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COVER STORY




          There is a divergence of views on the definition of an SME. However, there is a unanimity
                 on the fact a humongous growth potential for the SMEs exists in the country.

     G    one are the days when most SMEs
          had only a limited budget for capital
IT purchases. Today, the market potential is
                                                                                    and will also be key in developing India’s semi-
                                                                                    urban and rural areas thereby expanding the
                                                                                    domestic market”
unbelievably high. In fact, small- and medium-                                          "The IT needs of both SME and large
sized businesses (SMEs) are a segment that
worldwide spends an estimated US$234 billion
                                                        The potential of SME        enterprise are similar. While SMEs in developed
                                                                                    pats of the world are more oragnised, in India
(about Rs.10.53 lakh crore) per year on IT
products.
                                                      sector in India is really     the segment is still conservative to an extent so
                                                                                    far as investment in technology is concerned.
    As elsewhere in the big economies, Small and    huge as it plays a vital role   However, realisation is now downing on SMEs
medium-sized enterprises (SMEs) play a major                                        in India that IT spend is something of an
role in the Indian economy. The SME segment          for the growth of Indian       absolute must," says Ravinder Raina, Country
has come to the forefront in the last few years                                     Head - Private Network Solutions, NEC India.
in India due to several reasons; government          economy by contributing            HP foresees a humongous growth potential
thrust towards the segment, increasing business                                     for the SMEs in the country. “Today, SMEs are
opportunities in a robust economy, domestic            45% of the industrial        the backbone of the Indian economy. They are
demand, opportunities through globalization,
rise of tier-2 and 3 cities and towns and
                                                     output, 40% of exports,        essential to sustain a competitive and efficient
                                                                                    market. In developing countries like India, their
momentum in entrepreneurial ventures.
    “The SME sector in India is growing at an
                                                    42 million in employment,       role is all the more critical, as apart from aiding
                                                                                    the growth of the economy, they also help
exceptional rate and this growth is invariably        create one million jobs       reduce the poverty,” says Nitin Hiranandani,
contributing to the overall economic growth                                         Director - Laserjet Enterprise Solutions,
of the country,” says Ram Prasad, Deputy             every year and produces        Imaging & Printing Group, HP.
GM - Consumer Product, Epson India. Sriram                                              Niraj Kaushik, Senior Director, Alliances
Rajan, VP - South, IBM India/South Asia, says,       more than 8000 quality         & Channels, Oracle India, airs his opinion on
“Small and Medium Businesses (SMBs, or Small                                        the definition of an SME. He says, “Typically a
Medium Enterprises, variations of the same            products for the Indian       very large organization will typically have more
concept) have long been the engines driving the
economic growth of the country. As the global
                                                    and international markets.      complexity but even smaller organizations also
                                                                                    will have different degrees of complexities.” To
economy continues its steady recovery, it is this                                   Oracle level of complexity determines whether
group of entrepreneurial companies that are                                         the enterprise is SME or not.
best-positioned for success.”                                                           Dell has kept its definition of SMBs very
    VP Sajeevan, Director – Consumer System                                         simple. Organizations having employee strength
Products Division, Canon India, says, “They are                                     of 100 or less are called small businesses, more
a major link to the supply chain to Corporates                                      than 100 but less than 500 are called medium




 Ram Prasad                                         Sriram Rajan                     VP Sajeevan
 Deputy General Manager -                           Vice President - South,          Director – Consumer System
 Consumer Product, Epson India                      IBM India/South Asia             Products Division, Canon India


44     October 2011       www.varindia.com
COVER STORY

businesses & 500 employees & more are large                                                       launched under EDGE series and part of the
enterprises.                                                                                      robust and realiable Think brand. The range
    Anand. S, CEO, Zicom Electronics Security                                                     of products include ThinkCentre Edge 91z,
Systems Ltd, says, “It’s a known fact that India                                                  ThinkCentre Edge 71z, ThinkCentre Edge 71,
has the 2nd largest SMB segment amongst                                                           ThinkPad Edge E420s(SSD), ThinkPad Edge
the peer nation groups of BRIC, with over                                                         E420, ThinkPad Edge E420s (HDD). We are
35million SMB and MSME establishments.                                                            on a continuous surge to innovate as per the
By 2015, this is projected to grow to 45million                                                   changing trends of the market.”
establishments. Amongst the various SMB                                                               “With increasing entrepreneurial desire and
verticals, Professional Services and Retail have                                                  inflow of investment, we are going to witness
a very high technology adoption rate.”                                                            the unleashing of huge inherent power of SMEs
                                                      Nitin Hiranandani                           in our country in time to come,” says Hemendu
    SMEs: Opportunity Galore for                      Director - Laserjet Enterprise Solutions,   Sinha, Business Head, B2B, LG India.
vendors                                               Imaging & Printing Group, HP                    Rajiv Sodhi, Director - SMB, Microsoft
    For Cisco, SME is one of the fastest                                                          India, says, “SME constitute the chunk of
growing verticals. Arun Dharmalingam, VP,                                                         businesses in India and Microsoft is geared
Cisco India & SAARC says, “We at Cisco
believe that the business needs of an SME/B                  SME’s                                up to meet the requirement of most of these
                                                                                                  SME’s. Microsoft provides the basic product
remain quite similar to that of big organizations                                                 and the platform for partners to be able to
– smaller enterprises want a good and reliable
network that will help them conduct their
                                                         Contribution                             provide customized solutions to a diverse set
                                                                                                  of verticals.”
business efficiently, a secure place to store their
information and easy to use collaboration tools        towards GDP in                                 Indian SMEs are playing dual role of
                                                                                                  preferred supplier and largest customer pool
that could help them connect all the employees                                                    for IT sector. The rapid growth of ITES, IT-
together.”
    “A large number of companies in the IT
                                                       2011 was 17%                               software and IT-hardware sectors have provided
                                                                                                  platform for many IT start-ups. “Lower
sector are from an SME background. They
are poised for a huge growth rate in providing        which is expected                           investment, cheaper skilled labour, financial aid
                                                                                                  provided by the government and other financial
software and hardware products and services.                                                      institutions are major driving forces for the
Most of these companies offer IT services as
well as software products. Custom application
                                                        to increase to                            growth of SMEs in these sectors,” says Vinit
                                                                                                  Mahulkar, National Sales Manager- VoIP- IT/
development and IT consulting are the two
software services which are seeing huge                 22% by 2012.                              Networking Segment, Matrix Comsec Pvt. Ltd.
                                                                                                      The Small and Medium Enterprise segment
demand from network security solutions,” says                                                     in India shows great promise and scope for
Hemal Patel, CEO, Elitecore (Pprovider of                                                         growth. As the SMEs grow their business so
Cyberoam).                                                                                        does their need for infrastructure and peripherals
    Dell sees tremendous opportunity in                                                           to set up a smooth running office. SMEs look
the SMB segment and believes it knows this                                                        for cost effective products that are also super
segment better than anyone else. “As one of                                                       efficient. Canon CSP (Consumer Systems
our top five global business priorities, we are                                                   Products) division offer a host of products like
committed to addressing the pain points of                                                        laser printers, inkjet printers etc that offer high
the small and medium businesses and have a                                                        end printing solutions to SMEs. One such
range of SMB specific products and solutions,”                                                    example is the laser printer Canon LBP3300,
says Satyen Vyas, Director, Medium Business,                                                      specifically designed for high volume printing
CSMB, Dell India.                                                                                 to meet workload demands. The MF 4450
    Rajiv Rao, Director SMB-Lenovo India says,                                                    on the other hand is a cost- effective printing
“As a company, our main focus is to understand                                                    solution – Multi function Laser Printer- that has
our customers. We lay special emphasis to cater                                                   a huge potential in semi-urban and rural areas
to specific needs of the target segment, allowing                                                 of India. Another innovation for SME is wi-fi
us to be their preferred partner. Keeping this in     Niraj Kaushik                               Laser MFD 4420 W – This will enable the user
mind, we have recently introduced an exclusive        Senior Director, Alliances &                to print from anywhere in the office.
product range for SMBs with attractive features       Channels, Oracle India                          Cisco offers a spectrum of SMB specific
and competitive pricing. All the products are                                                     solutions that have been built with their unique




 Anand. S                                             Arun Dharmalingam                            Hemal Patel
 CEO, Zicom Electronics                               VP, Cisco India & SAARC                      CEO, Elitecore (provider of cyberoam)
 Security Systems Ltd


                                                                                                  www.varindia.com          October 2011         45
COVER STORY

requirements in mind. “The technologies that                                           technology because of its ability to cut costs
are covered within our SMB-class solutions run                                         and reduce the need for capital equipment -
the gamut from offerings such as switching and                                         both hardware and software.
routing that help organizations connect disparate                                          “While IT budgets across verticals continue
branches, security tools to protect the network                                        to increase, Cloud computing is expected to
against rogue attacks and downtime, datacenter/                                        reshape the Indian IT market by generating new
storage solutions for storing an organization’s                                        opportunities for the IT vendors and driving
prized intellectual capital, telepresence units                                        changes in traditional IT offerings. The rapidly
that provide a medium to conduct meetings via                                          growing enterprises, vast base of SMBs and
video technology, collaboration tools helping                                          government adoption are driving the growth
employees stay connected with each other,                                              of this sector,” says Amit Mehta, Director –
digital media systems for retail to virtualization   Satyen Vyas                       Marketing, EMC India & SAARC. According
technology facilitating the adoption of cloud        Director, Medium Business,        to Sundara Raman, Chief Architect - Ramco
computing by SMBs,” says Arun Dharmalingam           CSMB, Dell India                  OnDemand ERP, “Our message to the SME
of Cisco.                                                                              market highlights the benefits that a customer
    “We realize that SME’s are in need of                                              can reap by moving to the Cloud.”
products and solutions that exceed their                                                   Rajiv Sodhi of Microsoft says, “Microsoft
customer expectations and Epson products
serve the purpose in this regard,” says Ram
Prasad of Epson. Anshul Gupta, COO, Go IP
                                                          SMBs account                 has one of the most comprehensive portfolios
                                                                                       of products to meet the specific requirements
                                                                                       of the SME sector. We are uniquely present
Global Services Pvt. Ltd says, “We realize that
there is a need to ensure that the IT is made
                                                      for $257B of the                 as leaders in the productivity and cloud space
                                                                                       to offer a compelling proposition to the SME
simple for the SME to understand and consume.
It has to be often a TCO model for the SME
leadership rather than ROI model. Our effort is
                                                        IT opportunity                 sector.”
                                                                                           Symantec provides solutions for security,
                                                                                       data protection, availability, and storage
to make IT to be consumed on demand so that
there do not have to be upfront commitment
                                                       in 2011, which                  management for the highly virtualized and
                                                                                       scalable environments required for cloud
on IT but on a pay per use model.”
    Bhaskar Joshi, Manager- Marketing, Office
Imaging Solution Division, canon India says,
                                                         is 59% of the                 computing. “Symantec’s solutions for the SMB
                                                                                       market incorporate the features that a SMB
                                                                                       user can implement with ease, yet integrating
“As SME are continuously looking for cost
effective hardware and Software solution to
                                                          total market.                elements of enterprise level technology,” says
                                                                                       Ajay Goel, MD – India & SAARC, Symantec.
develop robust IT Infrastructure and Canon                                                 Anshul Gupta of Go IP echoes the view that
entry level offerings in Hardware and Software                                         cloud is the next step for SMEs. He says “Our
Domain is supporting these SME in their                                                service focus remains bringing quality Remote
Pursuit of Advance Print Management and                                                Infrastructure managed services to the SMB/
Workflow Management Infrastructure.”                                                   SME segment at an affordable cost, with the
                                                                                       same delivery quality of an enterprise segment.
    Vendors Cloud Computing: The Next                                                  As the new initiative we are working on coming
Big Wave in SME Market                                                                 up with cloud services for this segment.”
    Small to medium sized enterprises (SMEs)                                               Philips has a wide range of products to
are the primary market for several channel                                             cater to almost all the sectors and has specific
partners. Even for an industry prone to hype,                                          monitors to target the SME/SMB sectors. “We
the buzz surrounding cloud computing is sky-                                           have monitor range from 18” to 27” LED. The
high. There is no doubt that few sectors have                                          PowerSensor range from Philips is in-built with
generated more interest than cloud computing.                                          PowerSensor technology which features a built
Cloud computing promises to be providing                                               in people’s sensor. Harmless infrared signals
cost-cutting offerings that are strongly appealing                                     detect the presence of a person in front of
to SMEs. After all the more popular cloud                                              the monitor - and automatically reduce energy
computing gets, the less hardware SMEs will          Rajiv Rao                         consumption by up to 80% the minute they
need to buy.                                         Director SMB-Lenovo India         walk away,” says Gautam Ghosh, Country
    A growing number of SMEs in India are                                              Director- India, MMD. Thus, controlling the
getting to grips with the cloud computing                                              power consumption of the monitor and not




 Hemendu Sinha                                       Rajiv Sodhi                        Vinit Mahulkar
 Business Head, B2B, LG India                        Director - SMB, Microsoft India    National Sales Manager-
                                                                                        VoIP- IT/Networking Segment
                                                                                        Matrix Comsec Pvt. Ltd.


46     October 2011        www.varindia.com
COVER STORY

compromising with the superior quality that                                                 Coimbatore, Goa, Kochi, Lucknow, Vadodara,
Philips has to offer. Other than this, Philips                                              Vizag, Nepal and Bhutan,” says Surajit Sen,
has a range of monitors which are easy on your                                              Director Channels Marketing & Alliances,
pockets and yet are brilliant performers.”                                                  NetApp India.
                                                                                                In terms of storage, SMEs require holistic
     Storage for SMBs                                                                       storage solutions that work well in networked
     In India also, SMBs are heading towards                                                environments, have built-in backup capabilities,
a data deluge and given the requirements of                                                 and simplified remote access capabilities. These
effective storage, management and retrieval of                                              attributes are necessary to realize the benefits
data storage has assumed the role of a critical                                             of lower costs and increased administrator
IT enabler in today's time. As per IDC, the                                                 efficiency.
Enterprise Storage market in India is expected       Anshul Gupta                               “WD is banking on the diversifying SME
to witness a double-digit growth. A significant      COO, Go IP Global Services Pvt. Ltd.   market for storage products. We are able to
portion of this growth would be contributed by                                              focus equally well on all verticals courtesy
organizations (especially SMB enterprises) in                                               our extensive distribution set-up,” says Sushil
cities other than the top four metros.                                                      Bandi, Country Manager for the Indian Sub-
     At about $35 billion, the size of the storage                                          continent, Western Digital. He adds, “We
hardware and services market for solution                                                   also have specialist distributors that have an

                                                       India is home to
providers serving clients in the SMB space is                                               expertise in consulting smaller businesses on
mind-boggling. And, there are just as many                                                  the right storage solutions for their IT systems.
vendors with storage solutions as there are                                                 This current set-up is working quite well for us,
potential clients ready to snap them up.
     The easy deployment and affordable
                                                     the second largest                     especially as we gear up to enhance focus on the
                                                                                            immense potential of the AV drive segment.”

                                                      SMB base in the
availability of technology solutions are key
drivers for the SME fraternity to adopt better                                                  ERP Solutions Right for SMEs
technology. The business challenges in the SME                                                  Today's small businesses are increasingly
Market are not new, and their transformations
are putting pressure on IT resources to change
                                                        world with 35                       using technology for business advantage and
                                                                                            competitiveness. It was not so in the distant

                                                     million companies
with them. “Today, with simple to understand                                                past that ERP was considered an expensive
GUI based management, storage has become                                                    proposition. However, things are changing
easy to deploy, manage, protect and is                                                      fast. Sundara Raman of Ramco OnDemand
expandable to the future needs. Most customers                                              ERP; says, “SMEs can benefit from the winning
based on their experience are looking to partner                                            combination of OnDemand technology and
with vendors who are ready to take the role of a                                            business expertise from a pioneer in Cloud
true partner and help customers in adopting the                                             ERP market, and get assured of zero or lower
right technologies,” says Amit Mehta of EMC.                                                capital expenditure, faster implementation, ease
     EMC has market specific storage bundles                                                of adoption, and automatic upgrades.”
for SMB in India. These bundles are approved                                                    “Solution providers are quite excited at the
configuration and make it easy for customers                                                prospect of growth of SMEs in the country.
and partners.                                                                               With the ICT sector booming - ERP, CRM,
     The storage giant NetApp defines SMBs as                                               Broadband and Telecom, there is huge scope
organizations which spend more than $50,000                                                 for modernizing Indian SME sectors with
per year on storage, or which have 250-1,000                                                IT solutions,” says Ankesh Kumar, Director
employees. Presently, the company is busy                                                   - Channel Products & Marketing, Emerson
in formulating strategies with an increased                                                 Network Power.
focus on Indian SMBs and will pitch its FAS                                                     SMEs and Security
2000 product line (at entry level) for the                                                      Today information security is a real issue.
SMB segment. “As an organization NetApp                                                     Like large enterprises, SMEs are also badly in
doesn’t differentiate between SMBs and SMEs.                                                need of better security, and they are in the know
However, SMBs contribute 30% of NetApp’s             Bhaskar Joshi                          of the importance security plays. For Indian
revenue, the company has decided to work             Manager- Marketing, Office Imaging     SMEs, security is a high-priority or critical-
with its distributors-Redington and Avnet to         Solution Division, Canon India         priority issue.
increase its focus in Ahmedabad, Chandigarh,                                                    Though SMEs cannot afford to have




 Amit Mehta                                          Ravinder Raina                          Sundara Raman
 Director – Marketing, EMC                           Country Head - Private Network          Chief Architect - Ramco
 India & SAARC                                       Solutions, NEC India                    OnDemand ERP


48     October 2011        www.varindia.com
COVER STORY




 Gautam Ghosh                                        Ajay Goel                                     Sunil Kripalani
 Country Director- India, MMD                        MD – India & SAARC, Symantec                  Vice-President Global Sales
                                                                                                   & Marketing, eScan

dedicated resources to handle the security
of the network, they face the same level of
information security risks as enterprises. Hence,      India is home to
they also need to implement high level of
Information security that can ensure Business
Continuity. It has become vital for SMEs to find
                                                     the second largest
new ways to perform their operations efficiently
and cost-effectively. “We, at eScan understand        SMB base in the
the challenges faced by SME. Hence, we have
specially designed security products that have
enterprise level security to help SMEs deploy a
                                                        world with 35
strong security strategy built around the simple
but powerful architecture of endpoint security       million companies
technology,” says Sunil Kripalani, VP Global
Sales & Marketing eScan.
     Small and medium enterprises contribute                                                       Ankesh Kumar
to more than 30% of the total revenue of                                                           Director - Channel Products &
the overall IT security market. “Hence, the                                                        Marketing, Emerson Network Power
SME market opens a very wide window of
opportunity for McAfee and its partners to
increase their sales service revenues as well
as margins,” says Terence Gomes, Manager -
Inside Sales South Asia, McAfee.
     Each day, SMEs have more and more critical
data that needs to be secured and with the
amount of information growth, their storage
needs are also on the increase. Despite the
criticality, SMEs continue to have low budgets
for their IT infrastructure.
     “Our solutions across security, data           medium businesses to be always connected and
protection are designed to address specific         always protected. Our Worry-Free Business
challenges and made just for the SMB user,”         Security Services is one initiative in that
says Ajay Goel of Symantec.                         direction,” says Amit Nath, Country Manager
     Trend Micro has identified SMB as an           India and SAARC, Trend Micro. n
important market segment. “We as security                                                          Terence Gomes
solution provider, promise a safer, smarter,             S. Mohini Ratna / mohini@varindia.com     Manager - Inside Sales
simpler security solution that allows small and               Deepak Singh / edit@varindia.com     South Asia, McAfee




 Surajit Sen                                         Sushil Bandi                                  Amit Nath
 Director Channels Marketing                         Country Manager for the Indian                Country Manager India and
 & Alliances, NetApp India                           Sub-continent, Western Digital                SAARC, Trend Micro


50     October 2011       www.varindia.com

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Cover Story SME - Heart And Soul of Indian Economy

  • 1. COVER STORY There is a divergence of views on the definition of an SME. However, there is a unanimity on the fact a humongous growth potential for the SMEs exists in the country. G one are the days when most SMEs had only a limited budget for capital IT purchases. Today, the market potential is and will also be key in developing India’s semi- urban and rural areas thereby expanding the domestic market” unbelievably high. In fact, small- and medium- "The IT needs of both SME and large sized businesses (SMEs) are a segment that worldwide spends an estimated US$234 billion The potential of SME enterprise are similar. While SMEs in developed pats of the world are more oragnised, in India (about Rs.10.53 lakh crore) per year on IT products. sector in India is really the segment is still conservative to an extent so far as investment in technology is concerned. As elsewhere in the big economies, Small and huge as it plays a vital role However, realisation is now downing on SMEs medium-sized enterprises (SMEs) play a major in India that IT spend is something of an role in the Indian economy. The SME segment for the growth of Indian absolute must," says Ravinder Raina, Country has come to the forefront in the last few years Head - Private Network Solutions, NEC India. in India due to several reasons; government economy by contributing HP foresees a humongous growth potential thrust towards the segment, increasing business for the SMEs in the country. “Today, SMEs are opportunities in a robust economy, domestic 45% of the industrial the backbone of the Indian economy. They are demand, opportunities through globalization, rise of tier-2 and 3 cities and towns and output, 40% of exports, essential to sustain a competitive and efficient market. In developing countries like India, their momentum in entrepreneurial ventures. “The SME sector in India is growing at an 42 million in employment, role is all the more critical, as apart from aiding the growth of the economy, they also help exceptional rate and this growth is invariably create one million jobs reduce the poverty,” says Nitin Hiranandani, contributing to the overall economic growth Director - Laserjet Enterprise Solutions, of the country,” says Ram Prasad, Deputy every year and produces Imaging & Printing Group, HP. GM - Consumer Product, Epson India. Sriram Niraj Kaushik, Senior Director, Alliances Rajan, VP - South, IBM India/South Asia, says, more than 8000 quality & Channels, Oracle India, airs his opinion on “Small and Medium Businesses (SMBs, or Small the definition of an SME. He says, “Typically a Medium Enterprises, variations of the same products for the Indian very large organization will typically have more concept) have long been the engines driving the economic growth of the country. As the global and international markets. complexity but even smaller organizations also will have different degrees of complexities.” To economy continues its steady recovery, it is this Oracle level of complexity determines whether group of entrepreneurial companies that are the enterprise is SME or not. best-positioned for success.” Dell has kept its definition of SMBs very VP Sajeevan, Director – Consumer System simple. Organizations having employee strength Products Division, Canon India, says, “They are of 100 or less are called small businesses, more a major link to the supply chain to Corporates than 100 but less than 500 are called medium Ram Prasad Sriram Rajan VP Sajeevan Deputy General Manager - Vice President - South, Director – Consumer System Consumer Product, Epson India IBM India/South Asia Products Division, Canon India 44 October 2011 www.varindia.com
  • 2. COVER STORY businesses & 500 employees & more are large launched under EDGE series and part of the enterprises. robust and realiable Think brand. The range Anand. S, CEO, Zicom Electronics Security of products include ThinkCentre Edge 91z, Systems Ltd, says, “It’s a known fact that India ThinkCentre Edge 71z, ThinkCentre Edge 71, has the 2nd largest SMB segment amongst ThinkPad Edge E420s(SSD), ThinkPad Edge the peer nation groups of BRIC, with over E420, ThinkPad Edge E420s (HDD). We are 35million SMB and MSME establishments. on a continuous surge to innovate as per the By 2015, this is projected to grow to 45million changing trends of the market.” establishments. Amongst the various SMB “With increasing entrepreneurial desire and verticals, Professional Services and Retail have inflow of investment, we are going to witness a very high technology adoption rate.” the unleashing of huge inherent power of SMEs Nitin Hiranandani in our country in time to come,” says Hemendu SMEs: Opportunity Galore for Director - Laserjet Enterprise Solutions, Sinha, Business Head, B2B, LG India. vendors Imaging & Printing Group, HP Rajiv Sodhi, Director - SMB, Microsoft For Cisco, SME is one of the fastest India, says, “SME constitute the chunk of growing verticals. Arun Dharmalingam, VP, businesses in India and Microsoft is geared Cisco India & SAARC says, “We at Cisco believe that the business needs of an SME/B SME’s up to meet the requirement of most of these SME’s. Microsoft provides the basic product remain quite similar to that of big organizations and the platform for partners to be able to – smaller enterprises want a good and reliable network that will help them conduct their Contribution provide customized solutions to a diverse set of verticals.” business efficiently, a secure place to store their information and easy to use collaboration tools towards GDP in Indian SMEs are playing dual role of preferred supplier and largest customer pool that could help them connect all the employees for IT sector. The rapid growth of ITES, IT- together.” “A large number of companies in the IT 2011 was 17% software and IT-hardware sectors have provided platform for many IT start-ups. “Lower sector are from an SME background. They are poised for a huge growth rate in providing which is expected investment, cheaper skilled labour, financial aid provided by the government and other financial software and hardware products and services. institutions are major driving forces for the Most of these companies offer IT services as well as software products. Custom application to increase to growth of SMEs in these sectors,” says Vinit Mahulkar, National Sales Manager- VoIP- IT/ development and IT consulting are the two software services which are seeing huge 22% by 2012. Networking Segment, Matrix Comsec Pvt. Ltd. The Small and Medium Enterprise segment demand from network security solutions,” says in India shows great promise and scope for Hemal Patel, CEO, Elitecore (Pprovider of growth. As the SMEs grow their business so Cyberoam). does their need for infrastructure and peripherals Dell sees tremendous opportunity in to set up a smooth running office. SMEs look the SMB segment and believes it knows this for cost effective products that are also super segment better than anyone else. “As one of efficient. Canon CSP (Consumer Systems our top five global business priorities, we are Products) division offer a host of products like committed to addressing the pain points of laser printers, inkjet printers etc that offer high the small and medium businesses and have a end printing solutions to SMEs. One such range of SMB specific products and solutions,” example is the laser printer Canon LBP3300, says Satyen Vyas, Director, Medium Business, specifically designed for high volume printing CSMB, Dell India. to meet workload demands. The MF 4450 Rajiv Rao, Director SMB-Lenovo India says, on the other hand is a cost- effective printing “As a company, our main focus is to understand solution – Multi function Laser Printer- that has our customers. We lay special emphasis to cater a huge potential in semi-urban and rural areas to specific needs of the target segment, allowing of India. Another innovation for SME is wi-fi us to be their preferred partner. Keeping this in Niraj Kaushik Laser MFD 4420 W – This will enable the user mind, we have recently introduced an exclusive Senior Director, Alliances & to print from anywhere in the office. product range for SMBs with attractive features Channels, Oracle India Cisco offers a spectrum of SMB specific and competitive pricing. All the products are solutions that have been built with their unique Anand. S Arun Dharmalingam Hemal Patel CEO, Zicom Electronics VP, Cisco India & SAARC CEO, Elitecore (provider of cyberoam) Security Systems Ltd www.varindia.com October 2011 45
  • 3. COVER STORY requirements in mind. “The technologies that technology because of its ability to cut costs are covered within our SMB-class solutions run and reduce the need for capital equipment - the gamut from offerings such as switching and both hardware and software. routing that help organizations connect disparate “While IT budgets across verticals continue branches, security tools to protect the network to increase, Cloud computing is expected to against rogue attacks and downtime, datacenter/ reshape the Indian IT market by generating new storage solutions for storing an organization’s opportunities for the IT vendors and driving prized intellectual capital, telepresence units changes in traditional IT offerings. The rapidly that provide a medium to conduct meetings via growing enterprises, vast base of SMBs and video technology, collaboration tools helping government adoption are driving the growth employees stay connected with each other, of this sector,” says Amit Mehta, Director – digital media systems for retail to virtualization Satyen Vyas Marketing, EMC India & SAARC. According technology facilitating the adoption of cloud Director, Medium Business, to Sundara Raman, Chief Architect - Ramco computing by SMBs,” says Arun Dharmalingam CSMB, Dell India OnDemand ERP, “Our message to the SME of Cisco. market highlights the benefits that a customer “We realize that SME’s are in need of can reap by moving to the Cloud.” products and solutions that exceed their Rajiv Sodhi of Microsoft says, “Microsoft customer expectations and Epson products serve the purpose in this regard,” says Ram Prasad of Epson. Anshul Gupta, COO, Go IP SMBs account has one of the most comprehensive portfolios of products to meet the specific requirements of the SME sector. We are uniquely present Global Services Pvt. Ltd says, “We realize that there is a need to ensure that the IT is made for $257B of the as leaders in the productivity and cloud space to offer a compelling proposition to the SME simple for the SME to understand and consume. It has to be often a TCO model for the SME leadership rather than ROI model. Our effort is IT opportunity sector.” Symantec provides solutions for security, data protection, availability, and storage to make IT to be consumed on demand so that there do not have to be upfront commitment in 2011, which management for the highly virtualized and scalable environments required for cloud on IT but on a pay per use model.” Bhaskar Joshi, Manager- Marketing, Office Imaging Solution Division, canon India says, is 59% of the computing. “Symantec’s solutions for the SMB market incorporate the features that a SMB user can implement with ease, yet integrating “As SME are continuously looking for cost effective hardware and Software solution to total market. elements of enterprise level technology,” says Ajay Goel, MD – India & SAARC, Symantec. develop robust IT Infrastructure and Canon Anshul Gupta of Go IP echoes the view that entry level offerings in Hardware and Software cloud is the next step for SMEs. He says “Our Domain is supporting these SME in their service focus remains bringing quality Remote Pursuit of Advance Print Management and Infrastructure managed services to the SMB/ Workflow Management Infrastructure.” SME segment at an affordable cost, with the same delivery quality of an enterprise segment. Vendors Cloud Computing: The Next As the new initiative we are working on coming Big Wave in SME Market up with cloud services for this segment.” Small to medium sized enterprises (SMEs) Philips has a wide range of products to are the primary market for several channel cater to almost all the sectors and has specific partners. Even for an industry prone to hype, monitors to target the SME/SMB sectors. “We the buzz surrounding cloud computing is sky- have monitor range from 18” to 27” LED. The high. There is no doubt that few sectors have PowerSensor range from Philips is in-built with generated more interest than cloud computing. PowerSensor technology which features a built Cloud computing promises to be providing in people’s sensor. Harmless infrared signals cost-cutting offerings that are strongly appealing detect the presence of a person in front of to SMEs. After all the more popular cloud the monitor - and automatically reduce energy computing gets, the less hardware SMEs will Rajiv Rao consumption by up to 80% the minute they need to buy. Director SMB-Lenovo India walk away,” says Gautam Ghosh, Country A growing number of SMEs in India are Director- India, MMD. Thus, controlling the getting to grips with the cloud computing power consumption of the monitor and not Hemendu Sinha Rajiv Sodhi Vinit Mahulkar Business Head, B2B, LG India Director - SMB, Microsoft India National Sales Manager- VoIP- IT/Networking Segment Matrix Comsec Pvt. Ltd. 46 October 2011 www.varindia.com
  • 4. COVER STORY compromising with the superior quality that Coimbatore, Goa, Kochi, Lucknow, Vadodara, Philips has to offer. Other than this, Philips Vizag, Nepal and Bhutan,” says Surajit Sen, has a range of monitors which are easy on your Director Channels Marketing & Alliances, pockets and yet are brilliant performers.” NetApp India. In terms of storage, SMEs require holistic Storage for SMBs storage solutions that work well in networked In India also, SMBs are heading towards environments, have built-in backup capabilities, a data deluge and given the requirements of and simplified remote access capabilities. These effective storage, management and retrieval of attributes are necessary to realize the benefits data storage has assumed the role of a critical of lower costs and increased administrator IT enabler in today's time. As per IDC, the efficiency. Enterprise Storage market in India is expected Anshul Gupta “WD is banking on the diversifying SME to witness a double-digit growth. A significant COO, Go IP Global Services Pvt. Ltd. market for storage products. We are able to portion of this growth would be contributed by focus equally well on all verticals courtesy organizations (especially SMB enterprises) in our extensive distribution set-up,” says Sushil cities other than the top four metros. Bandi, Country Manager for the Indian Sub- At about $35 billion, the size of the storage continent, Western Digital. He adds, “We hardware and services market for solution also have specialist distributors that have an India is home to providers serving clients in the SMB space is expertise in consulting smaller businesses on mind-boggling. And, there are just as many the right storage solutions for their IT systems. vendors with storage solutions as there are This current set-up is working quite well for us, potential clients ready to snap them up. The easy deployment and affordable the second largest especially as we gear up to enhance focus on the immense potential of the AV drive segment.” SMB base in the availability of technology solutions are key drivers for the SME fraternity to adopt better ERP Solutions Right for SMEs technology. The business challenges in the SME Today's small businesses are increasingly Market are not new, and their transformations are putting pressure on IT resources to change world with 35 using technology for business advantage and competitiveness. It was not so in the distant million companies with them. “Today, with simple to understand past that ERP was considered an expensive GUI based management, storage has become proposition. However, things are changing easy to deploy, manage, protect and is fast. Sundara Raman of Ramco OnDemand expandable to the future needs. Most customers ERP; says, “SMEs can benefit from the winning based on their experience are looking to partner combination of OnDemand technology and with vendors who are ready to take the role of a business expertise from a pioneer in Cloud true partner and help customers in adopting the ERP market, and get assured of zero or lower right technologies,” says Amit Mehta of EMC. capital expenditure, faster implementation, ease EMC has market specific storage bundles of adoption, and automatic upgrades.” for SMB in India. These bundles are approved “Solution providers are quite excited at the configuration and make it easy for customers prospect of growth of SMEs in the country. and partners. With the ICT sector booming - ERP, CRM, The storage giant NetApp defines SMBs as Broadband and Telecom, there is huge scope organizations which spend more than $50,000 for modernizing Indian SME sectors with per year on storage, or which have 250-1,000 IT solutions,” says Ankesh Kumar, Director employees. Presently, the company is busy - Channel Products & Marketing, Emerson in formulating strategies with an increased Network Power. focus on Indian SMBs and will pitch its FAS SMEs and Security 2000 product line (at entry level) for the Today information security is a real issue. SMB segment. “As an organization NetApp Like large enterprises, SMEs are also badly in doesn’t differentiate between SMBs and SMEs. need of better security, and they are in the know However, SMBs contribute 30% of NetApp’s Bhaskar Joshi of the importance security plays. For Indian revenue, the company has decided to work Manager- Marketing, Office Imaging SMEs, security is a high-priority or critical- with its distributors-Redington and Avnet to Solution Division, Canon India priority issue. increase its focus in Ahmedabad, Chandigarh, Though SMEs cannot afford to have Amit Mehta Ravinder Raina Sundara Raman Director – Marketing, EMC Country Head - Private Network Chief Architect - Ramco India & SAARC Solutions, NEC India OnDemand ERP 48 October 2011 www.varindia.com
  • 5. COVER STORY Gautam Ghosh Ajay Goel Sunil Kripalani Country Director- India, MMD MD – India & SAARC, Symantec Vice-President Global Sales & Marketing, eScan dedicated resources to handle the security of the network, they face the same level of information security risks as enterprises. Hence, India is home to they also need to implement high level of Information security that can ensure Business Continuity. It has become vital for SMEs to find the second largest new ways to perform their operations efficiently and cost-effectively. “We, at eScan understand SMB base in the the challenges faced by SME. Hence, we have specially designed security products that have enterprise level security to help SMEs deploy a world with 35 strong security strategy built around the simple but powerful architecture of endpoint security million companies technology,” says Sunil Kripalani, VP Global Sales & Marketing eScan. Small and medium enterprises contribute Ankesh Kumar to more than 30% of the total revenue of Director - Channel Products & the overall IT security market. “Hence, the Marketing, Emerson Network Power SME market opens a very wide window of opportunity for McAfee and its partners to increase their sales service revenues as well as margins,” says Terence Gomes, Manager - Inside Sales South Asia, McAfee. Each day, SMEs have more and more critical data that needs to be secured and with the amount of information growth, their storage needs are also on the increase. Despite the criticality, SMEs continue to have low budgets for their IT infrastructure. “Our solutions across security, data medium businesses to be always connected and protection are designed to address specific always protected. Our Worry-Free Business challenges and made just for the SMB user,” Security Services is one initiative in that says Ajay Goel of Symantec. direction,” says Amit Nath, Country Manager Trend Micro has identified SMB as an India and SAARC, Trend Micro. n important market segment. “We as security Terence Gomes solution provider, promise a safer, smarter, S. Mohini Ratna / mohini@varindia.com Manager - Inside Sales simpler security solution that allows small and Deepak Singh / edit@varindia.com South Asia, McAfee Surajit Sen Sushil Bandi Amit Nath Director Channels Marketing Country Manager for the Indian Country Manager India and & Alliances, NetApp India Sub-continent, Western Digital SAARC, Trend Micro 50 October 2011 www.varindia.com