiated
solutions
to the global banking and
financial services industry
segment.
Virtusa expects to
realize over $100 million
of cumulative revenue
synergies over the next
three fiscal years from the
business combination.
Tally welcomes Vriddhi

Program Partners
ally has announced

that it is ready to
welcome its first batch of
Certified Partners to the
new partner structure, as
a part of the Vriddhi
partner program. These
partners have been certified
after meeting compliance
standards on a number of
processes, to deliver high
customer satisfaction on
a continuous basis. Tally
Solutions will continue to
support these partners in
deepening their engagement
with customers, while
driving
their
business
results to higher and higher
standards.
On
the
occasion,
Tejas Goenka, Executive
18
November 2015
Director, Tally Solutions

Pvt. Ltd, said, Vriddhi has
brought in an organized,
focussed and a systematic
approach in the way our
partners are approaching
their businesses. And now
it is imperative that they get
recognition and the right
platform to serve more
customers with greater
quality. I am looking forward
to help drive collective
business growth with them
in the coming years, he
further added.
www.varindia.com
TCS Alliance
with Tableau
ata Consultancy
Services
has
announced
a
Global
Alliance Partnership with
Tableau Software. This
partnership will enable
customers to quickly and
cost-effectively implement
and
integrate
rapid
analytics and visualize
multi-structured data in the
forms of patterns, trends
and visual insights to drive
better real-time decision
making. In addition to
building
accelerators,
solution frameworks and
reusable assets, TCS will
focus on developing largescale delivery capabilities,
using
Tableaus
new
innovative features that
address the needs of agility
and flexibility.
The combination of
Tableaus software with
TCS business solutions
enables customers to
unlock the power of
big data, said Raman
Venkatraman,
Global
Head, TCS Alliance &
Technology Unit.
Telengana
Schools to get
IT Education
ayesh
Ranjan,
IT
Secretary,
Government of Telangana,
has announced that the
Telangana
Government
is likely to introduce IT
Skill Education in schools
from Class 9. Jayesh
Ranjan said, Airtels
Bharti Foundation has
been in talks with the state
government to introduce
IT Skill Education in
schools.However, nothing
is finalized yet.
Jayesh felt that it
would be nice if computer
training is introduced in
schools from 6th class
onwards. Also, he shared
that Ankit Fadia, computer
security expert, author of
16 books, is likely to be
appointed as the Cyber
Security Advisor for the
State of Telangana.
New Oracle Cloud program helps

its Partners to escalate growth
o support partner
business growth
in the cloud, Oracle has
announced a new cloud
program within Oracle
Partner Network (OPN).
The newly-announced
OPN program called the

Cloud Registered level.
This program provides
immediate
opportunities
for new cloud partners to
begin their journey and
grow their business with
cloud program is designed to

help partners take advantage
of Oracles integrated cloud
portfolio to successfully
transition new and existing
customers to the cloud,
assuring partners' success in
this accelerated market.
Oracle also launched
a new entry point into the
the Oracle Cloud, requiring

no
initial
investment.
New cloud partners are
encouraged to join OPN at
the Cloud Registered level
between today and May
31, 2016 to take advantage
of the key Oracle Cloudfocussed benefits with no
membership fee.
Google to design its own

chips for smartphone
ugmented Reality
(AR) is the most
effective
technology
in providing real-time
and
real-world
view
information to users,
where
advancements
in Smart Devices are
expected to trigger various
new AR services. IoT is a
new emerging technology
domain which will be
used to connect all objects
through the Internet for
remote sensing and control.
IoT uses a combination
of WSN (Wireless Sensor
Network), M2M (Machine

to Machine), robotics,
wireless
networking,
Internet technologies and
Smart Devices. To address
the growing demand in the
enterprise mobility and
social mobility, Google is
ready to take the challenge
to make a better Android
for the future. Through
this, your smartphone
can handle the technical
challenges of augmented
reality, virtual reality, and
whatever else smartphones
will become.
Brocade and Intel Security to drive

innovation in security space
rocade has joined

the Intel Security
Innovation
Alliance
program.
Under
the
program, Brocade intends
to integrate Intel Security
products and technologies
with Brocade solutions,
enabling enterprises to
deploy more secure New
IP networking solutions
that
leverage
Intel's
industry-leading security
technologies.
"The need for better
and more pervasive security
is one of the biggest
drivers behind customers
upgrading their networks
to New IP architectures.
By joining forces with the

Intel Security Innovation
Alliance
program,
Brocade intends to offer
an enhanced and fully
integrated security layer
to Brocade data center
solutions,"
said
Ken
Cheng, CTO, Brocade. "We
are pleased to collaborate
closely with Intel Security,
as it addresses an industry
need for more secure, agile
and scalable networks."
www.varindia.com
November 2015
19
HOT BYTES
Trend Micro buys HP TippingPoint
rend
Micro
International
has signed a definitive
agreement of
around
$300 million to acquire
HP TippingPoint.
The
agreement encompasses
security
technology,
intellectual
property,
industry expertise, as well
as a large, loyal enterprise
customer base.
This
acquisition
positions
Trend Micro as the goto enterprise security
provider
of
dynamic
threat defense solutions
spanning
endpoints,
network, data center and
the cloud. Trend Micro
will also combine current

and acquired capabilities to
create a Network Defense
business unit, serving
more than 3,500 enterprise
customers.
Todays borderless
enterprises are barraged
by increasingly complex
threats, and organizations
must be prepared to
efficiently prevent, detect
and respond to modern
threats that circumvent
traditional security.
Microsoft ties up with Red Hat
icrosoft and Red

Hat have tied up
and this partnership will
help customers embrace
hybrid cloud computing by
providing greater choice
and flexibility deploying
Red
Hat
solutions
on
Microsoft
Azure.
Microsoft is offering Red
Hat Enterprise Linux as
the preferred choice for
enterprise Linux workloads
on Microsoft Azure. In
addition, Microsoft and
Red Hat are also working
together
to
address
common enterprise, ISV
and developer needs for
building, deploying and
managing applications on
Red Hat software across
private and public clouds.
Scott
Guthrie,
Executive Vice-President
for Microsofts Cloud and
Enterprise division, said,
With this partnership,
we are expanding our
commitment to offering
unmatched choice and
flexibility in the cloud
today, meeting customers
where they are so they
can do more with their
hybrid cloud deployments
all while fulfilling the
rigorous security and
scalability
requirements
that enterprises demand.
Canon enters into Surveillance
anon is a new
entrant in the
surveillance
domain
with their new range
of intelligent network
cameras. The portfolio will
come in four series, i.e. S
series, H series, M series
and R series of network
surveillance cameras which
will include both indoor
and outdoor cameras under
three categories, i.e. PTZ
(Pan-Tilt-Zoom),
Fixed
Dome and Fixed Box. The
new
high-performance
network
cameras
are
ideal for a wide variety
of indoor and outdoor
environments, including
retail, city surveillance
and critical infrastructure
monitoring.
K. Bhaskhar, VicePresident Business
20
November 2015
Imaging
Solutions
Division, Canon India,
said, The enhanced Canon
network
cameras
are
specially crafted to deliver
improved visual detection,
image
capture,
and
intelligence to meet new
surveillance needs. Canon
is leveraging its imaging &
lens technology leadership
in this new product range
and with features like
Auto Smart Shade Control
and a host of other
intelligent functions. With
our venture into this new
domain, we are aiming to
capture 10% share in the
IP surveillance space by
the end of 2018.
www.varindia.com
Verizon adds HP Wipro ties up with IBM

Wipro
will
BM and Wipro countries.
and its Cloud
has
announced leverage more than 100
I
a partnership in which services through IBMs
to double its
Wipro will use the IBM public Bluemix catalog as
Bluemix cloud development well as Bluemix Dedicated
footprint
a private-cloud
platform for the
erizon Enterprise
Solutions is adding
HP and Verizon Cloud to its
Secure Cloud Interconnect
service, essentially doubling
the size of its footprint
in the Asia-Pacific region
and increasing the number
of cloud providers, giving
clients a seamless way
to connect, manage and
secure their multi-cloud
environments.
Verizons Secure Cloud
Interconnect allows users
to connect to applications
simply,
securely
and
reliably,
said
Shawn
Hakl, Vice-President of
Enterprise Networking and
Innovation, Verizon.
ViewSonic offers
free 30-Day
DOA Service
iewSonic
has
announced
to
provide free 30-day DeadOn-Arrival (DOA) service
from 1st November to
31st December, 2015, for
the selected range of Ultra
HD monitors, including
VX2475SMH-4K, VX2573SHW, VX2573-sg, and
VP2780-4K. ViewSonic has
been devoted to providing
customers in India with
high-performance products
and guaranteed excellent
service.
The 30-day DOA
Service Policy is valid only
for customers in India. To
apply for this free 30-day
DOA service, consumers
must first register on
ViewSonic website, and
call the ViewSonic India
toll free customer service
hotline,
1800-419-0959
or 120-612-1200.
The
original purchasing invoice
or receipt must be kept as
proof of purchase; purchase
date, name & address, serial
number of the product,
and detailed description
of the problem have to be
provided to complete the
application process.
agile creation and

deployment of
mobile, analytics
and
machine
learning solutions
for clients around
the world. As
part
of
the
effort,
Wipro
has committed to train
and engage 15,000 of its
developers on the platform
through a massive online
open course across 58
version that
developers can
use to build
apps involving
sensitive
data. With a
growing list
of demands
for scalability,
security and capacity, IBM
will tap into Wipros global
talent pool to accelerate
the release of new Bluemix
features.
Netmagic launches its Largest

Data Center at Mumbai City
etmagic
has
announced the
launch of its 9th data
center in Mumbai. One
of the largest data centers
in India, this massive
300,000-sq. ft. (27,000sq. mt.) high-density data
center with 2,700 racks has
been built to the exacting
global design standards of
NTT
Communications,
using the experience and
expertise from building
and successfully running
over 140 data centers
worldwide.
Extending
the
promise of world-class
data center facilities to

Indian customers, this is
yet another Nexcenter
branded data center in the
country. The data center will
deliver Netmagic's entire
suite of services including
Managed
Co-location,
Dedicated
Hosting,
Cloud Computing, IT
Infrastructure Monitoring
& Management, Managed
Security, Disaster Recovery
and
Managed
App
Hosting. The Data Center
is already operational with
some marquee anchored
customers
on-board
already.
Polycom wins agreement

with DGS&D
olycom has won

a rate contract
agreement
with
the
Directorate
General
Supplies & Disposals
(DGS&D).
Through
the
rate
contract
agreement supported
by Inspira, a national
Polycom distributor
the company will offer
video
collaboration
solutions and services to
government institutions,
helping to implement
and
integrate
video
networks within existing
infrastructure.
Speaking on the award
of the rate contract, Minhaj
Zia, Managing Director,
Polycom India & SAARC,
said, We firmly believe

that our innovations
uniquely place people at
the heart of collaboration
enabling them to work
better, smarter and more
efficiently.
Polycom
India remains focussed
on being the leading
collaboration partner for
our customers whether
in the government or
in the private sector
offering seamless user
experience, and open and
interoperable technologies
through an ecosystem of
expert partners.
www.varindia.com
November 2015
21
ON THE RAMP
Lapcare launches In Car Charger
apcare
has
launched
the
Dual USB In-Car Charger
exclusively designed for
the needs of the Indian
audience.
The
HighSpeed In Car Charger is a
compact, easy-to-use and
portable with two dedicated
USB ports (1A for Phone
and 2A for Tablet/ipads)
providing full power at all
times. Priced at Rs 499/this car charger allows
you to charge two devices
simultaneously. Attuned to
charge your iPad, iPhone,
MP3 Players, or any other
power hungry gadgets,
the Lapcare in-car charger
can be compatible with
12 or 24 volt sockets. It
automatically detects how
to charge the connected

device as fast as possible.
The
charger
implements the Volt IQ
technology that smartly
adjusts amperage and
wattage to the maximum
ratio required by the device,
so that large devices that
need more current are not
deprived and at the same
time smaller devices do
not become over-allocated
resources.
HDS launches new converged

infrastructure and solutions
itachi
Data
Systems (HDS)
has announced a new
portfolio of converged
infrastructure and software
solutions
for
Oracle
Database 12c environments.
These solutions, which
include Hitachi UCP 6000
for Oracle Real Application
Cluster (RAC) and Hitachi
Database
Infrastructure
Evaluation Tool (DIET),
help lower the total cost
of Oracle RAC 12c
infrastructure
through
optimizing
hardware
resources,
streamlining
operations and accelerating
the migration to cloudbased business.
Hitachi
DIET,
developed by top Oracle
Database experts at HDS
and used with more than
800 global companies over
the past eight years, is a
simple-to-use,
powerful
utility that helps customers
improve Oracle database
performance and increase
utilization of the underlying
storage, compute and
network infrastructure.
GIGABYTE adds high-end cards

to its XTREME GAMING Lineup
I G A B Y T E
is all set to
roll out five high-end
cards in its premium
XTREME
GAMING
lineup,
each
crafted
with
overpowering
performance, astonishing
design, and added gamercentric features to take
gaming experience to a
whole new level.
The latest XTREME
GAMING
series
offerings
include
TITAN
X
(GVNTITANXXTREME12GD-B), GTX 980 Ti
WINDFORCE Edition
( G V- N 9 8 T X T R E M E 6GD)
and
22
November 2015
WATERFORCE Edition
( G V- N 9 8 T X T R E M E
W-6GD), GTX 980 (GVN980XTREME-4GD),
and GTX 970 (GVN970XTREME-4GD).
These new XTREME
GAMING
graphics
cards are redesigned
inside and out to meet
the needs of enthusiastic
gamers who relentlessly
challenge themselves for
reaching their ultimate
performance.
www.varindia.com
Tata
Ricoh's A4 Colour MFPs in India
has unveiled
Communications Ricoh
two new highperformance A4 colour
Launches IZO
multifunctional
printers
for the Indian market.
Private Cloud
Designed for fast operation
a
t
a
Communications
has launched its IZO Private
Cloud service to bring CIOs
unprecedented control over
their public and private clouds
and their entire data centre
estate. The new service,
unveiled at Cloud Expo
Asia is the latest addition
to Tata Communications
game-changing IZO cloud
enablement platform, and
will empower enterprises to
connect to the worlds biggest
clouds, and to build a truly
hybrid, high-performance
IT infrastructure.
IZO Private Cloud
overcomes
enterprises
final barriers for cloud
adoption, says Genius
Wong, President, Global
Network Services, Cloud
and Data Centre Services at
Tata Communications.
Axis rolls out

explosion
protected
network cameras
x
i
s
Communications
has introduced its first
explosion protected network
cameras.
XF40-Q1765
Explosion Protected Fixed
Network Camera and XP40Q1765 Explosion Protected
PTZ Network Camera both
feature a 316L stainless
steel housing certified for
hazardous areas according
to, amongst others, ATEX,
IECEx, cLCus and Class I,
II/Div 1 for OSHA.
With the new explosion
protected network cameras
we are offering plant
managers in the oil, gas,
chemical processing, paper
and textile industries a
powerful video surveillance
monitoring
solution
for hazardous areas. In
addition, Axis broad safe
area product portfolio
complements these two
new cameras, opening for
new installations in new
markets.
and
easy
integration
with companies existing
document workflows, Ricoh
MP C306ZSP and MP
C406ZSP print 30 colour or
B/W pages per minute and
40 colour or B/W pages per
minute.
Manoj Kumar, MD &
CEO Ricoh India, said,
The Ricoh MP C306ZSP
and MP C406ZSP combine
user-friendly
controls,
versatile performance, robust
security and energy and

paper savings in a compact
solution thats specifically
designed for convenience
and affordability. We expect
customers to use it as the
primary device for their
small office or workgroup
or use it as part of an
integrated Ricoh Managed
Document Services (MDS)
strategy.
NVIDIA GRID 2.0 launches in India
VIDIA
has
announced the
launch of its NVIDIA
GRID 2.0 which can deliver
even the most graphicsintensive
applications
to any connected device
virtually. NVIDIA GRID
2.0 delivers unprecedented
performance, efficiency and
flexibility improvements
for virtualized graphics
in enterprise workflows.
Employees can work from
almost anywhere without
delays in downloading
files,
increasing
their
productivity.
IT
departments can equip
workers with instant access
to powerful applications,
improving
resource
allocation.
In comparison to its
predecessor,
NVIDIA
GRID 2.0 offers twice the
user density, allowing up
to 128 users per server,
expanding service to more
employees at a lower cost
per user and doubled
application performance.
NVIDIA GRID 2.0 can
now be run on blade
servers not simply rack
servers from the leading
blade server providers.
Along with Windows OS,
it also has expanded its
support to enterprises in
industries that depend on
Linux applications.
New Precision Mobile Workstations

add up to Dells new lineup
ell has come

up with its new
lineup of Dell Precision
mobile workstations and
significant updates to the
entry fixed line of Dell
Precision tower solutions.
We listened to our
customers from media
and
entertainment,
e n g i n e e r i n g ,
manufacturing,
finance
and beyond to deliver the
highest performing systems
for their critical workloads.
This years lineup of the
Precision portfolio brings
together industry-leading
solutions combining great,
new technologies from
our hardware partners,
seamless functionality with

critical applications from
our software partners,
and amazing innovations
from our Dell engineering
teams to deliver powerful
and beautifully-balanced
mobile
and
fixed
workstations
to
our
customers, said Indrajit

Belgundi, General Manager
for Dell Client Solutions
Business, India.
www.varindia.com
October 2015
21
ON THE RAMP
Konica Minolta rolls out

bizhub PRESS C71hc
onica
Minolta
has introduced
the bizhub PRESS C71hc
to
provide
enhanced
printing services based
on the advanced colour
reproduction capabilities
of the manufacturers
proprietary high-chroma
toner.
"The colour production
printing market is steadily
growing and there can
be no doubt that RGB
data and the high-chroma
technology will continue
to increase in importance
in the future." explains
Yuji Nakata, MD, Konica
Minolta India.
The high-chroma toner
of these colour production

systems has an extended
colour range that is much
closer to RGB than that
of conventional CMYK
toners. Colours can be
printed virtually as they
are displayed for example
on a calibrated monitor.
Kingston releases UV300

SSD in India
ingston
has
announced
the release of the ultravalue UV300 solid-state
drive (SSD) in India. It is
Kingstons first SSD to
use TLC (triple-level cell)
NAND to provide speed
and performance at the
best possible price. The new
UV300 SSD is now available
in 120GB, 240GB and
480GB capacities at MRPs
of Rs.3, 700, Rs.6,500 and
Rs.12,700, respectively.
We are proud to offer
a value-oriented, highperformance SSD to the
Indian market, said Nathan

Su, Flash Memory Sales
Director, APAC Region,
Kingston. Switching to
an SSD is one of the best
things a PC owner can do
to make their system run
faster. UV300 provides that
performance boost at a
great price and is the perfect
entry-level drive for anyone
considering an upgrade to
SSD technology.
AMD announces R-Series

SOC Processors
MD
has
announced new
AMD Embedded R-Series
SOC
processors
that
establish
performance
leadership across a targeted
range of embedded
application market
requirements for
digital
signage,
retail
signage,
medical imaging, electronic
gaming, media storage
and communications and
networking. Designed for
demanding
embedded
needs,
the
processors
incorporate the newest
AMD 64-bit x86 CPU core
24
November 2015
Seagate brings WD Red Pro Drives with 5 TB

8TB Surveillance and 6 TB Capacities introduced
has announced
HDD
of its
WDexpansion
(Excavator), plus thirdgeneration Graphics Core

Next GPU architecture,
and state-of-the-art power
management for reduced
energy consumption.
Scott Aylor, Corporate

VP
&
GM,
AMD
Embedded Solutions said,
The platform offers a
strong value proposition for
this next generation of highperformance,
low-power
embedded designs.
www.varindia.com
eagate Technology
has
announced
its 8TB surveillance hard
drive disk (HDD), the
largest drive of its kind for
surveillance applications
in the industry. Targeting
surveillance
system
integrators, end- users
and system installers, the
Seagate Surveillance HDD
offers the highest capacity
in the market, tailor-made
for surveillance storage to
keep systems in the field
longer and reduce postdeployment support.
Seagate has worked
closely with the top
surveillance manufacturers
to evolve the features of
our Surveillance HDD
products and deliver a
customized solution that
has precisely matched
market needs in this
evolving space for the
last 10 years, said Matt
Rutledge, Seagates Senior
VP, Client Storage.
Quantum unveils
Xcellis Workflow
Storage Solution
uantum
has
introduced
Xcellis, a next-generation,
high-performance, endto-end, shared workflow
storage solution that
empowers
users
to
boost their efficiency,
productivity and creativity
in delivering the products
and services that drive
their
business.
This
solution supports online
work in process, ingest
and delivery, and archive
through
Quantums
portfolio of Lattus object
storage, LTO tape and
Q-Cloud services, all
running on the powerful
StorNext
5
media
workflow platform.
Xcellis takes workflow
storage to the next level
by integrating real-time
and
non-real-time
media production support
elements in the same
system.
award-winning WD Red
Pro hard drive line with
the release of 5 TB and
6 TB capacities. The WD
Red Pro family is purposebuilt for NAS (networkattached storage) systems
having up to 16 drive bays
and serving businesses
with more expansive
storage needs than the
standard WD Red drives.
WDs Senior Sales
Director, South Asia,
Middle East and Africa,
Khwaja Saifuddin said,
With
the
capacity
expansion, there is now
a path for customers
to increase the storage
density of their systems
while knowing their data
is protected with the most
trusted and valued brand
on the market.
Epson intros new model projectors
pson has updated

its
best-selling
entry-level projector range
with performance levels
and features that used
to be found exclusively
in its mid-range to highend models, making them
brighter and easier to
use than ever. The entire
entry-level range now
features powerful lamps
that give them brightness
ranging
from
3,200
lumens to 3,600 lumens, as
well as standard features
that
include
HDMI
connectors,
optional
wireless
connectivity
with mobile devices, and

Epsons unique Horizontal
Keystone Adjuster. The
launch of these products
strengthens
Epsons
number one market share
position, a position they
have held in the projector
market for the past 14
years.
The new series allows
customers to select their
most
ideal
projector
from a wide range of five
models that have different
combinations of resolutions,
brightness ratings, features
and interfaces to optimise
their budget.
Sony introduces High-Resolution

Headphones and Earphones
ony
India
has
revamped
the
audio segment with its
new range of stylish Hires
audio
compatible
headphones and earphones
H.ear on headbandtype headphones, H.ear
in NC Noise Cancelling
(NC) earphones, H.ear in
in-ear headphones. H.ear is
an amalgamation of Hear
and Ear symbolizing a
strong relationship with
headphones. Packed with
a distinct finish in a vast
array of colours, these
headphones and earphones
compliment the consumers
musical style quotient.
Sonys
High-Resolution
Audio brings the favourite
tunes so much closer to the
true sound that the artist
originally intended.
Whether one portrays
laidback elegance or radiant
cheerfulness, Sonys sleek
H.ear series are available in
deep shades ranging from
viridian blue, cinnabar
red, charcoal black, lime
yellow to bordeaux pink for
every type of personality.
Focussing on the beauty of
simplicity, the headphones
feature a single-shape design
emphasizing their glossy
brilliance. It is this simple
expression of style that
makes these devices not only
great sounding products,
but a true expression of
character that will guarantee
to turn heads.
www.varindia.com
November 2015
25
VOICE-N-DATA
SSTL and Reliance

Communications to merge
istema JSFC and the

CIS have announced
the signing of binding
documents regarding the
merger of Sistema's Indian
telecommunications
business with business of
Reliance Communications.
The
signed
documentation provides
for the demerger of
the
telecommunication
business from Sistema
Shyam TeleServices Ltd
(SSTL) and its merger with
the telecommunications
business
of
Reliance
Communications
Ltd
(RCom) based on a Merger
Scheme to be approved by
Indian courts. As a result
of the merger, SSTL will
acquire and hold a 10%
equity stake in RCom
besides SSTL planning to
pay off existing debt prior
to the completion of the
transaction.
Following
the
completion
of
the
transaction, RCom will take
responsibility for payment
of
SSTL's
frequency
spectrum licensing fees
payable by installments
to the Department of
Telecommunications of
India.
Videocon plans for a Mobile

Assembly plant in Punjab
ideocon
has
announced
an
investment of Rs.500 crore
for setting up a Mobile
Handset Assembly Plant
in Punjab. Addressing
the Progressive Punjab
Investors'
Summit,
Anirudh Dhoot, Director,
Videocon,
announced
that the investment will be
made over the next three
years to assemble mobile
handsets along with the
manufacturing of set-top
boxes.
With such futuristic
step, the company aims to
generate 3,000 openings

in Punjab, thus creating
a platform for skill
development and give
impetus to the growth of
the economy.
We are happy to
announce that Videocon
would be setting up a Mobile
Assembly plant in Punjab. I
have visited several States,
but the speed of progress,
development and treatment
given to industrialists in this
State is par excellence, said
Anirudh Dhoot, Director Videocon.
Ericsson inks deal with Cisco
ricsson and Cisco

have tied up and
announced a global business
and technology partnership
to create networks of the
future. The multi-faceted
relationship will offer
from incremental revenue

in the calendar year 2016
and expected to ramp
to $1 billion or more for
each by 2018. New and
greater
opportunities
are also expected, as the
customers the best of both

companies: routing, data
center, networking, cloud,
mobility, management and
control, and global services
capabilities.
The
strategic
partnership will be the key
driver of growth and value
for the next decade, with
each company benefiting
partnership enables both

companies to drive their
efforts and investments
to deliver value in growth
markets.
Teams from both
organizations will also
begin working on a joint
initiative focussed on
SDN/NFV and network
management and control.
26
November 2015
www.varindia.com
NETGEAR
Broadcom Launches Automotive
ReadyNAS 200 Ethernet Switch Portfolio
Through
the
use
r o a d c o m
Series powers
Broadcoms highC o r p o r a t i o n of
B
BroadRhas announced its next- performance
the smart home generation BroadR-Reach Reach Ethernet technology,
he ReadyNAS 200
is powered by a
dual-core ARM Cortex
A15 1.4GHz processor,
has 2 Gigabytes of RAM,
dual Gigabit Ethernet ports
with Link Aggregation
technology and delivers
up to 200MByte/sec data
transfer speed. It offers
5 levels of protection on
documents, photos, videos
and all types of data. The
ReadyCLOUD portal-based
user interface and app on
PC, Mac, smartphones and
tablets make the RN200 an
ideal choice for consumers
because of its simplicity
and ease-of-use.
S u b h o d e e p
Bhattacharya,
Regional
Director, India & SAARC,
NETGEAR, said, The
advanced performance and
Data Protection features in
the ReadyNAS200 series
make it stand out of the
crowd.
TP-LINK intros
Wireless N
Router
P-LINK
has
announced their
latest 450Mbps router in
India, the TL-WR940N
450Mbps
Wireless
N
Router. The TL-WR940N
comes with MIMO and SST
technologies and creates an
exceptional and advanced
wireless
performance,
making it ideal for streaming
HD video, VoIP and online
gaming.
Complying with the
IEEE 802.11n standard,
TL-WR940N can establish
a wireless network and get
up to 15X the speed and 5X
the range of conventional
11g products. Also, with
transmission rates up to
450Mbps, it mitigates data
loss over long distances and
through obstacles in a small
office or a large apartment,
even in a steel-and-concrete
building.
automotive
Ethernet
switch portfolio with
integrated PHYs for
automotive
central
gateway, Advanced Driver
Assistance
Systems
infotainment,
head
units and time-sensitive
applications. The new
28 nm devices utilize a
unique design that delivers
30 percent power savings
to provide the industrys
lowest power automotive
switch solution.
automotive manufacturers
not only address bandwidth
concerns but also ensure
compliance with the latest
standards and enable a
secure network. Serving
as the cars network
gateway, wired Ethernet
connectivity
provides
device
authentication
to protect the car from
malicious
attacks,
eavesdropping and the
installation
of
nonapproved devices.
Ruckus Wireless launches

Virtual Data Plane for Wi-Fi
uckus Wireless
has
launched
virtual data plane for
Wi-Fi that segregates
data traffic from control
traffic on large wireless
networks. Carriers and
enterprises will now have
maximum flexibility in
network
deployments,
installing multiple data
flow managers across a
distributed network to
help optimize cost and
performance based on
user demands.
The new software
called Virtual SmartZone
Data
Plane
(vSZ-D)
works with Ruckus
Virtual
SmartZone
controllers,
which
provide a software-based
system for managing
wireless networks. It
has built strong market
momentum in just one
year, with more than 700
customers in production
networks managing
more than 200,000 access
points. Virtual SmartZone
is an early highlight in
the industrys network
functions virtualization
(NFV) movement, which
encapsulates key network
functions in software
that can run on industrystandard hardware.
Alcatel-Lucent to empower
DEN Networks
lcatel-Lucent is to
help cable operator
DEN Networks to launch
ultra-broadband Internet
connectivity to homes and
businesses using GPON
fixed access, IP routing and
aggregation technologies.
With a customer base
for its cable TV service of
13 million throughout 200
cities, DEN Networks plans
to use fiber-optic access
technology to expand
its DEN Boomband
broadband service to 8.5
million city homes within
three years.
Srini
Sundararajan
of Alcatel-Lucent said,
This project marks a

key breakthrough in the
important Indian cable
market. Under the Shift
Plan, we identified how, as
leaders in IP networking and
ultra-broadband access, we
could help MSOs transform
their networks. Working
with the DEN Networks on
an in-depth study and trials,
we were able to show how
our IP routing and GPON
technology would help it
scale to better meet the
growing demands of their
customers.
www.varindia.com
November 2015
27
CHANNEL BUZZ
ASIRT Techday empowers its members
SIRT has conducted its

Techday for the month of
October 2015. It can be summed up
in these three phrases: Dr Deepak
Deshpande spoke on human skills
and leadership, Artis, on their
Solar power solutions and Fission
Cloud on their disaster-recovery
system. Techday was keenly
attended by members to open up
completely new business verticals
for themselves in the era that has

seen lesser dependency of ASIRT
members on hardware sales and
service to solution integrations.
Artis, a company that has
brand presence in almost all
computer stores and retail counters
for computer peripherals and
accessories, had an ace up their
sleeves, literally speaking, The Sun
up their basket of offering. With
ASIRT members being consultants
to customers including government,
large enterprises, SME factories,
education and healthcare where
solar power solutions can benefit the
customers in terms of costs, captive
power generation to connect to

power grid and sell excess generation
and contribute to reducing carbon
emissions that are promised to
be rewarded by government
for tax and other infrastructure
benefits. Anil Daryani, CEO of
Artis, promised members to not
only provide preferential pricing
but also mentor and handhold
members to consult, integrate and
build a practice
in solar power
opportunity. So
enthusiastic were
members that the
session extended
way beyond the
allotted time.
Fission Cloud, earlier Cloud
Leap, extended partnership with
ASIRT members outlining recently
launched 5-minute high availability
and disaster-recovery solution which
offers members opportunity to add
data protection to their solution
offerings. Srikant Srinivasan detailed
how the flexibility of on-premise
and off-premise data centEr
disaster recovery of Fission Cloud
can be applied across segments and
verticals for domain agnostic block
level data approach. Amod Phadke,
Director Sales, promised complete
case locking and margins to ASIRT
members.
DIGISOL Channel Partners visit Russia
IGISOL took its partners

for a luxury trip to Russia
to celebrate the success of its
business in Eastern region. This
was in appreciation to the partners
stupendous support in making
DIGISOL a huge success in the
East India market. The partners
who completed their targets were
invited to join this trip which was
organized from 2nd Nov to 6th
Nov 2015. The trip saw over 20
partners joining from the eastern
region.
The 4 Nights/ 5 Days luxury
trip was packed with lots of exciting
activities that included a visit to
Moscow, the capital of Russia
and St. Petersburg City, which is
rightfully described as Northern
Venice or Pearl of the Baltic along
with a business discussion session.
Partners enjoyed their stay in
Moscow with visit to various famous
places such as The Grand Kremlin
Palace , Red Square , St. Sofias
Embankment , The Cathedral
of Christ the Saviour, the world
famous Bolshoi Theater to name
a few. In St. Petersburg, the group
got a taste of the Russian Royalty
28
November 2015
Symantec Partner Engage 2015 Conference

dedicates to advancing security
fter rolling out an enhanced

channel partner program
designed to help security-focussed
partners grow their businesses,
Symantec Corp. has held its very
first Symantec Partner Engage 2015
Conference for security partners in
Singapore this week.
Aimed to Excite, Engage and
Empower the partner community,
Symantec Partner Engage 2015
Conference was attended by 170
most valued and strategic partners
from across Asia-Pacific and Japan
(APJ).
Symantec has always been
a partner-driven company, and it
will continue to be even more as
we focus on information security.
Our partners have played a critical
role in driving business success and
contributing positively to customers
across the Asia-Pacific and Japan
region. We look forward to working
with our partners, as we advance
security together and take a stand to
keep information safe, said Sanjay
Rohatgi, Senior Vice-President,
Asia-Pacific and Japan, Symantec.
The key highlight of the event
was the Partner Awards which
recognize security-focussed channel
partners that have demonstrated
innovative delivery of services and
solutions to customers during the
past year and acknowledge their
dedication and commitment to

selling Symantec's security solutions.
The winners were selected based
on criteria such as innovation,
overall performance in revenue,
deal registration, technical and
marketing investments, customer
service excellence and certification.
Edwin Yeo, Vice-President
of Channels for Asia-Pacific
and Japan, Symantec, said, "A
huge congratulations to our
award-winning
partners
who
have demonstrated a deep
commitment, and made outstanding
achievements in addressing the
biggest cybersecurity challenges of
customers. I am confident that
Secure One, our enhanced partner
program, will further support
and accelerate partner growth
and provide our channel partners
with more opportunities to take
advantage of the innovation and
growth at Symantec.
Veritas exclusive partners get recognition
with visits to various palaces, royal

gardens etc.
It is our constant endeavor
to work closely with our partners
and we will continue to introduce
a number of incentive programs
for our partner community. Such
reward programs help in building
excitement in the channels and
encourages them to focus and
improve their business relationship
with us, says Venkatesh Kamath,
Sales Head, East and South region,
DIGISOL.
Kaushik Goswami, GM - Link
Telecom Pvt. Ltd., the T1 distributor
for Digisol in entire Eastern India
said, It was a pleasure to be a part
of the DIGISOL Trip in Moscow.
We thank DIGISOL for the
hospitality extended to us! Looking
forward for more such events!
www.varindia.com
t its inaugural regional

partner event, Veritas Asia
Pacific Partner Link Conference
2015, Veritas Technologies LLC has
announced the winners of the 2015
Asia Pacific and Japan (APJ) Partner
Awards. The Veritas APJ Partner
Awards honour top performing
partners who have demonstrated
dedication to achieving strong
business growth and positively
contributing to their customers, the
partner community and Veritas.
Veritas APJ Partner Awards
is our inaugural awards event
as a standalone information
management company. We are
energized to embark on this
exciting journey with our partners
who are truly invested to deliver
the Veritas value proposition that
is to offer customers the unique
ability to harness the power of their
information. Today, we celebrate
the outstanding achievements of
our top performing partners in
the APJ region and their notable
contributions to strengthen the
Veritas partner ecosystem, said

Mark Nutt, Global Head of
Channel, Veritas.
Besides Veritas has also
announced its independent global
partner programme, Veritas Partner
Force in Asia-Pacific and Japan
(APJ). The refreshed partner
programme was enhanced based
on extensive partner feedback
and is designed to further reward
information management partners
focussed on growing their business
with Veritas.
CEOs across Asia-Pacific have
pledged their biggest IT investments
in the next five years to big data as
unstructured data growth continues
to be a burden. It is more important
now than ever for Veritas to
empower our customers to address
their information management
needs and priorities. We believe
Veritas Partner Force is a gamechanger that offers our partners
increased support, access to our
technology, said George Wong,
APJ Channel Leader, Veritas.
www.varindia.com
November 2015
29
PRODUCT OF THE MONTH
Frontech JIL 1943 and JIL 1944 Headphones

Frontech JIL 1943 and JIL 1944 Foldable
Headphones comes with USB and Single Jack feature.
With the high-end drivers for amazing audio quality
and premium materials for unrivalled comfort, JIL 1943
and JIL 1944 has been styled and tuned to the dynamic
lifestyle of Gen Next. Engineered specifically for the
youth, the new path breaking headphones are targeted
at consumers who love heavy tunes, want to look good
and wont compromise on quality. The headphones have
signature Frontech audio and dynamic drivers to offer
a rich bass, crisp highs, and natural midtones for music
lovers. The headset follows an over-ear design with
a 40mm speaker with dual-diaphragm, an ergonomic
leather headband that folds up, soft and ergonomic
memory cushions around the ear, and replaceable shields.
There's a built-in mic on the headset, and another one
on the 3.5mm cable. The cable also houses a button for
controlling your device. The headset uses a 3-button
design, two of which are for volume control and one
acting as a multi-function button. JIL 1943 and JIL 1944
deliver everything you would expect from a premium
headphone, without the premium price tag. Offering
no bargain JIL 1943 and JIL 1944 offers the best sound
and Noise Cancellation capabilities bringing in the Quite
comfort even in a crowd.
Ricoh MP C406ZSP
Ricoh MP C406ZSP is a new high performance A4 colour multifunctional
printer. It designed for fast operation and easy integration with companys
existing document workflows. Ricoh MP C406ZSP prints 30 colour or B/W
pages per minute and 40 colour or B/W pages per minute. The Ricoh MP
C406ZSP is a 4-in-1 MFP that provides colour print, copy, scan and fax
(option) functionality. It features a large, intuitive control panel thats as simple
and convenient to use as a tablet, featuring Quick Copy and Quick Scan
apps, a full built-in HTML5 web browser, and direct Wi-Fi access to enable
mobile print/scan/copy from Smart Devices (Android and iOS). Amazingly
energy-efficient, its small footprint and quiet operation means it can be placed
anywhere without distracting employees or interrupting meetings. With the
lowest TEC value in its class, the MP C406ZSP offers print speeds of 30ppm
(mono and colour), colour scan speed of 30ipm and auto-duplex for efficient
double sided copying and printing. MP C406ZSP offers intuitive 10.1
widescreen super VGA Smart Operation Panel which helps in easy viewing
and navigation. It also simplifies operations, expands functionality and
customises the user experience. VGA Smart Operation Panel even includes
a web browser that allows customers to view and print web content from
the control panel of MFP. The panel is also equipped as standard with a
WiFi card, which makes direct connection between mobile devices and panel
possible, simplifying accessibility and information exchange. MP C306ZSPs
has class-leading Typical Electricity Consumption (TEC) to minimise energy
consumption and help reduce operating costs. Users have to enter a passcode or swipe their smart identity cards to access MFP functions and release
jobs. And with the standard DOSS feature, any data left on the hard drive is
overwritten and rendered unreadable at the end of each job.
30
November 2015
www.varindia.com
www.varindia.com
November 2015
31
XEED Projectors wit

Canon LCOS projector
High brightness,
high quality, compa
The environment of the meeting room is
switching over from analog

to digital.
Install series have 5 interchangeable
lenses. So there covers a

lot of type
meeting room. In shooting

the big
screen, the projector have

a cost
advantage than using monitor.WUX
6000 which is brightness and high
quality model was installed hall and
large
conference
room.
Hall/Conference room
Small space installation
In short throw model of the LCOS
compact install model in particular,

installation is superior. WUX400ST/
WX450ST can be installed in a space
saving configuration.
You benefit "free the desk upper

space" and "free the exhaust heat
stress" by install under the desk.
Academy /Medical
High quality LCOS projector were
installed in academy and medical.
advertising/digital signage
The night projection to a window
and a building wall surface in an
advertisement purpose.
32
November 2015
www.varindia.com
There are the indoor examples such

as a cafe or a shop, the showroom,
too.
th LCOS Technology
act.
Projection Mapping
The projection mapping which used high quality LCOS
projector use case increase. In this case, it often blend it
using several projectors.
(ex) - Projection to use the water tank of the aquarium
with jellyfish. - Projection to unevenness of the wall
surface.
Projects beautiful, sharp, and impressive images when using Photo Studio, CAD, and design
Only
Canon!
Dynamic gamma correction by area
High quality edge enhancement

Automatically adjusts the edge enhancement, and enhances the
resolution with a natural impression.
Only
Canon!
Presents the dark shop interior in the background more vividly while leaving the
presentation of bright areas such as the man's face unchanged.
Makes human
skin smooth
Hair and flowers in

the bouquet are
crisp
Memory color correction
Also reproduces dark areas

in background in detail
Skin color, color of sky, and green are

corrected independently to colors
people perceive as beautiful.
Reproduces the blue of the sky, the

green of the grass, and the red-tinge of
human facial expressions
What is the overall scenario of projector market in India and How do you place your brand?
The projector market is totally crowded with more than 20 brands but lot of scope for quality
brands which can add value through a superior product and technology. With our LCOS technology
products we have created our own space in the high end segment where there are only few brands
present. Canon wants to play a role of game changer in this high end space.
Canon projectors use cutting edge technology which offers unique features mix to customers.
Canon LCOS projectors offer a unique feature mix with interchangeable lens offering wide
installation features like edge blending, stacking etc., which makes these projectors suitable
for segments like Boardroom solutions , museums, planetariums, events, auditoriums and Home
theatre segment.
Short/Ultra short Throw, interactive, edge blending, stacking, vertical mounting etc. are the key
areas of technical growth in the industry. Canon LCOS product range is ready to cater to these
segments. Canon strong presence in more than 5000 cities in India through Canon Care Centres
and franchisees makes canon service offerings unique in the Industry.
For Dealership Enquiry: North & East: Mr. Vivek Kumar-09958222331
South: Mr. Pankaj Puri : 09560627979
Canon Call Centre: 1800 208 3366
West: Mr. Milind Bokil-09820488073

www.varindia.com
2015
For AV Consultants & Rental Enquiries:
Mr. Pankaj PuriNovember
: 09560627979
www.canon.co.in
33
EVENT
34
November 2015
www.varindia.com
The Star Nite Awards 2015 will be best remembered for three things the
presence of a host of distinguished dignitaries, IT honchos, senior bureaucrats
and government officials, the Chief Marketing Officers (CMOs) from the industry
and last but not the least the top performers from the field of ICT. The 14th
leg of the Awards that was organized by Kalinga Digital Media lived up to the
tradition of its predecessors and the reputation it has gained during its primitive
years. With the theme of the event being "CHANNEL FIRST", this event was
entirely dedicated to the Indian Channel Partners from the ICT industry.
Solution Display Kiosks
www.varindia.com
November 2015
35
EVENT
(Pictures from Left to Right)-Mr.Parag Amalnerkar,Director,Marketing-India &SAARC-NETAPP INDIA, Ms Nalini Singh, Partner
Channel Development Manager, Microsoft Corporation (I) Pvt.Ltd., Mr. Amarjeet Manchanda, Director -Consulting Services,Redhat
India, Mr. Sanjay Kumar Singh,Director,Cloud sales- Microsoft India, Mr.Sudharsan R, Marketing Head, Commercial, DELL India
PVT. LTD., Mr.B S Rao,V.P.- Marketing- CtrlS Datacenters Ltd.- CTRLS DATACENTERS LTD, Mr.Vineet Goenka, Member Task
Force IT, Ministry of Surface, transport & shipping-GOI,Mr. D.K.Sahu,Publisher cum Chief editor-VARINDIA, Shri.Anil Swarup,IAS,
Secretary-Coal- Govt. of India, Shri.Navin Verma, IAS- Secretary-DONER, Govt. of India, Mr.VipinTyagi, E.D.- C DOT, Govt. of
India, Shri. Rajesh Janey, President, EMC-India &SAARC, Mr.Rajesh Kumar Jindal,CMO- SAP India and Ms. S Mohini Ratna, EditorVARINDIA
Star Nite Awards 2015

The Bigger, The Better
T
he Star Nite Awards 2015 will be best

remembered for three things the
presence of a host of distinguished dignitaries,
IT honchos, senior bureaucrats and government
officials, the Chief Marketing Officers (CMOs)
from the industry and last but not the least the
top performers from the field of ICT. The 14th
leg of the Awards that was organized by Kalinga
Digital Media lived up to the tradition of its
predecessors and the reputation it has gained
during its primitive years. With the theme of the
event being "CHANNEL FIRST", this event was
entirely dedicated to the Indian Channel Partners
from the ICT industry.
The auspicious lamp lighting ceremony
marked the beginning of the event that was
graced by the Chief Guest, Shri Anil Swarup, IAS,
Secretary Coal, Government of India, and other
high-profile guests and distinguished delegates
like Shri Navin Verma, IAS, Secretary, DONER,
Government of India; Shri S. N. Tripathy, IAS,
A.S. & Development Commissioner, MSME,
GoI; Shri Vipin Tyagi, E.D., C-DoT, Government
of India; Shri Rajesh Janey, President, EMC India & SAARC; Shri Vineet Goenka, Member,
IT Task Force, Ministry of Surface, Transport
& Shipping, GoI; Shri Kishore Badami, CMO,
CISCO Systems India & SAARC; Shri Amarjeet
Manchanda, Director, Consulting Services, Red
Hat India; Shri Sudarshan R, Head Marketing,
Dell India Pvt. Ltd; Shri B. S. Rao, V.P.
Marketing, CtrlS Datacenters Ltd; Shri Rajesh
Kumar Jindal, CMO, SAP India Subcontinent;
36
November 2015
www.varindia.com
Shri. Anil Swarup, IAS, SecretaryCoal- Govt. of India

"After all these years of experience,
I have come to the conclusion that we
do not need to be as such a technologist
in order to use technology. What is most
important is your ability to understand
the implications, nuances, and utility and
not the futility of technology. In some of
the cases I have found that if you are a
technologist, you might put some other
technologies and eventually its users in
trouble. To my mind, for someone like
me, the job would then be to balance the
imbalance and let technology do the good
job. I had my brush with technology from
a very early stage of my career."
Shri Parag Amalnerkar, Director Marketing,

NetApp India; Shri Sandeep Aurora, Director
Marketing, Intel India; Ms Jayanthi Sethuraman,
Global Head Marketing, Tally Solutions; Shri
Alok Gupta, President, PCAIT; Shri Champak
Raj Gurjar, Chairman, FAIITA; and Shri Kshitij
M. Kotak, President ASIRT, among many
others.
The unveiling of the SPOI magazine was
another highlight of the evening. SPO India is an
initiative towards CSR that is aimed at creating
a sustainable growth for the organizations in
the country. The formal inauguration was done
in the presence of the Chief Guest and other
dignitaries.
In his welcome address, Shri Deepak Sahu,
Publisher, VARINDIA, reiterated the fact that the
industry has changed from every perspective and
it is upon us how we take in those changes with
our innovative ideas. Today, communication has
grown as the backbone of infrastructure; security
is the spine of all intelligently-orchestrated
devices; open-source software is under way to
enable digital infrastructure and IoT will ride
in the cyber world to transform the way people
communicate and connect the world for a better
tomorrow. The current high valuations, in spite
of losses, perhaps are indicative of the future
potential.
Taking a cue from how the industry is fast
changing, Rajesh Janey said that the world
is moving faster the way we could have ever
imagined. The way things have been evolving
Mr. Rajesh Janey, President,

EMC - India &SAARC
The way things have been evolving in the
current IT industry is an interesting topic to
begin this evening. It was way easier for me
to start with my first job since there were very
few products, which used to come out in every
6-8 months. From then to now, when there are
thousands of products, solutions and a much
wider dimension of customer requirements, is in
itself a perfect example to indicate how things
have changed.
Shri. S.N.Tripathy, IAS, A.S.& Development

Commissioner-MSME - GOI
Todays consumer demands for a technology
that is more user-friendly, smart and secured.
Having taken note of this, we have taken an
initiative to address the MSME sector of the
country by felicitating a registration portal
for them wherein they can go for an easy and
paperless registration process of their enterprise
without much hassles. So any micro enterprise
whose capital may be less than 5 lakhs can
register on this Govt. of India portal. Till 18th
September, we have completed close to 2000
registrations in Delhi itself.
in the current IT industry is an interesting topic
to begin this evening. It was way easier for me
to start with my first job since there were very
few products, which used to come out every
68 months. From then to now, when there are
thousands of products, solutions and a much
wider dimension of customer requirements, it
is in itself a perfect example to indicate how
things have changed. Infrastructure is no longer
the point of discussion. It is about applications,
and it is about the outcome that matters more.
The point I want to make is that we have to
change the way we have been servicing our
customers.
The Chief Guest, Shri Anil Swarup, IAS,
Secretary Coal, Government of India, stressed
on the usability of technology and how it can
be used for the good of the society. After all
these years of experience, I have come to the
conclusion that we do not need to be as such a
technologist in order to use technology. What is
most important is your ability to understand the
implications, nuances, and utility and not the
futility of technology. In some of the cases,
I have found that if you are a technologist,
you might put some other technologies and
eventually its users are in trouble. To my mind,
for someone like me, the job would then be to

balance the imbalance and let technology do the
good job. I had my brush with technology from
a very early stage of my career. The biggest
moment for me was when we introduced a
Health Insurance Scheme for the poor in the
country, where a poor man can carry this smart
card issued to him to any Government hospital
and get treated. This happens to be the only
paperless initiative in the world so far.
Commemorating the role that Chief
Marketing Officers play in the industry,
VARINDIA this time took the opportunity to
felicitate them during the event with a token
of appreciation. A total of nine CMOs were
recognized and they were asked to give a 60
seconds marketing pitch to the audience, on
their efforts and success in transforming their
respective organizations.
The Star Nite Tech Byte Session saw a few
eminent speakers from the industry talk about
the present and future technologies that their
respective companies endorsed and were given a
time-limit of 5 minutes each. The speakers who
spoke during this session were Shri Amarjeet
Manchanda, Director, Consulting Services, Red
Hat India; Shri Vipin Tyagi, E.D., C-Dot; Shri
Mr. Vipin Tyagi

E.D.- C DOT, Govt. of India
C-DOT got a unique recognition
at the International level as our product
Gyansetu is being adjudged the best
product capable enough to bridge the
gaps in connectivity and meaningful
communication dissemination at the
vast rural part of the country. C-DOT
showcased its products live during the
ITU Telecom World 2015 at Budapest,
Hungary this month as part of the Digital
India Pavilion. This is indeed a great
moment for us as this carries the Digital
India message very clearly as also will
play a big part in bridging the digital gap
in the country.
Girish Gargeshwari, Director Commercial,
SMB & Channels, Intel Security-McAfee; Shri
Rupendra Bhatnagar, Head of Industries, SAP
India Subcontinent; and Shri Vineet Goenka,
Member, IT Task Force, Ministry of Surface,
Transport & Shipping, GoI.
Then came the most-awaited part of the
evening the gala Award ceremony that, as
usual, was an extravagant affair, taking everyone
present in the hall by storm. A total of closeto 63 categories were announced this year and
more than 50 vendors were awarded for their
remarkable contribution in their respective field.
Three associations were also recognized for
their contribution to their respective regional
channel community.
There was also a Lucky Draw contest
sponsored by EMC during the event where
three lucky winners walked away with an iPhone
4 model each.
Overall, the event was a grand success. It
did drew inspiration from Modis Digital India
and Make-in-India campaigns as most of the
presentations and speeches were centred around
these, but the ultimate goal was to play a part in
building a more Connected, Informed and an
Empowered India.
CMOs of the Year 2015

Sudharsan R, Marketing Head,Commercial Dell India Pvt. Ltd.
A L Jagannath, Director, Marketing-India & SAARC, VMware Software India pvt. Ltd.
Jayanthi S, Global Head-Marketing, Tally Solutions India Pvt. Ltd.
Matt Fairbanks, CMO, SOPHOS TECHNOLOGIES PVT. LTD.
Rajesh Kumar Jindal, CMO, SAP INDIA PVT. LTD.
Kishore Badami, CMO, CISCO SYSTEMS INDIA PVT. LTD.
B S Rao, V.P.- Marketing, CTRLS DATACENTERS LTD.
Parag Amalnerkar, Director, Marketing-India & SAARC NETAPP INDIA MARKETING AND SERVICES PVT. LTD.
Sandeep Aurora, Director - Marketing & Market Development, INTEL TECHNOLOGY INDIA PVT. LTD.
Tushad Talati- Senior General Manager - Brand & Communication- Epson India Pvt. Ltd.
www.varindia.com
November 2015
37
EVENT
CMOs of the Year 2015
Shri.Anil Swarup, IAS, Secretary-Coal- GoI, Shri.Navin Verma, IAS- Secretary-DONER,

GoI and Mr. D.K.Sahu, Publisher & Chief Editor-VARINDIA presenting the awards to:
Sudarshan R, Head Marketing,

Dell India Pvt. Ltd
Puneet Saxena on behalf of A L Jagannath

Director - Marketing, Vmware
Ms Jayanthi Sethuraman, Global

Head Marketing, Tally Solutions
Mohit Puri on behalf of Matt Fairbanks

Chief Marketing Officer, Sophos
Rajesh Kumar Jindal, CMO,

SAP India Subcontinent
Kishore Badami, CMO, CISCO

Systems India & SAARC
B. S. Rao, V.P. Marketing,

CtrlS Datacenters Ltd
Parag Amalnerkar, Director

Marketing, NetApp India
Sandeep Aurora, Director

Marketing, Intel India
Mr. B.S. Rao

V.P.-Marketing-CtrlS Datacenters Ltd.
We all understand the demand of our
consumer; these demands are tend to change with
time just like change in technology is very much
imminent. But going forward we have to keep in
mind that there is still a lot to achieve in order
to call ourselves a good marketer and we are just
midway to achieving that.
Kishore Badami, CMO - Cisco

Systems India Pvt. Ltd.
I accept this award very humbly on
behalf of my team. Cisco is working very
closely on the Digital India platform and
the CMO has a great role to play in that.
This award is going to boost up our energy
further to work together as a team and
achieve our laid objectives.
38
November 2015
www.varindia.com
Sandeep Aurora, Director - Marketing &

Market Development - Intel Technology India
Pvt. Ltd.
Working for transforming something is not
easy, but while working for a big organization
like Intel make sure that we CMO, CIO work
together to work towards a common vision,
a larger prospective of the company and the
desired goal. Sometimes we fail, sometimes we
success but the inspiration is always there to put
in our best efforts.
Parag Amalnerkar, Director,

Marketing-India & SAARC - NetApp
India Marketing and Services Pvt. Ltd.
I take this award on behalf of my
team. It is upon all the CMOs of how we
steer forward the company in terms of
meeting business goals, setting standards
and achieving higher results. But our
motto always remains firm to never lose
hope and leave the battleground.
Ms. Jayanthi S, Global HeadMarketing- Tally Solutions

I am proud to represent Tally here.
Tally is Indias original garage story and
it came way before the Make in India
concept has become popular. It powers
1 million businesses in India and is an
integral part of the powerful growth story
of India.
Mr. Sudarshan R, Head

Marketing- Dell India Pvt. Ltd.
I take this CMO recognition on behalf
of my team that has done an immaculate
work. The brand name does the magic but
creating that brand is something which we
all have really worked hard for. I could
not have asked for more.
Mr. Rajesh Kumar Jindal

CMO
SAP INDIA Sub Continent
This recognition goes to the team that works behind the brand. Consumers are ahead
of the company just like citizens are ahead of the government. In between citizens and
consumers, the line is slightly getting blurry. Business people are demanding consumer
specific experiences in business and citizens are demanding citizen specific experience in
governance. Both of them are trying to talk the same language. In this era we have also
seen the Marketer donning a multi-dimensional role, a shift from what he used to be a few
years back.
Tech Talk
Mr. Amarjeet Manchanda, Director

- Consulting Services, Red Hat India
The way applications are consumed
have changed now. Suppose I have he
Uber application on my smartphone and
someone today tells me that the OLA is
giving me a better deal or experience,
I will without any second thought
download the OLA application and use
this for my future travels. What is the
cost of this change zero. This need for
agility, continuous improvement and
development is what is driving some of
the IT infrastructures.
Mr. Rupendra Bhatnagar, Head of

Industries - SAP India Subcontinent
SAP has been playing a big role in
the Digital economy, in terms of value
creation and addition. If we take top 200
businesses in todays world, almost 10% of
their money goes waste in just addressing
complexities. It is then we realized that
a change in the business model is what
is required to avert such a waste. Cloud
Technology has the potential of unlocking
several opportunities that can help address
such challenges. The business model of
SAP today as a business organization is to
build products and sell licenses. So its this
Cloud-based consumption cloud model
that SAP is best known for.
Mr. Girish Gargeshwari, DirectorCommercial, SMB & Channels- Intel

Security-McAfee
We have heard enough how
technology is impacting our lives, of how
SMAC is impacting initiatives like Digital
India and Smart City. While all these
technologies are creating a very positive
impact in the way we look at the future,
we are also witnessing things like security
breaches, hacking, malware, ransomware
which is resulting in loss to many. It is
important for a security company like us
that we do not only protect our consumers
but also step up to help detect and overcome
these threats in their environment.
www.varindia.com
November 2015
39
EVENT
SNA Awards 2015
Awards Presented by: Shri.Anil Swarup,IAS, Secretary-Coal- Govt. of India, Shri.S.N.Tripathy,IAS,

A.S.& Development Commissioner-MSME-GOI and Mr. D.K.Sahu,Publisher & Chief Editor-VARINDIA
HP INDIA SALES PVT. LTD.
HP India Sales Pvt. Ltd. receiving the award for

BEST DESKTOP BRAND/BEST NOTE BOOKSOHO/ BEST INKJET PRINTER(SINGLE
& MFP)/ BEST LASER PRINTER(SINGLE
& MFP/ BEST THIN CLIENT- DESKTOP
VIRTUALISATION/ CHANNEL FAVOURITE
COMPANY
Best Desktop Brand

Best Note Book- Soho
Best Inkjet Printer(Single & Mfp)
Best Laser Printer(Single & Mfp)
Bset X 86 Server
FASTEST GROWING NETWORKING
SOLUTION FOR SMB'S
CHANNEL FAVOURITE COMPANY
BEST THIN CLIENT- DESKTOP
VIRTUALISATION
IBM INDIA PVT. LTD. receiving the award for

TECHNOLOGY MANAGEMENT SOLUTION
COMPANY
CANON INDIA PVT. LTD.

BEST PHOTO COPIER
BEST IMAGING SOLUTION COMPANY
BEST Scanner
LOGITECH ELECTRONICS
INDIA PVT. LTD.
BEST KEY BOARD MEMBRANE
BEST WEBCAM
BEST MOUSE
BEST SPEAKER
LOGITECH receiving the award for BEST KEY
BOARD MEMBRANE, BEST WEBCAM, BEST
MOUSE, BEST SPEAKER
LG ELECTRONICS
BEST LED DISPLAY MONITORS
DELL INDIA PRIVATE LIMITED
EPSON receiving the award for BEST

PROJECTOR LCD, BEST DOT MATRIX
PRINTER,
BEST POS,
BEST INKJET
PRINTER(VALUE WISE)
BEST ALL IN ONE-CONSUMER

BEST FUTURISTIC COMPANY
INTO CHANNEL
BEST NOTE BOOK- ENTERPRISE
BEST WORK STATION
D-LINK INDIA LIMITED

BEST NETWORKING SWITCH COMPANY
BEST STRUCTURE CABLING COMPANY
DLINK receiving the award for
NETWORKING SWITCH COMPANY,
STRUCTURE CABLING COMPANY
BEST
BEST
EPSON INDIA PVT. LTD.

BEST PROJECTOR LCD
BEST DOT MATRIX PRINTER
BEST POS
BEST INKJET PRINTER(VALUE WISE)
Intel
receiving
PROCESSOR
the
award
for
BEST
CHECK POINT SOFTWARE

TECHNOLOGIES LTD.
BEST UTM
SOPHOS TECHNOLOGIES
PVT. LTD.
EMC receiving the award
SOLUTION COMPANY
for
STORAGE
BEST SECURITY COMPANY IN INDIA

BEST UTM- INDIAN BRAND
CISCO SYSTEMS INDIA

PRIVATE LIMITED
SAP receiving the award for BEST CLOUD

SOLUTION PROVIDER
BEST NETWORKING SOLUTION COMPANY

BEST VIDEO CONFERENCING
INFRASTRUCTURE SOLUTION COMPANY
RAH INFOTECH (P) LTD.

FASTEST GROWING VAD
AVAYA INDIA PRIVATE LIMITED

BEST UNIFIED COMMUNICATION
COMPANY
LG receiving the award for BEST LED DISPLAY
MONITORS
40
November 2015
www.varindia.com
SYMANTEC INDIA PVT. LTD.

BEST END POINT SECURITY SOLUTIONS
MICROSOFT
CORPORATION(INDIA) PVT. LTD
DELL receiving the award for BEST ALL

IN ONE-CONSUMER/ BEST NOTE BOOKENTERPRISE/ BEST WORK STATION/ BEST
FUTURISTIC COMPANY INTO CHANNEL
BEST O.S.-WINDOW 8
EMERSON NETWORK
POWER (INDIA) PVT. LTD
POWER MANAGEMENT
SOLUTION COMPANY
TALLY SOLUTIONS PVT. LTD.

BEST ERP SOLUTION FOR SMB
Microsoft receiving the award for BEST
O.S.-WINDOW 8
EMC DATA STORAGE

SYSTEMS INDIA PVT.LTD.
Avaya receiving the award for BEST UNIFIED

COMMUNICATION COMPANY
STORAGE SOLUTION COMPANY
LENOVO INDIA PVT. LTD.

BEST NOTE BOOK SME
SANDISK INDIA
BEST FLASH DRIVE-SSD
WESTERN DIGITAL
CORPORATION
Sophos receiving the award for BEST
SECURITY COMPANY IN INDIA, BEST UTMINDIAN BRAND
BEST EXTERNAL HARD DISK DRIVE
SEAGATE TECHNOLOGY
Tally receiving the award for BEST ERP

SOLUTION FOR SMB
Awards Presented by: Shri.Anil Swarup,IAS, Secretary-Coal- Govt. of India, Shri.S.N.Tripathy,IAS, A.S.& Development
Commissioner-MSME-GOI,Mr. D.K.Sahu,Publisher & Chief Editor-VARINDIA, Mr.VipinTyagi,E.D.- C DOT, Govt. of India and Mr.Vineet
Goenka, Member Task Force IT, Ministry of Surface, transport & shipping-GOI
BEST INTERNAL HARD DISK DRIVE
INTEL TECHNOLOGY INDIA

BEST PROCESSOR
GIGABYTE TECHNOLOGY
INDIA PVT. LTD.
BEST MOTHER BOARD
Lenovo receiving the award for Best Note
Book Brand-SME
KINGSTON TECHNOLOGY
BEST MEMORY MODULE
Checkpoint receiving the award for BEST

UTM
KASPERSKY LAB INDIA

BEST ANTI-VIRUS SOFTWARE-SOHO
Intel Security( Mcafee)

BEST WEB SECURITY
TECHNOLOGY COMPANY
VMWARE SOFTWARE
INDIA PVT. LTD
BEST SERVER VIRTUALISTION
W.D. receiving the award for BEST EXTERNAL
HARD DISK DRIVE
NVIDIA GRAPHICS PVT. LTD.

BEST GRAPHIC CARDS
Digisol receiving the award for DIGISOL(MAKE

IN INDIA BRAND)
MICROWORLD TECHNOLOGIES
INCORPORATE(eScan)
BEST INTERNET SECURITY SUIT SMB
ADITYA INFOTECH PVT. LTD

BEST ELECTRONICS SECURITY
COMPANY OF THE YEAR
ORACLE INDIA PVT. LTD.

Redhat receiving the award for BEST OPEN
SOURCE SOFTWARE PRODUCT
BEST BUSINESS APPLICATION

SOLUTION COMPANY
SAP INDIA PVT LTD.
Ctrls receiving the award for BEST DATA

CENTER IN INDIA
BEST CLOUD SOLUTION PROVIDER
IBM INDIA PVT. LTD.

www.varindia.com
November 2015
41
EVENT
TECHNOLOGY MANAGEMENT
SOLUTION COMPANY
FORTINET INC.
NEXT GENERATION FIREWALL
IRIS COMPUTERS LTD.

EMERGING DISTRIBUTOR OF THE YEAR
IRIS receiving the award for EMERGING

DISTRIBUTOR OF THE YEAR
RAILTEL CORPORATION
OF INDIA LTD.
BEST CARRIER OF THE CARRIER
VMware receiving the award for Best server

virtualization
RICOH INDIA PVT. LTD.

JAM FREE PRINTER SP 212 SNW/
AFFORDABLE COLOUR BUSINESS
PRINTER SPC 250 DN
REDHAT INDIA PVT. LTD.

BEST OPEN SOURCE SOFTWARE PRODUCT
Fortinet receiving the award for Best Next

Generation Firewall
SMARTLINK NETWORK
SYSTEMS LTD.
BEST NETWORKING PRODUCTSDIGISOL(MAKE IN INDIA BRAND)
RAH Infotech receiving the award for

Fastest Growing VAD (Value added distributor)
of the year 2015
IQOR
BEST AFTER MARKET SERVICES COMPANY
SAMSUNG INDIA ELECTRONICS

BEST SMART PHONES
CTRLS DATACENTERS LTD.

BEST DATA CENTER IN INDIA
Oracle receiving the award for Best Business
Application Solution Company
Intel Security(Mcafee) receiving the award for

Best Web security Technology Company
EDITORS CHOICE AWARDS FOR IT ASSOCIATIONS IN INDIA

Awards Presented by: Shri.Anil Swarup,IAS, Secretary-Coal- Govt. of India, Shri.S.N.Tripathy,IAS, A.S.& Development
Commissioner-MSME-GOI,Mr. D.K.Sahu,Publisher cum Chief editor-VARINDIA, Mr.VipinTyagi,E.D.- C DOT, Govt. of India and
Mr.Vineet Goenka, Member Task Force IT, Ministry of Surface, transport & shipping-GOI and Ms.S Mohini Ratna,editor-VARINDIA
Lucky Draw
ASIRT-Mumbai receiving the award for

BEST ASSOCIATIONS IN TECHNOLOGY
TRANSFORMATION
42
November 2015
www.varindia.com
CONFED-ITA- Chennai receiving the award for

INNOVATIVE IT ASSOCIATION IN INDIA
PCAIT-Delhi receiving the award for MOST

ACTIVE IT ASSOCIATION IN INDIA
www.varindia.com
November 2015
43
United we stand, divided we fall!
Alike last year the Indian

IT channel community is still
concerned about the predatory
pricing of online marketplace. But
things are on the better side at
present as a lot of initiatives have
been taken by the Associations
to curb it. It is left to be seen of
how these initiatives fetch positive
results and get wholesome support
from the vendors.
Taking this discussion to a new
height, a meeting of Federation of
All India Information Technology
Associations (FAIITA) was held
recently where the leaders of IT
Associations across India gathered
under one roof for a round table
discussion. It was organized by
VAR INDIA on 13th November
2015 at Hotel Taj Palace in New
Delhi. IT Associations from every

corner of India took part in this
discussion and made it a huge
success. Various regional and state
level Associations including PCAIT,
ADCTA, ASIRT, UPCDA, CMDAPune, SIITA, ISODA, TCCDA,
JCWA, JCDA, ITAO, TAIT, GIBA,
CIITA, CONFED-ITA, FITAG,
Society For Welfare of IT Dealers
UP, BITA, FiTDAK, CMDA- Delhi
and COMPASS participated in the
discussions, with views shared
by the representatives of these
associations.
The main objective of this
round table was to discuss and
arrive on a consensus about the
various pain points of the IT
Channel community, among other
core issues like Online commerce,

creation of FAIITA marketplace
and committee formation of its
E Commerce, coming up with
FAIITAs own Brand with Foxconn
and the introduction of the new
business model by CONFED-ITA.
The round table was commenced
by Saket Kapur, Secretary - FAIITA
by giving an update on having sent
an advisory to all brand owners
regarding the discounts announced
by online commerce before the
festive season.
Saket Kapur, Secretary ,
FAIITA
Most of the FAIITA members
were weary of the deep discounts
announced by online commerce,
which would be given by the brand
owners during the festival season.

FAIITA issued an advisory on 12th
October on the same. The response
from the major brand owners was
almost immediate and very positive.
The most important aspect is our
unity and due to this the major
vendors is considering us seriously.
So let leaders remain united.
Online commerce, a contentious issue:

Devesh Rastogi, Presedent, Society For
Welfare of IT Dealers UP
Online commerce is a very contentious issue.
We are not fighting against online commerce but
fighting against the predatory pricing and unethical
practice. We need to have a code of conduct for
that. A regulatory body has to be there to keep a
check on them. I have come up with some pointsfirstly negotiating with vendors. We are engaging with them for the last one
year and it is taking some direction on a concrete basis. Our endeavor should
be to make them fulfill that. Secondly we should not allow distinguished
products for online.
Swarn Singh, Secretary, ADCTA
If online commerce companies are playing a
major role in discounting on a particular product
price, then we should take an initiative to discuss
this issue of predatory pricing of IT products with
them.
B HARI, Past President, COMPASS
Specific model for
online and offline is practiced in several markets
but in India the way the market is going one can
remove the online products from Channel but it
cannot be possible vice-e-versa, as it is diluted. So
our point is you must create a free market and all
44
November 2015
www.varindia.com
products should be available in all markets.

Pawan Agarwal, Immediate Past President,
NECTA
Online commerce is selling the exclusive
models of the products as well as other models.
We should not allow them to sell all models if they
are selling exclusive models as even exclusive stores
cannot sell those exclusive models.
Anand Rao, PresidentFiTDAK
Online marketplace is an important issue. We
have to pay enough attention and deal it in either
offensive or defensive way as it is a very sensitive
issue.
Shiv Shankar Singh, Jt. Secretary, UPCDA
We cannot stop online business, so we have
to walk with it and for
that we have involved our government in it. It is
governments duty to protect the prosperity of
the citizens and traders. For that a regulatory body
formed by government is required which will put a
check on the predatory pricing or deep discounts.
Alok Gupta, President-PCAIT

It is a universal fact that both online portals
and brick and mortar retail partners have to survive
together. In my opinion the best way to deal with
price parity issue is the negotiation with OEMs. We
had a discussion with our OEMs and got to know
that they are also facing the problem because of
price parity and they have come up with certain
schemes which are only for the brick and mortar
channel partners. For that, the OLS committee is
already working on it. OLS committee has been founded by FAIITA to
take care of online sales issues arising due to price parity.
Kshitij Kotak, Chairman, ASIRT
If we cannot stop the channel members who sell their products on
the online marketplace, then at least we can stop

our members from buying from those members by
issuing an advisory.
Nalin Patel, Vice-President, SIITA
We have to ensure that those who are
incurring lose for the online marketplace should
get compensation by raising debit note to the
Distributors. Also, I have been always vocal about
it that we must expose those black spots of our
channel community, who are involved in selling
spurious material which affects the whole channel
community.
Creating own marketplace:

Arun Dey, President, ITAO
We want to have a consent on whether FAIITA
should create its own marketplace or not. According
to the fraternity feedback we should have our own
marketplace. We also need to decide whether we
will form our own marketplace or should go for a
joint venture. Considering everyones views present
in the meeting, as of now we are not ready to create
our own marketplace. In future when we will be ready we will definitely
take it forward. We have postponed the idea for the next meeting.
Narendra Bheda, President, CMDA-Pune

The main objective of FAIITA was to fight
against online price parity. We are fighting against
online and at the same time we are considering to
create an online marketplace, which is a serious
issue. With this we are opening another platform
for the Channel members who sell their products
online. So it is better to control the vendors and
those members who are not giving proper pricing.
Rushab Shah, President, TAIT
To come up with an own online marketplace
will require immense resources, it is a mammoth
task. We do not have resources like big online
marketplaces so we should concentrate on vendor
engagement so that we can discuss the level playing
field.
Forming our own Brand

Champak RajGurjar, President, FIITA
Unity is very important and if we are united then
we have lots of opportunity in FAIITA. As discussed
in FAIITAs Kolkata conclave, we should have our own
Brand. We had a meeting with Foxconn and they are
interested to come up with a Brand with us. Now if
both Foxconn and our association members are ready
then we need to decide our next step. Interested
members of FAIITA can become a partner of the company.
Alok Gupta, Past President, ISODA
We need to understand our society as we are a
non-profit body. When this type of body which is
meant to look after the interests of members becomes
a commercial organization, then it loses its sight and
vision. We should look for the common good.
New business model

Senthil Kumar M, President CONFEDITA
CONFED-ITA has created a company
called CONCOM Communications Ltd. It is a
public limited company and we have collected 500
demand drafts from our members to form this.
Here the interested members have to pay Rs 50000
as shareholders. We have 1490 members and among
them 500 members have already payed their share. We have 25 associations
in CONFED-ITA, out of which we have selected 25 Directors for the
company. The company will initially distribute exclusive pull products to
its promoters (CONFED-ITA members) and other IT traders in Tamil
Nadu to sell the products. We are looking for a turnover of RS 50 crores
in a span of 2 years.
Amit Shah, President, FITAG
We have taken an initiative of an exhibition in
tier 3 cities like Anand, Mehsada, Gandhinagar and
other places. It starts from January. FITAG always
believes in enablement of tire 3 cities. I take this
opportunity to invite everyone for the exhibition. I
also welcome Senthil Kumar with the same business
model in Gujarat.
Key Take Away

The concept of Make in India has penetrated so deep into the roots of the business that not only the major brands but also the VAR (Value Added
Resellers) community, who are the key drivers of the market, have thought to come up with a local brand by uniting with their respective Associations.
They can source the products from different places and further repackage and brand it to sell to their respective customers. With this they can earn a
sizeable amount of profit. Whereas when they sell the same product of any MNC brand, they get just one-fourth of the current profit. With this trend,
there can be a revolution among the community to bring their respective Brand products.
Another noticeable fact is that online commerce cannot be stopped but partners can change the dynamics of selling by implying innovative ways in
terms of Go To Market.
Mr. Deepak Kumar Sahu,Publisher

Cum Chief -editor,VARINDIA felicitating
the Round Table Discussion
Mr. Girish Mamtani,Product ManagerEnterprise( Sales & Marketing)
Mr. Om Ahuja- Vice President, Information
Security- Inspira Enterprise

India2015
Pvt. Ltd 45
www.varindia.com
November
COVER STORY
Its raining offers
Everywhere!
ales, offers, goodies, freebies, discounts

are the words that are seen in every nook
and corner store and also at online stores during
the festive season. Festivities are the time for
merry-making and rejoicing. Buying new things
or gifts doubles the joy at this time. With time,
needs of the people change and so the demand.
A major shift has been noticed these days in
commodity buying. Now, people have started
buying consumer electronics and mobiles on
festive occasions. Another trend that is quite
noticeable is buying commodities from online
marketplace where people can shop their heart
out. To attract this section of the masses,
companies come up with best product launches,
catchy schemes, goodies, loyalty programmes,
discounts, etc. The companies look forward to
this period of the year when they witness an
upsurge in sales and this adds to their growth
trajectory.
Ritu Gupta, Director Marketing, Dell
India, says, Festivals are an occasion for
Shripal Gandhi
Founder & CEO
Swipe Technologies
46
November 2015
Ritu Gupta
Director, Marketing,
Dell India
togetherness and celebrations with all our near
and dear ones. It is also a season for exchanging
gifts and sharing the joy of celebration. This
festive season, we wish to celebrate with our
customers and encourage them to ShareTheJoy
with the power of technology. With the launch
of our new festive campaign, we aim to sweeten
our customers experience with special offers
S. Rajendran
Chief Marketing Officer,
Acer India
www.varindia.com
available on our entire Dell Inspiron and Vostro

range.
The last quarter has been the best quarter
for Swipe and keeping the same momentum at
Diwali, we are expecting best Diwali this year,
especially because of Swipe's increasing focus
on omnichannel presence. We are looking
forward to massive sellouts in terms of tertiary
or end-consumer sale, commented Shripal
Gandhi, Founder & CEO, Swipe Technologies.
S. Rajendran, Chief Marketing Officer,
Acer India, said, The festive spirit is in the
air with Durga Puja, Dussehra and Diwali. To
make gifting and shopping even more special
for our consumers, Acer brings its mega Diwali
celebration offer promotion. The primary
objective of this special festive campaign is to
engage with consumers at the ground level and
strengthen our brand connect.
Through this campaign, we also intend to
reinforce our relationship with our channel
partners and regional distributors and increase
Sudhin Mathur,
Director- Smartphones,
Lenovo India
Sanjay Kumar Kalirona,

Mobile Business Head,
Intex Technologies
our sales. We have introduced this special festive
offer to spread more fervour amongst our
consumers, offering them yet another reason to
purchase an Acer device."
Consumer buying trends

From time to time, with varying needs
consumers demand changes. It is the need
that decides the buying trends. This year,
smartphones with 4G features are in much
demand among the people.
Sudhin Mathur, Director Smartphones,
Lenovo India, expressed his views, Our
product lineups have mostly been customer
demand based. In the past year, the growing
customer response to our 4G portfolio has been
very encouraging. We are now looking to offer
Rajesh Khurana Country Manager for India & SAARC,

Seagate Technology
than ever. This, in turn, calls for more storage.
The young technology enthusiasts are looking
for a storage device which is stylish and has
features that would satisfy their data storage
needs easily and efficiently.
Todays consumers are well aware of the
current trends of data storage solutions and
are looking at various aspects when making a
purchase decision. Apart from features like easeof-use, they look at storage capacity, durability,
reliability, data security, data sharing, etc. For an
external drive, consumers are also looking at
the aesthetics of a drive. They look for a sleek,
portable and stylish drive that represents their
styles.
Keeping this trend in mind, Seagate offers
data storage solutions that answer to various
lifestyles, such as Seagate Seven and Seagate
Backup Plus Slim, added Rajesh Khurana,
Country Manager for India & SAARC, Seagate
Technology.
Alok Garodia,
Managing Director
Jupiter International Ltd.
the Diwali season in the Indian market. To
strengthen the existing retail network, OPPO
will also launch 8 exclusive stores in the key
markets like Madhya Pradesh, Tamil Nadu,
Kerala, Pune and Bangalore, commented Mike
Wang, CEO, OPPO Mobiles India
Online or Offline
Though the new shopping trend of online
marketplace has spread like a virus across the
country but the vendors are still concentrating
on brick and mortar stores. For the vendors,
both online and offline channel is important in
this season.
The way consumers choose and buy
smartphones is continuously evolving and, at
Revenue expectation
Rajesh Doshi,
Director
Zebronics
our customers an improved service experience.
We are enhancing some of our most popular
smartphone devices with premium add-on
features for Diwali.
With the advent of 4G services, Intex has
launched a slew of 4G handsets and has an
aggressive lineup in this category for the festive
season. Also keeping in mind the festive season,
Intex, in the month of October, entered the
Rs.10K-15K segment with category defying 4Gmodels Aqua ACE and Cloud Swift having
3GB RAM.
In every festive season, customers look out
for good phones at discounted prices or exchange
offers. Intex has always given its customers and
market high-end classy smartphones at very
affordable and appealing prices, said Sanjay
Kumar Kalirona, Mobile Business Head, Intex
Technologies.
With the growing number of smartphones
and tablets, people are generating more content
With new product launches and special

offers, companies always expect a surge in
revenue. New products are meant to boost the
market shares of the companies.
With the new products / models range
introduced for this festival season, we are
expecting at least 810% growth compared to
the last years festive season, said Alok Garodia,
Managing Director, Jupiter International Ltd.
We are expecting an increase of 2025%
sales during the period from October to
November, added Sanjay Kumar Kalirona,
Mobile Business Head, Intex Technologies.
We are expecting a growth of 40% this
quarter from the previous one. Our growth
could be attributed to Sound Monster range
of speakers, advance and meticulous planning
of various models for this festive season
worked well, stated Rajesh Doshi, Director,
Zebronics.
This festive season, OPPO has some other
plans apart from achieving a decent market
share. It is aiming to spread its footprint pan
India with its go-to-market strategy.
This festive season, OPPO plans to
expand the reach of the brand across India with
an aggressive marketing strategy, new product
launches, attractive pricing and retail expansion.
We aim to achieve a decent market share and
more than 100% growth in sales as compared
to the last festive season. We are, therefore,
planning to spend over Rs.40 crore around
Mike Wang,
CEO,
OPPO Mobiles India
OPPO, we are focussing on retail as of now but
do keep the window open for online sales as
well, said Mike Wang, CEO, OPPO Mobiles
India.
Intex has a strong presence in the
e-commerce space too with exclusive tie-ups
and presence all across the online space. Besides
our presence in the organized retail chains and
e-commerce sites, we have recently opened our
exclusive branded store Intex Smart World
as experience zones, and plan to come with
400 stores across the country. At present, we
have 30 such brand stores which are already
operational.
For us in the past few quarters, sales from
the online platform have surely picked up but still
the major share is coming from the traditional
channel, commented Sanjay Kumar Kalirona,
Mobile Business Head, Intex Technologies.
As of now, we are more into the channeldriven business. No doubt, e-commerce has
www.varindia.com
November 2015
47
COVER STORY
Though the new
shopping trend of
online marketplace
has spread like a virus
across the country but
the vendors are still
concentrating on brick
and mortar stores. For
the vendors, both online
and offline channel is
important in this season.
shown unprecedented growth during the last
two years and we are a part of it to a limited
extent only as we have some exclusive products
for this platform, said Alok Garodia, Managing
Director, Jupiter International Ltd.
Offers
This is the time when consumers are flooded
with offers, discounts, goodies, etc. The festival
season usually sees a boost in sales as people
spend on their loved ones. To fuel it more,
vendors shower the customers with exclusive
deals and offers.
To offer something more than value, Lava
has chosen to address the biggest concern
of the customers that is screen replacement
in case of accidental damage. Luke Prakash,
48
November 2015
www.varindia.com
Vice-President & National Head Sales &

Distribution, Lava International Limited, said,
This season, we want to offer something
that consumers will value and will help them
get more out of their purchase. We feel that
irrespective of the price segment one thing that
the consumers are concerned about is screen
replacement in case of an accidental damage.
The number of such instances has increased,
given the amount of time being spent on mobile
phones. In line with this, we have launched a
screen replacement offer across our portfolio
and since the replacement can be availed
anytime in the next year one year from the date
of purchase, it will practically take care of the
entire life cycle of the device for a consumer.
Yes, we have introduced a silver coin scheme
in traditional retail and special gratification to
online consumers in terms of early access of
devices, special scheme, accessories bundling,
complimentary insurance cover, etc, said
Shripal Gandhi, Founder & CEO, Swipe
Technologies.
Any customer buying Intex handsets priced
above Rs.6,000 will be eligible for 1-year one-time
screen breakage warranty for free. Moreover,
the customer will also get a complimentary
bagpack, said Sanjay Kumar Kalirona, Mobile
Business Head, Intex Technologies.
The telecom service providers are equally
forthcoming and aggressive in making such
offers. They are also offering festive season deals
to their customers. Anupam Vasudev, Chief
Marketing Officer, Aircel, said, This festive
season, Aircel, in keeping with its commitment
Anupam Vasudev
Chief Marketing Officer,
Aircel
of doing a little extra for the customers, has
launched an exciting and holistic roaming pack
ApnoKeSaath that has been tailor-made for
frequent travellers. The pack offers 100-167
minutes of free incoming and outgoing roaming
calls. We have also taken into account the needs
of the growing data users and our customers can
also enjoy 100MB of free 2G and 3G data.
At Last
Though the growth of the economy is
slow, still it is unable to hamper the spirit of
shopping. People are on a shopping spree and
all the companies have also geared up for the
festive season.
Festivity is the time to rejoice and spread
happiness. It is the time to shop, to gift and to
love everyone. n
VAR Market Insight
Selling the Cloud: Are Your Channel

Partners Ready for Driving
Cloud Consumption?
S
elling Cloud services is a challenging proposition. Therere

certainly many fears associated with cloud, security being the
topmost among them. While these concerns are associated mostly
with public Cloud, the impact is visible in private cloud and hybrid
cloud segments as well. In this context, cloud service providers need to
look for strategies that alleviate the fears about cloud and bring its real
benefits to the market. The providers channel strategy should focus
on enabling partners to help drive cloud consumption among the right
customers so that both parties can draw maximum value from their
investments.
Are your channel partners aware of the

challenges?
Cost of marketing and selling cloud services is comparably higher
than that of on-premise models. Cloud is an evolving technology, so
providers are mostly targeting the first-time buyers who may not be
aware of the model suitable for their business. Lack of understanding
of the cloud solution from the customers viewpoint and lack of
understanding of the customer requirement from the providers side will
directly impact the overall success of cloud deployment. Such pitfalls
in deployment will cause dissatisfaction among customers, resulting in
premature customer churns and economic loss to all parties.
Channel partners have a lead role to play in driving cloud
transformation. Being the face of the cloud service provider, the
partner is responsible for building the right go-to-market strategy for
cloud so that it brings business benefits to all parties involved. They
need to focus on the strengths of the technology while also gaining
insights about the typical concerns, which customers are likely to raise
while on their path to a cloud based solution. Customers perceive cloud
as the cost effective alternative to traditional IT, so the approach to
sales should revolve around the business impact that cloud brings to
these customers.
Going to market with a handful of Cloud

challenges
In the world of cloud, the task is not to sell a product only the
task at hand is to sell and most importantly, drive consumption. The
requirement is to ensure that while the purchase happens, the usage and
thereby the consumption is also an absolute focus.
One of the biggest challenges to selling cloud is that ROI from
cloud deployments will be negative till it attains the inflection point.
Hence, the value of a cloud deployment will be measured in terms of
other KPIs, for example, the ease of operation, cost gains over onpremise model, flexibility, and technological advantage, all of which will
result in a competitive edge for the customers. Since there is no single
off-the-shelf model for a cloud solution, it is important that the cloud
provider or channel partner identify the specific needs of the customer
and focus on the KPIs that will add immediate value to their cloud
deployment.
Cost Matters in Cloud

Cost being the most attractive proposition of cloud, providers are
also challenged with the pricing. While incumbent providers find it
easier to sell cloud at cheaper rate, newcomers find it hard to achieve
the same price scale owing to the recurring investments in infrastructure
and cost of operations. Providers have to accept the reality that pricing
pays hugely while selling the cloud; hence, they need to design a value
proposition that will attract customers in terms of cost and results. In
Snehahshish
Co-founder and CEO, Denave India Pvt Ltd
short, their channel strategy should accommodate the demands from
the competitive market that requires greater level of perseverance and
stern actions to deliver best value to customers.
With global Software-as-a-Service (SaaS) market expected to reach
$106 billion in 2016, all concerns about the success of cloud business
are uncalled for. However, cloud companies and their partners must be
wary of the growing competition and the challenges associated with
retaining customers.
Know your customer before going to market

The knowledge and experience in driving consumption in this
market is an absolute key in order to target incremental and consistently
growing revenues. If you are an organisation thats focusing on selling
and driving cloud consumption, you need to absolutely partner with
experts who can become your extended sales force to:
-
Increase awareness
-
Drive readiness in the eco-system to help faster adoption
-
Drive activation
- Grow usage
-
Drive consumption
Having realized the risks in customer acquisition, providers have to
prepare their channel partners to identify the most profitable customers
in the market. The first step in the process is to identify the short-term
and long-term goals of the customer. After identifying these goals,
they can go to market with a handful of questions that will help them
design an outline of the cloud deployment and its potential impact on
the customer. The channel partner should be able to put himself in
the shoes of a customer and ask the questions which are likely to be
raised by the customer: When will the cloud deployment start paying
off ? What immediate benefits it can bring to the firm? What cost
benefits do it offer over traditional models? What is the USP of the
provider? etc.
Since the scope of cloud deployment also varies based on the
economic and regulatory conditions of the country/countries where
a business is operating, providers and channel partners should be
cautious of the changing requirements of the market and thereby gain
a competitive advantage over others.
The world of cloud is evolving at a pace thats difficult to catch
up with. To be ahead of the curve, the need of the hour, therefore, is to
move at a pace faster than that! Sales models are evolving rapidly, creating
next wave of opportunities for cloud providers; and undoubtedly, cloud
provider is the key enabler of this transformation. n
www.varindia.com
November 2015
49
COVER STORY
Smart City A Coveted

yet a Complex Project
If the concept of Smart City is delivered as promised, it will bring in smart solutions both for government and
people. However, not much progress has been seen, other than announcing the names of the cities and most recently
the names of consultants aiding in this project. So where is the bottleneck?
ight after the announcement of the Smart City vision,

budgetary allocations were provided, policy guidelines drafted,
selection criteria finalized, consultants short-listed, candidate city
proposals evaluated and 98 cities chosen. The 98 local governments
across the country have also been prompt in identifying and appointing
consultants to prepare Smart City development plans to be submitted
to the Ministry of Urban Development (MoUD). The structure of the
staged process towards selection of up to 20 cities in the first phase
is rightly in place, with proposals from competing cities due midDecember.
The Ministry is also making considerable progress in policies
that exploit technology in transforming the urban socio-economic
landscape. Besides, the relaxation of FDI eligibility thresholds aimed
at the creation of Smart Cities provides the financial platform for
technology-enabled urban regions. However, though the Smart City
project has been launched by the Government of India, its momentum
and success depends on the participation of all involved - stakeholders,
including state legislatures, private sector entities and interested foreign
governments. Due to the sheer scale of the 100 Smart City project,
and given that the budget will be allotted over the next five years, we do
not expect to see results overnight. As of now, the Smart City project
is in its design phase, with consultancy firms preparing action plans
for the proposed cities, says Manish Sharma, President CEAMA and
Managing Director - Panasonic India & South Asia.
According to CN Raghupathi, Senior Vice President and Head, India
Business Unit Infosys, Smart Cities is a complex concept and requires
multidimensional planning, coordination and execution. The current
stage is that of deliberation and planning. Having said that, there are
however several challenges on the ground such as taking the debate
from basic infrastructure to that of integration, economic development
and smarter systems. Financing these smart cities is another challenge
to be addressed. It is no doubt an uphill task but things have started
moving on ground.
We were delighted to know about Indias bold initiative towards a
Smart City and the countrys 100 Smart Cities Mission, as announced
by the India PM in June this year. India is a vast country and people
naturally move to urban areas due to better job opportunities and a
Concept-building is at the foundation

of any smart city. Municipalities and
developers need to clarify what kind of
smart city they want to create, taking in
the social, economic and environmental
contexts and bandwidths of their localities.
Many conventional smart cities focus
on a high level of infrastructure, smart
energy, and are product and technology
oriented. But whatever the vision may be,
it is only with clarity and coordination that
projects can work as per their timelines.
50
November 2015
www.varindia.com
Lux Rao
Country Leader HP Future Cities & CTO

Technology Services, HP India Sales
better standard of living. The rising population growth in mega cities
such as Mumbai and Delhi may be a key challenge to the government
as their needs will be different from smaller cities. It is an ambitious
plan, so it would be advisable to take gradual steps and engage citizens
on a community level to know their needs, so that solutions can be
created based on feedback, says Santhosh D Souza, Director- Systems
Engineering, NetApp Marketing & Services Pvt. Ltd India.
He further continues, The very fact that the Central Government
had to launch an over-arching Smart City framework in collaboration
with State government and City authorities points to the infrastructural
lacunae across our cities. Previous attempts at urban renewal and city/
state-level efforts not-withstanding, we do have some distance to
traverse before our cities attain smart status.
According to him, countries such as France and United Kingdom
have supported the governments decision and have gone a step
further and guaranteed aid. Now that new industrial corridors have
been introduced, incentives for manufacturing units and measures to
promote investments in the development of factories, airports, ports
and roads will ensure that India attracts investors in all sectors that
contribute to the building of Smart Cities, he adds.
HPs vision for Future Cities is one that is a self-sustaining ecosystem
that allows efficient and effective utilization and management of
resources like energy and water. HPs vision focuses around a citizen
and community centric approach that calls for open and collaborative
systems allowing transparency and public access to data, eventually
leading to citizen empowerment, effective e-governance and economic
growth. Governments around the world partner with HP to radically
transform what they do and how they operate, to shift from an outputbased paradigm to a citizen-centric government focused on results
and public value, says Lux Rao, Country Leader HP Future Cities
& CTO Technology Services, HP India Sales.
Koichiro Koide
MD
NEC India
How to turn Smart City into a Reality?
What is required to make Smart City a reality is long-term planning.
The purpose of Smart Cities is to create a sustainable future and it is
the duty of all the stakeholders involved in it to set common targets
and clearly defined goals for urban development and work in cohesion.
Our Sustainable Smart Town (SST), Fujisawa, in Japan, endures
because we have outlined a roadmap for the next century, which we
hold as our reference point, cites Manish.
In 2007, Panasonic jointly laid down the town development policy
with the local government for Fujisawa, under the Town Development
Council. The goal was to create a smart growth community that could
support sustainable development for at least 100 years. We followed
a consortium model of 18 companies, of which Panasonic was at the
helm, together identifying our core priorities for sustainability, which
were energy, security, mobility, healthcare and community. A consortium
model is ideal for the building of a smart city as each entity, public or
private, can best leverage its expertise to provide economical Smart
City solutions, Manish says.
One aspect of Smart City that Raghupathi clearly points out is the
challenge to have all stakeholders take responsibility and ownership of
the smart city implementation. This should not remain a consultant
driven project with its relevance fading past the expiry of consulting
contracts. We believe participation and accountability are the first degree
steps towards achieving the Smart Cities dream. There may be a need to
create new institutional structures to achieve this. An entrepreneurial
approach that will make the real difference, he exclaims.
Finally, he also believes that the Smart Cities Mission should be
seen in conjugation with the wider Digital India, Housing for All, Make
in India, Skill India and Clean India missions. There is no reason
that the Digital India infrastructure cannot be leased to fund local
governments, the housing for all cannot have smart monitoring of
structural integrity and service levels, clean India funds cannot help
the walking infrastructure and its upkeep. The possibilities are many,
he says.
Concept-building is at the foundation of any smart city.
Municipalities and developers need to clarify what kind of smart city
they want to create, taking in the social, economic and environmental
contexts and bandwidths of their localities. Many conventional smart
cities focus on a high level of infrastructure, smart energy, and are
product and technology oriented. But whatever the vision may be, it is
only with clarity and coordination that projects can work as per their
timelines.
Having defined the scope of the Smart Cities project, it seems
quite evident that only information technology can overcome the

scale of the challenges. At the heart of the project is the concept
of sustainable and safe eco-systems: self-sustaining neighborhoods,
efficient and planned traffic management, access to citizen services
from home rather than in civic offices. The all pervasive use of IT is
the foundation on which these smart cities will be built. In the long
run, the IT infrastructure should be able to cater to transaction volumes
on a diverse set of applications at scale, automate processes with failsafe mechanisms built-in, and make living in these cities a considerably
richer experience. Needless to say, this will result in a huge amount of
data: e-governance applications generating large amounts of structured
data, civic amenity-related applications simultaneously producing large
amounts of unstructured data. If Information Technology is the
foundation of a Smart City, a robust, agile and efficient Data Storage,
Services and Management architecture will be the Keystone in its
arch, states Santosh.
For NEC however, Smart City is a reality. As one of the first
companies to promote the Smart City concept, NEC created our
motto We Make Cities Safer to reflect our commitment to help
cities flexibly respond to challenges that arise during the development
of urban and industrial infrastructure. As cities evolve, city planners
have used advanced technologies also adapt to address the challenges
that many cities face such as industrial growth and rising population.
In this respect, the Smart City concept is actually closer to reality than
what others might think, asserts Koichiro Koide, MD - NEC India.
Opportunities for vendors

The Government of Indias 100 Smart City initiative has spelt new
opportunities and added a new dimension for the brands participating
in it. It is little wonder that these brands would always want Smart City
to be a successful initiative.
NEC has already successfully deployed its advanced Face
Recognition System in Surat Safe City for Surat Police, and at Lemon
Tree Premier, Delhi Airport in India. These solutions empower
security teams to prevent crime by offering real-time blacklist and
white-list management using highly intelligent live CCTV feed analysis.
In addition, NEC is also working with the Government of Andhra
Pradesh to provide comprehensive safety and security solutions in the
city of Tirupati.
In India, Panasonic showcased its smart solutions at a seminar in
Manish Sharma, President CEAMA

and Managing Director - Panasonic
India & South Asia
www.varindia.com
November 2015
51
COVER STORY
CN Raghupathi, Senior Vice President

and Head, India Business Unit Infosys
association with CREDAI this August, demonstrating the full range of
solutions that Panasonic offers for the development of smart cities.
Its products and services have been effectively utilized in Panasonics
Fujisawa model town, where each home includes its integrated suite
of technology centric applications from home appliances, security and
surveillance solutions, energy management systems, displays, business
communications systems and even entertainment solutions. These
include solar power panels, public and private HD surveillance cameras,
LED street lights with motion sensors, wireless video door phones in
every home, and consumer products designed to promote zero carbon
footprint homes through integrated energy creation, storage and saving
systems. Given Indias rapidly changing urban landscape, Panasonic
hopes to continue to work closely with real estate developers in India
to understand their requirements on local smart city projects, says
Manish.
Infosys has a multi-pronged approach to Smart Cities. While
we are actively building capabilities in the domain via Industry
partnerships, we are also engaged with key ministries, consultants, IT
service providers, Energy and Power companies, Transport solution
providers etc. in defining Smart Cities for India, cites Raghupathi.
Infosys has developed significant capabilities in e-governance
and citizen centric projects through its involvement in multiple
central and state level projects in India. On top of this, it managed to
achieve significant advancements in urban and digital infrastructure
development, creating and managing urban services, and incorporating
smart technologies to achieve unparalleled efficiencies in its smart
campuses across India. Infosys has strong capabilities in Internet of
Things (IoT) and are creating platforms to serve the needs of smart
cities. We are also working on our consulting frameworks and solutions
in the space, seeking to provide holistic and integrated solutions from
strategy to implementation. We will keenly watch the developments
in this space and we hope that some innovative engagement models
would evolve to engage IT industry for such complex and prestigious
mission, he adds.
NetApp is also actively engaged in developing differentiated, mature
solutions with technology and consulting partners in the Internet
of Things (IoT) space. We have delivered designs that respond to
requirements in the areas of Mobility, M2M (Machine To Machine)
interactions, Smart Energy Grids, Transportation and Smart Cities. In
the context of Smart Cities, where virtually everything is collecting data
and interacting with other things as well as with datacentres, the impact
on storage is going to be immense. Our Data Storage, Services and
Management portfolio enables highly available data access, unrivalled
efficiency and optimal performance at scale; all of which are critical for
government and civic functions. Our platforms are highly responsive
as they employ low-latency Flash technology on all tiers in a data path,
explains Santosh.
52
November 2015
www.varindia.com
Smart City is a complex concept and

requires multidimensional planning,
coordination and execution. The current
stage is that of deliberation and planning.
Having said that, there are however several
challenges on the ground such as taking
the debate from basic infrastructure to
that of integration, economic development
and smarter systems. Financing these
smart cities is another challenge to be
addressed. It is no doubt an uphill task but
things have started moving on ground.
What is next
The Smart City is indeed a bold and a very ambitious step as pointed
by many. But the first step is always crucial as it lays the blueprint for
the city, on the basis of which potential sponsors and service-providers
will come together to raise funds and invest in the development of
Smart Cities. The key challenges as pointed out by Santosh would be
however to ensure a relatively painless process through which a city,
Santhosh D Souza, Director- Systems

Engineering, NetApp Marketing &
Services Pvt. Ltd India
whose infrastructure is already subject to heavy usage, evolves into a
smart city. Another challenge would be ensuring the consistent and
firm application of world-class norms across several cities and across
agencies within each city as projects begin to get executed. Finally
a technology architecture that is standards-based, with components
defined comprehensively in terms of features and operational
characteristics will go a long way in time-bound delivery on objectives.
There are also several live examples and similar projects executed in
various cities across the world to learn from. Studying the life-cycle
of those projects would ensure that we avoid pit-falls and apply the
learnings from them up-front in defining our projects. n
CHANNEL BUZZ
Barracuda will continue to invest

locally with the help of Channel
Murali Urs, Country Manager, Barracuda Networks,
India, speaks with VARINDIA on how the company is
shaping up in the country with the help of its partners
and what does it seek to attain going forward
arracuda has become a highly visible

and recognizable brand as a trusted IT
partner. Its business model is built on the core
values of speed and agility, which it applies to
all aspects of its approach, including technology
innovations, delivery and deployment of its
solutions and responses to customers inquiries.
This integrated model enables it to tailor the
customer experience to deliver powerful yet
easy-to-use security and storage solutions
and high-value, recurring subscriptions to IT
professionals in the way that works best for their
organizations.
We believe partners and customers alike
have come to rely on Barracuda as a trusted
IT partner. We invest in brand development
efforts to help solidify our position as a go-to
provider of powerful yet easy-to-use security
and storage solutions. The principal focus
of our marketing programmes is to reach IT
professionals and elevate their awareness of our
comprehensive portfolio of security and storage
solutions. We believe this is highly differentiated
from our competitors and keep our customers
coming back to Barracuda over and over again,
asserts Murali Urs, Country Manager, Barracuda
Networks, India.
Definitely, Channel is one of the key pillars
of Barracudas strategy for India that help
support the customers product, services, and
support needs. They help Barracuda get a better
appreciation of customer challenges and their
requirements. To make them stronger and more
effective, Barracuda has enhanced its channel

programme to provide the necessary structure
and tools to allow resellers to successfully sell
and support Barracuda solutions for mutual
customers. The new programme is designed
to accelerate profitability for loyal partners
and to attract new, motivated partners. It is
designed to provide partners with the necessary
economics, resources and technology to enable
their businesses. With the enhanced programme,
Barracuda aims to establish global consistency
with more levels for greater participation, and
reward partners at each of the new levels
Premier, Preferred, Authorized and Registered.
The previous levels included Diamond, Platinum
and Certified, but now it has been changed to
these new levels.
Under this programme, channel partners
who qualify and are approved by Barracuda to
provide managed services can leverage Barracuda
Backup and Barracuda NG Firewall. This option
opens up new revenue generation opportunities
for channel partners who offer managed
security and storage services to customers.
Partners at each level will have the opportunity
to take advantage of improved discounts for
evaluation of products throughout Barracudas
broad portfolio, extensive product training from
Barracuda University and a more flexible deal
registration process.
M Tech, Round Robin and Redington India
Limited are the distributors Barracuda is working
with in India. Barracuda appointed Redington
Murali Urs
Country Manager,
Barracuda Networks, India
India Limited as its national distributor only last
year.
Going ahead
The future plan of Barracuda is to continue
building the Barracuda brand, end customer
market and the channel community. It also wants
to continue building a team to focus on a hybrid
model which will be to work with the partners and
with end-customers. Going forward, Barracudas
focus will be to sell strategic solutions like
WAF, Message Archiving and Next- Generation
Firewall to large enterprise businesses. It wants
to power its channel even further. n
PARTNERS SPEAK
Manoj Madhavan, Business Head (Backup
Storage & Security), Cubic Computing
Cubic has been associated with Barracuda
Networks for the past two years. We see
Barracuda Networks as a complete solution
provider to address most of the customer
needs in terms of providing End-to-End
Solutions on Security, Backup and Archival.
The company has solutions offerings
catering to all levels of customers like SMB,
Mid and Enterprise. Also, Barracuda Networks
Local Technical Support has been very supportive
to provide us DEMO/POC or Joint Calls, as and when required.
We would highly recommend peers in our channel community to
partner with Barracuda Networks as a trusted vendor. We have tasted
great success on many backup solution deals where competition never
thought that Barracuda Networks solutions can address customers
needs. All our customers have renewed their support which shows the
confidence in the product.
Last but not the least, Barracuda Networks ensures great margin on
every deal.
Ashok Prabhu, CEO, Valuepoint Techsol

Barracuda Networks has very enviable security and
storage solution offerings and has an unrestricted
user-based licensing model for better RoI. Also,
Barracuda has Cloud-based management
interface to manage all Barracuda solutions
which is a huge advantage. This makes
Barracuda ideally suited for the SME market.
It is a One-Stop Shop for Security solutions
and Backup and has an unlimited user-based
licensing, i.e. not restricted to the number of users
and provides cloud management of all solutions
Barracuda Networks, to me, is a technology sale and not a box sale.
Hence, we need to be fully updated and trained on the pre-sales and
post-sale implementation and support. Barracudas local pre-sales team
plays a major role in training our technical resources and helps achieve
certification subsequently.
We are planning to bundle Barracuda solutions as part of each
proposal which will connect the Barracuda brand with our customer
base.
www.varindia.com
November 2015
53
VAR CORPORATE
Legends of Lenovo 2015 meet at Cambodia

L
enovo India has recently hosted its first combined

Commercial Business Partner Meet in Cambodia for its
commercial & EBG partners. Centered on the theme Legends
of Lenovo 2015, and set against the backdrop of Angkor Wat
UNESCO world Heritage Centre, Lenovo India brought together
existing commercial business partners along with newly acquired
SystemX business partners.
This annual tradition of bringing together all of Lenovos
business partners is aimed at delighting them with rare
experiences. Steadily scaling up, this years exclusive event saw 53
Partner invitees, where partners got to enjoy Lenovos new and
innovative methods of bonding and focused activities. The event
was designed with the aim of strengthening the connect Lenovo
shares with its partners.
Talking about the meet, Rahul Agarwal, Managing Director,
Lenovo India said, Partners have always been our core focus and
they play a critical role in Lenovos success story. It is heartening
to see this annual partner meet get bigger each year. We are
committed towards building stronger ties and create a personal
connect with our partners.
At a gala-night function, Lenovo partners were awarded for
their significant contribution to Lenovos business in the previous
financial year and for great post-integration business continuity.
The awardees were given surprise congratulatory messages from
their loved ones on the screen real-time.
Apart from the award ceremony, partners were taken on a tuktuk tour of the legendary Angkor temple and visited one of the
worlds best jungle zipline tours, Flight of the Gibbons.
The company is aggressively looking to meet its business
objectives by deepening its partner engagement and reaffirm
their relationship with the partner network.
Rahul Agarwal
Managing Director
Lenovo India
Lenovo Award Winners

54
Best Distributor Top seller

Best Distributor New Partner acquisition
Best Distributor for driving breadth
Best Distributor for Runrate biz (EBG)
Best Business Partner, Metro (Premium Mix)
Best Business Partner, Geo (Premium Mix)
Best Commercial segment Partner, Metro
Best Commercial segment Partner, Geo
Best EBG RR Partner, Metro
Best EBG RR Partner, Geo
Best Partner, Overseas
Best Partner, consistent EBG performance
Best EBG competitive winback
Best named account Partner
November 2015
www.varindia.com
- IRIS Computers
- Rashi Peripherals
- Redington India
- IRIS Computers
- United Computers
- Microhard
- Om Sai Corp
- Vectra computers
- General Technologies
- Tricad Computers
- Thakral
- Comnet Vision
- Team computers
- CDP computers
Lenovo is a company that has shown great Promise and Vision

The wide acceptance of Lenovo as a Channel-friendly company gets reflected in the testimonials
that it receives from its distribution and reseller community. VARINDIA spoke to Anand
Chakravarthy, President - Redington (India) Limited, and we got to know more about the relationship
between these two companies one a principal vendor and the other a national distributor
For how long have you been in helping Lenovo to grow sectors like BFSI, Public Sector and SMBs.
We as an active association are participating
associated with Lenovo?
further?
Our association has been on ever since
Lenovo began its operations in India.
Lenovo is a channel-friendly company and
we owe a part of our success to it.
How has been your journey

with Lenovo in terms of
support?
From a product perspective, Lenovo
has an ever-expanding product portfolio.
The best part is that they keep in view the
distribution community while devising their
growth plans. It provides us an opportunity
to grow along with them and makes us
invest in the right resources and places. It is
a company that has shown a lot of promise
and vision with respect to its investments
and capital to identify the right production
technologies across different portfolios.
This has not only helped us alone but the
entire distribution community to grow. It
has expanded its horizon across all segments
commercial, consumer and enterprise
and has never been stagnant.
The basic strength of any distribution

company is the availability of capital,
deploying resources in the right place and
getting the kind of reach that Lenovo or
any other brand needs. Our strength comes
from the following aspects Capability to
invest in inventories; having the required
number of offices across the country
and looking at a countrywide geographic
expansion with the help of more than 25,000
channel partners with whom we share a
cordial business relationship. We operate
through 54 branches and reach out to more
than 150-160 cities across the country. This
has definitely helped Lenovo to expand its
presence in all the key markets.
What kind of projects have

you associated yourself with
Lenovo?
in every kind of projects with it.
What message would you

like to convey to the partners
through our medium?
To stay ahead of the curve, channel
partners need to learn about new
technologies that can help them to be more
competitive in the industry. Also, they can
follow a more consultative approach rather
than just being the sales point of contact,
which will add more value. Lenovo has
undertaken several engagement initiatives
on the channel front and imparts training
for partners every quarter, which helps
them to understand the market better.
Lenovo relies on its strong relationship
with the channel community to extend
its reach and considers them as natural
partners in profit. I believe more and more
How instrumental has been

the role of Lenovo in shaping
your business?
By establishing an effective channel
strategy, Lenovo has been able to increase
channel engagement, thereby boosting
growth and profitability. Lenovo has always
believed in implementing fair and ethical
practices to grow its business. It has been
successful in realigning its strategies to
match with the business goals, backed by
a comprehensive marketing programme
to create awareness. As incentive schemes
are important to drive business efficiently
and increase productivity, it keeps on
revamping its partner programmes so that
partners can earn 50% more on achieving
targets. Besides, it creates the right mix
of
communication, enablement and
engagement policies and maintains an open
communication with us.
To help partners maximize their
growth opportunities, Lenovo sets targets
depending on the vertical and profile they
are into. As mentioned, Lenovo introduces
reward programs from time to time that
are aimed at rewarding partners for new
business acquisitions. By such initiatives,
we have been able to grow, by way of
identifying the opportunities in specific
segments of the market.
Last but not the least, what

has been your core strength
Without naming any projects, I can say

that Lenovo has grown immensely in the
small and medium enterprises together with
the distribution and the partner community.
With respect to its enterprise products,
Lenovo has been doing well in all the major
partners should join Lenovos channel

ecosystem because it is a company that
works in tandem with everyone and tries
to have an open discussion for initiating
anything new. It is a wonderful company to
work with. n
www.varindia.com
November 2015
55
Protection of data more important than
IT infrastructure
Data plays an important role in the decision-making of any business and securing that data is even more important in todays
cyber-endangered world. So it is important to protect data rather than devices. Moreover, cybercriminals do not distinguish
between large or small business so cybersecurity is important for all businesses. Zakir Hussain, Head of ESS Distribution, official
distributor of ESETdiscussed about the importance of IT infrastructure.
arious industry studies estimate cyberattack-related losses at $300 billion to

$600 billion annually in the world. While there
is hardly any reliable estimation of the size of
cybercrimes in India, since most of the breach
cases go unreported in India, there is enough
evidence to prove that the cybercrime is
growing in India at a tremendous pace and its
nature is changing from targeting individuals
to basically siphoning money of enterprises.
Enterprises are as vulnerable as any home
user or small company. Cybercriminals do
not really distinguish between large and small
companies, or consider their revenues while
planning the attacks.
To curb these cyber-attacks, Indian
enterprises are taking positive steps for
establishing strong IT infrastructure security.
They invest in security solutions, ensure strong
BOYD policies as more and more employers
become the owners of smart devices.
Trends
Since the trends in IT security are moving
from protecting devices to securing data or
intellectual property, the enterprises should
constantly revise their security policies and
adopt more sophisticated risk management
solutions that allow them not only taking
preventive measures but ensure real-time
monitoring and control of the security
situation. The companies should ensure they
have security measures in place in all the
domains, from preventive, to detective, to
response. Further, these measures should cover
people, processes and technology altogether,
said Zakir Hussain, Head of ESS Distribution,
official distributor of ESET products in
India.
The sectors of business most targeted by
cybercriminals in India are companies of the
financial sector (banks, credit organizations,
insurance companies, payment systems), of
large and booming IT-BPO sector, as well as
online retailers, consumer brands and natural
resource companies.
Government Initiatives
Though the Government of India is at a
nascent stage to form policies and practices for
cybersecurity, but security of IT infrastructure
56
November 2015
www.varindia.com
be, and is, one of the first priorities of the

government agencies and policy- makers.
From the cybersecurity point of view, the
Indian Government, law-enforcement agencies
are still at the very initial stage of developing
policies and practices, although there have been
a lot of improvements in the past few years.
We understand the challenges faced by lawenforcement and national security authorities
at a time of rapidly-developing technologies
and cybercrime market are getting more
targeted and organized.
Zakir Hussain
Head of ESS Distribution,
official distributor of ESET
is of importance to the government. When it
comes to data protection, instead of controlling
or restricting cyberspace, the Government
should ask IT infrastructure owners to protect
information where it resides.
In the context of data protection, whether
it is government or corporate or personal data,
their mutual objectives of security control and
privacy must be taken into consideration. The
Government cannot protect cyber space by
controlling and restricting. Instead, it should
urge the owners of IT infrastructure to protect
infrastructure to ensure protection of the data.
Violating people's or companies privacy in the
interest of ensuring cybersecurity would defeat
the aim of cybersecurity itself. It might break
the token social contract and undermine
citizens trust in the government. Moreover, it
can impact Indias economic growth as India is
the huge outsourcing hub for the whole world.
The suggested amendments regarding privacy
regulation can hardly be accepted by the US,
the UK and European countries which are now
the largest customers of Indias IT industry,
said Hussain.
With initiatives like Digital India
promoted by India's Prime Minister Narendra
Modi, the security of IT infrastructure should
Strategy
The product portfolio ESS Distribution is
offering in the market, combined with channel
policies, unique marketing strategies and
overall market expertise are the key factors in
attributing to its growth.
While we have a certain range of products
that we have been promoting in India for many
years now, for example ESET consumer and
business security solutions, we are constantly
looking for new products and vendors available
in the market worldwide to ensure that we have
the most updated, advanced and innovative
product portfolio as we believe our partners
and clients deserve the best, added Hussain.
Apart from working closely with the
channel partners, providing them with sales
and technical trainings, ESS Distribution has
created a unique tool to help best performing
partners to invest more in the marketing of
solutions. For this, the company has created a
Market Development Fund (MDF) that allows
partners willing to conduct separate marketing
activities to claim certain funds.
At Last
The IT Security market is very potential,
especially now when the market drive is likely
to move towards the service side. Service today
is presented mostly by local solution providers,
system integrators, VARs and VADs and
the company focuses on expanding partner
network to ensure that security solutions are
deployed and constantly supported by strong
and reliable providers. n
FACE TO FACE
Blue Coat vouches for a fullyencrypted network security system

Manoj Sharma, WW Solutions Architect - Blue Coat Systems tells VARINDIA about what an
encrypted traffic management strategy can be like for an organization and how an encrypted
environment can mitigate the security risks that todays organizations are faced with -
What is the present state of

network security in the country
at present?
Business owners are getting increasingly
conscious of their deployed security. The
security pedigree we have in India is now better
educated on threats and on the possible solutions
empowered by the requirements that are driven
by their international partners and the vendors
working in India.
Cyber security has become an important
agenda item, but we still have a long way to go
when it comes to advanced persistent threats.
Our research labs are finding more and more
instances of same attacks are now being used in
different ways to exploit known vulnerabilities.
The security strategy needs to consider the
solution that identifies and/or prevent the known
attacks and also enable the organizations to
defend against unknown vulnerabilities aka zero
day attacks and advanced persistent threats.
While we are talking about the security
landscape, we should also consider the impact
on security posture, our users can cause. India
currently has the second largest population
of Internet users in the world, crossing 350
million this June. This is primarily driven by the
faster network connectivity and ease of use of
technology that mobile applications on smartdevices provide.
How would you summarize

an
ideal
encrypted
traffic
management strategy for an
organization? What would be its
benefits?
An ideal ETM strategy would comprise of an
effective solution set, procedures and policies to
address current and future encrypted traffic and
threats. This requires planning and collaboration
between IT Security and non-IT departments
such as Legal, Compliance, Human Resources
(HR) and more. Its more than just a technology
issue.
Employee awareness and understanding that
some of the organizations network traffic and
applications will be inspected and decrypted
is important for security, compliance and
employee satisfaction reasons. This is essential
for all employees and users especially at
the international level as different cultural
perspectives of traffic inspection will be a
factor.
The resulting ETM solution and strategy
would then provide the following benefits:
Eliminate the encrypted traffic blind spot (i.e.
all encrypted traffic, regardless of application
or port)
Cost-effectively enhance the existing security
Manoj Sharma
WW Solutions Architect
Blue Coat Systems
infrastructure (i.e. complement and enhance
the existing security infrastructure without
dismantling or disrupting it)
Assure high security encryption (i.e.
support the latest crypto standards and not
downgrading to lower, less secure levels)
Preserve privacy and compliance while
enabling comprehensive security (i.e.
selectively inspect and decrypt inbound and
outbound traffic based upon established
policies)
With the BYOD trend soon

catching
up, what
further
complications could it bring to an
encrypted environment?
The BYOD trend is certainly a driver of
more encrypted traffic within organizations
today - not because of the myriad of new,
innovative devices entering the organization,
but because of the mobile and cloud
applications being used through these devices.
Most business applications are now using
SSL/TLS communications by default (O365,
Google Docs, Salesforce.com, etc.) to ensure
data privacy and secure communications. This
growth of encrypted traffic will only continue as
more secure apps are delivered and implemented
within enterprises worldwide.
What
is
the
level
of
consciousness do you find on
the part of mid-level and small
organizations?
The internet is growing at a significant
pace and so has the amount of company data

saved online by organizations of all sizes. What
starts as a small organization has a potential to
grows into a larger enterprise. At this stage is
when organizations ponder over cybersecurity
concerns. It is important for companies to realise
that the required cybersecurity measures need
to be employed as a part of their growth plan
and not a remedial measure once their systems
have been threatened. Defining and building a
security posture needs to be a matter of utmost
consideration these decisions cannot be made in
haste.
Secondly, smaller and the mid-level
organizations consider a good cybersecurity to
be an expensive proposition but this does not
have to be the case. Companies like Blue Coat
Systems offer Cloud Security Models that are
readily being accepted within India and globally
and they provide a security posture without
having to put up large sums of money to invest
in anon-premise solutions. With such security
solutions cybersecurity need not be an expensive
affair.
The growing e commerce - business in the
country has seen several trading portals coming
up. How easy or difficult would it be for them to
migrate to such an encrypted environment?
By their design, these trading portals use
secure communications to maintain privacy
and integrity, so encrypted traffic exists - or is
introduced - by default. The challenge, which
is the next obvious step, is to monitor and
manage the encrypted traffic and applications
and ensure potential hidden threats dont enter
the organizationand that proprietary data does
not leave the organization (i.e. exfiltration). A
holistic approach with ETM vs a point product
approach based on simply turning SSL inspection
on - would circumvent these unwanted and
dangerous events from happening, saving the
trading company - and its users from lost
funds as well as from a damaged reputation.
How as a security company

would Blue Coat take it upon itself
the responsibility of spreading
awareness among companies of
encryption?
Blue Coat continues to play a leadership
role in driving awareness and action regarding
the necessity of encrypted traffic management
in organizations worldwide. Whether, through
market and sales campaigns, customer and partner
events or face-to-face meetings with CISOs and
Executive Boards, our goal is to eliminate the
security gap and risks due to encrypted traffic.
We are - and continue to plan to be - the leader
in this important business initiative. n
www.varindia.com
November 2015
57
TECHNOMANIA
Vulnerability Management What

does it Really Mean for your Business!
While most CEOs would agree
that Vulnerability Management
is critical to protecting their
business, if asked if they have
one in place, they would typically
answer that they have the right
firewalls, antivirus applications,
IDS, etc. But does Vulnerability
Management only mean that?
Though what they say is partially
correct, but they are missing on
the real picture.
Let us first begin with defining
what Vulnerability Management
actually means, according to SANS,
Vulnerability management is the
process in which vulnerabilities in
organizations IT infrastructure are
identified and the risks of these
vulnerabilities are evaluated. This
evaluation leads to correcting the
vulnerabilities and removing the
risk or a formal risk acceptance
by the management of an
organization (e.g. in case the
impact of an attack would be low

or the cost of correction does not
outweigh possible damages to the
organization).
Vulnerability Management is
an ongoing process not a one-time
response
Vulnerability
Management
(VM) is essentially identifying
and correcting network security
holes. Organizations typically
think of adopting a Vulnerability
management
process
when
disaster strikes. VM is an ongoing
continuous process that helps
organizations proactively identify,
assess & remedy any security
breach, it is not a one-time
response to a security calamity and
definitely not a tactical operations
that should be used occasionally.
A Vulnerability Management
typically consists of a Vulnerability
Assessment, Vulnerability Report,
Prioritization
and
Response.
Aruna Sundarajan appointed Secretary

in Ministry of Steel
Effecting a top-level bureaucratic reshuffle,

Senior IAS officer Aruna Sundarajan was on
Wednesday appointed as Secretary in Ministry
of Steel. She is among the five new Secretaries
appointed by the government.
A 1982 batch IAS officer of Kerala cadre,
Sundarajan is presently the Administrator for
Universal Service Obligation Fund (USOF) under the Department of
Telecommunications. She is also the CMD at BBNL (Bharat Broadband
Network Ltd.) heading the National Optic Fibre Network Project (NOFN)
under the Digital India program.
As per an order issued by Department of Personnel and Training, she
has been appointed in place of Rakesh Singh, who will step down from his
duties on September 30.
Veritas names its new APJ Channel Leader
Veritas Technologies has appointed George

Wong as the new Channel Leader for the AsiaPacific and Japan (APJ) region. In this role, he
is responsible for conceptualizing and leading
the APJ channel strategy that will spur Veritas to
increase its customer reach and market scale across
the region. He will also be focussed on developing
and nurturing an ecosystem of trusted partners.
I am pleased to bring George onboard to lead
and grow our channel business in the APJ region.
With Georges experience and proven track record,
I am confident that he will be able to accelerate our channel strategy to
achieve success for our partners and importantly, expand Veritas scale
and reach as the leading information management company that helps
customers harness the power of their information, said Mark Nutt, Global
Head of Channel, Veritas.
58
November 2015
www.varindia.com
Today numerous information

security compliance, audit and
risk management frameworks
require organizations to maintain
a
vulnerability
management
program.
Vulnerability Management is
not only Firewall, anti-virus, IDS,
etc.
Firewalls, Intrusion Detection
System, antivirus are definitely
security devices but are not
complete in themselves. Firewalls
will be completely ineffective
in case of improper system
configurations,
vulnerabilities,
rogue assets or mischievous
internal activity. Similarly IDS has
its own limitations.
The Right Reports are critical
to Vulnerability Management
But
the
Vulnerability
Assessment is only the beginning
of the story, the Vulnerability
Assessment fortified with the
right Vulnerability Report and
Prioritization and Remediation
program will ensure that the
organization is ready to withstand
any security attack.
Narendra Nayak at the helm of BlackBerry
BlackBerry has appointed Narendra Nayak as

the company's new Managing Director for India
operations. During the last one year, the company
faced downsizing in the employee base due to a
global transformation drive, wherein it is trying
to reduce its dependence on the hardware or
smartphone business and focus more on software
and solutions for enterprises.
Nayak has taken over the responsibilities
from Matthew Tonkin, BlackBerry's Vice-President, Carrier Sales and
Distribution, APAC. Since the exit of Sunil Lalvani, Tonkin was taking care
of the company's operations in India.
Sunil Sharma becomes VP Sales, India

and SAARC, Sophos
Sophos has appointed Sunil Sharma as VicePresident Sales for its India and SAARC region.
This new strategic leadership position will focus
on strengthening the companys sales and channel
strategy for India and SAARC.
With a strong rapport with local partners,
Sunil has successfully leveraged the UTM market
for Cyberoam in the past. We are certain that he will
replicate the same success for us in our endeavour
to become a vendor of choice for both endpoint and network security
solutions. His leadership will be crucial to carry out sales engineering and
reseller enablement initiatives in India and SAARC while ensuring that
our channel and sales organization gain higher synergy with Cyberoams
ecosystem, said Stuart Fisher, Regional Vice-President & Managing
Director, Asia-Pacific, Sales, Sophos.
VAR MOBILITY
LAVA Pixel V2
LAVA Pixel V2 is designed to bring an excellent smartphone experience with unmatched

camera capabilities. It is a 4G device (VoLTE upgradable). It boasts a vibrant 5 inch HD IPS
display with a scratch resistant Dragon trail Glass. Weighs 128 gms, it is one of the lightest
devices available in the market today having a 5 inch screen. Giving a
stellar performance, the smartphone is powered by a 64 bit MediaTek
Quad Core Processor coupled with 2GB DDR3 RAM. The device
has a whopping 16 GB internal storage that is expandable up to 32
GB. It is powered by Star OS 2.0 based on Android Lollipop 5.1
supporting dual 4G SIM slots (one 4G slot running at a time) with
dual standby. It also packs a strong 2500mAh Li-Po battery. The Pixel
V2 sports a 13 MP rear camera with dual LED flash and an 8 MP
selfie camera with LED flash. The smartphone promises to capture
images like none other in its category and thats because of the 1.4
micron large pixel size, F2.0 and F2.4 aperture of the rear and front
camera, respectively. 1.4 micron large pixel size allows enhanced light
intake per pixel helping in capturing brighter, clearer images with
great detail. The aperture gives depth of field, better focus and great
images in low light. The camera comes with 5 layer Largan lens in
rear camera and 4 layer Largan lens in front camera along with Blue
Glass Filter that cuts off infrared light to help the sensor reproduce
true life-like colours. The stellar hardware is backed with unique
camera enabler software that allows a user to take professional grade photos. Wide Selfie, Bokeh
Mode, Face Beauty, GIF Maker and Night Pro make ones social media timelines attractive
and unique. Pixel v2 is a first mover in this professional photography space at this price
point category.
Lenovo VIBE Shot
The new sleek Lenovo VIBE Shot has everything you

need in a stylish smartphone. VIBE Shot comes with an
advanced camera feature that offers you everything that a
point & shoot camera can. It supports dual-SIM (Nano-SIM)
and runs on Android 5.0 Lollipop. The smartphone features
a 5.5-inch full-HD (1080x1920 pixels) display. It packs an
octa-core 64-bit Snapdragon 615 SoC clocked at 1.7GHz
coupled with 3GB of RAM. Inbuilt storage is 32GB, which
is expandable via microSD card (up to 32GB). Connectivity
options on the smartphone include 4G LTE, Wi-Fi, GPS/
A-GPS, Bluetooth, and Micro-USB. As of now, it is not
known to us whether the Vibe Shot will support the Indian
LTE bands. The handset is backed by a 2900mAh battery.
It also boasts a 16MP auto-focus with tricolor flash rear
camera which helps you shoot like a pro - even in low light.
It includes infrared autofocus that's 2X faster than normal
autofocus, an advanced 6-piece lens for extra clarity, optical
image stabilization for steady shots, and a true 16:9 BSI
sensor. And for selfie-addicts, theres an 8MP front camera
including panoramic selfies, and Full HD video mode to connect with your people over video chats. The Vibe Shot's camera-centric approach
starts with two keys on the side of the phone- one is a shutter button, to bring back the precision of taking picture with a click and other is a
toggle button to switch from Auto to Pro mode, effortlessly.
www.varindia.com
November 2015
59
VAR MOBILITY
Swipe launches 4G
Smartphone ELITE 2
Swipe Technologies has

announced the launch of its
ONLINE-ONLY flagship
smartphone ELITE 2.
ELITE 2 is Swipes most

affordable 4G device to be
sold exclusively on Flipkart
from
8th
November,
2015. The device is
competitively priced at
Rs.4,666 only. The company
has also announced the
EXCLUSIVE PREVIEW
SALE of ELITE 2 for Uber
customers, wherein Swipe
will deliver ELITE 2 directly
to Uber customers in Pune,
Hyderabad, Bangalore and
Delhi.
Expressing delight on
the new device and the

innovative ventures, Shripal
Gandhi, Founder & CEO,
Swipe Technologies, said,
ELITE has been a huge
success for Swipe, and it
was sold out on Flipkart in
a record time when launched
in August this year. For
Indian customers, quality
wins over everything else.
Keeping this in mind, we are
coming up with this exciting
new offering. We received an
overwhelming response for
ELITE from the online space
and are looking forward to
replicate the same magic
this time, too. We strongly
believe that ELITE 2 will
be a true value-for-money
proposition that the brand
has to offer. Our aim is to
offer the best in technology
at an exciting price range
which absolutely suits the
pockets of aspiring youth of
India. Also, partnering with
Uber will enable us to target
the tech-savvy, aspirational
online customers to get their
hands on this new device.
Alcatel Flash launches

Flash 2 in India
Alcatel
Flash
has
announced their latest prime
model, the Alcatel Flash 2,
with an even stronger focus
on mobile photography
than ever before. The rebranded Flash Green
colour signifies innovation,

youth
and
energy.
MOBIGRAPHY is a new
mobile terminology that
Flash 2 has introduced,
encouraging people to use
mobile phone camera to
record their lives and share
their special moments.
Mobigraphy is not
just an action, but is now a
lifestyle. We understand this
from the very beginning
when we created the Flash
series, says Albert Wong,
60
November 2015
General Manager, Alcatel

Flash. What we have
done for Alcatel Flash 2 is
to continue to improve on
what we already have and
make it better yet at the same
time continue to provide
accessibility and
convenience
to the users to
shoot their best
moments.
P r ave e n
Valecha, Regional
Director, Alcatel
APAC
BU
India, said, Today, we are
launching the Flash 2 in
association with Flipkart
at Rs.9,299/-. The product
will be available after a week
from today on Flipkart.
Flash 2 has been priced
at Rs.9,299/- in India and
will be available exclusively
on Indias largest online
marketplace FLIPKART.
The new model is available
in Volcanic Grey colour.
Flash 2 will be sold
exclusively on Flipkart.
www.varindia.com
LAVA launches XOLO introduces BLACK 1X with

Pixel V2 in Prism 3GB RAM and 32GB ROM
XOLO has launched Taking this philosophy
Blue finish
BLACK 1X, another flagship forward, new BLACK 1X
LAVA
International
Limited has announced the
availability of its limited
edition variant of Pixel V2
smartphone in Prism Blue
colour. Priced at MRP INR11,
050/-, the new variant of
Pixel V2 is mesmerizing
with its elegant prism finish
which has been launched
amidst the festive season in
India, for a limited period in
the months of November
and
December.
Apart
from this, the company will
continue selling Icy White
and Royal Black variants of
the smartphone for MRP
INR10, 750/- across all the
national retail stores and
multi-brand outlets. The
prism blue variant is also
available online.
Pixel V2 is designed
to deliver an excellent
smartphone experience with
unrivalled camera capabilities.
It is a 4G device (VoLTE
upgradable) and its design
is a testimony to Lavas in
house product design &
development
capabilities.
It has a vibrant 5-inch HD
IPS display with a scratchresistant Dragon trail Glass.
At 128 gms, it is one of the
lightest devices available in
the market today having a
5-inch screen size. Giving
a stellar performance, the
smartphone is powered by a
64-bit MediaTek Quad-Core
Processor coupled with 2GB
DDR3 RAM. The device has
a whopping 16GB internal
storage that is expandable up
to 32 GB. It is powered by
Star OS 2.0 based on Android
Lollipop 5.1 supporting dual
4G SIM slots (one 4G slot
running at a time) with dual
standby. It also packs a strong
2,500mAh Li-Po battery.
The Pixel V2 sports
a 13MP rear camera with
dual LED flash and an
8MP selfie camera with
LED flash. The smartphone
promises to capture images
like none other in its category
and thats because of the
1.4 micron large pixel size,
F2.0 and F2.4 aperture of
the rear and front camera,
respectively.
device under its online sub

brand BLACK. Targeted
at young tech enthusiasts,
with BLACK 1X, XOLO

aims to provide the best
technology experience at a
value pricing.
Sunil Raina, Business
Head, XOLO, said, With
our online sub brand
BLACK, we aim to deliver a
fresh design approach with
future-ready
technology
that is backed by full
potential of the hardware,
complemented with our
proprietary
customized
software platform HIVE.
is designed to cater to the

growing online, digitallysmart youth who is looking
for a perfect combination
of seamless computing
experience and specs at an
honest price.
BLACK 1X is powered
by the MTK 6753 Octa-Core
processor with 64-bit CPU
architecture and integrated
4G LTE. The device comes
loaded with LPDDR3 3 GB
RAM, enabling ultra-fast
app launch, multitasking
and
lower-power
consumption. Additionally,
device comes with 32GB
internal memory to allow
users to add much more
to their device. Moreover,
BLACK supports USB
OTG for additional storage
requirement.
Sony unveils its flagship

product Xperia Z5
Sony has unveiled its
flagship Xperia Z5 and
its super-flagship Xperia
Z5 Premium. Both are
the latest additions to

the Xperia family, which
gives a different camera
experience with 23MP
and
0.03
autofocus.
The super-flagship Z5
premium redefines mobile
entertainment with the
worlds first 4K UHD
smartphone display and
4K Ultra HD upscaling
technology.
Xperia Z5 features
Sonys brand new large
1/2.3 Exmor RS for
mobile 23MP sensor and
F2.0 G Lens - Sonys first
completely
re-imagined
smartphone camera element
since Xperia Z1.
Designed by leading
creatives at Sonys Creative

Center studios in Sweden
and Japan, Xperia Z5
presents a svelte continuous
plate form, with a metal
frame and frosted glass back.
Its striking, comfortable to
hold and waterproof for
everyday convenience. With
a 5.2 display, sleek looks
and Fall 2015 fashion and
interior design cues, colours
range from elegant to
expressive for any personal
style or taste, Graphite
Black, Gold and Green.
Xperia Z5 is equipped
with Sonys incredible up to
two-day battery stamina and
innovative
power-saving
technology, which gives
one a better long-lasting
battery performance. With
Qualcomm Quick Charge
2.0 enabled on the new
devices, one can get 5.5
hours usage with just 10
minutes of charging with a
certified Quick Charge 2.0
charger, such as the Quick
Charger UCH10( In India,
Quick Charger (UCH10)
will come bundled within
the box and you dont
need to shell out anything
extra for the quick charge
experience9.
www.varindia.com
November 2015
61
Star Nite Aw
Channel Leade
13th November, 2015, Ho
VARINDIA Star Nite Awards (SNA) is the DNA of the Indian IC

voting procedure and their voting pattern helped us in choo
by many distinguished bureaucrats, CEOs, CIOs, CTOs, CXO
Categories
Technology Management
Solution Company
Best Desktop Brand
Best Inkjet Printer (Single & MFP)
Best Laser Printer (Single & MFP)
Best Thin Client-Desktop
Virtualisation
Best All in One-Consumer
Best Note Book-Enterprise
Best Work Station
Best Futuristic Company
into Channel
Best Imaging Solution Company
Best Networking Solution Company
Best Video Conferencing
Infrastructure Solution company
Best X86 Server
Best Networking Switch Company
Best Processor
62
November 2015
www.varindia.com
wards 2015
ership Summit
otel Taj Palace, New Delhi
CT Channel. In its 14th edition, a total of 12,547 VARs participated in the

osing the best vendors in some 30+ categories. The event was witnessed
Os, IT Associations and the industry honchos from across the country.
Categories
Best Storage Solution Company
Best Cloud Solution Provider
Best LED Display Monitors
Best Operating System
Best Power Management
Solution Company
Best Security Company in India
Best ERP Software for SMB
Best Anti Virus Software
Best Open Source Software Product
Best Electronics Security
Company of the Year
Best Data Center in India
Emerging Distributor of the Year
Best Server Virtualization
Best Web Security
Technology company
Best Business Application
Solution Company
www.varindia.com
November 2015
63
64
November 2015
www.varindia.com
64 pages including cover

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Tally welcomes Vriddhi Program Partners

Polycom wins agreement with DGS&D

10th Best CMOs in ICT

PRICED TO WIN, PRICED TO ROCK:

Announcing New VNX & Data Domain Scheme

Incentive for Partner Sales Manager

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This Scheme will be valid from 10th

Cadensworth and Ingram Micro shall have a right to discontinue the

scheme without any prior notice.

ASHWINI PANDEY, INGRAM MICRO

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Wipro ties up with IBM

WD Red Pro Drives with 5 TB and 6 TB Capacities introduced

Theme: Channel First

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ollowing its separation from

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For more information, call 08041231872

Western Digital Corporation has

Is Make in India Vs Made in India

Shrink the Footprint.

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AMD looks at a consolidated

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Delhi A City Where Epics

everything. He died, of course, with a lot

lights of fantasy are a normative

Minar to commemorate his victory died

On the cusp of decline of the

AirTight to drive the Digital

Virtusa to buy Majority Interest

irtusa has entered

Tally welcomes Vriddhi

ally has announced

Director, Tally Solutions

New Oracle Cloud program helps

OPN program called the

cloud program is designed to

the Oracle Cloud, requiring

Google to design its own

Network), M2M (Machine

Brocade and Intel Security to drive

rocade has joined

By joining forces with the

Trend Micro buys HP TippingPoint

will also combine current

Microsoft ties up with Red Hat

icrosoft and Red

Canon enters into Surveillance