E-Magazine September 2017

18th ANNIVERSARY SPECIAL ISSUE
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VOLUME XIX ISSUE 01 September 2017 PRICE Rs. 50
www.varindia.com September 2017 1

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2September 2017 www.varindia.com
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VOLUME XIX ISSUE 01 September 2017 PRICE Rs. 50 SUBSCRIPTION COPY NOT FOR SALE
16th STAR NITE AWARDS 2017

3rd Nov. 2017, New Delhi
Airtel GST Advantage

to help small businesses
to file GST returns
A irtel Business has launched Airtel
GST Advantage a solution
specifically designed to enable small
businesses and start-ups to file their GST
retur ns
a c c u r a t e l y,
securely and
seamlessly.
Launched in
partnership
with ClearTax, Airtel GST Advantage is
being offered free to all existing Airtel
Business customers.
Ashok Ganapathy, Director & CEO,
Airtel Business, said, The new GST regime
is a landmark reform for the Indian economy
and with Airtel GST Advantage, we would
like to enable small businesses with free
filing of returns, and free and secure data
access. Airtel is also the data hosting and
connectivity partner for the GSTN.
Forcepoint announces
acquisition of RedOwl
F orcepoint has announced the
acquisition of RedOwl. This latest
milestone in Forcepoints strategy arms
customers with cybersecurity systems
designed for the reality of todays threats.
The world has fundamentally changed
and the way we think about security must
change, as well. If the cybersecurity industry

fails to put people at the center, it is certain
to fall short in helping customers protect
their most vital assets, said Matthew P.
Moynahan, Chief Executive Officer of
Forcepoint. Forcepoint is absolutely
committed to empowering customers
with human-centric security systems, and
RedOwl fits squarely into this promise.

HELLO INDIA
India sooner to become factory of the world

.. thanks to the Brand Make in India
With 1.9 billion devices expected to get connected in India alone by 2023, the Indian IoT market is forecasted to secure 20 per cent of the global
IoT business ecosystem to reach nearly $15 billion in the next three years. In fact, by 2020, Indias Internet of Things (IoT) market will be positioned to
secure 20 per cent of the global IoT business, to reach almost $15 billion.
Internet continues to play a crucial role in helping people connect and thrive. According to the World Bank, for every 10-per cent increase in
broadband access, a developing country can see up to 2-per cent rise in GDP. Researches show that for every 10 people who get access to Internet,
about one person gets lifted out of poverty and about one new job gets created.
The Government is incentivizing new investment in related sectors, which will be unveiled in the New Telecom Policy in 2018. IoT will be generating
1015 million jobs in India with the adoption of IoT in the next few years and expressed governments activeness on the issue of 5G. With this,
enterprises in nearly every industry want to use the cloud to modernize and create new business opportunities.
It is an absolute fact that computers connected to Internet are vulnerable to cyber-attacks. Data breaches are on the rise and money in banks is at risk.
There is strong requirement for certified cybersecurity experts and professionals by corporates and organizations to protect themselves from hackers
and cyber crooks. Cybercriminals are now using highly advanced automation tools to deploy malware with much greater speed and scale. CISOs in India
can no longer rely on a manual approach in cyber defence as cyber-attacks have become automated, riding on escalating infrastructure trends in cloud
adoption and encryption.
The Indian telecom sector is going through a price discovery process. The consumption pattern indicates a demand for Internet usage, as long as it
is affordable and reliable. We have close-to 700 million people who are not connected. The Digital India initiative presents a unique opportunity to get
India online and spur local economic development. The Smart Cities story is still evolving and at a very nascent stage as it unfolds across the 100-plus
cities, which will further trigger the comparatively 1,000-plus urban clusters, will unlock a huge economic potential and likely help generate incremental
GDP growth.
A million-dollar question comes to my mind as to how India will become factory of the world. As of today, Chinas monopoly in the global
market, Japan has pitched in for making India the factory of the world. Japan is committed to Make in India. If Japans high-level technique merges
with Indias best human resources, the dream of Honble Prime Minister Narendra Modi will come true as he wants to see a mini Japan in Gujarat.
Secondly, Shri Narendra Modi showcased to the world that India was on the brink of major economic breakthrough on the basis of its demographic
dividend and growing technological and entrepreneurial culture.
Thank you for the feedback you have provided for the Channel Leadership Survey. And I want to express my appreciation to our readers and
corporate houses for their unstinted support for all the changes we are implementing and for having stood by us in bringing out this 18th Anniversary
Special Issue and making IT a success. I hope all of you will continue to reach out to us in the future also with your valuable feedback.
6 September 2017 www.varindia.com

MPS Multi function printer InkJet
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Editor: S Mohini Ratna
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UTM
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Deputy Editor: Samrita Baruah Dot-matrix printer Recovery software
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ROUND ABOUT
Has the Last Word Been

Spoken About Privacy?
T he recent Indian Supreme Courts decision on the right to
privacy, by any standard, is an epoch-making one. It is not
the question of who won or who lost that may be a trivial point in
the entire narration. I should say India won, and our long-cherished
democratic institutions won. Some believe that the most important
digital grid that India is building a unique identification number scheme,
popularly known as Aadhaar, may take a hit since the courts decision
has set some limitations. Yet, the case to decide about the constitutional
validity of Aadhaar is pending before the Supreme Court. The cardinal
principle of our fundamental right is that it should be subjected to public
morality and social harmony.
Debates on privacy laws are not unique in India. All democratic
societies have voiced their need for protection of privacy and have
expressed concern about the intrusion of the state authorities into
individual freedom. For example, Canada passed a legislation known as
the Personal Information Protection and Electronic Documentation Act
(PIPEDA) in January 2001. In a nutshell, PIPEDA specifies the rules
to govern collection, use, or disclosure of personal information. The
Act also defines what constitutes personal information. It means an
identifiable individual, but does not include the name, title, or business
address or telephone number of an employee of an organization. The
PIPEDA requires organizations to obtain consent before they collect,
use, and disclose any personal information, and to collect them in a
reasonable, appropriate and lawful way.
All civilized and democratic societies have their privacy laws in
place. My reading about the construction of the right is that none of
the countries have granted unfettered rights to individuals. They should
be subordinated to public interest and morality. It is a happy augury that
India has also embraced that principle and come out with an expressed
view that the right to privacy is a fundamental right. That signals our
respect for human freedom and democratic institutions.
Let me go in detail on what is happening in the United States these
days. There is a clamour for making privacy of the individual tighter. Due pointed out, Aristotle distinguished the public sphere of political life
to outdated laws, technology users are less assured of privacy protection, the polis from the personal sphere. John Stuart Mill made the same
which is eroding trust in technology platforms such as cloud computing. distinction in more absolute terms and limited state power to the public
However, U.S. law enforcement is pleading for accessing data anywhere sphere. This distinction cannot exist without the right to privacy. When
in the world in the course of its investigations. However, the current law the state has the right to intrude where it will in a citizens life, there
does not adequately define how data can be accessed overseas. The U.S. can be no effective personal sphere. The judgment also sketches out the
accessing data can create conflicts with the laws of other nations. evolution of the concepts of human dignity and the right to life, both
In the Indian context, there have been different shades of public guaranteed by the Constitution. When a citizen cannot draw a boundary
opinion expressed during the recent hearing in the Supreme Court. It will between the state and his personal life, dignity is manifestly impossible.
be a lengthy exercise to mention all the debates and opinions expressed. This judgment, comprehensive and far-reaching, is bound to raise
Let me limit myself to a few: questions as well. The litigation against the Aadhaar programme is still
Senior advocate Gopal Subramanium, while initiating the proceedings pending in a separate case, but this judgment is bound to bolster it,
on the first day of the hearing on the issue of right to privacy before the hampering the benefits the programme can deliver. There are far-ranging
nine-judge bench headed by Chief Justice J.S. Khehar, said, Now can implications for digital business models, as well and, more broadly, for
liberty be at all experienced without privacy? Can liberty be exercised the knowledge economy. The benchs observations on this front, such
without privacy at last with regard to all the Fundamental Rights of the as a proposed outline for informational privacy, do not quite take the
Constitution? Subramanium referred to the Preamble drawing attention rapidly-evolving nature of the digital economy into account.
of the court to the words Democratic and Republic and said that In conclusion, let me be candid in my observations. Undoubtedly,
both words had suppressed the meaning of liberty of an individual as the unanimous decision of the honorable Supreme Court is a trend-
reported by Live Law. However, the Central Government submitted to ssetter in many respects. It has told every citizen that they can protect
the Bench that the right to privacy is a wholly qualified right and not their privacy, subject to limitations laid down in the Constitution, such
an absolute right since it covers various aspects of the right to life and as reasonableness, public order and morality. What is reasonableness in
liberty. a globalized world where the commercial transactions and businesses
Now, let us look at the historic judgment and what it portends. are incrementally expanding beyond national boundaries? The Internet
Experts say the judgement has two crucial components. The first is has made communication easier and faster. At the same time, it has
doctrinal. Article 14, which guarantees equality before the law, ensures expanded the jurisdiction of crime and other offences. While privacy
that state laws cannot be arbitrary in nature or application. They must protection is gaining ground, there is an increased demand from the law-
be reasonable. Article 21 protects life and personal liberty. Without the enforcing authorities to open the scope of investigations beyond national
reasonableness guaranteed by Article 14 to test that procedure, any boundaries. These issues will play out in the coming time. Whatever the
encroachment into privacy will be arbitrary. Its second component the outcomes, the judgment must be hailed for establishing an enlightened
philosophical goes much further. As one learned judge in the bench baseline for the debates to come. n

HOT BYTES
RAH Infotech to distribute BSNL and Master SAP partners with KEC
Ipswitch products India launch K EC International
(KEC) has
I pswitch
partnered with RAH
has
GSP services partnered with SAP India
for its organization-wide
Infotech. RAH Infotech
will distribute Ipswitch I n order to promote
GST, Masters
India has entered into
digital
process.
transformation
The time to usher

In
environment,
the current
digital
file transfer and network transformation is vital
management software collaboration with BSNL in the age of digital for assured success,
throughout India. With to provide a set of transformation and drive said Subramanian
this partnership, customers veritable solutions for GST the next era of growth Ananthapadmanabhan,
now have greater access to Ipswitch which boasts compliance. These solutions for KEC is here, said Vice-President, Enterprise
Ipswitchs IT management of range of solutions are exclusively crafted for Vimal Kejriwal, MD & Business, SAP Indian
solutions, including the that address delivery of BSNL users both landline CEO, KEC International Subcontinent. KEC will
recently released 2017 24/7 performance and and mobile, available on a Ltd. At KEC, in the last continue their success
Plus versions of Ipswitch security across cloud, pan-India level. few years, we have done a story in the digital age
MOVEit secure file transfer virtual and network The solutions are lot to enhance our process as the pioneer of Indias
and Ipswitch WhatsUp environments. Their ready-to-use with ease in excellence. Now with SAP infrastructure sector. Our
Gold network monitoring solutions help monitor and registrations. BSNL users as our partner of choice, objective is to help our
with new cloud capabilities, manage networks, servers can register themselves using we are enhancing it further, customers run a truly live
new layers of security and and applications while their respective account to serve our clients and business and Grow with
additional user-driven helping meet regulatory numbers. Post which, stakeholders better. SAP.
enhancements. compliance, said Ashok they can straightaway file
We are excited about Kumar, MD & CEO, RAH returns without the hassle
of waiting in a queue. The
Atos enters into a new reseller
our partnership with Infotech.
solutions can be divided agreement with Dell EMC
Microsoft acquiring Cycle into three categories - Basic
Computing will help Azure

Plan (free of cost, comes
with 2,000 invoices); Plus A tos
strengthened its
relationship with Dell EMC
has with the best technological
partners worldwide to
offer its customers state-
Plan (Rs.1, 999, comes with
6,000 invoices alongside through a new reseller of-the-art technology. The
customers HPC workloads easier, and
the process of bursting or other benefits) and Pro agreement in which
M icrosoft has Plan (for enterprises). Dell EMC will

migrating HPC clusters to
announced resell Atos high-
the cloud more productive.
the acquisition of Cycle
Computing, which will help
It offers tools that help Micro Focus end 8 to 16 sockets
x86 Bullion servers.
companies orchestrate
make it easier for Azure
customers to use High-
and manage large-scale merges with This new agreement is in
line with the ambition of
Bullion reseller agreement
is a new step forward in
compute jobs across
Performance Computing
(HPC) and other Big
hybrid environments. Most HPE Software both parties to accompany
customers in their digital
the relationship between
Dell EMC and Atos. The
importantly, by acquiring
Computing capabilities Cycle Computing, business transformation to support
the massive "data-ization"
objective of this partnership
is to deliver high-value,
M
in the cloud and help Microsoft can now leverage icro Focus has
customers accelerate their of their businesses. innovative and market-
its expertise in extending announced the
movement to the cloud. Eric Grall, Executive VP, leading solutions to support
and migrating Linux and finalization of its merger
Cycle Computing Head of Global Operations, our customers on their
Windows-based HPC jobs with Hewlett Packard
makes optimizing Hybrid Atos, explains, Atos shows Digital Transformation
to the cloud. Enterprises (HPE) its commitment to engage journey.
software business to create
Airtel and Symantec tie up the seventh-largest pure- BIAL to create an airport of the
play enterprise software
to leverage Indian business company in the world. This future with help of Accenture
merger brings together
with security solutions two leaders in the software
B a n g a l o r e
International
for travellers. Accenture will
help define a digital roadmap
B harti Airtel industry to form a new,

Airport Limited (BIAL) for BIAL and develop
(Airtel) and combined company.
has signed an agreement tailor- made solutions using
Symantec Corp. have Today marks a
with Accenture to set up a a combination of digital
entered into a strategic significant milestone for
co-innovation centre that technologies, including
partnership to serve the Micro Focus, and I am
will help BIAL create an Internet of Things,
growing cybersecurity honoured to be leading
airport of the future at the advanced analytics, artificial
requirements of businesses this team, said Chris Kempegowda International intelligence, robotics,
in India, providing Hsu, CEO - Micro Focus. Airport, Bengaluru (BLR augmented and virtual
protection and prevention security software. We are bringing together Airport). The centre will reality, in addition to social
of online threats in an The partnership aims to a powerful combination incubate and develop digital and mobile platforms.
increasingly digitally- leverage Airtels strength in of technology and talent solutions using future-ready The focus of the digital
connected world. Under Indias Business to Business uniquely positioned technologies to provide transformation is to improve
the terms of the agreement, (B2B) segment, helping to drive customer- more engaging passenger the travellers journey, create
Airtel will be the exclusive them address the challenges centred innovation at experience. new revenue opportunities
Cyber Security Services of the Cloud Generation enterprise scale enabling BIAL has embarked and realize operational
partner for Symantec in with Symantecs innovative organizations to maximize on an ambitious journey efficiencies through an agile
India, and will distribute Integrated Cyber Defence the RoI of existing software to create a digitized and approach for BIAL and its
Symantecs enterprise Platform. investments." intuitive destination airport business partners.

www.varindia.com August 2017 9
HOT BYTES
IBM helps Metro Shoes to launch Netmagic HPE together with PwC
Digital Commerce Platform deploys NetApp to boost Future Cities
I BM has announced
that Metro Shoes
Ltd, Indias multi-brand
SolidFire at its H ewlett Packard
Enterprise (HPE)
has announced a new project
footwear chain, will be datacenters with PwC to jointly create a
launching a new Digital
Commerce
powered by
platform
Watson
footprint of 350 physical
showrooms, an expanding
N etmagic
announced that
the company has deployed
has Center of Excellence (CoE)
in Kolkata. Together, HPE
and PwC are capitalizing
best-in- class experience
to common citizens, said
Som Satsangi, VP & GM,
Customer Engagement brand portfolio and NetApps SolidFire all-flash on the Internet of Things Enterprise Group and MD
hosted on IBM Cloud. This changing customer scale-out storage system at (IoT) landscape to create India, HPE. By combining
would include IBM Watson preferences, Metro Shoes five of its datacenters in opportunities for city HPE technology solutions
Order Management and Ltd was facing challenges India, to support its Cloud administrators to optimize and services with PwC
Commerce for seamless in managing orders coming offerings with automated their assets and provide business strategy, process,
digital engagement. Working from multiple online and scalable guaranteed citizen-centric services. people and change
with IBM Business Partner platforms. In addition to application performance. HPE and PwC are capabilities, we are able
CEBS Worldwide, IBM its inventory management NetApps SolidFire is a working together to offer to help organizations
solutions will not only help challenges, Metro Shoes next-generation storage enhanced services, greater accelerate business and
drive superior customer Ltd needed to improve architecture that provides security and improved societal transformations,
experiences and new levels online presence for some enterprise IT businesses civic engagement to and derive greater value
of convenience but bring of their popular internal an access to agile, scalable, municipalities around the faster from their IoT
efficiencies to the supply brands which were getting on-demand storage world, intended to deliver initiatives."
chain. low visibility impacting infrastructure that delivers
With a countrywide overall sales. predictable, cost-effective
performance in the cloud.
Commvault now a part of Cisco
DigitalOcean and Karnataka Anil Valluri, President,
NetApp India & SAARC
Solutions Plus Program
Government to support start-ups said, For NetApp,
Netmagic is both a partner C ommvault
joined
has
Ciscos
Platformon Ciscos Global
Price List makes it easy for
a
D igitalOcean
has
Memorandum
signed
of
Under the agreement,
DigitalOcean will give
$1,000 worth cloud credits
and customer and we are
deeply committed to this
Solutions Program.
Commvault Data Platform
Solutions will be available
Cisco and its network of
resellers to sell and deliver
Commvaults market leading
partnership."
Understanding (MoU) for start-ups that are in Ciscos Global Price List data management solution.
with KBITS (Karnataka
Biotechnology &
being funded under the
governments initiative.
Wipro and Linux from October 2017. This
will enable organizations
Customers across the globe
can acquire and deploy
Information Technology
Services), Department
In addition, DigitalOcean
will organize knowledge
Foundation to make an accelerated
transition to a hybrid cloud
Commvaults solution to
meet their individual unique
of IT, BT and S&T,
Government of Karnataka,
sharing sessions called
learnups which will
to accelerate strategy using Commvault
software on Cisco
needs. The Commvault
Data Platform is available
to provide cloud
infrastructure and support
help start-ups learn about
recent technologies and
Open-Source hardware.
The availability
to deliver proven enterprise-
class data protection and
to start-ups enrolled with
the Karnataka Start-up Cell.
best practices from subject-
matter experts to help them Technology of Commvault Data management.
The MoU was signed at

the governments Elevate
scale and run a successful
business. W ipro has joined
The
Foundation as a Silver
Linux Red Hat expands Cloud Service
100 programme.
Adobe inks partnership

Member. The Linux
Foundation is a non-profit
Provider Program in APAC
with SSC NASSCOM
organization enabling mass
innovation through open-
source technologies.
R ed Hat
announced
that cloud and managed
has in Gartner's 2017 Magic
Quadrant For
Infrastructure-As-A-
Cloud
A dobe
has
Systems
entered
into a partnership with
institutions in India.
Dr Sandhya Chintala,
Executive Director, IT-
Wipro has identified
open-source technologies
as one of the strategic
services providers in India,
Indonesia, Japan, and
Singapore have joined its
Service, Worldwide are Red
Hat Certified Cloud and
Service Providers. In APAC,
IT-ITeS Sector Skills ITeS Sector Skills Council client themes to drive Red Hat Certified Cloud and some of the newest Red Hat
Council NASSCOM (SSC NASSCOM & VP - transformation across the Service Provider
NASSCOM) to NASSCOM, enterprise. Open source is p r o g r a m ,
catalyze the skills said, Skilling empowering enterprises to helping them
landscape in is a national foray into new areas such to better meet
India. According imperative for as cognitive computing, customers needs
to the company, India's youth to blockchain, hyper for cloud-based
Adobe and SSC achieve its highest automation, cloud and technologies.
NASSCOM potential and to analytics. Wipros dedicated Since its launch in Certified Cloud and Service
have signed a optimize India's Open Source Practice 2015, hundreds of cloud Providers include: Diadem
Memorandum demographic and Center of Excellence, and service providers Technologies Pvt. Ltd
of Understanding (MoU) dividend. We are happy to coupled with global have achieved designation (India); Indonesian Cloud
to jointly develop and associate with long-term advisory and consulting to deliver Red Hat (Indonesia), Mitsubishi
implement a sustainable industry leader Adobe and capabilities provide end-to solutions across the global Research Institute DCS
as well as scalable skill- share their expertise in end open-source solutions marketplace. Globally, Co., Ltd (Japan); Prodevans
based program for schools software-based training and and services to enterprises. 9 out of the 14 cloud Technologies (India), and
and higher education programs. service providers included STT Connect (Singapore).

ON THE RAMP
VIVOTEK introduces CC8371- Newgen Hitachi introduces a Unified

HV Security Camera launches Compute Platform
V IVOTEK
upgraded
has
its
OmniOMS CCM H itachi
Systems
announced Hitachi Unified
Data
has
an agile extension to their
business. UCP RS provides
flexibility to customers to
product portfolio with the
new 180 IR panoramic suite 8.0 Compute Platform (UCP) either deploy integrated
network camera, CC8371-
HV. N ewgen Software
has announced
OmniOMS CCM Suite
RS series, a fully integrated,
software-defined
center (SDDC)
data
rack-
SDDC stack or build their
own using Hitachis vSAN
ready node and VMware
The 3-mega pixel
CC8371-HV offers an all- 8.0 which is enabled scale platform, powered software.
in-one solution, featuring to meet the security by VMware Cloud John Gilmartin, VP
180 horizontal panoramic A professional day and standard compliance such Foundation. and GM, Integrated
views with an adjustable night camera, the CC8371- as PCIDSS along with Hitachi UCP RS enables Systems, VMware, said,
25 tilt angle and new 15 HV is equipped with built- enhanced interactive output customers to embrace The new Hitachi UCP RS
metre IR illuminators, in 180 IR illuminators generation capabilities and hybrid cloud for faster time- solution is no exception.
providing complete video effective up to 15 metres enables HTML5 supported to-market and pay-as-you- The solution improves
security at night and and adopts WDR (Wide communication to generate go economics. It also gives productivity, delivers faster
makes it suitable for a wide Dynamic Range) Pro dynamic content, among customers the freedom time to business value and
array of both indoor and technology, capturing both other features. to optimize their IT accelerates the customers
outdoor environments. the dark and bright areas of The HTML5 capability investments by leveraging ability to realize the true
Furthermore, the anti- an image and combining the of this release will help private and public cloud as power of their data.
ligature design makes the differences to create a highly organizations to make their
camera also suitable for realistic representation of
the original scene.
communications
engaging and relevant
more
BT launches Business
high security environments.
for their customers,
Platform-as-a-Service
Fitbit introduces new tools
B
developing an intuitive
T has announced winning cloud management
digital communications
details of a new platform used by BT to
to analyse Fitbit Data strategy commented
Diwakar Nigam, MD &
Business Platform-as-a- allow its customers to self-
F itbit has introduced workouts with new Audio Service, the first of its serve, purchase and access
CEO, Newgen Software on
a new premium Coaching sessions; expert. kind widely available in cloud services online. BT
OmniOMS CCM Suite 8.0
guidance and coaching paid Fitbit is also introducing the market. The platform, customers will be able to
release.
offering designed to analyze Guided Health Programmes called BT Personalised use the same platform to
Fitbit data and activity
level to deliver a custom
that provides step-by-step
guidance, personalized
Oracle Compute Management
System (PCMS) has been
consume or bring their own
digital services to market.
curriculum of workouts,
programs, content and
insights, educational tools
and rewards to influence
announces new designed to help companies
speed up time-to-market
PCMS offers more than
45 fully digitalized business
other tools tailored to your
specific goals. The first
positive behaviour change
and health outcomes.
enhancements for new digital services,
disrupt their traditional
support processes, such
as product management,
tools to launch with this Fitbits offering will grow to to its IoT Cloud business models and create
new ways to grow.
customer management,
user authentication, service
O
offering include a new Fitbit include advanced tools with racle has
Coach app, which rebrands a library of programmes PCMS is built on the management and billing
announced same proven and award and collections.
the current Fitstar Personal and workouts developed significant enhancements
Trainer app and combines
its popular dynamic video
with Fitbits Advisory
Panel.
to the Oracle Internet of
Things (IoT) Cloud. The
Strontium introduces NITRO
Acer expands Predator Gaming
offering now features built-
in artificial intelligence (AI)
Plus OTG Type-C USB 3.1
Arsenal with Powerful PCs
and machine learning that
powers Digital Twin and
Digital Thread capabilities.
S t r o n t i u m
Technology
recently launched NITRO
has
A cer has announced

new additions
to its premium Predator
a new Predator headset and
mouse to enhance gaming
enjoyment and control.
As such, customers and
partners can quickly gain
operation-wide visibility
Plus On-The-Go (OTG)
Type-C USB 3.1 Gen1
flash drive which helps
gaming line, which include Acer Predator Orion and leverage predictive to store and transfer data
the Predator Orion 9000 9000 Series is designed to between new-generation equipped devices.
insights from connected
series gaming desktops intimidate enemies and USB Type-C compatible Commenting on this,
assets.
with Windows 10, its inspire game play, devices (smartphones, Vivian Singh, President
These insights can
most powerful the commanding tablets and PCs). The & CEO, Strontium
increase deployment times,
to date and aesthetics of the new offering comes in Technology Pvt. Ltd, said,
reduce costs, improve
the Predator Predator Orion the capacities of 32 GB, USB-C is the future and
business outcomes, and
X35 monitor 9000 series 64 GB and 128 GB with will feature on almost
accelerate new market
leveraging feature a black- the amazing performance every phone. Almost all
opportunities. Combining
NVIDIA and-silver of up to 150 MB/s Read the latest smartphones like
Oracle IoT Cloud and
G-SYNC spacecraft-like Speed and 100MB/s Write Samsung S8, Samsung S8
enterprise applications,
and Acer exterior with Speed. It is equipped with plus, OnePlus 5, Xiaomi
Oracle introduced new
HDR Ultra customizable both USB Type-C (USB-C) Mi 6, Google Pixel and
industry solutions for
technologies RGB lighting and traditional USB-A Pixel XL, LG G6, Samsung
digital field service, smart
for ultra-smooth along the sides connector, with backwards Galaxy A7, A5 and A3 have
connected factories, and
performance and stunning of the front bezel. compatibility to your USB Type-C port and are taking
digital fleet management.
visuals. Acer is also offering 3.0 and 2.0 connection over conventional port.

ON THE RAMP
Juniper Networks launches Contrail Barracuda Ricoh launches a series

Security to protect applications unveils AI of B&W MFPs
Juniper
has
Networks security policies that
introduced seamlessly interoperate with
Solution R icoh India has
launched a
Juniper Contrail Security,
a new security and
existing security controls and
virtual environments. With
B arracuda Networks
has announced the
availability of Barracuda
multifunctional printer
series Ricoh MP2555SP/
MP3055SP/ MP3555SP/
micro segmentation Contrail Security, Juniper
Sentinel, a comprehensive MP4055SP/ MP5055SP/
solution which has been Networks is transforming
AI solution for real-time MP6055SP. Equipped with
specifically designed to the way enterprises and SaaS
spear phishing and cyber powerful features that are
enable enterprises and cloud providers protect,
fraud defense. Barracuda easy to use, these models
Software-as-a-Ser vice manage and monitor their
Sentinel is delivered as a support quick, accurate
(SaaS) cloud providers cloud-native applications
cloud service and utilizes and reliable sharing of
to protect applications in heterogeneous
artificial intelligence to high-quality documents,
running in multiple cloud environments. Juniper printers that is a complete
protect people, businesses simplifies complex office
environments. Contrail Security helps solution. These innovative
and brands from spear workflows, thus improving
It enables an innovative enterprises diminish risk devices leverage Ricohs
phishing, impersonation user efficiency.
response to the heightened to applications running advanced Work style
attempts, business email Yuki Uchida, VP &
risk brought about by in any cloud environment Innovation Technology to
compromise (BEC) and CMO, Ricoh India Ltd,
todays cloud workloads and by enabling automated not only simplify complex
cyber fraud. said, With a vision to bring
applications. Practitioners application traffic discovery office tasks but also
Barracuda Sentinel brilliant automation tools
will have visibility and with dynamic policy customize the overall user
combines three powerful to our customers, we have
control with simplified enforcement to stop the experience."
layers of artificial launched this new series of
operations driven by spread of inside threats
intelligence technology,
consistent, intent-driven through:
domain fraud visibility, Polycom launches Polycom Pano to
VMware launches new version and anti-fraud training,.
It directly connects to share content seamlessly at work
of VMware Fusion 10 communication platforms,
such as Microsoft P olycom has images, documents, and
V
launched Polycom presentations with
Mware has technical professionals and Office 365, which allows Pano, the easiest way to the added benefit of
announced new developers. immediate access to current share content at work, interactive annotation and
versions of VMware VMware has a and historical data. regardless of location or white boarding features,
Fusion solutions and proven track record
device. Polycom Pano not seen in other wireless
the 10th anniversary of
delivering enterprise-quality
over the last 10 years of
delivering innovations
Epson launches allows up to four people content-sharing solutions.
in the same meeting room Polycom Pano simply
Windows virtualization on
Mac. VMware Fusion 10
in VMware Fusion for
the ultimate Windows
L1455 Inktank to simultaneously share, connects to any display and
contrast, and compare enables wireless content-
Pro, designed for technical on Mac experience, said
printer content side by side, from sharing from PCs, Macs,
E
professionals that want to Dave Grant, VP - Product
pson has any device, without the tablets, smartphones,
build, test and demonstrate Marketing, End-User
introduced its first hassle of juggling cables, and even live video. It
Mac, Windows and Linux Computing, VMware.
A3 size multifunctional pucks or dongles. Instead, is the latest solution in
applications on a Mac, will Fusion has evolved to
InkTank printer L1455 users can share ideas and Polycoms portfolio of
include advanced capabilities become increasingly capable
priced at Rs.70,899 in India. visuals of all types such intelligent collaboration
that continue to evolve for IT professionals."
L1455 has been specially as videos, live interface, solutions.
the solution to support
designed for corporate
Fujitsu introduces Mainframe use and engineered Xerox Trivor 2400 to be an

for convenience and
Managed Services Portfolio productivity. It prints larger innovation in inkjet production

X
and clearer documents,
F ujitsu has launched erox India has expand their inkjet media
spreadsheets, diagrams
new services announced the range to produce cost-
and charts to bring out
designed to ensure that launch of Xerox Trivor effective, higher-value
maximum detail and clarity
organizations can keep 2400 High Fusion Inkjet personalized jobs such
at A3+ size. The printer
their mainframes running Press that produces high- as direct mail, catalogues,
also supports copying and
long into the future. Fujitsu future expertise and quality results direct to magazines and colour
faxing.
Mainframe Managed career opportunities for
The L1455 offers PC-
Services deliver significant mainframe and data center
less operations via a 4.3
choice and flexibility via technologies. This aims
colour touchscreen LCD,
a modular portfolio of to maintain and develop
media card slots and includes
services, methodologies, essential skills, passing on
USB ports for flash drives.
expertise and solutions expertise to a new generation
The printer also comes
to support mainframes, of experts who will be able
equipped with a full suite
including Fujitsu BS2000 to keep mainframe systems offset coated paper on books. High Fusion Ink
of connectivity features
and VME, plus IBM z up and running long into the Trivor 2400, removing is specially formulated
that includes Ethernet, Wi-
Systems. the future. The lineup the need for intermediate to optimize printing and
Fi, Wi-Fi Direct and USB
With this, the company of Mainframe Managed coating processes, primers drying on offset coated
2.0. It enables the user
has also established an Services is available directly or added hardware. media, including matte,
to print directly from the
Enterprise Platform from Fujitsu. Pricing varies The Trivor 2400 silk and glass stock from
phone through the printers
Services (EPS) Academy, according to services High Fusion Inkjet Press 60 to 250 gsm, up to 250
wireless connectivity.
helping to ensure provided. allows print providers to feet per minute.

VOICE-N-DATA
Netgear brings two dual-band COAI to form 5G TP-LINK makes Deco M5 available
Wi-Fi Routers for home India Forum TP-Link
announced
has
the
N ETGEAR has
introduced R6080
and R6120, two fast Dual
SAARC, NETGEAR. The
brand-new routers from
NETGEAR pack a 3-in-1
T o
Indias
strengthen
position
for use and deployment of
availability of
M5 Whole-Home Wi-
Deco
Fi Systems. It is a mesh
Band AC1000 and AC1200 bonanza for home users, 5G technology, COAI has networking solution that
Wi-Fi routers for home that announced the formation provides seamless wireless
deliver Wi-Fi speeds up to of the 5G India Forum. internet coverage and retailer, HSN and other
700 mbps and 900 mbps, The Forum aims to bring comprehensive security retailers online and in
respectively. together the different via TP-Link HomeCare. stores.
To take advantage voices of the Indian With built-in antivirus Deco M5 systems
of higher broadband Te l e c o m m u n i c a t i o n s , and malware protection offer an impressive line-
bandwidth being offered by Mobility & Connectivity powered by Trend Micro, up of built-in security
telecom service providers ecosystem in order to Deco M5 provides a truly features. It provides exploit
and to support newer become the leading secure whole-home Wi-Fi and malware protection,
generation AC force in the development system. Currently available powered by Trend Micro,
devices, home of next- generation as a three-unit multi-pack, along with an SPI firewall,
users must communications. Deco M5 Whole-Home device access control and
upgrade their Wi- Rajan S. Mathews, Wi-Fi systems may be secure remote control of
Fi routers to dual band Director General, COAI, purchased from leading the network via the TP-
technology without burning combining performance, stated, The 5G India Forum entertainment and lifestyle Link Deco mobile app.
a hole in their pocket, price and value in one will serve as a strategic
said Marthesh Nagendra,
Country Manager, India and
attractive solution, he
added.
national initiative which
will address key concerns
Indus Towers enhances efficiencies
of all stakeholders, seek
with Oracle Taleo Cloud Services
Telenor India and Huawei conduct inputs from private, public,
small and large companies,
I ndus
has
Towers
announced
proud to partner with Indus
Towers in their journey
trials of Lean-BCCH technology to meet the challenge of
making 5G a reality in India,
deployment of Oracle Taleo towards technological
T
Cloud Services to streamline excellence. We are
elenor India additional investment. at globally competitive
its recruiting processes confident that with Oracle
and Huawei The observation reveals timelines synergising with
for faster recruitment and Taleo, Indus Towers will
Te l e c o m m u n i c a t i o n s that spectrum efficiency the world.
better collaboration in the not only be able to increase
India have announced improved up to 30% after
successful trials and tests
of revolutionary Lean
LEAN BCCH trial and the
GSM KPIs are comparable
ERICSSON cloud. The Oracle Taleo
Cloud Service enables
the overall efficiency of the
employees but also ensure
BCCH solutions in India.
A technology standard
even after re-farming of
1.4MHz spectrum out of
introduces new Indus Towers to identify
and recruit top talent to fill
that they are connected on
a real-time basis. Oracle
designed to address 5MHz. The solution is 5G offering specific telecom industry
needs and delivers insights
aims at fuelling Indus
Towers business objectives
spectrum scarcity and
broaden the future of NB-
IoT ecosystem, Lean BCCH
supported by advanced
technologies and features
which helped to control
E ricsson
introduced a new
radio product, AIR 3246,
has to continuously improve
talent acquisition efficiency
in an efficient and effective
manner, said Shailesh
and effectiveness. Singla, Sales Director,
can enable Telenor India interference and ensured for Massive Multiple Input We are extremely HCM, Oracle India.
to offer affordable mobile the best utilization of Multiple Output (Massive
broadband (MBB) services
to customers without any
frequency channels in
GSM.
MIMO). AIR 3246 is a
complement to Ericssons
Ixia Launches IxLoad-Wireless
AXILSPOT launches series of
global 5G radio offering
and sports both 4G/
Test Solution for Cellular IoT
Managed and Unmanaged
LTE and 5G NR (New
Radio) technologies and
is Ericssons first 5G NR
I xia has announced
IxLoad-Wireless, a
high-performance Long-
connectivity,
have infrequent
and
data
transmission. A low volume
Switches connectivity.
The launched series
radio for frequency division Term Evolution (LTE) test
solution for cellular IoT-
of such devices would have
a minimal impact on todays
A
duplex (FDD).
XILSPOT has includes in small Business- enhanced Machine-Type LTE networks. However,
According to the
rolled out new Unmanaged Switches the Communication
company, this launch
comprehensive series of products are ASP-UG4, (eMTC) and
will enable operators
managed and unmanaged ASP-UG8, ASP-UG16 Narrowband
especially in metropolitan
switches comprising of and ASP-UG24. In Edge IoT (NB-IoT)
areas to bring 5G to
11 cutting- technologies. These
subscribers using todays
edge switch technologies are new
mid-band spectrum and
solutions, Third-Generation
boost capacity in their
offering 5 Partnership Project
LTE networks. Ericssons
to 48 ports (3GPP)-defined and
5G Platform includes
for varied will help manage the density according to Ericssons
three previously launched
requirements expected with IoT and lay Internet of Things Forecast,
time division duplex
of enterprises. the foundation for 5G. 70 per cent of wide-area
(TDD) radios capable of
The industry-leading Switches, the products Cellular IoT provides IoT devices will use cellular
supporting 5G and Massive
switches are scalable, secure launched are AS-MG8, wireless communications technology in 2022, and
MIMO, as well as core,
and feature rich, designed ASP-MG8, ASP-MG16, for devices and applications the number of cellular IoT
transport, digital support
for high-performance and AS-MG24, AS-MG24-L3 that need low-power and devices will surpass mobile
and security elements.
enterprise-class network and AS-MT48-L3. wide-range communication phones in 2018.

CHANNEL BUZZ
Canon India flags off its roadshow SPARKLE Dassault Systmes launches 3DEXPERIENCE
C anon India is celebrating
20 successful years of
on ground would ensure answering
all queries to amplify the companys
on WHEELS Roadshow for SMEs
operations in India, and has
commenced a 50-city roadshow,
themed SPARKLE. This
relentless commitment towards its
target audience. This one-of-its
kind series of roadshows will also
D assault Systmes has
announced the launch
of its upcountry roadshow
and industrial manufacturing
companies.
The demonstrations capture two
showcase is conceptualized for help consolidate Canons footprint 3DEXPERIENCE on WHEELS overall themes From Design to
and dedicated to the resellers across regions in the country as a to connect to manufacturing hubs Manufacturing capturing aspects
supporting the Consumer System digital imaging leader, offering one in South and West India. of product design on CATIA,
Products outreach in the country. stop printing solutions.
The 3DEXPERIENCE on product simulation on SIMULIA

WHEELS, a mobile lounge with and manufacturing processes on
3DEXPERIENCE platform DELMIA alongside Dassault
demonstrations will tour the Systmes Industry Solution
Complementing its theme C. Sukumaran, Assistant states of Tamil Nadu, Karnataka Experiences. Inspiring New
SPARKLE, this initiative is Director, CSP Division, Canon and Maharashtra connecting the Horizons captures demonstrations
focussed towards making every India Pvt. Ltd, said, Building manufacturing hubs. The campaign on new technologies like Cloud
moment a sparkling celebration for on our 20 successful years of was flagged off in Chennai by and Additive Manufacturing (3D
its partners and customers. experience in India. We, at Canon, Samson Khaou, MD, India, Printing).
Consumer System Products take immense pride in being an Dassault Systmes, and Prasanta Fourth Dimension Solutions
division, under its Inkjet and Laser end-to-end solutions provider, our Kr Das, Vice-President, Value (FDS) has partnered with Dassault
portfolios, offers a range of printing relationship with our customers Solutions, Dassault Systmes, Systmes to provide System
products and solutions, designed to begins way before the product India. Over a span of 90 days, the Integration services for the latters
address the requirements of varied is purchased and continues for 3DEXPERIENCE on WHEELS portfolio of applications and
segments including Home, SOHO, lifetime. This journey would not will cover 10+ districts in Tamil industry solution experiences
SMEs, Enterprise and Government. have become a strong milestone, Nadu, Karnataka and Maharashtra, based on the 3DEXPERIENCE
Along with live demonstrations, without the support of our which are the key hubs of platform in the Indian Subcontinent
skilled team of engineers present dedicated distribution network." automotive, aerospace, defence market.
Fortinet organizes partner meet in Kolkata

F ortinet has organized a
two-day conference for
partners in Kolkata to showcase
This makes the Security Fabric
the ideal security solution to facilitate
customers digital transformation.
the companys Security Fabric The Fortinet Security Fabric goes
with its intentionally designed beyond whats possible with a
integration beginning with a unified traditional signature-based approach
operating system, highly optimized to threat protection, or with siloed
hardware and software processing, security technologies that vendors
unmatched zero-day discovery, have begun to superficially stitch
and a detection approach that together using an overlay platform
combines behavioural detection, approach.
machine learning, and hardware Speaking at the conference,
virtualization. Navin Mehra, Regional Director,
While isolated point products West, East and Central India,
leave gaps in security and limit Fortinet, said, The Fortinet
network visibility, Fabric-based Security Fabric and the Fabric- at network security. Provide customers with
security architecture is designed Ready Partner program are really Channel partners, extending the solutions that have faster time-to-
to communicate between all resonating with our partners functionality and intelligence of the deployment coupled with reduced
deployed securities devices in real and we have been receiving very Fortinet Security Fabric vision with operational expenses and technical
time, allowing them to dynamically positive feedback from both our an open and cooperative ecosystem support costs.
share and correlate threat data and partners and their customers on a of partner solutions can more At the conference, partners
automatically respond to threats daily basis. They feel that this new easily: learned to help customers undergo
occurring anywhere across the integrated technology approach Bundle, sell, and deploy changes, such as cloud adoption,
distributed network. It ensures allows partners to really give their solution sets without the burden increased data collection, and IoT
comprehensive security protection customers a better experience. The of significant costs and resources adoption and assess how these
and automation, without slowing Security Fabric has truly begun to usually required for validating developments will impact their
down users who need access to drive long-needed innovation in technology integration when cybersecurity strategy, and deploy
their data, or development teams network security, and is redefining delivering multi-product, multi- a security architecture to ensure
producing new software features. how partners and customers look vendor solutions to customers. consistent, end-to-end protection.

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Lenovo 2017. All rights reserved. Lenovo, the Lenovo logo are trademarks or registered trademarks of Lenovo.
Microsoft and Windows are registered trademarks of Microsoft Corporation in the U.S. and other countries or both.
www.varindia.com June 2017 19

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CMO SPECIAL
NVIDIA continues to push the curve for developing

world-class products
Vishal Dhupar
Managing Director South Asia, NVIDIA
When NVIDIA invented the GPU in 1999, it caused a paradigm shift in the computer industry. To help
developers learn what was possible in an emerging new world of gaming, NVIDIA taught them how to
build products to maximize the technology and make games more compelling for users. The GPU had
been on the market for only a few years when research scientists began exploring a non-visual use
for its powerful programming elements - executing complex computational tasks. To support these
efforts, NVIDIA released in 2006 CUDA, a parallel computing platform and programming model
that enables dramatic increases in computing performance and significantly expands the industries
that can benefit from using this technology.
In our offices around the world, NVIDIAs multilevel support for developers is integral to
our day-to-day business. We provide them with diverse resources, including courses in parallel
programming; enhancement tools for debugging, performance and testing; access to highly
skilled engineers and specialists who provide custom services and co-design industry-specific
applications; and financial support in the case of university researchers in various scientific
disciplines. Additionally, we have established robust mechanisms for communicating with, and
facilitating interaction among, developers through targeted discussion forums and conferences. We
have learned from two decades in the business the importance of listening closely to what developers
want and need. Our world-class designers continually work ahead of the curve to develop products that
will contribute to customers success and push new standards of creativity, usability and sustainability,
cites Vishal Dhupar, Managing Director South Asia, NVIDIA.
The video game market revenues touched $99.6 billion in 2016, and NVIDIA GPUs are vital in helping to
underpin its success. Its support for game developers includes code samples and utilities, best practices, support for its 3D Vision technology, tools to
create physics effects, rendering enhancement for PCs, and an authoring framework that allows artists to create high-level, dynamic systems without any
programming. NVIDIA also work directly with game companies to help them optimize the power of their GPUs.
The NVIDIA Partner Network brings together all those who collaborate to inspire and delight customers with world-class visual computing
solutions. Together with its partners NVIDIA works through the end customers to tackle the most challenging problems from cancer research to
quantum physics and allows millions of gamers to immerse themselves in hyper-realistic virtual worlds.
SAS analytics solution tries to deliver tremendous

value to customers
Kunal Aman
Head of Marketing - SAS Institute India
In todays age of the always on customer, CMOs need to be comfortable in operating in a data-driven,
customer- centric, multichannel world. If CMOs want to be successful in their role, they have to evolve
from being custodians of the brand to being true business partners in driving growth. One of the key
reasons of success as a marketing function at SAS is its absolute alignment to business goals and
revenue metrics.
As marketers today, we have access to unprecedented amounts of data and at SAS, we have
been relentless in our efforts to foster a data-driven culture that relies on analysis to develop,
execute & measure our initiatives. By leveraging the capabilities of various SAS analytical tools,
we have effectively transformed ourselves to be in a strong position to strike a balance between
art and science, and are able to provide insightful direction and attribute marketing investments
to business success. Also within marketing, we give each other the permission to fail. We have to
take risks if we are going to stand out in the market there is no way around it. So my job today,
is to create the right environment for people to experiment as opposed to an environment that
knows exactly what its doing because its been tried before, says Kunal Aman, Head of Marketing
- SAS Institute India.
SAS reinvests more than 25% of its annual revenue in R&D for fostering innovation and staying
ahead of the curve. Thats the reason SAS has been able to come up with innovations such as SAS
Viya, an open, cloud-ready analytics platform, which was cited in The Forrester Wave: Enterprise Insight
Platform Suites, Q4 2016, in which SAS was named as the only leader. Even in the space of the much talked
about Machine Learning Solutions, SAS earned the highest scores in a recent analyst report across all three categories - current offering, strategy and
market presence.
In this connected world, I dont believe organizations can survive, much less transform without the right partnerships and solution providers. Who
and how many you end up selecting to partner in your journey may depend upon your specific business priorities but each partner will probably bring in
something unique which is critical to the success of the transformation journey. A trusted partner will possess a strong understanding of your industry,
breadth and depth of products/ services, a keen ability to marry a digital solution to your business problem & a track record of innovation. Working
together with the right partner can help enterprises execute on a digital transformation strategy faster and at lower cost while giving them a competitive
advantage, sums up Kunal.

CMO SPECIAL
LG strives to become the most preferred

brand for Indian customers
Amit Gujral
Chief Marketing Officer - LG Electronics India
2017 is a milestone for LG Electronics in India. It marks the celebration of its 20th anniversary in the
country. LG has always stuck the right chords with the Indian consumers and taken unique steps to make
their aspirations a reality.
Today our consumers dont recall us just as a brand, but as a trusted partner that has been an
integral part of making their lives better. We emerged as the most-attractive brand as per the TRA
Research, which is based on brand trust and brand attractiveness. As a brand, LG has not just
sold products, but the dream of a better and more convenient lifestyle to the Indian consumers.
Our consumer-centric offerings cater to the consumers needs and preferences well and heart
touching CSR initiatives for societal betterment has been the success mantra for LG. Some of
LGs noble achievements in the recent past have set the brand a leap ahead of the others, says
Amit Gujral, Chief Marketing Officer - LG Electronics India.
LG created a Guinness World Records feat for its #KarSalaam initiative which was launched
at the start of the year. The initiative involved the whole nation to come forward and send in their
good wishes for the Indian Armed Forces for their undying spirit of bravery and service to the
nation. It also included a donation of 1 crore INR to the CRPF Welfare Fund. With this campaign,
LG broke the Guinness World Records by getting more than 150,000 unique handwritten messages
from the Indian citizens.
Another noteworthy initiative from LG this year was rolling out of the noble Hunger Free India
campaign. This campaign aims to create awareness amongst individuals, businesses and organizations
towards fighting the issues of hunger and food wastage in India. The campaign aims to change the basic
thought of how food generally is disposed off without a second thought. LG consumers will now pledge to preserve food and ensure that it reaches
the hunger-stricken.
Besides these initiatives, LG is a pioneer in bringing new technologies and constantly supporting all the efforts that are revolutionary in their
approach. It is working on aligning its systems with the latest developments, to bring an improved system of buying for its consumers.
Lenovo makes use of data and analysis to enhance

customer experience
Bhaskar Choudhuri
Director- Marketing, Lenovo India
Data empowers marketers and gives organizations power during pointy business discussions. In my
view, the most successful marketers are those who know the value of analytics. This goes far beyond
measuring return on investment, share of voice, reach, engagement, market share or market growth
although all of these remain important. Our success mantra has been to increase our customer
knowledge over the last one year, in the SMB segment. Many organisations pursue greater customer-
centricity. Certainly, at Lenovo we see this as a high priority, says Bhaskar Choudhuri, Director-
Marketing, Lenovo India.
Due to its focus on building customer information and reaching out to customers with a
dedicated telemarketing engine, Lenovo gained a 5.5% YTY share in the SMB Segment in CY
2016-17 in India (as per IDC Shipment report). An example of Lenovo moving to customer
centricity is its own voice of the customer (VOC) project in India (and in Japan), in which it
analyses customer comments in social media channels and forums, and share the insights with its
customer engagement and product development teams. Every month this means we have around
700,000 customers giving insight on how to make our products and services better, asserts Bhaskar.
In a Forester paper commissioned by Lenovo and SAP in January 2016, on average 70% of data
within companies goes unused. Organization must continuously watch and listen to their customers and
prospects. That means both data and analysis drive the definition of the customer engagement experience. It
applies to your products and services, the way you engage with your customers, and in the way those who talk to customers interact with them (from
the CEO through to the customer care technician). Listening for opportunities to discover how customers experience the same from your competitors,
or new entrants coming to market, are valuable in reviewing your own approach, he sums up.

CMO SPECIAL
A strong marketing mix determines the maximum

return on investments for Dell
Srihari Palangala, Director, Marketing, India - Dell EMC
The success mantra of Dell EMC in 2016-17 has been hinged around 4 key pillars -
A strong and experienced team with a positive and open attitude - The people at Dell EMC are
its greatest strength in terms of delivering value to customers and partners in this environment
Ability to look beyond traditional business horizons and drive marketing innovation this includes
the companys powerful messages, innovative marketing vehicles and a high-performing marketing
mix
Marketing by numbers anchoring its marketing programs to drive on strong business
outcomes and keeping every element of a campaign (segmentation, targeting, outcomes)
fully measureable and accountable
Distilling its vast product portfolio into messages - these messages can be easily
consumed and absorbed by its target segments combined with making its messages easy
and customer-centric
Our campaigns start with looking at any situation with the customer-first lens. Listening and
understanding the customer helps us tailor, target and personalize our message. It is also important
to drive the sense of agility in everything because digital and its impact on businesses in India today
is immense and every business is rapidly transforming today. This diligence on every campaign around
what we say, whom we say it to and how we say it determines our messaging, targeting and
marketing vehicle mix. Our choice of the marketing vehicle mix is geared towards driving superior efficiency
which enables maximum returns for our investment in terms of both dollars and resource time, says Srihari
Palangala, Director, Marketing, India - Dell EMC.
Dell Technologies has a vast portfolio of products and services across the three pillars of IT, workforce and security transformation for organizations.
While the portfolio is vast, it is important that it be complemented adequately with partners for a holistic outcome for its customers. These partners
deepen geographic and vertical reach, integrated services, customer fulfilment, and technology capabilities offered to customers. Dell EMC also has
a powerful partner program that has been widely accepted and welcomed by partners across India. This combination has helped its reach across the
country as new pockets of growth emerge among tier-2, tier-3 markets beyond cities.
Kingston considers understanding his

audience as its key trait
Vishal Parekh
Marketing Director, Kingston Technology & HyperX India
Kingston has transformed from being a small garage store in 1987 to become a multi-billion dollar
conglomerate. The 30 Year journey has been rather exciting as it expanded its portfolio, initially with Flash
based products like USBs, and eventually positioned itself successfully as a lifestyle technology brand.
Being the forerunners in the industry and having invested in upcoming technologies, Kingston has
built audience interest for its product categories. It has designed promotion and educative campaigns
for various segments of the market, which helps them make sense of the new age technology and
understand the prowess that Kingston and HyperX bring to the board rooms and market.
Our success mantra could largely be attributed to delivering a best-in-class quality proposition
to the customers at a value price, cites Vishal Parekh, Marketing Director, Kingston Technology
& HyperX India. This includes not compromising on After sales services. We have been
successful in transforming our challenges into healthy relations tailoring sales and marketing
strategies and a healthy communication model defined by the audience. The success has been
possible majorly with the team efforts and internal collaborative strategies which led us to be
creative and innovate more ways to bring value to our consumers and partners. We are elated and
extremely proud to be part of one of the rare success brand stories in the world.
For Kingston, understanding the Indian Market and requirements is its key trait. We were the
pioneers of the DDR4 technology at a time when the industry was adamant on the older DDR3, again
invested in the SSD business when others found it infeasible. Being with Kingston for over 10 years, one
thing is clear that the brand works the smart way and this itself gives it an edge, says Vishal.
Listening to audiences and most importantly to the Channel partners, Media, Corporates, Alliances, and
end users to create a stronger product and brand name has been very instrumental in taking the brand to where it is today. Vishal personally has been able
to break the traits of the growth in four distinct areas expertise, leadership, business and personality that has helped Kingston achieve new heights.
In other words, Kingston has been a partner for quite a lot of enterprises and brands to help them make valuable decisions and improve the business
productivity. It has helped businesses become digitally mature to improve organizational agility and customer experience. With Kingstons knowledge
and expertise, businesses can manage a smooth transition and become future proof.

CMO SPECIAL
Acer strives to deliver customer experience by

simplifying technology to them
Chandrahas Panigrahi
CMO and Consumer Business Head - Acer India
A great marketer knows that his job doesnt end at just acquiring customers. CMOs need to do give an
engaging brand experience right from purchase to after sales and even though some of these departments
do not fall under CMOs direct purview it is critical that brand experience is consistent and delightful.
Great CMOs are a sales man, a brand evangelist, a communication expert and of course a great
leader.
As the CMO and Head of the Consumer Business at Acer, Chandrahas Panigrahi has been
successful in positioning the Acer brand as the fastest growing PC brand. Recently it has opened an
exclusive store in Tripura that shows its commitment to deliver brand experience to consumers
across the country with full assortment of products.
At Acer our philosophy of breaking barriers between people and technology drives
us to offer a brand experience where we ensure great technology reaches to a wide variety
of consumers backed by award winning customer support system. 2016-17 saw Acer being
crowned with various awards both in India and globally, notably the Golden Peacock Award,
Brand Excellence award and Retail award. This has come on the back of some record breaking
launches like the Swift 7, Predator gaming laptops to name a few, states Chandrahas Panigrahi,
CMO and Consumer Business Head - Acer India.
Talking about digitization, Chandrahas says that the country will definitely evolve with the advent of
new innovations in both hardware and software space. The IT landscape has been constantly evolving
and changing; many new trends are expected to emerge and some of them will definitely go a long way in
improving the lives of users around the country. Digital transformation is a true change agent and with right
partners companies can really scale up their business. New technologies and data analytics opens up perspectives and opportunities which businesses can
exploit. Having said that with more critical data moving online security should be a paramount infrastructure which if companies ignore will be at their
peril. Every day we see new threats coming through internet and both government and companies should have the foresight to ensure data is protected
at any cost from malicious agents, says Chandrahas.
Symantec provides security technologies built for the

cloud-based environment
Ganesan Arumugam
Director - Partner & Commercial Sales, India, Symantec
We are living in the cloud generation powered by a fundamental shift in the way enterprises, employees
and customers use technology - a time when critical data, applications and infrastructure are shifting from
behind the firewall to running on the cloud. Cloud security therefore, has emerged as one of the key
priority as it continues to challenge CIOs.
In fact, according to Symantecs ISTR vol. 22, CIOs have lost track of how many cloud apps
are used inside their organizations. When asked, most assume their organizations use up to 40
cloud apps when in reality the number nears 1,000, points out Ganesan Arumugam, Director
- Partner & Commercial Sales, India, Symantec.
As Indian enterprises embrace cloud applications and infrastructure, they require security
technologies built for this new cloud-based environment to gain the upper hand on adversaries.
Symantec is enabling this transition to the cloud generation through stronger protection, greater
visibility and better control of critical assets, users and data.
Symantecs Integrated Cyber Defense Platform unifies cloud and on-premises security to protect users, information, messaging and the web,
powered by unparalleled threat intelligence. The Integrated Cyber Defense Platform includes the industrys most comprehensive cloud security solutions
to govern access, protect information, defend against advanced threats and protect workloads as they move to the cloud, says Ganesan.

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CMO SPECIAL
Moving its customers safely to the digital space is the

main focus for Fujitsu
Santhosh NS
Head of Marketing & Communications - Fujitsu
Fujitsu had its share of achievements during the year 2-16-17 and success has been mainly due to
following reasons -
Fujitsu aligned closely with sales team, as it believes that most of the marketing strategy will not
be successful if this is not supported by sales team. Moreover they are people who often visit
customers and their input is very much necessary to make any marketing engaging a success.
Last year, Fujitsu India saw almost 3.5 lakhs impressions on its Social media channels.
Though Fujitsu does not spend large on marketing, but this in a way is very advantage as it
needs to keep innovating and generate maximum interests with minimum investment. It has its
partners in most of the go to Market strategy and aligns with Intel, Microsoft, SAP and others
in most of its marketing activities.
Fujitsu is constantly building customer reference stories which are public, available on website
and Social media channels. Besides, its sales, pre-sales and after service are working hard to have
satisfied customer.
We are today living in a hyper-connected world. It is very much necessary to find out what
is our strength and focus more on it. We have been more focusing on promoting our services like
business Application Services and Managed Infrastructure services along with our solutions. We did
have our share of gaining leadership in specific area - like we are growing our HPC installation across
countries YoY. Currently we are more than 175+ HPC Customers across country; SAP India has awarded
Fujitsu India as Partner of the Year for our Non-Metro Business and have mentioned that the main reason
for us to win this award was that our understanding of customer's behaviour in non-metros, reiterates
Santhosh NS, Head of Marketing & Communications Fujitsu.
In a recent survey commissioned by Fujitsu, it is found that more than 50% of CIOs believe their organisations will not exist in their current form
in five years time. Security has never been more important. Organisations and their data are at risk from cyber threats that change daily. The average
cost of data breach stands at $3.5M and in a third of cases lead to 8 hours of down time or more (Insurance Journal 2014). It takes 9 months to identify
60% of security threats.
Cloudera helps customers gain valuable insights from

the large volumes of data
Mark Micallef
Vice President, Asia Pacific & Japan Cloudera
There has been a huge shift seen in organizations business strategies of late. Before, it was clear that
businesses focused on enhancing the overall customer experience and most organizations moved to
engage big data and analytics to derive deeper insights. But today with the sophistication of cyber
threats and increasingly complex data privacy laws and regulations, business leaders must be tackling
these challenges head-on to stay ahead in todays competitive economy.
We believe that we are now in the sixth wave of automation the automation of decisions.
Artificial Intelligence (AI) and Machine Learning (ML) will take center stage in the year ahead
and enable businesses to automate processes and drive information-driven decision making in
a more scalable way, says Mark Micallef, Vice President, Asia Pacific & Japan Cloudera.
Cloudera aims to deliver an end-to-end scalable big data solution built on an Open Source
platform targeting several industries to enhance customer insights, detect cyber threats and
anomalies, maintain compliance with the latest industry regulations and to accelerate business
technology roadmaps.
Clouderas mission from the very beginning was to help companies quickly and easily gain value
from their rising volumes of data and to do things that werent possible before. To accomplish this,
Cloudera has focused on building a strong partnership network in the region so that its solutions can
reach a wider customer base and benefit more people. Recently, it announced a partnership with Tech
Data in ASEAN to offer an end-to-end, ready-to-use solution to drive turnkey Smart City and IoT projects
across ASEAN. Other solution providers like Qlik, Talend, StreamSets, Securonix and Informatica are built
on top of the Cloudera platform, making it easier and faster for customers to solve their business problems.
We also believe in continually deepening relationships with customers that have entrusted us to help derive value out of their data. In India, we
have enabled organizations like Airtel, NxtGen and YES Bank to develop customized campaigns for consumers and manage data, collect and manage
growing volumes of data in one centralized, secure and fully governed platform, says Mark.
As an Open Source company, education, upskilling, and knowledge sharing have always been part of the Cloudera ethos. Since 2016, Cloudera has
launched BASE (Big Data Skills Enablement), an industry-led ecosystem that is designed to groom a future workforce of data professionals.

CMO SPECIAL
The channel first strategy has helped Sophos to grow

faster than its contemporaries
Sunil Sharma
Managing Director sales for India & SAARC, Sophos
Sophos has grown both its network and its endpoint business faster than the market growth during
fiscal year FY17, ended March 31st 2017. It has done this by remaining steadfast to its channel first
commitment to build products and programs that drives business for its partners. Sophos now has a
channel ecosystem of more than 30,000 partners worldwide. In addition, Sophos has continued to
innovate to provide customers with next-generation endpoint and firewall protection that is required
to protect against todays sophisticated threats.
The channel has a critical role to play in helping Indian businesses through digital
transformation. To add real value, partners will need to act as a trusted advisor, understanding
the unique challenges and threats of each organization. It is imperative for them to drive
innovation that delivers customer needs, learn from feedback and always strive for excellence.
In addition, with todays global economy it is important that as trusted advisors, they understand
the regulations that govern data protection for citizens in any country that their client might
operate such as GDPR which governs data protection for citizens in the European Union, says
Sunil Sharma, Managing Director sales for India & SAARC, Sophos.
IT security in India has evolved as the most sought after discussion in the industry and until
recently there have been several triggers to it. Last year Sophos Labs analysed the attacks that happened
all over the world and predicted some of the threat trends -
Financial infrastructure at greater risk of attack - The use of targeted phishing and "whaling"
continues to grow. These attacks use detailed information about company executives to trick employees
into paying fraudsters or compromising accounts. Experts expect attacks on critical financial infrastructure to
continue in 2017.
Destructive DDoS IOT attacks - Cybercriminals will find it easy to extend their reach because there are so many IoT devices containing
outdated code based on poorly-maintained operating systems and applications with well-known vulnerabilities
Shift from exploitation to targeted social attacks - Cybercriminals are getting better at exploiting the ultimate vulnerability - humans. Ever
more sophisticated and convincing targeted attacks seek to coax users into compromising themselves.
Marketing continues to strengthen Vertivs

new brand positioning
Dipti Singh
Head Marketing & Communications - Emerson Network Power
Todays hyper-competitive business landscape is rapidly organising itself around the customer. More so
because the internet and evolving distribution models have changed the way consumers discover, engage
and relate to brands. What once depended less on data and more on psychology and creativity now
relies on both. This is most exciting times for CMOs as they are experiencing a shift in the technology
and are being as creative as they can.
Marketers are innovating with their strategies to approach new customers, engage with existing
and potential customers and finally creating a brand perception to retain them. Our resolve to
offer best in class customer service will only help us in creating better relationship with our
customers, states Dipti Singh, Head Marketing & Communications - Emerson Network
Power.
She further continues, At Vertiv, this year is the most promising year for us to get identified
as the new independent entity from the Emerson umbrella. And now as challenges and demands
grow, marketing continues to find better ways to help strengthen its brand positioning, recall,
mindshare and image. Our portfolio spans power, thermal and infrastructure management products,
software, services and this year Vertiv team could roll out events across these solutions. Being an
integral part of the company, marketing served as the centrifugal force to drive more than 100 events
in a span of 9 months from its launch on Dec 2nd 2016.
Marketing managers are typically responsible for the brand image today. Being inherited with strong
views, they view the business holistically, working closely with other departments and ensuring that marketing
activities are connected to wider company goals and objectives. The onus lies on them to ensure that every customer is attended with utmost priority
providing the best solutions be it in-person interaction at events, digital platforms, press releases, advertising, ATL promotions, e-mail marketing,
schemes, offers and many more.
We are witnessing an era of disruption, with technology progressing and evolving at a faster rate, organizations are taking initiatives to be on top of
the game. With government announcing initiatives like providing 24x7 electricity by 2019 or moving towards a cashless economy has widened horizons
for companies like Vertiv to be a part of rapidly emerging technologies. Even the need to increase storage capacity, big data generation, and the strategy
of companies to expand by establishing local datacentres are propelling the demand for datacentres across the country, concludes Dipti.

Designing tailor-made solutions for its customers has
been the Mantra at CtrlS
B S Rao
VP Marketing, CtrlS Datacenters
Customers seek solutions for their challenges. Product and Services companies are expected to focus
on building innovative solutions to address their pain points. CtrlS Datacenters achieved enviable growth
fundamentally driven through innovative services and solutions and global expansion to address the
needs of markets spread across the continents.
While customer acquisition is a key focus for every business entity, ensuring timely delivery
of services (within the defined quality parameters) has been a key to our customer success, post-
sales services support, pro-active and timely resolution of issues have led to a healthy NPS
score reflecting high customer satisfaction reflecting their loyalty to us, asserts B S Rao, VP
Marketing, CtrlS Datacenters. The Mantra at CtrlS has been to design innovative solutions,
customizing solutions to the help our customers overcome their business challenges thus
allowing them align technology and business in line with their organizational goals. Lastly, we
ensure customer delight through automation and process driven post-sales support and strict
adherence to committed SLAs. This has helped us achieve industry lowest customer Churn, 40%
YoY revenue growth and an enviable EBITDA.
As a CMO, Raos role has been that of a Change Agent, focused on Marketing Transformation,
working closely with the CEO/Board, crafting customized strategies focused on enabling growth,
achieving company objectives (enhanced brand performance, brand awareness) in alignment with
stakeholders both internal (CEO, Board, LOBs etc) and external (Customers, Alliance Partners,
Regulatory Agencies, Analysts etc) with a 360 degree engagement and 3C approach (Consult, Collaborate,
Calibrate). Metrics based approach, leveraging marketing analytics for forecasting, optimizing, making informed
decisions has helped the company maximize its success.
CtrlS had to initially cope with multi-cultural, localization of messages, positioning, differentiation across Indian Ocean, South East Asia, APJ, Middle
East, Americas and Europe by leveraging digital platforms, offline marketing tactics to make inroads into the minds of prospective customers through
localized (customized) tactics and strategies. But with time everything started falling in place and the company is today positioned as Asias largest Tier-4
Datacenter company and the worlds 1st Tier-4 Cloud Player (Cloud4C) with Global Footprint across 17 countries (40 countries by 2019).
Western Digital is driving the digitalization wave in

the entertainment industry
Kinny Nayyar
Marketing Head - India & South Asia, Western Digital Corporation
Western Digital believes that the customer is the king and brands that understand their customers
needs will succeed. For us, the India market is important and our investments in the country continue to
be strong. We have a very strong R&D center based out of Bangalore. Our association with the media
industry has given us a big impetus this year specifically in the Indian market. Last year we collaborated
with Clean slate productions and Fox Star Studio for the movie, Phillauri and continued the
association this year with Fox Star Studio for the Siddharth Malhotra and Jacqueline Fernandez
starrer, A Gentleman Sundar, Susheel, Risky. This has helped manifold the brand in increasing
its penetration into a new segment of media and entertainment. Digitalization is away forward
for this industry and the entertainment business has generally been a front-runner in adopting
new technologies. Western Digitals association with Fox Star studio is a long standing one and
has led an innovation march in the entertainment business. Understanding these technologies
and predicting the trends and sectors is critical for any business to grow and expand, explains
Kinny Nayyar, Marketing Head - India & South Asia, Western Digital Corporation.
One primary focus for Western Digital now is on strengthening its team and creating a pillar to
pillar strength in India to ensure that it has a very strong core built, thereby creating a robust value
system for the customers.
Kinny asserts that the role of CMO is changing day by day because of the evolving technology. They
play a major role in acquiring customers today and contemporary marketing is getting redefined by the use
of technology. From acquiring customers to giving them an unforgettable experience, technology has become
a game changer and an enabler for ensuring better business practices. For CMOs today, listening to customers has become one of the key ingredients
shaping their success in connecting brands with customers.
Marketers used to initially rely on the traditional marketing tools, however, customers today go through different stages of the buying process,
enabling a stronger understanding of the customer which is more important than ever before. Today, brands are looking at innovative ways to engage
with the customers so that they feel comfortable making the purchase whenever they are ready. As the customer market is becoming more complex,
brands are struggling to simplify and survive. It is best to create a quality, personalized experience for each customer, sums up Kinny.

CMO SPECIAL
Trend Micro tries to be in sync with technology

changes to address new threats
Nilesh Jain
Country Manager- (India and SAARC) - Trend Micro
Recently, there has been a surge in banking transactions across various digital platforms resulting in a
lot of confidential data flow, an easy access for hackers looking at monetary gain or creating large scale
disruption. As the country is moving towards digitisation and a cashless economy, the threat landscape is
also rapidly evolving, especially across the financial and BFSI segment. Organisations and customers
vulnerability to data and security breach in the new economy is expected to rise. From a business
standpoint, there is a huge potential in the current market for global security experts like Trend
Micro to address the challenges of enterprises, opines Nilesh Jain, Country Manager- (India and
SAARC) - Trend Micro.
There is a whole new market for IOT (Internet of Things), which has created a new
ecosystem and a new threat landscape. Trend Micros investments today are on the users side
and on the deployment of cloud technology. Also, network functions are being virtualized. And
so it feels that Trend Micro has to be in sync with the technology changes, as hackers can exploit
the new threats and these include the main areas of research.
From endpoint to gateway to data centre and the cloud, Trend Micro offers software and services
that target the specific needs of enterprises. It offers solutions to meet the demands of small and big
enterprises from various sectors. Cloud and networking are one of the key focus areas of Trend Micro.
Recently, it invested in Next Gen Endpoint security, Breach Detection System, Endpoint Detection and
Response, Security Information & Event Management and Identity & Access management. Its flagship
product, Deep Security provides solutions secure software defined security network environment.
The Trend Micro Smart Protection Network, which powers its market-leading solutions, contributes to high
customer satisfaction, which in turn generates opportunities for Trend Micro complementary solutions. Trend Micro delivers market-leading security
solutions that address three important and expanding business opportunities - User Protection; Hybrid Cloud Security; Network Defense.
We have structured our channel strategy to deliver better solutions to enterprises; overall in India and APAC. We help the channels service their
customers better, because in the end it helps us yield better results in business. Retaining customer in this volatile market is difficult, but we aim to
achieve it by attending to our customers requirement proactively, says Nilesh.
NetApp concocts a success story

around Flash Storage
Parag Amalnerkar
Marketing Leader, India & South Pacific NetApp
NetApp believes that Intensity is better than Extensity which means instead of spreading
resources over multiple messages, choose the best story and invest all resources in it. For NetApp, the
best story is Flash (due to the most complete and differentiated portfolio in the industry) and it has
duly invested in it.
We are the fastest growing flash vendor globally; growing faster than the market with over
$1B of annualized revenue. In India too, we have frequently attained #1 position in terms of
market share. Of course, its marketing that acts as the headlights of an organization and guides
to whats the next best bet towards success. For instance, all data suggested that All Flash will
be in excess of 50% of the external storage market by CY2020.Therefore, since we had the
obvious advantages of Flash in terms of power, cooling, density and reducing prices, it made
sense for NetApp to bat on the front foot and move the battle away from legacy leaders; to fight
with this new approach. The results speak for themselves. We are increasingly the predominant and
preferred All Flash brand of choice in enterprises and our QoQ and YoY growth is amongst the
highest in the market, says Parag Amalnerkar, Marketing Leader, India & South Pacific NetApp.
On digital transformation, Parag cites that each enterprise must undergo digital transformation to
remain competitive. To do so, they should first and foremost define milestones with clear KPIs supported
by adequate market expertise to help outline and measure these goals. Secondly, the enterprises need to focus
on the best of both technology and talent a convergence of in-house and partnership skills that will aid this journey. And last but not the least, this
transformation has to be CEO led but driven by the CIO.

Digisol wants to see itself emerging
as a Made in India brand
Mandar Joshi
Head Channel Business - DIGISOL Systems
One of the main focuses last year was to position DIGISOL as a major Made in India brand, giving
importance to locally manufactured products. Today DIGISOL has emerged as a string 'Made In India'
brand in the Indian Networking market which is today flooded with other foreign brands, especially
Chinese that are slowly killing profitability in this space.
We want to establish ourselves as an Indian brand. We have technology and infrastructure to
do that and that makes DIGISOL different from other brands. We wanted to make it a pull brand
from a push brand and therefore, we wanted to make sure that our channel knows DIGISOL very
well and they are confident to sell the products. We have seen good growth in wireless market
after the massive marketing and promotion activities, comments Mandar Joshi, Head Channel
Business - DIGISOL Systems.
As per IDC, 2016 report, Digisol is among the top four brands in wireless products for unit
shipment. Last fiscal year was good for DIGISOL as it emerged as a strong player in home and
SOHO segment and got good mind and market share for broadband routing. It also did good
business in wireless segment and is now amongst the top brands in Wireless.
With advent of Digitisation, mobility and social media consumer awareness is increasing and is
also reflecting in consumer buying behaviour. Digisol realizes that in todays time, the brand presence
on digital media is a must. The presence on online channel increases the visibility of the products and
some customers who see the product online call the offline stores for products. In other words, online
visibility brings business to the traditional channel as well. Nowadays it is essential to be online to maintain
the presence online that is a must for maintaining the brand image as well.
We have big focus and budget to promote DIGISOL brand on digital media. While advertising in print media remains a part of our promotion,
we will be very active on social media front on sites such as Facebook, Twitter, LinkedIn, etc, sums up Mandar.
Commvault believes business leaders need to shelve

their traditional roles
Jezmynn Koh
Director of Communications - Commvault APAC
As CEOs continue to strengthen and normalize their leadership teams, temporal roles will either fall out
of fashion or be calibrated to drive the key digital, data analytics and customer programmes in 2017. It
will be no surprise that traditional and functional roles such as the Chief Marketing Officer and Chief
Financial Officer will evolve, and new customer and business-centric functions will emerge.
Jezmynn Koh, Director of Communications - Commvault APAC gives away some top tips for
business leaders to deliver business value to their organizations using data -
A License to Innovate: Data Driven Decisions throughout Organizations
Organizations must tap into their greatest assets their employees to win in a customer-
led and digital-centric market. A data-driven mindset and collaboration through the entire
organization is the key to success. Insights from one department can be used to shape another,
as case in point. Customer patterns, employee lifecycle, turnover rate can be used to co-relate
with employee benefits and incentives from the finance team. For instance, when using data
gleaned from sales performance, sales compensation needs to be tied to attainable metrics of
success every quarter, to ensure a consistent level of business delivery, employee satisfaction and
engagement.
Upskilling and Development: Preparing Leaders for the Future
When organizations continue to invest in employees, development of new skills that allows them
to cope with the transformation of roles and job scopes is also crucial. Workshops, skill development
programmes, and grassroots initiatives are all important in boosting morale, also allowing businesses to reduce
turnover and build a strong company culture.
Go Your Own Way: Build Your Own Talent Acquisition Capabilities
Another key to success is finding your own talent. Most organizations rely on agencies and recruitment managers to find talent, but using data
internally could yield better results. Building your own talent acquisition capability is a viable solution, using data-centric tools to start building a
proactive sourcing engine which can identify and cultivate talent ahead of an opening, instead of always running behind.
This is particularly crucial in a period of hyper growth, where it is extremely important to have a strict process in place to ensure there is consistent
cultural measurement. In such times, there is always a temptation to hire rapidly, but it is important to screen candidates for culture fit, have them
embedded in the company culture so as to become meaningful contributors to it.

CMO SPECIAL
McAfee constantly tries to simplify cyber security for a

wider audience acceptance
Rupa Roy
Head of MArketing, APAC - McAfee
McAfees focus as one of the largest pure play cybersecurity players has been to be torch bearers for
the industry. We have been leading the way to promote awareness through all our marketing efforts and
sensitize consumers as well as enterprises about evolving security threats. Awareness prompts readiness
and owning this onus has been a major imperative for McAfee. We also engage with our stakeholders
and customers on a regular basis because cybersecurity has now moved from a back-office reality of
IT into the boardroom. Since Cybersecurity is a complex domain, we are also constantly working on
how we can simplify the message for it to resonate with a wider audience since its something that
concerns everybody. This has been our success mantra leading to many major achievements in
2016-17, explains Rupa Roy, Head of Marketing, APAC - McAfee.
Owing to India being the hotbed for growth, its one of the fastest growing markets for
McAfee in APAC. The company has been growing in double digits over the last several years
and it expects to continue that trajectory across public and private sector. As a testament of this
growth, McAfee in India has partnered with approximately 49% of ET 500 and aim to cover 60%
of ET500 companies, with an overall target to increase the customer base by 20%.
Additionally, building on established ongoing relationships with leading OEM manufacturers like
LG & Samsung, McAfee now also associated with one of the leading consumer electronics company
Micromax. With these marquee partnerships, it has successfully expanded its security footprint in
India.
McAfee believes that any organizations digital transformation needs a connected architecture to share
intelligence and orchestrate security operations in real time. Rupa explains, When a house is being built, a
number of factors are considered. All these factors are considered as standalone and as a whole i.e. how they would impact other considerations.
Example, a bigger drawing room could mean a smaller kitchen. Digital transformation can be considered on similar lines where security is inherent and
not an afterthought. Isolated products create coverage gaps, impair visibility, sap budgets, and leave incident responders dealing with targeted attacks,
scrambling and reacting.
To enable such industry leading collaboration, McAfees Open DXL leverages the McAfee Data Exchange Layer (DXL) that enables unprecedented
collaboration in an open, real-time system.
eScan endeavours to provide better customer

experience through its customizable security solutions
Rajat Sahu
Head of Marketing - eScan
A happy customer is always easy to engage and retain, hence eScans major focus is always to provide
a seamless service that helps increase customer satisfaction. Our single mantra for success is customer
satisfaction with over the moon product experience. In our constant endeavour to achieve the same,
we strive to improve these two aspects of the business continuously. One achievement I can speak
of is when we were able to provide a highly customizable security solution or one of our valued
customers in quick time, which in turn help them execute the projects seamlessly, says Rajat Sahu,
Head of Marketing eScan.
Apart from that eScan also made its strong presence among the IT channel with higher
satisfaction level that helped it to grow its channel network to more than 8300 active partners
across India.
As mentioned, one of eScans key mantra for growth is customer satisfaction and great
product experience. Our constant effort towards building a channel friendly culture as well as stay
ahead with global standard product quality helped us gaining market share across the business and
consumer segments. We also constantly stay engaged with our customers& partners through various
forums and platforms to reach out and resolve any problem at its budding stage. That has helped us
garner the leadership position, at par with many international players, reiterates Rajat.
According to Rajat, digital transformation is here to stay and though it might be complicated but it is
inevitable for any enterprise to survive the change and grow. Digital Transformation not only empowers
the enterprise to increase its speed, efficiency, agility but also adds to profitability and faster growth. Digital
transformation is the backbone of every business it becomes crucial and critical to safe guard the business and confidential DATA secure but also makes
the business services accessible 24 x7 for the customers, points out Rajat.
Hence, a robust and strong IT policy will help organisations harness the powers of digital while making it agile to the times of change and faster
growth.

Lenovo understands the value of analytics
in its business success
Sriram Gopalaswamy
Head of Commercial Marketing - Lenovo
Data empowers marketers and gives them the power during pointy business discussions. In the views of
Sriram Gopalaswamy, Head of Commercial Marketing Lenovo, the most successful marketers are those
who know the value of analytics.
This goes far beyond measuring return on investment, share of voice, reach, engagement, market
share or market growth although all of these remain important. Our success mantra has been to
increase our customer knowledge over the last one year, in the SMB segment. Many organisations
pursue greater customer-centricity. Certainly, at Lenovo we see this as a high priority, points out
Sriram Gopalaswamy, Head of Commercial Marketing Lenovo.
Due to its focus on building customer information and reaching out to customers with a
dedicated telemarketing engine, Lenovo gained 5.5% YTY share in the SMB Segment in CY
2016-17 in India (as per IDC Shipment report).
An example of us moving to customer centricity is our own voice of the customer (VOC)
project in India (and in Japan), in which we analyse customer comments in social media channels
and forums, and share the insights with our customer engagement and product development
teams. Every month this means we have around 700,000 customers giving insight on how to make
our products and services better, he says.
In a Forrester paper commissioned by Lenovo and SAP in January 2016, on average 70% of data
within companies goes unused. Organization must continuously watch and listen to their customers and
prospects. That means both data and analysis drive the definition of the customer engagement experience.
It applies to your products and services, the way you engage with your customers, and in the way those who
talk to customers interact with them (from the CEO through to the customer care technician). Listening for opportunities to discover how customers
experience the same from your competitors, or new entrants coming to market, is valuable in reviewing your own approach, says Sriram.
For Sify, Relationship Marketing is a prime focus for

its brand positioning
Arvind Saxena
Group Marketing Head - Sify Technologies Ltd.
Sify invests in making a difference to the lives of all those that the brand touches be it Customers,
Shareholders, Employees, Partners. We call it Relationship Marketing. We maximize the time we invest
across various touch points and gather insights constantly to address the needs of the ecosystem.
Our 360 degree customer outreach strategy gives us deep insights on enterprise buying behaviours,
customer journey mapping, in addition to the broader technology shifts and whitespaces therein.
Media being the biggest catalyst of change and change-makers, has helped us share our POVs and
strategic positioning in the market, with industry peers across Print and Digital, explains Arvind
Saxena, Group Marketing Head - Sify Technologies Ltd.
Sify Technologies has built a knowledge-sharing community of Thought Leaders over the
past 1 year that supports each other with rich insights on technology best practices across
industries. The fact that we are on Gartners Magic Quadrant for the fourth consecutive year
reinforces our standing as a leading service provider. Enabling customers on their transformation
journeys has helped us maintain high satisfaction scores among our 8500+ customers, says
Arvind.
In the past year, Sify introduced additional layer of services with the intent of helping enterprises
scale rapidly. In the network space, its offerings such as SMACnet and Managed WiFi service have
ascended from enterprises requiring workforce collaboration in an era of hyper-connectivity. Similarly,
its WAN Transformation solution enables a unified cloud based network management replacing the hassles
of managing disparate networks and vendors. Sify has been a leading player in Applications such as SAP,
helping enterprises with their ERP transformation.
To re-define their business from both a strategic as well as a technology standpoint, Sify partners with its customers for ideas. In verticals like BFSI,
it has been able to lay the groundwork for firms to enable seamless digital transactions, payment gateways and fintech start-ups along with new forms
of technology based insurance models.
2016-17 has been a year of Customer Delight coupled with industry recognition for its work in the space of Product Innovation and Business
Impact from leading industry analysts and publications. Being crowned the Business Superbrand of the Year and CIO Reviews Most Promising
Data Center Solutions Provider, Microsofts Cloud Partner of the Year among a slew of other awards is a testimony to the increasing confidence of
its customers and partner community. The trophies were for us, but our gratitude is for our customers, asserts Arvind.

CMO SPECIAL
Digital and marketing analytics is an important

component at Netmagic
Prasenjit Roy
Senior VP & CMO Netmagic (An NTT Communications Company)
With the growing number of tools available to aid marketers in understanding consumer behaviour
at a faster rate and a deeper granularity, the digital space is constantly evolving. Due to this evolution,
marketers across multiple industries are still not in the same wavelength when it comes to understanding
the potency of digital technology and the changes it can engender.
Netmagic places significant emphasis on the importance of digital and marketing analytics that
will help us to shape, execute and support the growth agenda while delivering on our customer
promise. Our digital marketing strategy drives a successful lead-generation tactic that is targeted
to meet several criteria. Our actionable leads are primarily generated through search engine
marketing (SEM), Social media advertising, email marketing, direct email, events or trade shows,
and so on. Few of the key ones are
Reaching a specific audience of our target customers;
Generating and tracking a large numbers of marketing qualified leads for the company;
Creating funnel of sales qualified leads
Measuring the costs and ROI.
Moreover, companies are increasingly deepening their customer relationship by leveraging
what they know about a given customer to personalize offerings. We engage them vide customer
round tables, surveys, and promotion through media and analyst reports. We organize our customized
customer forums or events to learn more about their requirement and accordingly feedback to our Sales
and the Product Development team, explains Prasenjit Roy, Senior Vice President & Chief Marketing
Officer Netmagic (An NTT Communications Company).
Netmagic today is at the tipping point of leveraging the mobility and disruptive technologies to enable clients to implement truly Digital IT. It has its
unique identity, position play and specialization in Hybrid IT the management of complex IT environments including multi-cloud scenarios by a single
solution provider. Moreover it is the only end-to-end infrastructure Solution Provider who can act as a one-stop shop for needs pertaining to Multi-
Clouds, Dedicated Hosting and Managed Services. Its continued investment in efforts and innovation of its services line has not only been appreciated
by its customers, but also by several CIO and analyst communities.
Ricoh sees itself as an emerging player in the cloud

application area
Yuki Uchida
VP & CMO - Ricoh India Ltd.
To acquire customers, the first thing is to know the requirement of the market and the consumer. You
then need to create value for the consumer through innovative offerings that fosters a virtuous cycle of
improvement.
In the past year we focused at capitalizing on new cloud and collaboration capabilities to power
digital transformation projects, says Yuki Uchida, VP & CMO - Ricoh India Ltd. Our strategy was
to respond to changing market conditions and customer needs through secure access to apps, data
from any device or in the cloud and streamline complex workflows with the help of advanced
document management platform.
During 2016, Ricoh had put development focus on bringing new user experience in its
cloud application, RicohDocs 3.0, an office automation platform that enables users to manage
all unstructured content & automate all business processes with absolute ease. At the same
time, we listened to various customer needs and brought many business process workflows such
as Expense Reporting, Travel Authorization, etc. incorporated into the application. Ricoh will keep
focusing on delivering the easy-to-use and effective solutions for customer needs, says Yuki.
He further continues, Ricoh is well known name when it comes to imaging solution and IT
services. But we still need a long way to go to position ourselves as a leader in cloud application area.
With our new business proposition, Empowering Digital Workplace, we will improve workplace by
using innovative technologies & services hence enabling individuals to work smarter. We will continue
focus on the user experience and effective and efficient workflow, which save both time and money for
the customers. Once we develop the workflow, we will release it as packaged solution for the customers who require the similar needs to widen our
application coverage and customer base.
On the topic of digitization, Yuki opines that in this era, enterprises need to transform their existing business processes and models. They are looking
for the right partners and service providers who can help them easily adapt to the change and harness the power of innovative technologies like IoT,
cloud, mobility, big data, unified communications, etc. The success of the partnership and the customers is rooted in factors like increased productivity
and business efficiency, enhanced customer experience and engagement, managing security threats and drive revenue and growth across geographies.

VBS transitioning from a sales approach to a vertical
propositions approach
Monalisa Sahoo
Senior VP Marketing, Vodafone Business Services
Vodafone Business Services (VBS) takes an insight-driven approach to marketing that puts a lot of
emphasis on understanding its customers, their business priorities and challenges, and partnering with
them in their journey towards achieving key milestones.
One of our most successful and award winning marketing initiatives last year was the Ready
Business campaign designed specifically for the Small and Medium Enterprises. Based on the insight
that SMEs are keen to leverage technology to digitalize and scale up their business but need a
trusted partner to help them navigate through this journey, we designed this marketing initiative
which starts with a Ready Business Survey to assess how digitally ready they are, and then
through a consultative approach Vodafone helps them identify the right solutions to meet their
business ambitions. So far, we have conducted more than 2 Lac surveys (through both digital
and face to face method), which is one of the largest done for SMEs in India. This has further
led to mapping the right business solution for the customers, resulting in a significant impact on
sales. The Ready Business campaign has won multiple awards including the Effies India and Aegis
Graham Bell Marketing Innovation award, says Monalisa Sahoo, Senior VP Marketing, Vodafone
Business Services.
One of the key growth drivers for Vodafones enterprise business is the SME segment that has
delivered about 30% growth year-on-year. VBS has moved from a sales approach based on offerings, to
a vertical propositions approach i.e. creating solution packages tailor-made for specific industry verticals
like hospitality, manufacturing, construction, ITeS and more. The focus therefore is on customer needs with
customised solution bundles. This, combined with the Ready Business survey specially designed for SME, has positioned VBS as an industry leader for
this segment. In fact, we have won Frost & Sullivan ICT award for SMB segment for 2 years in a row, she states.
VBS is aggressively adopting a digital approach for customer engagement to deliver an omni-channel experience to its customers. Some of these
initiatives are -
Self-care customer portals for multiple services: For higher control and transparency to customers
Digital adoption to enhance internal processes: For delivering reliable service
Deployment of analytics: Optimizing customer experience with front-end offerings and enhancing back-end processes
D-Link fosters a cordial relationship with both its

customers and partners
Anoop Jarial
VP Product Marketing, D-Link (India)
While acquiring customer is an important aspect of business, engaging with them on a regular basis is
crucial. Understanding customer needs, connecting with them, and aligning business processes to deliver
desired output that meet their needs is the key to fostering a long term vendor-customer relationship.
With the accelerating pace of change, the role of marketing in an organization has also broadened and
is more aligned towards business growth. While marketers continue to reach out to their market place
through traditional medium, it is imperative to also adapt to newer trends which encompasses use
of digital platforms which has almost become voice of the customers these days.
In today dynamic market place, strategic & focused marketing plays an important role as it
provides for competitive edge and leads to long term success of the organization. In the process
it is essential to analyze market conditions, customer buying pattern, take a note of external
environments that influence markets like economic, cultural, political, and then accordingly
device a strategy that will help meet both short-term & long-term company goal. At D-Link, we
have a multipronged strategy to reach out to both distribution network as well as end-consumer.
Throughout the year we connect and engage with channels/re-sellers/LFRs/eCommerce partner
and empower them to address growing demand for D-Link networking devices. Similarly we reach
out to end consumers through various informative and innovation campaigns to update them on our
latest products/solution offerings. Our marketing approach includes a mix of tradition media like print,
and new age digital platform like social media that aims to foster a long lasting customer relationship,
says Anoop Jarial, VP Product Marketing, D-Link (India).
D-Link realizes the importance of a sound & effective customer engagement strategy. With its marketing
campaigns in the past, and also as it moves forward, D-Link seeks to extend its innovative networking solution to the masses as well as business
enterprises and help differentiate the brand positioning basis the product & service offerings.
At D-Link it is our unique positing & brand reliability that has helped D-Link retain market share across different product segments. We continue
to be undisputed leaders in Wireless & Switching. D-Link is certain to carry forward the success in future. The present government focuses on driving
the country's economy and digital infrastructure has broadened the horizon for brands like ours, and we look forward to being a part of nation building
process in this digital era, says Anoop.

CMO SPECIAL
Epson looks to adapting its business

model as per customer needs
Tushad Talati
Director - Brand & Communication, Epson India
Epson is a customer-centric organization and believes in adapting its business model to suit the growing
consumer demand. Constant technological advancements coupled with increased adoption of IT
amongst consumers is ensuring that expectations are ever changing. Key to these expectations are lower
costs and higher efficiency. The consumer is no longer willing to accept what is thrown at them by
manufacturers.
At Epson, our belief is to always innovate and offer revolutionary products that appeal to the
changing needs of people, reminds Tushad Talati, Director - Brand & Communication, Epson
India. Our biggest achievement was to secure the No.1 position in the Inkjet printer market
(by Volume in addition to Value) in Q1 as the market leader in terms of Unit share for the first
time ever. Epson captured 42.9% of the Inkjet market by Volume. Epsons Value market share
(where we have been No. 1 for a few years now) increased to 51.8%. We now have an amazing
2 million InkTank printer users in the country, a landmark we recently crossed. More and more
number of people are realizing the value Epson InkTank printers provide over cheap cartridge
printers, he says.
As per IDCs latest Hard Copy Peripherals (HCP) Quarterly market report for 2017 Q2, Epsons
Inkjet market share is 34.4% as per volume &47.4% as per value. In the projector category, Epson
is the No.1 brand as per the latest data published by FutureSource Consulting, registering a consistent
growth with 29.7% market share in terms of unit shipments. In POS printers and DMP, Epsons share is
in excess of 50% and we are the clear No. 1 brand.
In achieving all these, a CMO plays a crucial role, in the way he performs the marketing function. CMOs
have a larger role as the representation of the customer across companies as they respond to significant changes in the marketplace. There are huge
and tectonic shifts taking place in marketing at the moment. The consumer and his/her expectations are evolving with mind boggling rapidity. The
consumption of media has changed and keeps changing constantly. The CMOs role is evolving constantly and with the growing focus on Digital,
its imperative for CMOs to keep themselves abreast of latest trends in the Digital space and the ever evolving consumer. Companies must focus
on broadening the role of marketing in general and the CMOs in particular. They should be entrusted with playing a more active role in shaping the
companys public profile, helping to manage complexity, and building new capabilities within the marketing department, Tushad concludes.
Rashi Peripherals has conceptualized many innovative

programs to enable its partners
Rajesh Goenka
Vice President, Sales & Marketing - Rashi Peripherals
The role of CMOs has marked a significant transition from a Marketer to a Business enabler over the
years. Today, a CMOs major responsibilities include business consistency, creation of new revenue streams
and the companys internal and external positioning. There are many factors that influence the success
of a CMO but in my opinion Conviction, Leadership and Trust are the three major parameters that
determine a successful CMO.
In the span of over 13 years, I have identified numerous business prospects for Rashi Peripherals
and its stakeholders. In my capacity as a Vice President, Sales & Marketing, I focused on identifying
new growth opportunities that commensurate with the objectives of the organization. It is said
that Innovation is a key to success. I have driven many innovative marketing campaigns, which
were highly applauded in the industry, says Rajesh Goenka, Vice President, Sales & Marketing
- Rashi Peripherals.
He further continues, Robust and loyal channel base is very critical criteria for an
organizations success. I conceptualized innovative channel programs like ARP (Authorized Rashi
Channel program) and RSI (Rashi System Integrator program) to build a strong and committed
channel ecosystem. These programs were highly appreciated among partners and enabled Rashi
Peripherals to have one of the most loyal channel base in India. In fact, a survey conducted by GFK
in 2013, assert our commitment towards partners. In the survey, Rashi emerged as a strong relationship
oriented organization with high scores on channel friendliness and partner involvement.
Rajesh also conceptualized special programs for partners families such as NSC certificates for their
childrens education, gifts to their spouse, and foreign tours. My foreign trip programs way back in 2001 were
one of the first in the industry, where we took almost 100 partners to Star Cruise and 60 partners in Tokyo, which was unheard during those days, he
says.
Rajesh takes a lot of pride to say that irrespective of market conditions Rashi Peripherals has marked a consistent growth of 25% percent CAGR
over the last 15 years. Apart from being instrumental in this fascinating growth journey, Rajesh has extensively worked towards representing Rashi
Peripherals as a holistic IT solution provider company with a more diverse and balanced product portfolio. Today, we have a healthy mix of Component
business (23%), PC business (25%) and Mobile business (about 25%). I can vouch that no other distributor in the world can have such a balanced
portfolio. I consider this as my one of the biggest achievements as a CMO, he sums up.

For Juniper existing customers are
as important as potential customers
Anshul Tripathi
Director Partner Marketing- APAC & Head Marketing-
India and South Asia, Juniper Networks
For Anshul Tripathi Director Partner Marketing- APAC & Head Marketing- India and South Asia,
Juniper Networks, marketing should be looked at a strategic department and an important function.
Marketing is very important to be aligned to the business, whether it is the kind of vertical that the
business is focusing upon or the products and solutions that we want to take to the market. So thats
how I want the people in my organization to see marketing as a strategic department. My first
objective for the year is alignment to my business. As a B2B marketing organisation and a marketing
person in the company, we work around integrated campaigns around key offerings which is cloud,
network transformation and security. So by integrated campaign what I mean is that we have a
sustained engagement with the customer, right from offering him digital content - which is how
a customer is consuming information these days to working together with the partner eco-
system. We have a good partner visibility as we dont go to the market directly. Anything we do
in India is through partners. So it also becomes important for us to work along with the partner
while we drive the customers and hence we work on joint campaigns. From the acquisition,
retention and engagement point of view, I personally feel that retention is a key aspect for an
organization, explains Anshul.
So retention for Juniper as a marketing organization is the key to retaining the existing clients.
For that it becomes important for the company to demonstrate the value of its products to its existing
customers which will take them to the next level and they in turn deliver value to their customers. Juniper
does it by building a customer community which helps it and also its customers and partners to support the
complete product cycle, whether that be through marketing & sales support, customer relationship and lastly
product support.
2017 has otherwise been a very good year for Juniper. In this calendar year from January to December, Juniper has seen a stellar performance. In
India Juniper today is a well established organization and its business identifies some key verticals. With everything going digital nowadays, every vertical
that is adopting a digital strategy is a prospective business vertical for us, concludes Anshul.
Consumers are the brand

ambassadors for Dell
Ritu Gupta
Director, Marketing, Consumer & Small Business - Dell, India
An innovative product/solution is at the heart of any brands relationship with its customers. Dells
innovation to consistently deliver solutions that match varying user needs has been instrumental in
defining the trust it has built with customers over the years. It is this innovation around which
customer engagement is built. Product innovation, accessibility across various media, sustained
conversations, and extended support beyond the point of purchase, come together to create a
cushion of trust between the brand and its consumers, says Ritu Gupta, Director, Marketing,
Consumer & Small Business - Dell, India.
She further continues, While our products are the focal point, sharable content and
content around the Dell brand also feature as a part of our content strategy. Dell delivers
consumer campaigns through the year, which are crafted to cater to various audiences based
on their unique technology requirements and usage patterns. Our campaigns engage with
various user groups including students, youth and young professionals to encourage the use
of the PC for the fulfilment of personal and professional aspirations.
Dells most recent initiative Dell Aarambh, a pan India PC for education initiative, was
born out of an in-depth evaluation of the consumers attitude towards the personal computer
and the role it plays in their lives.
As a technology brand, Dells users are always scouting for information they can use in their
day to day lives. Social media, as a tool offers extensive reach to interact - listen and respond, with
its audience. The customers, for whom it builds innovative technology solutions are Dell's brand
ambassadors. A business is successful when it delivers a compelling value proposition to its customers. A comprehensive marketing strategy
enables customers to wholly understand this proposition. No consumer brand can make an impact on its target audience without winning a
certain level of the consumers trust. A well-crafted strategy not only builds customers trust but also ensures that the relationships between the
brand and its customers is sustained.
Our belief in understanding our customers needs enables us to deliver technology that can transform their lives. This fulfilling relationship
ensures that our customers see us not just as an enabler, but as a technology companion who can complement their capabilities and can maximize
their achievements, concludes Ritu.

CMO SPECIAL
For CP Plus, customers form

the companys backbone
Anupam Sah
Senior Marketing Manager - CP Plus India
CP Plus believes that keeping its customers at the center of what the company does has been the winning way for it,
because, in the end, a brands value is directly proportional to the level of its customers experience.
Some of its major achievements have been are -

CP Plus is Indias No.1 Video surveillance brand with the largest market shareholding as per HIS
Survey.
Its winning campaign UparWala Sab Dekh Raha Hai was bestowed with the prestigious
Silver Abbey Award at the Goa Fest 16
The brand was recognized and approved by DGS&D
It was awarded the India Video Growth Surveillance Excellence Leadership Award 2016 by Frost &
Sullivan for outstanding contribution to the growth of video surveillance.
It is the youngest and fastest brand to enter the Global Top 4 and Asia Top 2 Club.
CP PLUS is a market leader in CCTV surveillance in India with more than 40% market share. We have a market penetration unlike any other. With
more than 6500 partners and system integrators spread across the country to provide service, CP PLUS has managed to reach the remotest nook and
corners with a strong customer base, reiterates Anupam Sah, senior marketing manager - CP Plus India.
Despite being a relatively new industry, the surveillance industry comprises of both the organized and the unorganized sector. While buyer behaviour
is steadily changing, one thing remains constant the value that a brand brings to the table. Being a customer oriented company has kept the company
moving forward through the competition. Be it through better products or improved service, we always try to bring more value to our customers which,
I believe, should be the most important criteria for any brand, says Anupam.
An effective marketing strategy helps Supertron

become a brand name
V.K. Bhandari
Chairman and Managing Director - Supertron Electronics
Marketing is an integral part of any organization and the CMO plays an important role in connecting organization
vision and corporate affairs with the outer world. It stands true for us as well, says V.K. Bhandari, Chairman and
Managing Director - Supertron Electronics. FY 16-17 has been an eventful journey for us and we are not only
focused on retaining customers but also focused in accruing new customers in every vertical. In the prospective of
IT distribution, the customers for us are partners through whom we sell our products to the end customers.
A few important aspect of its marketing strategy helped in promoting successfully Supertron as a Brand by
itself in the market. It employs an effective marketing investment for relevant business goals, creates linkage
between marketing & business objectives, emphasizes on its forte of distribution with a strategy revolving around
New Business, New Market, New vision & Ideas, focuses on improved customer experience through constantly
evolving operation process and effectively utilizes technology in marketing. All these marketing activities have helped
to differentiate Supertron from the crowd.
Supertron also has a robust CRM (Customer Relationship Management) process that enables identifying the
right market and partners, basis the product requirement. It uses the Telesales approach for optimization of flow of
information and brings about customer delight by personal touch. Supertron is also present and active in all forms of digital platform and it keeps
updating information for its customers.
Schneider Electric leveraging digital transformation to

target its customers
Bidisha Nagaraj
Chief Marketing Officer - Schneider Electric India
Schneider Electric is currently going through a digital transformation by focusing on Innovation at every level
to transform the places where people live, work & play and riding on the wave of the Internet of Things, making
everyone and everything more connected. As a global specialist in energy management and automation, it seizes the
opportunities from todays megatrends: urbanisation, industrialisation, and digitisation.
To address these megatrends and make our customers future-ready we look at influencing customers around
Thought Leadership and Demand Generation at stages of Discovery, Preference and Order closure. Our
marketing ammunition primarily involves all levels of Digital and Event-Led tools, says Bidisha Nagaraj, Chief
Marketing Officer - Schneider Electric India.
In the coming years, Digitisation will remain at the core of how Schneider engages with its customers in this
new and changes world of experiential economy. As part of Schneiders EcoStruxure architecture the company
works with start-ups and other IT leaders to sharply provide the best analytics and cloud capabilities solution for
customers.
MPS
Leadership
Multi function printer InkJet
PC Market
Electronic Security
Enterprise resource planning

Routers Channel
Graphic cards
Enterprise Mobility
Recovery software
Survey
Uninterruptible power supply
Inktank printer
Anti-virus Control Systems Back-up Smartphones
Ethernet Switches
2017
Business Intelligence PBX Systems Enterprise Digital Rights Management
Digital camera
Dot-matrix printer Servers
Business Intelligence Servers
LaserJet Printer
Multi function printer Enterprise Surveillance
Workstation Solid State drives
Thin Client Enterprise Surveillance
Projectors
Enterprise Digital Rights Management PC Market Servers Anti-virus Business Intelligence
Graphic cards
Routers
Anti-virus
Graphic cards
UTM
Servers
Dot-matrix printer Recovery software
Business Intelligence
LaserJet Printer
Storage
Control Systems Application Delivery network Routers

Anti-virus
Graphic cards
Workstation Enterprise Surveillance
Multi function printer Control Systems Back-up
Thin Client
Application Delivery network Control Business Intelligence PBX Systems
Dot-matrix printer
Systems
UTM
Servers Recovery software
Dot-matrix printer
LaserJet Printer
Storage
Dot-matrix printer
Servers
Graphic cards
Control Systems
Storage
Routers
Anti-virus Control Systems Workstation Workstation Enterprise Surveillance
Multi function printer
Thin Client
Application Delivery network Control
UTM
Dot-matrix printer
Systems
Storage

Routers Graphic cards MPS Multi function printer InkJet
Dot-matrix printer
Servers
Graphic cards
Business Intelligence PBX Systems Hard disk Routers Storage
drive Anti-virusControl Systems Workstation
Business Intelligence PBX Systems UTM
Routers
Anti-virus
Graphic cards Application Delivery network
Storage

Hard disk drive Graphic cards
Servers
Servers Routers
LaserJet Printer Anti-virus Control Systems Back-up
Business Intelligence PBX Systems Servers
Multi function printer Graphic cards Hard disk drive Application Delivery network
Technology is growing in leaps and bounds, we, on the occasion of our 18th Anniversary special issue of
VARINDIA, have attempted to outline the major trends across the IT spectrum, where we have drilled down
into the segments which have shown how technology is getting transformed through the enablers called
VARs. In the eighteenth year of VARINDIAs Annual Channel Leadership Survey (CLS), our endeavour
will be to present the feedback of thousands of solution providers, who casted their votes and recognized
vendors in the categories of partnership, support and product innovation. The winners will be felicitated at
the Star Nite Awards 2017, which is slated to take place on 3rd November, 2017 in New Delhi. The survey
focusses on the emerging technologies and contemporary product evolution (hardware / software / services)
by technology vendors for addressing the needs and challenges of todays customers.

There is no denying the fact that technology will only help the world become a more prosperous and more
equal place and that it will benefit all in the society, wherever they are in this world. We have reached a new
phase in the Fourth Industrial Revolution. Today, we see that technologies like Artificial Intelligence and
robotics, virtual & augmented reality, blockchain, cybersecurity, autonomous driving, drones and biosciences
are being applied to solve global challenges. Software-as-a-Service (SaaS) for predictive diagnostics and
fleet management and many more is enabling businesses to handle the massive amounts of data collected in
the hyper-connected world. And this has become possible only with the Technology Pioneers from the areas
of hardware, software and service. Opportunities also seem promising for the growth of technologies by the
innovative start-ups.
Globally, data consumption is continuing to grow exponentially with emerging technologies, such as
Cloud Computing, Internet of Things, Machine to Machine, Virtual Reality and Artificial Intelligence. In
India too, applications such as Aadhaar-based e-payments, e-authentication and e-commerce are growing
manifold, transforming the everyday life of
citizens. In this increasingly hyper-connected
world, there is a need for new, dense networks
Fujitsu
HPE HP Inc Fortinet NVIDIA Trend Micro D-Link Symantec Huawei
CSS Corp
eScan
NetApp
McAfee VMware
Canon
based on extremely high data speed and low- DellLenovo
EMC HP Inc
NVIDIA Commvault Sophos
Citrix
response time. Netgear LG Vertiv Cloudera Juniper Networks
Hitachi Data Systems Cisco ForcepointNetmagic
D-Link
Lenovo D-Link
Vertiv
Huawei
D-Link Sophos
VMware
There is also a global challenge around Kingston Citrix NVIDIA
Symantec
NVIDIA CSS Corp Hitachi Data Systems
HPE VMware
McAfee NetApp
Corp Dell EMC
Vertiv
cybersecurity everyone is asking the same HP Inc Netmagic Trend Micro HP Inc
NVIDIA CSS
Canon VMware Lenovo
VMware Lenovo Forcepoint
eScan
Dell EMC Huawei Sophos
CSS Corp Trend Micro Netgear
question: can the world get better at cybersecurity? Juniper Networks
Cybersecurity impacts every connected device at McAfee Huawei Netgear Huawei
home and at work, every server, every network, VMware Juniper Networks
CSS Corp
every cloud, every sensor. Cyber-crooks are ready Cisco Forcepoint Netmagic
Lenovo
NVIDIA CSS Corp
Vertiv
D-Link Sophos
VMware Juniper Networks
and are able to exploit weakness or opportunities Huawei

Kingston
Citrix NVIDIA Commvault

Huawei
Symantec
NVIDIA
CSS Corp Hitachi Data Systems
HPE
in these new technologies or services. McAfee NetApp Dell EMC

Vertiv
HP Inc
HP Inc
Netmagic Trend Micro
Hitachi Data Systems
CSS Corp
McAfee VMware D-Link
NVIDIA Lenovo
To complement the efforts, the Government HPE HP Inc
CSS Corp
Huawei
has taken some concrete steps on Data DellLenovo
EMC
NetApp
Cisco
Sophos
Protection Framework for India. The Ministry
Cisco ForcepointNetmagic
NetgearLenovoLG Vertiv Cloudera Dell EMC
Juniper Networks
D-Link
D-Link Juniper Networks
of Electronics and Information Technology
Vertiv
Huawei
D-Link Sophos
VMware
Kingston
(MeitY) has constituted an Expert Committee, Citrix NVIDIA

Symantec
NVIDIA
CSS Corp Hitachi Data Systems
HPE Huawei
McAfee NetApp
Corp Dell EMC
Vertiv
NVIDIA CSS
HP Inc
headed by the former Supreme Court Judge, Canon
HP Inc Netmagic Trend Micro
VMware Lenovo
VMware
eScan
Dell EMC Huawei Sophos

CSS Corp Trend Micro Netgear
Lenovo Forcepoint
Shri B. N. Srikrishna, to identify the key data Juniper Networks D-Link
protection issues in India and recommend McAfee VMware Lenovo Symantec
Fortinet Netgear
Huawei
Fujitsu McAfee
HPE HP Inc Fortinet NVIDIA Trend Micro
D-Link Symantec Huawei
CSS Corp
eScan
methods to address the problems. NetApp

VMware
Canon
DellLenovo
EMC HP Inc
Commvault Sophos
Citrix
NVIDIA
Juniper Networks
Cisco
NetgearLenovoLG Vertiv Cloudera
Juniper Networks
Netmagic
D-Link
The recently introduced GST regime has Forcepoint
D-Link
Vertiv
put the countrymen under One Nation One Huawei VMware D-Link Sophos
Kingston
Citrix
Symantec
NVIDIA
NVIDIA Hitachi Data Systems Huawei HPE
Tax administration. The reform is aimed at McAfee NetApp CSS Corp
HP Inc VMware Trend Micro NVIDIA CSS Corp Dell EMC
HP Inc
Vertiv
Netmagic
Canon
VMware
Lenovo
bringing in transparency in taxation with a
eScan
Dell EMC Sophos Huawei

CSS Corp Trend Micro Netgear Lenovo Forcepoint
Juniper Networks D-Link
McAfee VMware Lenovo Symantec
Fortinet Netgear
goal of safeguarding the interests of consumers Huawei
as well as business houses and industries. The
Government has also issued the Public Procurement (Preference to Make in India) Order, 2017. With the
launch of the Make-in-India and Digital India initiatives, the Government has recognized the criticality
of boosting ESDM (Electronics and IT Hardware Manufacturing) in order to meet the Prime Minister's
vision of Net Zero imports by 2020. An upgraded version of Make in India 2.0 is being rolled out. The
sectors include aerospace, pharma, electronics manufacturing, automobile and defence. Make in India 2.0
is expected to give a further impetus to the manufacturing sector in the country.
We strongly believe in, and fully endorse, the role being played by technology in transforming everyday
life. The kind of security technologies and principles we follow today are a far cry from those required.
However, if new-age technologies become mainstream, it would disrupt the normal course of information
sharing and bring about an unprecedented change in the security world. We will continue to transform
everybodys life by giving technology updates for delivering smarter and secure networks.

CLS 2017
IT Vendors gear up for the

Digital transformation era!
With the rapid development in ICT, the Technology sector in India has seen massive
transformation happening in the last couple of years. To vet the current technology
landscape, we spoke to a few technology vendors to understand the trends that they foresee
in the prevailing market and the feedback from almost every one of them has surprisingly
pointed out to one single fact and that is the digital transformation. Digital being the new
norm, every corporates are going to see themselves investing in new-age technologies that
will essentially help in transitioning their businesses to the digital future.
2017 for Dell has been unique so far, as theres framework that allows them collect, share and
a lot of untapped opportunity in the OEM space correlate threat intelligence between security and
and Dell sees huge opportunity in IoT and other network devices, centrally manage and orchestrate
advanced technologies. policies, automatically synchronize resources to
From Artificial Intelligence to Augmented & enforce policies, and coordinate a response to
Virtual Reality to Cloud Computing, the process of threats detected anywhere across the extended
Digital Transformation has successfully made its network, comments Rajesh Maurya, Regional
Anil Sethi way into enterprises across industries. Businesses Vice President, India & SAARC - Fortinet.
Vice President, Channels, are moving to a more evolved thinking framework According to Manoj Kanodia, CEO
Dell EMC India where technology will be seen as a tool to create Inspira, virtualization will drive the
elaborate and compelling user experiences. We at commoditization of hardware. The next wave of
Dell EMC have invested a lot into an advanced commoditization will happen within networks -
technology center creating an ecosystem of labs software-defined networks (SDNs). Social Media,
and individual technology products built into Mobility, Analytics and Cloud are the foundations
architectures and transformational business that will enable the Digitization. The world is
solutions. We believe that cutting-edge business racing toward everything as a service (XaaS), which
solutions will be an essential provider of the encompasses not only software and hardware but
infrastructure of the digital future, supplying the also areas such as data management, business
channel and its customers with the technology process management, and content. With the surge
they need to make advancements in every corner of social media, digitization, connected devices,
of the business world and society at large, says and sensors, vast amounts of data from different
Anil Sethi, Vice President, Channels -Dell sourceseach offering unique contextwill be
EMC India. gathered and converted into insights using big
Digital is the new normal," says Nishikant data and data science. Security strategies will move
Nigam, EVP & Chief Delivery Officer, CSS beyond the era of stand-alone defense systems
Corp. "Digital is prompting organizations across to include the broader spectrum of prevention,
industries to reimagine their customer engagement detection, response, and recovery.
strategies for better business success and Handheld devices have become an instant
outcomes. To survive in this digital age, companies source of access to internet these days. As a result
must view digital as an opportunity, rather than more & more people are getting connected to
Nishikant Nigam
as a threat. Instead of fearing away from digital the internet like never before. Technology has
EVP & Chief Delivery Officer
transformation, embracing it will help one evolve. truly led to a connected world where distance is
CSS Corp.
Companies must invest in advanced data analytics no more a barrier. Smartphones and Apps today
solutions that aggregates customer interaction are playing a major role in driving demand for
data from various touchpoints, converts that into connectivity devices. In my view we are heading
recognizable patterns and recommends actionable towards a digital transformation and that is being
insights resulting in faster issue resolution. majorly driven by Mobility, Cloud and Internet of
Today's Networks include on-demand things (IoT). In India the present day government
infrastructure, cloud-based services, software is making significant investment in building digital
defined perimeters and the growth of smart devices infrastructure through its Digital India and Smart
and IoT. Whats missing however is a security city programs. It has also rolled out initiatives that
strategy to protect these new environments. aim to educate& empower people on technology
We need to protect data whether it's in the through its National Digital Literacy Mission
cloud, or on a mobile or IoT device, or inside (NDLM).
the network. In addition, security also needs Todays businesses are increasingly relying on
to look at a variety of behavioural analytics IT to deliver innovative solutions to solve complex
to determine the intent of an attacker. Thats business problems. As digital transformation
why Fortinet has created the Fortinet Security drives change, new tools have emerged to meet
Fabric, an integrated approach that provides the the issues of both IT and end users. The vision
comprehensive protection todays networks need. we set forward falls in line with VMwares key
The core of the Security Fabric is simple. Security strategic priorities that aims to accelerate the digital
tools that are integrated deep into the network, transformation process for customers, cites
Rajesh Maurya
while also operating seamlessly across a variety of Sundar Balasubramanian, Senior Director
Regional Vice President, India & SAARC,
environments, from IoT to the cloud. They are - General Business (Commercial Sales &
Fortinet
then woven together into a single, fabric-based Partners), VMware India. This happens through

Transform your business,
transcend expectations with our
technologically advanced solutions.
Data Center Cloud Network Managed Hosting
Services Services Services Services Services
1800 103 3130 marketing@netmagicsolutions.com

CLS 2017
Sundar Balasubramanian Vivek Sharma Manoj Kanodia

Senior Director - General Business (Commercial Managing Director of Lenovo Global CEO
Sales & Partners), VMware India Technologies India Inspira
modernizing Data Centers, integrating Public cost savings solutions for both home and offices, penetration of smart phones and mobile apps on
Clouds, empowering the Digital Workspace and points out Tushar Sighat, Executive Director the rise, consumers want to be connected all the
transforming Security. & CEO, D-Link (India). time inside or outside of the building. This has
D-Link is in the forefront when it comes Business Enterprises are looking to adopt led to one critical connectivity need that is W-Fi.
to delivering efficient technology solution that technology/architectures that provide them an Wi-Fi is of course ubiquitous and it is currently the
offers the latest & best in networking domain. ability to be agile and scale up or scale down as dominant form of in-building wireless technology.
D-Link helps both businesses and customers per their business demands, says Vivek Sharma, We believe that Wi-Fi and cellular technologies are
Connect to More. Our enterprise solution enables Managing Director of Lenovo Global complementary rather than substitutes for one
organizations to connect to their customers; while Technologies India. The Software Defined another. Ultimately there will be a co-existence of
our consumer range lets people to connect to Datacenter today provides alternatives to business Wi-Fi, other unlicensed technologies and licensed
their friends, family and a plethora of experiences. to adopt architectures such as Hyper Converged spectrum especially inside buildings. Managing
D-Link continues to lead the networking industry Infrastructure that bring together the compute, spectrum to minimize network performance
with innovative products that provide high- storage, network all into a single appliance of issues remains a mission-critical concern, says JN
performance and cost-effective products to sorts and facilitate a build as you grow model with Mylaraiah, Director, Sales Enterprise Business
deliver better connectivity, security, efficiency, and extremely simplified administration & operations for India & SAARC.
management. Adoption of such software
defined solutions is also becoming the business
differentiators between those that have and those
that have not.
Being a pure play IT security Solution and
product developer, eScan has been constantly at
the cusp of growth with the ever evolving cyber
threats. IT security is the corner stone of any IT
Infrastructure that facilitates business continuity
needs a robust security solution as an integral
part of business continuity in a connected world.
We as the security solution developers have been
continuously building and strengthening our
technology that use the latest Artificial Intelligence
to IoT based specific solutions to be ready for the
next wave of change in IT adoption," says Sunil
Kripalani, Senior Vice President - Global Sales
Raghuram Krishnan
& Marketing eScan. "We see a tremendous Tushar Sighat
Director, Partners/ Alliances
growth hack coming in the next few years with the Executive Director & CEO
Hitachi Data Systems, India
major thrust on digitisation and smart city projects. D-Link (India)
India being a growing country is fast adopting
the technology across industries to government
sectors to facilitate ease of reach, convenience
and accessible round the clock for the new age
consumers.
When talking of digital transformation, there
are three predominant areas that have started
gaining prominence, according to Raghuram
Krishnan, Director, Partners/ Alliances,
Hitachi Data Systems, India. The first category
is datacenter trends, followed by technology trends
and IT/OT/IoT trends. With the explosion of
new technologies redefining the path of digital
transformation, predictive and real time analytics
is definitely paving the way forward in machine
learning. However, the catch lies in using this
explosion to our advantage and creates different
JN Mylaraiah ways to increase productivity." Sunil Kripalani
Director, Sales Enterprise Business In the building networks, Commscope Senior Vice President - Global Sales &
for India & SAARC sees a greater trend towards mobility. With the Marketing, eScan

CLS 2017
Anti-Virus

Indian market witnessing a strong demand for AV solutions

As the number of internet users across various verticals has been growing constantly, the demand

for Anti-Virus (AV) solutions to avoid data breaches is also increasing. Not only has the number of
cyber threats increased but so has the complexity and modes of attacks. So it could be confidently
stated that any device connected to the internet is not completely safe from malware attacks. Experts
believe that enterprise security spending is on pace and will continue to grow. According to the
market pundits, the Global Antivirus Software Package market will grow at a CAGR of 10.88 per
cent over a period of five years, i.e. from 2013 to 2018. In India, the government has launched free
anti-virus for PCs and mobile phones and has also approved Rs.900 crore for NCCC to keep an eye
on the cyber attacks on the Indian internet domain. The IT Ministry, along with Cert-In, has set up
a National Cyber Coordination Centre (NCCC).
$17.38
Key Takeaways: According to Gartner, the security spending is expected to grow over 10 per
Market Size
cent CAGR to reach $1.67 billion by 2020. Many organizations have started to invest not only in
(in billions)
security solutions but also in the workforce handling the solutions to counter security breaches. The $11.62
enterprise segment per se is going to make significant contributions this year in not only anti-virus
solutions but complete security solutions.
2015 2020
Key Vendors: Norton, McAfee, Kaspersky, Quick Heal, Symantec and others including Sophos,
Global Anti-Virus Market
Trend Micro, eScan, ESET, K7 Computing.
Application Delivery Net work

SMBs pushing the ADN market towards growth

The Application Delivery Network is helpful to meet greater application mobility and security
in a distributed enterprise, besides helping in classifying and prioritizing applications, content and
user access in real time. It is expected that worldwide the ADN market will be worth $5.82 billion
by 2018. The factors that are driving the growth of ADN market are data center consolidation and
virtualization and increasing adoption of cloud and enterprise mobility. The major pull for ADN is
witnessed from small- and medium-sized businesses (SMBs), which are shifting from manual load
balancing techniques to advanced ADN technology.
The job of a load balancer is to distribute traffic across multiple servers. For example, you
$5.82
can place a load balancer in front of multiple web servers or email servers. This will enable high
availability, better performance and scalability.
Market Size
(in billions)
Key Takeaways: Organizations are embracing BYOD (Bring Your Own Device) which is
offering its employees the freedom to work from anywhere and any device. This is one of the
major drivers of this market, as any increase in network virtualization in a BYOD environment will
enhance scope for ADN market. 2015 2018
Global ADN Market

Key Vendors: F5, Radware, Citrix, Cisco and others including A10 Networks, Akamai, Array
Networks, Symantec Brocade, Palo Alto, Riverbed, RSA (Dell Technologies)
Business Intelligence / Analytics

Shift to cloud catalyzing next round of investment in BI

The Indian market revenue of Business Intelligence (BI) software is projected to reach US$245
million in 2017, up by 24.4 per cent increase over 2016 revenue of US$206 million. This revenue

forecast includes BI platforms (comprising of traditional and modern BI platforms), data science
platforms, analytic applications and CPM Suites. The global BI and Analytics software market is
predicted to reach $18.3 billion in 2017, an increase of 7.3% from 2016. It is expected that the
market will grow to $22.8 billion in revenue by 2020.
Key Takeaways: A significant change is taking place in the data and analytics market. The
changes include adoption of machine learning in techniques for data management and analytics
and settling of hype around big data through more mature data storage, and processing and analytic
solutions. A shift to cloud and hybrid data management, emergence of modern BI, etc are acting as
a catalyst for the next round of investment. Moreover, Indian companies in segments like consumer
packaged goods (CPG) and manufacturing sector are focussing largely on IoT, data integration, data
management and analytics.
Key Vendors: Tableau, Microsoft, SAS and others including IBM, Oracle, SalesForce, Qlik,
SAP, Tibco

Cloud Backup/Recovery Soft ware

Cloud Back-up market to grow on the back of increased cloud adoption

The backup/recovery market is expected to grow from US$1.30 billion in 2017 to US$4.13
billion by 2022, at a Compound Annual Growth Rate (CAGR) of 26.1 per cent during the forecast

period. The demand for this market is driven by factors such as huge volumes of data generation,
lower costs, greater efficiency, growth in on-premises backup and growing adoption of SaaS. The
APAC region is projected to be the fastest-growing region with the highest CAGR due to the rise
in data generation in many of the countries. The emergence of Cloud as an important trend among
businesses and the mandatory government regulations are simultaneously helping boost the growth
of the cloud backup market in this region.
Key Takeaways: The cloud backup market is expected to gain a major traction during the
period from 20172022 mainly on the back of the increased adoption of cloud computing among
enterprises and the need to manage voluminous amounts of data. The adoption of backup solution
has increased due to its various benefits such as simple management and monitoring, real-time
backup and recovery, simple integration of cloud backup with enterprises other applications, data
de-duplication, and customer support.
Key Vendors: Dell EMC, Commvault, IBM and others including HPE, Actifio, Arcserve,
NetApp, Veeam, CA, Sysmantec,Veritas
Data Center

Digital India program to be a big influencer for the growth of datacenters

Valued at $2.2 billion currently, the Indian data center infrastructure market is expected to touch
$4.5-billion mark by 2018. Experts also predict that India would move to be the second-largest

market for data centers in Asia-Pacific by 2020, with investments soon reaching $7 billion. Growth
demand for data centers will come from verticals like BFSI, telecom and IT-ITeS. Organizations
dependence on data and their inclination towards optimization of business processes is also driving
the demand for data centers. Also, state initiatives like Digital India and eGovernance are also leading
to the growth of data centers in the states.
Key Takeaways: The focus on data center market is not restricted to the private sector alone, but
the Government is also increasingly reliant on IT-intensive services to improve their performance
and organize their services to the citizens. The Digital India programme enumerates the enormous
projects that the Government has planned and aims at promoting rigorous internet penetration by
connecting one billion population and efficient delivery of services electronically through mobile,
thereby placing a demand on more data centers to come up. Going forward, mobile phone companies
and social media companies are to have data centers in India to comply with the new data security
privacy policy.
Key Vendors: Sify, CtrlS, Netmagic, ESDS and others including Amazon, BSNL, Go4Hosting,
IBM, GPX Global, Pi Datacenters, Net 4, Tata Communication, Ricoh, Reliance, Microsoft
Dot-Matrix Printer

BFSI and retail segment expected to boost Dot-Matrix Printer sales

For the past few decades, dot-matrix printers have been dominating the Indian printing market.
While the market has registered a decline due to the demand of new technologies like laser and inkjet

printers, a type of market is still present there that demands dot-matrix printers. Dot-matrix printers
are still relevant and useful in certain markets, mainly because of their facility to print carbon copies,
use continuous paper and be less expensive than other printers to maintain. Some businesses find all
these characteristics appealing.
Key Takeaways: In the coming years, it is assumed that this market will witness growth from the
Indian BFSI and the retail segment in the country. Having said this, dot-matrix printer vendors are
concentrating on other verticals as well. However, the technology is now also moving towards the
POS market. When it comes to price, it is an easy decision dot-matrix models are less expensive
than their thermal counterparts. Though prices will vary between product lines, thermal printers are
almost always pricier.
Key Vendors: Epson, TVS-E, and WeP

CLS 2017
Electronic Securit y / Control Systems / Biometrics

Smartphone and internet usage to have a positive impact on biometrics market

The growth percentage for the countrys biometrics market during 2016-2021 is projected

to be at a CAGR of around 31 per cent. The wide deployment of biometrics technology across
various government projects such as Aadhaar programme (UIDAI), national ID cards, coupled
with issuance of e-passports and visas define the growth of the biometrics market. In addition,
rising security concerns, increasing deployment of fingerprint, iris and voice recognition systems are
also underpinning growth in the Indian biometrics market. The market for authentication systems
is also poised to grow at a higher pace owing to increased security concerns and inflating security
budgets all over the world, as compared to the intruder alarm and perimeter security systems market.
Biometrics, however, is the major contributor to the authentication systems market. The growing
consumer electronics sector in the country also offers huge growth opportunities for integration of
biometrics technology.
Key Takeaways: Increasing industrialization and the growing presence of various IT/ITeS and
manufacturing industries in the western and southern parts of the region will further throw up huge
opportunities for this sector to grow. Rising number of ATMs, coupled with growing number of
smartphone and internet users, will also have a huge positive impact on the countrys biometrics
market during the period 2016-2021.
Key Vendors: Honeywell, CP Plus, HIK Vision and others including Bosch Security, HID,
Matrix, Solus, Smart Eye, Spectra, Zicom
Enterprise Digital Rights Management (EDRM)

EDRM market allowing organizations for a seamless,

secured way of information sharing

As workplaces have transformed to digital workplaces, companies are now seeing beyond the
perimeter and adopting solutions, ensuring that data and files are persistently protected wherever they
travel, including while they are at rest, in transit, or at work. Enterprise Digital Rights Management
(EDRM) solutions allow organizations to share information, without worrying about where it might
end up, or who might get their hands on it. Implementation of EDRM is highly helpful for telecom,
utilities, government to drive demand for digital rights. The EDRM market is estimated to grow to
US$3,000 million by 2020.
$2,898.9
Key Takeaways: The recent developments in technology have given rise to different kinds of
Market Size
concerns pertaining to the internet. With downloading speeds becoming faster and more files are
(in billions)
getting distributed over the internet, the market for EDRM solutions is also booming. It promises to $1,066
be the most flexible and pervasive future technique to protect files regardless of whether they travel
in an internal or external environment.
2015 2020
Key Vendors: Microsoft, Seclore, Vaultize and others including Giga Trust, Vaultix
Global EDRM Market
Enterprise Mobilit y

BYOD and IoT adoption: The driving factors of Enterprise Mobility

Enterprise Mobility has been one among the trending technologies for the last few years.
About 71 per cent of enterprises regard mobility as a top priority. NASSCOM estimates the global
enterprise mobility market to be worth $140 billion a year by 2020. However, mobility is still an
emerging technology and an extremely fluid space. New paradigms emerge by the day, and there
is no standardized way to apply or govern technologies. Similarly, the global Enterprise Mobility
market is estimated to grow at 24.7 per cent CAGR over the forecast period of 2015-2022.
Key Takeaways: Enterprise Mobility is fast becoming a top priority for large organizations,
both for workforce mobilization and customer engagement. To increase productivity and achieve
$140
greater operational efficiencies, enterprises are adopting Enterprise Mobility. It helps in increasing
top-line and improving bottom-line of an organization by its reach, reducing information islands
Market Size
and improving business performance. Apart from BYOD, another big push for this market is the
(in billions)
increase in IoT adoption.
Key Vendors: Cisco, Aruba HPE, Dell EMC, Airwatch, BlackBerry, Huawei, Ruckus and
Cambium Networks 2016 2020
Global Enterprise Mobility Market

Enterprise Resource Planning (ERP)

ERP market expects to deliver $41.69 billion by 2020

The enterprise resource planning (ERP) software is witnessing a robust growth, especially
among the SME groups. Analysts believe that the global ERP software market is expected to deliver
$41.69 billion by 2020, registering a CAGR of 7.2 per cent during the forecast period of 2014-2020.

Gartner has also asserted in its 2016 report that the enterprise application spending in India (which
includes spending on ERP) will grow to $2.39 billion in 2017, with an increase of about 17 per
cent. Due to various factors like low operational and infrastructure cost, faster deployment, low IT
manpower, data backup and agility, SMBs are adopting this software increasingly, thus making them
the key drivers to deploy ERP. The adoption of cloud ERP is believed to grow at a CAGR of 27.6
per cent, while in SMEs it is expected to grow at a CAGR of 23.9 per cent by 2020.
$38.99
Market Size
Key Takeaways: Due to the rising demand from SMEs, the Indian market is expected to grow $36.84
at a larger pace in the near future, which at present is not as strong as its counterparts. Analysts
(in billions)
$33.87
believe that competition and globalization are the main driving force behind the deployment of ERP $31.56
among SMBs. As a result, the ERP vendors are aggressively focussing on SMBs. The deployment
is expected to grow more dynamically due to the emerging trends of cloud and increased access via
mobile devices. SMBs are also forecasted to drive the cloud ERP market, more than that of large
enterprises. 2016 2017 2018 2019
Global ERP Market

Key Vendors: Microsoft, SAP, Tally, Oracle and others including Marg, Ramco, Infor, Ginesys,
Deskera
Electronic Surveillance

Smart city mission an unprecedented opportunity

for the video surveillance industry
The video surveillance market is anticipated to reach Rs.5, 718 crore (US$841 million) in 2016,
with a CAGR of 32.49 per cent. It is expected to touch US$2.4 billion by 2020. Currently, though
analog-based surveillance systems have accounted for majority of the share (68%) in the overall
market, yet IP-based surveillance systems are expected to increase in the next five years due to
increasing IP infrastructure, declining prices and demand for remote access. According to India
CCTV Camera Market Outlook, 2021, the India CCTV camera market is expected to grow with a
CAGR of about 27.16 per cent in the period from 2016 to 2021. However, the video surveillance
analytics market is also projected to grow at a CAGR of 35 per cent during 2017-2023.
Key Takeaways: The rising incidents of crime, burglary, bank robbery and growing awareness
about benefits of constant surveillance among the people have primarily driven the Indian surveillance
security market. In the wake of the governments Smart City mission, the video surveillance industry is
standing on the verge of a golden opportunity. Lastly, Smart City models will operate on information
gathering, storing and its distribution through ICT for communication and the tool that can aid in
achieving all the above is surveillance systems.
Key Vendors: Honeywell, CP Plus, Hikvision, Zicom, Sparsh and others including Axis
Communications, Bosch, Canon, Dahua, Impulse, LG, Oncam, Panasonic, Pelco, Samsung, Tyco
Security
Ethernet Switches

Digitization to encourage the growth of Ethernet Switches

Generally, business uses a switch to connect computers, printers, servers and other devices

within a building or campus to form a network. In India, the Ethernet Switch market has seen
a growth of 12.4 per cent year-on-year in Q1 2017. The value of this market is worth US$126.6
million (by vendor revenue). The growth of this market is being driven by sectors like telecom,
BFSI, professional services, government and education. Apart from this, governments initiatives
like digitization will attract investments and further propel growth in this segment. Due to increased
spending from both enterprise and service providers' segments, Cisco continues to be the leader in
this market, followed by HPE and Huawei.
Key Takeaways: The Ethernet Switch market is expected to grow in single digits in terms of
compound annual growth rate (CAGR) for 20162021. As the demand for bandwidth and high
data speed is continuously increasing along with growing number of internet users across the globe,
Ethernet Switch market is expected to experience decent growth during the forecast period and
rollouts will catalyze the demand for network infrastructure investment.
Key Vendors: Cisco, HPE, Dell EMC, Juniper and others including Digisol, D-Link, Edimax,
Honeywell, Huawei, Netgear, TP-Link

CLS 2017
Graphic Cards

Graphic card market can growth with support of technologies like Deep Learning

In the context of the computer hardware market, a research firm in its 2017 Q1 report has

estimated that GPU shipments decreased by 17.5 per cent seasonally as compared to Q4 of 2016. It
has also asserted that the yearly trend also witnessed a 4.5-per cent decrease in desktop GPUs. Also,
the dedicated graphics industry has observed the yearly decrease of 17.5 per cent. Apart from this
decline, brands like AMD and NVIDIA have come out as market leaders. Vishal Dhupar, Managing
Director, South Asia, NVIDIA, says, W are keenly focussed on fostering key partnerships with the
ecosystem to accelerate the growth and adoption of GPU technology.
Key Takeaways: A new generation of super-smart cars requires serious Artificial Intelligence.
A newer technology Deep Learning is at the core of the development of autonomous cars. A
part of Artificial Intelligence, Deep Learning allows computers to perform tasks for which they have
not been specifically programmed. With the support of Graphics Processing Unit (GPU), originally
developed to power video games, Deep Learning is accelerated for real-world deployment. Large
amounts of training data are fed through sophisticated algorithms to build Deep Neural Networks
(DNN), which are complex mathematical models which mimic the human brain.
Key Vendors: NVIDIA, AMD, Qualcomm and others including Broadcom, Gigabyte
HDD

Innovation of high-storage portable external hard disks boosting market growth

With the decline of the PC market, the Hard Disk Drive (HDD) market has been adversely

affected. Another factor that has affected the market is flash-based SSDs. Adoption of SSDs in
laptops and PCs is gaining momentum which, in turn, is hampering the traditional HDD market.
However, the trend that helped to boost the market growth is the innovation of high-storage
portable external hard disks, though the hard disk drive market and its prices are likely to continue
to drop in the coming years.
Key Takeaways: Increasing demand and adoption of cloud storage and other enterprise
applications are driving the growth of the hard disk and drive market. Consumers are inclining $410
Market Shipment
towards portable wireless storage solution rather than the traditional HDD market. This shift will
hamper HDD shipments. The increased usage of CCTV and DVR for security purposes may offer
(in billions)
growth for both internal and external drive market.
Key Vendors: Seagate, WD and Toshiba $376
2015 2017
Global HDD Market
Ink jet Printers / Ink Tank Printers

Ink Tank Printer market grows due to sturdy demand from SMEs

The Inkjet printer market has registered 15.4-per cent growth YoY. According to IDCs latest
Hard Copy Peripherals (HCP) 2017 Q1 report, the increasing shift is seen happening towards Ink
Tank printers. The growing demand for Ink Tank printers over Inkjet printers is due to the low-cost

ownership. The report considers that the demand from SMEs has fuelled the growth of Ink Tank
printer shipments in 2017 Q1.
Looking ahead, the market for Inkjet printers is expected to grow at a higher pace than Laser
market because of the Ink Tank printers. The commercial segment that was earlier completely
dominated by the Laser printers is now being penetrated by the Ink tank printers. Overall, HP stands
as the leader in the InkJet category, while in the Ink tank space Epson enjoys the maximum share.
Key Takeaways: A report says that the global market for inkjet technologies will see a growth to
$12.6 billion by 2021 at a five-year annual growth rate (CAGR) of 24.6 per cent. It is also predicted
that its sales will hit double-digit growth rate.
Key Vendors: Epson, HP, Canon and others including Brother, Ricoh.

LaserJet Printers

Laserjet market witnessing decline due to low pull from government and enterprise

The Laser HCP (Hardcopy Peripherals) market has witnessed a decline of 10.2 per cent in Q1 of
2017 compared to Q1 of 2016. In this segment, HP Inc. maintained the leadership position, whereas

Canon registered a growth of 12.6 per cent for the same period and occupied the second position,
followed by Samsung. A decrease in the number of large government deals affected the Laser market
complemented by the low pull from the enterprise segment in the A4 printer base segment.
Key Takeaways: It is almost a year that the printer market is undergoing a technological shift
from entry-level laser printers to cost-effective and high-yielding ink tank printers. This shift has also
been triggered by vendors with their marketing strategy. Following the implementation of GST tax
slabs, confusion has prevailed as printers are listed in both 18 per cent and 28 per cent, respectively
and so the industry is waiting for a clarification on it, while the channel partners are holding back on
inventory stocking which may affect printer shipments.
Key Vendors: HP, Epson, Canon and others including Konica Minolta, Kyocera, Ricoh,
Xerox.
Managed Print Services (MPS)

Organizations driving business value by adopting MPS

The Managed Print Services market is still in the nascent stage of adoption in the Indian market
and hence there is a vast untapped opportunity for the market to expand with many Indian enterprises
yet to embrace these technologies. It is seen as an important driver for ushering the Digital India
initiative. Xerox continues to maintain the leadership position in the global managed print services
(MPS), according to the latest market landscape report by the analyst research group Quocirca.
A large number of firms globally are now considering MPS to cut operational expenditures, both
to reduce the printing activities of employees and to achieve a more seamless workflow within the
organization. $50.78
Market Size
Key Takeaways: While cost will always be the primary reason for adopting a managed print
(in billions)
service, organizations are relooking to achieve more than just cost savings to drive business value;
security remains top of the agenda. The need for secure print solutions and services remains at the $28.40
top for CIOs, given the fact that 61 per cent of organizations reported at least a single print-related
data breach in the past year. It is expected to reach US$94.97 billion in revenue by 2024, rising from
US$26.18 billion in 2015. The market is estimated to expand at a CAGR of 14.8 per cent during the 2016 2023
forecast period 2016 to 2024. Managed Print Services
Key Vendors: HP, Xerox, Canon, Ricoh and others including HCL, Konica Minolta, Kyocera,
WeP.
Multifunction Printers/Devices (MFPs/MFDs)

Tier II & III markets in India fuelling the demand for MFPs

The last few quarters have seen Indian consumers shifting their preference towards MFP printers
over normal document printers. The growing internet penetration and rise in the usage of digital
content is responsible for attracting consumers to target more reliable and cost-effective printing
solutions. Interestingly, the increasing small and medium businesses, especially in the tier-II and -III
cities have further fuelled the demand for MFPs in the country. Also, vendors and the government
taking up initiatives like increasing the number of government kiosk centres will help to further
increase the penetration of multifunction printers. In terms of unit shipments, Hewlett Packard led
the market, followed by Canon and Epson.
Key Takeaways: The demand for MFPs is increasing as they deliver enhanced functionality and
productivity for an organization, thus redefining office life and helping organizations to consolidate
their investment, maximizing the use of space and simplifying workflow processes. This, in turn, is
increasing the sale of these products and hence this segment is clearly growing much faster and has
been undergoing many changes in its functionalities.
Key Vendors: HP, Canon, Epson and others including Brother, Kyocera, Ricoh, Xerox.

CLS 2017
Open Source

Open Source - A critical technology for the Digital India programme

The Open-Source software market is gradually gaining momentum in India. India as a market
is the biggest contributor and user of this technology. It has witnessed remarkable growth and
adoption in the market, as presently it is more matured and flexible. Open source is critical for the
success of Digital India programme, especially for e-governance projects and electronic delivery of
services to citizens. The Government of India is encouraging the nation to embrace Open Source
which was supported by the governments policy on Open Source.
Key Takeaways: Microsoft now says that 60 per cent of the software it sells from its Azure
marketplace for developers is interestingly Linux-based, and this has influenced the CIOs to embrace
the technology to drive digital innovation to support various business processes with a new angle. It
is a preferred technology by SMBs which created positive impact on their businesses. As most of the
businesses are undergoing digital transformation, it makes imperative to include Linux into virtual
appliances and varied web servers.
Key Vendors: Red Hat, Suse, Micro Focus and others including Ubuntu, Mongo DB, Black
duck, Redfish, Symbian.
PBX Systems / Unified Communications

Organizations preferring IP-based products over PBX systems

Businesses hold off new PBX purchases as companies are evaluating cloud alternatives and
investing in unified communications (UC) applications instead of PBX. Due to this, the PBX market
continues to struggle. The market marginally recovered due to the uptake of Pure IP Telephony
(Pure IP PBX, IP Phones and Voice Gateways). However, shortfall continued in traditional systems
such as PBX/Key systems and AD phones as enterprises preferred IP-based products rather than
traditional PBX systems. The revenue-generating industry segments for this market, including
finance, telecom and manufacturing, restricted growth as they curtailed the spend due to their own
lacklustre performance. As in the last year, Cisco, Avaya, NEC and Mitel led the combined PBX and
unified communications market by global revenue.
Key Takeaways: Hosted PBX and UC services are a growth market that has moved well beyond
early stages and expected to take off in India too. Both the Enterprise Telephony and Enterprise
Telephony market in India recovered slightly by a single-digit number. However, if seen globally, IP
telephony (IPT) is still typically one of the main drivers for organizations that are provisioning new
communications technologies.
Key Vendors: Cisco, Microsoft, Mitel, Avaya and others including Alcatel, Matrix, Panasonic,
Polycom.
PC Market

PC market continues to be subdued in first half of 2017

The global PC market has witnessed a continuous slump for five years, as reported in the Q2
2017 report of Gartner. While HP Inc. retained the top position in the market followed by Lenovo,
Dell and others, the market has registered a significant decline of 4.3 per cent from the same of
previous year. Analysts believe that the component shortage for DRAM, solid- state drives (SSDs)
and LCD panels have impacted the sale of PCs in the market. While in the countries like Russia
and Germany, PC shipments have shown sustained improvement, but for markets of India and
the Asia-Pacific region the shipment figures indicated a pitiable condition dedicated to the various
market scenarios.
Key Takeaways: Many PC vendors believe and are expecting the sale of PCs to fuel up after
small businesses are demanding for GST-enabled systems, as they need to comply with the latest
GST norm. This is expected to further lead the market to growth of PCs in India.
Key Vendors: HP, Dell, Lenovo and others including Acer, Apple, Asus.

Point of Sale (POS)

Government initiatives triggering the demand for POS machines

The Government plans to transform the countrys commercial economy to a cash-less economy
by encouraging the adoption of digital payment methods. As a result, the demand for POS terminals
in the worlds second most populous nation is at an unprecedented high. The share of the Indian
POS terminal market is poised to surpass US$3 billion by 2021, while the portable POS terminal
documented highest revenue contribution in the market. This growth was triggered by major
deployment in end-user markets like hospitality, government and retail.
Key Takeaways: As an impact of Demonitisation, POS devices are likely to

grow at CAGR of 30% in 5 years; with this the terminal market will further witness
a huge demand owing to the advantages offered by technologies such as enhanced
security, free floor space, and minimized customer waiting time. The Governments
emphasis on creating a cash-less economy has substantially increased the demand
for these machines from banks, propelling the growth of the Indian POS terminal
market. The Indian Government has been encouraging banks to deploy over one
million terminals after demonetization to meet the rising demand and address the
major cash crunch crisis.
Key Vendors: EPSON, VeriFone, TVSe and others including HoneyWell,

Posiflex, Toshiba Visiontek, WeP.
Projectors

Projector sale swells with high demand coming from education sector

Projectors have become a must-have for small businesses, besides its increasing demand in the

corporate sector, media and BPO. With the latest HD and short throw projectors, home entertainment
is also getting a shot in the arm. 3D projectors are also making this category more attractive for 3D
gaming and entertainment. Projectors also are one of the fastest- growing product lines in India,
thanks to the booming education market. Analysts believe that the market is growing with a CAGR

of 21.74 per cent over the past four years and is expected to grow at a much faster pace. The Indian
projector market has registered 0.13 million units in CY H1
2016. While comparing to the same of previous year, it has
registered a significant growth of around 38 per cent. Among
the major brands, Epson has emerged as the new market
leader in CY H1 2016.
Key Takeaways: Owing to the adoption of digital learning
initiatives, the demand of projectors has increased. However,
one cannot ignore the factors such as high installation cost
and lack of awareness which are restraining the growth of
the projector market.
Key Vendors: Epson, BenQ, Hitachi and others including
Acer, Canon, Casio, LG, Panasonic, NEC, Sony.
Routers

Router market up in 2017, witnesses YoY growth of 33.5% in Q1

The router market in India has witnessed YoY growth of 33.5 per cent in Q1 2017 and stood
at US$92.5 million (by vendor revenue), as reported by IDC in its report. A research firm has also
forecasted that the market will witness a steady growth and will post a moderate CAGR of close-to 7
per cent during the forecast period of 2017 to 2021. According to experts, the 4G services demands
are driving the growth of routers in India. The growing demand for data centers and cloud-based
deployments are also expected to boost the sales in future.
Key Takeaways: The market reports assert that the high-end and mid-range routers have fuelled
the growth in the enterprise sector. Also, the recently introduced and future government schemes
and projects are also expected to contribute to robust sales. Telecom 4G rollout and government
projects comprising of various e-governance, surveillance and digital initiatives will contribute to
sales in the coming quarters.
Key Vendors: Cisco, HPE, Huawei, Dell EMC and others including D-Link, Netgear, TP-Link,
Digisol, ZyXEL.

CLS 2017
Servers (X86/non x86)

Server growth to be boosted by increased IT investments by SMBs

The x86 server market in India saw a steep decline of 16.8 per cent quarter-on-quarter in Q4

2016, with 30,501 units shipping in Q4 2016 as against 36,668 units in Q3 2016. This was primarily
because of the absence of large multimillion dollar deals. However, majorly due to the sale of high-
density servers, in terms of revenue there was a 4.2-per cent quarter-on-quarter growth as registered
in Q4 2016. The non-x86 server market declined by 31.0 per cent quarter-on-quarter in terms of
unit shipments and 34.7 per cent in terms of revenue in Q4 2016. Market verticals like banking,
manufacturing and telecommunication were the strongest contributors to the non-x86 market, with
IBM dominating the market in terms of revenue with the share of 62 per cent at the end of Q4
2016.
Key Takeaways: Digital India initiatives continue to drive investments in the Government, led
by access of Government services on mobile devices and expansion of broadband services. Indian
server market has so far witnessed a difficult quarter. In the coming days however, growing SMBs,
IT investments from enterprises towards data center consolidation will be some of the factors
that will boost the growth of the server market. Deals from Government towards digitalization,
e-governance, smart city and surveillance projects that are in the pipeline will further fuel the growth
of the Indian server market in the coming quarters.
Key Vendors: HPE, Dell EMC, Cisco and others including Huawei, Fujitsu, Lenovo, Oracle.
Smartphone

Smartphone market keeps up a strong pace of growth

The global smartphone market remained resilient in the first quarter of 2017 and registered sales

of 380 million units, which showed a 9.1-per cent increase over the first quarter of 2016. The Indian
market has witnessed 27 million smartphone shipments in CY Q1 2017 with a 14.8-per cent growth
over the same period of 2016. This is even after the Indian market witnessed the introduction of
demonetization and the newly-introduced GST tax reform.
For the past few quarters, the Indian market has been completely dominated by the Chinese
brands like Huawei, Oppo and Vivo and Xioami. Hence, they continued to strengthen their position
and capture 51.4-per cent share of the smartphone shipments in India with 16.9-per cent sequential
growth and striking 142.6-per cent growth over the same period last year. On the contrary, the
home-grown vendors slumped to 13.5 per cent in the Q1 2017 from 40.5 per cent in Q1 2016.
Key Takeaways: Various economic factors were earlier believed to be negatively impacting the
smartphone market, but vendors and retailers are deploying various tactics to ensure the smartphone
market to grow more. Hence, the figures show a positive status of the Indian smartphone market
which is expected to accelerate the growth in the coming years. Apple remains as Apple.
Key Vendors: Samsung, Xiaomi, Vivo, Oppo and others including Apple, Micromax, Lenovo,
Intex, Lava, LG.
Solid-State Drives

SSD market poised to grow three-fold

In the overall storage device market, the solid-state drive (SSD) segment has recorded high

growth over the last three years in India. It is a niche area of the data storage device market. The
SSD market is predicted to reach nearly $156 million by 2023. Though Indias storage market is
dominated by Hard Disk Drive (HDD) segment, but it is also a fact that the SSD segment is poised
to grow three-fold in the next six years. This is because it is faster, crash- proof, the data remains
secured and reduces power consumption, thus leading to good cost savings.
Key Takeaways: The rise in advanced connected devices, growing high-end PC market, need $156
for higher performance & capacity storage devices, increasing IT spending, and the growing number
Market Size
of data centers are a few factors that would continue to trigger the growth of the SSD market in
(in billions)
the country. Amongst the application market, this segment grabbed the lions share of revenue in
the market.
Key Vendors: WD (SanDisk), Seagate, Samsung and others including Kingston, ADATA.
2016 2023
Global SSD Market

Storage

Emergence of hyper-converged infrastructure to

determine growth of the Storage industry
The storage market in the country has seen a good traction, the key contributors being banking,

professional services, manufacturing and government. As in Q4 2016, the external storage market
witnessed a growth of 17.5 per cent quarter on quarter and stood at $77.8 million. Dell is the clear
leader in the Indian storage market with a market share of 44 per cent and HPE being in the second,
followed by IBM and NetApp achieving significant growth due to uptake from banking, telecom
government verticals and UPI platforms in the last quarter. In addition, securities, transportation,
education and insurance also drove incremental growth in the storage market. 2016 has also been
significant for witnessing a year-on-year growth for All Flash Arrays (AFA), due to uptake from
banking, IT/ITeS and manufacturing verticals.
Key Takeaways: The growth of hyper converged infrastructure, software-defined storage and
flash storage in data centers are getting more relevance to more users in the Indian organizations,
which eventually will lead to the rise of the storage industry in the times to come. The external storage
market is further expected to grow in single-digit for the 2017 2021 time-period. Huge storage
spending is expected to come from banking and government segments in the coming quarters.
Key Vendors: AMI, Cisco, EMC, Dell, Hitachi Data Systems, HPE, Huawei, NetApp, Netgear,
Oracle, QNAP, and Quantum
Thin Client

Corporates relooking at Thin Client as a renewed computing strategy

Thin client is a computing device that is connected to a network, unlike a typical PC. It is evolving
in newer forms like the VDI (Virtual desktops). In fact, India happens to be the fourth-largest
market for VDI in the world and has overtaken Japan this year (2016). The business market in India
contributes close-to 5.5 per cent of the VDI segment worldwide. HP continues to dominate the
thin client market, followed by Dell Wyse and NComputing. The increasing demand for Thin Client
comes from sectors such as business process outsourcing, banking & financial services, education,
government, retail, aviation and healthcare, among others.
Key Takeaways: Though the demand for Thin Client is waning among CIOs of todays
businesses, it is still an attractive option for businesses across diverse verticals, such as healthcare,
banking, education and retail. An improved outlook for the thin client market is, however, expected
going forward, especially as companies begin to re-think their computing strategy. APAC is, however,
expected to be the fastest-growing region for the global industrial thin-client platform market due
to the rising investment in the industrial sector. Countries like China and India are attracting a
substantial amount of FDI due to flexible government policies.
Key Vendors: Dell Wyse, Fujitsu, HP, NComputing, RDP, and VXL Instruments
UPS

UPS market continues to grow due to expansion of various Industries

The UPS market forecasters has estimated the Indian UPS market to reach $1.2 billion by 2021
and are expecting the Indian market to grow at a CAGR of 8.4 per cent over the period 2014-
2019. The global industrial UPS market is also likely to witness a steady growth and expected to
post a CAGR of over 6 per cent by 2020. Due to factors like the rise in demand of uninterrupted
power, voltage fluctuations affecting the systems and to prevent data loss, the requirements of UPS
especially among the end-users in enterprises per se is growing and hence leading to the growth of
UPS market in India.
$12
Also, expansion of digital and technological demand across various sectors such as IT, healthcare,
Market Size
retail, educational institutes, telecommunication, textile industry, etc are also further contributing to
(in billions)
the demand for UPS in the country.
Key Takeaways: The market is also expected to strengthen along with the technological
advancements and M&A changes in the near future. Experts, however, believe that the transport
infrastructure market will generate the highest revenues by the end of 2021. 2016 2022
Indian UPS Market

Key Vendors: APC by Schneider, Vertiv, Luminous, Delta and others including BPE, Microtek,
Numeric, and Socomec

CLS 2017
UTM / next generation firewall

UTM market trippling its size for last five years

The Unified Threat Management (UTM) market makes 50 per cent of the worldwide revenues
in the Security Appliance market. The growth of the Security Appliance market continues with the
UTM market tripling its size over the last five years. The market recorded a revenue of $5.7 billion
for 2016 and year-over-year growth of 17.3 per cent, the highest growth among all sub-markets.
The Asia-Pacific (including Japan) region contributes 29 per cent of the global security appliance
market revenue. The market reported the strongest growth in 2016 with year-
over-year revenue growth of 21 per cent, followed by Japan with 16.9-per cent

revenue growth compared to 2015. The matured markets of the world, the
United States and Europe and the Middle East, and Africa (EMEA) together
accounted for 38 per cent of the total security appliance market revenue.

Key Takeaways: The major forces driving the UTM market are strict
data protection directives and cyber-terrorism. The market is growing rapidly

because of growing security needs of Internet of Things (IoT) and Bring Your

Own Device (BYOD) trends, and increased deployment of web and cloud-
based business applications. Increase in cyber threats and rising enterprise

mobility demand for mobility is pushing vendors to offer advanced UTM

appliances. SMBs, mid-market and enterprises are also adopting UTM these days.
Key Vendors: Cisco, Check Point, Dell EMC, Fortinet and others including IBM, Sophos,
Juniper, Palo Alto, SonicWall, Trustwave.
Video Conferencing

SMBs rapidly adopting Video Conferencing solutions

Video conferencing refers to a service that enables real-time, two-way communication, across

geographies. It also helps in enhanced productivity and faster decision-making. With CAGR of 8.3
per cent, the global video conferencing market is expected to be of US$8,958.7 million by 2025.
The forecasted period is from 2017 to 2025. It is also visible that SMBs are rapidly adopting video
conferencing solutions for communication. Its growing demand is driven by a focus on simplification,
lower prices and enhanced meeting experience by end-users. These trends are being witnessed in the
Asia-Pacific enterprise video conferencing market and are pushing the
market towards growth.
Key Takeaways: There is some good news for the worldwide

enterprise video conferencing equipment market revenue and video
endpoint shipments (units) saw both sequential and annual growth in
3Q16, although some regions showed decline. Moreover, emerging
trends like mobile workforce and BYOD (Bring Your Own Device) have
affected cloud-based video conferencing services. On the contrary, high
initial investment and installation costs are shortcomings of this market.
Key Vendors: Polycom, Cisco, Vidyo and others including Avaya,

Business Octane, Huawei, Lifesize, PeopleLink, Panasonic.
WLAN

The need for last-mile wireless connectivity will influence WLAN growth

The fourth quarter of 2016 (4Q16) saw the combined consumer and enterprise worldwide
wireless local area network (WLAN) market segment decreasing 0.1 per cent year over year. However,
it increased 3.1 per cent for the full year, thus finishing at $2.43 billion. The enterprise segment grew
3.1 per cent year over year in 4Q16 to reach $1.41 billion, and 7.2 per cent for the full year 2016
reaching $5.4 billion. The Asia-Pacific (excluding Japan) (APeJ) market saw the maximum 4Q16
growth by having grown to 22.7 per cent year over year in 4Q16 and 21.7 per cent for the full year
2016. Cisco with its largest share continued to be dominant in Q4 2016 with 65.74-per cent market
share, followed by Huawei and HPE. Due to increased investments in the enterprise space, Avaya
too has posted a significant growth in the quarter.
Key Takeaways: Digital transformation efforts contintue to grow the market with vendors
competing against each other to addrress the emerging segments that includes opportunities like
smart cities and IoT. As in the previous years, the WLAN market is expected to grow on the back
of increasing number of hand devices coupled with the need to be connected for a wireless last-mile
connection.
Key Vendors: Cisco, HPE-Aruba, Huawei, Ubiquiti and others including D-Link, Ruckus,
Netgear, Cambium Networks, Extreme Networks, TP-Link, Digisol, ATI, Zebra.

CLS 2017
Workstation

Mobile Workstations to grow at a faster rate than desktop workstations

Workstations offered higher performance than mainstream personal computers, while the PC
industry showed a slight recovery. As per the estimate of VARINDIA, there is a single-digit growth
in the workstation market in 2017. The growth of the workstation market globally has resulted from
the rise in demand for professional 3D animation software, digital content creation, and networking
and graphics over the last few years. Mobile workstations will grow at a faster rate than desktop
workstations, but the latter will continue to hold their ground, although growing at a slower rate.
With increased mobile workstation performance, work can now be done in real time as opposed to
a tower workstation.
4.3%
Key Takeaways: The workstation market trend shows favourable results. The challenge for
Volume
vendors is to educate the IT managers of the benefits of a workstation over a PC without increasing
the IT budget. The demand for mobile workstations is going to further increase in the areas of oil &
gas exploration applications, to mention a few. The overall global workstation market is expected to
witness a CAGR of 9.8 per cent during the period of 2016-2023, in which the mobile workstation
segment is expected to account for the maximum share.
2016 2026
Key Vendors: HP, Dell, Lenovo and others including Apple, Fujitsu. Global Workstation Market
ESDS anticipates a wider scope

for cloud adoption in India
Sanjeev Kumar is Together with ESDS offerings,
the National Head - partners can show a value addition
Government & PSU, to their customers.
Channels & Alliances. While throwing light on the
He joined ESDS early this present business growth, he also
year and holds over 17 years shares his views on the current
of experience in the IT & challenges and the future plans
Telecom industry. Besides of the company in context of
being accountable for the Indian market. There is no
developing and implementing challenge as such. I believe we are
effective business strategies right sized with the right strength,
for verticals like Government, in the right place at the right time.
PSU, Channels and Alliances, We are creating good business
Sanjeev is also responsible models for the Partners which will
for BI & Analytics including help us on our fast growth track
Data & Infrastructure along with our growth partners. We
guidance, on-demand, have dedicated channel Managers
Proactive Predictive and who will be taking care of all the
Advanced Analytics. Premium Partners & Alliances in
My forte is Channels, Mumbai/Delhi/Bangalore in first
Account Management/ phase and in next phase we will
Distribution, Alliances cover rest of the Cities, states
and People management. Sanjeev.
I specialize into offering While the Government (Meity)
complex IT Infrastructure India, where I was instrumental in setting up has empanelled 11 Cloud service
Solutions like Servers, Storage, Virtualization, the Channel Business in West for their products. providers and is coming out with the policy on
Cloud Services, Hosting, Managed Services, I played the key role for establishing Channel Cloud as well, this will act as a big boost for ESDS.
MPLS, VOIP and System Integration (DC/DR). Business in Airtel Enterprise, HCL Peripherals We have a great presence in the Government/
My role at ESDS will be to align our Products to name a couple, he says. PSU vertical in India and I see that the State and
& Services towards Partner Business. Since Speaking on his relationship with stakeholders Central government are getting very supportive
partners are the next growth engine, the role in the industry, he says, I have a great rapport for the cloud Business. In most of the Smart
of me and my extended team will be to enable with most of the alliances and partners in India. cities tenders, a good portion of IT component
our partners, says Sanjeev as he introduces Most of the Premium Partners are in Mumbai, goes as cloud offering. We are one of the most
himself. Delhi, Bangalore, Kolkata and Chennai. At aggressive partners for all the leading prime
While talking about his industry experience, ESDS too, I am positive of aligning the partners bidders for smart city opportunities in India.
Sanjeev shares how he used to spearhead the in a way that will be instrumental in its growth Our expertise is also giving benefits to all the
channel business operation during his stint path. Since bottom-line is a major concern for prime bidders in terms of technology and cost
at firms Like Dell, HCL, Bharti Airtel etc. I most of the partners today, I am coming out effective solution. The cloud Business in India
have a 17+ years of experience out of which with a few innovative partner centric business will multiply in coming days and so will our
10 years was with Dell International Services models where Partners will be more profitable. business, sumps up Sanjeev. n

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FACE TO FACE
GST would enhance dependency

on technology and eventually
bring more transparency
What are your views on how the accountants, lawyers, Tax compliance
professionals, software developers, SAP ERP
newly introduced GST is going
solution providers and technology partners
to revolutionize the taxation that is supporting us in capitalizing on creating
system in the country? awareness and affinity towards the change across
GST came as the biggest reform in the area of business circles.
Indirect Tax in the history of independent India. Each seminar saw an audience of over 300
Consolidating the numerous Central and State professionals and businesses across various
Taxes into one Single Tax, it has truly delivered circles of the GST ecosystem. Targeting over
on its objective of levelling the playing field for 6,600 people across the country, we have already
all businesses and ensuring One Nation, One accomplished over 2,000 registrations and
Tax. But like any other change, teething troubles migrations. The rationale behind these seminars
are bound to surface in implementation phase. is to spread awareness and get businesses on-
Especially the smaller businesses across sectors board with GST for increased compliance.
of the economy are being impacted temporarily What kind of operational
as they embrace and adapt to digitization which
is essentially for GST compliance.
challenges do you still face in
For a SME, the biggest dilemma is whether the IT infrastructure created
to focus on the business or to understand the for GST implementation?
modalities of the GST. Moving beyond the GST as we know has changed business
much engraved traditional way of functioning processes drastically. Adoption of technology
to the automated systems require them to invest and moving away of businesses from a complex
time, money and effort. However, it is important indirect tax structure, to the new revolutionized
for them to focus on the larger vision and long Ankit Agarwal, Managing Director tax regime has been a paradigm shift for all Indian
term benefit. corporations. While the new regime promises
- Alankit Limited in a chat with
and offers long term benefits, it does come with
VARINDIA how the current certain immediate and short term infrastructural
How is Alankit trying to close
GST tax structure will counter and implementation challenges.
that gap through its offerings
and generating awareness various issues in the previous As the new regime get implemented, tax
experts foresee certain challenges such as
among the small businesses? taxation system and how Alankit
tracking interstate transactions, designing and
GST has revolutionized the way businesses will contribute to it through its developing a suitable IT infrastructure, and all of
function in India but its implementation is bound own solutions and generating this needed to be created on a fairly large scale.
to be faced with some temporary logistical and awareness among its customers - But these are temporary concerns and are being
infrastructural roadblocks. While most large tackled well by experts from a technology and
corporates have the knowledge and ability to accordingly. We are also having an all India GST taxation domain. Some immediate challenges
evaluate multiple solutions being offered in evangelization drive across 22 cities to spread include increase in volume of return filing. With
the market to adapt the best suited technology awareness and get businesses on-board with moves like demonetization, direct tax filing by
for effective compliance, there are many small GST. Many small businesses lack the technology individuals has gone up by 25% to 2.82crore,
players facing multiple challenges not only in and familiarity to incorporate GST into their GST is expected to have a similar impact on
understanding nuances of GST regime but are operations. For such businesses, we offer PoS indirect taxation and such a change would
also clueless on how to go about choosing the Terminal solutions which include a tablet, a enhance dependency on technology. Therefore,
right partner who may handle hold them through debit/credit card swiping machine, a small with increased burden on technology, need for
the process for seamless transition. printer, and a finger print scanner for Aadhar real time scalability of solutions interacting
GST service providers should realize that enabled payments. with the GST network also become another
different businesses have different requirements,
Have you partnered with challenge. Yet, all these challenges would be
and should thus precisely work on developing
resolved as implementation begin full throttle in
customized solutions which are best suited to any vendors and partners
a specific players needs. Alankit realizes that coming months.
for conducting the 22 cities
offering the following services serves a worthy What is the future you foresee
purpose of assisting businesses in complying
evangelization drive?
Alankit has a network of over 5,000 centers
for GST in the country?
with GST through the requisite features it offers
as part of its cloud based solution which will in 673 cities across India. Through this wide GST has been positively implemented in
reduce the cost of compliance for SMBs. network, we are organizing evangelization around 140 countries including Brazil and
GST Muneemji also allows the customers drives in metros and tier II towns (Delhi, Canada. In fact, France was the first country
to use their existing account system or change Mumbai, Bangalore, Chennai, Hyderabad, to introduce GST. Tried and tested in other
the account system as per their requirements. Cochin, Ahmedabad, Indore, Guwahati, Raipur, countries, GST will play a significant role in
It allows the users to download any file format Vishakhapatnam, Lucknow and Chandigarh). transforming the current tax structure, and
and upload it on GST Muneemji and comply We have an established network with chartered therefore the economy. n

WOMEN POWER IN ICT
Aruna Sundarajan Neelam Dhawan Daisy Chittilapilly

Secretary to Ministry of Electronics VP & GM - HPE and Country Managing Director, Partner
and Information Technology, GoI Manager Director - HP Inc Organisation - Cisco India & SAARC
Shirley Daniel Deepa Krishnan Simran Bagga

Head - Business Development and Inside Associate Director - Seller Regional Channel Sales Director,
Sales, India& SAARC - McAfee India Experience - Flipkart.com Asia Pacific - Cambium Networks
Meerah Rajavel Mohua Sengupta Pooja Kheterpal

Chief Information Officer EVP & Global Head of CFO
Forcepoint Services, 3i Infotech ARM Worldwide
Arati Naik Kamolika Peres Jaya Jagadish

COO VP and Head - Strategic Customer Corporate Vice President,
DIGISOL Systems Program, SAP Indian Subcontinent Design Engineering - AMD

Empowering
Women,
Shikha Rai
Vice President, Canon India,
Empowering
Businesses
Managing HRO, HRD, IT& QEHS
With the firm conviction that every woman is endowed with the
ability and capability to lead and bring about a positive change in
society and world at large, we, at VARINDIA, are pleased to present
this section which talks about the woman leadership in the Indian ICT
industry. This section is aimed at those who understand the importance
of gender diversity and advantages of having a womans unique
perspective in building bigger, bolder, smarter businesses today. This
initiative Empowering Women, Empowering Businesses highlights
Shubhangi Singh
the women leaders in the ICT industry and will offer an opportunity to
Principal Marketing
Specialist - Citrix India learn from them and be inspired by their professional profiles.
Equality of opportunity between men and women is a key indicator of

long-term social stability and economic advancement. By empowering
women and promoting gender equality, we can enable communities,
economies and businesses including our own to prosper and result
in redefining women leadership for the 21st century. After years of
struggle for change, todays women leaders have finally succeeded in
breaking down the institutional barriers, stereotypes and inequalities
that their predecessors may have faced. They are the pioneers in
championing the cause of women empowerment and equality while
also highlighting the type of support required to flourish in a rapidly-
Komal Somani changing business world.
Chief People Officer - ESDS
Software Solution Pvt. Ltd.
A growing number of women are holding leadership roles in leading
ICT companies around the world. It is encouraging to know that India
has a better ratio of women in the ICT workforce at about 30 per
cent, less than 1 per cent in the C-Suite. But nevertheless this ratio
needs to change and organizations need to further build a conducive
work culture for women managers to rise up to the leadership rank.
However, things do get daunting at times. But flexible working hours,
facility to work from home when needed and support from a positive
peer group make things easier.
By bringing together the successful and highly accomplished

women leaders who have made a difference in their businesses and
Deepti Sharma
Marketing Head - India, Sri Lanka, communities, we attempt to present a platform to express what it takes
Bangladesh & Nepal - Suse to be leaders of tomorrow, from the ones of today.

WOMEN POWER IN ICT
Shirley Daniel
Head - Business Development and Inside Sales, India& SAARC
McAfee India
Shirley Daniel is a Sales leader in McAfee India driving Business Development and Client Acquisition for
the Midmarket Business. In her last 2 year stint with McAfee, she has led key go to market initiatives that have
significantly contributed to the business outcomes. She and her team of inside sales and field sales representatives
were recognised worldwide for highest number of new customer wins in FY16. She is passionate about building
high performance team and successful business partnerships.
Shirleys passion lies in her ability to simplify complex tasks, creativity in solutions, innovating new ideas,
initiating winning Go-to-Market strategies, bringing uniqueness in campaigns and setting-up new benchmarks
utilizing her business acumen. Furthermore, she is a strong believer of People, Planning, Process, & Performance.
She believes in creating leaders and developing world class team and leads by example. Her actions inspire team members
to dream more, learn more, do more and become more.
Jaya Jagadish
Corporate Vice President, Design Engineering - AMD
Jaya joined AMD as a Design Engineer, right after her Masters degree in Electrical Engineering from
University of Texas. AMD works in the niche semi-conductor space and very few women take up a career in
hardware engineering but Jaya was passionate about building and designing products and knew from the start,
that this was her calling. After a short stint at Mentor Graphics and Analog Devices, Jaya returned to AMD
and was part of the founding team that set up the company in India in 2005.
One of the high points of her career has been to build a high performing engineering team at AMD India
- grounds-up. When Jaya first joined AMD, there was limited talent in the CPU design space. AMD hired fresh
graduates and trained them internally to build the talent pipeline. Today Jaya leads 400+ engineers as part of the
silicon design team and it plays a critical role in driving AMDs product roadmap. In addition, as India site lead, Jaya
works with the leadership team in the country to drive cutting edge innovation to fuel AMDs global growth.
Simran Bagga
Regional Channel Sales Director, Asia Pacific - Cambium Networks
Simran is an extremely energetic, passionate and committed Sales and Marketing leader having an enviable 22
years track record in emerging markets with global brands like Microsoft, IBM, Compaq and Hewlett Packard
across dynamic markets in India, Africa, Middle East and Turkey. She is currently the Regional Channel Sales
Director (APAC) for Cambium Networks, focusing her efforts relentlessly in India and the APAC region.
Simran is a highly respected business leader who invests in developing solid relationships with a WIN -WIN
approach and leverages these to effectively negotiate, influence, lead and manage change to deliver sustained
top tier results while continuing to be the driving force in the Channel ecosystem. She is strategically oriented,
innovative and culturally astute. Her role at Cambium Networks is very challenging and demanding. The extensive
geographic responsibility requires her to be proactively engaged with multiple stakeholders, both internal and external
and she is walking the markets nearly 3 weeks every month.
Meerah Rajavel
Chief Information Officer - Forcepoint
Meerah Rajavel is the chief information officer (CIO) for Forcepoint. Rajavel brings more than 25 years of
experience in information technology to Forcepoint. Most recently, she was the CIO at Qlik, a visual analytics
company, where she led efforts to build an IT infrastructure and operational excellence strategy to support
rapid growth on a global scale. Before joining Qlik, Rajavel led IT cloud services for all McAfee products at
Intel Security. Earlier in her career, she held IT leadership, research & development and product development
roles at Cisco Systems, Infosys, Nortel, Cybersource and Solix.
Rajavel holds a Bachelor in Computer Science & Engineering from the Thiagarajar College of Engineering
at Anna University in Chennai, India. She also holds a Master of Business Administration from the Leavey
School of Business at Santa Clara University in Santa Clara, California.
Shikha Rai
Vice President, Canon India, managing HRO, HRD, IT& QEHS
WE@Canon stands for Women Empowerment at Canon where the senior women leaders are advisors to
the CEO to support initiatives that can bring positive change in the organizations gender ratio. Managing the
functions of Human Resources, Information Technology and QEHS at the organization is a strong woman
leader, Shikha Rai. She has an inspiring journey of close to 30 years holding various positions in different
organisations.
Rai has been associated with the organization for 15 years, contributing towards the progress of the imaging
brand in the country. Under her leadership, the employee commitment & satisfaction has seen a significant
improvement and Canon India can boast of being an employer of choice. As the head of IT, Ms. Rai has led the
organizations digital transformation. Rai and her team of over 30 IT professionals have been working on enhancing
security, integrating web systems and making the transaction systems GST ready at Canon India.

Kamolika Peres
Vice President and Head - Strategic Customer Program, SAP Indian Subcontinent
In her role, Kamolika is the custodian of SAPs largest and deepest customer relationships in the subcontinent.
She works alongside top customers to collaborate and co-innovate, specifically in the areas of digital and cloud
transformation. With over 20 years of experience, Kamolika is a business leader with an extensive track
record in consulting, digital transformation and has been instrumental on many first-of-a-kind technology
implementations in India and emerging markets. She has domain expertise in the mobility space, with extensive
knowledge of mobile technology and excels in the areas of strategy, outsourcing, consulting, business intelligence
and program management.
Prior to joining SAP in 2016, Kamolika has held leaderships positions in IBMs consulting team across India,
South East Asia and Central Europe markets, where she worked with key players in the telecommunications and
manufacturing sectors. She started her career with the Tata Administrative Services and thereafter moved to the consulting
team at PwC.
Daisy Chittilapilly
Managing Director, Partner Organisation - Cisco India & SAARC
Daisy Chittilapilly leads the Partner Organization for India and SAARC and plays a fundamental role in
the execution of Cisco's partner strategy across the region. Her charter is to identify and develop existing
and new partnerships to drive Cisco business in the marketplace. In her current role, Daisy helps build
and evolve Cisco's Partner Organization, and work with the team to direct investments at the right market
opportunities. She is involved in creating partner practices which drives scale and revenue growth for Cisco
while maintaining profitable growth for partners.
In her previous role, Daisy led the ITS business for Cisco across the India and SAARC region and was
responsible for driving strategy for IT Services, a key vertical for Cisco in India. An industry veteran with over 20
years of experience in the technology industry, Daisy has been with Cisco for 11 years and has held positions across
sales management in Enterprise & Commercial businesses; Strategy & Operations and played a key role in achieving
several strategic wins for Cisco India.
Mohua Sengupta
EVP & Global Head of Services, 3i Infotech
Mohua Sengupta comes with 24+ years of experience in Banking & Financial Services Industry and IT
Services industry, across the globe. Over the past 24 years, Mohua has worked in various organizations spreading
across Canada, US, India and Europe. After starting her career in Unit Trust of India as an Assistant Manager,
Mohua shifted her base to US and then to Montreal, Canada joining the Canadian FS giant, Royal Bank of
Canada. Her IT Industry stint includes, Wipro Technologies, Accenture, Mphasis, and iGate.
In her own words Mohua is a passionate student of Banking & Financial Services Industry and its ever-
changing operations, business processes and technologies. She is extremely passionate about the issue of Gender
Diversity in the workplace and mentoring younger women to continue in their career path.
Nithya Krishnan
Director, Marketing India & SAARC, Trend Micro
Nithya Krishnan leads the Country Marketing at Trend Micro in India and plays a key role in building and
maintaining strategic relationships with internal and external stakeholders, top regional agencies and clients.
She joined Trend Micro India in Sept 2016, to lead marketing for the high growth, IT security market.
Prior to Trend Micro, Nithya headed Marketing for global leader in cloud technology in India. Nithya
has also held various positions, with marketing expertise in new market entry, competitive intelligence and
marketing strategy, and a major portion of her professional career based in United States and India.
She holds an MS & MBA degree from Johns Hopkins University, where she graduated with top honours
and scholarship recipient, and a Bachelors from Bangalore University, India.
Arati Naik, COO - DIGISOL Systems

DIGISOL as a brand has emerged as a strong Indian brand in the IT networking market. The most strategic
step taken was to bring about a large focus on local manufacturing under the "Make in India" initiative that
brought about a major push for the brand, specifically in the WLAN market, where the products manufactured
are 100% tested and are of top quality and standard. This year a complete range of Structured Cabling Products
were also introduced that has got an overwhelming response from the channel and SI partners
Arati brings a lot of fresh focus for the company with an aim to transform the Brand and reinvent networking
products with the changing times and market demand, which is her core strength thereby making DIGISOL a
household name. Reaching out to newer product markets and creating a niche for each product line is her current
focus.

WOMEN POWER IN ICT
Shubhangi Singh
Principal Marketing Specialist for Citrix India
Shubhangi Singh is the Principal Marketing Specialist for Citrix India. Having joined the company from a sales
background five years ago, she has cemented her position in the organization with her contributions towards
Citrixs marketing strategy. She has also played an instrumental role in revitalizing Citrixs brand and customer
communication, thus aiding in establishing them as a trusted and industry acclaimed solutions provider.
In her current role as Citrix India marketing head, she focuses on identifying long-term beneficial
opportunities and associations for Citrix and ensures articulation of global messaging in an impactful manner.
Considering Citrixs strong focus on the channel community, Shubhangi leads the India mandate and has been at
the helm of its sustenance and network expansion program.
Pooja Kheterpal
CFO #ARM Worldwide
Having worked in the ICT industry for more than a decade, numbers, financial analysis and storytelling
have been Poojas forte. Coming from a family with a mix of marketers, trainers and entrepreneurs, she
pursued her MBA in finance.
In a career spanning 18 years, she has worked in companies like Genpact and Fidelity in roles that
involved a lot of number crunching and financial planning and analysis. Pooja joined the communication and
advertising industry ten years back and has worked in companies like StarcomMediaVest, Synapse and now
#ARM Worldwide and since then served a myriad of clients.
Heading the finance verticals, which has a skewed ratio of women, Pooja spearheaded a number of strategic
level decisions with directors, CXOs, business heads and investors for company valuations, investments, compliance,
optimize cost and maximize the profitability of organisations.
Rekha Sathe
Account Manager, Gujarat - Fujitsu India Private Limited
Rekha carries a rich experience of more than 20+ years in diverse field areas. She has been instrumental in
handling various roles throughout her career.
Rekha joined Fujitsu in April 2016 with a challenging task of building up the base for Fujitsu India in Gujarat.
She played a vital role in addressing some of the local issues of the channel partners & the customers. Because
of her continuous engagements with the clients in the region she was successful in restoring the confidence
of the customers back on the brand. As far as Channel Management is concerned, she has ensured to build
up a strong partner network in the region. She has worked closely with channel partners by understanding their
concerns and getting them addressed from time to time thus ensuring to build up a dedicated partner community
for Fujitsu in the region.
Deepti Sharma
Marketing Head - India, Sri Lanka, Bangladesh & Nepal - Suse
Deepti Sharma has been contributing in taking SUSE business to the next level and beyond. Currently,
Deepti is responsible for leading the Marketing function at SUSE across four countries and is responsible
for driving marketing operations, marketing ROI, budget management, strategies across multiple channels,
branding, lead generation, digital presence and other customer/prospect outreach program. She also oversees
expansion of the companys business through strategic alliances and partnerships. Being Head of Marketing,
she supports and holds the team and management to a consistently high standard of work.
Deepti brings over 10 years experience in the field of Marketing and Communications across different
industry verticals and has been critical part of SUSEs marketing team. She always believes that women are
unique in many ways as they come with stronger conviction, social values, ethos, diversity and resilience.
Deepa Krishnan
Associate Director - Seller Experience - Flipkart.com
As the Associate Director for seller acquisition, on-boarding and experience at Flipkart, 37-year-old Krishnan
is involved in finding more sellers for the site to help boost its products as well as managing the operations of
seller experience.
While Krishnan has found support for her ideas at Flipkart and credits her rise to a supportive family, she
stresses that women have to believe strongly and have conviction about their ideas to take them to completion.
A lot of times women tend to limit themselves thinking that they are women and there are certain things not
suitable for them. But Deepa believes that it is very important to be persistent and not get bogged down by
obstacles or criticism that one might face.

Girija C
Major Account Manager - Fortinet
Girija C has a passion for travelling and meeting people a passion she carries with her in her role as Major
Account Manager at Fortinet. With a rich experience of over 15 years in IT solution selling and business
development, Girija possesses the confidence to introduce new technologies to the market and grow their
market share over time. Her ability to relate to the needs of large enterprises has won many key customers for
Fortinet.
Thanks to her flair for customer service, Girija is an expert in acquiring competitive accounts. Her acumen
for engaging C-level executives helps her manage and collaborate with large customers and partners. Both traits
enable her to consistently exceed her performance targets. Girijas mantra for success is to learn new skills quickly,
adapt to changing business trends, and create a collaborative environment where the broader team can thrive. In her
earlier years, Girija has held key roles in IBM, Wipro and Dimension Data.
Komal Somani
Chief People Officer - ESDS Software Solution Pvt. Ltd.
The 2 biggest influences that drove Komal Somani into the world of HR were her close connection to people
and go getter attitude to take ESDS from gold to platinum. She is the woman behind cultivating innovative
mindsets at work. Under her leadership, people tend to deliver their 100% efforts towards the organization, as
she lets them do what they do best. One has the freedom to explore infinite opportunities and to create wonders
in their areas of interest. Komal leads a team of zealous HR individuals who strive towards accomplishing her
dream of creating a culture of "Thank God It's Monday" within the organization. She lives by the faith that
people must love their work days as much as their no work days.
Komal has earned a degree in Computer Engineering; she understands technology well and hence is fully equipped
to manage people, product and process related issues, effortlessly. She delivers this strategy through managing all aspects
of human resources, including employee experience, professional development, talent management, compensation,
staffing and employee relations. She has always put her people first, motivated and engaged them and the business results flows.

Top 10 Distributors IN INDIA
Distributors:
Moving towards convergence of
voice- data, Cloud and Mobility
The Indian electronics and hardware industry
is expected to see a 10-per cent growth and reach
$112$130 billion by 2018. Import of electronic
components in India is rising and so is the
demand. This is also enhancing Indias electronics
manufacturing capabilities, leading to an overall
5060 per cent of demand in the market. Many PC
vendors are also expecting that sales would fuel
up after small businesses start buying computers
as they need to comply with the GST norms.
Also, the owners have started revitalizing their IT
infrastructure to become more GST compliable
through developing GST-enabled machines and
with this the demand for GST-enabled systems
will help the growth of PC sales in India.
The Indian PC market shipments declined by market in 2017, the consequences have been and lifestyle products (telecom, digital lifestyle
18.9 per cent QoQ to 1.75 million units during revolutionary. The 4G mobile revolution will entertainment and digital printing machines) to
the quarter ended June 2017 (Q2 2017) due to transform India and with this we can expect over 100 international brands. In FY 2015-16, the
the impact of implementation of the Goods and promising growth both in rural and urban company tied up with Xiaomi for distribution of
Services Tax. In the previous quarter, the Indian markets on mobile, cloud and broadband smartphones in a number of cities across India.
PC industry shipped 2.16 million units, posting distribution in the country. Companies need a Redington is a broad-line distributor in India
a growth of 12.5 per cent QoQ after the impact mobile-first strategy to create value in India in covering both volume and value distribution
of demonization settled. But soon as cash the coming decade. in IT and mobility space. The most significant
flowed into the economy, implementation of Ingram Micro leads the Top 10 Distributors development for Redington was the setting
GST reduced PC unit stocks which led to lesser Club with a double-digit growth of 10 per cent up of Cloud Practice by developing Digital
sales during Q2 2017, IDC said. A much higher with robust sales in advanced solutions and Transaction Portal, putting in place the cloud
impact was felt on the consumer segment when partially offset by a decline in demand for PCs, leadership team, entering into partnerships with
compared to the commercial PC segment. tablets and smartphones towards the end of the key vendors in the cloud space and starting
The distribution ecosystem for IT year. The Ingram Micro Cloud Marketplace is cloud journey in a small way. In FY 2016-17,
products has played a very important role in an ecosystem of buyers, sellers and solutions Redington would work towards engaging with
taking the technology and its products within that enable partners to purchase, provision, the relevant partners in the Digital India and
easy accessibility of all classes of the Indian manage and invoice a wide range of cloud Smart City projects. The company is also putting
consumer. As the technology distribution solutions from a single portal. Ingram Micros in place systems and processes in preparation of
industry has evolved from a linear to a nonlinear Cloud Marketplace also provides multi-language the introduction of GST in FY 2017-18.
marketplace, partnerships and collaborations support and multi-currency functionality. With pan-India presence, Savex Computers
amongst industry torchbearers have become With this, partners can leverage nearly 300 offers its vendors access to more than 7,000
more imperative than ever. The contribution of dedicated Ingram Micro Cloud employees channel partners in over 475 cities and towns
the IT sector to Indias GDP stood at 7.7 per who are specialists in global cloud marketing, of India. In FY 2015-16, the company has
cent in 2016. The domestic revenue of the IT sales, operations, service delivery and support. signed new partnership with Aruba, HP (PC
industry is estimated at US$38 billion and export The program has been designed to strengthen and Printer) and HP Enterprise (servers, storage
revenue is estimated at US$117 billion in FY17. customer relationships and expand cloud sales and networking). In FY 2016-17, the company is
Distributors also felt the opportunity and they by allowing channel partners to provision, focussing on growth in existing lines as well as
have started the cloud computing model and find bundle, invoice, manage and support Microsoft expansion of existing product portfolio.
tremendous potential for enterprises looking cloud offerings, including Microsoft Office 365, In 2016, Rashi Peripherals has seen a solid
to accelerate sales and revenue without having Windows Intune, Enterprise Mobility Suite, growth of 25 per cent and being one of the
to rely on their own IT resources. Microsoft, Azure, and CRM online subscriptions with topmost IT distributors, Rashi Peripherals has
Amazon, IBM, Alibaba and several data center greater ease and efficiency. partnered with over 9,000 channel partners in
providers have come out with cloud solutions to Redington provides end-to-end supply chain more than 750 towns and cities. The company has
enable partners to offer their customers access solutions for all categories of IT products (PCs, done extremely well in components, peripherals,
to enterprise-level IT at affordable price points PC building blocks, networking, software and PCs, networking and mobile business. In FY
With the 4G revolution driving the Indian enterprise solution products) and consumer 2016-17, the company has created a strong IT

infrastructure and unique marketing platforms
that have helped to put their partners on a
pedestal. At 25 per cent CAGR for the last 15
years, Rashi Peripherals is one of the fastest-
growing companies in India. Their vendor
names include ADATA, AMD, APC, Apple,
Asus, ECS, Fitbit, Google, HP, Intel, Logitech,
Lenovo, Leadtek, Micron, Nvidia, Plantronics,
SanDisk, Toshiba and many other world-
renowned brands.
Brightstar Telecommunications India Ltd,
formerly known as Beetel Teletech, is No. 1
specialized wireless distributor in the world and
leader in innovation and diversified services
for the wireless industry. Softbank-owned
Brightstar has introduced buyback, trade-in,
device protection services for smartphones.
The company also distributes Apple, Samsung,
Huawei, Panasonic and ZTE smartphones
in the Indian market and all the smartphone
brands have performed exceptionally well in FY
2016-17. Recently, the company has announced 31 per cent to Rs.3,107 crore as it forayed into as all major establishments have to invest in IT
new distribution partnership with Samsung newer geographies, reinforced its reseller base, infrastructure.
Knox Platform. Brightstars cloud solutions in widened its domestic footprint, signed three Global technology distribution houses are
SaaS and PaaS will provide strong offerings in new clients, trebled sales of CISCO products in eyeing the Indian market as the sweet spot
and around Video-as-a-Service, Contact India and SAARC countries (via Singapore) and of investment and there is great amount of
Centre-as-a-Service and Wi-Fi-as-a-Service. the revenue mix, which is 85 per cent and 13 per transformation happening. Globally No. 1
Brightstar feels 2017 is an inflexion point for the cent, respectively for IT and mobility products, distributor Ingram Micro is now under the control
Indian telecom and IT industries. respectively, and will become 60:40 over the next of HNA Group, following the completion
HCL Infosystems is one of Indias largest three-four years due to the faster growth of the of the Chinese conglomerates $6-billion
consumer distribution networks for mobility, Indian smartphone market. acquisition of the US-based company. Tianjin
consumer electronics and appliances and has an Supertron Electronics has emerged as one of Tianhai Investment Company has taken control
extensive strength of 1,800+ channel partners. the leaders in the Indian IT hardware industry. of Ingram Micro. WPG Holdings is expanding
In FY 2016-17, the company having posted The company has signed up with Gionee as their presence in India by supplying, distributing
revenue of Rs.3,738 crore, HCL Infosystems their regional distributor for South India. The and trading of electronic components, and micro
becomes exclusive pan-India distributor for all company has grown 22 per cent during the year controller power devices. Lastly, the merger
Microsoft devices. The company focusses on 2016-17 as compared to 2015-16. Since H1 of of Avnet and Tech Data has given them an
both Enterprise and consumer space. this FY, Dell and Acer account for majority of advantage in different geographical markets,
In FY 2016, Compuage Infocom forged its business. The company estimates put revenue vendors, and technology strengths. Tech Data is
relationship with Commscope, Hanwha contribution from sales of Dell at 28 per cent, very strong in Europe, but not in Asia. Avnet is
Techwin andTargus, apart from existing while Acer continues to account for 30 per cent strong in the Americas and in Asia.
vendors including Checkpoint, SAP, Lenovo, of its major business. Milestones achieved that India is the fastest-growing market for
Reliance Jio, Tyco, BenQ and SanDisk. The include best India distributors by Seagate, Dell e-commerce in the world. Unfortunately, the
company has 9,000 channel partners spread premium product champion & Dell Premium benefits of digital payments also increase risks
across 650 cities and plans to expand 11,000 champion & Dell Diamond award and the and the principal concern over the rush to a
partners spread across 700 cities in FY 2016- company feels that the growth of the IT digital economy is the growing threat of cyber-
17. In 2016, Indias IT sector declined by 8.9 industry in India is consistent and expected to attacks and data leakage.
per cent, while the companys revenues grew grow at a better pace with GST implementation
Ingram Micro India Pvt. Ltd.

Companys Turnover (2016-17): Rs. 22,000 Cr
Companys Turnover (2015-16): Rs 19,800 Cr
Companys Turnover (2014-15): Rs 15823 Cr
Head of the Organization: Jaishankar Krishnan, Managing Director
Address: 5th Floor, Block B, Godrej IT Park, Pirojshanagar, LBS Marg, Vikhroli West, Mumbai
400079.
Contact No.: +91-22-39894645
Website: www.imonline.co.in
Company Profile: With a nation wide presence and one of the top distribution company, Ingram
Micro India is a subsidiary of Ingram Micro Inc. The company has a reputation as a wholesale
provider of Computer Systems & Components, Peripherals and Printers, Networking Solutions,
Computer Storage Systems, Supplies and Accessories, Application Software and Support Services.
From a single source, the company has expertise to provide a comprehensive product line. Ingram
Micro is committed to be the best wholesale provider of IT products and services in India providing
real value to customers and principals.
Products & Solutions: Ingram Micro has 75+ brands with them. To name a few, Microsoft, Apple, IBM, HP, Intel, Acer, Cisco, Autodesk, Emerson,
Samsung, Lenovo, Fortinet, Logitech, Riverbed, etc.

Redington India Ltd.

Companys Turnover (2016-17): Rs 15,779.9 Cr
Companys Turnover (2015-16): Rs 15,000 Cr + (approx.)
Head of the Organization: P.S. Neogi, Joint Chief Operating Officer (IT Division)
Address: Ground Floor, "Centre Point" Plot No. 8 and 11 (SP) Thiru-Vi-Ka Industrial Estate,
Ekkaduthangal Guindy, Chennai - 600 032
Contact No.: 04442243353
Website: www.redingtonindia.com
Company Profile: Incepted in the year 1993, Redington is a broad-line distributor in India. It is
into Volume and Value distribution in the IT as well as Mobility solutions in the Communications
space. The distribution company has partnership with all the major technology vendors of the world
and has a robust channel of 14000+ partners. Headquartered in Chennai, Redington has 46 sales
offices spread across the country. Apart from its distribution business, Redington offers Support
Services through its wholly owned subsidiary Ensure and 3PL logistics solutions through ProConnect,
another wholly owned subsidiary. In the year 2007, Redington listed itself on Indian stock-exchanges.
Savex Technologies Pvt. Ltd.

Companys Turnover (2016-17): Rs 9,000 cr
Head of the Organization: Anil Jagasia, Chairman & Managing Director
Address: 124, Maker Chambers III,12th Floor, Nariman Point, Mumbai - 400 021
Contact No.: 022 - 2279 9999
Website: www.savex.org
Company Profile: With a headquarter in Mumbai and 86 sales offices and 42 stock locations spread
across the country, Savex Technologies has an expertise of more than two decades in distribution.It
has a channel eco-system of more than 7000 Channel Partners, Retailers, Corporate Resellers, VARs
& System Integrators. The core competencies of Savex in distribution are better Logistics, efficiently
monitored Inventory management, flexible credit financing for dealers, a national channel reach and
an excellent reseller account management system.
Journey in 2016: During the past year Savex has grown by 30% (YOY), primarily driven by
growth witnessed by the existing vendors. Savex works closely with both vendors and partners be it
pre-sales, site survey, POCs, T3 events, Marketing activities to help grow the business.
Current focused of the company : Savex is focusing on the growing its Enterprise business. It
is also working closely with HP Inc. to increase footprint of HP World (exclusive HP Retail Outlets).
Plan for 2017: Savex is optimistic that post GST, demand for Information Technology products will increase and hence provide the trade enough
opportunity to grow. It will continue to explore new partnerships to drive further growth.
Products & Services: Aruba Networks, BenQ, D-link, Lenovo, Logitech, Microsoft, HPI & HPE, Samsung Mobiles & Ubiquiti Networks.
Rashi Peripherals Pvt. Ltd.

Companys Turnover (2014-15): Rs.2,984 Cr
Head of the Organization: Suresh Pansari, Director
Address: Ariisto House, 5th Floor, Junction of N. S. Phadke Road, Telli Gali, Andheri (E),
Mumbai 400 069
Contact No.: +91-22-61771771/72
Website: www.rptechindia.com
Company Profile: Leading IT & Mobile brands have put their trust in Rashi Peripherals to
penetrate into the vast Indian market since 28 years. The company has partnered with over 9000+
dealers, retailers, and customers in over than 750 towns & cities. To cater to this vast customer base,
Rashi has branch & service operations in over 50 towns of India.
Value addition has always been a major thrust at Rashi Peripherals. It has always thrive to provide
value add services to vendors and partners through dedicated service wing and innovative marketing
campaigns.
Current focus of the Company: Rashi Peripherals majorly focused in Consumer, SME and SMB segment. It is also working to tap the enterprise
and government sector to get vertical growth in the organization. At the same time, it is doing a lot of internal realignment, training and process
improvements to improve overall efficiency and effectiveness.
Journey in 2016: It is gradually moving from a value added distributor to a value added solution provider on one side and smartphone distributor
on the other side. It also has the privilege to provide service support to a lot of products and brands that it distributes. This year Rashi has introduced
several new product lines in motherboards, CPU, accessories, surveillance drives, gaming notebook and so for.
Milestones achieved in 2016: It is rightly said that efforts made in a right direction always get due credit. Rashi is always been appreciated by its
vendors outstanding performance. It has recently won Highest Revenue Distributor, Fastest Growing Distributor and Key Distributor award from
Logitech. Western Digital honored Rashi with Best Customer Breadth India award. Toshiba recognized it for exceeding 1Mn Units of Internal HDD-
2016.
Plan for 2017: Rashis vision is to cross double digit growth in 2017-18. Rashi Peripherals aims to make its products distributed and available in each
of the 716 districts in India. It is poised to be the leading distribution company with a real value addition.
Products & Solutions: Rashi is probably the only distribution company who provides most holistic IT solutions to end users. Started with the
Components and Peripheral business, today it has the most diverse and balanced product portfolio. IT & Mobile, Lifestyle, and Gaming are our
core strengths and it works with all the major Component and PC brands.

Brightstar Telecommunications India Ltd.
Companys Turnover (2016-17): Rs. 4,000 Cr (approx.)
Companys Turnover (2015-16): Rs. 4,300+ Cr
Companys Turnover (2014-15): Rs.1092.513 Cr
Head of the Organization: Deval Parikh, Chief Executive Officer, India
Address: Beetel Corporate Center, First Floor,B Wing, Plot No.16,Udyog Vihar Phase IV ,
Gurgaon-122015
Contact No.: +91 124 4823500
Website: www.brightstarcorp.in
Company Profile: Brightstar Corp, a global subsidiary of SoftBank Group Corp, is the one of the
leading mobile services & technology solutions company. Brightstar entered the Indian market after
acquiring a majority stake in Beetel Teletech in 2014. It is structured into multiple business segments
encompassing distribution, mobile handset and accessories, communication devices (including mobile
broadband devices [3G data cards] and memory products), IT infrastructure products (including
networking, servers and storage) and Enterprise solutions (covering key industry verticals of board
room solutions, voice and data solutions and network solutions [last mile connectivity]). Adding to its current portfolio are a range of new services
which bring immense value for customers and consumers alike, Financial services, Gadget Insurance and Buy back and Trade in.
Journey in 2016: The journey so far has been quiet exciting and fruitful for Brightstar. The company has been successful in few new initiatives as
well as the regular business has improved multifold.
Focused Verticals: The company is looking forward to its Distribution business to be the preferred partner for all OEMs in retail business. In
services, the company would like to offer its platform for device protection as well as future price commitment to across all leading mobile & telecom
brands.
Products & Solutions: Beetel, Apple, Motorola, JBL, Huawei, RAD Data Communications, RADWIN, Actelis, BELDEN, XCEL-FI, Zyxel, AirPro,
Oscilloquartz, Ruckus Wireless, Versa Networks, R&M, Polycom, biamp, AMX, Extron, Panasonic, Avaya, Unify, Arista, Accedian Networks, Samsung,
ZTE, Alcatel, Kingston Technology.
HCL Infosystems Ltd.

Companys Turnover (2015-16): Rs. 3,718 Cr* (July-Mar)
Head of the Organization: Bimal Das, Joint President- Enterprise Distribution
Address: E-4, 5 & 6, Sector 11, NOIDA 201 301, UP
Contact No.: +91 120 2526518/19, 2520977
Website: www.hclinfosystems.in
Company Profile: An IT Services, Solutions & Distribution Company, HCL Infosystems
provides the choice of multi-brand global technology products and the capability of best-in-class,
business-aligned IT services and solutions. It offers IT and System Integration services, value-added
distribution of enterprise technology and consumer mobility products. This year the company has
posted a revenue of Rs. 3,738 crore in FY 2017 and overall the Enterprise Business which includes
Enterprise Distribution has achieved a revenue of Rs. 2117 in FY16-17. The Enterprise Distribution
business with a revenue of Rs. 1168 Crore continued its consistently robust performance with 20%
increase in YoY revenue.
Journey in 2016: During FY17, the Consumer Distribution business of the company has forayed
into a multi-brand, multi-platform business model since January 2017 to expand in the high-potential consumer products. During the year, the business
was appointed as the distributor in General Trade channel for a leading global mobility companys handsets in three Indian states. Very recently this
business has also signed a Distributor Agreement with a leading device manufacturer to further gain traction. The long industry experience & reach, the
state of the art automation & technology platforms coupled with a strong market perception both amongst mobile brands & distributors, this business
is expected to further grow.
Focused Verticals: HCL Infosystems focuses both on Enterprise and Consumer space. In Enterprise business during the last Financial Year the
company configured a robust Go-to- Market (GTM) organisation branded as Enterprise 360 which combined its extensive product portfolio of leading
global brands with comprehensive suite of IT services and solutions.
Compuage Infocom Ltd.

Companys Turnover (2016-17): Rs.3551 Cr
Companys Turnover (2015-16): Rs.3107 Cr
Companys Turnover (2014-15): Rs. 2378 Cr
Head of the Organization: Atul Mehta, Chairman & Managing Director
Address: D-601/602 & G-601/602, Lotus Corporate Park, Graham Firth Steel Compound,
Western Express Highway, Goregaon (East), Mumbai - 400 063.
Contact No.: 022-67114444
Website: www.compuageindia.com
Company Profile: Compuage Infocom, incorporated in 1987 and BSE & NSE listed company, is
an IT and Mobility Distribution Company which offers global products and services.
Compuage caters to dynamic requirements of all Consumers, SOHO, SMB, Mid size, Large
Enterprise and Government organizations across various industry verticals. Compuages products
and solutions complement all the IT needs be it Hardware, Software, Networking, Data Management
or Storage.
Journey in 2016: In last one year the company has focused more on Training & Development of its Employees which in turn will contribute to
organizational goals and driving 5 verticals.
Milestones achieved in 2016: Compuage has received Awards like Cisco Best Performer, LG Best Performer, Samsung Security & Surveillance

Best Partnership Award. It has organized one of a kind channel partner Event for 1200 Channel Partners in Bankog Pataya and the largest off site sales
meet in Goa, attended by more than 350 employees. Everyone related to Sales, be it ZMs, SM, ASM, TMs, ISRs and Support Team were a part of the
sales meet. In this sales meet not only the objectives for coming times were set but a lot of Team Building Training activities were arranged which build
the morale of our Employees.
Plan for 2017: Compuage aims to grow by 20%, focusing more on skillset improvement of the internal teams and supporting SIs by imparting
technical training.
Products & Solutions: Our Products and solutions are in 5 major categories: PC Components & Peripherals (Laptops, Desktops & AIOs,
Peripheral supplies, Projectors, Memory Products, Accessories), Mobile Devices (Smart Phones, Tablets, Mobile Accessories), Enterprise (Software,
Passive Networking, Active Networking, Power, Security, Audio Video Products, Digital Signage), Physical Safety & Security (Video Surveillance, Fire
Alarms & Public Address systems, Notification & Response, Access Controls), Cloud Computing (Security, Communication & Collaboration, Business
Applications, Vertical Solutions, Cloud Management Services, Infrastructure)
Supertron Electronics Pvt. Ltd.

Companys Turnover (2014-15): Rs. 1954 Cr
Head of the Organization: V. K. Bhandari, Chairman & Managing Director
Address: No. 2, Cooper Lane, Off R. N. Mukherjee Road, Kolkata 700 001
Contact No.: +91 33 4037 1000
Website: www.supertronindia.com
Company Profile: The brain child of Mr. V.K. Bhandari, Supertron Electronics is a leading
Information Technology and Telecom company in India. Graduated from regional to national level,
the success of products and some of the strategic tie-ups with more than 20 big MNC players has
bolstered the growth of Supertron and helped the company to strengthen its position among the
leading distribution houses in India.
Since inception Supertron has been patronized for its highest standards of business ethics and
delivering to keep its promises each and every time with an aim to provide cost-effective products and
solutions to the customers in all areas of information technology.
Current focus of the Company: Supertron business verticals are IT distribution, Mobile & telecom, Enterprise business, LFR & E-Retail.
Journey in 2016: Supertron has grown by 22% during the year 16-17 as compared to 15-16. It is strong in terms of network and have the flexibility
to adopt a roll from national distribution to regional distribution or vice-versa as per the product category. Supertrons product portfolio and better
service support has enabled the partners to work with Supertron comfortably. Supertron specializes in providing end-to-end product distribution with
strong logistics network and supply chain systems. Our capability and nature of sharing growth and helped them to gain the trust of the partners. The
Company takes pride in having more than 11000 active partners across the country.
Milestones achieved in 2016: Best India Distributor by Seagate, Dell Premium product champion & Dell Diamond award, Best Brand Strategist
of the year by ASSOCHAM etc.
Plan for 2017: Supertrons key priorities in the next fiscal are to enhance supply chain efficiencies, expand the reach across the country, and scale a
brands growth in the shortest possible time and at the lowest cost.
Products & Solutions: The company has associations with more than 22 World class brands like Dell, Samsung, Lenovo, Acer, Seagate, ZOTAC,
Maxtor, Corsair, AMD, Xerox, Sapphire to name a few of them.
Tech Data Technology Solutions (India) Pvt. Ltd.

Companys Turnover (2016-17): NA
Head of the Organization: Sundaresan K, Country General Manager
Address: A 301,3rd Floor, Supreme Business Park, Behind Lake Castle, Hiranandani Business
park,Powai,Mumbai-400076
Contact: 022-44200200
Website: www.in.techdata.com
Company Profile: One of the leading IT solution distributor, Tech Data helps its partners to
succeed by connecting leading technology suppliers with more than 100,000 customers and provides
them cost-effective, value-added services and solutions. It addresses the business needs of the end-
user customers both locally and globally by collaborating with its customers and suppliers.
Plan for 2017: It aims to add more advanced analytics, IOT, cloud solutions to the portfolio
through alliance with key vendors and geographical expansion.
Products & Solutions: Virtualisation, Security & Networking, Storage DR and BCP, Enterprise
System management, collaboration & mobility, Industry solutions and information management.
WPG C & C Computers & Peripherals (India) Pvt. Ltd.

Companys Turnover (2016-17): NA
Head of the Organization: Rajeev Bajpai, President
Address: D-18/1, Okhla Industrial Estate, Phase - II, NEW DELHI - 110020
Contact No.: 91-98-99224444
Website: www.sa.wpgholdings.com
Company Profile: Headquartered in Taipei, Taiwan, WPG Holdings is among the leading
Semiconductor Distributor and electronics distributors in Asia. Performing comprehensively in
semiconductor distribution, it provides value added services like as Demand Creation, Turnkey
Solution, Technical Support, Warehousing, Logistics and E-commerce to meet diverse needs of
OEM(Original Equipment Manufacturer), ODM(Original Design Manufacturer), EMS(Electronic
Manufacturing Services) and SME(Small and Medium Enterprises). In 2016, it has achieved a revenue
of US$16.65 billion.

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FACE TO FACE
Konica Minolta transitioning into

a cloud services company
In a chat with VARINDIA, V. Balakrishnan, EGM, Konica Minolta Business Solutions
India, discusses about its cloud-based integrated DMS solution
Konica Minolta is poised to leverage the adoption of digitization by

users in India. Konica Minolta, with its new solution ebizVAULT,
is offering a solution that is integrated to its MFP platform and will
help organizations to enhance user experience in the DMS (Document
Management Services) segment and employee productivity.
Konica Minolta is one of the two brands that has grown consistently
in the past five years in India. Our focus on adding value and enhancing
user experience has been a key factor for this success. With the launch
of e-bizVAULT a fully functional DMS on the Cloud, we now offer
our customers an integrated solution that will enable them to process a
document in print and digital forms. Transitioning from being a print
provider to a services provider is the key, says V. Balakrishnan, EGM,
Konica Minolta Business Solutions India.
Current focus of Konica Minolta

Konica Minolta is looking forward to offer an integrated platform
so that customers do not need to perform multiple steps to leverage
DMS. Konica Minolta customers will be able to leverage this solution
to perform tasks as they happen instead of in a batch mode. This will
ensure that business is captured as it happens all the time across the
organization.
When my customer can scan a document on my MFP and use
the metada captured to do multiple tasks it enhances the employees
productivity. A study has revealed that people spend in excess of 30%
of their time searching for information. With this solution in place, it
will only be a click away! explains Balakrishnan.
He further adds, We are also getting into capture and workflows
which is again an integration into our MFP platform. We will help
organizations to automate, capture and process of information in some
key tasks such as Accounts Payable, Accounts Receivable, HR Processes,
etc. We are working on this area and will be launching it in the next
quarter.
V. Balakrishnan
EGM, Konica Minolta Business
DMS Market
Organizations are welcoming cloud solutions and customers have Solutions India
faith in Konica Minoltas solution. Enterprises and SMBs are the major
adopters of this solution. Apart from this, Pharmaceuticals and Statutory
Primarily, DMS has been

Compliance across organizations is also emerging as a potential area.
Adoption of cloud is going up. Organizations are feeling very
comfortable about it. The fact that we come from Konica Minolta
and we have the reputation of delivering what we promise has been a
positive point. We have a lot of test sites that are running and three full
positioned as a solution on
the Konica Minolta platform
production sites will go live by August. These sites are at Bangalore,
Bombay and Delhi, highlights Balakrishnan.
Competition with other DMS Players

In the DMS market, there are many big and small players offering similar
that is quick and easy to
solutions but nobody is offering complete DMS functionality integrated
into MFP platform. So Konica Minolta solution has no comparison with implement and grow as per
others and also it adds maximum value to its customers.
Primarily, DMS has been positioned as a solution on the Konica
Minolta platform that is quick and easy to implement and grow as
your need. It is all about
per your need. It is all about agility and user experience, concludes
Balakrishnan. n agility and user experience
Aparna Mullick
aparna@varindia.com

FACE TO FACE
Google empowering small businesses

with the power of Internet
Google is been deeply committed in partnering with small businesses and address their issues by enabling them
to use the power of technology to grow. Throwing more light on this, Shalini Girish, Director - Google Marketing
Solutions, Google India talks to VARINDIA about the various initiatives that it has started to empower these
businesses in the country -
I ndia has the second largest Internet

user base in the world with 400 million
connected users. The country has an incredibly
healthy and growing digital ecosystem with
huge potential for scale as India is expected
to hit 650 million Internet users by 2020.
Smartphone adoption in India has also grown
rapidly reaching over 300 million Indians.
Over the last year, we have seen significant
changes in our broadband infrastructure - both
wireless and wifi - leading to unprecedented
growth in internet consumption, points out
Shalini Girish, Director - Google Marketing
Solutions, Google India. The growth brings
with it huge opportunities for the start-ups
to get onto the digital platform and reach to a
larger target audience across the country.
Googles mission in India is aligned with
the vision of the Prime Minister Narendra
Modi of Digitizing India which aims to build Public-WiFi Project.... stack which enables any venue owner to
an inclusive internet - for everyone, whether its However access to the internet is at deploy public WiFi services. In many ways,
a small sari shop owner in Chandni Chowk or the core of this digital growth. Google this project has revived the importance
a web or app developer working from a room understands that creating abundant access of investing in high speed public WiFi
in their house. But across all these initiatives, to the internet is important part of bringing infrastructure in the country and is a shining
Googles underlying objective is to overcome the Internet alive for lndia. Towards this example of what can be accomplished with
barriers that hinder Indians from getting the goal Google has partnered with RailTel and public private partnerships to reach the
full value of internet. Indian Railways to create an unparalleled digital India vision. Most importantly,
In a joint study done by Google with public WiFi infrastructure and experience today, our RailTel project is live at 150
KPMG to find the impact of internet and for users across 400 Railway Stations. stations and 6.5 million Indians use the
digitization on SMBs in India, it found out that To implement this project, Google has service every month, says an exuberant
68% of the 51m Indian SMBs are still offline. developed Google Station a technology Shalini. n
It also reiterated that digitally engaged SMBs
grow twice as fast compared to offline SMBs.
Google initiatives for small businesses and start-ups
The report also revealed that, digitally engaged Training
businesses are able to grow their customer base Digital Unlocked is a learning program for business owners across India, to help them fully
significantly with 52% catering to customers understand the what, why and how of digital. Businesses can choose a learning format that
beyond their home city versus only 29% offline works best for them - online, through Google website or through its mobile app or classroom
SMBs. Highlighting the macro-economic training sessions across India. These sessions are held in partnership with FICCI. Google
impact of the internet, the research found that further plans to host 5,000 workshops will across 40 Indian cities, over the next three years.
rising penetration and greater uptake for digital Since launch, over 500,000 individuals have engaged with Googles skilling platform and 15,000
by SMBs could help increase their contribution businesses are now certified.
to Indias GDP by 10 percentage points, taking
it up to 46-48% by 2020. Tools
One of the main reasons for only 32% Primer, a free mobile app which delivers lessons in a fun and interactive format. The apps
of small businesses in India leveraging the also work offline. In a span of 8 months of the apps launch, Google has received 2.5 million
power of digital to reap the benefits of the downloads of Primer.
digital economy is simply because there is a Website with Google my business, a free tool to help local businesses showcase their unique
lack of understanding of the benefits of digital offering on Google Search and Maps. 270,000 Indian businesses are already using Websites
technologies and technical skills amongst the with Google My Business and are finding newer ways to connect with consumers. It recently
start-ups of the country, says Shalini. This is announced a new feature in Google My Business that allows business owners to manage their
why Google is investing in ecosystem initiatives business listings right from Google Search.
of training SMBs through Digital Unlocked
campaign and helping start-ups to solve Recognition
for the needs of Indian users by providing Google discovers and recognizes SMBs that are successfully using digital to unlock growth
them the best of Google tools, platform and in three categories - Business Innovation through Digital, Impacting Change through Digital,
mentoring. and Woman Business Leader.

Government A major
power booster of
Surveillance Industry
In a chat with VARINDIA, Darpan Seth, being introduced coupled with the technological
Head - India & SAARC, Impulse Networks, advancement being more towards software-
highlights the growth factors and opportunities based solutions than hardware-based. IP-based
of surveillance industry CCTV cameras allow smart edge video analytics,
reducing computing power required for server-
The Indian market is witnessing a rise in based video analytics for features such as facial
demand in security solutions and systems. detection, line crossing, missing / abandoned
The demand in the surveillance market is object, counting and perimeter intrusion, Darpan Seth
majorly driven by government and the evolving explains Seth. Head - India & SAARC, Impulse Networks
technologies. This growth is actually the result
of the need to secure and monitor people,
resources, critical infrastructure, etc. Moreover, Challenges & Strategy grounds in India which will further enhance the
these days, government bodies are also keen Talking about the challenges, Seth mentions, prospects for the channel community.
to protect public places which work as a prime Delay in awarding of large infrastructure The surveillance market in India has
factor to boost the industry. projects to large EPCs, and its eventual tremendous growth prospects. CCTV-
The surveillance market is driven by completion remains the biggest bottleneck. based surveillance is almost mandatory in all
surging demand from government and Besides this, we are also hopeful that CCTVs commercial and government settings, creating
evolving technologies targeted to improve become mandatory in all commercial and new challenges related to designing, installing,
functional expertise and operational efficiency. government establishments via a proposed commissioning and managing IP CCTV systems
Security solutions and systems represent a vital amendment to the National Building Code. infrastructure. We also foresee private cloud-
component of the government plan. CCTV Though a lot of competition is present, but based monitoring solutions to pick up the pace
and video surveillance systems are witnessing Impulse has its niche market. Video surveillance in India which could be an added benefit for the
strong growth driven by rising need to secure is the focussed area for Impulse in critical channel, says Seth.
and monitor people, resources, assets, critical competition. He further adds, Video surveillance products
infrastructure against the backdrop of increasing There are plenty of international are essential in all infrastructure projects and
safety and security concerns. Government companies present in the Indian market. now require increased integration with third-
bodies focus on safeguarding public places Despite the competition, Impulse has a unique party infrastructure such as fire systems, toll
such as airports, railway stations, bus stations, niche. Impulse focusses on video surveillance gates, boom barriers, access controls, weighing
universities, hospitals, public parks, etc, says solutions for critical infrastructure. We stations, etc. Impulse is committed to supporting
Darpan Seth, Head India & SAARC, Impulse understand the requirements of this market its channel partners in ensuring seamless system
Networks. based on our extensive global experience. All integration on Impulse products with open
our offerings are customized to provide end-to- protocol / API-based systems.
Analog to Digital end video surveillance solutions for this vertical.
Though India security and surveillance
We provide UL Listed IP Cameras; UL Listed Future
Industrial-Grade Network Switches; World- Discussingthe future of the industry he
market is shifting from analog to digital, but
Class Video Management System Software and mentions, The Indian CCTV market is seeing
still it is a fact that analog-based CCTV systems
Scalable Video Recording Hardware to complete enormous growth from sectors such as city
dominate the lower and economy segments.
the portfolio. surveillance, hospitality, critical infrastructure
The IP- based cameras are majorly used in large All our CCTV cameras are ONVIF-
installations. India is a very dynamic market and security, BFSI, retail, BPO, manufacturing,
compliant which means that if the customer has and education. The government, in general,
rapidly adopting the technological innovations a heterogeneous environment, our products are
like software-based solutions. is the biggest segment in terms of volume
compatible and can sync along with the existing demand. We see increased system integration
In India, currently, analog-based CCTV ONVIF infrastructure. Our products are of CCTV cameras with traffic enforcement
systems dominate the market in the lower and thoroughly tested and are UL listed, explains and access control systems. There is also
economy-based segments. Large installations Seth. demand for premium analytics software for
are generally pure IP camera-based installations.
ANPR (Automatic Number Plate Recognition)
IP cameras are used increasingly in different Opportunities for Channel and Traffic RLVD (Red Light Violation
verticals such as hospitality, retail, manufacturing, The market is brimming with opportunities Detection). n
homeland security, transportation, BFSI, and as surveillance has become mandatory for
government. The Indian market for surveillance commercial and government settings. Also, Aparna Mullick
and CCTV is fast changing with new technologies cloud-based monitoring solutions will gain aparna@varindia.com

FACE TO FACE
A newly designed partner program to

define the future growth of Dell EMC
A merger does not only mean a union of two companies but also the amalgamation of channel partners, who
make the path easier towards success for companies. And for that companies need to structure their partner
program well. Talking about the Partner Program post the merger of Dell and EMC, Anil Sethi, Vice President,
Channels - Dell EMC India talks about the transformation it has brought about in the channel community and
how it has been accepted among the partners -
I t has been a year since the most talked

about and the largest merger in the IT
history took place, the amalgamation of two tech
giants - Dell and EMC. It was a merger worth $60
billion. The merger was successful in creating a
unique family of businesses that provides the
essential infrastructure for organizations to build
their digital future, transform IT and protect
their most important asset, information. EMC has also been well accepted by its channel where a comprehensive training and certification
The merger has been accepted really well partners. It has been created focusing on the program for channel partners comes in. These
among the partner community. The new partner feedback mechanism and redefined the plan training modules are not just for external
keeping in mind to build trust in the channel. stakeholders but also internal teams. This along
The unified Dell EMC channel partner with a Smart Pricing concept the time to give
program has been created from ground up a quote to the customer has reduced. We have
based on a strong feedback mechanism, thereby specialized teams in all the core areas, be it
differentiating it in various ways. We had to storage, compute and networking, asserts Anil.
redefine the plan in a promising way with the
most important part being to build trust in the Opportunities for the new channel
channel. The community responded positively Digital transformation in the country is
owing to the seriousness of the commitment a huge opportunity now in the country. The
with which we were engaging with them. The wave of digital transformation in the country
erstwhile Dell program was profitable in terms offers a 2-4 trillion dollar opportunity in
of backend rebates which have now been India. it is the best time for new age channel
included as a part of the new program, hence partners should invest in technologies to help
making the program profitable. The unified customers transform digitally. The new partner
program combines the best aspects from both program framed is also in line with this digital
programs legacy Dell and EMC, says Anil. transformation. The transformation, according
to Anil needs to happen in businesses across
Partner enablement a key part the three key pillars: IT, Workforce and Security
It is very important for any organization transformation.
program that came out of the merger is now to have a roadmap before entering into digital In 2017, the channel has been the key
based on three tenets Simple, Predictable and transformation journey and for that training and focus for Dell EMC and it is going to be
Profitable. While the erstwhile Dell program certification program is required. The company crucial for them even going ahead. Towards
was profitable in terms of backend rebates is focusing on training of both external this goal, the newly framed program will aim
which have now been included as a part of stakeholders and internal teams. to be very aggressive and will cover every
the new program, hence making the program To provide an enhanced customer single product and types of market in India,
profitable. The legacy EMC system which was experience to customers and grow revenues with allowing cross selling opportunities across
based on a half yearly target system as compared a business first approach, prior to beginning the enterprise and commercial in the country.
to a quarterly audit on the Dell side has now digital transformation journey, it is extremely This also means that there will be incentives
been incorporated into the program. This makes important for organizations to prepare a for new businesses and eventually more
the program predictable. The earlier EMC roadmap for successful transformation. This is profitability for partners. n
program also had a strong training program
which has again become a key aspect of this
program. There is now a single deal registration
system now for all partners, thereby ensuring
simplicity. The partners now get access to the
worlds best portfolio - end to end. All the way
from desktops, notebooks, servers and EMCs
entire storage portfolio, states Anil Sethi, Vice
President, Channels - Dell EMC India.
The new channel partner program is the best
in class in the industry according to Anil. The
main objective of the new program is to increase
reach as well as improve partner profitability. The
program offers a simplified portfolio with access
to products across enterprise and commercial.
The unified partner program from Dell

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VALUE ADDED DISTRIBUTORS IN INDIA (VAD)
ComGuard Infosol Pvt.Ltd. eCAPS Computers India

Head of the Organization Mr. Harish Rai Head of the Organization Mr. Gunasegharan Krishnan
Designation: Country Head-India Designation: Director
Address - MBC Centre, G.F., 143/A Ghodbunder Road, Opp. Address - 123, Ramalingam Colony, Near Avinashilingam Home
Cine Wonder Mall, KapurBawdi, Thane, Mumbai 400607 Science College, Coimbatore-641043
Teleph one/Fax 022- 61934800 Telephone/ Fax 422-2205-100
Website: www.comguard.in Website www.caps.in
Core competency: Caps was incepted in 1993 when business and
Core competency: A part of the industry began to adopt computers
Spectrum Group and established and computing. In 1997, Caps
in 2002 with headquarter in Dubai, emerged as complete networking
ComGuard Infosol is among the solutions provide, along with major
top Value Added Distributors in IT tie-ups with leaders in industry like
security space. It has a reach across DAX networks, EICON networks
Middle East and North Africa. and NORDx CDT. In 2005 it came
The strength of ComGuard is skill up with Brand " Netfox", its own
set which has helped it to become brand catering to Passive Network.
the fastest growing Value added In 2007, Caps joined hands with
Distributor in the region. ComGuard Kaspersky to market their security
relies on its strong channel support solutions across South India. In
to penetrate into nascent markets. 2011 Caps made its way for pan
For past few years, it has added over India operation by signing up with
300 resellers to support its extensive Karspersky as National Distributor
product portfolio that is studded with for Corporate Licences.
27 leading network and security vendors. Presently, Caps has emerged as one of the leading Value added
Distributor for IT products with a very large network of channel
partners.
Inflow Technologies Pvt. Ltd. Inspira Enterprise

Head of the Organization Mr. Byju Pillai Head of the Organization Mr. Manoj Kanodia
Designation: President & CEO Designation: CEO
Address - Inflow House, No. 33 & 34, Indiranagar 1st Stage, Address 23, Level 2, Kalpataru Square, Kondivita Lane, Off
Off 100 Feet Road, Bangalore - 560038, India Andheri-Kurla Road ,Andheri (E), Mumbai -400 059
Telephone/ Fax 9379190083/80-41265152 Telephone/Fax 022-4056 9999/22 4056 9966
Website www.inflowtechnologies.com Website - www.inspira.co.in
Core competency: With a pan India presence with offices in five metros
Core competency: Inflow and teams in all major state capitals &
Technologies, incepted in 2005 and tier 1 cities, Inspira helps its customers
a niche player in IT Infrastructure perform efficiently. It leverages talents
Distribution & Services market in with technical, expertise & domain
India/South Asia, helps to fulfill the wide experience, management
needs of the organizations to manage philosophy and comprehensive
and secure information in a better portfolio of services. It has varied
and efficient way. It offers Value groups focused on large capacity IT
Added Distribution for Information projects, telecom services, biometric
Security, Networking, Automatic applications and solar photovoltaic
Identification and Data Capture & based grid connected renewable
POS, Infrastructure & Application energy plants. It is also a value added
Software, Storage Management, distributor with core competency in
Electronic Security products & related technology and understands evolving
Services. Headquartered in Bangalore, technology and OEM expertise. It
its has presence in 18 locations and has a strategic alliance with more that
has a robust partner eco-system of more than 1350 channel partners. It 20 global OEMs.
also has direct relation with over 40 global technology vendors.
iValue InfoSolutions
Head of the Organization Mr.Sunil Pillai
Designation: CEO
Address Shree Arcade, No.1391/16/1, 3rd Floor, 19th Main, 4th Sector, HSR layout, Bangalore 560
102
Telephone/Fax - 80 6532 9944/ 9535999473
Website - www.ivalue.co.in
Core competency: With the mission to empower businesses with profitable growth through effective management
of customers Digital Assets, Network and Application through partner network, iValue was formed. iValues helps
businesses to adopt latest technology solutions and services in a consultative manner in the field of Security, Storage
& Networking. Team iValue holds an experience of over 15 years in Digital Asset Protection and Data, Network and
Application (DNA) management areas and built tremendous expertise in understanding and addressing customers
challenges across size and verticals.
It has partnered with more than 6000 customers, across size and verticals in their Digital Asset management. Its
customers span across SMBs to Large Data Centres with key verticals such as BFSI, ITeS, Telecom, Manufacturing,
Hospitality, Pharma and Education.

M.Tech Solutions (India) Presto Infosolutions Pvt. Ltd.
Head of the Organization Mr.Bhavin Bhatt Head of the Organization Mr. Krishan Girdhar
Designation: Regional Director, India & SAARC Designation: Director
Address Sri Narayani NPSR Plaza, No: 25, Third Floor, 7th Address 6, Community Centre, East of Kailash,New Delhi
Cross Road, Vasanthanagara Extn, Bangalore 560 052 -110065
Telephone/Fax 80-4097 7238 Telephone/Fax 91-11-42336600
Website - www.mtechpro.com Website www.presto.co.in
Core competency: Presto, a value added distributor, offers an array of
Core competency: Established in Networking and security products and
2002 and headquartered in Singapore, also offers IT consulting and training
M. Tech has a network of 32 offices services focused on helping their
in 17 countries. It visions to be the customers to identify improvement
preferred cyber security and network areas, analyzing business problems
performance solutions provider for and optimizing their IT infrastructure.
integrated and intelligent end-to- Presto pioneers in architecting and
end security management of the deploying secure enterprise networks,
internet, systems and applications Data Center, Video Integration
infrastructure. It has a wide array Solutions and Boardroom Solutions
of products which fulfills the that consolidate, integrates and
requirements from firewalls, web enables management of information
security, intrusion prevention and for mission critical applications.
security analytics to cloud networking It offers emerging technologies to
and network virtualization. its customers like government and
enterprises in India and SAARC. It
is present in more than 20 cities in India. It is also globally present in
two countries- Singapore and UAE to address business opportunities in
SAARC, Middle-East & Africa.
RAH Infotech Pvt. Ltd. Satcom Infotech

Head of the Organization Mr.Ashok Kumar Head of the Organization Vinod Kumar
Designation: M.D. & CEO Designation: M.D.
Address 6 A/B/C, Tower B-4, SpazeiTech Park, Sohna Road, Address - 303, Arenja Corner,Sector 17, Vashi, Navi Mumbai
Sector - 49, Gurgaon 122 018 400 703
Telephone/Fax 124-4101978 Contact - +91 22 67911039/40/42
Website - www.rahinfotech.com Website - www.satcominfotech.com
Core competency: A specialist in Enterprise and App Security and Core competency: Headquartered in Mumbai and present in major
Application Delivery, RAH Infotech cities like Delhi, Bangalore, Hydrabad,
is one among the leading value added Chennai and Jamnagar, Satcom
distributor (VAD) and solution Infotech is a provider of end-to-end
provider in Network and Security Security solutions for all categories of
domain. Incepted in the year 2005, Information Technology products. It
it is one of the fastest growing VAD is also a value added distributor (VAD)
that aids its customers with evolving with four sales location across India. It
technologies. has Certified Engineers for Pre-Sales
RAH Infotech continuously study and Post Sales and they are highly
the latest IT trends and remains up skilled and committed professionals.
to date about solutions those are fit The company is built on very strong
for market niches. It always evaluate ethical and commercial fundamentals
the products strength and positioning which have helped Satcom to grow
before introducing it to the market. consistently. For last 12 years, the
It also carries out extensive product company has recorded a compounded
assessment and testing, prior to annual growth rate of more than 20%
adding them to portfolio. which has helped the company generate a higher revenue during fiscal years,
underlining the very strong foundation and prudent practices on which the
companys business practices have been built.
TechnoBind Solutions
Head of the Organization Mr. Prashanth G
Designation: CEO
Address Amar Plaza, No.19, Krishnanagar Industrial Layout, Hosur Road, Koramangala, Bangalore
- 560029
Telephone/ Fax +91-91418 44555
Website www.technobind.com
Core competency: Present in major cities like Bangalore, Mumbai, Delhi, Chennai and Hyderabad, TechnoBind
is a specialist distributor offering a hybrid distribution model placed synergistically between broad-based and niche
distribution. It helps partners implement solutions which solve specific business pain points arising out of these
challenges.
It has a focus on technologies which help the customer handle Data and the associated challenges related to
Data Treatment. This hybrid approach backed by the strong domain knowledge of the management team makes
TechnoBind more efficient, relevant and effective than traditional distributors in the region.

VAR MOBILITY
InFocus: A long-term player in India

T he Indian market is currently shifting
towards 4G and it will continue to trend
till next year. It was expected that, after the
can go and have an experience of the product,
rest they keep the product and sell it. Depending
upon the investment, we want to increase the
implementation of GST, online sales will climb number of experience zones. We will take the
down, but it remains a strong channel as it was number to 500 by the end of this year and rest of
before. the stores will be selling points where customers
In India, every month both in the feature can go and buy, explains Piyush.
and smartphone segment, one crore of feature He further adds, We will continue to build
phones and smartphones each get sold out. We up our brand in online and the repel effect of
continue to see the growth in the smartphone online comes into offline also. So we continue
market next year. The Indian feature phone to offer best-of-the-value products in online and
market will shift more towards 4G next, but it keep on building on our offline structure also.
continues to be very strong in India till next year. We will not leave online space and continue to be
Everybody was expecting that after GST, online an aggressive player in this segment.
sales will go down and everyone will prefer
offline, but I do not think that is happening now. Service Support
Online is being very strong and they are as strong InFocus has tied up with Accel Frontline to
as they were before implementation of GST. So, provide a robust service support to its customers.
online will continue to be a strong channel along As it is an important aspect for any brand, InFocus
with offline. As a brand, we want to be present in makes sure to have a service centre when they InFocus will continue to focus
both the spaces online and offline, said Piyush venture into distribution in new places.
Puri, Vice-President, Sales & Marketing, InFocus For service support, we have tied up with
aggressively on its online
Smartphone and Sharp. Accel Frontline and currently we have 326 service channel strategy and offer best-
centres in the country. It is covered around 240
Strategy cities. Accel has been supporting us. Wherever value products to customers. In
India, a market with immense opportunities, we are starting our distribution, we always start a chat with VARINDIA, Piyush
is getting competitive every day with new handset out service centres first and then only we go. By
vendors entering it. So to better position the the end of this year, we are committed to open Puri, Vice-President, Sales &
brand, InFocus is all focussed to offer value-for- 500 service centres in India so that no consumer Marketing, InFocus Smartphone
money products to the consumers. faces any problem in getting the service.
The Indian market is becoming tough We monitor the Turn Around Time (TAT). and Sharp, discusses about the
day by day. New brands are pouring into this Now 70% of phones that come get closed in 48
Indian market, its strategy,
market. So it is becoming very competitive. We hours, the rest 20% get closed in 72 hours and
are trying to position our brand very carefully another 10% may take 710 days, which we are investment plans in India and
in both online and offline space. In both the trying to reduce by opening more hubs, states
segments, we want to offer best of the value to Piyush. roadmap
the consumers unlike other brands who built Adding to it, he says, In feature phones we
up on the price, charge premium and they give have a policy of giving a 100 days replacement, years. In these three years, the brand will
benefit to the channel, retail partners, spend a though there are not much of issues in this concentrate on setting up its distribution,
lot on marketing and finally they take out the segment. But still if any customer faces any marketing, etc.
marketing cost to offer to customers. But when problem within 100 days of buying then We have three years of roadmap. This
the product is available for consumers, the price he can come to the retailer and can take a year we have to set up our distribution, product
goes up. Unlike these companies, we do not want replacement. and marketing team. Next year we would start
to do it and straightaway want to give best-value investing in marketing, both at ground and over
products to the consumers, says Piyush. Revenue Target and Investment the air. In the third year, major investment will
come in marketing.
Plans In India, we are going to have InFocus and
Channel strategy Talking about the revenue target and Sharp strategy and we are a long-term player in
As India is a mass market, the retail presence investment plans, Piyush reveals, In terms of India. We will continue to invest in growing the
of a company is very important for the consumers volume, this year we are targeting to sell six market in India. Under the InFocus brand, we
as they want to have a touch-and-feel experience. million phones in India. Out of that, we have are going to offer the best-value products to the
InFocus has a retail presence of 30,000 outlets to already achieved close-to one million and the consumers starting from Rs.655 to Rs.999 in
cater to the customers who want to have hands- balance we are going to achieve. This year we feature phones and in smartphone from Rs.4,599
on experience. are going to invest $10 million in India. to Rs.11,999. Then, we are going to launch our
Currently, we are available in 30,000 retail Sharp brand which will be more of a premium
outlets, these are not experience zones. Out of Roadmap & Future Plans device. By December, we are going to launch this
this, we have 350 Experience Zones where one InFocus has a focussed roadmap of three brand in India, concludes Piyush. n

VAR MOBILITY
Samsung Galaxy Note8 Xiaomi Vivo unleashes V7+ with

launched with Bixby feature unleashes Mi 24MP Selfie Camera
S amsung Electronics
has come up with
Galaxy Note8 and Galaxy
S8 & S8+ devices. A1 with Google V ivo has come up
with its flagship
its premium design and
superior camera feature with
its flagship smartphone
Galaxy Note8 in India.
With Galaxy Note8,
consumers get a big, X iaomi has, in
collaboration
with Google, announced
device of the year V7+
in India. With the camera
Full View Display will offer
great value to our customers.
Samsung will also immersive Infinity Display and music brand, Vivo The forthcoming quarter
that fits comfortably Mi A1, a device to run on aims to strengthen
in one hand, S Pen the evolved Android One the selfie trend by its
to communicate program. Mi A1 runs on revolutionary 24MP
in more personal stock Android to offer HD selfie camera
ways, and Samsungs a high-quality software and Full View
best-ever true Dual experience designed by Display in V7+.
Camera with dual Google. Priced at Rs.14,999 Priced at Rs.21,
Optical Image in India, Mi A1 combines 990, the Vivo V7+
Stabilization (OIS) hardware innovations, will be available in
to capture stunning including an optical zoom Champagne Gold
photos in all dual camera setup, with and Matte Black
conditions. great Google-designed colours at stores near
The Note series software. you from September
will also come with Mi A1 would be available 15, 2017 and can be
the revolutionary in India and also in more pre-booked in stores,
mobile payment than 40 markets around the on Flipkart and Amazon. shows real promise, and
service, Samsung world, including Indonesia, Kent Cheng, CEO, we are confident that our
Pay, and Samsungs Vietnam, Russia, Poland, Vivo India, said, With the latest offering will gather
defense-grade Hong Kong, Taiwan, festive season around the positive response from the
security platform Ukraine, and Mexico. Local corner, we are committed customers.
introduce Bixby Voice Samsung Knox. Galaxy pricing in these markets will to furthering our brand With the help of
capabilities with Make for Note8 is designed for the be available at a later date. promise and add a surprise an advanced Bokeh
India innovations in its way consumers lead their Mi A1 incorporates a element for our valued mode, users can blur the
intelligent interface Bixby lives and lean on technology dual camera configuration customers with innovative background with sharper
in the next few weeks. today. with a wide angle and devices. Through V7+, contrast and visual appeal
Bixby will be available on a finer tip, improved telephoto lenses used we are confident that of the subject.
to incredible effect. The
Micromax unveils Canvas two lenses allow Mi A1
to calculate what is in the
Motorola unleashes Moto
Infinity priced at Rs.9, 999 foreground and what is in
the background, creating
GS and GS Plus
M i c r o m a x keys that simplify tasks a depth-of-field effect that with phase detection
Informatics has
announced the launch
such as music switching,
snoozing alarm, etc.
typically requires a DSLR
lens to achieve, allowing M otorola
extended
has
its
Moto G family with Moto
autofocus (PDAF). It also
brings stunning 1080p
entertainment to life on a
of its latest mid-range Rahul Sharma, Co- the user to create photos
smartphone Canvas Founder, Micromax of unparalleled clarity and G5S and G5S Plus. vibrant 13.2cm (5.2) Full
Infinity in India at a price Informatics, commented, colour. Mi A1 supports Moto G5S flaunts an HD display and backed
of Rs.9, 999. At the very beginning 2x optical zoom, which
The Canvas Infinity is of 2017, we aligned our makes photos of distant
packed with features such product roadmap basis subjects remain clear, while
as 5.7-inch screen with the consumer needs and 10x digital zoom is also
18:9 aspect ratio, 16MP committed ourselves to supported.
focus on the four Mi A1 is Xiaomis first
key trends Camera, Android One phone, with
Screen, Battery and a software experience
Security. In the last designed by Google,
couple of months, offering users a simple,
we have launched pure Android phone that
smartphones with Dual stays fresh over time with
cameras, 4,000mAh OS upgrades.
battery, compelling As an Android One
security features and smartphone, Mi A1 comes
selfie camera and 13MP more, to provide solutions with the most popular all-metal unibody design by a 1.4GHz Qualcomm
rear camera. The phone is to consumers who use their Google services built-in crafted from a single piece Snapdragon Octa-core
equipped with 2,900mAh smartphones as a life hack. as default, such as free of high-grade aluminium, processor. Moto G5S Plus
battery, Qualcomm With Micromax Canvas unlimited high-quality making it stronger than will be available exclusively
Snapdragon processor, 3GB Infinity, we are focussing storage from Google ever. It comes with great on Amazon.in and Moto
DDR3 RAM and has 32GB on bringing the best-in- Photos. battery life, rapid charging Hub stores at Rs.15,999
internal memory which is class display experience Available in Black, Gold with TurboPower charging and Moto G5S will be
expandable up to 128 GB. with an all-rounder device and Rose Gold, Mi A1 has for up to 5 hours of battery available at Rs.13,999 across
The Canvas Infinity also that packs in the best of an attractive full-metal body life in just 15 minutes. the leading mobile retail
offers 4G Volte and comes everything. design that measures just It features a high- stores, Moto Hubs and on
with gesture and motion 7.3mm in thickness. resolution 16MP camera Amazon.

VAR MOBILITY
COAI underlines
the pain points of
Telecom industry
In a chat with VARINDIA, Rajan S.
Mathews, Director General, COAI,
discusses about the implementation of
GST in the country, challenges being
faced by the telecom industry and how
to revive the telecom companies
Can you share your views on consumer. So hopefully the government will helped us to be able to transition. These
the implementation of GST? give due consideration and bring down the are the areas where we are working with the
tax rate. government and working for new answers.
We are in agreement with the Government
On the implementation side, there are The other issue was to place a business.
for introducing the GST reform. It is a
certain new answers that are unique to our At what point do you tax the transaction
positive measure which will boost the
industry. For example, when GST is broken because this is a service, is it at the point of
economy and streamline the tax structure.
down by Centre and State jurisdictions, our sale or at the point of use.
The only issue is what are the industry needs
licence under which we operate is multi-
which have to be taken into consideration
jurisdictional. So, in Delhi our licence service
What are the key challenges
while fixing the tax rate from 15% to 18%. they have and how COAI is
area includes Haryana and UP including
The government is being extremely open,
Delhi. We report in that area. But now with going to address the issues?
flexible and accommodative. There had
GST its a different configuration. Our The first and foremost issue is where and
been multiple forums in which we have
systems obviously have to be reconsidered how are we are going to raise tons of money
been allowed to meet, present and explain
to support this. So we have conveyed to the that is required to make this dream a reality.
the situation. So that has been a very
government that it is time-consuming and not So according to our calculations we need
helpful process as far as the government is
easy as we service 1.1 billion consumers and Rs.50,000 crore in the next three years to
concerned. So they did not rush into a lot
the government has been very considerate be able to invest in our networks to take the
of things but fixed a very clear deadline and
and working with us. network to all gram panchayats, villages and
said lets move forward and then we will try
The other area is when you have 1.1 convert people to digital and make sure that
and work out the things. So we are still in
billion consumers or connections the time they have affordability. So the investment
conversation with the government.
frame to change the billing side, 95% of the has to be raised by us and we are the
The particular areas that we dealt with
connections are prepaid that means that on private sector and the government does not
were rate and implementation. So, on
a real-time basis you give them feedback of subsidise. In the present situation, because
the rate side we said increasing the tax
the usage, the rates, the plans, etc. Whenever of the financial distress in the industry it is
rate from 15% to 18% does not make any
you are in a real-time environment, the effort becoming extremely difficult, banks are not
sense when digital connectivity is in the
to change the backoffice is much strenuous willing to increase the exposure, investors
uppermost mind of the government. So we
and has to be tested much more thoroughly. are asking for clarity on various policy
requested the government to reduce it. So
So again that takes time. and regulatory issues. So that is raising the
thats hopefully an ongoing discussion that
The third thing that we highlighted again whole issue of saying yes we are committed
the government will continue because if it
was the fact there are some technical issues to PMs Digital India. We want to connect
can put railways and economy airline ticket
in terms of certain transactions. One of the the one billion and we know how to achieve
into five per cent bracket, handsets at 12%
transactions we underlined was we have a the target.
tax slab so putting telecom into 18% does
bunch of prepaid cards in the hands of the One of the things is address the financial
not make any sense. The Government said
point of sale that paid the previous service condition because we go to the government
that telecom companies have an offset of
tax of 15%. Now those cards cannot be as it gets 30% of every rupee from us.
three per cent but we have written to the
discarded or you cannot ask to pay extra Because of that if the government had not
Government that we do not have that type
three per cent at the point of sale. But got that much of money, we would say let
of offset and at the most it is less than one
the government was very careful and they the dynamics of the marketplace address
per cent. So its a real-time increase to the

it. The government takes eight per cent Going forward, one of the things that we to bring down phone prices so that access
as a licence fee, another five per cent as need to do is to make sure that the regulatory to data becomes easier. We are probably
usage charge, other levies we collect on environment ensures a level-playing field. losing money today but we are hoping that
behalf of government. So we are asking For example, we lost 30% of our revenue consumers and enterprises will adopt these
the government to address these financial to WhatsApp and we are not standing in the new things.
issues. The Government is one of our largest way of the app. We are saying if you allow
debt holders as they sold the spectrum at WhatsApp to offer voice which is under our
Is India ready for 5G?
an exorbitantly high price so that is why licensed activity and charge nothing then From 2014, the Government has made
we are going back to the government and also do not charge us. We are not saying clear in its policy that when it sells spectrum
saying that it is the approximate cause of to bring it under the regulation. The same it is going to be absolutely agnostic in
the issues. Most of the money is coming to service must attract the same rules. We terms of technology. The Government has
the government and it is putting it to other cannot compete with WhatsApp. Every time decided to put up various bands for bidding
developmental issues. We are asking the I earn something from my customer I must but a bidder needs to decide about it. So
government to leave the money within the pay 14% and WhatsApp pays zero. the particular technology that is going to be
industry so that it can grow. So that is why So looking at all the present situation in used for bands that are coming up for sale
our whole focus is on the financial matter. terms of disparities in the regulatory, policy will be up to the bidder.
One of the impediments to reach out to licensing condition that allow people to take Before, different bands were allocated
one billion and connect them is at every state advantage of the constraints of licences. on a different technology basis. For 2G it is
and locality feels compelled to extract money Secondly, regarding price, consolidation 900 and 1800, 2100 for 3G and 2300 for 4G.
from us. So the right away is the accessibility will take care of it. We are in the phase of That world is gone. In todays world every
of timely clearance and permissions to start consolidation so we will be down to three band will support multiple technologies.
putting up our towers, lay the fiber, etc. to four major players that it will bring some This is why a handset will look for a 4G
sort of discipline in the market. network and in case it cant find it the device
There is consolidation But the opportunities we are looking at will look for 3G and then 2G network. All
happening in the telecom are Machine-to-Machine, Internet of Things, bands are becoming LTE compliant. So
sector, how the financial health Cloud Computing and we are seeing that both 4G and 5G will go parallel. There is
of this sector could revive? consumers, enterprises are moving quickly always a demand for spectrum for 4G for
to the adoption of these new technologies. the consumer and there is also a demand
We have talked about the financial for emerging world of 5G principally from
Reliance Jio has entered the market and
burdens. So the banks and the regulator the enterprises like car manufacturers for
4G has been established as a dominant
have prescribed certain things to adjust autonomous cars, e-Medicine, e-Education,
technology, affordability of data has come
the tenure of the debt that the banks hold, etc. So enterprises are looking at those types
into play, networks have started rolling out
reduce the interest rate, licencee payment, of solutions. n
faster, customers have more choice. So, these
SUC, redefine the adjusted growth revenue.
are the positive things that have happened.
All these things are already there.
Now we are looking at introducing phones
Cambium Networks tries to be the network

partner of choice for its customers
Rajiv Kapoor, Vice President, India & provide a seamless blanket of coverage across
the entire business, whether its retail, hospitality,
SAARC - Cambium Networks tells VARINDIA
education, or public venue. For industrial
briefly of how innovation in its products is customers seeking to achieve the efficiencies of
the way forward for the company and what IIoT solutions, Cambiums cnReach solutions
kind of connectivity challenges it ties to provide wireless connectivity for field sensors
address of its customers - and controls, enabling a completely connected
As the demand for connectivity continues to field operation for utilities, oil and gas, and
grow for both business and residential customers, mining operations.
Cambium Networks looks at providing industry At the same time Cambium tries to transform
leading spectral efficiency enabling network the entire business processes of its clients
operators to achieve the highest possible organisation resulting in its tremendous business
information throughput in the least amount of visibility. It does this by supporting the initiatives
India is moving ahead with digital
precious spectrum. of enterprise and industrial users who see the
transformation that is expected to create a
This keeps the company on the cutting cost efficiencies in reducing leased lines and their
virtuous cycle of knowledge sharing. The
edge of innovation, says Rajiv Kapoor, Vice associated recurring costs. These customers see
benefits of digitization are to bring significant
President, India & SAARC, Cambium Networks. the operation benefits in owning and operating
social changes and Cambium understands
Wireless connectivity is proven to provide their own network and managing connectivity
this very well. To complement the digitization
reliable and cost effective connectivity solutions. and security tailored to meet their specific
wave, Cambium has a slew of applications
The limited resource that wireless depends on business requirements. They will have faster
and products that are for both residential and
is RF Spectrum. Our most recent achievement access to information and controls, which will
industrial purpose. For residential applications,
being the PMP 450m multipoint distribution eventually help them make informed decisions
Cambium Networks wireless broadband
access solution, which uses massive, MU-MIMO to respond appropriately and faster when facing
connectivity solutions provide a rapidly
and beam forming technology to communicate an opportunity or any business challenge. These
deployable, affordable solution that connects
with seven subscribers simultaneously and customers are experiencing the benefits of a
communities and reduces the digital divide. For
provide throughput to stream video in a narrow connected operation, and are leaders in their
enterprises its cnPilot solutions provide indoor
20 MHz channel. respective markets, explains Rajiv. n
and outdoor 802.11ac Wi-Fi connectivity to

Movers & Shakers
PAYBACK India names Capgemini ropes in Ananth

Ramakant Khandelwal Chandramouli as Head of
as new CMO LBS for India and ME
PAYBACK India has appointed Ramakant Capgemini has appointed Ananth
Khandelwal as the new CMO to help drive the Chandramouli as the new Head of Local
growing business operations of PAYBACK in Business Services (LBS) for India and the Middle
the Indian market. East. In this role, Ananth Chandramouli will be
Ramakant Khandelwal joined the organization in 2010, as part of the responsible for formulating LBS go-to-market strategy, driving its revenue
core management team and has served across various roles in Partner growth, managing client relationships, collaborating with partners and
Management and Acquisitions prior to this. He will be leading the developing its talent for the Indian and Middle East markets.
companys marketing strategies, including customer engagement, brand Ananth Chandramouli has more than two decades of rich, cross-
visibility, creative, content, digital and product marketing besides managing functional experience in technology, consulting, delivery and sales driving
P&L responsibilities for digital and performance marketing verticals. He sustainable growth for organizations in both developed (US and UK) and
has 18 years of experience in sales and marketing roles across industries. emerging (India) markets.
Rima Qureshi to take Rajiv Kapoor joins Cambium

over as chief strategy Networks as Vice-President
According to his LinkedIn profile, Rajiv
officer at Verizon Kapoor of Ruckus Wireless has left the company
Rima Qureshi will join Verizon as executive and joined Cambium Networks as Vice-President.
vice president and chief strategy officer just six He has taken up the new responsibility in August
months after leaving her position as head of 2017. In the profile, he has not mentioned about
North America at Ericsson and reporting to the responsibilities of his new role.
Verizon Chairman and CEO Lowell McAdam. Prior to joining Cambium Networks, he held the position of Country
Qureshi will replace Roy Chestnutt, who had previously announced Director India & SAARC at Ruckus Wireless for over one and a half
plans to pursue opportunities outside of the telecom giant. Qureshi will years. In the company, he was responsible for Enterprise Business across
start on Nov. 6 and Qureshi will take over responsibility for development India & SAARC region and held a complete P&L ownership.
and implementation of Verizon's overall corporate strategy, including With an experience of over 20 years, he was also associated with
business development and strategic investments. ILANTUS Technologies as Chief Operating Office Product & Services
Business (India, US & ME).
Shrikant Shitole appointed as Sterlite Tech announces

FireEyes new country head new Senior Appointments
The intelligence-led security company Sterlite Tech has strengthened its leadership
FireEye has appointed Shrikant Shitole as its new team with the appointment of Nischal Gupta as
India Chief. Chief Transformation Officer, Manish Sinha as
Shrikant will be the senior director and Chief Marketing Officer and Sanjeev Bedekar as
country head for India. Based in Mumbai, Shitole Chief Delivery & Technology Officer, Telecom
is now charged with leading FireEyes growth Services. These leaders will drive Sterlite Techs
efforts in India, confirmed an official statement. leadership position in designing, building and managing broadband
Shrikant was most recently managing director of Symantecs enterprise networks.
security business in India in a stint spanning a little over two years. Dr Anand Agarwal, CEO, Sterlite Tech, said, Nischal, Manish and
Shrikant is a security industry veteran with over 25 years of experience Sanjeev bring diverse skills and global experience across technology
in information technology. Shitole has held senior roles at several firms and digital domains. As we witness digital transformation globally with
in the IT and telecommunications segment, including Cisco, Nelco (Tata macro shifts in network technologies and data-consumption patterns, our
Enterprise), Avaya, Sify and the last role as India MD for Symantec. leadership team will lead and drive the next phase of growth.
Sunil Jose resigns as NetApp appoints

MD - Teradata Kaushal Veluri
According to a news source, Sunil Jose has NetApp has strengthened its leadership
resigned from the position of Managing Director team with the appointments of Kaushal Veluri
of Teradata. He joined the company in July as Director of Channels & Alliances for India &
2014. SAARC.
In his capacity, he was responsible for overall According to the company, Kaushal joins
management and strategic direction of India NetApp post an entrepreneurial stint running his
business of the company. He also looked after the sales and customer own marketing consultancy firm Kanso Consulting. In his current role,
management, professional services, support, alliances and marketing he will oversee channel strategy for NetApp in India and SAARC. With
initiatives. over 23 years of experience in organizations like 3M, IBM, Oracle & Citrix,
Before joining Teradata, Sunil was associated with Oracle as Vice- he is well known in the partner community, largely due to his relationships
President and was responsible to manage the company's business across resellers, regional/global system integrators, distributors and
operations, overseeing licence sales, product management and sales alliance partners.
consulting in India. Kaushal Veluri said, "I'm eagerly looking forward to connect and work
The company has confirmed his resignation and also said he left the with the strong partner ecosystem of NetApp, to establish the company as
company to pursue an opportunity outside Teradata. the data authority in the hybrid cloud world."

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Printing Date 18 & 19 Reg. No: DL-SW-1/4030/15-17 every month
100 September 2017 www.varindia.com 100 pages including cover

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