SME Channel October 12 Issue

LEADERS CORNER /64Panasonic: : Panasonic SSD to grow 100% this Year

GUEST TALK /50MAIT: India Needs Manufacturing for Vibrant IT Environment

SME CHAT /30SmartLink: Making of an India MNC

HCL (DDMS) to Distribute Dell Products /20PLUS

VOLUME 03 | ISSUE 08 | PAGES 70 | OCTOBER 2012 | RS. 20/-

indias first IT magazine for sme business

01

Channel partners are an integral part of any organisations success story. With the increasingly competitive and complex business environment the need to focus on keeping them in good humor has become so important that companies who follow best practices have the best chances of surviving the changes sweeping this industry. /34

CAN CHANNEL SCHEMES INCREASE SALES?/46

FEATURE

PracticesChannel

Best

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Aircel Partners NEC for Cloud Solutions /18


PLUS

VOLUME 03 | ISSUE 08 | PAGES 70 | OCTOBER 2012 | RS. 20/-

www.smechannels.com

TIME WAITS FOR NONE

EDITORIAL

SANJAY [email protected]

LET ME START with thanking everyone - the principals, the partners and even the cus-tomers who have supported us for the entire year. Recently, we have concluded our annual event known as SME Channels Channel Connect- Cum- Achievers Awards, which wit-nessed a number of interesting presentations from ViewSonic, Panasonic Printer Division, Kaspersky Lab and NComputing, and an interesting revelation of Dr. Ajay Kumar, Joint Sec-retary, Department of IT, Ministry of CIT, Govt. of India that India is being looked upon by many overseas countries to play a major role in Electronics Manufacturing. If things move on the right direction then this country will be a hub of manufacturing. It means Indias long term goal of being self-sufficient in terms of products - be it IT or Electronics - will be fulfilled.

This event also witnessed the award ceremony where near about 70 awards were given to the industry performers in various categories. The bottom line of the awards was that one should understand that it takes no time to change the fortune. The leaders of yester years are no more leaders now. They have gone to the 3rd or 4th level. New companies have emerged with innovative product lines and excellent service support arrangements. The industry has changed, customers have changed in terms of their buying the products and usage of products.

The traditional way of doing business is no more accepted. The channel business has undergone a lot of changes. The channel partners do not need any temporary financial temptation from the principals, rather they need a forward looking and sustainable road map. In the past most of the partners were showcasing various brands while making any pitch or conversation but today partners are preferring to showcase their own brand. Their visiting cards are no more seen with different brands logos. So important here is innovation for both the principals and the partners, which no management book can teach. It can only be done or adopted by looking at the existing market requirement.

Coming to the present market condition, the dollar price has more or less settled around Rs.53. This is a good sign - specially looking at the OND quarter, which is believed to be the high yielding quarter for the product vendors. Wish you happy Dussehra 2012!

OVERALL RATING

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It combines a 32 GB 1 2.5-inch SSD that resides alongside a desktop computers hard drive with ExpressCache software by condusiv technologies. The software, sold exclusively by SanDisk can be installed on any desktop PC running Windows 7 oper-ating system. After installing the SSD and software, the SanDisk ReadyCache solutions advanced caching algorithms automatically manage data by caching frequently used files to improve overall performance.

CASE STUDY /48Tally: Maritime Company Runs on Tally.ERP 9

SME TREND /26Silicon Valley: Success of Business Starts with Happy Customers

SME TREND /28AGC Networks: Partners to Decide on the Revenue Goal

SME CHANNELSOCTOBER 2012

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Join us on : www.facebook.com/panasonicindia www.twitter.com/panasonicindia | Service Helpline : 1800 103 1333, 1860 425 1860, 044 -4288 9222 | Website: www.panasonic.co.in, E-mail: [email protected]

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Advts.indd 15 19/10/12 11:26 PM

OCTCOVER STORYChannel Best Practices /34Channel partners are an integral part of any organisations success story. With the increasingly competitive and complex business environment the need to focus on keeping them in good humor has become so important that companies who follow best practices have the best chances of surviving the changes sweeping this industry.

Publisher: Sanjib Mohapatra

Editor: Sanjay Mohapatra

Assistant Editor: Karma Negi

Reporters: Aparajita Choudhury

Executive Editor: Smruti Chaudhury

Copy Editor: Neil DSouza

Web Designer: Vijay Bakshi

Technical Writer: Manas Ranjan

Satya Sagar Sinha

Lead Visualizer: DPR Choudhary

MARKETING

Senior Manager: M Raj

Marketing Executive: Rajat Kumar

Circulation and Printing: Panchanan Bhoi

SALES CONTACTS

Delhi 6/102, Kaushalya Park, Hauz Khas

New Delhi-110016

Phone: 91-11-41055458 / 9313891660

E-mail: [email protected]

Bangalore Subrat S

NO.661, 10th Main, 5th cross, 4th Block,

Koramangala, Behind Old Maharaja,

Bangalore-560034

Phone: 9886107294

E-mail:[email protected]

Mumbai Hemal Shah

B/14, Neel Ashish

92, J.P.road, Andheri (West)

Mumbai - 400058

E-mail: [email protected]

Kolkata S Subhendu

BC-286, Laxmi Apartment, Kestopur

Kolkata-700101

Phone: 9674804389

EDITORIAL OFFICE

Delhi: 6/103, (GF) Kaushalya Park, New

Delhi-110016, Phone: 91-11-41657670 /

46151993 [email protected]

Bangalore 136/ 9, Ground Floor, Eden Crest

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Bengalore-560047

[email protected]

Printed, Published and Owned by Sanjib

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Editorial ~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 06

Snippets ~~~~~~~~~~~~~~~~~~~~~~~~~~~~10

Partner Corner ~~~~~~~~~~~~~~~~~~~ 26, 49

Case Study ~~~~~~~~~~~~~~~~~~~~~~~~~ 48

Guest Talk ~~~~~~~~~~~~~~~~~~~~~~~~~~ 50

Products ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 66

more insideSME CHAT

AGC /28Partners to Decide on the Revenue Goal

Smartlink /30Making of an India MNC

TREND SETTERKingston /32SSD is the Future

LEADERS CORNERPanasonic /64Panasonic SSD to grow 100% this Year

contentsVOLUME 03ISSUE 08 2012

PLUSFEATURE: Can Channel SchemesIncrease Sales /46

EVENT REPORT

/52


8


Contents.indd 8 20/10/12 11:05 AM

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Cisco and NetApp Unveil ExpressPod for SMBsCisco and NetApp have introduced ExpressPod, a pre-packaged and tested solution for growing small and medium-sized organizations; the addition of new storage cluster-ing capabilities to the FlexPod data

center platform, and the release of a validated VMware solution for Oracle Real Application Cluster (RAC) on FlexPod.

For growing small and medium-sized organizations that

are beginning to virtualize their networking, storage, and computing environments, ExpressPod offers pre-packaged and tested solution bundles. Servicing the needs of large enterprise data centers,

Microsoft Launches Dynamics NAV 2013 for SMBsMicrosoft has launched ERP solution, Microsoft Dynamics NAV 2013, a comprehensive business management solution for small and midsize businesses (SMB).

The companys press release announced that it is the first Microsoft Dynamics ERP solution for Windows Azure giving customers the choice to move to the cloud on their own terms. Microsoft Dynamics NAV 2013 is simple to implement and use, with a familiar look and feel, great integration with other Microsoft technologies and a user interface tailored to the individual/specific organizational roles. Dynamics NAV 2013 combines business process, communications and collaboration capabilities to support SMB operations with secured, seamless integration and in turn enhance productivity.

Highly adaptable and rich with features, Microsoft Dynamics NAV 2013 is easy to deploy because of its on-premises or in the cloud capabilities, it stated.

FlexPod now features support and validation for VMware vSphere on NetApp Data ONTAP 8 operating in Cluster-Mode.

Additionally, for companies that are virtualizing Oracle RAC databases with VMware vSphere and vCenter, Cisco and NetApp offer validated design support, including documented deployment best practices. The Oracle RAC on FlexPod solution, validated with VMware, features secure multi-tenancy, application and data mobility, integrated data protection, and automated provisioning. These features provide organizations with a prevalidated, virtualized produc-tion solution to manage more databases in less time and space.

To support partners who are looking to deploy ExpressPod, Cisco and NetApp will offer readi-ness and enablement packages to help them play a critical consulting role with midsized customers.

Brian Allison, Director, Business Development, Cisco, said, Cisco and NetApp are committed to constant innovation to our joint portfolio that helps address the business needs of our mutual customers. Critical to our success is our strong solution offerings that enable our partners to add value and grow their business.


10

SNIPPETSfor more log on to smechannels.com

PRODUCT | CHANNEL | CONSULTING | SERVICES

snippets.indd 10 20/10/12 10:41 AM

Advts.indd 14 18/01/12 9:21 PM

Digisol Goes Bangkok Calling

Smartlink Network Systems has announced its channel reward program Bangkok Calling. The program is designed for Digisol Connect Partner and Digisol Select Partners. This scheme is available through purchases made by channel partners from authorized Digisol regional distributors all across India.

The company informed that the incentive program enables channel partners to aim for various slabs and earn rewards. There are a host of rewards under the Bangkok Calling promotion which includes an all expense paid trip to Bangkok; partners can earn as much as three tickets. Other rewards offered under the promotion includes, double door refrigerator, nettop PC, digital cameras and Big Bazaar vouchers.

Sanket Kulkarni, DGM Channels, Smartlink Network Systems, said, After an overwhelm-ing response from our previous schemes, we are happy to announce Bangkok calling for our valued partners, we encourage our channel partners to participate in our schemes and earn well. We are certain that the scheme will be a runaway success and will further consolidate our position as one of the major player in the networking market space.

HP helps clients protect what mat-ters most to their organizations by

delivering intelligent security solutions.

NEELAM DHAWANVP AND GM (ENTERPRISE GROUP)

AND COUNTRY MANAGING DIRECTOR, HP INDIA

MY POINT

SAP Enables Organizations to Gain Insights of Big DataSAP AG has announced new analytics software that bundles SAP Business Objects business intelligence (BI) solutions and the SAP Sybase IQ server. The solutions help organizations of all sizes gain better insight into big data with advanced data visualization, self-service data discovery, mobile BI and predictive capabilities.

The companys press release said that analytics editions can be important for small and midsize (SME) companies that traditionally face many challenges when entering the field of data analysis. Analytics editions of SAP Business Objects BI solutions and SAP Crystal solutions package data warehousing and data integration products with best-practice content and use cases tailored for key industries and lines of business.

McAfee Rewards Rakshak PartnersMcAfee India rolled out its latest reward scheme exclusive for partners of the McAfee Rakshak Retailer Program. A registered McAfee Rakshak partner could win cash prizes and accumulated points that could be exchanged for a host of exciting gifts such as Bajaj Pulsar Bike, Diamond Jewellery, Apple iPad, international holidays and lot more. The offer was valid until the 29th of September 2012 on any purchase of McAfees 2012 consumer product range: McAfee AntiVirus Plus 2012, McAfee Internet Security 2012 and McAfee Total Protection 2012. Partners could accumulate McAfee Rakshak points on every transaction and win a reward right from a minimum purchase of Rs 7500 to a maximum amount of Rs 3, 00,000.

Sachin Tendulkar Unveils Luminous ProductsSachin Tendulkar, the brand ambassador of Luminous Power Technologies, unveiled a range of green power backup solutions. These innova-tive products are targeted at families with limited or no access to electricity.

This range of products includes Solar Home Lamps, Solar Lanterns and Solar Inverter. In addition, Sachin also unveiled an affordable power backup solution comprising of 300VA Home UPS and a 80AH Tubular battery. These products will increase the penetration of the Home UPS by opening up new markets for Luminous, especially in the rural areas. For the first time, a hybrid Solar Inverter with grid power option was also launched for the Indian market.

The unveiling of the innovative product range coincided with the Annual Partner Meet which brought together top channel partners from all across the country. Sachin Tendulkar presented the honours to the top performing partners of Luminous.

Champion Wins Case Against SamsungIn a landmark judgement, a Division Bench of the Delhi High Court ruled that parallel importa-tion is authorized under Indian trademark laws and does not infringe the trademark of the rights-holder.

In an appeal filed by Kapil Wadhwa, Director of Champion Computers, the Bench of Justices Pradeep Nandrajog and Siddharth Mridul over-ruled the findings of a Single Judge, who had held in February 2012 that all imports of trademarked goods into India had to take place through the authorized distribution chain of the trademark-holder Samsung Electronics Ltd. or with their permission, failing which imports would amount to infringement under the trademark law.

The suit was initially brought by Samsung Electronics Co. Ltd. and its Indian subsidiary Samsung India last year, under which it claimed that Delhi-based Champion Computers was unauthorisedly selling Samsung printers imported directly from foreign markets into India.

Speaking of the reversal, Wadhwa said, We are happy the Honble Court has upheld our point of view and cleared the confusion and fear spread in the market by MNCs which were using trademark law as a tool to thwart competition and protect their own pricing and profit margins.


12

SNIPPETS


FIVE Ways to Boost sMB ProFItaBIlIty.

Partner with McAfee and opportunities abound Millions of small and medium-sized enterprises are in search of a trusted security advisor. When you partner with the leader in digital security, you can take advantage of this tremendous growth opportunity.

Here are the top five reasons to say yes to partnering with McAfee:

1. Opportunity Increase deal opportunities in the growing SMB market when you partner with McAfee, the largest dedicated security technology company.

2. Flexible Solutions Offer your customers the most flexible security solutions for SMBfrom SaaS to on-premise suites.

3. Profitability Start earning more, fast with up to 25% higher margins and lucrative McAfee SMB rewards programs, with quick and easy deal registration.

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Advts.indd 25 18/09/12 11:01 PM

WeP Introduces New Dot Matrix Printer seriesWeP has launched the new Dot Matrix Printer series models named HQ 2650 & HQ 2800, and comes with remote management software.

The company informed that this printer fea-tures 600 and 660 pages per hour printing speed. These printers offer a low cost of ownership with its High Print Head life of 800 Mn Characters. It also comes with various connectivity options with Serial, Parallel, USB 2.0 and LAN interface.

These printers can be used in segments like BFSI, manufacturing and logistics for improving the efficiency of printing.

Lalani e-Tech City Launched In KolkataLalani Group, the IT and office automation service provider, announced the launch of its large format tech retail store LALANI e-TECH CITY in Kolkata. Partha Chatterjee, IT Minister of West Bengal, inaugurated the store at Ganesh Chandra Avenue.

The sprawling 13000 square feet, state-of-the-art LALANI e-TECH CITY will house IT, office automation, mobile phones and all the other premium electronic gadgets of all the leading brands including HP, Dell, Lenovo, Acer, Apple, Microsoft, Sony, Blackberry, etc.

Matrix Comsec Launches New Fac-tory in VadodaraMatrix recently inaugurated its new manufactur-ing unit at Waghodia, in Vadodara. The launch of the factory reinforces Matrixs vision of providing innovative world-class products and solutions for a better tomorrow.

The new manufacturing unit is spread over an area of 78,000 sq. ft., and is operated by well qualified and dedicated team of engineers. The new structure houses departments like production, testing, quality control, stores and despatch. Universally practiced production and quality processes have been implemented in the new factory. It endeavors for harmony with nature and has considered ecological aspects like rain water harvesting and the usage of waste water. The new manufacturing facility envelops various energy conserving techniques which reduces energy consumption and carbon emissions.

D-LINK SHOWCASES 5S SOLUTION D-Link introduced its 5S networking solution for enterprises at Interop 2012 in Mumbai. The companys 5S Solution incorporates switching, structured cabling, surveillance and storage, security, and software that form a major component of any secure, reliable, and manageable network solution.

Talking exclusively about D-Links Enterprise road-map, Tushar Sighat, CEO, D-Link (India) Limited, said, Year 2012 can easily be termed as the year of Big initiatives for us at D-Link, and one of the key focus areas for D-Link this year is large Enterprise domain. To address this segment we have already defined our strategies for 2012-13 and are committed to acquire substantial market share in near future. Our 5S Networking Solution is another step towards helping Enterprises build a strong and reliable business network.

Elaborating on the D-Link 5S Concept, Sanjay Sehgal, VP (Enterprise & Project Business), D-Link (India), said, Our robust product portfolio along with integrated approach offers unin-terrupted network and cost-effective solution that helps businesses to run efficiently. D-Links 5S Solution aims to offer streamlined integration, centralized management, simplified trouble shooting, guaranteed interoperability and ease of use.

Kasperksy Partner Program for SMBAcknowledging the demands of the channel partners for a structured partner program and with B2B space becoming stronger, Kaspersky has not only launched Kaspersky Green Team Partner Program but has also released two specific products for SoHo/SMB space named Kaspersky small office suite.

Our past strategy was B2C but now the new strategy is to focus on B2B. Hence for the first time we have launched this partner program for B2B at the APAC level which is almost similar to the global level partner program, stated Gun Suk Ling, director (Corporate Sales), Kaspersky Lab APAC.

She further said that if they can capture even one percent of this customer base it will translate to 1,28,000 new customers. With the burgeoning of the virus attacks smaller companied need help. They are looking for very simple security solutions that fit their needs in terms of: simple deployment and having management centers. The SoHo market is India is huge and the biggest percentage of business comes from this segment. Hence this solution is for SoHo or organisations with a size of 25 people and below. We will use our existing channel partners to sell KSOS, informed Ling.

The first launch was held in Delhi and will be later carried to Mumbai, Bangalore and other cities.These products, explained Ling, are not only simple but in terms of price are lower by 40% compared

to the regular enterprise solutions. The two packs include 15+2 (15 users and 2 file servers) and 25+3 (25 users and 3 file servers).

The revenue that comes from global B2B business is 28%, for B2C is 65% and the rest comes from the technological alliances. While for APAC B2B contributes 30% while the rest of 70% comes from B2C.

Emerson Bags Frost & Sullivan AwardEmerson Network Power has been awarded the 2012 Frost & Sullivan Asia Pacific Market Share

Leadership title in the data centre cooling solutions market. Amit Kumar Singh, Analyst (Energy and Power Systems Practice), Frost & Sullivan Asia Pacific, said,

Emerson Network Power has been able to retain its market leadership position in the Asia Pacific Data Centre Cooling solution market in 2011 for the second year in a row, a feat which is commendable in a market that is efficiency driven and highly diverse in nature. Emerson Network Powers ability to deliver a strong value proposition -- Efficiency without Compromise through world-class cooling products and a vast network of sales and service centres across Asia Pacific, have enabled the company to create a strong differentiation from its competitors and capture the maximum market share in the region.

Tushar Sighat, CEO, D-Link

(India) Limited


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Advts.indd 2 19/10/12 11:22 PM

Pantum Enters IndiaChinese printer manufacturer, Pantum has announced its entry to the India market with a distinct focus on SOHO and SMB segments. Part of Seine Technology Co. Ltd., the company will be focusing sharply on the northern market in the initial phase of its entry including Lucknow, Patna, Ranchi and Punjab, with a parallel focus on the eastern market.

Pantum has aggressive growth plans for India and aims to be among the top five printer brands in the country by 2015. Pantum will cover 64 top cities in India by the end of this year and expects to cover over 100 cities by the end of 2013. The company plans to extensively use the IT channel to penetrate the market, beginning with 25 chan-nel partners and about 1000 resellers. In keeping with the aggressive growth plans, the company expects to double these numbers in the next one year. Rashi Peripherals has been appointed as its first printing devices distributor in India.

Commenting on the development, Jackson Wang, President, Pantum International, said, We are committed to India market and aspire to be the top five printer brands within next three years. Our success in international markets in a short time gives us a lot of confidence for the India market and North is one of the key markets for us.

CANON INDIA SUCCESSFULLY CON-CLUDES GURUKULCanon India announced the successful completion of a two day residential program Gurukul designed specially for its Channel partners sales team. Organized successfully for the last five years, this years theme was Big Step Bigger Future, with a big focus on building strong relationship with channel partners sales team and providing them with opportunities which will help them to grow beyond ordinance of regular expectations and possibilities.

Gurukul, an annual property of Canon is aimed at equipping sales team of channel partners across the country with technical skill sets, better sales tools, product training and is also focused at enhancing their soft skills. The two day session acts as a platform for the channel partners sales team to build rela-tionship with Canon senior leadership team. This year the program was attended by authorized partners from across 11 states from western and southern belts of the country, covering sales team of 75 people across 53 channel partners from 34 cities.

Commenting on this, K Bhaskhar, Senior Director (OIS Division), Canon India, said, Gurukul is a platform which has gained strength by adding more and more participants year on year. This forum, over the years has witnessed many participants attending the event consecu-tively for 3 to 4 years, which itself is a proof of Channel Partners retention of their sales team. We are primarily focusing on equipping the channel partners sales teams with better sales tools and product training and enhancing their soft skills by encouraging collective working and bonding amongst each other in this two days annual event.

EXECUTIVE MOVEMENT

Cisco has appointed Anil Bhasin to lead its Services division in India and SAARC region

Sennheiser Electronics appoints Gunjan Sriv-astava as Managing Director Sennheiser Electronics India

Hiroshi Honda is new Country Manager Buf-falo India. He will drive Buffalos overall market strategy and operations in India.

The Aricent Group has appointed Frank Kern, a veteran of IBM, as Chief Executive Officer, effective immediately.

Autodesk has ap-pointed Pradeep Nair as Managing Director for its India and SAARC operations.

K Bhaskhar, Senior Director

(OIS Division), Canon India

INDIA IT SPENDING TO REACH $71.5 BILLION IN 2013IT SPENDING IN INDIA IS PROJECTED TO TOTAL $71.5 BILLION IN 2013, A 7.7 PERCENT INCREASE FROM THE $66.4 BILLION FORECASTED FOR 2012, ACCORDING TO GARTNER, INC.

INDIA IT END-USER SPENDING FORECAST, 2012-2016 (US$ BILLIONS)

Software Services Telecom TotalHardware

9.1

3.5 4.0

9.2 10.3

44.747.8

66.471.5

9.5

Source: Gartner (August 2012)

2012

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Advts.indd 7 19/10/12 11:24 PM

VMware Unveils Vcloud Suite UpdatesVMware has unveiled an updated cloud management portfolio, including significant enhancements to the management products in the recently released VMware vCloud Suite. VMware is also introducing a new product to the suite, VMware vCloud Automation Center 5.1, and is updating the VMware IT Business Management Suite to further simplify and automate management while empowering IT to govern services across multiple, heterogeneous clouds.

Businesses of all sizes are leveraging a decade of virtualization investments to transform IT through the software-defined datacenter, said Raghu Raghuram, Executive VP (Cloud Infrastructure and Management), VMware. VMwares cloud management offerings fundamentally recast management for the cloud era, allowing customers to operate at cloud scale and begin to act as brokers of IT services to the business.

Axis 360 Degree Panoramic CamerasAxis Communications presents 360 fixed mini dome cameras with a 5 megapixel sensor that enables detailed, high-quality 360 or 180 panoramic views of wide areas.

The competitively priced indoor Axis M3007-PV and Axis M3007-P Network Cameras provide retail stores, hotels, schools and offices with cost-effective solutions to getting wide overviews that help users detect activities and track the flow of people.

The cameras, which are the latest additions to the Axis M30 Series, can be mounted on ceilings for 360 overviews or on walls for 180 panoramic views. Both AXIS M3007-PV and AXIS M3007-P support several viewing modes, including 360 overview in 5 megapixel resolution, as well as horizontal panoramic views and quad views that have been dewarped for easy viewing.

Aircel Partners NEC for Cloud SolutionsAircel announced its strategic partnership for Software as a Service (SaaS), where NEC will provide the Cloud Aggregation Platform along with a portfolio of Cloud offerings to Aircel, which has a large customer base. Aircel will be responsible for managing the end-to-end customer relationships, includ-ing pre-sales and sales engagements, delivery and support, and billing and contractual relationships.

Aircel and NEC will start with a software applications portfolio, which could then subsequently extend to other Cloud offerings. The focus will be on enterprise grade offerings, such as Collaboration, CRM, ERP, HRMS, Business Suite, Video Conferencing, etc. The software services can be adapted to suit a wide variety of business roles, from sales and support, to internal workgroups providing increased efficiencies and greater workforce productivity. Angira Agrawal, Associate VP (Cloud business), NEC India, said, NEC sees Aircel as a key partner focusing on Cloud, and believes that our partnership with Aircel will fundamentally change the way companies view and adopt cloud services.

DIGESTENVENT SPONSORS ITBP HALF MARATHONEnvent sponsored the ITBP Half Marathon which was held to celebrate 50 years of its existence. This marathon is a celebration of bravery and dedication of the ITBP jawans, an elite border guarding Force and as a tribute to their glorious contribution to the nation in the past 50 years.

The company press release said that actor-philanthropist Salman Khan added his starry presence to the run and contributed to the marathons mass appeal with his charismatic persona. The total number of participants including all categories crossed to over 10,000 making the event a great success, claimed the company.

TECHCOM UNVEILS SSD 352 WEBCAMTechcom has launched the new webcam, the SSD 352 which comes with 3P lens and night vision too. The high quality 3P lens helps provide true picture quality and better resolution while 6 white LED indication lights offer enhanced visibility and sharp, clearer images, even in the dark, claimed the company.

The company further informed that this webcam is easily connectible via 2.0 (UVC) high speed USB interface and its built-in microphone of superior quality makes the SSD 352 a very efficient medium for effective and convenient communication, esp. during video chats. It also has powerful zoom options with zooming in possible upto 4X.

It is available at a price of Rs. 450 with one year warranty.

GLACIALTECH UNVEILS COMBO CPU COOLERGlacialTech has launched the Igloo i670CU Combo CPU coolers with Intel LGA 775/1155/1156. It is compatible with CPU LGA775/1155/1156.

GlacialTech Igloo i670CU Combo with its technicalities is designed to reduce noise generated from the cooling fan. This combo is light weight and consumes less electricity. Its cost effectiveness feature increases CPUs long working hours. With Igloo CPU Cooler, one can work in a quiet and peaceful environment with optimal price performance benefit as claimed by the company.

MSI UNVEILS POWER EDITION GRAPHICS CARDMSI has released the GTX 660 Ti Power Edition graphics card. The new graphics card incorpo-rates MSIs Triple Overvoltage technology and PWM Design architecture to boost overclocking potential by up to 18.2%. Perfect cooling is supplied by of the new Twin Frozr IV Thermal Design and exclusive Dust Removal technology automatically removes dust from the heat sink module and maintains optimum cooling performance.

Its propeller blade technology increases air-flow by 20% as compared to conventional fans and it also reduces the temperature. This graphic card features Military Class III components and incorporates proprietary features and technolo-gies in the power supply, cooling and materials.

COMGUARD EXPANDS WINMAGICS BUSINESSComguard Networks has been appointed as the national distributor by WinMagic Inc., a Canada-based data security firm, for the India market. The appointment will strengthen WinMagics presence and further promote its suite of encryption solutions in the fast-growing Indian market, announced the company.

Iain Airey, Director(EMEA Sales), WinMagic Inc, said, WinMagic recognizes India as an important, growing market and we are pleased to be working with Comguard Networks to help develop and grow our business. As a new entrant into the Indian market we are going to rely on Comguard Networks strengths and expertise to assist us in gaining market share. Comguards extensive channel relationships and growing customer base, particularly in the enterprise market represent an excellent opportunity for WinMagics enterprise class data security solutions.

Ajay Singh Chauhan, CEO, Spectrum Group, commented, We are delighted to partner with WinMagic as the national distributor for the India market. WinMagic is a global leader in data encryption solutions and we are looking forward to help them in expanding their business in India through our dedicated and sustained efforts.


18

SNIPPETS


Advts.indd 22 18/09/12 11:00 PM

Winknet Unveils Next Gen TabsWinknet has launched the next generation tablets Ultimate (TWY300) and Wonder (TWY100). It comes with an ultraportable 9.7 and 7 screens respectively and is powered with a 1.5 GHz processor.

These tablets operate on the Android 4.0 version. The Ultimate Tablet features a 2 megapixel rear camera and a 0.3-megapixel front camera while Wonder sports a 0.3 megapixel camera which provides smooth transition and seamless HD video and flash playback for a rich enter-tainment experience, informed the company.

NafisKazim, COO, Shyam Networks, said,Looking at the Indian market and how it has evolved, tablets have emerged as converged devices. Winknet range of Tablets allows the consumers to experience a perfect and seamless web content experience, enjoy diverse range of multi-media content even while on move.

Boxlight Launches SoundLite+Boxlight has announced audio speaker and wireless microphone combo,

SoundLite+. It is a digital speaker system combining two high efficiency, full range 10W speaker with a dual channel 20W class D amp and wireless handheld mic / transmitter.

With its portable design, the SoundLite+ has proven to be the best speaker worldwide and is now being launched in India, claimed the company. This portable, wireless, high sound quality speaker comes with the new 2.4G technology. The SoundLite+ is easy to install and perfect for both ceiling and polls wit snap - together assembly and auto channel sync for connectivity.

The SoundLite+ uses frequency expansion technology to reduce the signal noise and enhance the transmission reliability of the wireless microphone.

Priced at Rs. 21,000, it comes with one year warranty.

HCL (DDMS) to Dis-tribute Dell Products

Digilife Distribution and Marketing Services (DDMS), the distribution arm of HCL Infosystems to distribute Dells Enterprise class products to partners in emerging markets. This is a first-of-its-kind engagement for DDMS and Dell in the market. DDMS will deal in a wide array of Dells Enterprise product categories including servers, storage and networking products in India. The partnership with DDMS will enhance Dells Enterprise solutions reach beyond tier-1 cities and propel its focus to target mid-market customers with open, easy to deploy and affordable solutions.

The partnership is geared to promote and extend businesses for both Dell and HCL Infosystems; under this deal DDMS and Dell will collaborate on marketing, sales and techni-cal areas and overall go-to market activities. DDMS will take care of the marketing related activities for Dell Enterprise products and ser-vices, and further help promote, participate and extend the sale of the Dell products through activities such as market research, advertising, trade shows, internet marketing etc.

Suse has released Suse Manager 1.7, the latest version of its systems management solution for enterprise Linux environments. Suse Managers capabilities help enterprises to comprehensively manage Suse Linux Enterprise Server and Red Hat Enterprise Linux servers with a single centralized solution. Version 1.7 includes flexibility and compliance enhancements that help customers grow their Linux deployments while reducing management effort. The company further informed that Suse Manager 1.7 helps reduce both the total cost of ownership and complexity of managing Linux systems while also helping to improve compliance with corporate policies and external regulations. Suse Manager 1.7 supports the open source PostgreSQL database. It gives customers the choice between using an external Oracle 10g or 11g database, an embedded commercial enterprise database or an embedded PostgreSQL database to accommodate a wide range of deployment and scalability scenarios.

Suse Manager 1.7 Manages Enterprise

Linux Server

HP INTRODUCES PROLIANT GEN8 SERVERSHP unveiled two new HP ProLiant Generation 8 (Gen8) four-socket servers that facilitate customers move to cloud while deliver-ing increased compute power in less space and a return on investment within three months.

The industrys first four-socket servers to incorporate HP ProActive Insight Architecture,the HP ProLiant BL660c and DL560 Gen8 servers significantly reduce the time spent on mainte-nance tasks through high levels of automation and continuous monitoring of system health, saving IT staff more than 30 days of administration time a year.

As building blocks for HP Converged Infrastructure, these multiprocessor servers satisfy the need for high-end compute power that enables clients to extend end-to-end virtualization and provide a foundation for creating private and hybrid clouds.

With a three-to-one server-consolidation rate and reduced server footprint in the data center, the HP ProLiant BL660c Gen8 server offers four-socket density in half the size of the previous generation, and reduces total cost of ownership (TCO) by up to 30 percent.

Additionally, the HP ProLiant DL560 Gen8 server provides a space-minimizing four-socket server in a 2U form factor without compromising performance, scalability or expansion requirements.


20

SNIPPETS


Advts.indd 13 19/10/12 11:26 PM

Logitech Strengthens Solar-powered ProductsLogitech has expanded its tablet accessories as well as solar-powered product portfolio in India with three new products namely Logitech Ultrathin Keyboard Cover and Logitech Solar Keyboard Folio which are made for the new, third-generation iPad as well as the iPad 2 and Logitech Wireless Solar Keyboard K760 for Mac, iPad or iPhone.

Subrotah Biswas, Country Manager, Logitech (India and South West Asia), said, Logitech believes in providing a superior consumer experience, to people from different walks of life, which is aimed towards aiding productivity. The new Logitech keyboard cases with their sleek, smart design and extended keyboard battery life that provide a convenient way for consumers to do more with their iPad, while the Wireless Solar Keyboard K760 will appeal to Apple users. We pride ourselves on being a consumer-centric organization and we are committed to provide consumers the joy of being immersed in the digital world.

Sandisk to Deliver CFast Memory CardsSanDisk Corporation has announced that it is developing flash memory cards based on the new CFast2.0 specification introduced by the CompactFlash Association (CFA).

The new specification enables next-generation photo and video applications by delivering up to four times faster performance than the CompactFlash memory cards currently used in DSLR cameras and other imaging devices.

Professional video applications are growing more powerful than ever before, with 2K video enjoying widespread use and full-frame 4K video already gaining adoption in high-end production environ-ments. These next-generation video applications can produce videos with incredibly high resolutions and large file sizes. The CFast2.0 specification supports advanced video applications through higher interface bandwidth and much higher levels of Video Performance Guarantee to meet the requirements of 2K/4K digital intermediate compressed production environments.

Antec Launches TrueQuiet 120 Case FanAntec has introduced the TrueQuiet 120 case fan for the Indian market. This fan brings proven cooling and quiet computing to the system. The company informed that this fan is equipped with silicone grommets and a uniquely-designed fan blade to reduce turbulence, vibration and noise for overall quiet operation. Its plastic tool-less mounting screws allows users toinstall very easily and quickly. The TrueQuiet 120 comes with 2years warranty on parts and labor.

Kevan Li, Head (Sales and Operations), Antec India, said, With increasing computing needs, taking care of overheated and noisy PCs is often a concern. The AntecTrueQuiet 120 case fan is a blessing in disguise for users who wish to optimize the performance of their PC through cool and Quiet Comput-ing. This is an extremely fine offering from our cooling accessories portfolio and is designed for not just great performance but also easy installation.

TRANSCEND LAUNCHES TWO NEW DDR3 MEMORY MODULESTranscend Information launched two new DDR3 memory modules: a 32GB DDR3 1333MHz Registered DIMM (RDIMM) and a 16GB DDR3 1600MHz Very Low Profile (VLP) Registered DIMM.

Featuring stable signal integrity at high frequency operation and an onboard thermal sensor for better system thermal control, these high capacity RDIMMs provide better expandability options to server administrators. Additionally, both new modules feature high quality aluminum heat spreaders to ensure optimal heat dispersion and stability.

Aimed at high-powered servers, Transcends largest capacity 32GB DDR3-1333 modules significantly increase memory density in servers that support 32GB RDIMMs (up to a maximum 2TB), such as IBMs System x3850/3950 X5 and BladeCenter HX5, announced the companys press release. The new modules are rated at 1333MHz with timings of 9-9-9-24, and operate at industry standard 1.5V.

BRIEF NEWS STRONTIUM IN GITEX 2012Strontium Technology showcased its range of memory products at GITEX 2012 in Dubai from 14th to 18th October. The highlights were SATA3 SSD, ultra-high speed memory cards and USB 3.0 flash drives.

Anshuman Gupta, CEO, Strontium Technol-ogy, said, Gitex will be a significant opportunity for us to showcase our products and to show our commitment to the consumers and partners in Middle East and Africa region.

DIGILITE CELEBRATES 1ST ANNIVERSARYDigilite celebrated its one year of successful business with Digilite 1st Anniversary Channel Meet in Goa from 20th to 22nd September. The meet was attended by more than 75 attendees which included Digilite Omega Platinum Partners from across the country along with Digilite sales and management team.

Rajan Sharma, VP (Sales), Digilite, said, Today as we celebrate our first anniversary we are happy to note that within the first year of our brand Digilites presence in the Indian market we have already achieved a milestone of shipping 2,00,000 motherboards. It is exciting to see that over such a short period of time we have made tremendous in-roads in this highly competitive market place.

GIGABYTE LAUNCHES NEXT GEN AMD FM2 SERIES MOBOGigabyte Technology has launched its latest FM2 series motherboards supporting next generation AMD A-Series APUs. The Gigabyte F2A85X-UP4, the flagship of the Gigabyte FM2 series, incorpo-rates Gigabyte Ultra Durable 5 technology, digital power delivery and other exclusive features that guarantee youre getting the most from AMDs new Trinity technology.

The flagship Gigabyte FM2 series moth-erboard comes in the shape of the Gigabyte F2A85X-UP4 motherboard, designed to push AMD A-Series APUs to the limit with Gigabyte Ultra Durable 5 technology. Digital power controllers ensure high capacity, high current power delivery which, when coupled with high speed memory support, combine to push the onboard AMD 7000 series graphics processor to the absolute maximum.

ASUS TWO GRAPHICS CARDSAsus has launched dual-fan GeForce GTX 650 Ti DirectCU II graphics cards for home multimedia, graphics-reliant productivity and detailed gaming. It features DirectCU II thermal design for 20% cooler and 3X quieter operation, DIGI+ VRM and Super Alloy Power for extended longevity and greater stability. The cards further support four-screen displays via NVIDI 3D Surround technology.

The companys press release said that these cards offer high-output products well-suited to a wide range of PC DIY needs. The TOP version uses GPUs that are aggressively-tested and factory-overclocked to 1033MHz boost clock (105MHz above reference). The OC version runs 954MHz boost (26MHz above reference). Both cards ship with 1GB GDDR5 video memory set to 5400MHz.


22

SNIPPETS


> The founder of the worlds first network camera> The world leader in network video, driving the shift from analog to digital> Sweden-based company, with over 16 years of experience in IP video and nearly three decades of network know-how> Installations worldwide in sectors ranging from retail and transportation to education and city surveillance

> Dedicated partner network offering unrivaled expertise> Solutions delivering enduring results, even in the most extreme conditions and remote locations > Open standards only, for easy integration and scalability

Get the Axis picture. Stay one step ahead.Visit www.axis.com

And your #1 choice for quality, innovation and expertise.

Axis is the

world leader in IP video and surveillance cameras

Axis wins Best Surveillance Brand 2012

axis_ad_leader-cams_smechannels_190x280_en_1210.indd 1 11/10/2012 9:57:59 AM

Advts.indd 5 19/10/12 11:23 PM

WatchGuards UTM Product Grows 18% YoYWatchGuards Q2 billings overall grew 16% YoY and 18% YoY for its core firewall and next generation Unified Threat Management (UTM) products. This is the sixth straight quarter WatchGuards core products have achieved double-digit growth, averaging 16 percent year-over-year during that time.

The company attributes gains primarily to its enhanced manageability features designed for enterprises, resulting in increased demand for its XTM Series UTM products, including its XTM 5 Series for mid-sized businesses which grew by 19 percent YOY. WatchGuard also experienced combined growth of 37 percent YOY for its XTM 8 Series, 1050 and 2050 products, which are scaled for organizations with 1,000 or more employees.

However, in India, WatchGuard has witnessed a substantial uptake of their enterprise solutions with a 219% growth in 8 series and above.

Epson Empowers PartnersEpson has launched nSolutions partner engagement program with the aim to intensify its relationship with partners. This program covers 16 cities to reach 1500 partners across India. The company also aims to empower and educate SIs and office automation partners on their products and solu-tions. Epson showcases some products in this program which comprises Label writers, a potable scanners weighing 325 grams, 3D home theatre projectors, short throw projectors, L series printers with refillable external ink tanks and the K series mono Inkjet printers, A3 multifunc-tional color printers at a price of Rs. 28000, Multimedia projectors which shortens the projection distance, prevents shadows and provide greater installation flexibility.

S.M.Ramprashad, DGM (Consumer Products, Epson), said, Our key focus areas are education, SMEs, government and health sector. Our last turnover was Rs.603 wand expected to grow 20-25% in this year.

Dell Ships First Equal Logic Storage Blade ArraysDell has informed that it has begun shipping its first enterprise-class storage blade arrays that simplify and consolidate data centers by combining with Dell blade servers and networking switches inside a single blade chassis. The convergence of these tech-nologies represents the example of Dells approach to support customers seeking data centers that are easy to set-up, manage and scale as needed.

Moreover, Dell EqualLogic Blade Arrays Enable Converged Infrastructure to Help Simplify IT. It provides customers all of the functionality and enterprise-class features of traditional EqualLogic arrays inside a Dell PowerEdge M1000e blade chassis. The blade arrays combine with Dell 11th or 12th generation Dell PowerEdge blade servers and Dell Force10 or PowerConnect networking, enabling custom-ers to run an entire data center within a single, compact blade enclosure that can help streamline IT management and operations.

F5 Networks announced the F5 Network Virtualization Solution for Microsoft Windows Server 2012 Hyper-V. The solution gives F5 customers the flexibility to use the BIG-IP platform to deploy network services in cloud-driven data centres that are built on Windows Server 2012 Hyper-V.

With this solution, the same network-based services that the BIG-IP platform providessuch as local and global load balancing, advanced traffic steering, access control, and application security and accelerationcan now also be used to deliver applications in the Microsoft cloud and virtualized network environments. The solution is enabled by F5 BIG-IP Local Traffic Manager (LTM) Virtual Edition (VE) running on Windows Server 2012 Hyper-V.

The F5 solution also opens up a revenue opportunity for channel partners, who will be able to sell it as a new, specialized SKU in support of Windows Server Hyper-V network virtualization solutions in production environments.

F5 Extends Dynamic

Networking to Hype V

IBM ENABLES KWALITY DAIRYIBM announced that Kwality Dairy India Ltd. (KDIL) has selected IBM cloud to improve

the dairys operational efficiency and productivity in its bid to become a global milk and milk products company.

KDIL has one of the largest milk procurement operations in North India. The Dairy was facing challenges in managing its cash operating cycle effectively and wanted to streamline business processes and improve efficiency across various operations to deliver superior quality products. KDIL was previously using non-integrated solutions, which did not help address the business issues and further impacted operational efficiencies.

Sanjay Dhingra, Chairman & MD, Kwality Dairy (India) Limited, said, We were looking for a technology partner who could help achieve our vision and goals. With IBMs industry knowledge and expertise we are rest assured to meet the ever-increasing demands and ease of management.

As the solution will be based on IBM SmartCloud, it will provide KDIL with a pay-as-you-go model, and the flexibility and scalability required to manage a growing set of requirements. IBM will help KDIL develop foundational business intelligence and reporting capabilities while processing efficiencies through inbuilt industry practices.

IBMs SAP Dairy solution is designed to make KDIL more flexible in addressing new business challenges and opportunities for growth, said Kamal Singhani, Partner, CPG, Retail & Smarter Commerce Industry leader, IBM Global Business Services India/South Asia. IBM is com-mitted to the success of companies like KDIL and is making significant investment to help these companies succeed. We view these companies as engines of global economic growth, innovation and industry transformation.


24

SNIPPETS


K7 Security solutions for Large Enterprise:

Efficient web 2.0 based end-point security management.Provides sophisticated application control, URL filtering and device control.Automate IT security policies globally across end-points.Zero effect on system performance and enhances productivity.

K7 Security solutions for Small Businesses:

Easy to deploy and configure.Does not require specialized IT support.Enterprise class security for SMBs.Unique Flexi licensing system & Recharge packs.

Join Forces with army:Provide best-in-class security for your clients at competitive pricing. Expand client services and product portfolio.Support clients of any size - 10,000+ end points. 365 days safeline & support. Certificate programs for engineers.Attractive partner incentives & offers.

Ahmedabad: Bhavyank Patel - 9227100612, Bangalore: Omprakash - 9243307255, Girisha N. Aradhya - 9742191111, Chandigarh: Sumit Gautam - 9876657188, Chennai: Saravanan M - 9281000605, Prem Kumar - 9282408765, Ganesalingam - 9282421386, Senthil Kumar - 9840395941, Cochin: Sibin Augustine - 9249092004, Coimbatore: Santhosh 9282408764, Delhi: Rohit Gautam - 9212594758, Piyush Verma - 9910868090, Hyderabad: Balaji.S - 9246260027, Jaipur: Prakul Pareek 9610009324, Kolkata: Chiranjeev Mazumdar - 9833808409, Madurai: Chellappa M - 9244201799, Mangalore: Dayaprasad Shetty - 9964318079, Mumbai: Ved Pandey - 9820093251, Alok Singh - 9004238602, Nagpur: Amit Pote - 9850118324, Pondicherry: Kamal 9751112526, Pune: Pranit Gosavi - 7875191117, Salem: K.Padmanabhan - 9944139063, Secunderabad: Kiran 7799281678, Trichy: Sabareesh - 9791817134, Trivandrum: Shiyas 9633982272

Advts.indd 9 18/09/12 10:54 PM

Brief us about Silicon Valley, its turnover and product portfolio.

Silicon Valley Technologies in joint venture with Varite Inc., USA,was launched in March 2009. It has been engaged in retail and distribution of IT hardware and software with major business in south Haryana. It operates its retail outlets under the banner of Imax Gadgets World and Imax Accessories. There has been a 100%+ growth every year both in retail and distribution. The Company is very aggressively working on launch-ing few very exciting Electronic Gadgets in its own brand name.

We also believe that the success of a team or organization starts with Happy Customers thus; we have Customer First Policy. This is an effort towards making our customers feel special and delighted about buying from us. We feel and realize that our Customers are the King and they should be treated like one. Our major differentia-tor in the market today is our Customer Service.

Who are your major customers?Our Major customers apart from 160+

Channel Partners in South Haryana are various engineering colleges, schools, major online com-panies, multinationals and large corporates.

What strength the company has in terms of software selling?

We believe that What gets promoted gets done and thats exactly what we did and now realize the fruits in terms of sales and customer satisfaction.

We are very happy and excited for Trend Micro as they have superb line of products. We knew the brand for years and luckily got into it when it was launched for consumer business. We would give all the credit to our sales team and majorly to the quality of the product.

How do you see the security market in India?

Due to the rapid evolution of malicious threats, with worms and viruses being generated in sec-onds compared to days and weeks earlier, the Security market in my opinion is going to grow by atleast fives times in the next one year.

How do you find Trend Micro as a product? What is the strength

and weakness of this security product?The main plus point of Trend Micro is its light-ness on system resources. The performance of an Atom based Netbook is very nice and smooth after installing Trend Micro as com-pared to any big name in the competition. As it is a total security product, it comes with lot many goodies, the encrypted vault, the file shredder, and system tuner and protection for android device.

Its strengths lies in its simple steps and is easy to load; removes/uninstalls the earlier version on its own; has additional features like system tuner, parental control, and vault with remote file lock; extremely light on system; and excellent pricing

for total security product category.While its weaknesses lies in the delayed launch

in the consumer market but anyway its never too late and another is the missing sandboxing (as per only one customer feedback).

How many resources do you have for Trend Micro?

We have a team of fully trained six sales people for Trend Micro who work for different market seg-ments like channels, SMBs, and end-users.

How do you plan to grow Trend Micro business?

We have already seen a phenomenal growth in Trend Micro sales in the last two years and its because Trend Micros management focussed its efforts towards promotion and marketing. We have no doubt that this financial year we alone would do more than 3 million worth of business and we expect that to double next year.

What activities are you pursuing to achieve the growth?

We want to focus on helping, instead of selling, set and review targets, focus on benefits not on features, distribute samples (trial packs), gener-ate referrals, work on relationships and sale will happen on its own, take advantage of testimoni-als, make it easy for people to do business with us, associate with positive and successful people, believe in the product or service you sell and refer quality products/services only. SME

SUCCESS OF BUSINESS STARTS

WITH HAPPY CUSTOMERS

BHUPESH MALHOTRA, CEO, SILICON VALLEY

TECHNOLOGIES

In todays competitive business, customer is the king and organizations need to focus on customer service,

this is what Silicon Valley Technologies believes in. SME Channels spoke to Bhupesh Malhotra, CEO of

Silicon Valley Technologies to know more. Excerpts


26

SILICON VALLEY PARTNERS CORNER

Partner corner_Bhupesh Malhotra of Silicon Valley.indd 26 20/10/12 10:42 AM

Advts.indd 3 19/10/12 11:23 PM

PARTNERS TO DECIDE ON THE

REVENUE GOAL

SAYED NAVED SHAFI, VP (SME & CHAN-

NEL BUSINESS), AGC NETWORKS

AGC Networks recently announced a channel partner incentive

program, Achievers Club. Talking with SME Channels Sayed Naved

Shafi, VP (SME & Channel Business), AGC Networks gives some more

insight into this unique initiative. Excerpts.

Provide us an insight into AGC Networks Achievers Club.

Achievers Club is a Channel Partner incentive program from SME & Channel Business of AGC Networks. This innovative program was launched during Accelerate- AGC Annual Channel Partner Meet 2012, Goa. The uniqueness of this program is the fact that the partners are given an opportunity to decide on the revenue goal for the business they would like to do with AGC Networks for FY12-13. This initiative has helped us strengthen our relationship with the partners by instilling faith into their minds. We were over-whelmed by the response of the partners commit-ting more than we had expected during the launch itself. We have also launched the program for the rest of the channel community and are expecting a minimum of 80-100 partners to be associated with us through this program.

What is the sole objective of this program?

At AGC Networks, we believe in collabora-tion and team work. This ethos is evident in our technology offerings, business relationships and channel partner engagement. The objective of the program is to move beyond the conventional incentive program where the principal com-pany decides the target slabs and incentives are attached to those. At Achievers Club the partner decides his goal for the entire year and based on the scale of achievement gets rewarded.

How is it different from your ear-lier schemes or programs?

In the past, we have rolled out a number of incen-

tive based programs like the WIZ program which was time bound & slab based. Through this pro-gram we were able to reach out to the larger chan-nel community and established the first level of relationship. Achievers club aims to take this rela-tionship to the next level by providing the part-ners the freedom of choosing their own destiny by deciding their revenue goal with AGC Networks. Our partners are entrepreneurs by nature and are business owners by role. We are confident that they know their market best and have the zeal to grow which will ensure that they serve customers to the best of their capabilities.

Tell us about AGC Networks aggressive channel business

strategy.As the name suggests, SME & Channel Business at AGC Networks focuses on the SME segment and delivers the AGC products, solutions & services suite through a wide network of channel partners spread across 45 cities in India. We have a two pronged Go-to-market approach. Our direct team works closely with the SME custom-ers and at the same time supports our partner network to maximize reach. In both scenarios, AGC Networks ensures that the fulfillment hap-pens through our channel partners only and they are face of AGC for customers. This puts responsibility of training and equipping partners with right set of communication and training tools so that our solutions are aptly presented to customers. This approach has helped us develop a well-trained team of partners, gain their assur-ance and also capitalize on the business and reach.

Elaborate on the plans to pene-trate into the tier II markets.

AGC Networks has a strong network of 179 channel partners across 19 states in India. These are our extended arms that not only sell our solutions but also service our clients in the locations. And we intend sprucing it up aggres-sively. Today in Tier II cities like Ghaziabad, Lucknow, Coimbatore, Raipur and Nagpur we have seen immense untapped potential. In par-allel we are working closely with some leading technology alliances to customize solutions specifically for SMEs. Today cost of technol-ogy adoption has gone down drastically and benefits are well understood in SMEs, one just needs to bring out right solution fulfilling their need and we can see transformation in these regions.

What new products and solutions should we expect in the coming

quarters?SMEs are revising their demands from just basic voice and data; they are going the convergence way through IP. So for our channel and the SME business, we are introducing the recently launched IP Telephony system. The IP telephony is experiencing more penetration with the chan-nel partners even more than cloud computing technology.

How much of contribution does SME and channel business make

to your business?Our SME & Channel Business contributes over 10-15% of the current business.


28

SME CHAT

Chat-Sayed Naved Shafi of AGC.indd 28 20/10/12 10:43 AM

Advts.indd 10 19/10/12 11:25 PM

MAKING OF AN INDIA MNC

BIMAL RAJ, CEO, SMARTLINK NETWORK

SYSTEMS LTD.

Not many Indian manufactures are seen with the teeth to bite the

bullets of the adversity. But, Smartlink Network Systems has the

tenacity and capability to do so. Only thing left for the company

is to make its presence strongly felt in the global market. SME

Channels spoke to Bimal Raj. CEO, Smartlink Network Systems Ltd.

to know about its strategy. Excerpts.

Brief us about SmartLinks pres-ent position?

Established in 1993, Smartlink Network Systems Ltd. is one of the most experienced and respected IT companies in India. Smartlink has two decades of experience in product design, development, manufacturing, marketing, sales & service with its own brand. The company addresses the needs of customers ranging from Enterprise to SME/SMB and SOHO to home users and from across the verticals i.e. Government, BFSI, Education, Manufacturing, Hospitality, Healthcare, Retail, to name a few. Smartlink brand portfolio includes DIGILITE, DIGISOL & DIGICARE. The com-pany has also built the support functions required to succeed, and to take these three businesses to newer heights in the Indian market. Coupled with the Governments increased focus on promotion of Indian manufacturing, SmartLink is confident to be amongst top three brands in next three years. The company is also listed in BSE and NSE since 2001.

What are the product lines the company is offering at present?

Under DIGISOL brand we offer complete end-to-end networking solutions which includes unman-aged, web managed, managed switches, Wireless, Broadband Routing, Converged Communica-tion, Print Servers, Media Converters and IP Sur-veillance products. And under DIGILITE brand we offer Motherboards and other peripherals.

How do you differentiate these products with other brands?

The key attributes of DIGISOL products are Performance, Scalability, Reliability and Eco Friendliness and other key differentiator is our service and support. We are amongst very few IT companies which have its own Service Support division DIGICARE, which gives us an edge over our competitor. Our high quality and reputable after-sale-services are strategically built to deliver customer satisfaction.

What is your distribution and channel strategy now?

Traditionally ours is strong regional distributor sales model, over the period we have upgraded skill levels of many of business partners in to System Integration and solution /Services offer-ings. Our channel structure is a three tiered one, Tier 1 consists of National Distributors for NSI business, ISP Business, SAARC Business and Large requirement. Tier 2 layer consist of Regional Distributors who in turn cater to SI/Stockist/VARs in their territories. Tier 3 is stockist partners who are aligned to RD and cater to resell-ers and dealer community.

How many partners do you have? We are present in almost all the locations

in India either directly or through our Distribu-tors or Dealers. We have 22 exclusive territory dis-tributors, 400+ dealers and 4000+ resellers across the country.

Who are you major partners? Few of our distributors are, Eastern

Comnet, Data Systems, Cache Technologies,

Shani Peripherals, etc.

Are you also looking at more partners?

Channel expansion within India is a continuous process. Soon we will be launching products in SAARC and Middle East market, we already have many partners showing their interest in carrying our products in the region.

Are you launching any scheme now?

We have introduced several schemes in past such as Lucky Bonanza, Karo Dil Se and recently we have introduced Bangkok Calling for our channel partners. We are getting overwhelming response, which is encouraging us to introduce new schemes quarter on quarter.

Any changes in the manufactur-ing and R&D activities?

Smartlink Network Systems Ltd has long experi-ence in manufacturing of electronic products for IT, Networking and Telecom Industry. The Exist-ing manufacturing facility of 1,20,000 sq. feet is located at Goa. At present we have 2 SMT lines and we are looking at expanding our manufactur-ing capacities in the future.

What is your turnover and growth for this year end?

In the very first year of our post BTA with Sch-neider we achieved turnover of Rs.72.7 Cr in the FY 2011-12. In 2012-13 we are aiming for signifi-cant growth.


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SME CHAT

Chat-Bimal Raj of Smartlink.indd 30 20/10/12 10:43 AM

Flexible.Efficient.Affordable.

Looking for a classic file, print, mail or database solution? A reliable basis for your groupware or terminal-server infrastructure? Then take advantage of the many years of Fujitsu and Microsoft expertise and combine the Fujitsu PRIMERGY TX120 S3p or PRIMERGY TX140 S1p. This combination is designed to cope with the challenges of your daily business now and soon-to-be.Both servers are ideal for SMEs, smaller retail premises and branch offices. Whether ultra-compact form factor with record-breaking energy efficiency or high scalability with hot-plug storage drives and optional redundant power supplies: the Fujitsu PRIMERGY Tx120 S3p and Tx140 S1p offer affordable performance tailored to your needs.

Fujitsu PRIMERGY TX120 S3p -For small environments with high demands

The perfect server for environments where space, high server functionality and low TCO are crucial. The TX120 S3p is an excellent choice for smaller retail premises branch offices. Besides sporting a power supply with 94% efficiency and 0-watt functionality, the TX120 S3p keeps running costs and the environmental impacts low. The ultra-compact form factor and the Intel Xeon processor E3 series performance make it a unique combination.

Features The PRIMERGY TX120 S3p fits everywhere, in either tower or desktop position. 2x 1Gigabit LAN as standard and optional 2.5-inch hot-plug hard disks. The Intel Xeon processor E3 family-based platform and the highly efficient power supply

unit with 0-Watt functionality. The onboard remote management controller (iRMC S3), and the optional front service LAN

port, makes it easier to service your TX120 S3p.

Fujitsu PRIMERGY TX140 S1p -The expandable SME All-RounderThe ideal solution with high scalability, and best availability through optional redundant power supplies. As the company evolves, so too does the TX140 S1p. Storing up to 12 TB of data, the TX140 S1p can easily handle large files.

At a later stage, the TX140 S1p can be included in a rack cabinet with dedicated storage systems.

Features The Intel Xeon processor E3 family-based platform with low energy consumption. Up to 12 TB of storage possible. 2x 1Gigabit LAN as standard and 3.5-inch (max. 4) or 2.5-inch (max. 8) hot-plug hard disks

optional tower to rack conversion kit and extensive connectivity options.

To know more, call: 1800 102 3457or email: [email protected]

Published by Fujitsu Technology Solutions, Copyright 2012 Fujitsu Technology Solutions Fujitsu, the Fujitsu logo are trademarks or registered trademarks of Fujitsu Limited in Japan and other countries. Other company, product and service names may be trademarks or registered trademarks of their respective owners. Technical data subject to modification and delivery subject to availability. Any liability that the data and illustrations are complete, actual or correct is excluded. Designations may be trademarks and/or copyrights of the respective manufacturer, the use of which by third parties for their own purposes may infringe the rights of such owner.

Advts.indd 18 19/10/12 11:27 PM

In 1987, Kingston entered the market with a single product. Today, it has grown to be one of the worlds largest independent manufacturers of memory products.

Kingstons founders started out in a humble garage in 1987 manufactur-ing revolutionary memory modules, and since then the company has

grown tremendously creating a host of storage and memory solutions flash drives, flash cards, SSDs, memory modules and wireless solutions like the Wi-Drive. It has not only grown in terms of expansive product line but also in terms of employees. With over 4000 employees working in offices all over the world, it says its market share globally is also over 50% making Kingston one of the leading brands in this space.

Having completed 25 years in this industry, a visibly excited Vishal Parekh, MD, Kingston Tech-nology, remarks, The journey has been incredible for us so far. This company has grown so much over these 25 years.

On the Indian soil Kingston has completed almost 7 years, and has established a strong brand name. It proudly states that its product line reflects the brand qualities of excellence, innovation and reliability. Our marketing strategies have always been unique and creative weve taken technol-ogy into the space of lifestyle, entertainment and sport. We wanted to make technology less daunt-ing and more exciting and fun. The product line we have is something that works perfectly in a market as diverse as India there are products for every consumer and for all requirements, claims Parekh.

Likewise, it has also developed a network of channel partners across the country which has ensured a strong market position for them. It believes that by giving a great deal of importance to the qualities of trust, partnership and commit-

BY KARMA [email protected]

SSD IS THE FUTURE

VISHAL PAREKH, MD, KINGSTON TECHNOLOGY

WE WANTED TO MAKE TECHNOLOGY LESS DAUNTING AND MORE EXCITING AND FUN. THE PRODUCT LINE WE HAVE IS SOMETHING THAT WORKS PERFECTLY IN A MARKET AS DIVERSE AS INDIA THERE ARE PRODUCTS FOR EVERY CONSUMER AND FOR ALL REQUIREMENTS,

that have become family to me. Its exciting when you think of how much we have grown and I believe that theres a lot more in store for us.

Over the past few years, Kingston has gone on to become one of the key players in the memory and storage market. This has been achieved,

ment, has given the brand much more credibility. Parekh says, In turn these qualities help all of us as employees to stay close knit and united even during challenging times. Personally, I feel a deep sense of pride being part of a vibrant, growing organization and I am grateful to have colleagues


32

KINGSTON TREND SETTER

Trend Setter_kingston.indd 32 20/10/12 10:43 AM

thanks to an excellent product line, constant inno-vation and the best post sales service that covers over 50 cities in the country. Kingston has been one of the leaders when in comes to technological innovation you can see this from the exhaustive range of products we have to offer. Products like the Wi-Drive, our secure flash drives and system specific memory modules reflect Kingstons vision and innovation, points out Parekh.

We have always been proud of our futuristic vision, says Parekh. He informs that for instance, Kingston was one of the first to promote SSD technology as the technology of the future even at a time when our competitors and market experts believed that the Indian market wasnt ready for it. It undertook several educational initiatives to create a better awareness of this amazing technol-ogy. Today, we feel proud to see how much the SSD market has grown. Kingstons SSD range also reflects the growth the market has seen too. I believe it is this vision that is one of our strengths and we will continue to strive to stay ahead of the curve through our innovative market strategies, explains Parekh.

Having a diverse product folio Kingston doesnt focus on just one portfolio, where each product line has something unique to offer the Indian

market and the memory company attributes importance to all of them. Our products are also diverse enough, so we have something to offer each vertical. We have paid equal attention to all verticals consumer, corporate and channel, and we will continue to do so. Over the past couple of years however, we have been promoting our SSD range because we believe this novel technology is the future, says Parekh.

Kingston had some great product launches this year. It recently launched the new HyperX Predator, which it says, is an excellent memory kit that gamers and technophiles will love. It will also soon launch the DataTraveler Workspace that will be compatible with Windows To Go feature on the much anticipated Windows 8. It has also released the E100 SSD series that is per-fect for business and enterprise use. Parekh says, Were excited about all the new products this year and we will definitely focus on promoting all of them.

While the HDD prices have started to show signs of declining, will the sudden surge that SSD had witnessed earlier wane. Parekh doesnt believe so. Honestly, I dont believe that one can compare HDDs with SSDs simply because HDDs are primarily storage devices while SSDs are more

performance driven. Therefore, I dont think that HDDs are really a challenge to SSDs even at a lower cost. This is because we have observed that typically consumers who choose SSDs over HDDs are knowledgeable about the advantages SSDs offer. We prefer to call them prosumers.

From their point of view, the only challenge, he feels, is a lack of awareness of this technology, which is why they have a dedicated set of distribu-tors selling SSDs in India. These distributors work closely with Kingstons sales team to identify, train and support their channel partners who in turn work extensively with corporates and enterprises to educate them about the benefits of using SSD technology. Our aim is to emphasize to consum-ers that if theyre looking for speed, performance and value for money, SSDs are their best choice, maintains Parekh.

FinallyEvery organisation has a set target in terms of rev-enue and Parekh avers that no doubt revenues are crucial. However more than revenues, our focus will continue to be on introducing more refined solutions, strengthening our position in the market and enhancing our post sales customer service, he concludes.


33

KINGSTON TREND SETTER

Trend Setter_kingston.indd 33 20/10/12 10:43 AM

BY KARMA [email protected]

Channel partners are an integral part of any organisations success story. With the increasingly competitive and complex business environ-ment the need to focus on keeping them in good humor has become so important that companies who follow best practices have the best chances of surviving the changes sweeping this industry.

PracticesChannel

Best

With the changing technologi-cal landscape, organisations need competitive edge to manage their channel part-ners, keep them efficient,

profitable and happy. They can no longer take this relationship for granted and if they want the mar-riage to work, they need to keep them happy.

If organisations seek to grow and progress, they need to enrich the lives of others too and in this case channel partners. They have to be treated as a part of their extended family.

To make the channels perform better vendors

too need to chip in and demonstrate to their channel partners that they follow best practices and are always behind them to deal with any kind of daunting tasks that they may face. Engaging them in their strategies and policies, giving them the required training, building relationships, and creating value around them is what it will take to build long term relationships.

Keeping the channel partners in good humor is no longer an option, but a necessity. Channel community appreciates working with a vendor who invests in their overall growth and not just sees them as contributors for the next financial

quarters. Trust is an important asset. In this complex

and competitive business channel partners want someone who always has their back, and that their relationship is just not a marriage of convenience. This sets a solid foundation for shared risks and rewards.

Vendors like Cisco have realized that the partner community appreciates working with a vendor who invests in their overall growth. Cisco has a very structured partner program and con-stantly engages with partners to understand their areas of expertise and to help them address their


34

COVER STORY BEST PRACTICES

Cover_Story.indd 34 20/10/12 10:44 AM

Practices


35

COVER STORYBEST PRACTICES

Cover_Story.indd 35 20/10/12 10:44 AM

pain points.Today, partners dont want to be just box sellers

but technological entrepreneurs. This is the way they can weather the ever changing technological landscape and keep their heads above water, oth-erwise, they know, they will sink. And this calls for empowerment through trainings, support and sales processes and regular training camps/backend programs that ensures them healthy profitability. Upgrading skill sets, thus keeping them abreast with the changing technology in the industry is a necessity.

Lets TalkOpen dialogue with channel partners help ven-dors understand partner needs and their pain points. Vendors need to be open with their chan-nel partners, apprising them of their strategies and plans. Transparency is the key word here.

Axis regularly has open dialog with its partners through its partner forums and regular surveys to better understand both our end users and partner needs/feedback for improvement. We treat our channel partners as natural partners-in-profit. We work towards fortifying our relationship with them and nurture a long lasting bond that is mutually beneficial, says Sudhindra Holla, Coun-try Manager, Axis Communications India.

Building value into the channel partner rela-tionship and treating them as partner in rewards

and risks helps foster this relationship. At Trend Micro, the basic philosophy remains that, our channel partners are our extended family and we treat them as one of us, goes Rajat Sahu, Product Marketing Manager, India & SAARC, Trend Micro.

Our channel ecosystem plays a crucial role in making our products and solutions widely available and we have new channel initiatives which are designed to empower and make them profitable.

Says Harish Rai, AVP (Products), Comguard Networks, We share vision of a long term partnership for mutual growth and benefit. We empower them with knowledge on our products by proper training. We believe in protecting part-ners interest in every transaction by maintaining absolute transparency.

NEC India adopts a transparent approach and therefore senior managers interact with the key partners on frequent basis to share ideas and address grievances. NEC has a regular practice of conducting overseas channel partner meets every six month. Such meets helps to boost the better understanding of business issues and effective brainstorming sessions, feels NEC.

It is very essential to maintain camaraderie with the partners to have a long term business relationship therefore we make all the efforts to maintain the same. We have always encouraged

the concept of keeping the channel partner on good humour for the betterment and smoothen-ing of the work process, maintains Zubair Alam, GM Enterprise Business, NEC India.

LG has a website called www.lgchannels.in exclusively for its partners where sub distributors upload sales figures on a regular basis. Regular interactions with its channel partners, branch and corporate office keeps LG updated and aware about its inventory ageing, stock shortage etc.

Maintaining efficient relationships with its partners is what R&M totally swears by. We aim to engage with and assist our partners with a high degree of sales and technical support so they win more customers faster. We have sales and techni-cal representatives for each region who can offer direct assistance, as necessary. The appointment of six new regional distributors in 2012 i

SME Channel October 12 Issue

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