Dell launches Inspiron series

Lenovo unveils V-Series Laptops for the SMBs

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NetApp opens its DVEC Center NEC announces FIWARE Lab Node in India

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28pg

Walmart signs agreement

to invest in Flipkart Group
W almart has signed definitive
agreements to become the
largest shareholder in Flipkart Group
(“Flipkart”). The investment will help
accelerate Flipkart's customer-focused
mission to transform commerce in India
through technology and underscores
Walmart’s commitment to sustained job
creation and investment in India.
“This investment is of immense
importance for India and will help fuel
our ambition to deepen our connection
with buyers and sellers and to create the
next wave of retail in India,” said Binny
Bansal, Flipkart’s Co-Founder & Group
Chief Executive Officer.

HPE launches HPE

SimpliVity 380 with
Microsoft Hyper-V
H ewlett Packard Enterprise (HPE)
has announced HPE SimpliVity
380 with Microsoft Hyper-V and new
SimpliVity integration partner solutions as
a Citrix WorkSpace Appliance Partner. The
new offerings expand customer hypervisor
options and simplify and enhance the
ability to provide high-performance
virtual applications and desktops, making
it faster and easier to deliver secure digital
workspaces in today’s hybrid cloud world.

HPE SimpliVity 380 with Microsoft

Hyper-V provides businesses with an easier
IT infrastructure solution, simplifying the
data center by converging servers, storage
and storage networking into one simple to
manage, software-defined platform.

www.varindia.com May 2018 7

HELLO INDIA

Is social media a disruptive innovation??

…GDPR to replace the existing Data Protection Law
I t’s a question of how to define digital transformation and the technology developed by the global leaders
for improvising better customer experience through social strategy? Is it about identifying opportunity to
engage with customers in a compelling way? Europe’s new law into privacy is expected to change the world of
web.
Social media is truly a disruptive innovation which has created a new market and platform for itself. It
understands the customers and the user experience and takes all types of data of the users. Across the globe,
approximately 6,000 tweets are sent to the worldwide social sphere every second. Across 900 million users, those
140-character memos add up to roughly 200 billion tweets every year. When we post anything on the Internet,
even those who are not on your circle lists (i.e. Friends lists in Facebook, followers on Twitter, etc.) can still listen
to your conversations via wall posts and general tweets, and can respond to other tweets, etc.
Secondly, the social medias apart from knowing about us, they can also access to the personal data. On May 25, the GDPR
(General Data Protection Regulation) is being enforced which will help to shift the power towards consumers, a big thanks
to the European privacy law that restricts how personal data is collected and handled to protect and empower citizens in
the digital era. The law ensures that users know, understand, and consent to the data collected about them. The GDPR will
officially replace 1995’s Data Protection Directive as the new global standard on data privacy for all government agencies
and companies that conduct business with EU citizens will be subject to strict new data protection rules – and failure to
comply can result in hefty fines.
In June 2017, Google announced that it would stop mining emails in Gmail to personalize ads. In. With this Google’s
new privacy dashboard makes it easier to see what Google knows about you. In January, Facebook announced its own
privacy dashboard, which is yet to launch. Though the law applies only in Europe, but the companies now have to make changes globally, because it is
simpler than creating different systems. Now, every country including India, has to come out with data privacy policy soon.
Recently, the Reserve Bank of India (RBI) raised this concern along with Ministry of Electronics and Information Technology, (MeitY) and National
Payment Corporation (NPCI). MeitY, according to sources is opposing to sharing of payments information under any circumstances. The ministry also
had raised the issue with the apex banking body (RBI). WhatsApp Payments appears to be in trouble as it has caught the attention of regulators over
the issue of data sharing with parent entity Facebook and ICICI Bank. The report also adds that NPCI seems to be okay with the terms and conditions
laid by WhatsApp for sharing data.
Going forward, companies must be clear on, why they are collecting the data and moreover, consumers will gain the right to access data that
companies store about them.
Lastly, it is time now for the privacy experts to plan to use GDPR as a weapon to enforce changes in corporate data-handling practices.

8 May 2018 www.varindia.com

www.varindia.com May 2018 9
 CONTENTS
Website: www.varindia.com

Publisher: Deepak Kumar Sahu

Editor: S Mohini Ratna
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ROUND ABOUT

US-China Trade War: What

Warren Buffett Forecasts
I reflect over what I should write in this column for some time. Many
themes have occurred to me-digital frauds, new technology platforms
that Google and Facebook are working on despite the ground swell of
criticisms they have to absorb these days from several quarters including
from governments, users and regulatory bodies. What prevented me from
writing about it, I tried to introspect. It invariably would have a semblance
of what I would have written earlier in this column. Not that I did not
write on the same subject earlier in the column. That was only when a new
development had taken on the same subject or because of lapse of time;
the subject got transformed into a new one.
Yet, I have decided to dwell on trade war in this column that is
occupying the media space in India and abroad. You may ask me what
IT has to do with tradewars. My response is that a major reason for this
trade war is on account of the IT. I will explain. But before that, let me
briefly touch upon the nuances of the present trade war. It was a unilateral
decision of the US. If there is trade dispute between two countries or
between a group of countries with another set of countries, it should
be referred to World Trade Organization (WTO) created exclusively for
ensuring orderly global trade. Its functioning is based on certain principles
and procedures. There is a separate wing in WTO for dispute settlement
among member countries.
But the present trade dispute is qualitatively different. The US assertion
is that it is not a trade dispute but something to do with its national security.
Its argument is that with its liberal trade policies followedby various
regimes earlier, including that of BarakObama’s, US trade and economic
interests got compromised. The result is that many countries have built
huge trade surpluses against the US. That included China, EU, Australia,
Canada, Japan, Russia, South Korea and India. For deciding the countries
which derived undue favor from the US, three parameters were evolved.
One, countries having over US$ 20 billion trade surplus with US, two,
countries having favorable current account balance and three, countries
which are having more than 2% of its GDP invested in the US treasury
bills.Even if a country attracts any two provisions of the said criteria, it
would attract retaliatory action. Of late, India has taken some definite strides for reducing the trade
I have mentioned that ICT is an integral part of the trade war. It deficit with the US. Import of crude and natural gas is one among them,
needs some explanation. Of late, China is emerging as a major technology which in all likelihood is going to increase in the coming years. Also, India
developer thanks to the breakthrough innovations it has made in all fields is increasingly importing armaments from the US, reducing its dependence
of technology, be it relating to semi-conductors, artificial intelligence, on Russia. The US aerospace companies like Boeing and Lockheed Martin
robotics, sensors, aerospace and the list goes on. It is several notches have projected that India would be a major market for their products-
above most of the developed countries and is inching close to the US. aircrafts and aerospace equipment. That would be good news for the US.
Millions of smart phones are made in China and exported world-wide How ICT has facilitated the trade war? I have few reasons and I do not
including developed world. know whether they stand scrutiny by trade experts and political watchers.
A lot of negotiations were held between the two countries to Some decades ago, trade statistics to come to the public domain, it would
smoothen the differences. Signs of compromise and reproach are coming take months together and sometimes years. One can access only estimates
from both sides. The Chinese expressed satisfaction over the progress of and not the real figures. Those days have gone. With the advent of digital
the negotiations. They felt that there were meeting grounds, where both platform and its wide usage in all walks of life, dataaccess is on a real time
countries can build trust and confidence to eschew aggressive postures. basis. Now, one can collate data on a real time basis, whichever part of
But in private, they tell the media that the US demand for cutting down the world he or she is. The response and retaliation by the affected parties
the trade surplus by US$200 billion as high pitched, too ambitious and can be quick and swift. Secondly, as the pace of globalization picked up,
untenable in the given situation. business decisions have becomemore independent of the thinking of the
Now, let us focus on India and how the ongoing trade war would affect government. Earlier, during the cold war days, businesses could not take a
her. India is attracting retaliatory actions from the US and is also making stand independent from that of the government.
noises both in the WTO and other forums. But its voice is modulated, Thirdly, technology is a leveler. More and more countries are entering
calibrated and if I may use the word, muted. There are reasons for that. this fray, which was a pre-requisite of rich and privileged. China is on a fast
Foremost, India is not in the same league of China as far as the trade track to catch up with the developed world and has very easily overtaken
surplus is concerned. The trade surplus of China with the US is more many western countries.
than the international trade of India. Secondly, the two commodities, on Without much ado, let me conclude with what veteran industrialist
which the US has imposed the import duty –steel and aluminum –willnot Warren Buffett has said on 6th May 2018 at the Berkshire Hathaway’s 39th
affect India that much. India’s exports of these two goods are only US$ annual meet held at Omaha, described as the Woodstock of Capitalism,
2 billion. India’s exports of steel and aluminum are mostly to Malaysia on US-China trade war. He said that the United States and China are going
and Indonesia. That way, India-US bilateral trade pales into insignificance to be the two super powers of the world for a long time.In the 1970’s, US
comparing to that of China –US trade. exports and imports both contributed to about 5% of the GDP.

12 May 2018 www.varindia.com

www.varindia.com May 2018 13
FACE TO FACE
AWS enabling its Partners Always
The cloud service provider, Amazon Web services (AWS) has recently organized its AWS India Summit 2018 where VARINDIA
has interacted with two of the premium partners who has started their journey with its cloud platform and back then it was the only
choice for them to host theiw application. Varoon Rajani, CEO, BlazeClan and Siva, Founder & CEO, PowerupCloud Technologies
speak about their experiences with AWS.
Varoon Rajani
CEO, BlazeClan
Kindly share your journey with AWS.
We started off as a customer of Amazon Web Services (AWS) around
2010-11 where we were building a product which was an online learning
system for the masses in India and back then the only choice that we found
to host our application at a scale was AWS, otherwise we would had to
invest a lot in data centers.
We learnt a lot around AWS. We used AWS and helped a couple of our
friends on the platform, that all opened up our mind that this could be a
whole new opportunity for us and AWS was clearly the future. In 2012,
we registered as an AWS Partner and since then we have been focusing on
AWS, building our company on AWS skillsets as well as competencies. We
have seen some good success and growth by investing into AWS.
Kindly, mention about BlazeClan’s breakthrough
product on AWS.
There are multiple but if I speak of one specifically it would be our
media asset management called CloudStream. We basically allow media
companies of any size and scale to host the digital content on cloud,
we help them to transcode or reformat that digital content for various
different scheme factors,
allow them to put in meta
data and manage then
to complete end to end
lifecycle of the digital video
assets on to cloud.
What are the
differentiating
factors of BlazeClan
from competition?
Since 2012 when we
registered as an AWS partner
on APN Network and we were probably one of the first few partners and
we have been working very closely with AWS. A lot of good relationships
with the leadership team and mutual trust have been build over the years.
Apart from that, from a technical and delivery perspective something
that we need to do for our customers - we are building skillsets, grooming
people internally, investing into the AWS competency. So today we have
six to seven competencies from AWS. If I talk about India specifically we
are the only ones with financial services competencies, we were one the
first Managed Services partner in APAC. We have been a premier partner
for last three years. We are continuing to invest in our competencies as we
are very conscious that we need to stay ahead of the curve by investing
into skillsets, competencies which would make a stand apart from the
competition.
Which are the upcoming verticals?
When we started it was more of startups in 2012 and since then it has
evolved. So now any internet facing businesses are one vertical – there
are many enterprises which are coming up with their eCommerce, online
platforms etc which are more of B2C running on internet is one vertical.
Media has been the favoured vertical for us. More of financial services
companies or non-banking customers are adopting it today but in next
couple of years we are confident that a lot of Banks will start moving to
AWS. Financial services is growing and adopting AWS fast and it is a focus
area for us. I believe that the cloud industry will grow over the next five
years at a very rapid pace. In next three to five years its going to be more
than 50% year on year growth for all of us.
14 May 2018 www.varindia.com
Siva
Founder & CEO, PowerupCloud Technologies
Kindly share your journey with AWS.
I have been working with Amazon Web Services (AWS) since 2012
in India. I was setting cloud business for two other partners which gave
me good amount of connect within AWS team as well. They all knew
what we can do in respect to solution sales and consulting on Amazon.
In June 2015 we decided to come out and start a company so that is how
PowerupCloud was started.
Kindly, mention about PowerupCloud’s
breakthrough product on AWS.
It is our Chatbot platform IRA which happened in 2016. We did a
project for a customer were we automated few of their customer support
problems so that is where we realize that there is some potential for a
product like this in the market because it is too early in the chatbot arena.
We started investing in 2016 and build the platform with few of our initial
sponsor customer. It is now quite evolved and used by many 500 Fortune
companies. So that is our best product so far on Amazon.
Companies are looking towards Chatbots as a way to bring down cost,
know more about customers and improve their support functions and
business processes. There
is a misconception where
we see chatbots purely
from customer support
automation perception. A
lot of analytics go behind
chatbots. Large enterprise
customers are able to know
more about their consumers
because the analytics gives
them the data. That is why
chatbots are picking up and
we are foreseeing the future
is about chatbots.
Banking and financial are adopting in a major way because of large
customer interaction. Retail, eCommerce, internet businesses are also coming
onboard quite fast. We are also building chatbots for logistics firm, HR IT
helpdesk for large companies. Customers who are running large businesses
are actually have much problems to solve with chatbots, voicebots and
machine learning and deep learning, they bring much interesting problems
to us. These are the initial sectors which are picking up.
How AWS is enabling you?
AWS is the most important reason that we are here as a technology
services company. They have been a great partner and it is a partner led
company, we can really vouch for that. They have always been with us during
testing times basically. Lot of credit goes to the team in India, the way they
supported partners like us and help to grow business along side AWS.
How do you see the acceptance of latest
technologies like Big Data, IoT etc. among Indian
customers?
The technology adoption in India is slower than the mature markets
like US and Australia. But the scenario is changing fast because a lot of
startups in Bangalore who has parallel offices outside India, so the latest
technologies and development process that we see outside India the same
thing we see in India as well. It is a matter of one year probably and we
will be able to catch up with the global changes that are happening. India
is not far behind.
www.varindia.com May 2018 15
HOT BYTES
NEC announces FIWARE
Lab Node in India
N EC Corporation
(NEC) and NEC
Technologies India Private
Limited (NECTI) have
launched a FIWARE Lab
node in India to encourage
application developers,
solution providers,
government bodies and
academia to experiment and
Avaya and Afiniti partner to
integrate AI with contact center
technology intelligence and machine
learning technologies as a
A
vaya and Afiniti
have entered into
a strategic partnership
to improve enterprise
customer experience and
contact center performance
through a unique
integration of artificial
intelligence into contact
center routing technology.
“This partnership
highlights the shift in
the communications and
collaboration marketplaces
towards artificial
Analog Devices expands its reach
with new facility in Bengaluru
Analog Devices
has unveiled its
new India headquarters
for the approximately
600 Bengaluru-based
staff that make up ADI
India. The new facility,
which houses one of
16 May 2018 www.varindia.com
innovate with FIWARE-
based solutions for smart
cities.
"The FIWARE Lab
Node enables
companies
developing
smart city
solutions for
India to keep
their experiment
data within
India. FIWARE
brings in royalty
free standards
for interfaces
and data models that help
to integrate applications
easily, which can be an edge
over others,” said Ulrich
Ahle, CEO, FIWARE
Foundation.
transformational tool for
large enterprise,” said Zia
Chishti, Afiniti CEO &
Founder. “Today, Afiniti’s
AI is helping save lives
and delivering billions of
dollars in profitability to
our global clients. Our
new partnership and native
integration with Avaya will
accelerate the pace at which
our joint clients will drive
precisely measurable value
to their shareholders and
customers.”
ADI’s top three global
design centres, will focus
on developing and selling
cutting-edge technologies
and solutions for the
global automotive,
industrial, healthcare,
consumer, Internet of
Things (IoT), security,
communications, and
energy markets.
Having started as a
product development
centre, ADI India’s
headcount has grown by
a factor of 200 over the last
twenty years to support the
evolving needs of ADI’s
global customers.
Vistara strikes
alliance with
Adobe
V
istara has entered
into a strategic
partnership with Adobe to
leverage next-generation
technology in Adobe
Experience Cloud to
bolster the company’s end-
customer experiences.
Ravinder Singh, Chief
Information & Innovation
Officer, Vistara, said,
“World over, the aviation
industry has always
been amongst the most
customer-experience
oriented, and the onset of
today’s digital revolution
has brought technology
to the front and centre
of customer experience
strategies. Technology
has played a key role in
enabling business goals
and customer experiences,
and a solid digital presence
has been integral to our
strategy."
NVT Phybridge
enters into
strategic alliance
with Inflow
Technologies
N VT Phybridge
has entered into
a strategic partnership with
Inflow Technologies. Inflow
will begin offering the
NVT Phybridge CHARIoT
Series, a portfolio of long
reach PoE solutions that
help customers migrate
to IP with ease. Inflow
Technologies acts as the
perfect link to connect
NVT Phybridge to system
integrators, resellers and
customers looking to
quickly and efficiently
turn new or existing
infrastructures into IP
paths with power.
“The CHARIoT Series
solutions are designed to
eliminate every barrier to
making the move to IP.
Security risk and breaches
during network refresh
is a top concern,” said
John Croce, CEO, NVT
Phybridge.
Atos and Google Cloud to address
digital transformation of Enterprise
customers global partnership with
Google Cloud, one of the
A
tos has entered
world’s leaders in Artificial
into a global Intelligence. Together,
agreement with Google
we will enable fast and
Cloud to address the
digital transformation
needs of enterprise
customers. This
agreement will see
the creation of secure
solutions in areas
including hybrid
Cloud, data analytics
& machine learning and
smooth adoption of AI for
digital workplace. enterprises,” said Thierry
“I am extremely pleased
Breton, Chairman & CEO,
to announce this first Atos.
Stellar Data Recovery introduces
“100+ Partners Program”
S tellar Data Recovery
has announced
a new “100+ partners
capabilities of each partner,
reinforcing the delivery
of real and measurable
program”, aiming to foster
business growth and
benefits such as reward
value exchange between
profitability, strengthening Stellar and its partners,
and recognizing partners’
ability to sell, deliver and
offering flexible ways of
earning revenue margin.
support the company’s data
recovery, erasure services
Stellar will now be
strengthening its presence
and solutions in India.
The company now forays
in more than 100 cities
such as Bhopal, Dehradun,
into India by launching its Guwahati, Indore, Jaipur,
lucrative, pan-India partner Kollam, Lucknow,
program. Madurai, Mysuru, Patna,
The new, robust Salem, Shimla, Siliguri,
program is designed to
provide unique benefits
tailored around the
Surat, Tiruchirappalli,
Thiruvananthapuram and
Visakhapatnam.
Motorola opens 100 new
Moto Hubs in Gujarat
M
o t o r o l a portfolio of Motorola
Mobility India devices at convenient
has announced further locations, including the
expansion of their
retail presence and
entered Gujarat with
the opening of 100
new “Moto Hubs”
across top four
cities, including 50
in Ahmedabad, 20
in Rajkot, 15 each in
Baroda and Surat.
Moto Hub is a key
destination that
provides easy access and online exclusive devices like
availability of all Motorola the popular moto e4 plus
products to customers, and moto g5s plus, apart
where they will be able from the newly-launched
to experience the entire moto x4 and moto z2 force.
www.varindia.com May 2018 17
HOT BYTES
Adidas India deploys Oracle
Cloud to provide better Customer with Red Hat
Experience point-of-sale
to Oracle
A didas India has
smartly leveraged
cloud technology to provide
a new shopping experience
for its customers. With
Oracle Cloud, Adidas India
customers will be able to
complete the shop-bill-
checkout process three
times faster than earlier at
any of the Adidas stores
across the country.
Adidas recently
upgraded its franchise
Salesforce acquires MuleSoft
to accelerate customers’ digital
transformations is “Every
undergoing a digital
S
alesforce, the global
leader in CRM,
has announced that it has
finalized its acquisition of
MuleSoft, the provider of
one of the world's leading
platforms for building
application networks. With
MuleSoft, Salesforce will
accelerate customers’ digital
transformations, enabling
them to unlock data across
legacy systems, cloud
apps and devices to make
smarter, faster decisions.
5 years warranty on Corsair
VS Series PSUs in India now
C ORSAIR
announced
increase of warranty on
has
the
VS Series of PSUs in India.
This extended
warranty is an
affirmation of
the company's
active pursuit
of innovations
a n d in recognition
commitment
to continuously
e n h a n c e
and ensure
customers get a
peace of mind.
"Corsair's commitment
to PSU quality and longevity
has always been at the heart
18 May 2018 www.varindia.com
IBM partners Ramco to empower P&N Bank
branches in Western Australia
systems
Cloud Ihave announced Western
BM and Red Hat
member-owned
Infrastructure – a modern,
enterprise-grade cloud
infrastructure solution, to
enable a superior customer
experience. By switching to
Oracle Cloud, Adidas India
is able to ensure a faster,
smoother checkout process
for its in-store customers.
The cloud upgrade was
successfully completed by
Oracle’s Cloud Standard
and Platinum partner
Sunera Tech.
company
transformation and
integration has never been
more strategic,” said Marc
Benioff, Chairman & CEO,
Salesforce. “With MuleSoft,
Salesforce will enable
customers to connect all of
the information throughout
their enterprise across all
public and private clouds
and data sources – radically
enhancing innovation. I
am thrilled to welcome
MuleSoft to the Salesforce
Ohana.”
of its entire product line-
up, and is the reason why
millions of customers have
chosen Corsair PSUs to
power their
PCs. The
two years of
additional
warranty on
these PSUs is
of the sheer
q u a l i t y,
r e l i a b i l i t y,
perfor mance
as well as
value for money that VS
Series represent," said M A
Mannan, Country Manager
at Corsair India.
Australian
to enable IBM and Red
Hat customers to benefit
from the combined power
of both companies’
technologies in private and
public clouds.
The agreement builds
on IBM’s recent moveto re-
engineer its entire software
portfolio with containers,
including WebSphere,
MQ Series and Db2.
Container technologies
are fast becoming a safe
and reliable way to move
applications across multiple
IT footprints. Going hand
in hand with IBM’s shift
to containerized software
is Red Hat’s expansive
portfolio of enterprise-
grade, cloud-native, and
hybrid cloud infrastructure
solutions, which provide
a clear pathway for
enterprises to adopt hybrid
cloud computing.
Paytm with its
“My Payments”
app aims for
Rs.60,000-crore
bank transfers
O n e 9 7
Communications that owns
the brand Paytm has further
unified bank transfers
for its customers with
the new “My Payments”
feature on its app. This
will enable Paytm users to
make recurring, high-value
payment and other monthly
expenses in an instant.
Using the Paytm app, Bank
Transfers can be done from
any Bank Account to any
Bank Account, making
it easier for customers
to make payments at 0%
charge. Even non-KYC
Paytm users can avail this
facility.
Paytm is aiming to
process Rs.60,000 crore in
monthly Bank Transfers
alone by the end of
this year. It has been
aggressively educating its
users to link their bank
accounts and experience
instant and secure Bank
Transfers
retail bank, P&N Bank
(Police and Nurses Limited),
has signed an agreement
with the global enterprise
software provider Ramco
Systems to launch a digital
HR transformation with
Ramco HCM integrated
with Global Payroll.
Ramco will implement
its end-to-end HCM
solution across all P&N
Bank branches in Western
Australia.
The installation of
Ramco HCM integrated
with Global Payroll comes
amidst a movement to
Pegasystems improves Customer
Service with AI Capabilities
P
egasystems has
introduced new
Artificial Intelligence (AI)
capabilities in the latest
version of Pega Know
Your Customer (KYC)
and Pega Client Lifecycle
Management (CLM)
applications.
The software
provides banks with
complete AI control and
transparency, ensuring
banks remain in regulatory
compliance while driving
additional revenue and
providing exceptional
customer experiences.
With new
Fortinet now a part of IBM
Security’s X-Force Threat
Management Services
F
ortinet has
collaborated
with IBM on the new
IBM X-Force Threat
Management Services.
This will enable both
organizations to further
provide mutual customers
with unprecedented threat
insight, attack detection
and prevention, and an
integrated defense-in-depth
strategy.
IBM X-Force Threat
Management Services was
developed around the key
tenets of the National
digitise Australian Payroll,
with Single Touch Payroll
(STP) Reporting. The law
which comes into effect
from 1 July 2018, requires
employers in Australia with
20 or more employees to
report employees’ tax and
super information to the
Australian Taxation Office
using Single Touch Payroll
(STP) enabled software.
enhancements in Pega
KYC and Pega CLM,
banks can confidently
deploy AI during the
on boarding process to
provide more personalized
and differentiated service.
Pega KYC and Pega
CLM use proven AI
capabilities that analyze
customer profile data
in real time. Pega CLM
leverages these insights to
continually personalize the
on boardingjourney for
each new customer with
only the most appropriate
products and service
offers.
Institute of Science and
Technology (NIST) Cyber
security Framework
creating an integrated and
programmatic approach
across the entire threat
management lifecycle.
This latest partnership
combines Fortinet’s
comprehensive security
protections with IBM’s
world-class security
expertise to provide
enhanced value to
customers through the
delivery of advanced
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 May 2018 19
ON THE RAMP
Dell launches Inspiron series
with AMD Ryzen processor
D ell India has
launched the
new Inspiron series, now
equipped with AMD Ryzen
Processor with Radeon
RX Vega Graphics. The
Inspiron 15 (5575) is the
latest addition to Dell’s
portfolio of mainstream
performance notebooks,
powered by AMD Ryzen
to deliver split-second
responsiveness and an
incredibly fast and reliable
Juniper Networks expand
Contrail Enterprise Multicloud
Juniper Networks
has announced the
expansion of Contrail
Enterprise Multicloud to
enable end-to-end policy
and control capability for
any workload running in
physical and virtual
environments,
any cloud and
across multivendor
environments.
Contrail Enterprise
Multicloud integrates
both overlay and underlay
management into an
open platform. Whether
an enterprise is looking
Forcepoint introduces new
automated Risk-Adaptive
Protection Solution
F orcepoint
announced
has
the
industry’s first Risk-
Adaptive Protection
solution called Dynamic
Data Protection in
response to the challenges
enterprise and government
CISOs face today in
balancing airtight user and
data security with business
productivity.
Built to address the
barrage of complex and
sophisticated threats
facing organizations
today, Forcepoint’s Risk-
20 May 2018 www.varindia.com
performance.
Dell’s line-up of
notebooks in 2018
prioritize an immersive
experience, delivered by an
irreplaceable backbone. A
sophisticated design in a
striking aluminum finish,
along with an array of
options to deliver a fully
immersive and elevated
entertainment experience,
the Inspiron 15 (5575) is a
sure-shot head-turner. With
consumers turning to their
laptops for viewing high-
definition content on larger
screens, there is no looking
away with the stunning anti-
glare HD and FHD display,
available on the Inspiron 15
(5575).
for device or fabric
management, or overlay
policy and control,
Contrail
Multicloud
Enterprise
provides
a unified approach to
enterprise operations that
streamlines workflows
and improves end-to-end
visibility across bare metal
servers, virtual machines
and containers, along with
network devices.
Adaptive Protection
continuously assesses risk
and automatically provides
proportional enforcement
that can be dialled up or
down. This capability
is enabled through the
power of human-centric
behaviour analytics that
understand interactions
with data across users,
machines and accounts.
Intelligent context speeds
decision-making and
security controls specific to
changing risk in enterprise
networks.
D-Link launches Tech Data introduces StreamOne
Mini HD Home Cloud Marketplace
Camera TechlaunchedData hasthe customers.
D -Link (India)
has announced
its latest mydlink-enabled
Mini HD Wi-Fi Camera
– DCS-P6000LH. An
affordable surveillance
solution D-Link DCS-
P6000LH helps users keep
an eye on everything that
matters. Equipped with
mydlink Cloud, the Mini
HD Wi-Fi Camera DCS-
P6000LH makes it easy and
convenient for one check
on home or office from
anywhere.
Sanket Kulkarni, VP
– Channel Sales, D-Link
(India) Ltd, said, “Working
parents, pet owners,
children with elderly
parents or anyone who is
looking for an affordable
home security solution, for
them the search ends with
our D-Link mini HD Wi-Fi
Home Camera."
VMware unveils
Cloud capability
along with NSX
networking
portfolio
V
Mware has
outlined its
vision for the future
of networking, and has
unveiled the Virtual Cloud
Network. The Virtual
Cloud Network will enable
organizations to create a
digital business fabric for
connecting and securing
applications, data, and users
across the entire network in
a hyper-distributed world.
“The future of
networking is software,
and the network of the
future is the Virtual
Cloud Network,” said
Rajiv Ramaswami, Chief
Operating Officer,
Products and Cloud
Services, VMware.
“VMware is helping
customers today to build
tomorrow’s software-
defined Virtual Cloud
Networks to connect and
secure apps and users.”
“We are thrilled
StreamOne Cloud
Marketplace in India.
The provisioning, billing
and end-user lifecycle
management digital
platform allows partners to
scale, launch and manage
a broad range of cloud
services, including SaaS,
IaaS and Platform-as-
a-Service (PaaS). It also
enables partners to deliver
advanced offerings such
as assessment, migration,
security and monitoring,
enabling hassle-free
cloud transitions for their
SUSE releases new services
for its OpenStack Cloud
SUSE has unveiled
SUSE Select Services
for its Openstack Cloud
and Enterprise Storage
Solutions. This fixed-price
service offering is a blend
of consulting, premium
support and knowledge
transfer designed to jump-
start implementations
and integrations of these
two key software-defined
infrastructure components.
Solutions are implemented
quickly and smoothly, easing
data center transformation
for enterprise customers.
"The pace of business
and technology is changing
Dahua introduces Dual Biometric
Identification Time Attendance
Terminals device. Embedded with
advanced infrared face
D ahua Technology
has launched
its new time attendance
terminals – the DHI-
ASA4214F and DHI-
ASA6214F. These highly
intelligent devices will
support both face and
fingerprint identification
for access control and
time attendance in office
scenarios, enabling easy
staff management and
security control.
Dahua’s attendance
terminals offer dual-
biometric identification
integrated into a single
to
announce that Tech
Data’s StreamOne Cloud
Marketplace is now available
in India,” said Naresh
Desai, Vice-President,
Specialist Business Unit,
Asia-Pacific, Tech Data.
“The digital platform
provides simplified access
to premium cloud services
from trusted providers,
enabling our partners to
offer cloud services with
minimal investment and
quickly drive recurring
revenue.”
the data center, and many
organizations need to
review and implement new
solutions to stay ahead,
and, in some cases, catch
up," said Kenny Stewart,
Vice-President of Global
SUSE Services. “SUSE
OpenStack Cloud and
SUSE Enterprise Storage
are important components
of that transformation, and
with Select Services, we
will provide our customers
with a cost-effective and
flexible path to a fast start
in these key software-
defined infrastructure
technologies.”
recognition
these new
algorithms,
time
attendance terminals
further improve on poor
lighting environment
performance, making it
smart enough to identify
a designated face in a
very short time. Access
to live face detection
significantly improves
safety, preventing the use
of “picture camouflage”
to deceive the system.
If needed, you can add a
card or password to the
combination to make the
whole system even safer.
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www.varindia.com May 2018 21
ON THE RAMP
Sony introduces fast speed 3.1
Gen 1 flash drive line-up
Sony India has
launched the all-
new Made-in-India USB
Flash Drive with USM-
BA2, USM-CA2and USM-
MX3 for blazing data
sharing and transfer.
All three models are
metallic, anti-corrosive and
compliant with superSpeed
3.1 Gen 1 which helps
transfer large media files
to one’s PC in seconds
for effective workflow.
These USB Flash Drives
Jio unveils “JioInteract” – an
AI-based Video Platform
R eliance
Infocomm
(“Jio”) has announced the
Jio
Ltd
launch of the world’s first
Artificial Intelligence (AI)-
based brand engagement
platform – JioInteract.
According to the
company, with Jio’s base
of over 186 million
subscribers and another
150 million smartphone
users, JioInteract is poised
to become the largest
platform for movie-
Lenovo unveils V-Series
Laptops for the SMBs
L enovo has launched
the new V-series
laptops for SMEs (small
and medium enterprises)
and start-ups. The V330
laptop comes with
entrepreneur-friendly
flexibility features
like an ultrabay drive
that can house either
an optical drive or
an additional battery,
a QuickCharge
battery, an elegant
spill-resistant backlit
keyboard, and both
USB-C type and USB
3.0 ports.
Ashish Sikka, Director
– SMB, Lenovo India, said,
“SMEs are the backbone
22 May 2018 www.varindia.com
are a reflection of Sony’s
commitment to bring fast
and durable devices to fulfil
all consumer requirements.
The sleek design with
metal body delivers style
at an affordable price
while also being durable
enough to protect any data.
Additionally, the USB Flash
Drives compact built makes
them best to use in tight
spaces and also provide
access to adjacent ports
easily.
promotion and brand
engagement. Over the
next few weeks, Jio will
introduce services such
as video call centres,
video catalogue,
virtual showrooms to
and
the forefront redefining
customer experience.
Such use of artificial
intelligence is a first
across the world and will
reposition the way brands
and customers think of
engagement.
of the country’s economy
and are facing a digital
crossroad on keeping their
existing infrastructure
versus expanding on
mobile computing to meet
the challenging demands of
their customers."
R&M unveils
Quality Seal
for PoE Range
R &M has launched
a quality seal for
the Power over Ethernet
product range. PowerSafe
is the name of the new
mark. Cabling products
labelled PowerSafe can
continuously transmit
high currents in local data
networks.
Supplying power to end
devices over data cables
is paving the way to more
intelligent buildings and
to the Internet of Things.
Sensors, Wi-Fi antennas,
lighting, video cameras,
medical technology,
emergency and access
control systems, remote
maintenance, checkouts,
terminals, scoreboards, air-
conditioning and heating
technology, thin clients and
lots of other digital systems
can be integrated.
Nutanix
launches new
SaaS offering
N
utanix has
announced
Nutanix Beam, a new
software-as-a-ser vice
(SaaS) offering that delivers
multi-cloud governance so
organizations can manage
their spending, security
and regulatory compliance
across nearly any cloud
platform. Beam is based
on Nutanix’s recently-
acquired Minjar Botmetric
service, which is already
used to manage more
than $1 billion of cloud
spend across Amazon
Web Services (AWS) and
Microsoft Azure.
The Nutanix Enterprise
Cloud OS software
helps companies reduce
complexity of their multi-
cloud architectures by
melding private, public
and distributed clouds into
a common IT operating
model for their end-to-
end infrastructure. Beam
further reduces complexity
by providing customers
with deep visibility and rich
analytics.
NetApp opens its DVEC Center
N etApp
unveiled a new
has data and cloud technology
to accelerate their
Data Visionary Engineering
Center (DVEC) in India
businesses,” said George
Kurian, CEO, NetApp. “As
to empower Asia-Pacific
customers and partners to
the leader in hybrid cloud
data services, NetApp
transform the world
with data. Along with
this, NetAPP has also
announced NetApp
Cloud Volumes
for Google Cloud
Platform, offering
customers a fully-
managed, cloud-native
file storage service
that’s integrated with is uniquely positioned
Google Cloud Platform to help them create new
(GCP). market opportunities by
“Companies are rapidly deploying new
increasingly looking at using technologies."
Hitachi Vantara introduces
AI Operations Software
H itachi Vantara has
introduced new
innovations to drive data
have an opportunity to
provide considerable
assistance to customers
center modernization.
The all-new, all-flash
and hybrid Hitachi Virtual
on their journey to
autonomous operations,”
said Eric Burgener,
Storage Platform (VSP) Research Vice-President of
systems and AI operations Storage, IDC. “Vendors like
software give customers Hitachi Vantara, with their
unprecedented agility and enhanced AI operations
automation to reduce costs portfolio, are leveraging
and increase operational AI/ML to simplify
efficiencies – the infrastructure management
foundation for any modern while improving platform
data center initiative. reliability, infrastructure
“As artificial intelligence efficiency and the ability
and machine learning to meet service level
technologies mature, agreements.”
enterprise storage vendors
ASUS India brings new range of
Gaming series with TUF Gaming
A
SUS India, while Arnold Su, Business
focusing on Development Manager,
diversifying the Gaming ASUS India, said, “We
series has introduced a take immense pride in
powerful duo – FX
504 TUF GAMING
and ROG G703.
FX504 is the first
laptop in the new
“TUF Gaming” Series
powered with 8th-Gen
processor. ROG G703
is also 8th-Gen powered
by the newest hexa-core
Intel i9 processor. The
new entrants provide introducing intuitive
unmatched toughness technology like TUF
and reliability allowing the GAMING and latest i9
consumer to multitask with processor in our newest
ease. 8th-gen editions lined up."
 DLB Propeller 5 DLB Echo 5D

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www.varindia.com May 2018 23

VOICE-N-DATA
Bharti Infratel announces
merger with Indus Towers to
create major tower firm
B
harti Airtel's
tower subsidiary
Bharti Infratel and Indus
Towers have decided to
merge their companies
to create one entity. With
a combined revenue of
around Rs.25,360 crore,
and 1.63 lakh towers across
22 telecom service areas
of the country, this new
pan-India tower company,
which will be named Indus
Towers Ltd, will easily
become the world's largest
tower company.
However, as per the
reports, Bharti Airtel is
planning a stake sale in the
Nokia to deploy FTTH network
across Nepal with Subisu
N okia and Subisu,
a leading Internet
Service Provider in Nepal,
will deploy a Fiber-To-
The-Home network across
Province 2 of Nepal to
provide enhanced, reliable
and quality services to
their subscribers. Nokia’s
GPON solutions will help
Subisu expand its network
and reach new customers.
Once deployed, the
FTTH network will enable
BSNL and SAP offer GST
solutions in Indian enterprises
S tate run telecom
major BSNL and
SAP SE have announced
signing of a Memorandum
of Understanding (MoU)
to jointly offer
innovative
GST solutions
to enterprises
a c r o s s
India. The
collaboration
leverages the
capabilities
of BSNL as GST Suvidha
Provider (GSP) and SAP
as Application Service
Provider (ASP).
BSNL, through its
network of appx. 115
million customer base
currently connecting 646
24 May 2018 www.varindia.com
new tower company that
will be formed after the
merger. The company in a
regulatory statement said,
"The board has decided to
engage with the potential
investors for evaluating a
strategic stake sale post the
completion of the merger."
The merger between
Bharti Infratel and Indus
Towers is happening at a
time when Bharti Airtel's
tower arm registered
8-per cent annual growth
in revenues to Rs.14,490
crore, while its net profit
slipped by 9 per cent to
Rs.2,494 crore.
Subisu’s subscribers to
enjoy new ultra-broadband
applications and services.
Subisu was selected
by the Nepal Telecom
Authority (NTA) to build
the FTTH network for
eight districts in Province
2 of Nepal. The new
network will enable
Subisu to deliver Digital
Television, IPTV and high-
speed Internet services up
to 1 Gbps.
districts, 4519 cities/
towns & 6.25 lakhs villages
across India, will provide
enhanced accessibility to
companies of all sizes,
specifically
S M E s ,
to create,
consolidate
and file GST
R e t u r n s
through SAP’s
ASP solution
in an easy,
secure and smooth manner.
The alliance will thus help
realize the full potential
of GST on the back of
BSNL’s country-wide
reach and SAP’s expertise
in providing robust
technology offerings.
Spirent forges
alliance with
Cohda Wireless
S p i r e n t
Communications and
Cohda Wireless have
entered into partnership
to support the testing
of WAVE-DSRC (V2X)
devices. Building on their
long successful cooperation
for testing the European
V2X standard ITS-G5,
Cohda Wireless and Spirent
will provide similar tests
for the USDOT WAVE-
DSRC standards, as per
IEEE1609.x and SAE
J2945/1.
Spirent and Cohda
Wireless will be participating
in the OmniAir Motor City
Plugfest where Spirent is
providing WAVE-DSRC
V2X conformance testing
at five test stations, enabling
V2X vendors to prepare for
OmniAir certification and
to improve their product
quality.
ACT Fibernet
raises data
limits of its
broadband plans
ACT Fibernet, a fiber-
focused wired broadband
ISP (Internet Service
Provider) in terms of the
number of fiber broadband
internet subscribers and
one of the most reliable
wired broadband internet
service providers in India,
recently increased the FUP
data limits across all its
broadband plans beginning
in Hyderabad. With this
move, ACT Fibernet aims
to meet the incessant
demand for higher internet
data among its existing
customers and enhance
their internet broadband
experience.
ACT Fibernet enjoys
the highest market share
in Hyderabad in wired
broadband market.
Coupled with incredible
internet speed the newly
revised plans will now allow
customers to consume
additional data basis his/
her usage needs.
Sequans and Sasken to bring new
LTE devices to vertical markets
S e q u a n s
Communications
our market reach,” said
Ajit Singh, SVP and Head
S.A. and Sasken – Communications &
Technologies Limited have Devices BU, Sasken. “We are
entered into collaboration customizing our Sequans-
to bring new LTE
devices based on
Sequans’ Monarch
LTE Cat M1/NB1
and Cassiopeia LTE-A
platforms to several vertical based solutions to adapt to
markets. non-3GPP requirements,
“Our collaboration such as to cover non-3GPP
with Sequans is based frequencies, to extend
on the development of transmit output power, to
3GPP-compliant devices, add security, and to improve
but we are adapting our operation in challenging
technologies to extend environments."
Vodafone now expands its
VoLTE services to Kerala
Vodafone has the best from Vodafone’s
announced the rollout
of its Voice over LTE
Data Strong Network.
Announcing the launch
(VoLTE) services across of the Vodafone VoLTE
Kerala. With this launch, service, Ajit Chaturvedi,
Vodafone is enabling Business Head – Kerala,
customers to make calls Vodafone India, said, “As
using VoLTE and enjoy HD a leading telecom services
quality crystal-clear voice provider in Kerala, we have
with super call connect. been making significant
Vodafone SuperNet 4G investments to expand,
customers can access upgrade our network and
Vodafone VoLTE for no to deploy new technologies,
additional charges and so as to ensure that we
all calls will be billed as provide the finest service
per existing plan or pack experience to our valued
benefits, thus experiencing customers."
NETGEAR unveils R6260 Dual-
band Smart Wi-Fi Router
N ETGEAR
announced the
has
launch of NETGEAR
R6260; an incredibly fast
router with a dual-core
880 MHz processor which
enables combined Wi-Fi
connections at Gigabit
your home with utmost
speeds of up to 1,600Mbps,
ease. With up to
providing enough wireless
300+1,300Mbps speed
coverage for larger homes.
and simultaneous dual-
The R6260 dual-band
band Wi-Fi technology,
smart router is compatible
the device avoids wireless
with the next generation
interference, ensuring
Wi-Fi devices and is
top speed and reliable
compatible with 802.11
connections. The device is
a/b/g/n devices
ideal for applications such
With its new and
as lag-free multiple video
enhanced features the
streaming, multi-player
AC1600 offers 3x faster
gaming, ultra-fast speed
speed and enables HD
and a secure and reliable
streaming throughout connection to the Internet.
 Friday, 25th May, 2018
Shangri-La Hotel, New Delhi
Theme :
Disruption - A New Reality BRAND ICON OF THE YEAR
Digital disruption accelerates improvements in business processes, elevates customer’s satisfaction and increases rev-
enue and business growth. Marketing technology has come a long way in enabling marketers to start real conversations
with prospects by providing content they care about and derive value from. This year, the 16th edition of Infotech Forum,
wherein the 7th edition of the Brand Book will be unveilled, will witness the recognition of Brand Icon of the Year.
Marketing investment builds sales over long term, but in the present
competitive environment the marketing team is under constant
pressure to achieve more and more with less and less. In our recent
interaction with 100 corporates in India, most of the CMOs spoke on
their shrinking budgets. So they have to work out how to spread their
wings wider and get the most bang for their bucks. At the same time,
they have to meet the challenge of driving immediate sales.
So there is a lot of pressure to really look at where they need to spend their money to get that return on investment. In order
to build brand equity and drive steps for their respective organisations, let’s see how these corporates have performed over
the last one year. It is worth mentioning that these brands have created impactful marketing which includes ways of cap-
turing great ideas, prioritizing ideas, and managing implementation of experiments of enhancing customer experiences.
Absolutely, it is the inherent quality and powerful asset of the MARKETERS.

Resulted double digit ROI by rightfull marketing spend by CMOs

Many More...

Only 10 CMOs to get recognised

FIVE TRAITS OF SUCCESSFUL CMO
Impactful marketing for the organisational growth Spending on internal marketing than external

Believing marketing as the revenue driver Working towards building corporate reputation

Successful in getting marketing money back

Brand Icons of the Year (BIoY 2018) awards are one of a kind and highly credible - facilitating entrepreneurs
and corporate houses for their contribution to the business world, innovation, leadership, entrepreneurial spirit and best
business practices, etc.

These awards are aimed to recognize and facilitate the most successful marketers in the corporate world.
For more information, please contact: publisher@varindia.com
www.varindia.com
www.mybrandbook.co.in HEAD OFFICE
Kalinga Digital Media Pvt. Ltd.
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Tel: 011-41656383, 41655458, Fax: 011-46061809
www.varindia.com May 2018 25
Email: info@varindia.com
CHANNEL BUZZ

IP-COM organizes Partners meet with DIGISOL delights its Channel

a plan to re-introduce itself in India
I P-COM India recently
held partners meet with an
initiative to re-introduce IP-COM
Brand in India. The meet was
attended by 30+ Prime Partners
across New Delhi region.
IP-COM’s strategy is to focus
on the SMB market in India and
provide the complete networking
solution for the customer instead
of single product. IP-COM pursues
the value of the solution. IP-COM
holds expertise to provide the most
suitable solution for the project,
such as hospitality, enterprise,
education, outdoor transmission.
With a re-entry in the Indian
market, IP-COM will be focusing
on the SMB market and CCTV
segment to fulfil market demand.
This time around, IP-COM is
M-tech Mobile conducts dealer
meet for its Gujarat partners
Partners in Mussoorie
differentiating itself by offering
direct support and price to its
Partners and SIs, which will default
D IGISOL Systems hosted
a partner event at
Mussoorie. The trip was organized
issue such as stock, RMA and
for all the partners to celebrate
project delivery incompetence.
their achievements in active and
The brand is also making sure to
passive networking business. The
keep abundant stock
event was organized from 14th to
for special projects
16th April, 2018.
and tenders which
“We intend to keep rewarding
will need products
our distributors from time to time.
in handy. With the
For us, the regional distributors are During the event, the company
complete solution
most important as they represent unveiled its latest strategic products
projects needing
the DIGISOL brand in the and solutions and shared market
more than only
market,” says Mandar Joshi, Head and sales insights.
products to make it
– Channel Business, DIGISOL In a constant endeavour to
successful, IP-COM
Systems Ltd. He added, “Such trips work closely with its partners
has also made sure
help in building excitement in the across the country, DIGISOL will
to have technical as well as pre-
channels and encourage them to continue to introduce number of
sales and after-sales service team
focus and improve their business incentive programs for its partner
ready so that the customer gets a
relationship with us.” community.
satisfactory result from the brand.
The brand assured they will
be introducing new price system
and new channel system and will
Inspira Enterprise hosts 9th edition of
make sure that they protect the
profit of their partners in this
its Annual Sales Conference at Bali
cut-throat competitive market. IP-
COM is aggressive on rebuilding
the channel system in India with
I nspira Enterprise pioneered
IAC, the Inspira Annual
Conference, marked its ninth
on LinkedIn, Twitter, Facebook
and Google+. Inspira Enterprise
standing true to its image of
each area consisting of two or year in Bali. IAC is an Annual innovation, this year went ahead
three distributors who will adhere Sales kickoff, which is also with Live Streaming of awards
to respective channel policy. attended by all the heads from night on Inspira Enterprise’s
various departments. At IAC Youtube channel, which was
2018, the stage was set to plan watched by many employees and
the New Financial Year, inspire their families, along with other
a growth mindset and celebrate partners back in India.
the success of its top-performing “The theme for IAC 2018 was

M -tech Mobile has recently

organized a meet for
its dealers in Goa. The meet was
attended by over 40+ leading
channel partners from Gujarat and
was intended to showcase M-tech’s
new range of products, consolidate
its relationship with existing
partners and attract new partners.
feature phones, its unique selling
proposition as a brand, upcoming
product roadmap and schemes for
channel partners. An open walk-
in session was conducted to get a
first-hand feel of the products with
the company’s officials educating
the dealers about the products and
after- sales service.

employees. Adding to the energy Q&A which stands for Quality

The senior officials from M-tech
presiding over the meet included
Goutam Jain, Co-Founder, M-tech
Informatics Ltd;Lalit Agarwal,
CEO, M-tech Informatics Ltd; and
Sandeep Bediawala, State Head.
The meet showcased M-tech’s
array of smartphones and
Speaking on the side-lines of
the meet, Lalit Agarwal, CEO,
M-tech Informatics Ltd, said,
“It has always been M-tech’s
endeavour to understand the
needs of its channel partners and
maintain a long term association
with them.
and prestige around the event,
senior executives from OEMs
like Array Networks, Avaya,
F5 Networks, Fortinet, Juniper
Networks, Motadata, NetApp,
Polycom, Ruckus &WinMagic,
Guardtime, i-Ram Technologies
and Manorama Infosolutions
were present.
Understanding the fast-
growing social media trend, there
were live updates from IAC 2018
and Accountability. Q&A was
intended to give an update on the
future aspirations and a synopsis
of the contribution made by
Inspirers,” said Manoj Kanodia,
COE, Inspira Enterprise.
The Conference highlighted
Review & Training Sessions
on Cloud, HCI, Blockchain &
Smart City Solutions, along with
Business strategies and Marketing
presentation for the year 2018.

26 May 2018 www.varindia.com

FACE TO FACE

Toshiba to carry
forward its 142 year
legacy with new
product innovations
Toshiba Gulf FZE has recently forayed into
the audio segment by launching a complete
range of audio products in the country. Santosh
Varghese, Vice President - General Manager&
Digital Products & Solutions - Toshiba Gulf
FZE in a chat discusses the company’s GTM
strategy and the plans for the audio market
India is a strategic growth market for Toshiba, considering the business
potential for Audio products in India which is estimated to be around
$1-Billion this year, which is further expected to grow at a CAGR of 12%
until 2021.
“Our product strategy will be focused mainly around high value products
like Sound bars and range of trolley speakers, and high volume products like
mobile accessories including On/IN/Over the ear phones mainly in the
Wireless/BT category,” says Santosh Varghese, Vice President & General
Manager, Digital Products & Solutions - Toshiba Gulf FZE.
Currently in Japan, Toshiba Audio products have a 40% market share
in the RCR category. In India, its target is to achieve 15-18% market share
within 2020. To achieve this target, Toshiba is investing in brand category
development by connecting with its target segment including Zillennials
and GenX Xennials, channel development, and implement a solid product-
sellout driven business model.
Toshiba’s ‘Go-to-market’ strategy will be to focus more on locally
fit products that deliver high quality and reliability; introduce a range of
products & technology that fit the wide range of market segment in India
especially focusing on Category B & C towns and a good mix of online and
Santosh Varghese
Vice President & General Manager, Digital
Products & Solutions - Toshiba Gulf FZE
offline sales channel.
“We will focus on Toshiba’s USP of high quality and reliability of
its products which will be our competitive edge in this crowded audio
segment. We will also focus on ‘’Time to Market’’ by introducing the latest
technology in the Audio segment,” says Santosh.
He further adds, “We will be launching a wide range of entry and
mid-range audio products. We will also be introducing a wide range of
differentiated model in the mobile accessories segment and nostalgic
models for GenX like the Vinyl Players, Transistor Radios, and Cassette
Players.”
There seems to be a clear shift from ‘price-sensitivity’ to ‘quality-
consciousness’. As brands like Toshiba step in with high quality and
reliable products, consumers are now increasingly staying clear from low-
priced unbranded products. As most unbranded players don’t focus on
quality, they just add to the ‘digital waste’ in India.
“Toshiba’s long and rich history of innovation for over 142 years has
witnessed many ‘Industry First’ innovations that set the benchmark and
we will continue to build on our brand philosophy based on this culture of
Leading Innovation,” concludes Santosh.

CHANNEL BUZZ
PCAIT and FAIITA jointly organize Channel Vistas 2018
Progressive Channels’ Association of Information Technology
(PCAIT), along with the support of the Federation of All India
Associations of Information Technology (FAIITA), has organized its
Channel Vistas – 2018 in New Delhi. The event was attended by traders,
system integrators, IT vendors, etc from across the country.
150 members of FAIITA and PCAIT participated in it. The conclave
was aimed at networking amongst the state champions of IT business,
system integrators and vendors so that it encourages business growth
and enhances the quality and quantity of IT business throughout India.
The first session of the conclave was devoted to FAIITA and it was
inaugurated with the welcome speech by FAIITA President Champak
Gurjar and the second session was for PCAIT. This session was
inaugurated with the welcome speech by PCAIT President Alok Gupta.
Champak Gurjar, President FAIITA said, “The only aim of A discussion was held in the second session with the title
FAIITA was to unite the entire India. Initially there were many small IT “Enhancement of Business Prospects amongst the Members” and it
associations but now all the association are getting united. We wanted was moderated by General Secretary of PCAIT Saket Kapoor and Vivek
to get connected with each other and FAIITA should be the connecting Sharma. PCAIT members, along with other association members, also
link. It is a platform where the channel community can grow the business. participated in the discussion and expressed their views.
We have signed a MoU with Taiwan so that we can leverage each other The FAIITA President Champak Lal Gurjar, PCAIT President
to grow our business.” Alok Gupta and General Secretary Saket Kapoor highlighted the need
It was also announced in the meet that a Memorandum of of organizing this kind of conclaves in different states in every three
Understanding (MoU) has been signed between FAIITA and four months to ensure revival of their activities and business initiatives thus
vendors – HP Inc., Dell Lenovo and Acer that the pricing of products in achieving the aim of enhancing the IT business prospects and also to
both online and offline will be same. In case of a breach, the vendor will resolve any problem.
issue a credit note to channel partner.

www.varindia.com May 2018 27

INTERNATIONAL EVENT

David J Henshall
President & CEO
Citrix

Accelerate To Win
….. The Future of
Work at Citrix Summit 2018
Anaheim, CA (USA): Enterprises have data than all that is already in existence. And Workspace will power a new generation of
become more susceptible to cyber-security millennials — that digital-born, social-platform- workers with a next-gen workspace that makes it
risks as work becomes more distributed and dwelling generation — are now the largest possible for work to happen wherever users are.
employees use cloud apps without its knowledge portion of the workforce. To realize the benefits Citrix is working with strategic alliance
and consent. IT is increasingly becoming of these shifts will require us to transform the partners to give customers a fully-integrated,
uncertain about where SaaS and web apps are way we do business. We need to spend less time fully-supported solution that delivers simplicity,
being accessed, or where sensitive data resides. managing technology and more time harnessing scalability, and security.
Citrix Access Control attempts to alleviate such it for innovation,” David further explained. One of the important pillars of focus for
cyber-security concerns. There was an earthquake in the morning at Citrix is choice without compromise, because
Citrix Synergy 2018,the annual customer 4.15 am of 4.5 magnitude in the richter-scale but of which Citrix workloads can be run on any
conference that happened at the Anaheim the earthquake’s 27 aftershocks were no match cloud, including Google, AWS, Oracle and
Convention Center, Anaheim,California (US) for the announcements that followed, beginning Azure. Citrix will also provide day-one support
was a huge success! It was a three day event. with Citrix Workspace app, the industry’s for Windows Server 2019. With Citrix Endpoint
There were certain big announcements made first digital workspace to unify and secure all Management, Citrix will unify management of
by David J Henshall, President & CEO-Citrix. apps and content for all devices. Along with all devices, from mobile to IoT, in an easy-to-
The event was kicked off in presence of 2,500 Citrix Networking and Citrix Analytics, Citrix adopt cloud service that offers support for
people who had come from across the world.
VARINDIA was hosted in the event. The
Opening Keynote was on The Future of Work,
and how Citrix is making it possible.
Beginning the conference, Mark Ferrer,
EVP and chief revenue officer, spoke about the
evolution of Citrix products into solution sets
that really resonate with customers, partners
and employees. Before introducing CEO David
Henshall, Mark took everyone back to 2017
when Citrix saw a 122% increase in new patents
and an 80% increase in product releases, and
then the roadmap for 2018.
“As Citrix accelerates to cloud and unifies
the portfolio, digital transformation is “not
just an opportunity, it’s an obligation to our
customers. And it all starts with you,” David said
in his presentation.
“More than half of all workloads will soon Press and Analyst Q&A with CEO David Henshall
be running on the cloud. 2018 is likely to be and Chief Product Officer PJ Hough
the year where the world will generate more

28 May 2018 www.varindia.com

Chrome OS, Apple tvOS and new devices
including Alexa for Business. It provides IT and
security teams with policy controls they never
had before for managing the access and use of
SaaS, web and the internet sites.
Citrix Workspace features includes instant
password-free access to SaaS, mobile and
Windows apps, pre-integrated, resilient and
high-performance networking and universal
search across the entire workspace. Add in Slack
integration plus self-service app and desktop
provisioning with Service Now, it’s a game-
changing, unified environment including SSO
that’s available now.
Citrix Innovation Award
During the keynote, Citrix chief marketing
officer Tim Minahan introduced the finalists for
the 2018 Citrix Innovation Award: Germany’s
WAGO, the UK’s Beazley and Health Choice
Network from the U.S. WAGO has developed
and produced innovative products for power,
transportation, process, industrial and building
automation markets for more than 60 years.
Citrix cloud solutions allow them to scale
quickly, maintain security, and remain agile as
they keep up with their rapid growth goals. This
Disruption comes in various shapes and forms
In an exclusive one-on-one interaction
with VARINDIA, Citrix Senior Director,
Marketing Development, Jeff Sanderson
discussed on the IoT, automotive industry,
insurance and the challenges being faced
with absorbing data and security. He had
discussed on the focus of Citrix, the
challenges that need to be tackled with
product initiatives through security and IoT,
besides the security vision for the Citrix
business.
“With our existing 4, 00,000 customers,
enterprise IT is increasingly becoming
hybrid and multi-cloud.Companies are
looking to tap into the business benefits that
different cloud platforms are offering them.
We ensure that adding a platform doesn’t
increase the administrative load, thus giving
you the true freedom to choose the platform
that best fits your organization. Also, the
huge focus is on security at the workspace
with the web application firewalls, which
Super Session with Dr. Condoleezza Rice
prestigious award spotlights customers who are
using Citrix solutions to drive innovation and IT
simplicity.
The second day, was equally exciting
with the presence of the most influential and
powerful people in the world, Dr. Condoleezza
Rice. She rose from a childhood in segregated
Birmingham, Alabama,
to become advisor to
presidents and an architect
of transformational
diplomacy during a time
of unprecedented and
tumultuous world affairs.
“Technology is not good
or bad. It’s neutral. The
question is how it is applied.
Sometimes innovation in
technology is not matched
by wisdom,” explained Dr.
Condoleezza Rice. The
Stanford professor and
the 66thU.S. Secretary of
State opened the second day morning’s Super
Session with a thought-provoking discussion
that touched on topics from growing up in the
Security at the workspace helps to make things secure…
Jeff Sanderson
Senior Director, Marketing Development
Citrix
helps to make the things secure.
As disruption comes in various shapes
and forms, we need to embrace newer
segregated south protected by faith, family and
education to the enduring ideal of democracy.
Dr. Rice had shared her thoughts on the art of
diplomacy and its significance, not only on the
world stage but also in business, the workplace,
and within work teams.
As the first African-American woman
Secretary of State and the first woman National
Security Advisor, Dr. Rice is a living inspiration
of leadership with a unique perspective on
global politics and the rise and fall of nations.
She shared her thoughts on the challenges facing
the county of USA- “If it feels chaotic, that’s
because it is,” she said. She has spoken on how
she was doing her job is not to make comfortable
to all but rather to make more capable and
says,“It doesn’t matter where you came from, it
matters where you are going,” she said.
Tim Minahan, Citrix SVP, business strategy,
and chief marketing officer, joined Dr. Rice
onstage for an excellent and wide-ranging Q&A
on diversity, immigration, mentorship, and world
conflicts. Ultimately, Dr. Rice offered her own
optimistic view. “I have seen so many things
that seemed impossible in retrospect becoming
inevitable in retrospect,” she said.
technologies like edge computing. Without
platform-independent solutions for every
new platform, the administrative burden can
increase to the extent that it can annihilate
the business case. 99% out of 100% are
moving towards the multi cloud opportunity.
Citrix has also spoken about to keep
adding to the list of supported clouds, that
includes new power management capabilities
for workloads on Google Cloud Platform
(GCP). This adds GCP to the list of XenApp
and XenDesktop service cloud platforms
which also includes Azure and AWS. Citrix
will continue to add support for additional
cloud platforms based on customer demand.
Lastly, talking on the Key priorities for
the year 2018 is on Future works and working
with the strategic partners and customers,
Citrix workplace is really a great opportunity.
It is all about how Future works.”
www.varindia.com May 2018 29
INTERNATIONAL EVENT
Citrix helps organizations in the digitization drive
In an exclusive interaction, Ravindra Kelkar, Sr. Director-Enterprise & Public Sector, Citrix India
shares how India as a market fares for the company and the growth strategies it has zeroed down -
What is your India strategy
for growth?
Citrix finds itself to be favourably
aligned with the government’s Digital India
mission. Today, we are focused on fuelling
the needs of public sector enterprises as well
as Central and State Government agencies
by leveraging IT for better customer service.
Improved workforce productivity and better
efficiencies across the enterprise supported
by modern IT architecture/infrastructure are
outcomes we intend on providing, through
our innovative solutions, by catering to their
specific requirements. This also offers Citrix
an opportunity to provide value through our
digital workspace, networking and analytics
portfolio. Citrix has dedicated teams and
focused Go-To-Market to address both
these market segments. We are also actively
working with large System Integrators who
are involved in addressing some of these
large projects.
How the Citrix security
alliance works for offering
better user experience.
Adoption of technological solutions has
been on the rise across the globe. However,
this also creates room for new security threats
to an organization. Malicious external bodies
can easily penetrate an organization through
internal systems. Therefore, organizations
need to adopt appropriate security frameworks
to protect data handled by employees, while
Super Session highlights
There were many sessions and every session
was full of content and knowledge driven for
the audience attending the summit. On its third
day event, which was the last day, the keynote
session was from Michael Monroe Lewis, who
is an American non-fiction author and financial
journalist. He said that if human beings were
natural statisticians, there would be much
less opportunity to exploit it with better data.
Michael was explaining on how the enterprising
analysts in baseball and on the trading floor
found a way to leverage data to their advantage,
making millions in the process—stories he told
Citrix Synergy Final Night Party
30 May 2018 www.varindia.com
Ravindra Kelkar
Sr. Director-Enterprise & Public Sector
Citrix
also allowing them the flexibility to work
in this environment without disrupting the
established momentum. Citrix simplifies this
process by providing an expanded security
approach that combines the capabilities
of our Networking portfolio with Citrix
Unified Endpoint Management and Citrix
Analytics. This enables an organization to
look at security posture from a completely
new angle and have a secure digital perimeter
for optimum visibility and control. Citrix
Analytics in particular makes use of AI
and machine learning to detect threats and
anomalous behaviour.
Additionally, the Citrix Cloud offering
also allows users to manage data seamlessly
in Moneyballand Flash Boys and spoke about on
how to leverage the power from autonomy and
artificial intelligence.
Lewis’s research points out that “people who
aren’t using analytics intelligently are making
intuitive judgements—and they are flawed.” At
the same time, he says there’s a limit to using
algorithms alone to make decisions. Lewis
explained that the work of finding a balance
between data and people never really ends.
His most recent work, The Undoing Project,
concedes that we are aware of our cognitive bias.
Overall, Synergy has been a valuable summit
and it was absolutely a knowledge event not to
and in a customized manner. Organizations
across sectors have their own cloud strategy
that could be multi-cloud, private, public
or hybrid; or a combination of all of these.
Irrespective of the approach, Citrix is capable
of empowering organizations on their cloud
journey with our set of offerings in a secure
environment, moving away from traditional
way of looking at point solutions.
What is your strategy for the
year 2018?
Given the massive adoption of
technological solutions and shift in strategy
across enterprises, cloud and cloud enabled
SaaS apps will dominate above all other
solutions in 2018. When combined with
AI, machine learning, IoT and analytics, the
capabilities of cloud are endless. Businesses
are therefore focusing on revaluating their IT
requirements to ensure accelerated growth.
While businesses are strategizing about their
use of technology, security is also now a
pertinent part of boardroom discussions.
At Citrix, we understand this shift of
organizations and are aligning ourselves
to offer the right mix of unified digitized
solutions. Our cloud portfolio is enabling
organizations to make the shift towards
virtual datacentres. Further, our offerings
in Networking and Analytics ensure the
existence of a secure and digitized perimeter.
We at Citrix, are therefore focused at
reinventing and simplifying our solutions to
aid organizations in their digitization drive.
be missed. The Final Night Party was celebrated
in the House of Blues.
There was also an announcement for the
next year Citrix Summit 2019 that is scheduled
for January 7-9 in Orlando, Florida.
Deepak Kumar Sahu
Chief Editor, VARINDIA
FACE TO FACE
Dell EMC’s CI model
offers enterprises more
simplicity and flexibility
In a discussion with VARINDIA, Rajesh Ramnani, Regional Director -
CPSD, Dell EMC India talks about expansion of its converged infrastructure
system with the addition of its next generation VxBlock System 1000, the
targeted verticals it is focusing with this and much more…
Brief us on Dell EMC's
Converged Infrastructure model.
Traditional converged infrastructure
systems often require you to choose different
systems for different applications’ performance,
capacity, and data services needs. The VxBlock
System 1000 breaks the boundaries of
traditional CI by offering the industry’s first
converged system designed for all workloads
in the modern data center with unprecedented
choice to mix, share, and adapt pools of
market-leading storage, data protection,
and compute resources for all workloads to
maximize performance and utilization. It
offers trusted life cycle assurance with a unique
Release Certification Matrix and a dynamic Life
Cycle Assurance Portal that provides proactive,
customized recommendations to accelerate and
simplify the infrastructure update process. And,
NVMe-ready to ensure that the system is future-
proofed to deliver on extreme performance
requirements.
VxBlock System 1000 brings together leading
technologies from Dell EMC (including Dell
EMC Unity, VMAX, XtremIO, Isilon, Avamar,
Data Domain, NetWorker, RecoverPoint, and
VPLEX), Cisco, (including USC B-Series and
CSeries servers, Nexus LAN, and MDS SAN
switches), and VMware (including vSphere
and vCenter). All system elements are pre-
integrated, pre-configured, then tested and
validated before shipping. Turnkey integration
allows you to operate and manage your system
as a single engineered product, rather than
as individual, siloed components. Ongoing,
component-level testing, and qualification result
in a drastically simplified update process. The
result is significant time and resource savings
throughout the system life cycle, allowing you
to focus your resources on business innovation.
Kindly elaborate about Dell
EMC's latest VxBlock System
1000 offering.
We have recently announced the
expansion of our market-leading converged
infrastructure (CI) system with the addition
of the next generation Dell EMC VxBlock
System 1000. The new system breaks the
physical boundaries of traditional CI and
offers enterprises even greater simplicity and
flexibility to help accelerate the IT and digital
transformation efforts. The VxBlock 1000
is designed to support workloads of all types
and includes a substantially broader choice of
world class storage arrays, data protection and
compute than previous-generation VxBlock
Systems. This new system’s all-in-one, multiple-
technology design expands upon CI’s promise
by further simplifying IT infrastructure lifecycle
management through extensive pre-validation.
This enables IT staff to be freed from time-
The VxBlock System 1000
consuming administrative tasks, so they can
focus on higher-value, business innovation redefines the converged
projects. infrastructure market, so you
What are the verticals you are can free up even more resources
targeting with this offering? How to focus on innovation and
is it going to help the verticals? accelerate your IT transformation.
Some key Verticals which will highly benefit
this includes the Banking and Finance, IT/
ITES and Public Sector, as these segments have
The benefits include -
been early adopters of Converged systems of
DELL EMC. However, with flexibility offered • Greater business agility with
by VxBlock 1000, new segments like Telecom,
Retail and Manufacturing will be fresh target the ability to choose the right
verticals. mix of resources and data
What kind of value additions services that your evolving
can Partners offer while selling applications need, when they
Converged Infrastructure? need them
Partners today can leverage VxBlock 1000 • Improved data center
platform and provide added services over and
efficiency by pooling and
above the end to end solution offered by DELL
EMC; it starts right from being an evangelist to sharing resources to maximize
a customer in their journey to cloud, but over utilization, eliminate stranded
and above it allows partners to offer services
including, but not restricted to:
capacity, and increase ROI
• Better operational simplicity
• Migration from legacy to new environment. through a turnkey, automated
• Offer services to help create Self Service
environment for customer engineered system experience
• Help customer create a charge back and life cycle assurance that
mechanism for resource usage on VxBlock free up resources allowing
1000
you to focus on innovation
• Create approval flow for automated cloud
environment on top of VxBlock 1000 rather than infrastructure
platform
management
• In turn moving their own company move to
different league of service provider.
www.varindia.com May 2018 31
EMINENT CIO'S OF INDIA

The cyber threat environment is intensifying dramatically. Concerns about the misappropriation of financial and personal data, while important
have been supplanted by the spectre of an even larger and more devastating threat. Management teams will be pressed, as never before, to
address concerns from data protection authorities, supervisory boards and journalists about their state of preparedness.

According to the study, currently 85 percent of firms surveyed said they would increase the budget their company allocates for digital transformation
by next year, with 37 percent indicating the increase would be by 10 percent or more. Further findings from the study include the following -

• Retail outperforms other industries across all three categories, setting the standard for creating innovative, digitally-driven customer experiences.
• Banking firms are ease-of-use leaders, yet they face investment challenges, including slow economic growth, low interest margins, increased
regulation, and changing consumer expectations.
• Healthcare companies traditionally lag behind other industries in adopting business technologies that help with customer engagement. This is
tied to intense regulatory requirements leading to a significant focus on security of customer data.
• Insurance organizations are just beginning to digitally transform as the complexity of products and services, legacy technology reliance, and
risk-averse cultures all affect how fast insurers can move forward with their digital transformation journeys.
• Telco firms are shifting to customer-centricity, driven in part by low customer satisfaction and disruption caused by over-the-top (OTT) providers.
• Media companies have the most ground to cover in digital transformation. They also represent the group least likely to increase investment in
digital transformation.

The study also recommends that firms be customer obsessed by building visions for winning over executive stakeholders, establishing baselines to
build digital transformation roadmaps, and putting innovation at the heart of their firms’ cultures to ensure greater digital transformation maturity.

Most of the companies are preparing to make digital transformation a priority, they have a long way to go before achieving any kind of mastery
over the multiple disciplines required to effectively innovate. Firms that are obsessed with their customer’s experience can achieve significant opera-
tional efficiencies and put innovation at the heart of their respective cultures and are the ones that will see the greatest benefits from digital transfor-
mation. In today’s business climate, with industries being disrupted at every turn, companies must be able to quickly change their products and
processes to take advantage of new market opportunities. As the study finds, improving digital maturity will be key to meeting the changing needs
of customers in an evolving marketplace.

KEY TAKEAWAYS:
In the age of the customer, empowered, demanding customers can exercise more choice than ever before in deciding which companies will earn
their business, and which will fall by the wayside. To keep up, firms must invent or reinvent their businesses with technology at the core, or watch
customers defect as their markets are disrupted. To move forward on digital transformation, firms must evaluate their current capabilities, and then
plot a path forward accordingly. Furthermore, firms must move soon to keep up with the fast pace of digital change. In the age of the customer,
firms must adapt or be swept aside.

MRUTYUNJAY PUNEESH RAJESH RP

MAHAPATRA LAMBA UPPAL RATH

SUBROTO SUMIT T.G. UMESH

PANDA SINGH DHANDAPANI MEHTA

V
RANGANATHAN VIJAY VIKAS VIPIN
IYER SETHI ARORA KUMAR

FOR MORE PAGE NO. 54-55

32 May 2018 www.varindia.com

CIOs across the country are constantly evaluating on the opportunity of emerging technologies, business models, and economic
movements being fired at them - Machine Learning, Blockchain, Internet of Things, Industry 4.0, the Subscription Economy, Autonomous
Everything, Digital Transformation and so on.

There were increasing number of security breaches across verticals in 2017. One company’s CEO, CIO, and chief information security
officer lost their job as a result of a breach that resulted from the company’s failure to patch a known vulnerability in key systems, forcing
it to spend millions of dollars cleaning up the mess. The fact is it is absolutely difficult for the companies to keep throwing money at this
problem. Some say that cyber security is their companies’ No. 1 IT challenge, and that it’s the issue that’s most personally worrisome to
them; their companies actually spent less money on cyber security in 2017 (as a percentage of their IT budgets) than they did in 2016; the
year 2018 sees a newer approach towards cyber security by getting smarter and more efficient about how they protect their valuable
data assets, especially the data they hold on customers and business partners.

Enterprises are seriously thinking to deploy new technologies such as Internet of Things devices, artificial intelligence, blockchain and
more if they are to remain competitive in the marketplace. These technologies introduce new risks that will further test enterprises’
capacity to effectively and securely leverage technology. But no CIO can ignore the considerable business opportunities those
technology-based advances present - lower costs; more efficient supply chains; more secure networks and data storage; more dynamic
and reliable products and more personalized customer service. In an IoT world - there are expected to be billions of IoT devices globally
by 2020 – traditional approaches to data management might not cut it to sustain value from your data.

It’s the hard fact that customers’ data could be more secure on their own premises, if they could manage it properly - suggestion is to go
for the Hybrid model. Today, a complete workspace must include mobile applications, and IT must adapt to securely deliver them, in
additional to virtual Windows desktop apps, SaaS and web apps, as well as file sync and sharing.

The Gartner 2018 CEO and Senior Business Executive

Survey of 460 CEO and senior business executives in the
fourth quarter of 2017 examined their business issues, as
well as some areas of technology agenda impact. In
total, 460 business leaders in organizations with more
than $50 million in annual revenue were qualified and
surveyed.

IT remains a high priority coming in at the third position.

Workforce has risen rapidly this year to become the
fourth-biggest priority, up from seventh in 2017. The
number of CEOs mentioning workforce in their top three
priorities rose from 16 percent to 28 percent. When
asked about the most significant internal constraints to
growth, employee and talent issues were at the top.
CEOs said a lack of talent and workforce capability is the
biggest inhibitor of digital business progress.

Digital business matters to CEOs; this positive attitude

toward digital business is backed up by CEOs' continuing
intent to invest in IT. Sixty-one percent of respondents intend to increase spending on IT in 2018, while 32 percent plan to make no changes
to spending and only seven percent foresee spending cuts. More CEOs see their companies as innovation pioneers.

The most important is there’s so much data available today that the ability to understand your customer and connect with your customer
in a fundamentally different way is now possible. The question is now what do you do with that? But the potential to shift business models
and move into adjacent spaces is really unparalleled.

To summarize, many company like Microsoft, Amazon, Google, Alibaba, IBM, Salesforce, oracle, SAP and Indian companies into Data
center business SIFY, Netmagic, CtrlS, ESDS and BSNL is coming out with their various cloud offerings for flexibility, and that creates massive
opportunities for their growth. Cloud computing finally gives CIOs the framework for that escape, as it offloads much of the
maintenance/support heavy lifting to service providers that are better equipped to manage those tech workloads, freeing IT organizations
to focus on creating digital innovations that truly deliver a competitive advantage.

KEY TAKEAWAY

The challenge now for CIOs who have embraced cloud services is to move at least select employees out of their routines and comfort
zones by setting up structured, ongoing processes for hatching, vetting, prototyping, and testing new ideas being offered by the
vendors providing cloud/loud services.

www.varindia.com May 2018 33

EMINENT CIO'S OF INDIA
VARINDIA CONGRATULATES
“Our investment plans will be based on
customer requirements as most of our projects
are customer driven and specific to the custom-
er. Also I believe our IT landscape is strong
enough to continue with our existing
customers.”
Adoni Gururaja Rao
Director - IT Services,
Telenox Technologies
“The role of the CIO centres on motivating and
developing agile teams which can partner with
business to provide effective solutions. I ensure
that my teams are constantly learning, reskill-
ing, and training to take on new challenges.
The leader needs to assess the technologies
and design an architecture that can manage
complexity and the agility of the business.”
Chandrasekar R
Chief Technology Operation & Infrastructure
Officer (CTOIO) Matrimony.com
“Allocating 50% or more budget to technology
will not solve the problems we face in IT
Security. I think by employing skilled people,
we can save on the IT budget a lot and can do
the same amount of work with only 50% of the
total IT Budget. The IT policies have to be such
that when any new changes are necessitated,
they can be quickly adopted in our system.”
Deepak Kalambkar
IT Head
Marvel Datatech
34 May 2018 www.varindia.com
“We will be focusing on basic AI, AR utility,
blockchain technology usage in ocean logistic
domain, enhancing Mobile Apps usage and
cyber security enhancement. We already have
significant usage of Mobile Apps and have a
plan to extend its usage in all functional
areas.”
Anjan Deb
GM-IT (CIO)
The Great Eastern Shipping Co
“The biggest challenge still continues in
evangelizing the changes, educating the
workforce and adoption of these technologies
which can benefit the stakeholders. The depth
of the changes happening in the technology
field is too vast for any one individual to
master in a lifetime and develop systems.”
Chandra Mouli
CIO & CTO
Sankara Nethralaya
“As a technology enabler we are placing our
bets on four key aspects namely digital engineer-
ing, smart manufacturing, pervasive technolo-
gies and perceptual engineering. Through these
technology pillars, L&T Technology Services
will be relevant today, tomorrow and the day
after and become the global leader in engineer-
ing services in the years to come.”
Dr Keshab Panda
CEO & MD
L&T Technology Services
“The new age technologies like AI, ML etc. are
becoming more relevant and new skill addition
will continue to be the biggest task for a few
more years. With the plethora of new age
technology options available, CIOs are much
better poised to do so and they should take this
opportunity ahead.”
Ashok Cherian
Chief Information Officer
Emami Agrotech
“During current FY 2017-18, our focus was
mainly on compliance and operational
efficiency. To this extent, we spent our time,
energy and budget towards creating a virtual
data room, integrating our SCADA systems
with IoT, carrying out feasibility study and
then implementing a robust cloud-based
compliance tool to cater for our business risk.”
Col. K K Chaudhary
Executive Director-IT & IS
Lanco Group
“In the age of intensifying nationalism which
can sometimes depress the competition, or
dampen the growth, we aim to work to counter
these roadblocks by promoting partnerships,
encouraging innovations and leveraging
service models with the concerned customers,
governments and institutions.”
Faiz Alam Shaikh
Director, Network Operations and
Technology, Mastercard
THE EMINENT CIOS OF INDIA
“Skill augmentation, staff performance
management, training and e-learning etc. are
essential components on the path to success in
the face of new challenges due to demands of
the complexities of the requirements. Banking
is going to be a platform for all other players to
step in and do their business with the clients,
not bothering to do the banking themselves.”
Gagan Bihari Satapathy
Asst. Vice President(IT)
Bank of India
“SCM has become very challenging and
complex due new business requirements and
new avenues and demands. Architecture
change to cater to future dynamics, SCM
enhancements, collaboration platforms, API
development, new age Interfaces, Analytics
and its proper business impact are some of the
plans for this year.”
Meheriar Patel
Group Chief Information Officer
Jeena & Company
“With new responsibilities for incorporating
digital change into strategy, some CIOs are
being recast as 'Chief Digital Officers'
(CDOs). For me digital transformation is to
help and make customer experience better,
online world have enabled organizations to
achieve better, cheaper and faster if we are
working with online platforms today.”
Rahil Sayed
Director-IT
Techyard Technologies
“While there will be new technologies taking
shape based on the Fintech’s pushing large
institutions to look at new ways to reach out to
clients and inducing a millennial thinking into
the technology deployments, it is how well the
technology solutions and applications are
deployed to be able to attract more clients and
utility for the Business groups is the priority.”
KRC Murty
VP & Group CIO Function
Safety and Soundness, Deutsche Bank AG
“My recent focus has been towards strengthen-
ing IT controls and systems on the cyber
security posture of our organization. As cyber
security has become a clear concern at the
highest levels, we are currently evaluating
systems which help us to measure and quantify
the cyber security posture of our organization
against our organization-wide KPIs.”
Naveen Gulati
Corporate VP & Group CIO
Fourth Dimension Solutions Ltd.
“Technology is fast changing and hence to
adopt the latest technology more budget needs
to be allocated. Unlike Research & Develop-
ment nowadays Organization are forming a
separate cell 'Technology/Innovation' for
which separate resources/budgets are allocat-
ed. This is very much essential to adopt the new
technology in a short of span of time.”
Rajeev Khade
Asia plant IT Infrastructure
Adient
“We are working towards consolidation,
standardization, and digitization and adopting
business intelligence as the next step. Besides
using several traditional ways of advertising,
we have got a strong e-commerce website that
facilitates the modern, digital group of
consumers to easily grab the products and
services that attract them.”
Manish Gaur
Head of IT
Patanjali
“Companies need to be able to respond quickly
and flexibly to market developments. We had
collaboration with vendors to develop the Cloud
Integration Center. We are planning to invest on
SAP Upgradation, IoT, Business analytics tools,
Robotics, Customer Portal, Social Analytics
tools in Digital transformation project and
upgrade the current security landscape.”
Paresh Goswami
IT Head
Chiripal Group
“It is important for C level leaders to bring in
the specialist skills and deliver on the new
technologies to the enterprise. It is incumbent
upon especially CIOs to keep the enterprise
competition ready. Some of the priorities going
forward are to drive more online and digitali-
zation and keep the organization nimble and
ready.”
Rajesh Batra
VP-IT
Kokilaben Dhirubai Ambani Hospital
www.varindia.com May 2018 35
EMINENT CIO'S OF INDIA
VARINDIA CONGRATULATES
“We are investing into IoT products, and
trying to implement technology in most of our
products today; so our focus remains on
technology and how do we use it to help
Havells achieve its vision. That is my motto
and that is what I do. As a matter of fact,
technology is playing an integral part in
helping Havells.”
Sachin Gupta
Sr. Vice President & CIO
Havells
“We have recently deployed a blockchain
platform. We are working on deploying chat
bots on our platforms. Also, we are working on
Robotics Process Automation and would be
deploying it soon in our environment. Continu-
ous work is also going on in improving security
levels for our applications and IT infrastruc-
ture.”
Sunil Kumar
CTO
Mynd Solutions
“Banks and Financial sector players are
traditionally cautious and many in India are
critically vendor dependent. For example, the
adaptation of cloud, simply a matter of time,
could unrecognizably alter the procurement,
provision and use of hardware. Datacenters of
racks of servers will be rendered redundant
with Capex turning into Opex.”
Mrutyunjay Mahapatra
DMD & CIO
SBI
36 May 2018 www.varindia.com
“A micro segment is defined as that exact part
of the general buying category that triggers the
purchasing decision—not the category itself.
Going forward, organizations will need to
know their micro segments. To put it another
way, adopt a B2C (business to consumer)
mindset even if operation is predominantly
B2B (business to business).”
Sandip Pradhan
Chief - IT
Exide
“IOT, mobility, automation, cloud, AR /VR are
some of the technologies being evaluated for
adaption or are being adapted. Like any other
organization, we are also seriously consider-
ing these for adoption. IT should play a role in
evangelizing these technologies within the
organization, create use cases and educate
business users.”
Vilas Pujari
CIO & VP
ACG Worldwide
“Most evolved organizations have taken the
route of Hybrid IT where the key services like
the governance, compliance and strategy are
kept in-house whereas development, testing
and support are outsourced to partners. The
benefit that this model provides is that they get
access to latest/emerging skills on demand and
get service level agreements as an addition.”
Puneesh Lamba
Group CIO
CK Birla Group
“Choosing the right resource with critical
people skills will always be the key enabler to
success. With this fast paced technology
enabling disruption, skills and knowledge
required over the next decade will hardly have
resemblance to the skills and knowledge we
have today; so all of us need to learn, unlearn
and relearn to stay relevant.”
Sanjay Mahajan
CIO
Satin Creditcare
“It is true that it is the CIO’s responsibility to
setup the IT landscape where you can integrate
the best of the breed applications. It is very clear
that there is no single application which can
meet all Business need at the same time. In my
case we have integrated applications like Bar
code, Customer service, sales CRM, HR portal,
Forecasting and replenishment and few more.”
Virendra Bansal
Group CIO
SAR Group
"We have already embarked on a journey
towards providing enhanced customer experi-
ence to drive business growth. We are developing
a new customer management system at dealer
end to improve life cycle value to customers. The
objective is to improve the customer experience
to drive business value and maximize the custom-
er acquisition, satisfaction and retention.”
Rajesh Uppal
Executive officer (IT) & CIO
Maruti Suzuki India
THE EMINENT CIOS OF INDIA
“The priorities for us includes cloud adoption,
thereby reducing on-premise DC foot-print
and reducing Cost by deploying right-sized
and right-fit solutions as per business needs.
We have taken various decisions to move our
core services & platforms and different type of
workloads to Cloud across geographies and
will continue to work on this.”
R P Rath
CIO
Quatrro Global Services
“I consider IoT as one of the best bets. Its helps
in increasing productivity, improves quality by
controlling process parameters and works to
enhance compliance in environment, health
and safety. Artificial Intelligence and Virtual
reality are two other technologies that will be
widely adopted to reap the right business
benefits.”
T.G. Dhandapani
Advisor
Sundaram Clayton Limited
“The change in technology and customer
demands is also leading to change in business
models. You cannot be the same old person you
used to be ten years back, running your IT or
business in an obsolete way. It necessitates
organizations to change their business models
and IT has to ensure that it aligns itself to those
business models.”
Vijay Sethi
CIO
Hero MotoCorp
“Present technological trends are just like a
star filled night sky, you just cannot count the
number of stars that makes this world shine.
Most importantly, to be future ready it is
important to hire people with an analytical and
creative bent of mind with traits of self-sustain-
ability that highly self-motivated people to
generate interest.”
Subroto Panda
CIO - CTO
Anand & Anand
“No department in any organization has under-
gone such profound change as IT. With IT
operations largely automated, CIOs today no
longer need to monitor and manage campus
infrastructure at a granular level, which also
means that the technology leaders have now
more time to focus on the concepts that really
matter - agility, innovation and business value.”
Umesh Mehta
Global CIO
JLS Ltd. & President, CIO Klub
"Lean IT is what we focus on; we have seamless
infrastructure around all our global offices.
Isolated processes have no spaces in large
organizations; with collaboration tools like
Office 365 and others, information exchange is
very easy to implement. We use Office 365 for
our information collaboration, using tools like
Skype for Business, Sharepoint etc."
Vikas Arora
VP Global Security & IT
Toluna
“We at Wockhardt have been using HMIS quite
extensively for over dozen years. Hence, to
capitalize on the data we already have, we
have started quite a few initiatives in the space
of Big Data Analytics paired with AI
techniques and BI applications. Currently we
are looking into the clinical data to use AI/BI
techniques.”
Sumit Singh
CIO
Wockhardt Hospitals
“The important activity as for new business is
concerned is to give customer option. This will
enable to get more value add to the customer
so that customers can offload their activities to
us. Technology which will increase the quality
of the product produced increases the perfor-
mance of the machine or process, which in turn
will increase customer satisfaction.”
V Ranganathan Iyer
CIO
JBM Group
“As business models are getting disrupt-
ed/transformed with digital technologies, the
CIO is expected to have good understanding of
emerging technologies and their use cases for
business transformation. We are currently
working on many initiatives to enhance custom-
er centricity, digital initiatives to expand reach
of business and create new revenue streams.”
Vipin Kumar
Group CIO
Escorts
www.varindia.com May 2018 37
FACE TO FACE

Tally believes GST

to have brought
more focus towards
digitization across
Arvind Kumar
Chief of Engineering
industries
Tally Solutions Pvt Ltd.

In a chat with VARINDIA, Arvind Kumar, Chief of Engineering - Tally

Solutions Pvt Ltd. discusses on its progress in the present economic
reform, its evolvement to the cloud infrastructure, its R&D focus etc.
He also expresses his views on the GST and further talks about the
challenges it faces in making complex technologies user friendly -

How is Tally technologically
evolving with the recent
economic reform?
The reforms that the country has seen
in the last 1 year has brought in more focus
towards digitization across different industries,
in both the private as well as the government
sector. At Tally, we have addressed the needs
and expectations of the SMEs with every
new software release, corresponding with
the changes in the GST system both from an
invoicing perspective as well as filing. Our latest
Release 6.4 makes it extremely easy for users to
be up-to-date with the most recent inclusions
in the GST returns cycle, including e-way bill
compliance.
Going forward, we are working extensively
to offer connected solutions, keeping in mind
some salient features like security, reliability,
high performance and scalability. Being
predominantly a technology and innovation
company, this is a very exciting time for us, as
we are evolving by addressing the needs of the
various functions. Another area we are working
towards is moving to the cloud. By leveraging
the latest technology, our services will be
available through cloud, where a user on premise
can connect to the cloud to carry out his/her
operations.
Tally has always been a front
runner in delivering complex
technologies in simplified way.
What are the challenges that
you face while making complex
technologies user friendly? How is Tally working to curb
Simplicity lies and will remain at the core piracy of accounting software?
of Tally’s philosophy; it is one of the guiding What is the total number of
principles for development of all our products.
The simple design and ease of use is what makes
our products loved by our 1.5 million+ customers.
However, designing for simplicity does come
with its set of challenges. Our biggest challenge
isdiversity. We work with the SMEs, who have
the largest diversity in profile. So the question
that continues to drive our development is how
we cater to this segment with one product,while
at the same time delivering an experience in a
way that every user feels that the product was
made for him/her, and doesn’t force them to
change their way of running their business.
Fundamentally, the desire is to adapt rather than
enforce and this guides us at R&D.
How important R&D is for Tally?
How big is your R&D team?
Tally’s R&D plays a huge role as it is not
only the backbone of the company but also
responsible for timely product development.
The last 1 year was the tipping point, with the
department closely monitoring any changes
proposed by the government and swiftly
incorporating those changes to the software, to
ensure the user experience is not compromised.
We are now on a journey of growth and
are ready to scale newer heights. The R&D
function is working towards releasing a new user
interface which will solve various connectivity
requirements. Our role also requires us to
reflect time and again on how we can address
the multiple functionalities, by keeping the Tally
engineering principle intact.Currently, we have a
team of 180 people and we are looking to grow
this by adding a 100 more resources in the next
1 year.
licensed Tally software users?
We believe that piracy for any product or
software exists for two reasons. The first one
is the issue of reach, and the second is because
the user is unaware of the value proposition
that the software offers. At Tally, we will never
curb piracy. We feel that users are pirating not
because they want to, but because of one of the
reasons listed above. Instead we are focusing on
becoming accessible to our potential customers
and increasing the levels of engagement with
them. Similarly,by providing updated features
in our software, we are bridging the issue of
awareness. We currently have 1.5million licensed
Tally software users.
How are you finding India
market after introduction
of GST last year?
Post the introduction of GST, the India
market will be more and more regulated in times
to come. Due to the structure of the GST cycle,
adoption of technology has gained a lot of
momentum. Many manual and semi-automated
businesses have moved to a technologically
sound solution to ensure that their day-to-day
operations are not affected. While the initial
period was of uncertainty and chaos, if we take a
step back and look at the new reform holistically,
it was an iconic move by the government. We
are on our way towards a structured economy,
which will keep tax evasion and corruption
under check.
The emergence of this digital era has also
given us an opportunity to expand our foray
into innovation and we will be introducing
our latest release this year which will be
revolutionary for the SME industry as a one-
stop business solution.

38 May 2018 www.varindia.com

FACE TO FACE

Offering niche technology and solutions

is where Orva Network’s focus lies
Orva Networks believes initiatives like smart city and digitization would bring a vast array of
opportunities for the industry. Being in the integrated connectivity solution space, Neeraj Kumar, COO –
Orva Networks tells VARINDIA of where he feels the next opportunities lie for the company -

Can you share a few details about

your organisation and what are the
efforts you are into the business of
ICT,which shows promising growth?
ORVA literally means ‘chain of interconnected persons’. Orva
Networks Pvt. Ltd. is a Network Integration Organization, providing
solutions on Connectivity viz. LAN, WAN, Wireless, Audio -Video
and Network Security. We have been assisting our clients in getting
their IT infrastructure in line with the latest technology.
Our team of technology experts, system architects and
project managers leverage their many years of experience to help
organizations take control of the ever increasing pace of change
and turn it into a competitive advantage. We do technology advisory
in areas of Planning & Project Management; Business & Process
Optimization; Marketing & Business Development; Integration and
Facility Management.
The internet has become an integral part of every individual’s life
and almost every organizations use Information and Communication
Technologies to efficiently manage their operations.
We understand a client’s requirement from technical scalability
and the perspective of cost and then design &execute an appropriate
solution, meeting both cost and scalability. Our strength is our
technical capabilities and we design networks which is available
100% of the time. The Networks would also adjust to changing
traffic loads and maintain consistent response time.
With connectivity becoming Mobile, Wireless, Video and
Network Security are the key areas in the IT Infrastructure. Neeraj Kumar
What strategic plans do you have in 2018 COO
Orva Networks
to build on your Channel eco-system?
Partnering with the niche technology provider to address specific
business requirements and gainingcompetitive advantage are the
strategic plans for us in 2018. I also plan to enable the technical
VISION
Our vision is to –
team to drive execution excellence and achieve client satisfaction.
• Design – our aim is to design technology that is optimum and
What are the big opportunity you see in the unique
country today for your organisation in the • Create – we create Technology Solutions that suits a specific
need
wake of a slew of growth initiatives like
• Support – Support is a key to continuous successful operations
digital India and Smart city initiatives? • Enhance – we keep up to date with Technology changes to
Digitization is a big leap for India; the Govt.’s approach to enhance solutions
digitize financial institutions, education, irrigation etc gives a huge
boost to an organization like ours. IoT being the buzzword today,
everything can be interconnected and information can be available We at Orva keep ourselves updated on the current technology and
on the go. Smart cities would need huge IT infrastructure. With our engineers are trained and certified on the technology solutions
our experience in integrating connectivity solutions, we see good we offer. We strive to be available to the client at his needed hour
business opportunity to scale and grow. and work towards resolving his network issues on time, and ensure
How do you see the growth in small, mid-level his productivity is not compromised.
businesses and start-ups in India today? What In a competitive IT market today, how is
is Orva’s focus in each of these segments? Orva trying to innovate,incentivize as an
Opportunities for technically qualified companies are always established player with a difference?
available. It is important to be in line with the current technology and Niche solution offering is the key of our product strategy. We are
be aware and prepared for the futuristic technologies. The current having global office in Singapore and US, and have access to certain
market does not discriminate between a large and small company, as technologies not available in India.This enables us to confidently
long as the client’s requirements are met. Clients would be happy to position solutions that are more robust and cost effective at times.
align with small companies, given the advantage of cost (due to low This knowledge and access help us in getting noticed.
overheads), support (easy Accessibility) and timely action.

www.varindia.com May 2018 39

 COVER STORY

BEST CMOs IN
Chief Marketing Officers (CMOs) are increasingly playing an important role in
transforming organizations, not just in marketing functions but also in corporate
affairs. The importance of a CMO in an organization can be evidenced from the
fact that even the top heads of organizations take feedback from them about
the Industry. CMOs are thus seen as the enablers of business. They drive
successful marketing strategies and are responsible for designing various partner
programs targeting VARs and partners that proves to be an asset for the growth
of the channel eco-system.

They are considered as the role model and are the critical contributors to the
broadening mission of marketers. The role of their marketing programmes and
also their innovative approach in the organization with the changing times bring about resounding success.

However, in order to draw a better balance between brand vision and operational goals, it is becoming imperative that
CMOS work closely with CIOs. It is evident that in the years ahead, an accelerating pace of change will continue to
transform the role of CMOs and their relationship with corporates as a whole.

As a special feature, VARINDIA runs through the list of the top CMOs of the country and honours them by deliberating on
how they are the most important asset of not only the company but of the entire industry -

40 May 2018 www.varindia.com

INDIAN ICT INDUSTRY

www.varindia.com May 2018 41

COVER STORY
NVIDIA’s marketing strategy is to
understand customer needs and
align it with its value proposition
Vishal Dhupar
Managing Director, South Asia, NVIDIA Graphics
“NVIDIA believes in delivering value to its customers through PC,
mobile and cloud architectures. A key
element of marketing is to understand the
end customer’s profile and needs in order
to ensure how the brand’s value proposition
meets these needs. Customer engagement
while meeting the needs of the prospects
is an essential part of the marketing
strategy, which in turn ties in together
with the company’s overall business
objective. In today’s fast moving digital
world, new opportunities have opened up
for marketers, especially around engaging
prospects and customers in content based
communities, expanding outreach via
social media virality and focussed portals,
bloggers and influencers. All of these are
part of NVIDIA’s marketing strategy, built
on top of the strong product and platform offerings we provide.
Our business has evolved from focusing primarily on gaming products
to broader markets, and from chips to platforms and complete systems,
thereby expanding our avenues in the market. We leverage our partner
network to integrate product features, performance, price and timing of
new products for our platforms.
We believe that the depth and quality of our design support are keys to
improving our partner network’s time-to-market, maintaining a high level
of customer satisfaction and fostering relationships."
Fitbit successfully establishing the
brand as India’s popular culture
Alok Shankar
Country General Manager, Fitbit India
“India is a key market for us in the region and has been successful
as we have continued to see great response for Fitbit products ever
since our launch in 2015. We would be completing three years in India
in August 2018. The category is poised
to grow and with the introduction of
our smart watches, we are buoyant about
potential of this market. Currently,
Fitbit has one of the most robust sales
and distribution network across online
and offline channels in the category -
we are present across online partners
– Amazon India and Flipkart, the
biggest e-commerce players in India,
and amongst offline stores of Reliance
Digital, Croma, Helios and other major
retailers. We are available across 1000+
stores in 100 cities, while customers
from over 500 Indian cities have bought
Fitbits.
We are extremely happy with our journey in India and are pleased
to have driven the growing trend towards personal fitness and health
in India. With some of the country’s leading celebrities and sporting
icons/teams wearing Fitbit, it has helped in successfully establishing
the brand as part of the popular culture in India. We are excited with
the reaction to our first smart watch – Fitbit Ionic and the queries
around the new Fitbit Versa, post launch.”
42 May 2018 www.varindia.com
Data Management – the core
expertise of NetApp
Parag Amalnerkar
Director Marketing - NetApp India, South Asia & ANZ
“Marketing is the headlight of an organization. So, the onus is on
marketing to anticipate how the market behaviour is likely to change in
the near and long term future and plough that back in the organisations
thinking, so that our innovations and our
ability to address the market needs are
tailored to retain the advantage we have
over others.
In the current technology market, while
there are several players who are addressing
the same geography and segments as us, we
remain the only player to have identified
data management as our core expertise.
We primarily focus on this core area of our
expertise while letting the ecosystem take
care of other requirements. With data at the
core of everything we do, our positioning
is quite distinct and focussed unlike any
other player in the market whose portfolio
offerings and focus scale a larger spectrum.
We have offerings which are tailor-
made for various different segments. Therefore our measuring would vary
by segments. The positioning doesn't change but the value proposition
and the targeting is distinct. Because the buying behaviour of each of this
segment is different, our marketing plans therefore are devised accordingly.
The year has seen some dramatic shifts as digital transformation has
become a key criteria in all industries from BFSI to healthcare, from large
enterprises to start-ups. At the BFSI front, banks are digitally transforming
and we are helping our customers in their transformation journey, given
our expertise.”
Innovation, Product portfolio and Experience
– the three things that define Prysm
GB Kumar
VP, APAC, Prysm Inc.
“There are numerous companies that provide basic collaboration
capabilities but Prysm offers a unique and innovative environment,
enabling its users to access various content and data at the same time; while
many traditional systems allow its users to
only bring up one piece of content for
review at a time, when in a group setting. It
combines live applications, content, video
conferencing, live sources and the web into
a touch-interactive visual workspace where
teams can simultaneously create, edit, share
and store content to maximize productivity,
regardless of device or geographical
location. Robust, yet easy to use due to
its intuitive user interface, Prysm Digital
Workplace makes business teams more
efficient from the first meeting.
The differentiating factor for us as
compared to our competition is three fold -
1) Constant Innovation, 2)
Extensive Product Portfolio 3) Experience.
We provide a standardized experience across form factors. We offer a
platform that allows the users to do all of this, from video conferencing,
applications, live sources to content sharing on the same platform. The
most important feature of our solution is that. Our solution allows
everybody to simultaneously add, edit, move and annotate the content
without passing out controls to each other. For us it is important to
focus on ‘global collaboration’, enabling enterprise workers to work
across boundaries and borders and to experience the same collaboration
experience across devices, time and places.”
Tech companies need to sync with
the evolving customer demands
Sunil Kumar Mohapatra
Director, South Asia Region - Adobe
“At Adobe we believe, understanding customer needs and aligning
solutions to address people’s need is a key aspect in making brands digital
ready. Today’s tech companies are under constant pressure to innovate
to appeal to an increasingly complicated
audience; the tech capabilities needed to
meet these constantly evolving needs are
themselves constantly evolving — and the
tech companies that succeed are the ones
that evolve in sync. Smart utilization of
technology to leverage human connect is
the correct approach to innovation. Also
customization of solutions to suit every
customer’s demands and needs is going
to gain prominence. As digital becomes
increasingly available, customer counts
will only continue to rise and meeting their
demand is key to a successful future.
Adobe products have infiltrated
nearly all aspects of business and daily
life. Companies are investing in digital
technology in order to better position their brands in the marketplace.
Market leaders are increasingly focused on the people, processes, and
tools required to integrate technology across their enterprises, resulting
in a digital maturity effect that impacts everything from differentiation to
conversion rates. Digital transformation has made its way to every aspect
of our lives, especially work environment. Digital transactions, usage of
cloud computing to ensure seamless work experience are all examples of
how technology is helping create a more conducive and efficient work
environment."
Digital Marketing Communication – a
priority for Inspira to strengthen its brand
Manoj Kanodia
CEO - Inspira Enterprise India
“At Inspira, we have now decided to strengthen our digital marketing
communication for the coming year with clear focus on brand
positioning along with our COE’s (Center of Excellence). Marketing
strategies like content marketing, social
media, search engine marketing & search
engine optimization play crucial role for
successfully building the brand Inspira.
Overall, apart from organizing events
with OEM Partners, Inspira focuses
on digital marketing. The key objective
is to promote brand, build preference,
engage with customers and increase sales
through various strategic digital marketing
initiatives.
Our marketing strategies are now
getting much focused, as we have now
started working towards the future of
marketing concept i.e. B2ME. All our
marketing communications are getting
personalized to an extent that would
positively impact the decision maker of any organization.
We are more focused in our approach now and have designed GTM
strategies basis on the target industries. Inspira Enterprise marketing
communications are now completely focused on Account based marketing,
which will be replicated on all our social media platforms.
At Inspira we always believe in futuristic innovative and disruptive
technologies that will make difference to our clientele overall business
positively. We will be catering to all verticals – Government/ PSU,
Defence, BFSI, Healthcare, Enterprise and Smart Cities.”
Digital and marketing analytics helps
Netmagic (An NTT Communications
Company) to grow
Prasenjit Roy
SVP & CMO, Netmagic (An NTT Communications Company)
“With technology becoming so pervasive and customers becoming
more globally connected, marketers today
wear multiple hats - supporting employee
engagement, advocating for the customer
experience and driving the growth.
I place 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 – Generating
and tracking a large numbers of qualified leads for the company; Reaching
a specific audience of our target customers;
Measuring the costs and ROI.

We have been growing at a CAGR of over 35% for the last 4-5 years.
With further expansion of our data center footprint and addition of
international data network services to our service portfolio, we also aim
to meet the growing market needs for mobility, e-commerce, Internet of
Things (IoT), cloud, and big data. We plan to add 150 professionals to our
existing team of 1,270 employees to support expansion.”
Data is at the core of every
innovation taking place in Dell
Srihari Palangala
Director and Head of Marketing - DellEMC India
“The role of marketing professionals has experienced significant change
over the last couple of years due to the consumerization of technology.
Large volumes of data is being created, distributed and tracked; also there
has been the rise of digital media which
brings in a new dimension to consumer
outreach.
Our ongoing transformation revolves
around three avenues – Messaging, How
we deliver our message and Driving the
impact on business.
Some of the best practices that we
have adopted to achieve current goals
include: -
• Driving Engagement: As
marketers, our marketing channels
and tactics focus on participation and
driving those two-way conversations with
prospects.
• Bring customer voices into
conversations: It is important to make
the messages “REAL” for our prospects. We pride ourselves in offering
the 'Best of Breed' products and solutions and always make technology
conversations real by actively bringing customer references and cases
forward to strengthen our position.
• Co-Marketing initiatives: Selecting the right choice of partners
is always on the top of our list. We open up conversation avenues, show
broader solution potential and drive that impact of technology on the
business when we partner with other technology providers.”
www.varindia.com May 2018 43
COVER STORY
For Suse, market trends and technology
remain as key factors for its success
Deepti Sharma
Head of Marketing - SUSE
“The role of a CMO is very broad now a days. As a CMO, I am
presently leading the Marketing function at SUSE across four countries,
including India, Sri Lanka, Nepal and Bangladesh. I have successfully
driven marketing operations, marketing
ROI, budget management, strategies
across multiple channels, branding, lead
generation, digital presence and other
customer/prospect outreach programs.
I have overseen the expansion of the
company’s business through strategic
alliances and partnerships with leading
global brands.
At SUSE, we believe in the power of the
digital world and have orchestrated a broad
strategy to maximize our presence on the
digital platform. We are also reaching our
prospective customers through various new
age marketing tools apart from the direct
sales approach. We always work towards
evolving customer needs. Keeping an eye
on the market trends and technology have been two key factors to achieve
success for the organization. Conceptualizing new and diverse marketing
innovation has worked as a mantra for us to make our customers satisfied.
We at SUSE, work closely with our client's management, stakeholders and
customers to analyse and condense gathered intelligence into descriptive
messages that embody the company and brand's meaning.
In India, SUSE is growing by double digits, and with open source being
at the heart of the Indian government’s IT Policy, SUSE is expanding at
a significant rate."
SonicWall eyes the enterprise
market after making a successful
inroad into the SMB space
Vaishali B Shivshankar
Head Marketing & Communication
- India & SAARC, SonicWall
“SonicWall has transformedsignificantly
in regards to our overall solution capability,
client base and routes to market. We have
moved swiftly to increase our presence
in the Enterprise segment, and have had
a very solid success rate. A few of our
Enterprise clientele who are key reference
customers in India areNDTV, Wonder
Cement and Super Cassette Industries
Limited (T-Series).
SonicWall is a 100% channel driven
organization and our channel partners
play a very prominent role in reaching
and influencing the market. We maintain
a global approach for messaging and
branding, and a regional GTMstrategy
that is being implemented and followed,
allowing for local market variances and requirements.
SonicWall solutions are applicable across all verticals. We have
clients that fit all the major verticals, but we have gained a lot of traction
across Asia Pacific in Education, Retail & Hospitality, Financial Services,
Healthcare and the Public Sector. We will continue to work to solve
problems and provide solutions across these verticals and increase our
set of global reference customers and case studies that help support this.
We continue to grow YoY, and are market leaders in the SMB sector
and making very strong inroads into theEnterprise market.”
44 May 2018 www.varindia.com
Dahua aims to contribute towards
the safety and security of India
Balasubramanian Jayam
Head of Marketing - Dahua Technology,
India & SAARC Region
“We have spearheaded various initiatives across the countries. This
includes our ‘Safe City’ campaign in association with our National
Distributors Aditya Infotech in our
Channel Partners’ Offices across 22
cities in India which was a great success;
launching many important security
solutions;introducing latest technologies;
participating in major exhibitions;
organizing roadshows; regularly
interacting with all our stakeholders;
training; educating and familiarizing with
many helped us to gain more visibility and
respectability which are important to win
customer’s ‘trust and confidence. Being a
global player, we understand the Indian
market and meet customers’ needs ahead
of others. All these significant initiatives
empowered and enabled our dynamic
management and dedicated team to take
Dahua to the current leading position.
Our best practices adopted to achieve current goals include our total
commitment to innovation, quality, international standards, outstanding
customer service, prompt delivery, building excellent relationship with all
our stakeholders and coordinated approach by our dedicated team across
all departments.
Our road map for the next twelve months is to contribute consistently
and immensely toward increasing the safety and security of India and
grow in its security landscape."
A unique brand positioning helping D-Link
retain its market share across products
Anoop Jarial
VP Product Marketing, D-Link (India) Limited
“In my opinion the role of marketing in any organization 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. Technology and more specifically
internet is a change agent, with customers
thoroughly researching on the products
beforehand and then deciding which one
to buy.
At D-Link it is our unique positing and
brand reliability that has helped D-Link
retain market share across different product
segments. We continue to be undisputed
leaders in Wireless and Switching. D-Link
is certain to carry forward the success in
future. The present government focus 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 the nation
building process in this digital era.
D-Link helps both businesses and customers Connect to More. Our
enterprise solution enables organizations to connect to their customers.
We have a gamut of innovative products that address the growing demand
of end-customers. So be it high speed portable 4G devices, Whole
Home Wi-Fi Solution like COVR or Smart home solution based on IoT
technology like Smart Plug, Motion sensor, the Mini HD Camera etc .
D-Link has it all.
COVER STORY
Check Point to continue its focus
on new technologies to combat
fifth-generation attacks
Prateek Grover
Marketing Manager - Check Point Software Technologies
“Marketing needs to be relevant and add value as we are all emotional
beings looking for context and connection.
In today's world where fifth generation
cyber-attacks are lurking at every corner,
many enterprises still harbour the mindset
of denial such as 'It won't affect us' and is
playing into the hands of cyber criminals.
The fifth generation cyber-attacks which
are played as large-scale, multi-vector mega
attacks that inflict major damage on any
business and its reputation.
We work closely with the sales team,
creating lead generation and awareness
campaigns towards achieving sales
objectives. Channel marketing gives us
insights into a partner eco-system and
help us create strategic programs from
enablement, certifications and joint
marketing.
Check Point’s marketing is a data-driven function where we leverage
on data from CRM and marketing automation platform, together with web
analytics and historical data to build our marketing strategy. Regardless
of the size of a company, marketing needs to be viewed as a business
critical function and one that collaborates closely with sales in order for an
organization to be successful and eventually thrive.
We continue to focus on our new technologies and drive the message
on fifth-generation cyber-attacks through all marketing channels."
Marketing for LG starts from its
products and its consumers
Amit Gujral
Head – Corporate Marketing, LG Electronics India
“The core concept of LG marketing is “Outside- In”, meaning the
brand does not want to satisfy basis only what it thinks. The ‘Outside’
context here is consumers, who are there in the market, their needs
and demands, what do they perceive etc.
Marketing for LG is just not marketing
communication; it starts from the product.
The whole phenomenon revolves around
the consumers primarily.
LG has a very innovative product
strategy in place. Products are built
through its core DNA - ‘Learning From
You’ i.e.It continuously and consciously
reaches out to customers to know what
they want from the products. It also tries
to understand the Environmental changes
happening over time and how not just
people but even Governments are aligning
for Health conscious and Environment
friendly products and practices.
Talking about R&D at LG, there are
two approaches. One is the pure research and development for new
innovations and products based on consumer studies with utmost Quality
Control and the second is the production R&D.
LG Electronics India has launched an emotional yet inspirational
campaign themed #CelebratingTheNew. The launch of the video
coincides with LG’s 21st anniversary celebrations in India, where it is
further stepping up efforts to design and manufacture innovative products
and solutions that satisfy the specific requirements of Indian customers.”
Marketing to be a keystone for Brightstar in
2018 to bind business growth with equity
Sameer Misra
General Manager - Marketing & Corporate
Communication– Brightstar India
In 2017 Beetel Tele Tech became Brightstar Telecommunications
India Ltd and a new era began for us. One key challenge was to reconcile
local businesses with global standards and
cross-segment brand consistency. The
challenge in front of us was not to lose
the goodwill built in years but at the same
time start creating a brand equity in the
market for Brightstar India. By far we have
seen success with the support that we got
from industry be it new OEMs joining
hands with us or the publications covering
our story across channels. What’s critical
for a company is how is one defining the
growth. It was an inflection point for us
as we decided to adopt the new strategy
from being a traditional distribution and
manufacturing company to a product and
service providing entity. In 2017 the task
was unique, numbers were important but
it was also important to expand laterally by extending into new business
lines. All our marketing efforts were focussed on staying relevant with the
audiences at all points in time. As marketing function our focus is to play a
critical role in developing data-management tools and processes that help
business verticals to maintain a consistent brand image and to support
it despite growing complexity. New business opportunities were created
by entering in to Security & Surveillance, Virtual Desktop Infrastructure,
Firewalls, Cloud platforms (Contact Centre, Video Conferencing, Security
– as a Service) Device protection, Buy Back & Trade In etc. So, 2018 is
going to be quiet action packed for us here in Brightstar India.
Marketing for Tally plays a key role
in creating the brand’s relevancy
Jyothsna Pai
Global Head, Marketing, Tally Solutions Pvt Ltd
“For Tally, a brand is not just an advertising campaign but an experience
that we deliver to our customers. Tally is the country’s leading business
software provider, adopted by 1.5 million businesses. We have partners
and customers who have been with us
since the company’s early years.
Transitioning to the GST regime was
a tough period for SMEs. Tally’s key role
as a brand was in engaging with SMEs
through over 7000 GST camps across the
country and educating them to understand
GST and stay prepared to change. We also
provided free webinars and engaged on
social media and through blogs for a larger
outreach.
Marketing plays a key role to position a
brand and create relevancy in a customer’s
life. And a powerful brand is made more
successful by its loyal users by becoming
its advocates. We are happy that Tally
enjoys this status and are grateful for trust
bestowed by millions of businesses globally. A successfully marketed
brand also ensures that it constantly innovates not only on product and
experience front, but also in the way it uses its channel mix and messaging
to remain preferred in a changing environment.
Innovation is at the heart of our technology and has also been
responsible for the impact our products and solutions have created.
With our future roadmap of connected solutions, R&D is our core focus
over the next few years. We have recently begun research operations as a
specialized function.”
www.varindia.com May 2018 45
COVER STORY
ESDS markets itself on every platform
to drive presence across horizons
Komal Somani
Chief Marketing Officer, ESDS Software Solution
“My belief is in the mantra of ‘Make good the enemy of great’.
Pushing the envelope to think differently, innovating and creating are
my benchmarks and I like to take things a notch higher by adding E2 -
effectiveness combined with efficiency. I
always challenge the status quo as there are
no traffic jams when travelling that extra
mile.
Our first bull’s eye was Internal
Marketing because we had 500+ brand
ambassadors to drive the goal on full
speed. Our people marketed ESDS, rather
we would say VIRALIZED ESDS on
every platform. That’s one of the initiatives
we undertook to drive our presence across
different horizons. My approach of getting
all the eyeballs on us was by elevating our
social media presence, giving the audience
what they want and kept feeding them with
all the knowledge and captivating content.
Not just entertain them but also enlighten
and engage our people.
FY-18 is definitely going to be a breakthrough phase for ESDS; we
had achieved double digit (38%) growth in terms of our turnover and our
profit doubled as well. Our total traffic growth on our website through
various platforms is 39.69% and we have seen a remarkable Social Media
Traffic hike, almost 102.32%. We also enhanced our customer experience,
customer relationships and corporate partnerships. We have managed to
acquire 500+ clients across all verticals. Most of the important initiatives
of Central government and PMO are hosted with us."
Forcepoint’s Human-centric products
with right marketing strategy
brings value to organizations
Vinny Sharma
Marketing Manager - Forcepoint India
“Forcepoint has completely changed the paradigm from threat-centric
security to understanding users, their
behaviours and intent. It is reinventing
cyber security by creating human centric
security solutions that enable customers
to understand the rhythm of their people
and flow of their data. This human-centric
approach, backed by right marketing plan,
accentuates our value proposition for the
companies.
In the face of changing threat
landscape, organisations require unified
security solutions that will protect against
threats from insiders and outsiders, rapidly
detect breaches and minimize “dwell
time” – the period between compromise
and remediation – and stop data theft.
Forcepoint does that by providing a unified
platform that focuses on insider threat protection, cloud data protection
and network security. We simplify and strengthen security as part of a
holistic strategy that includes people, process and technology and is far
more compelling value proposition than a simple point solution.
Verticals that are impacted by digital transformation such as IT/ ITeS,
Banking and Finance, Telecom, Manufacturing, Retail, Healthcare are
some of the sectors that would need protection from emerging cyber-
attacks. Government is another focus area for us as they use technology
to deliver services to citizens..”
46 May 2018 www.varindia.com
100% indirect channel model brings
incremental business for RAH Infotech
Jagadish MN
Director Marketing Communications, RAH Infotech
“From being a Value Added Distributor (VAD) sighted as
a competition by some of the channel partners to a completely
channel friendly VAD was a huge transformation for RAH Infotech.
But it also took a lot of planning and
immaculate execution to achieve this.
RAH Infotech’s shift to 100% indirect
model was communicated to channels
in the most effective manner which not
only strengthened our relationship with
channels but also resulted in incremental
business.
RAH Infotech not only is an extended
marketing arm of its OEMs but also for
its channel partners who don’t have a
marketing setup of their own. We have
been working with our channels on some
of the joint marketing campaigns to
achieve our goals.
We are strongly focusing on BFSI as a vertical and have been
working on increasing our market share. We have lined up several
campaigns targeting this vertical including organising /participating in
BFSI specific CXO meets.
FY17 was a good year for us and we hope for better results in
FY18. We have consistently achieving double digit growth and in FY17
too, we achieved 34% growth.”
Fujitsu focuses on creating strategic
narrative for all market interactions
NS Santhosh
Head of Marketing & Communications, Fujitsu
“Fujitsu is a customer centric marketing organization. We are in process
of building Fujitsu brand and maintain consistency across all customer
touch points. We are focused on developing a strategic narrative for all
market interaction and create customer
messages to align all our communications
and maximize market impact.
We have been able to build customer
credibility by listening and engaging
from a business perspective. We have
commissioned many surveys like ‘fit for
Digital’, ‘Managing Security in the Digital
Era’ and many others to help our customer
to understand the digital journey since
Digital Transformation is a board level
issue. Fujitsu’s reach and interaction with
prospects and customers has increased
through digital channels and our marketing
approach itself is going through digital
transformation as we are investing more
time in digital technologies and marketing
automation. Digital Co-creation: Fujitsu co-creates digitally with our
customers. This year we would like to have more Customer references as
we believe that we should aim for new customer when we have a satisfied
customer.
For India we are focusing on select verticals like Automotive,
manufacturing, Public sector and BFSI at the moment and our focus
for the coming year is to improve Growth, reputation, efficiency and
be innovative. We have already planned in growing our digital marketing
capability and Marketing Automation."
 TOP 25 BRANDS IN 16
th

INDIAN
ICT INDUSTRY 2018 2018

16th INFOTECH FORUM 2018

Disruption - A New Reality
Friday, 25th May 2018, New Delhi

Branding is an image, how customers think of a brand and one must identify with its uniqueness and
exceptional quality. Customers make irrational decisions all the time. In the world of technology, digitalisation has
created tremendous opportunities. Consumers are increasingly empowered by new technologies, rich information
resources and a wide choice of brands and are demanding digital innovation from businesses as a result, new products,
processes and techniques have emerged, but has also created threats, as new ways of employment pose new challenges
to employers and employees. It has a strong impact on enterprises, both in manufacturing and services industries and
is radically reshaping business landscapes and the nature of work, as well as redefining the boundaries of production,
distribution and consumption.

www.varindia.com May 2018 47

 Channel partners driving business
growth for Kaspersky
In an exclusive interaction with
VARINDIA, Shrenik Bhayani- General
Manager, South Asia, Kaspersky Lab
discusses on the brand’s R&D investment,
growth, strategy and much more…..

W ith IoT gaining momentum and becoming a reality, a lot of

connected devices have become more prone to cyber attacks.
Commenting on the current trends in the Indian security landscape,
Shrenik says, “As per our 2018 analysis, the number of malware that
is detected every day is close to around 310k. 20 years back, this figure
corresponded to the number of malware detected in a year.”

This increase in attacks has led to the rise in the number of security
offerings from various companies, which is further leading to a stiff
competition among the vendors.When asked about how Kaspersky tries
to be at the cutting edge, Shrenik states, “I and my team’s position with the
customer is that we are a company that can be a part of your process; we
have offerings which will complement your environment. It doesn’t matter
if you have a Symantec endpoint solution or MacAfee endpoint solution.
We want to bring some value to the overall process that you have for your
organisation in terms of ensuring that you are securing your company. So,
this opens a lot of doors for us in terms of what we want to convey and
If I would potentially go and talk to them and say that – ‘ok I am here to
tell you that we are the best antivirus on endpoints’, and then customer
will say – ‘it’s fine I already have something deployed
and I am happy with it, why should I change it?’ So,
the messaging which I and my team take to the market,
to the partners and customers, is how we can be a part
of your journey and you pick and choose where you
think we are relevant to you and then we deliver it via
our partners.”
more than 3,800 professionals worldwide; the R&D department grew
by 12% to about 1600 people.When asked about the plan to add R&D
department in its newly launched office in Mumbai, he says, “We don’t
have an R&D unit in our Mumbai office, but basis the country’s potential
and the way the business is shaping up for us we have a concept of what
we call as a great team which is nothing but our resource, which is apart of
the R&D. They participate in industry forums, industry seminars, talk to
government agencies, nodal agencies and can bring the
perspective on what is happening in the whole R&D
department and the value that we can bring to those
agencies and so on so forth. So, our plan is to have
someone in the team in Mumbai office in 2019. It is
under discussion and under review if business grows
enough in 2018.”

Further commenting on the business’ growth he

R&D and Stratagems... asserts, “We grew our business last year in 2017. From
Talking on its go to market strategy, Shrenik
an India or South Asia specific standpoint, we were at a
comments, “Kaspersky Lab has always been a channel
flat growth. One of the reasons of this flat growth was
partner-centric company in India; it is because of our
also around how we have structured our B2B business.
channel partners that we have been growing year on
In the last quarter of our business, which is Q4 in 2017,
year. Our go to market strategy also involves activities
we delivered to our commitmentof delivering 105%
with our channel partners, more frequent meetings
growth, which is very close to the target we set in Q1
with them, channel partner trainings and giving an
2018. The way we are growing and the waywe forecast
equal growth to our B2B part of the business.”
for the rest of 2018, we will grow almost around 12%.
This is obviously one specific aspect in mind that we are doing a major
Speaking on the significance of R&D, Shrenik tells, “R&D is one of
correction on how we have to handle our B2C inventory, so that we will
the most important piece for Kaspersky. I believe it’s the strong pillar on
slow down on our selling to the distributor in this segment. But that doesn’t
which our organisation is currently standing, becauseif these guys don’t
mean we will stop selling more to the market. So, it’s about taking the right
deliver quality stuff then eventually we can’t have the right products and
position on ensuring that our distributor also is not overburdened and at
right services in the market. There is a specific percentage of Investments
the same time we do the business in the best possible way, where we drive
that go into R&D every year for the organisation, out of the total turnover.
the demand and the market on the specific portfolios that we want to sell.
We have a framework on how much we invest into R&D.”
Overall we will grow in our South Asia business by 10%,” he concludes. n
Abha Singh
The number of Kaspersky Lab employees rose by 6.5% in 2017 to abha@varindia.com

48 May 2018 www.varindia.com

 “India is expected to be
among the top cloud
markets in the world by
2020, with $4.1 billion
market opportunity. By
making our digital core
all-pervasive through
cloud with SAP S/4HANA
Public Cloud, our market
leadership in ERP space
is poised to be replicated
in the cloud as well.”

SAP launches SAP S/4HANA Cloud in India

powered by ML and AI capabilities
SAP SE’s intelligent cloud enterprise resource planning (ERP)
software-as-a-service (SaaS) solution SAP S/4HANA Cloud is now Deb Deep Sengupta, President & Managing
available in India. In a media event in Mumbai, the SAP SE leadership Director, SAP Indian Subcontinent
announced how SAP S/4HANA Cloud is an Intelligent ERP with built-
in machine learning and AI capabilities and helps to streamline business
processes with a simplified user experience, thus helping organizations
transform into “Intelligent Enterprises”.
“India is expected to be among the top cloud
markets in the world by 2020, with $4.1 billion
The solution combines automation of mundane tasks with pre-
emptive decision making, to increase overall business agility. With the
market opportunity. By making our digital core all-
S/4HANA Cloud, businesses will be notified of the latest innovations pervasive through cloud with SAP S/4HANA Public
through quarterly updates, granting them access to the latest innovations
in areas such as predictive analytics. Cloud, our market leadership in ERP space is poised
to be replicated in the cloud as well.”
With conversational AI platforms being the next big paradigm shift
in IT, SAP has integrated SAP CoPilot with the SAP S/4HANA Cloud.
The solution is the first true voice-activated digital assistant for enterprises
that enables users to get their work done more quickly and efficiently,
while increasing teamwork across business processes. Powered by machine
learning and AI, SAP CoPilot is aware of business contexts, driving
efficient collaboration, quickly recognizing and connecting to business
data and offers in-context chat.

The SAP S/4HANA Cloud serves customers in various product-

centric and service-centric industries to help them achieve instant value,
cost savings and improved efficiencies across project management,
manufacturing, sales order management, inventory and supply chain
Melissa Di Donato, Chief Revenue
management, finance and procurement.
Officer, SAP S/4HANA Cloud
Over and above these functionalities, SAP S/4HANA Cloud has
been localized specific to India to support – “SAP S/4HANA Cloud will be swiftly taking Indian
enterprises into the digital age. The intelligent
• India-specific master data, such as GST Vendor Classification,
cloud suite will support large and midsize Indian
Invoicing Party (required for calculation of taxes), field enablement to
maintain GST Registration Number companies to further accelerate innovation. Our
• Tax and pricing procedures, including the ones introduced with GST aim is to enable organizations to ‘Automate’
taxes processes, gain ‘Assistance’ in focusing on mission-
• Journal Voucher – Tax adjustments for the GST incoming invoices
critical applications, and eventually ‘Act’ based on
• Invoice generation for logistics scenarios, such as Procurement for
Direct Materials and Services, Subcontracting, etc.
context-aware decisions.”

www.varindia.com May 2018 49

 Gionee seeks to ramp-up its retail
strategy with online expansion
In a chat with VARINDIA, David Chang, Global Sales
Director, Gionee discusses on the plans and strategies to
further expand its foothold in India and how he views the
market vis-à-vis the many challenges -

Gionee kick started the year 2018-19 with launch of its two latest
products - F205 & S11 Lite and considers India as an important market for
them. This year Gionee intends to offer the latest technology at affordable
pricing to every smartphone users in India.

Business model and strategy……

Commenting on the current market size the brand enjoys and its strategy
to obtain a strong pace of growth, David Chang, Global Sales Director,
Gionee says,“With a firm focus on our strategy and marketing plans this
year, we are ready for a big splash in the India market. Additionally, we have
also adopted a new business model, under which, key distributors have been
empowered to do their own marketing for the brand. Talking about our
market size we boast of 1.45 cr customers right now. Apart from that we
boast of a retail presence in more than 42,000 retail outlets across 2200 cities
PAN India that we are looking to grow to further.”
The brand has doubled its marketing budgets to INR 500 crore and
invested in a big way in celebrity engagement with Bollywood and sport stars David Chang
for better consumer connect.
On this David adds, “This year though, we have shifted our marketing
Global Sales Director, Gionee
strategy with a BTL approach and will focus on consolidating the brand.
ramped up our endeavors and currently we have doubled the team. With
With a significant marketing budget, 60% of the budget will be focused
technology playing the central role this year for us, we have invested a
on BTL promotions. Apart from that we also intend to focus on further
sizeable amount in global R&D center which is in Shenzhen, China. And
building our brand loyalty and focus on customer service.Furthermore
plan to continue to grow the budgets with the passing quarters.
considering the popularity of Gionee smartphones in Tier II cities, we will
Talking on the challenges, he tells, “One of the foremost challenges was
be spending on promotions in Tier II cities along with Metros. Customer
realizing and understanding that India as a market is very different from
connect activities are consistently conducted by the brand like the Smile
China and replicating products and strategies designed for the latter could
Squad initiative and college activities.”
be unfavorable for the brand in India. However, realizing the differences,
Gionee is further looking to grow its retail presence to 75,000 outlets. By
we shifted our strategy and built a whole new portfolio to cater to the local
focusing largely on offline retail in India, it currently has a channel network
consumers.
of 15,000 promoters and aims to double promoters in the coming year
Secondly, the mobile market in India is constantly evolving and the real
to increase conversions at the counter. Primarily functioning as an offline
challenge for all smart phone players lies in keeping up with the evolution
brand, it has now decided to adopt a mix of offline and online strategy. It
through continues innovation, not only in terms of design but also in terms
has decided to showcase its bestselling models online, with no difference in
of user experience and features. Suggestive of growing faith in our brand, we
pricing.
have secured a consumer base of over 1.45 crore in India and are motivated
Discussing on the strategy around service support, he reveals, “In the
to adopt a more bullish approach towards innovation and expansion in India
current scenario, where smartphone makers are struggling to establish a
market.”
reliable after sales service with customers, Gionee on the other hand promises
Furthermore, when asked about its future plans David reveals that the
a turnaround time of 72 hours. We have 531 active Service Centres at the
outlet expansion plan is in the pipeline, while also the brand intends to make
moment (477 Excusive Service Centre + 54 Multi Brand Service Centre).
all phones that it sells in India, locally. The brand has increased its marketing
Gionee’s brand loyalty is 33 per cent and we intend to ride on that and
budget and 60% of it would be channeled to BTL promotions this year.
further grow our brand loyalty. In order to take better care of our customers,
He further concludes, “Having established a strong base here with
we are also going to invest in our customer service centers and make them
around 1.45 crore loyal customers, in the next five years, we at Gionee are
better equipped.We plan to expand to 650, primarily focusing on after sale
optimistic about expanding our customer base in the country now. The
networks with the customers.”
brand is aiming to secure a position among the top five smartphone brands
R&D investment and challenges… in the second half of 2018. In the first half of 2019, Gionee India will target
Speaking on R&D, David states, “From a dedicated initial team of 12 to be among the top three players in the Indian smartphone market." n
Abha Singh
people at Gionee, we are investing in a big way in our R&D division. We abha@varindia.com

50 May 2018 www.varindia.com

VAR MOBILITY
Realme 1 launched at INR 13,990
R ealme, the new
e-commerce sub-
brand of smartphone
giant OPPO has launched
Realme 1, targeted at the
youth of the country.
The phone comes with
the World’s first 12nm
AI CPU MediaTek Helio
P60 together with AI Shot
Technology and a huge
6GB RAM+128GB ROM
storage version, offering
the highest cost to value
product in India. The 6.0”
FHD+ Full Screen of
Coolpad unveils its first India
exclusive offline product “Note 6”
C
oolpad has
announced
launch of Coolpad Note
the
6 in India. India is the first
country where Coolpad
Note 6 has been launched.
The smartphone is offline
exclusive and extension to
the Coolpad Note series
in India. Coolpad Note 6
has a dual selfie camera
with additional flash with a
capability to capture
120-degree
wide angle
selfies,
making
it the
first
selfie-focused smartphone
from the brand.
Realme 1 is complemented
by an ‘Art of Light’ design
in Diamond black, with
exquisite details crafted for
young users.
Realme 1 will be
exclusively available from
May 25th, 12 noon on
India’s largest marketplace,
Amazon.in, with the 3GB
RAM+32GB ROM version
priced at INR 8,990 and
the 6GB RAM+128GB
ROM version price at INR
13,990 in Diamond Black
and Solar Red. A third
variant of Realme1 with
4GB RAM+64GB ROM,
available in Moonlight
Silver and Diamond Black
priced at INR 10,990 will
go online for sale in June
this year.
Realme 1 buyers will be
offered a No Cost EMI on
Amazon.in with exciting
offers for SBI cardholders,
5% cash back, and for Jio
customers a cashback of
INR 4850/-. Realme 1
buyers will also be offered
Amazon Prime deliveries.
Coolpad Note 6 will be
available in two variants in
India – 4GB + 32 GB and
4GB + 64GB. These have
been competitively priced
at Rs.8, 999 and Rs.9, 999,
respectively.
Note 6 is equipped with
an 8MP + 5MP dual front
camera for 120-degree
wide angle selfies and has
a beautiful arc style design
with a 5.5-inch Full HD
display with a 1920 x 1080
pixels resolution to ensure
a great viewing experience
and has Android 7.1. It has
a super battery capacity
of 4,070mAh and standby
time of 350 hours and
weighs only 170g.
Coolpad Note 6 will
be available in gold colour
variant. The smartphone
will be available for
purchase at 300+ multi-
brand stores across 8 states:
Delhi NCR, Haryana,
Telangana, Karnataka,
Tamil Nadu, Andhra
Pradesh, Uttar Pradesh and
Maharashtra.
LG unveils
G7 ThinQ
smartphone
with deep AI
integration
L G
(LG)
introduced
Electronics
its
has
latest
premium smartphone, the
LG G7 ThinQ, focusing
on bringing useful and
convenient AI features to
the fundamental consumer
smartphone experience in
Ney York.
Powered by the latest
Qualcomm Snapdragon
845 Mobile Platform,
the LG G7 ThinQ offers
4GB/6GB of RAM and
64GB/128GB of internal
storage to run even the
most demanding tasks and
apps with ease. Equipped
with a stunning 6.1-inch
bright display has is nearly
half an inch larger than its
predecessor but not a hair
wider, the LG G7 ThinQ is
sized perfectly to be used
with one hand.
Sporting a new design
aesthetic for the G series,
the polished metal rim
gives the LG G7 ThinQ
a sleeker, more polished
look, complemented by
Gorilla Glass 5 on both
the front and the back for
enhanced durability. Again
rated IP68 for dust and
water resistance, the LG
G7 ThinQ was designed
to meet the requirements
of MIL-STD 810G
tests designed by the
United States military to
evaluate the performance
of equipment in harsh
environments.
The LG G7 ThinQ
has been upgraded with an
8MP camera upfront and
16MP lenses on the back
in both standard and Super
Wide Angle configurations
for higher resolution
photos with more details.
LG’s signature wide angle
camera now captures even
more beautiful landscapes
with less edge distortion
and selfies are clearer
and look more natural
compared with previous
LG phones.
Gionee India unveils F205
and S11 Lite smartphones
G ionee
announced
the launch of two new
has clutter. Elaborating on its
group selfie feature, F205
is backed by real-time
products – F205 and processing technology
S11 Lite. With an aim to to enlarge the image. It
making smartphones with can accommodate more
premium features
more
the
affordable,
company
has launched the
devices F205 and
S11 Lite, at a price
point of Rs.8, 999
and Rs.13, 999,
respectively.
Tapping the
increasing demand
for better cameras in
smartphones, with focus on people in a selfie with
selfie cameras, F205 boasts the panoramic effect
of three in-vogue camera comparable to that of the
features, Bokeh selfie, wide-angle lens. Last but
Group selfie and Backlight. not the least, the backlight
Endowed with 5PM selfie feature of the smartphone
camera, the Bokeh selfie entails multi-frame HDR
mode is coupled with Face synthesis, it can enhance
beauty mode, with 100 dark details and reduce
Level Face Beauty and 7 exposure.
Level Bokeh effect. These Talking of another
features allow for an artistic leading-edge feature,
selfie, even in a cluttered Gionee flaunts a Full View
background, blurring the Display body.
Ziox Mobiles launches Astra
Curve Pro Smartphone
Z iox Mobiles has
rolled out Astra
Curve Pro Smartphone that
and power-efficient
performance to operate
your every command,
comes with a stunning all- smoothly and quickly with
screen display, fascinatingly its Quad-core processor.
curved edges and farfetched Moreover, Astra Curve
user-interface. Pro guarantees a super-
The smartphone fast processing; credits
features
an all-glass
and glossy
design with a
beautiful 5.5”
HD display
and a curved
3D glass. The
sleek design
and narrow
b o r d e r s
reflect the
spectacular
frequency
of style.
With a dynamic aspect to its 1GB RAM which
ratio to deliver immersive skilfully carries out every
viewing experience, the command before the blink
picture quality brings vivid of an eye. The rear camera
splashing detailed colours. comes with optical image
Powered by the large stabilization, deeper pixels
capacity Li-ion battery and an enhanced processor
of 2,800 mAh, one can to capture all-appreciated
enjoy the Stamina-mode pictures and videos.
www.varindia.com May 2018 51
Movers & Shakers
Quick Heal Technologies
ropes in Manu Parpia
to Board of Directors
Quick Heal Technologies Limited (“Quick
Heal”) has announced the appointment of Manu
Parpia as Additional Director (Independent
Director). Parpia’s appointment is subject to
shareholders’ approval at the ensuing Annual General Meeting.
With the addition of Manu Parpia, the Board strength of the company
has increased to nine which includes five independent directors, including
Parpia.
Parpia holds a Bachelor’s degree in Chemical Engineering from McGill
University, Canada; an MBA from Harvard Graduate School of Business
Administration, USA, and a Diploma in Finance & Accounting from
England.
Andy Elder appointed
as the new chief sales
officer at Riverbed
Riverbed Technology has announced the
appointment of Andy Elder to Chief Sales
Officer, succeeding Paul Mountford, who was
recently named Riverbed’s new CEO. Elder
joined Riverbed in March 2017 as SVP EMEA Sales and during the last
year he transformed the EMEA organization providing strong leadership
and achieving significant growth in the region as Riverbed continued its
evolution into a multi-product platform company that delivers a modern
IT architecture for today’s digital enterprise. Today, Riverbed has a total
addressable market surpassing $30 billion and more than 30,000 customers.
VMware India appoints
Ramkumar Narayanan as
new R&D Site Leader
VMware announced the appointment of
Ramkumar Narayanan as the Vice President
and Managing Site Director, India. In his new
role, Ramkumar will be heading VMware’s R&D
Center in India.
Based out of Bangalore, Ramkumar Narayanan is a global leader
focusing on data driven, digital product innovation spanning consumer
and enterprise markets. Before joining VMware, he was the General
Manager of eBay Product Development Center, India and Global Head of
Monetization Products, responsible for generating the revenues for eBay.
Madhavan Satagopan
joins Virtusa as Executive
VP for Non-Linear
Business Strategies
Virtusa Corporation has announced the
appointment of MadhavanSatagopan as
Executive Vice-President for Non-Linear Business Strategies.
With over 24 years of experience in techno-domain specialization,
MadhavanSatagopan brings a remarkable track record in establishing
specialist groups comprising of solution incubators and subject-matter-
experts in tech communities, leading them to becoming value realization
partners and technocrats in the industry.
52 May 2018 www.varindia.com
Qualcomm ropes in Rajen
Vagadia as its Country
Manager for India
Qualcomm Incorporated has announced
the appointment of RajenVagadia as country
manager of Qualcomm India. Vagadia’s
appointment will be effective immediately and he
will be reporting directly to Jim Cathey, Senior Vice-President & President
of Asia-Pacific and India.
Vagadia has more than 26 years of experience in the telecom industry,
covering diverse areas in manufacturing, business development and sales,
supply chain and strategy. He joined Qualcomm in 2011 and during his
tenure he has played a key role in driving the LTE growth for India and
expanding opportunities for adjacent business in-country.
Intuit names Sanket Atal
as VP and MD of India
Development Center
Intuit Inc. has announced the appointment
of Sanket Atal as Vice-President and Managing
Director of the India Development Center (IDC).
Sanket will play a strategic role in Intuit’s mission
of powering prosperity around the world, strengthen IDC’s position in
India and ensure it is future ready to take advantage of game-changing
opportunities. In this role, he will also be working closely with Vijay Anand
who has expanded his role to lead Intuit’s Global Development Centers
(GDC).
In his previous role with Oracle Corporation, he was responsible for
the R&D organization in Bangalore, NCR, Pune and St Petersburg in
Russia.
Nitin Bawankule named
as new business head for
Google Cloud, India
Google has appointed Nitin Bawankule as the
country head for Google Cloud India that offers
cloud platform services to Indian businesses in
India. Nitin, who has been with Google India
for over six years as the Head of Sales for multiple verticals, including
e-commerce, retail, classifieds, education, will report to Rick Harshman,
Managing Director, Asia-Pacific, Google Cloud.
An IIM Bangalore and VNIT Nagpur alumnus, Nitin brings with him
over 20 years of experience and understanding of the digital, technology
and consumer industry.
MediaTek names Anku Jain
as Chief Representative
of its India Operations
MediaTek Inc. has announced the
appointment of Anku Jain to the role of chief
representative of MediaTek India. According
to the company, since joining MediaTek 14
years ago, Jain has played an important role in developing MediaTek’s
operations in India. He most recently served as senior director and head of
MediaTek’s office in Noida. In his new role, Jain will oversee the operations
of MediaTek’s office in Noida and the company’s domestic government
relations programs. With more than 25 years of experience, Jain has held
a variety of senior management, site operations and engineering roles at
Sprint, RiverRun, Network Programs and Pixtel Communications.
 INDIA 2018
Inspire the Extraordinary

Are You Ready to succeed

in the Analytics Economy?

Artificial Intelligence | Machine Learning | Cognitive Computing | IoT

Data can have an extraordinary impact on the world, from humanitarian issues to
complex business challenges. With this year's theme on Inspire the Extraordinary,
you can only expect speakers with extraordinary influential aura who have leveraged
cutting-edge analytics to achieve extraordinary outcomes.

Join us at SAS® Forum India 2018

India's largest analytics event, where leaders take center stage.

Date: Tuesday, May 15th 2018

Time: 8:30 am to 5:30 pm
Venue: Renaissance Mumbai Convention Centre, Powai, Mumbai

For further information :

Ms. Desere Pereira
Desere.Pereira@sas.com

Register: www.sasforum.com/in
#SASFIN18

Scan to Know More

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Printing Date 18 & 19 Reg. No: DL-SW-01/4030/18-20 every month

56 May 2018 www.varindia.com 56 pages including cover