VARINDIA E-Magazine March 2017 Issue

1www.varindia.com March 2017
VOLUME XVIII ISSUE 07 mARCH 2017 PRICE Rs. 50
AMD launches Ryzen 7 Desktop Processors Huawei unveils Cloud EPN Solution
Digitisation and Role of IoT for
Next Generation Enterprise
Thursday, 25th May 2017, Hotel Shangri-La’s - Eros, New Delhi

2 March 2017 www.varindia.com
Voda

Airtel makes radical
changes on Roaming
Bharti Airtel has announced radical
changes that redefine the value
proposition for domestic and international
roaming. With this, Airtel mobile customers
will be able to carry their numbers across
India and the world.
Starting April 1, 2017, Airtel customers
roaming within India will enjoy free
incoming calls/SMSes and there will be no
premium on outgoing calls allowing them
to speak freely wherever they are within the
country. Also, there will be no additional
data charges on national roaming. These
packs come with convenient validity options
of 1 day, 10 days, and 30 days and offer
loads of benefits including free incoming
calls/SMSes, calling minutes and texts both
to India and the local country as well as
generous dollops of data to stay online.
Dell EMC withPrysm
to strengthen smart
city portfolio
Prysm has announced a strategic
business partnership with Dell
EMC, to jointly market and address the
smart city opportunity in India.
In this partnership, Prysm will
contribute command
and control center
i m p l e m e n t a t i o n s
and dashboards for
smart cities. Prysm’s
large format content
collaboration and
mobile solution
will allow smart cities to have individual
dashboards for each of the utilities and
provide an opportunity to consolidate all
utility parameters into a single, unified
dashboard, in real-time.
Kaspersky Lab conducts partner meets Trend Micro to provide security solutions to SBI
SUBSCRIPTION COPY NOT FOR SALEVOLUME XVIII ISSUE 07 mARCH 2017 PRICE Rs. 50
28pg
HP Inc.: Market Share on the Rise
40pg

Great Products, Great Partners
Tech Support
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Cybersecurity: Best defence is a good offence
HELLO INDIA
India has emerged as one of the fastest-growing economies in the world. To seize growth opportunities
and sustain success under shifting global business conditions in this promising economy that is witnessing
a dynamic shift in the IT landscape almost every other day, companies need executives who are exceptional
leaders in the field of IT. As a result of this, devices, data and applications are also changing rapidly.
However, technologies in the security landscape don't change as fast and security professionals risk being
obsolete unless they adapt and update themselves as well.
Digital mediums are likely to surpass traditional ones by 2021-22, when smartphone and broadband
penetration increases in the country. In this ever-changing scenario, the one thing that has remained common
through the life cycle of this industry is the human interaction. It is us humans who have been using
technology starting from the simple DOS systems to today's high-end systems. The human interaction with
IT and the active usage of data by humans are the most vulnerable points when it comes to cyber-threats
and need maximum security.
The vast and ever-changing threat landscape, coupled with the challenge of improving the security habits
of customers, has provided fraudsters with ever more points of vulnerability to exploit. It is high time for the
banks to admit that they have to invest in improving their IT security regardless of the return-on-investment,
in order to meet the growing demands of government regulators, top management and even their customers.
Despite banks putting serious efforts and budgets into safeguarding their perimeters against known and unknown cyber-threats, protecting the
breadth of IT infrastructure that now exists – from traditional to specialized, ATMs and Point-of-Sale terminals – has proved difficult.
Technology is actually a part of the problem as well as a part of the solution, primarily because we tend to look
at everything from a technological perspective. Thanks to newer technologies, a variety of devices are being allowed
access to our systems. These devices can be hacked and prove to be malicious, a fact that more companies need to
focus upon.
In a recently-held mega conclave on cybersecurity in New Delhi, organized by VARINDIA, where the Home, Law
and IT Ministers, judiciary officials, senior cops from the police department, cybersecurity consultants and corporates
participated, emphasis was laid on how awareness regarding cyber-attacks needs to be spread across the country.
This is actually the best time for strengthening cybersecurity in India, mostly because the government is finally
talking about it, and there is increasing awareness too. Users are now more aware of the things that can go wrong.
Lastly, spreading the right knowledge is half the work done, while the other half is about solving these issues.

For business enquiries, e-mail us at web-ebg@huawei.comFor business enquiries, e-mail us at web-ebg@huawei.com

Website: www.varindia.com
CONTENTS
Publisher: Deepak Kumar Sahu
Editor: S Mohini Ratna
Executive Editor: Dr. Vijay Anand
Copy Editor: C. M. Dutta
Consulting Editor: Pravin Prashant
Deputy Editor: Samrita Baruah
Sub - Editor: Aparna Mullick
Art Director: Rakesh Kumar
Network Administrator: Ashok Kumar Singh
Manager-IT: Subhash Mohanta
Manager-SEO: Bidyadhar Behera
BUSINESS:
Commercial Manager: Amit Kumar Jha
Sr. Marketing Manager: Ashok Ranjan Dash
Circulation Executive: Manish Kumar
Marketing Manager: Dipendra Kumar
CORPORATE OFFICE:
VAR House, A-84A/3 Rose Apartment, Paryavaran
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48pg
VAR CORPORATE
28| HP Inc.: Market Share on the
Rise
30| Sify Addresses Network
Challenges with WAN
Transformation Service
TECHNOMANIA
31| The New Battlefield: Cyberspace
TAIWAN EXCELLENCE
32| VIVOTEK – Riding high in the IP
Surveillance space
VAR BUZZ
33| Lenovo aims to strengthen its
channel community
COVER STORY
34| IP based cameras and Video
Analytics set to take the next
leap
EVENT
38| ISODA TechSummit 7 reveals the
X Factor
VAR SPECIAL
40| Indian IT Channel heading for
great times ahead
REGULARS
Round About 10
Channel Chief 12
Hot Bytes 14, 16
On the Ramp 20, 22
Voice N Data 24
Channel Buzz 26
Movers & Shakers 51
Product of the month 47 | 54
FACE TO FACE
45| Dell EMC's hyperconverged
portfolio offers flexibility and
scalability
VAR ANALYSIS
46| HPE strengthens its arm in Hybrid
IT with Nimble
LEAD STORY
48| Smart Cities Success: Vision,
Planning, Funding & Execution
VAR MOBILITY
50| Zen aims for increase in sales
volume and market share
VAR SECURITY
53| Hikvision’s Effective Security
Surveillance in High Rise Buildings

ROUND ABOUT
The Coming Saga of Robots
In this world of patents and intellectual property rights, let me
begin this article with an acknowledgment, which is quite unusual
since such things are always put on the backburner and are invoked
at the tail end and mostly go unnoticed. Recently, I read an editorial
titled “Robots Could Have What It (IT) Tax”. It is mostly a satirical
one, an obtuse dig at the tax authorities for their alacrity in taxing
everything that comes to their mind, provided it can generate some
revenue. Not being totally simmered by humility, the author of the
editorial may have to acknowledge the makers of one Tamil movie
“Enthiran” (Robot), which was remade into Hindi and several other
Indian languages. Besides being a huge box-office hit, the film casting
superstar Rajnikant and the heartthrob of millions – Aishwarya Rai,
talks about the life of a robot, who fell in love with a next-door
neighbour (Aishwarya Rai) and the hardships and hostilities that robot
(Rajnikant) has to undergo until he was destroyed by the very person
who created him.
In a more subdued manner, the paper also should have
acknowledged me since some time back in this very column, I had
tried to simulate a few illustrious people – Mahatma Gandhi, Pandit
Jawaharlal Nehru and Subhash Chandra Bose in the modern world of
information technology. I tried to capture their thought process, broad
direction of their speeches, writings and leadership qualities and what
they could have done had they lived in the present world. How they
could have handled their digital space; what would have been their
approach to life: how would have they handled their gizmos, apps and
other devices that would have connected them with people, places,
ideas and what have you?
Everything changes with time and sometimes things leapfrog as if
time does not wait for anyone. In today’s world when people are talking
about artificial intelligence to make robots to obey commands to do
difficult jobs ranging from navigating aircraft to odd jobs like cleaning
toilets. Now, everyone is talking about Robots as if they present both
prospects and gloom. According to Bill Gates, robots can displace
many jobs, even most complex and intricate ones being done by
humans of high intellectual. Those jobs include that of a pilot flying
the most sophisticated aircraft, a software engineer evolving solutions
to most complex problems, a mining engineer who supervises what is
happening some 3,000 metres below the earth or of a space scientist
who shuttles to the outer space. Robots and AI are a reality: they will
replace the jobs that are mundane and can be described by a series of
steps or processes.
Will the humans become redundant? Happily, there are some
comforting statements coming from the same quarters, which
envision the inroads robotics would make into the digital space. They
say robotics will create ten times more jobs in the world than it will
replace. It may sound to be apocalyptical. But I tend to believe it. Not
many decades ago, people apprehended about the labour replacement
power of the computers. Did it replace any jobs? Rather, it has created
millions of creative and gainful jobs around the world. India, which
resisted the introduction of computers, I must say, has hugely benefited
from it. That seems to be a paradox but a fact. Let us take a survey to
know how many Indians do not have seen a computer or do not know
its functioning? The same may be the case with robots also. It will
make life easier, comfortable and, perhaps, worth living since it might
take care of some of human drudgeries and vicissitudes. However, the
types of jobs will change – the new jobs will need technical education
with a reasonable IQ. However, unemployment will increase, as some
people will just become “unemployable”.
It is a great concern for the government, police and other law-
enforcement authorities how people can misuse technology for
criminal activities. Can there be robot thieves, hackers, criminals
(as Enthiran has demonstrated) and even other types of antisocial
elements, triggered by artificial intelligence. Knowledge is strength in
the hands of right people who can use it judiciously and a destructive
weapon with people having a criminal mind
The underlying premise is that when one creates a robot and
infusing it by ingraining artificial intelligence, there is no limit to its
capacity. It can do both good and bad things as its creator (developer)
wishes to infuse or manipulate. Does it sound that one has to be extra
cautious while creating such edifices? What I have to offer is that
robotic is a science, a front-end one. It can create and destruct as if
they are two sides of a coin. One can interpret it as a perfect example
of duality. The question is how we make use of discoveries – to make
or break!
There is no end to technology. It evolves as and when people feel
the need for it. Possibly, the West would have felt the pangs of a
graying and declining population. They have to have devices to work
for, to look after the aged and invalid, cook for people who do not have
the time for it, to keep the house for them whenever they are at home
and also to do several other household and office chores. Can these be
the case with other countries? Certainly not! There is unemployment
and deprivation in other parts of the world. Many of the troubles that
have erupted and that may erupt in future can be traced ultimately
to deprivation, unemployment and denial of legitimate rights of
the people. While one side is looking at finding lasting solutions to
find ways to employ and feed people, the other side is looking at the
prospects of replacing them with robots created through scientific
breakthroughs like artificial intelligence? Is there any contradiction in
the two situations? It is how we look at it: from a human angle and
from a mechanical angle, bereft of underlying human considerations.
The other-world has the capacity to help them from the morass of
deprivation they are suffering for a long time, even while continuing
with their scientific pursuits. The point is deliverance of multitudes is
compatible with scientific pursuits. What makes a difference depends
on how we blend them.

Channel Chief
D-Link continues to lead the
networking market in India
D-Link feels that there are opportunities galore in the country at present. Throwing more light on this,
Sanket Kulkarni, VP – Channel Sales, India & SAARC - D-Link tells VARINDIA of how D-Link has positioned
itself and built up its channel eco-system to leverage the growth opportunities in the country -
While globally D-Link has been a front-runner in computer
networking technology, in India D-Link is synonymous with
internet. It was one of the early entrants in the market and continues to
lead with its innovative and reliable product offerings.
“Today D-Link enjoys a lion share in WLAN segment and is known
for its end-to-end networking portfolio. Infact D-Link is one of the
widely distributed networking brands with strong penetration in even
smaller pockets of the country. Also with Internet & mobility devices
like Smart phone/ tablets bringing about a technological revolution in
the country, especially smaller cities like C & D class, our focus in these
markets will definitely have great impact and opportunity to grow,” says
Sanket Kulkarni, VP – Channel Sales, India & SAARC - D-Link.
He continues further, “The business potential in India & SAARC
is huge, given the socio-economic conditions and the susceptibility to
technological advancements. D-Link has an impressive product range
with tremendous back-end business. Over the year D-Link’s revenue has
grown by leaps and bounds and it has sustained its market share even
during challenging market condition, and strong channel infrastructure.”
For instance, these days connectivity being the key, there has been a
huge demand for wireless devices, and uninterrupted wireless connectivity.
As a result adoption of 11AC technology – the latest standard in wi-fi, is
on a rise. And D-Link being a leader in networking domain has already
introduced a host of 11AC products. Similarly, D-Link has also introduced
devices that support the latest 4G mobile communication standard thereby
allowing users to enjoy wireless Internet access at a much higher speed,
and since these are unlocked devices they work with all service providers.
“As a leader in connectivity & wireless devices, D-Link is highly
optimist about the market opportunity and we look forward to working
closely with our partners & system integrators and contribute to the
nation building process,” says Sanket.
A well developed channel eco system...
D-Link is one of the most preferred networking brands amongst
partners & resellers. D-Link today has a strong business network with
a healthy mix of National distributor, Business distributor & Channel
partner. At present D-Link has 4 National Distributors, 80+ Business
Distributors, over 15000+ re-sellers, reaching out to customers present
across the length & breadth of the country.
To complement its growth story, D-Link wants to widen its partner
base, engage with its existing channel and continue with its endeavour to
educate re-sellers on new trends in networking. In addition to the existing
network, D-Link is also looking at building a network of Value Added
Distributors (VAD) who can further enhance its market reach.
“At D-Link we largely attribute our success to our partners/ resellers
who have earnestly endorsed D-Link in India for close to 25 years now.
Channel continues to be an integral part of our business strategy, with
channel engagement & partner profitability being of high precedence. As
a result Partner engagement is crucial for D-Link, and we ensure all our
strategies are devised keeping channel welfare in mind,” says Sanket.
To ensure a direct interaction with its channel, D-Link conducts
seminar/partner engagement program at regular intervals. It organizes
such roadshows throughout the year in A, B & C class cities. The objective
of these meets is to introduce partners to the latest in networking
technology, update them on the product range and address any business
concerns.
To enable partners to sell better, D-Link also conducts training &
certification programs. For its Structured Cabling product line, D-Link has
rolled out ‘D-Link Certified Cabling Expert (DCCE) program across India.
DCCE provides participants with in-depth information on the technical
aspect of the subject, evaluates trends for both copper & fibre products
and train them to design, install and conduct post-implementation testing
of D-Link passive networking components for Infrastructure projects.
D-Link also introduces various schemes on regular basis for partners that
give them an opportunity to enhance their business value.
D-Link has always believed & maintained that customer experience is
crucial to any business. And this is why D-Link has invested in building
a support infrastructure for both consumers & enterprises that ensures
smooth customer experience. Today D-Link reaches out to its customers
in 130+ cities through its own D-Link Service Centers (DSC), which is
supported by its wide network of D-Link Service Partners (DSP) and
Partner Courier Pickup (PCP). Further D-Link offers ‘Service at your
door-step’ for Broadband, Wireless and 3G Lifestyle products with
D-Link Direct Service (DDS). “We also have Advance Replacement
Next Business Day Warranty (AR-NBD) by D-Link, a premium support
program designed exclusively for enterprise customers,” says Sanket. n
Samrita Baruah
samrita@varindia.com
Sanket Kulkarni
VP – Channel Sales, India & SAARC - D-Link

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or call us at + 91 22 61014559.

HOT BYTES
Trend Micro to provide
security solutions to SBI
BD Software launches special
offer for channel partners
Inspira collaborates
with Alibaba Cloud
Lenovo to deliver Enterprise
Cloud Solution on SAP platform
Seclore partners with RAH Infotech
Fortinet provides NSE program to
promote Cybersecurity Education
Trend Micro has
deployed its
security solutions across
more than 26,000 branches
of SBI in and outside India
and over 275,000 endpoints.
Trend Micro also secures
29,000 VMs (Virtual
Machines). Trend Micro
prides itself with having six
among India’s ten largest
banks as their customers,
using their flagship security
products and with highest
market share with the
leading banks in India. SBI
is placing huge emphasis
on embracing technology,
with investment priorities
around Digitization, Cloud
BD Software has
launched a pan-
India incentive offer on
Bitdefender flagship retail
products targeted at the
channel partners with a
view to strengthening and
expanding the company’s
channel business.
Aspecialofferisvalidon
four flagship retail products,
namely Bitdefender
Total Security Multi
Device (1Device/1Year),
Bitdefender Antivirus
Plus, Bitdefender Internet
Security and Bitdefender
Family Pack. The offer is
valid from 15th February
Inspirahasannounced
it has been selected
as a marketplace partner
of Alibaba Cloud. Inspira
will resell Alibaba Cloud’s
services in India, extending
Alibaba Cloud’s reach to
major cities and industrial
belts in the country.
Inspira will provide
Alibaba Cloud’s
comprehensive suite of
global cloud computing
services to help power
and grow enterprises,
including Alibaba Cloud’s
global footprint of internet
data centers low latency,
massive data crunching
and processing capability
Lenovo has signed
an agreement with
SAP, under which Lenovo
will deliver a new enterprise
cloud solution created
exclusively for customers
holding licences for the
SAP HANA platform
in China. To be named
“Lenovo Enterprise Cloud
designed for SAP HANA”,
the new managed service is
intended to open a simple
and powerful migration
path for China customers
seeking to leverage their
investments in SAP HANA
off premise in a cloud
and Mobility, and the
integration of security tools
is a top priority for SBI.
“We not only protect
customers who have already
adopted the technology or
who are already there on
the high-end curve of the
technology adoption. We
also prepare customers to
adopt those technologies,”
said Nilesh Jain, Country
Manager – (India and
SAARC), Trend Micro.
to 15th May, 2017. The
partners qualified will get a
chance to visit Thailand in
the coming July.
“As our channel
community is expanding
fast, we need to focus on
scaling up our partners’
and distributors’ strength in
their respective regions and
markets as they are playing
a critical role in promoting
Bitdefender brand in India,
growing the customer base
and driving customer’s
satisfaction,” said Zakir
Hussain Rangwala,
Director, BD Software.
and anti-DDoS technology
to safeguards web
applications.
“Inspiraisveryexcitedto
be partnering with Alibaba
Cloud as the company
has a solid track record
of implementing Cloud
solutions that specifically
address customers’
requirements and business
concerns. I am confident
that our joint partnership
will strongly support the
growing demand for cloud
computing in India,” said
Manoj Kanodia, CEO,
Inspira.
environment.
The new deal comes
shortly after the two
companies crossed the one-
year mark of an expanded
strategic alliance announced
in January 2016. It follows
several other significant
milestones achieved last
year as part of the joint
commitment to develop
new cloud solutions for the
Chinamarket,pioneerglobal
innovations leveraging SAP
HANA and Lenovo server
technologies, and execute
collaborative go-to-market
programs.
Seclore has chosen
RAH Infotech as
its specialist public- sector
distributor. RAH Infotech
specializes in enterprise
and app security as well as
application delivery. The
new partnership will fuel
Seclore’s push into various
government sectors and
supportthenational“Make-
in-India” initiative.
“While the government
is going digital, it is
imperative to maintain the
trust of citizens by ensuring
that key information,
such as ID proofs and
Know-Your-Customer
documents, don’t fall into
the wrong hands. Seclore
can help by combining its
deep industry expertise
and scalable persistent
data-centric technology to
seamlessly extend security
infrastructure beyond
government organizations,”
said Amit Malhotra Vice-
President, Sales India,
Middle East & Africa,
Seclore.
Seclore has closed a
number of major public
sector deals recently.
Fortinet has
announced that
they are providing universal
access to their Network
Security Expert (NSE)
training and certification
program, making it broadly
available and free of
charge. Fortinet is taking
a massive step to engage a
new generation of aspiring
cybersecurity professionals
by providing a gateway to
attain the highly desirable
and lucrative skills in the
growing field of IT security.
Fortinet will offer NSE
program level 1 courses to
the public. Fortinet’s NSE
programhasquicklybecome
an industry-standard in
cybersecurity training and
certification that fosters
the continuing education
of IT security professionals
worldwide and helps close
the cybersecurity skills gap.
Netflix signs
Partnerships for
India Market
Netflix has entered
into strategic
partnerships with Airtel,
Videocon d2h and
Vodafone, making the
world’s leading Internet TV
network and its critically-
acclaimed programs like
House of Cards, Narcos
and The Crown more easily
accessible to consumers
across direct-to-home
and mobile platforms
throughout India.
“India is one of the
most important and vibrant
countries in the world and
we are delighted to be
teaming up with three of its
leading companies to make
itmucheasierforconsumers
to enjoy Netflix,” said Reed
Hastings, Co-Founder &
CEO, Netflix. “We look
forward to bringing our
Indian members more
compelling stories, an
ever-improving viewing
experience and incredible
joy.”
Veritas partners
with Microsoft
VeritasTechnologies
and Microsoft
haveannouncedamulti-year
global, strategic partnership
to help organizations
use Microsoft Azure to
optimize for hybrid cloud
environments and to host
Veritas’ Enterprise Vault
cloud management and
governance service on
Azure.
The partnership
includes collaboration to
enable and jointlysellhybrid
cloud storage solutions
to mutual customers to
provide a comprehensive,
simple and cost-effective
approach to managing data
in the cloud. Such hybrid
cloud storage solutions will
enable customers to take
advantage of the cloud to
reduce their storage costs
while increasing business
agility, and to extract greater
value from their data, once
stored in the cloud, through
the full suite of Azure cloud
services.

HOT BYTES
eScan releases“Special Incentive
Program”for its Channel Partners
Vertiv launches Lucrative
Program for Partners
Kaspersky Lab conducts
partner meets
Avaya along with Salesforce
focuses on Cloud Solution
Barracuda presents New
“Cloud Ready”Program
Tally Solutions conducts GST
awareness programme in Delhi
eScan has introduced
“Special Incentive
Program” for its channel
partners and their
sales team. The special
incentive program has
been designed to reward
the channel partners and
their sales persons for their
contribution towards the
growth of eScan products.
The rewards range from
travel vouchers to various
gifts. The offer is valid for
all the sales made from
1st January to 31st March,
2017.
Sunil Kriplani, Senior
Vice-President, Global
Vertiv has
announced a
lucrative, “Bill More Gain
More”programforitsValue
Added Resellers (VARs)
in India. This unique offer
applicable to small and
micro Uninterruptible
Power Supply (UPS)
solutions (up to 20 kVA)
has been unveiled to reward
channel partners for their
continued commitment
towards the company. This
offer gives channel partners
a chance to redeem payback
points and avail payout
options for all sales made
during the quarter ending
March 31, 2017.
Kaspersky Lab
has conducted
successful two marathon
partner pitstops with its
national B2B distributors –
eCaps Computers. Both the
pitstops were conducted
with eCaps, the first one
in Hyderabad on February
10, 2017 and the second
in Ernakulam on February
17. Each pitstop saw a full
house with partners who
discussed how to take
Kaspersky’s vision for India
forward.
Both the cities saw over
48partnersand78attendees
that came together to
discuss the way forward
Avaya has
announced an
expanded alliance with
Salesforce Service Cloud
to deliver solutions that
more deeply integrate the
contact centre products of
the two companies.
The expanded alliance
will focus on cloud-based
solutions that enable
seamless access, greater
contextual awareness and
rapid, knowledgeable
service at all points along
the customer journey,
making it easier for
businesses to meet the
digital demands of today’s
customers.
Barracuda has
announced its
new “Cloud Ready”
program designed to help
organizations securely
extend their workloads
and applications into
cloud environments. With
each new purchase of an
on-premises Barracuda
NextGen Firewall or
Barracuda Web Application
Firewall – including
both physical and virtual
deployments, Barracuda
provides a cloud licence
for the same solution in
Amazon Web Services
(AWS) and Microsoft Azure
Tally Solutions has
conducted its very
successful GST Awareness
programme “GST – The
Journey Begins”, training
the business fraternity on
the new indirect tax regime
and preparing them for the
transition. The event held
on 23rd February at Hotel
Eros, New Delhi witnessed
footfalls of more than
80 business owners from
across different business
verticals like machinery,
paints, heavy metals,
electronics, etc.
Tally aims to work
with chartered accountants
and tax practitioners,
Sales and Marketing, eScan,
said, "The channel partners
are an integral part our
business and growth story.
eScan aims at an ongoing
relationship with them in
the market and bring them
more close to the company.
Hence, we come out with
offers in regular intervals
to reward their efforts and
to make them part of our
growing family of channel
partners. This offer is also
our way of rewarding the
partners and their sales
team for their relentless
efforts and contribution in
our success."
G o p a k u m a r
Ambujakshan, Director,
ProductManagement(small
and micro UPS), Vertiv,
India, said, “Our channel
partners are integral to our
sales strategy and, as part of
our ongoing commitment
towards them, we’ve come
out with a profitable offer
to motivate and reward
them for their continuous
support. We would like to
wholeheartedly welcome
our partners to participate
and look forward to
strategically support them
in turn with schemes like
‘Bill More Gain more’.”
in the coming financial
year. Kaspersky Lab has
forged strong partnership
with eCAPS Computers
in their years together.
Partner pitstops have been
integral to Kaspersky’s
way of working, to ensure
that there is always a free
dialogue with all members
of its chain. It is important
for them to hear back from
their partners of what is
happening in the market.
“Bringing together
the assets of two leaders
so adept at elevating the
customers’ experience will
accelerate their customers’
abilitytodigitallytransform
that experience as well,”
said Nancy Jamison,
Principal Analyst, Digital
Transformation, Frost
& Sullivan.” In addition,
this partnership will
greatly enhance the agent
experience as well, which
is critical with the growing
millennial workforce.”
(Azure) at no additional
cost for up to 90 days.
“In the burgeoning
cloud era, IT buyers are
in the difficult position
of trying to meet the
computing needs of today
while determining where
the compute environment
will live over the next few
years,” said BJ Jenkins,
CEO, Barracuda. “With
our ‘Cloud Ready’ program,
Barracuda helps to simplify
that process. We are
empowering customers to
make the right decisions for
their businesses today.”
industry and trade bodies,
business people and other
stakeholders in the country.
The event saw eminent
guest panellists Anil Gupta
(CA) and Sathya Pramod –
CFO, explaining the various
facets related to the model
GST Law, the importance
of technology in the GST
regime and addressing
issues and questions
raised by business owners
on preparation for and
transition to GST.
Snapdeal
unveils GST
Guru Initiative
Snapdeal has
launched GST
Guru, a program which
will include a range of
initiatives to help prepare
the sellers on its platform
for the impending GST
reforms, expected to roll
out this July.
Vishal Chadha, Senior
VP, Business, said, “The
GSTisoneof themostwide
sweeping reforms launched
bytheGovernmentof India
in the recent times, and will
deeply affect how business
is conducted and reported
inourcountry.Latelastyear,
we realized that there is a
lot of confusion, especially
among MSMEs, on how
they will be impacted by the
changed tax structure, as
well as other GST-related
formalities. This program
was, therefore, launched
to bring expert help to
our sellers, to make the
transition as seamless for
them as possible.”
Micromax
focuses on
Accessories
segment
Mi c r o m a x
I n f o r m a t i c s
continues to focus on the
accessories segment as well.
Micromax will introduce
products, including Sound
Bars, Bluetooth speakers,
Earphones and Power
banks, which will enhance
the consumer’s experience
Rohan Agarwal, VP,
Consumer Electronics,
Micromax Informatics,
said, “India is one of the
fastest-growing mobile
phone markets in the world
and consumers today are
spending a lot of their
time with smartphones,
fuelling demand for
mobile accessories. The
market currently is highly
unorganized and some
industry estimates suggest
that it could be to the tune
of $1 billion and there is
tremendous scope."

*TBR Corporate IT Buying Behavior and Customer Satisfaction Study – x86-based Servers, Fourth Quarter 2015.
The following are trademarks or registered trademarks of Lenovo: Lenovo, the Lenovo logo, ThinkServer and System x. Intel, the Intel logo, Xeon and Xeon Inside are
trademarks or registered trademarks of Intel Corporation in the U.S. and/or other countries. ©2016 Lenovo. All rights reserved. †
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Powered by Intel®
Xeon®
processor E3 series.
Intel Inside®
. Powerful Data Center Outside.
Lenovo, No. 1 in TBR
customer satisfaction index.*
Call 1800 3000 9990 to discover how
our servers can help grow your business.
Mail to: corpsales@lenovo.com
Or visit: Lenovo.com/server
Lenovo™
System x®
servers come with incredible
power, maximum expandability and unmatched
reliability. That's right, a server range that assures
less hassles and more smiles.

A price tag that will get
you new customers.
Introducing the ThinkServer TS140
for small businesses with big demands.
The following are trademarks or registered trademarks of Lenovo: Lenovo, the Lenovo logo and ThinkServer. Intel, the Intel logo, Xeon and Xeon Inside are trademarks
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At Lenovo™
we develop technology to meet
the ever-growing demands of small businesses.
With that in mind, we have launched the
ThinkServer®
TS140 in India. It is powered to
take on tough challenges, yet priced attractively.
· Supports enterprise-grade HDDs
(Built-in RAID 5)
· Whisper-quiet at 26 decibels
· Intel®
Xeon®
E3 series processor
· Windows Server®
2012 R2 platform
So go on, add this server to your portfolio
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Or visit: Lenovo.com/server

ON THE RAMP
HPE updates its NFV Portfolio
Busy Infotech unveils“BUSY 17”
QNAP launchesTS-
453BminiVertical NAS
AMD launches Ryzen 7
Desktop Processors
Riverbed launches New
SD-WAN Solution
VMware launches vCloud NFV 2.0
HPE hasannounced
updates to
its network functions
virtualization portfolio,
providing communications
service providers (CSPs)
access to new tools
to speed NFV
deployments, as
wellasvirtualized
solutions to
build innovative,
p e r s o n a l i z e d
customer services.
“One of their
biggest priorities is to
establish a solid network
foundation and flexible
service platforms,” said
Thomas Sennhauser, APJ
CTO, CME, HPE.
HPE NFV System,
Busy Infotech has
launched its all-
new GST-ready business
accountingsoftware“BUSY
17”. With the launch of
BUSY 17, it is all set to carry
forward the legacy. BUSY
17 is effectively designed
to build a user-friendly
GST product for seamless
transactions and simplified
statutory compliance for
businesses.
Dinesh Kumar Gupta,
MD, Busy Infotech, says,
“We welcome GST era and
feel delighted to announce
the launch of BUSY
17. BUSY 17 is infused
with a wide range of
QNAP has released
the new TS-
453Bmini vertical NAS.
Powered by the latest Intel
14nm J3455 quad-core
1.5GHz processor (burst
to 2.3 GHz) and featuring
AES-NI encryption,
4K UHD output and
transcoding, the TS-
453Bmini couples elegant
glossy aesthetics with
high- performance, security
and intelligent services
to provide excellent data
storage, backup, sharing,
and entertainment options
for home and small office
use.
"With a 64-bit quad-
AMD has released
the first three
models of its highly-
anticipated, high-
performance AMD Ryzen
desktop processor. There
are three 8-core Ryzen 7
models available. Beginning
in Q2 AMD expects to
launch 6- and 4-core Ryzen
5 processors followed later
this year by Ryzen 3, which
is designed to bring more
performance to mainstream
applications. All Ryzen
processors support the
new AM4 infrastructure,
with motherboard designs
Riverbed has
launched Riverbed
SteelConnect that offers a
radically new approach to
networking for the cloud-
era and simplifies the
design, deployment and
management of enterprise
networks. Riverbed
SteelConnect disrupts
legacy hardware-based
approaches to networking
– which haven’t changed
much since the 1990s –
with a software-defined,
cloud-managed and
application-centric solution
that delivers the agility,
visibility, and performance
that businesses need to
a pre-integrated NFV
platform combining HPE
hardware and software in
a pre-integrated solution
bundle optimized for
NFV workloads, now
offers support for Red
Hat OpenStack
Platform in
addition to
HPE Helion
O p e n S t a c k
Carrier Grade.
Theadditionof the
Red Hat OpenStack
offers CSPs and network
equipment providers their
choice of pre-packed,
pretested and supported
carrier-grade virtual
infrastructure management
(VIM) tools.
features that best meet the
business requirements and
customer’s expectations
post GST rollout.”
BUSY 17 comes in three
editions with each edition
addressing the needs of a
specific target group within
MSMEs.
core processor and the
next-generation 64-bit QTS
4.3 NAS operating system,
the TS-453Bmini provides
performance hardware and
key software features within
a compact and user-friendly
chassis," said Jason Hsu,
QNAP Product Manager.
"By supporting the open-
source Ubuntu platform,
it also adds greater value in
allowing users to develop
various IoT applications
and to build a secure
private cloud system for
IoT storage."
available from top ODMs.
“Today’s launch of
Ryzen represents AMD
at its best, delivering great
products and innovation
to the high-performance
computing market,” said
Lisa Su, President &
CEO, AMD. “With Ryzen
7 desktop processors,
AMD delivers to PC
gamers, prosumers and
enthusiasts both the highest
performance and the lowest
power 8-core desktop PC
processors, bringing the
absolute best PC experience
to millions of people.”
succeed in the digital
age. Riverbed has also
announced the availability
of a new line of SteelHead
SD models, which combine
SteelConnect and its
industry-leading SteelHead
WAN optimization into a
streamlined, single-device
solution.
“Organizations in India
are under tremendous
pressure to transform
digitally and to deliver
more agile, simple, scalable
and cost-efficient services
to their customers,” said
Nagendra Venkaswamy,
VP, India and South Asia,
Riverbed.
VMware has
introduced vCloud
NFV 2.0, designed to
modernize and transform
network architectures
and operations for global
communications service
providers (CSPs). The
vCloud NFV platform can
improveeconomicsthrough
accelerated service delivery,
operational excellence and
lower infrastructure costs.
With vCloud NFV 2.0,
CSPs will be able to deliver
new and differentiated
services on an agile, open
andsecuresoftware-defined
architecture today as they
evolve their networks to
support5GandtheInternet
of Things.
“In today’s highly
competitive environment,
CSPs must deliver
innovative services faster,
with the best end-to-end
customer experience and
at the lowest cost. Current
network architectures,
including some virtualized
deployments, remain rigid
and expensive to build
and manage. VMware
vCloud NFV enables the
transformation of network
architectures, services
delivery, operations and
economics through a more
dynamic, agile network built
on software,” said Gabriele
Di Piazza, Vice-President
of Solutions, Telco NFV
Group, VMware.
Teradata unveils
IntelliCloud
Teradata has
launched Teradata
IntelliCloud, its next-
generation secure managed
cloud offering that
provides data and analytic
Software-as-a-Ser vice
(SaaS). It is available
with new deployment
choices, including Teradata
IntelliFlex, the company’s
flagship enterprise data
warehouse platform that
Teradata will deploy and
manages in its own data
centers, and global public
cloud infrastructure from
Amazon Web Services
(AWS) and later, from
Microsoft Azure.
“Demand for cloud
services increases daily. In
fact, by 2020, 90 per cent
of our customers expect
to have a hybrid cloud
environment – and more
than 85 per cent expect to
buy ‘as a service’ for data
warehousing,” said Oliver
Ratzesberger, Executive
Vice-President & Chief
Product Officer, Teradata.
Microsoft brings
Azure StackTP3
Microsoft has
announced the
availability of Azure Stack
Technical Preview 3 (TP3).
It is a hybrid-cloud solution
that enables customers to
run Azure cloud in on-
premise environments with
pay-as-you-use pricing. It is
an extension of Microsoft
Azure, bringing the agility
and fast-paced innovation
of cloud computing on
premise. As with Azure,
there are no upfront
licensing fees for using
Azure services in Azure
Stack and customers only
pay when they use the
services.
People, processes, and
applications are transferable
between Azure and Azure
Stack. Azure services
available on-premises:
IaaS and PaaS services
on-premises empowers
organizations to adopt
hybrid cloud computing
based on their business and
technical requirements.

Oracle presents Exadata
Cloud Machine
D-Link andTeamF1 launch
mydlink Business
Akamai adds major advances to Ion
SanDisk Unveils A1 microSD
Card and USB 3.1 Flash Drives
Orange presents a global
public cloud offering
Huawei unveils Cloud EPN Solution
Oracle has
a n n o u n c e d
expansion of the Oracle
CloudatCustomerportfolio
with the availability of
Oracle Exadata Cloud
Machine. Oracle is offering
organizations the ultimate
in choice and flexibility
in where they deploy the
advanceddatabasecloudfor
mission-critical workloads.
“Oracle Exadata
Cloud Machine is an ideal
platform for organizations
that want the benefits of the
D-LinkandTeamF1
N e t w o r k s
have announced their
partnership in delivering
mydlink Business, a cloud-
based device management
platform featuring ease,
value, and scalability for
SMB. The business cloud
platform is specifically
designed to suit the
operation and workflow
models of system
integrators (“SIs”), value-
added resellers (“VARs”),
and telcos/ISPs.
In the past two years,
D-Link and TeamF1
Western Digital
Corporation has
unveiled the microSD card
that meets the Application
Performance Class 1 (A1)
requirementsfromthelatest
SD Association’s SD 5.1
specifications. The 256GB
SanDisk Ultra microSDXC
UHS-I card, Premium
Edition, delivers capacity,
speed and enhanced
capability to deliver a better
smartphone experience.
The company also has
announced the launch of
SanDisk Extreme PRO
USB 3.1 Solid State Flash
Drive. SanDisk Extreme
PRO USB 3.1 Solid State
Flash Drives are ideal for
Orange Business
Services is
accelerating its international
cloud strategy with a
new global public cloud
offering that includes
advice, auditing, integration
and managed services for
cloud infrastructure and
applications. The services,
delivered in partnership
with Huawei, complement
the existing Orange private
cloudportfolioandwillhelp
enterprises in their digital
transformation initiatives.
The principal aim of the
international cloud strategy
is to help multinational
corporations (MNCs)
cloud brought to their data
center,” said Juan Loaiza,
Senior VP of Systems
Technologies, Oracle. “For
many years, Oracle Exadata
has been the platform of
choice for running mission-
critical Oracle databases at
thousands of customers,
and the Oracle Exadata
Cloud Machine extends
this value proposition to
those customers who want
cloud benefits but cannot
or aren’t yet ready to move
to a public cloud.”
jointly developed mydlink
Business, to satisfy needs
for secured network access
and premises surveillance.
The first batch of
managed devices that work
with mydlink Business is the
DBA-1000 series 802.11ac
dual-band business access
points (“AP”). These
APs could be physically
located on different
premises but under the
same administrator’s
management.
Ak a m a i
Technologies has
unveiled several major
advances that are intended
to help solve key mobile
performance challenges.
The latest version of
Akamai Ion, the company’s
flagship Web Performance
Solution, is designed to
make it easier than ever
to deliver compelling
online experiences by
leveraging the company’s
new learning engine-based
optimizations. Akamai will
also enable developers to
deliver near-instant mobile
app experiences by using its
new software development
kit (SDK).
Built on the Akamai
Intelligent Platform,
Akamai Ion is designed to
help companies effectively
reachandengagecustomers,
prospects, employees,
partners and suppliers,
wherever and however
they connect. The pressure
to deliver great online
experiences is higher than
ever, across sites and apps.
While most businesses have
a basic understanding of
what is required to optimize
desktop experiences, they
still struggle with the
challenges mobile and
cellular use-cases present.
creative professionals, tech
enthusiasts, or anyone who
creates and shares massive
files.
“For a technology
enthusiast and a consumer
who is always on the go,
these drives offer world
class performance and
convenience of moving
content easily and quickly,
without having to worry
about a cable,” said Rajesh
Gupta, Country Manager
of SanDisk India and
SAARC Retail Sales and
Marketing, Western Digital
Corporation.
migrate their legacy
enterprise applications to
the cloud and ensure that
their infrastructure and
applications are available
in all geographic regions
in which they need to be
hosted. Orange will provide
the data center facilities,
network and security
infrastructure, customers’
infrastructure and
applications management,
and professional services to
support cloud migrations.
Huawei will provide the
hardware, develop the
technology platform and
OpenStack OS, and provide
level-three support.
Huawei has
launcheditsCloud
Enterprise Private Network
(CloudEPN) solution for
enterprise interconnection.
The solution helps carriers
to provide on-demand and
cost-effective enterprise
leased line services with
cloud-based visualized
O&M.
Huawei’s CloudEPN
solutionsupportsSD-WAN
and CloudVPN modes and
allowsforsmoothevolution,
meeting customers' service
requirements in different
phases. The solution helps
carriers to provide on-
demand and cost-effective
enterprise leased line
services with cloud-based
visualized O&M. With
this solution, carriers are
able to implement digital
transformation and explore
more opportunities in
B2B markets with fast
growth in the cloud era.
For carriers, Huawei’s
CloudEPN Solution
helps to provide one-stop
enterprise interconnection
services and value-added
services (VASs) on demand.
Customers can use the
ecommerce-style service
platform to subscribe
to or reserve enterprise
interconnection services
and VASs.
Cisco to
accelerate
Digital
Transformation
Cisco is introducing
new technologies
that allow customers
to virtualize and secure
their networks. Cisco
is introducing a new
hardware platform and
virtual network services
to extend virtualization to
branch locations, as well as
a new solution that allows
customers to virtualize
their network perimeter
and extend it to collocation
centres. Cisco is also
delivering software-defined
segmentation across the
entire network – from the
network to the endpoint to
the cloud – with complete
application visibility.
Organizations can now
extend network services,
like routing or security, to
a diverse set of platforms
across branch, campus,
collocation centres and the
public cloud.
Dell EMC
releases EHC
onVxRail
Appliances
Dell EMC has
announced that
its turnkey hybrid cloud
platform – Dell EMC
Enterprise Hybrid Cloud
(EHC) – will be made
available for the first time
on Dell EMC VxRail
Appliances.
The Dell EMC VxRail
Appliance family of fully
integrated, preconfigured
and pre-tested HCI
appliances offers the
industry’s only HCI
appliances powered by
VMware vSAN and jointly
engineered with VMware.
Industry analyst
and research firm 451
research notes in a new
report that three out of
four hyperconverged
deployments are in the
core data center, and hybrid
cloud is the next frontier
for HCI.
ON THE RAMP

VOICE-N-DATA
Edimax launches IAP1200TP-Link launchesTL-
WA820RE Range Extender
Spirent and Nokia accelerate
5G LifecycleTesting
AXILSPOT unveils AEC120
Antenna Ceiling AP
Ericsson’s OSS fulfilment suite
helps Jio provide quality service
NEC presents SmartWTN solution
Edimax Technology
has introduced
IAP1200 2 x 2 AC 1200
Dual-Band in-Walls PoE
Access Point which is a
powerful wireless solution
with the latest IEEE
802.11ac technology for
wireless speeds up to 1,200
Mbps.
"Edimax IAP1200 is
a sumptuous networking
solution for the businesses
which demand high speed,
prodigious performance
and security. IAP1200 has
been designed keeping
in mind customers need
for today's demanding
applications. It strengthens
the network performance
allowing extreme flexibility
TP-Link has
launched TL-
WA820RE Wireless Range
Extenders. TL-WA820RE
slides in your pocket and
will feel like just another
USB Drive. This USB Drive
like Device unfolds into
Range Extender which has
an attached flap that holds
dual antennas to boost that
Wi-Fi signal.
TL-WA820RE is No
larger than a USB flash-
drive. It has a compact
design that expands Wi-Fi
coverage throughout your
abode, supporting speeds
up to 300Mbps for all your
Wi-Fi-enabled devices. The
Sp i r e n t
Communications
has announced successful
deployment of first-
of-its-kind 5G Lab-as-
a-Service for Nokia’s
network infrastructure
testing labs. The 5G
Lab-as-a-Service (LaaS)
enables unprecedented
automation of 5G testing
with a primary goal of
significantly accelerating
Nokia’s release of virtual
network functions and
physical infrastructure. The
5G LaaS also streamlines
the use of shared lab
resources across teams and
geographies.
Ericsson has
s u c c e s s f u l l y
deployed an end-to-end
OSS fulfilment suite for
Reliance Jio Infocomm.
This OSS deployment
includesordermanagement,
inventory management and
activation solutions. The
deployment has helped Jio
achieve faster onboarding
and provide quality service
to its 100 million users.
Jyotindra Thacker,
President, Reliance Jio
Infocomm Limited, says,
"At Jio, we would like to
offer a digital lifestyle to our
customers. The deployment
of the OSS stack by
in the modern mainstream
business," said Sanjay Joshi,
Country Manager, Edimax
Technology. "Edimax
IAP1200 is an unrivalled
product when it comes
to improved business
productivity, seamless
roaming, superior speed,
elevated performance
ensuring and optimal
network performance."
TL-WA820RE is powered
by any USB port by TP-
Link. Just plug into a power
adapter, power strip, power
bank or computer to extend
Wi-Fi.
“Our goals for the 5G
Lab-as-a-Service include
automation of 5G lifecycle
testing and more efficient
sharing of physical and
virtual test resources
across teams,” said Rauno
Jokelainen, Vice-President
of Radio and Advanced
Antennas, Nokia. “Spirent’s
automation expertise and
Lab-as-a-Service platform,
Spirent Velocity, have been
critical to our successful
deployment in Oulu. We
expect to achieve significant
acceleration of 5G lifecycle
tests as we deploy the
5G Lab-as-a-Service
throughout Nokia.”
AXILSPOT has
rolled out AEC120
Antenna Ceiling AP for
enterprises with ultra-high
bandwidth requirements.
The solution, belonging to
the Dolphin portfolio of
AXILSPOT comprises of
Multi-beam Smart-selection
Antenna System (Rscan)
which comes as a patented
technology developed by
the company.
The new system
boasts of unprecedented
technological advantages
like automatic optimum
path selection, stronger
interference resistance, and
higher concurrent capacity.
Network beams can be
formed by controlling the
waveforms with different
phases beamed by each
antenna. These beams
scan different directions,
and include over 16 million
different direction beams.
Ericsson, which by far is the
largest deployment by any
single operator anywhere
in the world, is helping us
in critical areas like order
management and activation
solutions thereby giving
customers an enhanced
user experience.”
Ericsson OSS/BSS
service fulfilment solutions
are designed to streamline
and simplify offer creation
and automate fulfilment
processes. Ericsson’s
catalog- and component-
based approach helps
operators better manage
the entire product and
order lifecycle.
NEC has
announced its
"Smart Wireless Transport
Network” (Smart WTN)
solution for resolving
bottlenecks in the mobile
backhaul for 5G networks,
featuring a high- capacity
pipe for dynamic network
optimization.
The Smart WTN
solution enables flexible
network build-out, makes
valid traffic and defect
predictions, adapts to
environmental and
behavioural changes
accordingly,anddynamically
modifies operations in
order to improve efficiency
and minimize power
consumption.
“NEC offers dynamic
and intelligent transport
networks for telecom
carriers, enabling them
to provide the best user
experience for their
customers,” said, Atsushi
Noro, General Manager,
Mobile Wireless Solutions
Division,NECCorporation.
“Based on our global
deployment of reliable
mobile infrastructure with
the NEC PASOLINK
series, NEC is able to
provide optimized solutions
for 5G that integrate best-
of-breed products from a
wide variety of vendors and
disciplines.”
Tata DoCoMo
deploys ICT
Solution for
Sewa Bank
Tata DoCoMo
Business Services
has announced successful
deployment of ICT
solutions for Shri Mahila
Sewa Sahakari Bank. TDBS
provided the bank with fully
secure and highly reliable
connectivity solutions,
which helped the bank
in strengthening its rural
presence and fortifying its
data security across all its
branches in Gujarat.
The Bank required an
ICT solution which could
help them to manage
the increasing demand
for reliable and secure
connectivity, and seamless
access to Core Banking
Solutions (CBS), across
all its branches. TDBS
deployed a highly advanced
connectivity solution over
a fully secure and reliable
hybridMulti-ProtocolLabel
Switching platform.
Huawei
completes 5
Gbit/sTests
Huawei has
completed field
tests on 5G terminals
with a wide bandwidth of
200 MHz on the 3.5GHz
carrier. A battery-powered
5G terminal prototype is
configured with miniature
multi-antenna to transmit
and receive RF signals,
and the terminal supports
software-defined baseband.
For enhanced-Mobile-
Broadband (eMBB) test
cases, with the Massive-
MIMO macro-base station
set up scenario, the 5G
terminal throughput can
reach up to 5 Gigabits per
secondatdownlink.Thetest
results prove the feasibility
of key 5G technologies
and further validate the
small size multi-antennas
technology for 5G terminal
in the phone form-factor,
representing significant
progress in 5G technology
innovation.

6
6
A Reference Book For CIO / CTO
A brand is no longer
what we tell the
consumer it is - it is
what consumers
tell each other it is
6th

CHANNEL BUZZ
Supertron successfully celebrates
ZOTAC’s 10th Anniversary
Konica Minolta organizes a
roadshow atTelangana
DIGISOL rewards its partners
Canon India Roadshow to strengthen
customer engagement
Supertron has successfully
organized Zotac’s 10th
Anniversary celebrations at
Amsterdam from 16th to 19th
February, 2017. Supertron and
Zotac have taken 31 top gaming
partners from all
across India to
Amsterdam for a
four-day trip and
celebrated Zotac’s
10th Anniversary.
Z o t a c
acknowledged the
efforts of Supertron
and partners for
making Zotac
a growing and
successful brand
in the graphic card
industry. Partners
have enjoyed all
four days in one
of the finest places
Amsterdam, Europe.
“Zotac today is No. 1 graphic
card vendor in India and this would
not have been possible without the
support from the top partners who
joined the celebrations. We thank
all our partners for their support
in the successful journey of Zotac
in India and making Zotac as No.
1 brand,” said Deepak Gupta,
Country Manager, Zotac.
“We are always focussed on
strengthening our relationship with
vendor and partners. Zotac is one
such brand having synergy in the
thoughtprocessof truepartnership.
Our partners are also the key for
our success as a distributor in India.
We take this opportunity to thank
all the partners for becoming a part
of this grand event at Amsterdam,”
said V. K. Bhandari, CMD,
Supertron.
DIGISOL has rewarded
its partners with 4 night
and 5 days trip to three countries
in Europe. The trip was organized
for all the partners to celebrate
their achievements. The DIGISOL
“Chalo Europe” was organized
from 8th to 12th February, 2017
and had over 25 partners joining
from South and East.
The trip to Europe was packed
with lots of exciting activities
that included a visit to Prague –
Czech Republic, Vienna – Austria,
Budapest – Hungary. Plus drive
through 4th Capital Bratislava –
Slovakia.
“It has been our constant
endeavour to work closely with
our partners across the country
and we will continue to introduce a
number of incentive programmes
for our partner community. The
purpose of this trip was to reward
partners. The tour helped to bring
a refreshing change in our partner’s
daily routine and to give all the
participants time to consolidate
and move forward with more
vigour and purpose in the coming
year,” says Mandar Joshi, Head
– Channel Business, DIGISOL
Systems Ltd.
Arun Kumar, Gold Line
Datatech, said, “It was indeed
a pleasure to be a part of the
DIGISOL partner event held at
Europe. Needless to say, the entire
event was well managed and all
partners were taken due care of.
The trip also came as a welcome
break for partners and gave us
a chance to spend some quality
time in relaxed and peaceful
atmosphere. My best wishes to the
entire DIGISOL team!”
The trip included visit to
Astronomical Clock in Old Town
Square, Charles Bridge, Prague
Castle, and the Church of St
Nicholas in Prague. Short city
tour of Bratislava city with visits
to charming squares, courtyards
and narrow lanes of the Old
Town include the Main Square,
Old Town Hall, Primate’s Palace,
St Michael’s Gate, Franciscan
church, first Hungarian University
Academy Istropolitana, St Martin’s
Cathedral, the Opera House and
the other most significant historical
sights.
Konica Minolta Business
Solutions has recently
organized a roadshow in
Nalgonda, Telangana, where it
demonstrated its state-of-the-
art Production Printers with the
pivotal highlights of the event
being the bizhub PRESS C71hc
and C1060 production printer.
The roadshow was organized
to showcase the company’s
production printers as well as
to furnish a platform for the
printing businesses about the
next-generation technologies in
the vertical. It was also focussed
to meet the customer’s end-to-end
demands and gain a 360-degree
visibility in their industry-related
requirements.
The third-generation
machine bizhub PRESS C71hc
packs in immense benefits over
its predecessor. This model
incorporates advanced colour
reproduction capabilities of the
manufacturer’s proprietary high-
chroma toner that produces
enhanced printing outputs. bizhub
Taking the 20 years
celebrations ahead, Canon
India has flagged off a 60-city
roadshow to strengthen customer
connect across the country.
This “Consumer Connect”
programme is an initiative to
create wider awareness about the
brand’s consumer portfolio, while
consolidating its footprint and
strengthening its presence across
regions in the country.
Designed from an interactive
engagement perspective, Canon
India roadshow will provide a
platform for hands-on experience
of Canon products for existing
and potential customers. Through
this roadshow, Canon is also
showcasing its latest premium
cameras including EOS 5D Mark
IV, EOS 760 D, EOS 750D and
Canon PIXMA G series printer.
Kazutada Kobayashi, President
& CEO, Canon India, said, “As the
leading imaging player, we consider
it our responsibility to connect the
world of imaging to our customers.
Having completed 20 glorious years
PRESS C71hc also comes with an
optional banner tray to support
the printing on media up to
13x47. This gives the customers
to print bigger format of photo
albums. Another asset of the
bizhub PRESS C71hc is their wide
range of finishing capabilities and
its combination with a workflow
software Print Xpress.
Konica Minolta’s bizhub
PRESS C1060 is an ideal solution
for small as well as mid-range
industrial printing businesses,
delivering a fast print/copy
output of up-to 60 ppm. With
a superior colour image quality,
purpose built reliability and simple
touchscreen control, a business
can receive every advantage of
digital production like variable-
data printing and scanning.
in thecountry,wehaveescalatedour
vision of innovation and customer
satisfaction. The roadshow is a
consumer connect initiative to
bring our product portfolio to
the forefront and create mass
awareness about the technological
innovation that Canon houses
within its imaging solutions. Our
aim now is to push the boundaries
and expand our offerings to Tier-2,
Tier-3 and Tier-4 markets to engage
with customers to understand their
imaging needs and bring them the
best of imaging solutions.”
Eddie Udagawa, Vice-
President, Consumer Imaging
and Information Centre, Canon
India, said, “In India, photography
industry is reconfiguring itself by
manifesting in the form of growing
interest in higher functionality
compact and digital SLR cameras."
C0-M100-Y100-k0
C0-M100-Y100-k10
C100-M70-Y0-k0
C100-M80-Y0-k25

HP Inc.: Market Share on the Rise
HP Inc. India has done extremely well in the last one year both in the PC and
print segments with an average market share of 26.5 per cent and 46.5 per cent,
respectively, thanks to a wide range of products and excellent after-market services
Globally,notebookPCs,printingsupplies,
printing commercial hardware and
desktop PCs each accounted for more than 10
per cent of HP Inc.'s consolidated net revenue,
whereas in India it is difficult to predict revenue
numbers with respect to product categories, but
the company has done extremely well both in
the PC and print categories.
Theyear2016sawmajorfocusontappingnew
markets, new segments and new demographics.
HP has grown its business in the commercial
(SMB, mid-market, start-ups, large enterprises)
and consumer segment. Driven by the partner
programme, HP is planning to increase its global
market share to 15 per cent from the current 5
per cent in this $55-billion industry. The entire
back-end domain of customer outreach, partner
skill enablement and our support coverage
has really helped the company to see growth
momentum over the past year.
The company has gained a strong foothold
in the premium PC category with the launch
of Spectre and, now in 2017, HP is continuing
to bring a whole new level of innovation by
introducing Z32 mini and Omen portfolio in
India.
In India, HP's focus is more on the PC
and print segments, and the company has
increased its market share in both the categories.
Globally, HP Inc. business is divided into three
segments – Personal Systems, Printing and
Corporate Investments. The Personal Systems
segment offers commercial PCs, consumer PCs,
workstations, thin clients, commercial tablets
and mobility devices, retail point-of-sale (“PoS”)
systems, displays and other related accessories.
The printing segment provides consumer and
commercial printer hardware, supplies, media,
solutions and services, as well as scanning
devices and corporate investments include HP
Labs and certain business incubation projects.
In India, the company caters to individual
consumers, small- and medium-sized businesses
and large enterprises, including customers in the
government, health and education sectors.
"We are the leaders in the Print and PC
segment market and we will continue to focus
and continuously strive towards innovating
our products in these segments in India," said
Gurpreet Singh Brar, Director, Commercial
Channel Sales, Printing and Personal Systems,
HP Inc. India.
HP's PC Market Share
On the personal systems front, HP sells
commercial PCs, consumer PCs, laptops,
workstations, thin clients, commercial tablets
and mobility devices, displays and other related
accessories, software, support and services for
the commercial and consumer markets. The PCs
and commercial tablets and mobility devices are
based predominately on Microsoft Windows
operating systems and use processors from Intel
and Advanced Micro Devices (AMD). Personal
systems also maintain a multi-operating system,
multi-architecture strategy using the Google
Chrome and Android operating systems among
others for notebooks and tablets.
Commercial PCs are optimized for use by
enterprises and SMB customers, with a focus
on robust designs, security, serviceability,
connectivity, reliability and manageability in
networked environments. Commercial PCs
include HP ProBook and HP EliteBook lines of
notebooks and hybrids (detachable tablets), HP
Pro and HP Elite lines of business desktops and
all-in-ones, HP Thin Clients, HP ElitePad, HP
Pro Tablet PCs and HP Chromebooks.
Commercial PCs also include workstations
that are designed and optimized for high-
performance and demanding application
environments, including Z desktop workstations,
Z all-in-ones and Z mobile workstations,
whereas Consumer PCs are notebooks, desktops
and hybrids that are optimized for consumer
usage, focussing on multimedia consumption,
online browsing and light productivity and
include HP Spectre, HP Envy, HP Pavilion, HP
Chromebook, Omen by HP, hybrids and all-in-
one desktops.
In the PC segment, the primary competitors
for HP Inc. in India include Dell, Lenovo
Group, Acer and others. HP's competitive
advantages include broad product portfolio,
extensive service and support offerings and the
accessibility of our products through a broad-
based distribution strategy from retail and
commercial channels to direct sales.
The market growth in personal computing
is low single digit, but HP Inc. has increased
its market share faster than its competitors and
there is a Q-o-Q sequential growth during the
last four quarters from 23.9 per cent to 28.8 per
cent.
Speaking about the market share, Gurpreet
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    
HP's PC Market Share
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      
   
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     
    
HP's Print Market Share
VAR CORPORATE

Singh Brar, Director, Commercial Channel
Sales, Printing and Personal Systems, HP Inc.
India, said, "As per IDC report for Q3 2016, HP
stands as the leading PC vendor with a market
share of 28.8 per cent. Additionally, according
to industry sources, HP India's market pie in
the fourth quarter surged to 31.4 per cent. Also,
HP has been India’s most-trusted personal
computing brand, according to the Brand Trust
Report for the last three years."
HP's Print Market Share
Printing provides consumer and commercial
printer hardware, supplies, media, solutions
and services, as well as scanning devices.
Printing is also focussed on imaging solutions
in the commercial markets. HP groups
LaserJet, Graphics and PageWide printers into
Commercial Hardware and Consumer and
Inkjet printers into Consumer Hardware when
describing performance.
LaserJet and Enterprise Solutions delivers
LaserJet printers, supplies and solutions to
SMBs and large enterprises. Ongoing key
initiatives include design and deployment of
A3 products and solutions for the copier and
multifunction printer market, printer security
solutions, PageWide Enterprise solutions and
JetIntelligence products.
Inkjet and Printing Solutions delivers
consumer, SMB and PageWide Inkjet solutions
(hardware, supplies, media, and web-connected
hardware and services). Graphics Solutions
delivers large format printers (DesignJet, Large
Format Production and Scitex Industrial),
speciality printing, digital press solutions (Indigo
and PageWide Presses), supplies and services to
print service providers and design and rendering
customers.
Print Solutions provides end-to-end services,
as well as core platforms to develop and
deploy services across printing systems. HP’s
focus includes driving customer value through
managed print services and providing support
solutions for new and existing customers,
whereas 3D Printing delivers HP’s Multi-Jet
Fusion 3D Printing Solution designed for
prototyping and production of functional parts
and functioning on an open platform facilitating
the development of new 3D printing materials.
In the printing segment, the primary
competitors include Canon, Epson, Samsung
and Brother. In addition, independent suppliers
offer refill and remanufactured alternatives for
HP original inkjet and toner supplies, which are
often available for lower prices, but generally
offer lower print quality and reliability.
"HP India has led the printer segment for
close-to 25 years. The market share for print,
according to the IDC report for Q2, 2016, was
47 per cent. In print, we have maintained our
leadership at 50 per cent, whereas in inkjet we
are at 70 per cent," says Gurpreet Singh Brar.
“In the printer segment, the overall market
has not grown, but HP has grown,” commented
Gurpreet Singh Brar.
In terms of trends, the printer market has
seen some shift from cartridge to ink tanks and
the company has also gained market share in the
CISS (Continuous Ink Supply System) category.
The company has also introduced A3 printers
in the Indian market and presently has less than
5-per cent market share.
On the printer front, the line between
consumer and commercial is blurring, product
differentiation is also blurring and product
designs are also changing the market. The
company is planning to launch a full range
of A3 printers in the market by May-to-June
timeframe.
Large Government Deals
HP offers the best-in-class commercial print
and personal computing devices which have
been introduced precisely to meet the evolving
needs of the customers. HP has started engaging
with various central government departments
and state governments to work on projects of
Digital India. HP had won a project in Bihar for
converting50millionrevenuedepartmentspapers
into digital format in 18 months’ timeframe. The
company has also bagged 145,000-laptop deal
for meritorious students in Q3, 2016 from the
Government of Uttar Pradesh.
“We have also been successful in enabling
digital inclusion of 1.5 million students through
a UP Government deal and have set the record
of having the world’s largest IT contract for
education,” said Gurpreet Singh Brar.
HP has seen tremendous increase in
sales post PDS (public distribution system)
digitization. We have set up a very strong
separate Digital India business unit that is based
on developing digital solution in the country. In
this regard, HP has been continuously working
with the Government at a solution level which
also includes multiple state governments.
HP has also built its first centre of excellence
in alignment with the Government's Digital
India initiative, to offer solutions that solve real-
life problems with technological innovations.
Developed in collaboration with over 25 system
integrators, including leading IT software
companies, the CoE will be used as a platform
to exhibit solutions relevant to government and
businesses. It will allow government and non-
government stakeholders to have a practical
understanding of the solutions, making it easier
for decision-makers to take a step forward
towards comprehensive digitization of the
nation.
Speaking about HP print and PC opportunity
in the Indian market, Gurpreet Singh Brar said,
"The penetration of PCs is 9 per cent, whereas
India's GDP is at 7 per cent so the industry has
to catch up. There is a big opportunity in Digital
India trying to offer services, thereby improving
efficiency of the government. The market is also
bullish on opportunities due to GST (Goods and
Services Tax). Around 25–30 million small-time
organizations will join GST bandwagon and this
will lead to complete digitization."
HP's Channel Partner Spread
In terms of channel partners, HP Inc. sells
products, directly or indirectly, through a variety
of channel partners such as retailers that sell our
products to the public through their own physical
or Internet stores; resellers that sell products
and services, frequently with their own value-
added products or services, to targeted customer
groups; distribution partners that supply HP
solutions to resellers; and system integrators and
other advisory firms that provide IT consulting
and systems integration work.
Talking about the number of partners in
India,GurpreetSinghBrar,Director,Commercial
Channel Sales, Printing and Personal System,
HP Inc. India, said, "We have 500 exclusive HP
World Stores across India in 220 cities and more
than 3,700 partners across India in 300 cities."
In terms of after-sales support, HP's network
spans across 376 service points in 159 cities.
Onsite customer support is available in more
than 1,800 cities. The service backup is best in
the industry, as the company has also launched
the HP Smart Care Concept, an automated
system to diagnose system remotely. In April-
May, HP plans to open HP Smart Care Concept
for the entire range of products.
For improving services, the first time fix is
a key thrust area. The first time fix has already
helped HP to increase its market share. In metros,
the focus is on resolution for the next business
day which has also helped the company in the
long run to increase its customer support which
is good from the customer’s point of view.
HP has helped more channel partners
capture mid-market opportunities and HP
pMPS has offered high level of service to SMBs,
delivered directly by HP.
"In 2016, HP Inc. launched Managed Print
Services for large enterprises, whereas for
small- and mid-market the focus was on Partner
Managed Services. The company also launched
Device-as-a-Service for the enterprise market,"
commented Gurpreet Singh.
The company is working on a two-pronged
strategy – incentivising high-end portfolios and
certification for partners. The two-pronged
strategy will definitely be a win-win for both HP
and its partners. n
Pravin Prashant
pravin@varindia.com
Gurpreet Singh Brar
Director, Commercial Channel Sales,
Printing and Personal Systems, HP Inc. India
"We are leaders in the
Print and PC segment
market and we will
continue to focus and
continuously strive
towards innovating
our products in these
segments in India"

Businesses are facing an unprecedented level of digital disruption; the ever rising popularity and the
worldwide permeation of social media and mobile technologies along with the accelerated adoption of
cloud computing systems by businesses, is forcing companies to reassess and redesign their current Wide
Area Network (WAN) infrastructures. To support business growth in the coming decade, next generation of
Enterprise WAN systems must be created and deployed TODAY.
This is where Sify has stepped in and used its years of experience in network and cloud services to create a
new transformational approach to redesign the existing WAN landscape – WAN Transformation.
WAN transformation can be defined as ‘the process of enabling organizations to transit from its widely
disparate and hybrid networks to an integrated cloud enabled networking platform, where new approaches
powered by the cloud technology drives substantial business benefits.’
SifyAddressesNetworkChallenges
withWANTransformationServices
Why do enterprises need WAN transformation?
Organizationsarefacingseveralcomplicationsanddifficultieswiththeir
current network landscape. These network related challenges- dealing with
multiple network providers for separate voice and data networks, keeping
up with latest technological upgrades, minimizing the risk of technological
obsolescence, plugging security gaps and controlling infrastructure and
operational costs – can be easily overcome by transforming into a fully
managed cloud-enabled WAN system.
Hence with Sify’s WAN Transformation Services, Enterprises & IT
Teams can now focus on business outcomes, efficiency and profitability,
rather than on operational issues.
But how does Sifydeliver these enhanced network
benefits?
Sify is in a unique position to deliver these benefits, since we understand
networks from the inside-out. Sify is a core-technology company and we
enjoy solving technical challenges.
Having successfully built India’s largest MPLS network and
implemented complex transformation project in diverse industry verticals,
Sify is set apart from traditional system integrators who mainly deploy
some network management tools and are body-shops offering low-skilled
manpower to organizations to handle mundane day-to-day activities.
Sify’s WAN transformation approach is to understand the customer’s
business, then assess and derive a network architecture which delivers the
desired business outcomes. This is followed by detailed discussions with
our clients to ensure we jointly implement key steps of the transformative
process – Consolidation, Billing Optimization, Security Assessment,
Inventory Management and Operations.
What are the business benefits for enterprises?
Enterprise WAN in its transformed state creates a connectivity
framework which offers complete flexibility along with highly available
service and hassle free management. Needless to say, cost benefits are a
natural outcome of such transformation.
The ultimate success of the WAN transformation will depend directly
on the capabilities and experience of the technology partner driving the
process; the right partner is not just a link provider but is an enabler of
enterprise-wide IT transformation.
As the most successful Enterprise WAN service provider in the
country, Sifyunderstands what businesses need from their WANs. With a
service portfolio that cuts across data center, network, cloud, application
and technology integration, Sify is perfectly placed to undertake the
transformation of your WAN.
By Indar Pal Khurana- VP, Domestic
Data Business- Telecom Services
VAR CORPORATE

The New Battlefield: Cyberspace
Cyberspace has joined air, sea, land, and outer space as
an arena of military interest, but the concept of cyberwarfare
continues to evolve beyond the grasp of military leaders.
The strength of a nation is measured mainly by its economic
success, social progression, scientific and technological advances,
and military power. The role of a nation’s military is to protect its
citizens and territory; a secure populace has the freedom to maintain
and develop its economy. However, with the rise of cyberwarfare,
citizens, corporations, and governments are left vulnerable to
cyberattacks via computers and communications systems. This
requires a dramatic shift in military tactics and functionality. Nations
are now open to forms of attack besides physical force; one can
undermine countries’ economic strength by paralyzing the economic
values of civilians through covert cyberattacks. Governments
operate largely in cyberspace with highly sensitive information, and
traditional military services will likely soon expand to protect state
information from cyberattacks.
The damage that cyberattacks could potentially inflict on a nation
and its industrial control systems is significantly more threatening
than the damage that would result from attacks on IT systems.
A review of a number of such cases in the past year shows that
attackers are now more interested in targeted attacks on industrial
control systems. Therefore, this is a good time to assess how we
protect these systems.
(Follow to Fortinet report) Industrial control systems (ICS) are
computerized systems that supervise the physical processes such
as electricity transmission, transportation of gas and oil through
pipelines, water supply, traffic lights, and other systems that are
used as the foundation of modern society. Supervisory control
and data acquisition (SCADA) systems are the branch of ICS that
manages the electronic exchange of data. In recent years, these
control systems – on which our most critical infrastructures and
manufacturing industries depend – have been under sophisticated
cyberattacks with alarming frequency.
An example of such an attack occurred in 2011 when hackers
damaged a main water pump in Chicago, Illinois; it is believed that
they gained access to the utility’s network and broke the pump
by remotely turning it on and off quickly. The Federal Bureau of
Investigation and the Department of Homeland Security launched
an investigation of the case, which has sparked fears of hackers’
infiltration and subsequent paralysis of public systems that are
essential to the safety of our society.
Another example of a recent cyberattack occurred in India at the
beginning of this year, when hackers infiltrated the systems of three
government-owned banks to create fake trade documents, which
were used to conduct illegal purchases and to raise funds abroad.
To try to determine whether their systems have been hacked and
tampered with, and to try to prevent future hacks, banks now have
to check the documents that were shared through SWIFT (Society
for Worldwide Interbank Financial Telecommunication) against
the actual documents at their base. Finding the origin of these
attacks and tracing the hackers can be a daunting task, involving
“obtaining logs from ISPs and other entities since international
data travels over the Internet straddling multiple service providers
across geographies.” Officials are left struggling to keep up with
the rapidly advancing cyberattack methods and technologies, with
the hackers usually working one step ahead.
So what is needed to combat the enemy on what is clearly the
most threatening emerging battleground of our world? The answer,
like the problem, is complex. But it clearly requires a new way of
thinking about security, the military, and the government, as well
as new strategies, fields of study, and technological tools. In an
age when our most sensitive information and most valuable assets
are stored electronically, cybersecurity has become one of the most
important fields in which individuals, businesses, and governments
must invest.
In concluding the first of a series of articles written by Mrs.
Carmit Yadin, the Vital Intelligence Group CISO, it is well noted
that the author who is from Israel appears to be insinuating that the
cyber threatsfaced by a tiny powerhouse of security excellence pave
the wayin methods that are indeed consistent with the countries
general national security concept.We hereby assume that learning
and understanding that advancing and ongoing cyber security
measures must not only be proactive but must in many ways be
predicative as well.
By Carmit Yadin, CISO and Director of
Cyber Division, Vital Intelligence Group
Methodology to Protect Critical Assets from Cyberattacks
TECHNOMANIA

VIVOTEK – Riding high in the
IP Surveillance space
The name VIVOTEK is a convergence of
video, voice, communication and teknology.
The company’s motto is Integrity, Innovation
and Accountability. Besides its expertise in being
an IP surveillance solution provider, Vivotek
aspires to become the leader in IoT. With close-
to 17 years of proven expertise, the company
wants to become the “Eye in IoT” and not only
provides surveillance, monitoring and detection
solutions, but also information that is collected
which can be used as a crucial reference in the
IoT system. This is its mission as well as vision.
Vivotek is committed to building a robust
ecosystem and so looks forward to
long-term collaboration and growing
together with all its partners. The
company’s strategy is to become a leader
and build an ecosystem to provide total
IP surveillance solutions and good
quality product service support. Its
ecosystem consists of four important
parts, as given below:
• Products – Network cameras, video
recorders, video management software
• Channel – They are partners, distributors,
consultants and system integrators
• Solution Partners – That includes its
software and hardware partners
• Presence in different Vertical Markets –
Vivotek has the expertise to penetrate into
different vertical markets because of its
expansive range of products and solutions.
This has also been possible as Vivotek offers
scope for customization and integration of
its products as per customer’s needs.
Vivotek has a global network of around 180
distributors in 116 countries. It has its global
offices in San Jose (USA), Mexico, New Delhi
(India) and Dubai (UAE) and its European
office in the Netherlands.
The company has recorded a steady growth
in its sales revenue in these years. Last year,
Vivotek recorded a sales revenue growth of
60 per cent and this resulted in the company
investing in its brand image around the world.
Vivotek has its R&D team in Taiwan and
invests substantially to come up with the latest
cutting-edge technologies in its products. For
instance, its Vari-Angle IR Technology is a
technology feature that provides longer range of
vision in the cameras and consistently brighter
night vision. It also has the 3D stereo counting
technology that allows store owners in the retail
sector to precisely count people walking in and
out of a store.
While introducing any new product or
solution, Vivotek keeps the following three
things into consideration:
• Best Quality Products – As a surveillance
brand, it needs to provide the best-quality
products.
• IntelligentFeatures–Sincethisisthefuture,
major companies are investing heavily in it.
Vivotek is not only a traditional surveillance
brand, but it is putting vast resources into
intelligent features.
• Reliable and User-Friendly Products –
Vivotek ensures reliability of its products
and sees its products as unique, user-friendly
and easy to use and manage.
For customer services, Vivotek has global
repair centres in Taiwan, the Netherlands,
Mexico and Brazil. It also invests in the CRM
platform of Salesforce and this Vivotek sees as a
commitment to providing high-quality customer
India is a growing market
for Vivotek and the company
works with very important
solution partners to provide
traffic monitoring solutions
for city surveillance. It is
actively involving itself with
the City Surveillance projects
of the Smart City initiative
and continues to grow in
important business verticals of
Transportation and Retail.
services. For instance, it has an online community
on the Salesforce platform where customers can
ask questions, find information and ask
for help.
Partner Enhancement
Programmes
Vivotek leverages the strength of its
partnerships and provides value-added
solutions to the market and this has
become a win-win situation for both
its partners and Vivotek. To enhance
this partnership further, Vivotek has put in
place several training modules and programmes
for its partners to cash on and ultimately create
solutions that meet the growing surveillance
needs of its customers.
Vivotek Warrior Academy – This is a
training programme in which Vivotek provides
both online and onsite training and gives its
partners a hands-on experience. One can
avail different courses in this programme. On
attending the course and passing the respective
exam, one becomes a certified expert of Vivotek
product.
Solution Integration Alliance (SIA)
Programme – Vivotek invites participation from
its software, hardware and application partners
to join the SIA programme and use its Vivotek
application development platform (VADP).
VADP is an open development platform
that allows developers to create third-party
standalone applications that enhance the features
of VIVOTEK network cameras. Vivotek has
around 100 solution partners in it. For instance,
in India it works with very important solution
partners to provide traffic monitoring solutions
for city surveillance. n
Samrita Baruah
samrita@varindia.com
Founded: February 2000
Type: Public-listed company since 2006
Traded as: TWSE (TAIEX: 3454)
Headquarters: New Taipei City, Taiwan
Capital: US$23.8 Million
Industry: IP Security Surveillance Solution Provider
Employees: 800+
TAIWAN EXCELLENCE

Lenovo aims to strengthen
its channel community
Lenovo is enhancing its PC after-sales service
in India with a host of initiatives using new-age
technologies and the company aims to empower
its channel community by providing a seamless
experience to the end-customer.
Lenovo is providing easy access to
customers across multiple channels – Twitter,
app, call centre and its service centres. The
“Quick Response Time” programme guarantees
a response within 30 minutes of lodging a
query or complaint. The company was the first
to take after-sales support on digital platforms
like its dedicated India Twitter service handle
and Lencare (Android app). Customers can also
schedule a call-back from the Toll-free number
or avail personalized self-service by logging on
to the dedicated services website.
Lenovo has been working closely and
strategically with core channel partners
through various programmes:
• Round table conferences to consistently
drive a healthy dialogue with more than 90
Core Channel partners
• Notebook clinics at key business locations to
offer a complete check-up of Lenovo PCs
• Prioritized treatment for Lenovo’s privileged
business partners and customers
• Resident programme where Lenovo-certified
engineers are deployed at customer locations
to deliver a customized service experience
Sudipto Ghosh, Executive Director –
Services, Lenovo India, said, “Our channel
partners play a critical role due to their close
proximity to end-customers. In fact, they are our
biggest source of intelligence to gauge customer
sentiment in their respective markets. We are
constantly listening to our channel partners and
integrating their insights to build an exceptional
customer experience.”
Lenovo boasts of a wide footprint of 150
PC service centres where customers can walk
in with their devices for any complaints or
check-ups. The company has an additional 177
authorized onsite centres that map 29,000 pin
codes across India. These centres ensure that
service executives reach consumers quickly.
Every Lenovo service centre is well-equipped
with competent and Lenovo-certified staff to
address queries related to Lenovo desktops and
notebooks.
This year, Lenovo was awarded with the
“Best Customer Experience Transformation
Award” at the Customer Fest 2017. The award
recognized Lenovo’s exemplary customer
service and marketing strategies that have been
instrumental in building stronger relationships
with customers, thereby impacting the overall
business. Lenovo has also been awarded with
the coveted “Golden Peacock Award 2014” for
innovation in customer services.
Lenovo partners with DataCore
Lenovo has entered into a new collaboration with DataCore, and it will integrate its industry-leading hardware with DataCore’s SAN symphony
software in a new turnkey appliance – the Lenovo Storage DX8200D.
Working together, Lenovo and DataCore will deliver these capabilities in a pre-tested, pre-integrated platform designed for ease-of-deployment
and faster time-to-value. This powerful new offering optimizes a clients’ heterogeneous storage infrastructures, and promises to deliver the highest
level of performance, availability and utilization.
The Storage DX8200D is built on Lenovo’s System x3650 M5 server, which offers leadership reliability and performance. With Predictive
Failure Analysis and a next-generation diagnostic panel to facilitate easy serviceability, the x3650 M5 server helps reduce downtime and costs.
Other high availability features on the x3650 M5 include dual fan zones with redundant fans, as well as hot-swappable drives and power supplies.
Lenovo Trusted Platform Assurance, a built-in set of security features and practices, protects the hardware and firmware.
Lenovo’s high-performing hardware combined with DataCore’s Parallel I/O Technology, can quickly handle read/write requests. It mirrors
data in real time between separate storage systems to maintain continuous availability even through equipment and site outages. Extensive
automation frees system administrators to focus on other parts of their infrastructure.
In addition, the software takes isolated storage devices, sometimes spread between different locations, and places them under one common set
of enterprise-wide services. It pools their collective resources, managing them centrally and uniformly despite the differences and incompatibilities
among manufacturers, models and generations of equipment. Squeezing the most value and functionality from diverse storage technologies, this
new offering simplifies operations, reducing management time and cost.
DataCore customers report, data centers can realize a lower total cost of ownership, with a 90-per cent decrease in time spend on storage
management and support tasks, up to a 75-per cent reduction in storage costs and up to 100-per cent reduction in storage-related downtime. With
a 10-fold increase in performance, data centers also can realize higher availability of mission-critical data.
Finally, the appliance can centrally automate discovery, inventory tracking, real-time monitoring, configuration, fault detection, and alert
handling over its lifecycle the DX8200D with Lenovo’s own XClarity software, a best-in-class enterprise management tool.
Technical assistance is available 24/7 with the DX8200D appliance, and features a single point of contact for both hardware and software
questions from Lenovo’s support organization – which is consistently rated #1 for overall x86 server customer satisfaction.
“As an aggressive new player in this space, our cutting-edge SDS solution enables organizations to deploy their systems more quickly so
they can reduce the time and resources required to manage their basic infrastructure. This, in turn, empowers our customers to focus on the
business challenges of today, with a view to the future,” said Radhika Krishnan, Executive Director, Data Center Group, Lenovo. “This is in stark
contrast to traditional storage offerings, from legacy vendors, which often-times require compromises in performance, availability, reliability and
functionality – limiting the ability to scale and increasing CAPEX, power, cooling and footprint costs.”
VAR BUZZ

VARINDIA E-Magazine March 2017 Issue

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