E-Magazine December 2017

Trend Micro acquires Immunio
Zyxel announces 802.11ac Wave access points
Good news for VARs &

Resellers, hardware business
to grow - Canalys
pg 30
VOLUME XIX ISSUE 04 DECEMBER 2017 PRICE Rs. 50
www.varindia.com December 2017 1

www.varindia.com September 2017 37
www.varindia.com November 2017 3

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4 December 2017 www.varindia.com

HPE expands its ProLiant Gen10 Portfolio Logitech G unveils sensor-enabled gaming mouse
38pg
VOLUME XIX ISSUE 04 December 2017 PRICE Rs. 50 SUBSCRIPTION COPY NOT FOR SALE
Lenovo sees an overwhelming success in

consumer business with hep of channel 44pg
Inter-state Electronic-
way system to be
made compulsory from
February 1st, 2018
T he GST Council has decided
to make the electronic-way
system compulsory from February 1. If
implemented, the bill will come two months
ahead of the
earlier plan
and will thus
make ferrying
of goods
quicker across
states.
Under the Goods and Services Tax
(GST) rules, ferrying goods worth more
than Rs 50,000 within or outside a state
will require securing an electronic-way or
e-way bill by prior online registration of the
consignment.
Global investigation
agencies helping CBI
crack major cyber crimes
T he increased sharing of information
and inputs by International
Investigation agencies related to various
global crimes in recent times is helping
Indias Central Bureau of Investigation
(CBI) crack major cyber,
money laundering, terror
funding and tax evasion
cases at faster pace.
The frequent
actionable vital inputs
being provided by global
investigation agencies
like Federal Bureau of
Investigation(FBI), the US probe agency
and other investigation agencies from China,
UK, Ireland, Germany and host of other
countries are helping CBI act against cyber
criminals, money launderers, Ponzi scheme
runners, terror funding organisations and
tax evaders, said Shri Amit Kumar, DIG,
Economic Offence Unit, CBI.

HELLO INDIA
Digital transformation driving the nation

towards an interconnected future
Digital technology and Artificial Intelligence (AI) is growing at an exponential rate. Today, AI is all around us.
If you own a smartphone, tablet, PC or even a car, its very likely that it runs in some form of AI (Siri, Cortana,
Google Now, etc.).
The ever-growing connection of people with technology is enabling a more open and transparent look into
every persons life. By knowing what we like, what we post online, buy or where we go, our smartphones, tablets
and computers through complex algorithms know us emphatically better than we do ourselves. This information is
mainly used by companies to better market their products at us, but it can also be used to benefit humanity.
The access to peoples information combined with an AI tool, could present great possibilities to architects.
By already knowing everything about us, our hobbies, likes, dislikes, activities, friends, our yearly income, etc., AI
software can calculate population growth, prioritize projects, categorize streets according to usage and so on, and
thus predict a virtual future and automatically draft urban plans that best represent and suit everyone. With this
reason, experts say, one has to take the hard call on to exit from the social media. Quitting Facebook and other
online accounts can help block much of this social comparison, and you will end up feeling much happier and more
confident.
The Internet is a double-edged sword that corporates cannot avoid. Protecting users from malware, preventing data loss, and
controlling employee behaviour on the Internet requires advanced and innovative Corporate Web Security solutions. Opportunity
seems promising for the companies into cloud business as businesses and organizations are putting more and more data in the
cloud. In response to this trend, a new breed of cloud security companies are offering services such as novel encryption schemes
and technologies for continuously monitoring what goes on in a companys cloud server. At the same time many of the new
start-ups are focused on trying to detect hackers in real time as they enter and move subtly through a corporate network.
To support and influence the digital economy, the Government reimbursing the Merchant Discount Rate (MDR) to
the traders on digital transactions of up to Rs. 2000 is a welcome move. This step will encourage a very large population of
merchants, who deal with petty cash for smaller transactions on a daily basis, to move to digital payments. Its a promising
growth opportunity for the payment bank companies in India as well.
A big question arises about the Cryptocurrencies like Bitcoin that is hovering between $16k and $17k and is luring customers into a volatile market.
Our suggestion to the industry is, Digital currency is just a piece of code out there on the Internet and there is no country or company you can ask to
honor it.
I wish all the readers Merry Christmas and a Very Happy and Prosperous News Year!

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CONTENTS
FEATURE PHONE SMARTPHONE
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Publisher: Deepak Kumar Sahu Budget

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Copy Editor: C. M. Dutta
Easy to use
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Network Administrator: Ashok Kumar Singh Repair Cost
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Sr. Marketing Manager: Ashok Ranjan Dash
Circulation Executive: Manish Kumar
Marketing Manager: Dipendra Kumar
Feature phones competing neck

CORPORATE OFFICE:
VAR House, A-84A/3 Rose Apartment, Paryavaran
complex, Ignou Road, New Delhi - 110030
to neck with Smartphones

Tel: 011-41656383, 46061809
Email: edit@varindia.com 42pg
Bangalore: Bureau office
Marketing Manager: S. Kamala kar INDUSTRY EVENT Lead Story
Correspondent: L. G. Swami
D-103 G.F., Ashish JK Apartments
Thubarahalli Extended Road 35| Good news for VARs & Resellers, 42| Feature phones competing neck
Bangaluru- 560066 hardware business to grow - to neck with Smartphone
Tel: 080-49530399 | Mobile:09886280836 Canalys
E-mail: kamlakar@varindia.com
Mumbai: Bureau office 33| Growth opportunities immense VAR SECURITY
Regional Manager (West): Anil Kumar
for PC partners who are moving
Sr. Correspondent: Mamta S.
into print
Anurag Residency, 203 - B Wing, Plot No-5, 48| Security concerns are taking
Sector-9, Kamothe, Navi Mumbai-410 209
surveillance a step ahead in India
Tel: 022-65561292, Mobile: 08108017479 34| MAIT organizes national
E-mail: anil@varindia.com, mamta@varindia.com
conference on IT Procurement
Chennai: Bureau office 50| BlackBerry treading the Partner
Branch Manager: Parthiban K Route to tap the cyber security
A2, R.C.Residency, Cholambedu Road, FACE TO FACE and application space
Thiruvenkada nagar, Ambathur, Chennai - 600 053
Mobile: 098400 55626
E-mail: barani@varindia.com 35| SIP helps in bridging multiple 51| CP PLUS shines at SECUTECH, bags
technologies Asias Prestigious Brand Award
Hyderabad: Bureau office
Branch Manager: Sunil Kumar Sahu
2017
32-161/3, 202 Neha Paradise, Nr. Maissamma 36| For Orange, India offers myriad
Temple, Venketeswara colony
Ramakrishna Puram, Hyderabad - 500056
growth opportunities VAR MOBILITY
Telangana, Tel: 040-32989844/ Cell No. 08100298033
E-mail: sunil@varindia.com 44| Lenovo sees an overwhelming 52| Transsion Holdings focuses on
Kolkata: Bureau office success in consumer business multi brand strategy to tap on
Marketing Officer: Sunil Kumar with help of channel India market
Correspondent: Kiran Kumar
67 Sarada Park, Garia, Kolkata - 700084
Mobile: 08100298033, E-mail: sunil@varindia.com
45| Netmagic emphasises on
Mobile: 09903088480, E-mail: kiran@varindia.com importance of digital and
marketing analytics
Printed and Published by Deepak Kumar Sahu on behalf of REGULARS
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38| After-sales service = A brand
competent courts and forums in Delhi only. building strategy

CEO SPEAK
Partner First has been the strategy of HPE

Phil Davis, Global Sales Officer- Hewlett Packard Enterprise speaks about the relationship
it shares with its partners and the strategies it has employed to grow its channel -
As digital transformation continues to

disrupt every industry, customers have turned
to Hewlett Packard Enterprise as a partners
literally with a company that was founded with
the strategy Partner First and it runs through
its DNA.
We are very proud of that and committed
to continuing, said Phil Davis, Global Sales
Officer- Hewlett Packard Enterprise.
He further continued, Look at digital
transformation; it's not always the first mover
company that wins. So we are going to see
pressure on organisations. Channel partners who
are able to have that discussion with customers
and help them innovate quickly are going to be
differentiated. Phil Davis
Global Sales Officer
Our strategy is very simple and it's been
very consistent Hewlett Packard Enterprise
# One, we make hybrid IT simple.
# Two, we power the intelligent edge.
# and three, we drive that through our
it should be easier to sell consumption- oriented
services expertise. Things like the universal services. One of the things we announced last
IoT platform that can week serve as build building blocks by which
To make hybrid IT simple, to power the
partners can resell without the need for custom
Intelligent Edge and to provide the services
to make it all happen, Phil added, As I talk
sit on - premise or in the configuration from Hewlett Packard Enterprise
and then the next is advice and expertise, said
to customers, a lot of them have moved very cloud that allows you to Phil.
aggressively into the public cloud, and that will
continue. The challenge with that is as they have do analytics and make The recent announcement at Discover
moved into the public cloud and have found it enabled Hewlett Packard Enterprise to move
to be more expensive than they expected, they
better decisions, will power beyond infrastructure as a service. The company
have also found it's not just about where does the intelligent edge. If is now making available back-up as a service. As
the application live, but more importantly where we go forward, we see the opportunity to extend
does the data live. Because moving a bunch of
we look about security, beyond our leadership to business outcome as a
data into the cloud and pulling it out can be service. In all of these, investments continue to be
security doesn't just exist aligned with our three core values Partnership;
very expensive, and there's a lot of lock-in with
different cloud vendors once you get all of your in your data centre. Innovation at heart, which goes back to Bill and
data into that cloud. Dave, the founders of the company and then
focused in terms of the markets and the portfolio Act. Having great intentions doesn't enable you
However the key challenges that needs it develops. And third, it is all about simplicity. to solve the problem, but it comes down to the
to be addressed are - actions you choose to take. So we are pretty
We believe by simplifying everything - from much on track, recalls Phil.
# How to help customers be more business processes to organizational layers, we In the last 30 days, Hewlett Packard
thoughtful in terms of where they want to will become closer to our customers and partners, Enterprise has taken two layers out of the
run a workload? easier to do business with and better to work for. organization. With Meg stepping down and
# How to help them be more thoughtful We also need partnerships from various angles, Antonio stepping up, that has sped up and
in terms of where they reside? and that's not just with the partnerships in this room, the pushed more decision-making. Speaking on
going to get worse. distributors, but also SIs, software partners like acquisition, the area of innovation is something
SAP and Microsoft, and investing heavily to Hewlett Packard Enterprise calls path finder. If
Talking about the enterprise of the future, bring that entire ecosystem to bear, said Phil. you look through HP's history, it's done some
Hewlett Packard Enterprise believes that Hewlett Packard Enterprise seeks the help bad acquisitions. We have, but I think we have
to understand as channel partners of what of customers on the journey to the multi- got better under Antonio, observed Phil.
customers are thinking about, the whole cloud environment. The next area where the Hewlett Packard Enterprise is acquiring a lot
concept of hyper connected at the edge is very company is investing very heavily is in flexible of new technologies to enable the Channel to
important. Pointnext is core to Hewlett Packard consumption and Hewlett Packard Enterprise sell technologies. So there are opportunities to
Enterprises strategy; the incredible Hewlett had major announcements at Discover. continue to partner closely and innovate around
Packard Enterprise team work with three guiding We have branded all those products under how to work together.
principles driving the program Pointnext. First, Green Lake, and the ability to consume technology Lastly, when we win, the customer wins. We
the customer is a priority as everything it does as you want to, to be able to scale up or scale will continue to focus on the growth parts of the
has to help benefit the company and partners. down depending on how your business changes. portfolio that are important to us, concluded
Second, Hewlett Packard Enterprise needs to be One of the feedbacks from our partners is that Phil. n

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Our channel business is $43 billion,
growing four times the market
Cheryl Cook, Sr. V.P. and Global Channel marketing -
DELL EMC speaks on how Dell has positioned itself globally
after becoming the largest IT company worldwide and the
investments it has made to retain that position -
Through the Dell EMC partner program, partners are seeing

exponential growth and unprecedented profit, fuelling their business so
that they can invest in the future.
It's not just technology, it's not just business, its the intersection of
business and the industry's best technology and remarkable partners that
is helping customers realise extraordinary results, said Cheryl Cook, Sr.
VP and Global Channel marketing - DELL EMC.
She further continued, We at Dell EMC think it's a differentiated
opportunity with the depth of our product portfolio and we want to be
the essential infrastructure solutions provider, providing solutions from
the edge to the core to the cloud.
Dell Technologies, which is now the largest IT company in the
industry, with strategically aligned businesses from Dell core client
technologies, with edge capabilities and edge computing to Dell EMC
with the core datacenter capabilities and infrastructure, virtue stream for
mission-critical workloads and applications, and certainly with VMware,
the industry's largest capability from a software perspective and with
RSA or even to Secure Works which offers a cloud-based monitoring
capability have created an unbelievable strong financial position for the
company.
We are investing over $4.5 billion in R&D annually to ensure we are
driving and marching to deliver the next set of technologies and invasions Cheryl Cook
to help the growth. We want to make sure that you feel confident that Dell Sr. V.P. and Global Channel marketing
EMC is really the market leader in many essential categories that your
DELL EMC
customers are looking to modernize their infrastructure and datacenters.
We are number 1 in the world in storage, and then certainly here in
this market, with over 19%, we are number 1 in storage in APJ as well.
We have delivered $19.3 billion in
We are number 1 in the server business too. With our new leadership revenue in Q2; we have paid down
announcement, John Burn has now been asked to lead on North America
sales, and as a result, Joyce Mullen has been our new president of global $9.5 billion schedule in debt, ahead
sales. This announcement was made last week, Cheryl added.
India is moving fast into smart city environments, and it will generate
of schedule, and a savings of over
tonnes of data. To address the opportunity, Dell has a team globally $200 million in interest annually.
tacking for smart cities with different specialisations. Smart cities are
interesting and there are close to 1,000 technology projects that are
going on. So the idea of working together to address the opportunity
from traffic to security issues and management of population will be of
great interest.
We did have a 14G server launch this year. Dell EMCs new
PowerEdge Servers, the fourteenth generation, came with an aim to
tackle a lot of jobs including embedded in-storage arrays, data protection,
hyper-converged appliances and racks, ready nodes, bundles and other
industry-leading Dell EMC solutions that will enable our customers to
unleash their business potential, Cheryl said.
She then concluded saying, A year ago, we told you that our channel
business was $35 billion. As I stand here today, our channel business is
$43 billion, growing four times the market at an unbelievable scale. So we
thank you and we ask you to continue to work with us because we think
the opportunity is amazing for you as well. n

Channel Chief
Commitment
to bring the
best technology
helps Lenovos
channel to grow
It's different now for Lenovo, different for being able to make a
difference in terms of improving what can work, how its customers use
technology, and it hopes that Lenovo can work with them so that the latter
can provide an end-to-end solution to their customers. The trust point that
re invented control has been built by an engineering and design team doing
the impossible for the last 25 years.
Amar Babu
We acquired the brand from IBM about 12 years ago, and we are really COO Asia Pacific & Chairman
proud of what we have been able to do to this iconic product and brand,
continuing the innovation, continuing to deliver what the brand stood for Lenovo India
and improving on it as we went. The second wave is we would like to
I think the key is you are going
challenge new businesses - the data center business and mobile business
we acquired from Motorola, says Amar Babu, COO Asia Pacific & to be the partners, the providers who
Chairman Lenovo India.
are going to bring these solutions
He further continues, Today, in fact we sell more phones than we sell to our customers. Translate the
PCs. We have been doing that now for a couple of years. We have strong
belief in investment into new devices coming up - AR/VR, ART, artificial technology, translate the host of
intelligence, and being able to build that not just from a device standpoint
but also being able to put that into the cloud and build a solution around opportunities available for you and
these new technologies. Secondly, IoT device moving to the computer, build it into a solution and that's
laptops and desktops, new form factors moving to the datacenter are
driving the right level of analytics and artificial intelligence, and are able to where we come in. For Lenovo, it's
leverage cloud technologies. Lenovo is building on this ability to bring this
whole gamut of digital solutions to you, for you to be able to integrate to been a channel strategy for us always.
the partner. For us, channels are our partners.
Lenovo is also looking forward to transforming not just the technology
As you have seen, the old consumerization of you will bring your own
but transforming the business together, in how it provides business to its
device concept. Our Yoga convertibles will bring in the choice for the new
customers leveraging or building on these technologies.
millennials in the workplace who value and will also bring best solutions,
best technology to the market. I think the form factor or how it will look
is going to be very different. The ability to use technology to solve day-to-
day issues is going to change. In India, for example, remote healthcare and
education is a big challenge, and I just love that space and there seems to
be huge opportunities to solve real problems. I believe that's an exciting
space, asserts Amar Babu.
Going forward, in the era of fourth industrial revolution, driven by

technology, there's a whole host of opportunities. To complement the
efforts, Lenovo has the Star Wars Jedi challenge in partnership with Disney.
It's a game, but you can experience the technology there. But imagine what
technology can do in a commercial environment. We have the responsibility
to build and deliver those innovative products to you consistently. It's been
a long journey that we have made together, and you have heard that we are
different, Amar concluded.
Lenovo does not look at customers just as a road to market but they see
them as an extension of Lenovo. 95 % of its business in Asia Pacific goes
to business partners. n

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ROUND ABOUT
Digital Festival Next-Generation

Marketing Gimmick
I had seen an unconventional headline, which could have merited
only a mention or even a detailed treatment in inside pages. It was about
a literary festival spearheaded by one of the leading dailies in the country.
My first reaction was how that had merited the slot of the lead story of
the newspaper of the day. Reading trough the first few paragraphs of
the story written more like a feature and less like a news item, I suddenly
realized that it was about the literary festival being organized by the
newspaper, where stories, which could have been otherwise ignored and
given a silent burial, are prominently displayed.
While reading and assimilating the quintessential of varying stories
from geopolitics to culinary to magic one question that remained
with me and is still seeking an answer is why they are giving slots for
a variety of subjects in a leadership summit. Can a platform where
world leaders speak on contemporary political and strategic issues be
shared by a comedian, or a muscled cine actor or a world beauty whose
face can launch thousand ships or a magician, whose expertise lies in
creating make-believe situations by a sleight of hand? What is there in
common among them apart from the fact that they are whos who in
their own domains? Can there be any other reason while staging them in
a platform, though at different sessions and sub-sessions?
My thoughts wandered to seek an answer

philosophical or otherwise.
I had a thought related to my domains Information Technology.
Can we have a festival, where IT-related subjects are talked about?
You may question me as to such things are happening across the world
at seminars, workshops, conventions, fairs, etc. That is true. But such
events lack its appeal since they are more couched in scientific talks,
display of gadgets and gizmos, newer generations of equipment and
applications and what have you and less in fun and frolic. The natural
question is how in such a cerebral congregation of people, mundane
subjects like dance, drama, cinematic dances, magic and such trivial
things can fit in. My only answer is that advent of literary festivals, look at a robot playing hockey or diligently answering the questions
leadership summits and similar events are of recent origin. posed to it using complex programs and artificial intelligence. While it
For those who will get enticed by this, I have a few suggestions. can excite the children about the power of the digital space, people who
First on the format of the event: Can it be called Digital festival, which are in the older age group get mired in the developments of the modern
can be quite comprehensive. The pertinent issue is what should be age. There is also a takeaway for the whiz-kids and experts. That will
the composition of the event: the theme, sessions and sub-sessions help them to understand the nuances of the breakthroughs and gain
and what not. I have a few suggestions to offer. First of all, sessions firsthand information. Many of them will try, using their experiences
and sub-sessions should have not only depth and appeal but also laced and knowledge to disrupt the technology and arrive at newer paradigms
with fun and frolic. If you have a session on artificial intelligence and and concepts. At least, they will make an attempt to do so.
the next level of digital revolution, IT guys will get hooked and will Now about the speakers: There should be sprinklings of all
trigger a debate on the broad contours of future tectonic changes that innovators, users, marketing people, corporate world, farmers, traders,
may take place. It will be more cerebral and exclusive. What I have in kids and old. Each should relate their experiences and vision of what
mind is something different. The debate and other proceedings of the they want the digital world to look like. Their imagination can galore.
meeting should engage both smart and dull, whiz-kids and ordinary A student can ask for a device that can bypass the classroom teaching.
mortals, serious and non-serious people, old and young, educated and A farmer can ask for a device where he can get the weather forecast
less educated, men and women. It should be class neutral, content rich, for the next one year or so. A fisherman can ask for a device where he
widely appealing, experimental and the list goes on. can spot locations fishes of certain variety congregate. A scientist, in
One may raise a question as to what purpose would it serve. They turn, can market his or her latest disruption to help the housewife to get
may even go further to tell that how people of all ages and hues will over the drudgery. A scientist also can share his future research plans
understand the complex algorithms used in the digital frame. Friends, and the patents that he/she has to the credit. A corporate can give a
you have gone totally wrong. You give mobile apps to a child of 10 and challenge to the scientific community to come out with a solution for a
pit him against him a well-educated man of 45 or 50. Give both the problem that it faces and can give an open offer of compensation for
same set of applications to be operated in the mobile. I can vouch that the right discovery or innovation.
the kid, whatever his age and intelligence level, can outsmart the older What about having a session on culinary: how to cook a particular
man. Look at the basic instinct of a child when he is in possession of Briyani of a certain flavour by giving tips to the contestants through
a mobile phone or a laptop or any other gizmos. He or she will try all whatsApp. The winner should be adjudged by a robot who picks up
types of trial and error to arrive at the right type of application. That the best briyani having right composition of ingredients, flavour and
is a very innate attribute among average kids. taste. I should be happy if any of the festival organizers and that too
Now the point is how we induct fun and frolic into the digital newspapers take note of my suggestion. It can be both a money-spinner
festival. It is very simple. You include a session on gaming and ensure and a marketing gimmick. Rest assured I will not claim the patent on
display of gaming equipment. People of all ages will throng to have a the idea. n

HOT BYTES
Cloudera signs Tech Data as McAfee to Atos eyes to be a leader in

its first Indian Distributor buy Skyhigh cybersecurity by acquiring Gemalto
T ech Data with
Cloudera will
reducing the time and risk
to derive valuable insights Networks A tos has made a
formal proposal
Chairman & CEO, Atos,
M
said, Atos has been
deliver new integrated from their data. The new cAfee and
to acquire Gemalto by following closely the
advanced analytics and solution suite integrates S k y h i g h
way of a public offer for evolution of Gemalto as a
machine learning solutions enterprise hardware, Networks have inked
all of Gemalto issued player in digital cybersecurity,
to the Indian market. compute, storage, a definitive agreement
and outstanding shares. IoT and payment and has
hyperconverged to combine businesses,
Atos invited Gemaltos long admired its global
systems and with McAfee acquiring
Board of Directors to presence and strong
software designed Skyhigh Networks for
engage discussions and customer and technology
for data center, an undisclosed amount.
review collaboratively this portfolios. We believe that
cloud and mobility Skyhigh Networks and
potential transaction. On a combination of Atos and
service provider McAfee will complement
November 28, 2017, Atos Gemalto would result in
Based on their unique use-cases. Together, Tech each others portfolio and
has delivered an offer to enhanced global leadership
shared data experience Data and Cloudera will help mission, allowing customers
the Board of Directors of in cybersecurity, digital
(SDX) technologies, enterprises leverage data to modernize their
Gemalto which is friendly, technologies and services
Clouderas analytics to secure their business, cybersecurity environments
compelling, and which and in the strengthening of
solutions help enterprises serve customers better and and protect their most
addresses the interests of our positioning as a leading
simplify management of operate their business more valuable asset data as
all stakeholders. European payment services
complex data lakes, thereby efficiently. it moves to the cloud. The
Thierry Breton, provider."
combination will establish
Cisco and INTERPOL team up the company to provide the
cybersecurity architecture
Teradata to empower Rajasthan
to jointly fight Cybercrime of the future, with endpoint
and cloud as the critical
Government improve Citizen
C isco
INTERPOL have
and around the world, but also
pave the way for potential
control points, linked by the
security operations centre
Services & Architecture, Teradata
India, said, We are pleased
signed an agreement to
share threat intelligence
future collaboration on
training and knowledge
with actionable threat Engagement to collaborate with the
Government of Rajasthan
T
intelligence, analytics and o improve
as the first step in jointly sharing. orchestration, and enabled in its journey to help drive
fighting cybercrime. Cisco's security offerings citizen services digital transformation as
by an open ecosystem. and engagement as well
As per the company, and its architectural well as inclusion across the
as increase efficiency
headed by INTERPOL's
global cybercrime centre,
approach help customers
secure their organizations
HCL Infosystems of departmental cross-
state, providing data insights
that will improve the
functional operations, the
the INTERPOL Global
Complex for Innovation
more effectively from the
network to the endpoint
rolls out P3 Government of Rajasthan
delivery of citizen services.
By leveraging leading Big
is working to provide a big
(IGCI) in Singapore, the
alliance will see the two
to the cloud. Cisco's
comprehensive security
for its Channel data analytics environment
Data analytics solutions,
the state government will
to analyze state-level data.
organizations develop a
coordinated and focussed
portfolio is designed to
work together to see a
Partners For this project, they have
be able to utilize technology
to improve service delivery
approach to data sharing.
This not only will allow
threat once, and stop it
everywhere, changing the
H CL Infosystems
has kicked off
its P3 or Premier Partner
chosen to collaborate with
Teradata, the leading data
and Analytics Company.
and drive greater citizen
satisfaction, which is
for quick threat detection security equation. critical for its vision of
Programme for its channel Rajesh Shewani, Head enabling citizens growth
partners across India.
Spice Digital becomes technology HCLI P3 will empower the
of Technology and Solution and empowerment."
partner of UMANG Initiative

Channel Partners to grow
their business through a Trend Micro acquires Immunio
S pice Digital has
been chosen as the
the citizens on a single
platform bringing down the
suite of exclusive benefits,
including Subject Matter
Expert (SME) support,
A s companies
build and deploy
applications faster across
Trend Micro is also
enhancing its container-
specific security
technology partner on the complexity of the whole
UMANG project to design, process. Demand Generation everything from cloud to capabilities,by supporting
develop and deliver Campaigns, Priority containers, any drag on the container image scanning,
apps. In order to Response, Financial and DevOps lifecycle can create which allows security issues
reinforce the Digital Operational Support drag on an entire business. to be identified and resolved
India initiative and Services. In response to this, Trend prior to production release.
increase penetration According to Bimal Micro Incorporated has
of e-governance Das, Joint President, announced expansion
in the country, a Enterprise Distribution, of its Hybrid Cloud
series of steps have HCL Infosystems, While Security solution scope.
been taken at the crafting this programme New capabilities,
local and national level. As a part of the Digital we brainstormed on attained through a
UMANG or Unified Mobile India initiative, myriad various aspects including combination of acquiring Customers will be able to
Application for New-Age e-governance measures how to grow business for Montral, Canada-based scan images in the container
Governance brings forth are being implemented our channel partners and Immunio and in-house registry so that development
a cohesive system making and many government enable the channel partner development, increase the teams can fix issues prior to
e-governance measures, departments have found to address customer automated protection that deployment and apply run-
schemes, policies and their way to a strong online expectations by leveraging Trend Micro can provide time protection capabilities
services accessible to presence. new technologies and throughout the DevOps based on findings from the
solutions." lifecycle. imaging.

HOT BYTES
Fortinet adds 11 technology Barracuda to Reliance Games to enter

partners to its Security Fabric be acquired by into the AR and VR Space
Ecosystem security deployments for Thoma Bravo
simplifying multi-vendor
R eliance Games, a
part of Reliance
into AR and VR, Amit
Khanduja, CEO, Reliance
F ortinet
announced
has
the
addition of 11 industry-
enterprises.
The new Fabric-Ready B arracuda Networks
has entered into an
agreement to be acquired by
Entertainment Digital,
the digital entertainment-
Entertainment Digital,
says, We are delivering
Program Partners include focussed business of the a console experience to
an investment firm Thoma Anil Dhirubhai Ambani our mobile consumers
Bravo, LLC. in an all-cash Group (ADAG), has and we will continue to
transaction valued at $1.6 announced its foray into the push the boundaries for
billion. fast-growing Augmented apps and games with AR
This price exceeds Reality and Virtual Reality and VR. As we continue
leading information ADVA Optical Networking, Barracudas 52-week space by announcing its to invest heavily in the
technology providers to Bradford Networks, Cyber high and represents a alliance with GoPhygital, new technology, we are
its Fabric-Ready Partner Observer, CSPi, FireMon, premium of 22.5 per cent a Mumbai-based venture at the threshold of a big
Program. These new ForeScout Technologies, to the companys 10-day focussed on creating revolution in how digital
partners further extend the Intel Corporation, average stock price prior immersive AR, VR and content will be consumed,
Fortinet Security Fabric Microsoft Azure, Ribbon to November 27, 2017, of MR experiences. and consumer experiences
across traditional, cloud, Communications (formerly $22.49. Barracudas Board Speaking about the and behaviour will change,
virtual and software- Sonus Networks) and of Directors unanimously association and their foray in the days to come."
defined environments while SentinelOne. approved the agreement,
Microsoft joins hands with SAP

and believes the transaction
maximizes shareholder Genpact introduces New
Partner Plus Program
M
value. Upon the close of the
icrosoft Corp. SAP HANA Enterprise transaction, Barracuda will
and SAP SE
G
Cloud SAPs private operate as a privately-held
have announced integrated enpact has best-in-breed digital
managed cloud service company with a continued
offerings to provide launched its technologies to accelerate
on Microsoft Azure focus on email security and
enterprise customers new partner program, digital transformation and
will allow customers to management, network and
with a clear road map to Genpact Partner Plus, to competitive differentiation
run SAP S/4HANA in a application security, and
confidently drive more leverage a strong partner for its clients.
secure, managed cloud. data protection solutions.
business innovation in ecosystem to accelerate Chris Webber, Research
Microsoft will deploy SAP
digital-led innovation and Director for IDC Strategic
the cloud. In a bold show
of commitment, the two
S/4HANA on Azure to
help run its own internal
Orange to digitally-enabled intelligent Alliances, says, As the
operations for its clients. market is in transition and
companies also announced
they will be deploying each
finance processes, and SAP
will move its key internal
empower Through the Partner companies in all industries
Plus program, Genpact are plotting digital
others cloud solutions
internally. Through their
business critical systems
to Azure. Finally, SAP
Government of is working with partners transformation strategies,
to leverage combined alliances and partner
unique partnership, the
companies will co-engineer,
Ariba is currently utilizing
Bihar with WAN expertise to solve clients ecosystems has never been
O
Azure and is exploring
go to market together range Business toughest business problems more critical. Genpact is
further use within its
with premier solutions Services has to build new managed committed as a company to
procurement applications.
and provide joint support been selected to support services offerings that building strong partnerships
SAP and Microsoft will
services to ensure the the communications provide flexible outcome- and collaborating with
help companies make the
best cloud experience for requirements of the Bihar based pricing models for leading software and
most of running SAP
customers. State Wide Area Network clients and to provide services firms ."
applications in the cloud.
(NextGen B-SWAN 2.0)
Hikvision strengthens security project. Ruckus Wireless and ICX Switch
A strong State network
of VIBGYOR Groups 25 Schools will help India to provide Business taken over by ARRIS
H A
ikvision had Group project is a shining effective e-governance RRIS International markets span hospitality,
provided a example of Hikvisions with applications and plc has finalised the education, government,
comprehensive security collaborative success with collaborative services. completion of acquisition service providers, multi-
solution for VIBGYOR partners. We are glad that Connectivity is an essential of the Ruckus Wireless and dwelling/tenant units,
Group to safeguard their Hikvisions surveillance component of the Digital ICX Switch business from sports/entertainment
students and and security India campaign. Orange Broadcom Limited. Dan venues, and transportation
schools in solutions Business Services has the Rabinovitsj
25 locations w e r e expertise and unmatched will lead
spread in deployed at technical capabilities to Ruckus
seven cities, 25 locations help Governments to Networks at
including of the deliver seamless data, ARRIS.
Mumbai, VIBGYOR voice and video. We are The deal
P u n e , Group of honoured to support the strategically
Kolhapur, Schools. We positions ARRIS for a centres. Ruckus' trailblazing
Government of Bihar and
Vadodara, Surat, Bengaluru are thankful to VIBGYOR new phase of growth by leadership in the small-
the Digital India initiative
and Lucknow. Cosmos for the trust, said Ashish leveraging the companies' cell CBRS LTE market
through this project, said
Group executed this P. Dhakan, MD & CEO, combined technology assets represents an opportunity
Bala Mahadevan, CEO,
gigantic project as a Master Prama Hikvision India Pvt. to enable next-generation to deploy converged Wi-Fi
Orange Business Services, wireless and wired networks. and LTE using common
System Integrator. Ltd.
India. The Ruckus target vertical cloud-based control.
The VIBGYOR

ON THE RAMP
CA Technologies unveils Expanded Finance Minister HP Inc. unveils new gaming

Portfolio supporting DevSecOps launches Paytm notebooks Range OMEN by HP
C A
has
Technologies
announced
Companies embracing
DevSecOps deliver better Payments Bank HPintroduced
Inc. has
an
a portfolio that allows
companies to integrate
and more secure software
because of the focus on T o support digital
payment, Honble
Union Finance Minster
entirely new, cutting-
edge and comprehensive
security in the earliest collaboration and alignment portfolio of OMEN by
stages of development and across disciplines, said Arun Jaitley formally HP gaming notebooks.
assure security Ayman Sayed, inaugurated Paytm Payments Redesigned and re-
Bank recently. Paytm With the new OMEN
in deployment President & engineered from the ground
Payments Bank is mobile- PC line-up, HP is bringing
an emerging Chief Product up, the new notebooks
first bank with zero charges gamers OMEN 15 and
practice known Officer, CA give eSports athletes and
on all online transactions OMEN 17 laptops, with the
as DevSecOps. Technologies. competitive gamers the
and no minimum balance latest high-performance 10
CA is uniquely In todays edge and confidence
requirement. The bank Series GTX graphics from
positioned to s e c u r i t y needed to perform at the
has been designed to NVIDIA, high-resolution
deliver industry- leading environment, it is critically highest level. Every inch
help achieve financial displays with optional
capabilities to our customers important for security to inside and out of the new
inclusion in the country G-Sync technology for fast
with new capabilities in the be integrated seamlessly OMEN PCs are packed
and is in line with Paytms refresh rates and a single-
CA Automic, CA Veracode, throughout the whole with features designed to
mission of bringing half access service panel to
and Continuous Delivery software development target the needs of gamers
a billion Indians on to the upgrade RAM and Storage.
portfolios. lifecycle." around the world.
mainstream economy.
HPE expands its ProLiant The company has
planned an investment
Indus Net Technologies
Gen10 Portfolio of $500 million in KYC
(Know Your Customer)
brings BreezeERP
H ewlett Packard
Enterprise,
partnership with AMD,
in
In fact, 41 percent of new
server shipments will be
virtualized in 2020, up
operations. It is also setting
up KYC centres across I ndus
Technologies has
Net
launched its new Enterprise

well-integrated BreezeERP
breaks
of
the practice
this cumbersome,
India to complete KYC for
has announced the HPE from 33 percent in 2015. customers and make them Resource Planning (ERP) labour-intensive and
ProLiant DL385 Gen10 Additionally, enterprises eligible for a Payments System BreezeERP. fallible method and saves
server offering up to 50- report savings of almost Bank account. It is 100% web based, a significant amount
20 percent from universally accessible, of time and money
virtualizing
servers and
their
are
AWS announces self-configurable, secure
and scalable and aimed at
through its automated
facilities. Aiming at
constantly striving
to lower the cost of
DeepLens providing consolidated,
comprehensive, as well as
providing consolidated,
comprehensive and user-
virtualization. The
powered by Intel intelligent information to friendly information just
A
new HPE ProLiant the users by a single login. through a single simple
mazon Web
percent lower cost per DL385 leverages the AMD The system is even capable login, BreezeERP is also
Services has
virtual machine (VM) than EPYC System on a Chip of delivering relevant capable of delivering
announced DeepLens, its
traditional server solutions. (SoC) to enable customers information to the users relevant services to the
first fully programmable,
Server virtualization to achieve greater utilization based on their job role users in accordance with
deep learning-enabled
continues to be an essential and RoI while delivering and corporate position. their varied job role
wireless video camera
tool in improving agility in unmatched security for To maintain a usual and designation in the
designed for developers.
modern IT environments. virtualized workloads. functioning of an ERP , industry.
AWS and Intel collaborated
Logitech G unveils sensor- on the DeepLens camera
to provide builders of all Zyxel announces 802.11ac
enabled gaming mouse skill levels with the optimal
tools needed to design and Wave access points
L ogitech G has
launched
new products that have
two
Wireless Mechanical
Gaming Keyboard is a
high-performance wireless
create artificial intelligence
(AI) and machine learning
products.
Z y x e
Communications
has launched three new
l Wave 1 standard, these new
products deliver on the full
potential of Wave 2 wireless
advanced high-performance keyboard designed, AI and machine learning 802.11ac Wave 2 wireless networking.
wireless gaming features. especially for gamers. are poised to power a access points NWA1123- Designed to address
The Logitech G603 Ashok Jangra, Cluster new generation of smart ACHD, NWA5123-ACHD wi-fi challenges, Zyxels
LIGHTSPEED Category Head industries, including smart and WAC6303D-S - to take Wave 2 access points are
W i r e l e s s India & SWA, homes, smart retail, smart
Gaming Mouse Logitech, said, industrial and many others,
is a next- The latest making lives easier through
generation product from intelligent interactions
gaming mouse the Logitech with devices. This
that uses G portfolio is collaboration reinforces
Logitech Gs an elegantly Intels commitment to on the challenges facing equipped with next-gen
new advanced HERO designed feature-packed providing developers with todays 802.11ac Wave 2 beam forming technology
optical sensor and product that is especially tools to create AI and Wi-Fi networks. While early that allows data rates to
advanced LIGHTSPEED shaped for an audience who machine learning products, Wave 2 entries fell short of increase not only for MU-
wireless technology, wants impeccable gaming and follows the recent the performance advances MIMO-compatible clients,
whereas the Logitech performance." introduction of the Intel. seen with the jump from but for all existing ones.
G613 LIGHTSPEED 802.11n to the 802.11ac

ON THE RAMP
Array enhances its ADC Series Juniper Google announces Files Go!
A
immediate
rray
has
Networks
announced
availability
continue to simplify our
support for Oracle Tuxedo
with tighter integration
Networks G oogle
launched
has
Files
Go app that takes a mobile-
of its ArrayOS version and paying close attention presents new first approach to freeing up
update for the APV to user experience and space, finding files faster
Series application delivery productivity." Juniper Bots and easily sharing them
controllers.
"Array's APV
Series application
J uniper Networks
has announced the
new Juniper Bots, a series
with others, even when
offline. Files Go will be
globally available on the
d e l i v e r y of new applications that Google Play Store for all
controllers simplify network operations phones running Android
already provide by translating intent into 5.0 (Lollipop) and higher. much less storage, often
the availability, scalability, Array also adds Layer 2 automated workflows, Caesar Sengupta, as low as 4GB. Users often
performance and security bridging to its APV series. as well as updates to the Vice-President, Next struggle to keep on top of
essential to keeping This implementation of Juniper Extension Toolkit. Billion Users, Google, the storage space on their
applications and servers IEEE 802.1D transparent Juniper Bots comprise said, Every day, millions phones and are constantly
running efficiently," said bridging allows the APV a growing ecosystem of smartphones run out having to choose between
Paul Andersen, VP of appliance to be added that automate workflows of space. While phones what to keep or delete.
Sales and Marketing, Array to the network without and break the cycle of with 16GB or 32GB of We have been testing Files
Networks. "That said, requiring any network complex machine-focused storage are becoming more Go for a month, and the
with this latest update, we segment changes. automation tools. The bots, popular, many phones average user is saving 1GB
which leverage both the around the world have of space.
Dell EMC HCI solutions now Contrail and AppFormix
platforms, incorporate Verizon introduces Virtual
available on PowerEdge Servers real-time analytics that are
designed to translate higher- Network Services One
D ell EMCs
hyperconverged
infrastructure (HCI)
Converged Platform &
Solutions Division, Dell
EMC. With HCI designed
level business requirements
(the what) into automatic
V erizon Enterprise
Solutions has
Services One, enterprises
can now wrap all of their
configuration changes
portfolio has received a as a software-defined announced that enterprises virtualized network into
across the network (the
substantial boost with infrastructure, achieving of any size embracing an operating expense
how).
the availability of Dell ultimate performance and network virtualization have software licensing model
EMC HCI appliances
on the newly-designed,
reliability relies on tightly
engineering software with
LG to unveil a new option for achieving
simpler, more centralized
without needing to pay
for hardware separately,
award-winning Dell EMC
PowerEdge 14th-generation
optimal hardware and its
configurations. Dell EMCs
Gram laptops billing; better cost control;
and lower capital expenses.
said Vickie Lonker, Vice-
President of Network and
servers.
C u s t o m e r s
turnkey, pre-integrated,
tested and validated HCI
with enhanced Virtual Network Services
One offers single line-item,
Virtual Solutions, Verizon.
Incorporating universal
transforming their IT appliances enable customers
performance pay-as-you-go pricing
and billing for hardware,
customer premise equipment
(uCPE) into a commercial
A
are increasingly turning to simply stand-up and scale
t CES 2018, software and management pricing and billing model is
to hyperconverged IT infrastructure, backed by
LG Electronics services, as well as an option another of the many bottom
infrastructure as an ideal trusted dependability and
(LG) will unveil its for centralized contracting line business benefits
foundation for simplifying performance, to help IT
latest LG gram laptops and billing. that come from network
IT today and for the organizations more easily
that deliver superior With Virtual Network virtualization.
future, said Anshuman meet the growing demands
portability, enhanced
Rai, Director Sales, of their businesses.
powerful performance and IBM presents POWER9-
Vertiv expands its cloud portfolio convenience features. The
impressive successor to its equipped Servers
V ertiv
announced
significant
has
a
cloud-based
provides added security
with simple installation
and commissioning to
previous line-up, the LG
2018 gram laptops push
the boundaries of portable I BM has unveiled
its next-generation
NVLink and OpenCAPI,
which combined can
addition to the Vertiv streamline data center computing with improved Power Systems Servers accelerate data movement,
portfolio that will empower connectivity. The Vertiv mobility and durability, incorporating its newly- calculated at 9.5x faster
customers with deeper RDU300 gateway is a new as well as upgraded designed POWER9 than PCI-E 3.0 based x86
insights across the data entry in the Vertiv RDU processors and more processor. Built specifically systems.
family of monitoring and versatile functionality. for compute-intensive AI The system was
control products, integrates The new models workloads, the new
with building management continue to be the most easy- POWER9 systems are
systems and ensures that to-carry laptops available capable of improving
any data passed to the Vertiv in the market today. Their the training times
cloud from the customer ultra-thin bodies feature of deep learning
center. The Vertiv cloud site is done securely and a highly efficient 72Wh frameworks by nearly
offering will leverage using minimum bandwidth. battery which allows longer 4x, allowing enterprises
the collective knowledge Together, the Vertiv work time without plugging to build more accurate AI designed to drive
gleaned from decades of cloud offering and Vertiv in, lasting up to almost a applications, faster. demonstrable performance
data center projects to RDU300 gateway enable full day on a single charge. The new POWER9- improvements across
deliver real-time analysis. remote visibility, collection, The compact design allows based AC922 Power popular AI frameworks such
The portfolio is a and analysis of critical the LG grams smaller form Systems are the first to as Chainer, TensorFlow and
new Internet of Things infrastructure data across factor to feature wider embed PCI-Express 4.0, Caffe, as well as accelerated
(IoT) gateway that all Vertiv products. screens. next-generation NVIDIA databases such as Kinetica.

CORPORATE OFFICE: REGISTERED OFFICE: BRANCH OFFICE:
E Square System & Technologies Pvt. Ltd E Square System & Technologies Pvt. Ltd E Square System & Technologies Pvt. Ltd
#507, 2nd Floor, Saheed Nagar, Plot No - #S - 3/82, Mancheswar Flat No. 42, 4th Floor,
Bhubaneswar - 751007, Odisha, India Industrial Estate, Bhubaneswar - 751010, Deepak Building 13, Nehru Place,
Phone - 0674-2548481 Khordha, Odisha, India New Delhi - 110019, India
Phone - 06782-260557 Phone - 011 41097810
Office No -7, 8, 9. 7th Floor, DLF Cyber City,
Bhubaneswar - 751024 Email: info@estpl.in Visit: www.estpl.in

VOICE-N-DATA
astTECS introduces Cloud-based Parallel Wireless Telecom tower industry expected

Voice Logging Solution expands 2G to undergo structural changes
astTECS has announced
the launch of cloud-based capabilities to T he
tower
telecom telecom tower tenancies
industry have grown at CAGR of
voice logging solution.
astTECS cloud-based its SDR Solution isstructural
expected to undergo 5.5%, while the growth in
changes in the rentals has been nominal.
voice logger is an ideal call-
recording solution for stock P arallel Wireless
has announced the
addition of 2G capabilities
medium term. Currently,
the industry, with around
brokers and broking firms 4 lakh towers and around 8
that ensure to improve to their end-to-end cellular lakh tenancies, is a sizeable
compliance and better network technology. This one in the world. It has 10
customer services. The solution will bring network organized players wherein
voice logger harnesses the virtualization principles 74% of the portfolio is held
power of cloud and enables astTECS voice logger (NFV) to 2G/GSM to either by tower companies
all stock broking firms application from the play reduce cost and complexity promoted by telecom
execute trades of clients, store. Once installed on the of rolling out or expanding operators, or by telecom
by keeping evidence in the mobile, all incoming and 2G networks while enabling operators themselves. Over
form of voice recording outgoing calls are recorded cost-effective migration to the next 1-2 years, there However, the current
and further strengthen and pushed to the cloud 3G/4G. is likely to be a material valuations of tower
regulatory provisions. server via mobile data or Rajesh Mishra, Founder change in the industry companies indicate
Stock brokers can Wi-Fi and saved for future & CTO, Parallel Wireless, structure with number of expectations of stronger
download and install reference. said, As part of our players expected to reduce business growth, fuelled by
mission to connect the to 4-5. the expanding data usage
India ranks 109th in mobile internet unconnected and improve
peoples lives, providing
As per ICRA estimates, and the rollout of next-
over the last four years, the generation networks.
speed and 76th for Broadband reliable, cost-effective 2G
Airtel invests in Juggernaut to
A
coverage is essential. We
ccording to data dramatically. Average fixed
can now offer cost savings
from
November Speed test
Ooklas broadband download speed
in January was 12.12 Mbps.
and network simplification
for any G cellular network
offer its customers digital content
Global Index, India is
ranked 109th in the mobile
internet speed and 76th
As of November, its at
18.82 Mbps, a close-to 50%
jump.
to make it economically
viable for operators." B harti Airtel has
announced that
it has acquired a strategic
enable Juggernaut to ramp
up content acquisition,
digital marketing and
for fixed broadband speed,
globally.
Doug Suttles, Co-
Founder & General Vodafone stake in Juggernaut Books
(Juggernaut), a popular
prepare for a subscription
offering launch in the next
At the start of 2017, the
average mobile download
Manager, Ookla, said, Both
mobile and fixed broadband introduces digital platform to discover
and read high-quality,
few months.
Speaking on the same,
speed in India was 7.65
Mbps. heading into the end
internet in India are getting
faster, thats good news for end-to-end IoT affordable books and to
submit amateur writing.
Badal Bagri, Chief Financial
Officer, Bharti Airtel, said,
of the year; the average
mobile download speed is
all Indian consumers no
matter which operator or Solution for The investment is in
line with Airtels endeavour
Juggernaut is an exciting
digital platform and
8.80 Mbps as of November.
Thats a 15% increase.
plan they use to access the
internet. India still has a enterprises to build an open content complements our content
W
ecosystem and bring vision. We look forward
While mobile speeds long way to go to catch up ith the growing
world-class digital content to working with them and
increased modestly, fixed with countries that have top recognition of
to its customers. The supporting the next phase
broadband speeds increased speeds around the world. Internet of Things (IoT)
investment from Airtel will of their growth journey.
To enable enterprises
Nokia focussing on Next-Gen IoT adoption, Vodafone
has launched SuperIoT Eurotech Technologies launches
technologies opens R&D Centre comprising IoT solutions
like Vehicle Tracking, Asset High-Speed HDMI Cables
N okias
R&D Centre in
Manyata Embassy Park
new and applications, as well as
next-generation core and
5G. The centre, one of
Tracking (Fixed and Mobile)
and People Tracking (School
Students and Employees).It
E u r o t e c h
Te c h n o l o g i e s
has launched BestNet
was inaugurated today Nokias four global R&D is an industry-first solution high-speed HDMI cables.
by Priyank that enables end-to-end BestNet HDMI x HDMI
Kharge, management of device, Cable V2.0 supports
Minister application, connectivity, resolution of 4K2K (2160P)
of State, service platform, support which offers two times the
IT, BT and and security. clarity of 1080P/60 video
Tourism, on With SuperIoT, resolution, while offering and user-friendly HDMI
the centres enterprises do not have transfer rate up to 6GB per cables supports resolution
I n n ova t i o n to face the challenges of channel, delivering superior of 1080P/60, 4K/30
Day in managing multiple suppliers consumer video and audio and 4K/60 and are
Bengaluru. and service providers. They experience. BestNet HDMI currently available in sizes
The new can benefit from rapid cables are designed with ranging 1.5, 3, 5, 10 and
facility will application development, the latest version of HDMI 15 metres and serves
carry out research in areas sites, currently employs device management 2.0, which allows broad upto 32 audio channels
including the cloud, big more than 6,000 engineers, and analytics with the compatibility and maximum for a multidimensional
data analytics, development with that number to rise in Application Enablement performance. immersive audio experience
of Voice over LTE (VoLTE) 2018. platform. The sleek, flexible, and intense viewing.

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62 57 8 4 ) &2& & 5)2'www.varindia.com December 2017 27
CHANNEL BUZZ
PNY Technologies hosts Be the Sound Solution organizes Sound

Pro in You in four cities Premier League 2017
P NY Technologies has
announced the successful
completion of 4-city event Be the
product enhancements to satisfy
their every need."
Conducted in association with
S ound Solution, a distributor
of Acer, Samsung, Dell
and a Service Partner for Epson,
Dell won the match with a low
margin. After considering the run
rate of all the four teams, Acer
Pro in You. Nvidia, this series mainly focussed has organized the Sound Premier directly entered into the finals.
"It is our pleasure to host such on deriving the right configuration League 2017, a cricket tournament The semi-final match was held
special meets to connect with of the visual computing devices on 2nd December, 2017 at Kurla, between Dell Champions and
newer partner community. We such as graphic cards. Often, it is Mumbai. Four matches took Epson Warriors. The match was
kick-started our operations in India seen that a mismatch in the right
with a focus on actively engaging product/solution to computing
requirement
results in lacuna
of performance.
Critical business
insights as well as
valuable experience
about the graphic
card market were
shared during this
meet and PNY place during the event, where the won by Team Epson with a good
Te c h n o l o g i e s ' first match was played between difference.
effort to reach out Acer Achievers and Samsung After the match, the best
to them was also Challengers and it was won by batsman was awarded to Ritesh
with customers as that is essential well appreciated. team Acer with a good margin. Talewar from the team of Acer
to our mutual business success. We With channel engagement at the The second match was held Achievers and the best bowler
look forward to reaching out to core of PNY's business strategy Be between Dell Champions and was awarded to Akshay from
more customers in other cities in the Pro in You meet successfully Epson Warriors, where team Epson Warriors team.
future partner meets," said Manges reached out channel partners in
Karhaadkar, Country Manager,
PNY India. "I am glad that PNY
Delhi, Mumbai, Bangalore and
Hyderabad. This event provided a
Rashi Peripherals and ECS organize
and its partner base share the same platform for partners to share their Channel Meet in Kolkata
I
vision of providing our customers ideas, discuss strategies and explore
n a bid to tap unexplored his presentation, Rajshekhar Bhatt,
with the leading technology and new growth opportunities.
IT market in West Bengal, Country Manager, ECS India,
Rashi Peripherals and Elitegroup explained partners, the companys
DIGISOL delights its Channel Computer Systems (ECS) have vision to grow business in the
conducted its flagship ECS eastern region. He also explained to
Partners at Thailand Channel Connect event in Kolkata. partners the market positioning of
D IGISOL has recently

rewarded its partners
with a trip to Thailand. The trip
Mandar Joshi, Head Channel
Business, DIGISOL Systems Ltd,
says, Our channel partners and
The objective of the event was to
create ECS brand awareness among
channel partners and showcase the
ECS cutting-edge and innovative
product line.
was organized for all the partners distributors are an imperative force latest series of motherboards and
to celebrate their achievements in behind the success of DIGISOL Liva Mini PCs.
active networking business. The and we consider them as an integral West Bengal is the fastest-
DIGISOL Chalo Bangkok was part of our team. In appreciation growing IT market in the Eastern
organized region. Infrastructure development,
from 2nd industrialization, and connectivity
to 5th have triggered the demand for IT in
December, the State. The State Governments
2017. proactive steps to build a Bhatt said, As a company,
The 3 comprehensive IT ecosystem have we believe in offering the latest
Nights/ positively impacted the industry. product at an affordable price. ECS
4 Days According to the Confederation is a three-decade old company with
luxury trip of Indian Industry, the IT sector is various manufacturing facilities and
to Thailand growing at 16% with employment strong OEM business. East India is
was packed growth rate of 8% annually in always a technology-friendly region
with lots West Bengal. The rising electronic with good demand for all range of
of exciting clusters, IT education institutions, products.
activities that IT parks and Start-up Warehouses The leading motherboard,
included a visit to Coral Island of partners stupendous support in have triggered tremendous demand Mini-PC, Notebooks and mobile
that offers a plethora of water making DIGISOL a huge success for IT and hence, many world- device manufacturer, recently
sports such as undersea walking, in India, this year we took our renowned IT companies are launched the smallest Mini PC in
parasailing, etc. But the highlight partners to Thailand. looking at this region as their next its kind LIVA Q. The pocket-sized
of the trip was spectacular Alcazar Last year, DIGISOL took big business hub. mini-PC (measured at 70 x 70 x
Show. The entire excursion its partner to Europe, which ECS is very bullish over market 31.4mm in size and weights 260g)
included accommodation at posh was packed with lots of exciting opportunities and the company features Intel Apollo Lake SOC
resort, apart from an exclusive activities that included a visit to along with its distribution partner processors, along with 4GB RAM,
sightseeing tour and shopping at Prague Czech Republic, Vienna Rashi Peripherals is building a robust 64GB eMMC storage and HDMI
Pattya and Bangkok malls. Austria, Budapest Hungary. channel ecosystem in the region. In 2.0.

INDUSTRY EVENT
Good news for VARs & Resellers,

hardware business to grow - Canalys
Perth, Australia: The Annual edition
of Canalys Channels Forum APAC region
was held in Perth last week. Partners from
across APAC, the majority of who were from
India, headed to Perth, the vibrant capital of
Western Australia. About 900 delegates from
across the APAC region attended the event.
Steve Brazier, CEO & President- Canalys
in his keynote address on the tech trends
said that the death of IT hardware channel
has been greatly exaggerated. Technology is
transforming every industry, and the channel
is lucky to be at the heart of this new industrial
revolution. Good and bad tech news stories
have frequently hit the headlines in 2017.
Artificial intelligence, deep learning, IoT,
robotics, chatbots, cloud and edge computing
are driving the channel forward, while issues
around regulation, ethics, tax, security and
monopolistic behaviour cause complications.
Augmented and Virtual Reality (AR & VR)
offers exciting opportunities for human
computer interaction, the enhancement of Steve spoke about PC selling going up. most APAC countries in next 12-18 months.
places and new business cases. Many use cases Whoever said the PC was dead two or three The super seven face a massive capital
in US, China, Japan and Singapore came to the years ago was wrong. Commercial PCs are expenditure challenge.
limelight where AR/VR technology has been growing, and price points are going up not AWS is working closely with VMware
adopted as part of training programs across because there has been a shortage of memory which allows people to move applications
certain industries such as manufacturing and and component, but also because some people quickly from one environment to another.
healthcare. With the potential to spread even are willing to pay more for well-designed Microsoft and AWS are spending US$2-3
further, it brings immense opportunity for notebooks that are thin, light and sexy. Prices billion a quarter each on building datacenters,
the channel partners across the world for are going up, that means margins are going whereas Salesforce is responding to Microsoft's
worldwide growth. Tech truly offers partners up. Better segmentation of the market is acquisition of LinkedIn and the threat that
a Limitless Landscape. helping, better marketing is helping and this might crop up. The super 7 are thus changing
According to Canalys, APAC distributors is providing growth, said Brazier. the structure of the industry and the priorities
grew 8 percent and partners grew 10 percent The world's top seven hyperscale cloud of component vendors and the focus of their
in the first half of 2017. The organisation providers (Super Seven) are reshaping the sales forces and their design," Brazier said.
expects channel partners in APAC to grow at IT channel, with industry trends increasingly The big three power providers AWS,
least 10 percent per annum over the next three guided by partnership decisions of the "super Microsoft and Google are now buying
years. Resellers have been told for years that seven, according to Canalys. The Super Seven more servers per quarter than HPE or Dell
they need to expand into services to bolster includes Amazon Web Services, Microsoft, EMC selling worldwide in the same quarter.
profitability. However, Brazier predicted that Google, Facebook, Alibaba, Tencent and The scale of capital investment is simply
hardware would still contribute more than 50 Baidu are rewriting the rules for the IT supply enormous and the component suppliers are
percent of revenue for 90 percent of partners industry. Tencent and Alibaba are planning responding to this. Google was first at Intel
in 2020. very aggressive and expect them to appear in Sky Lake. You cannot get Sky Lake inside
AWS. Well, think about it. Today, they have
spent something like $20 billion on their data
centres, he added.
India and Singapore too is encouraging
a cashless system. Singapore government
is working with seven local banks to allow
consumers to transfer money to each other
just by phone numbers.
Lastly, with solid growth in PC sales in
Asia-Pacific, opportunity for the channel
business seems promising for the next 3 to
4 years. It is also expected that there is boom
in edge computing, as local processing power
increases at the fringes of the network to
support the computing firepower in the cloud.
With this the ability to process multiple data
sources at high speed close to the source of
the data will go up and up.

Candefero Channel Partner of the Year Awards -APAC (2017)
The Candefero Channel Partner of the Year Awards recognize outstanding performance in specific areas - Revenue Growth, Innovation and
Transformation, Cloud: Software, Cloud: Managed Services and Infrastructure Growth, together with an overall Channel Partner of the Year
award.
The winners in the categories are as follows -
Fujisoft Incorporated as the Candefero Channel Partner of the Year
Kawloon Networks System for Revenue Growth
ACPL Systems for Innovation and Transformation
Embee Software for Cloud: Software
ASI Solutions for Cloud: Managed Services
SMS Global Technologies for Infrastructure Growth.
Cheryl Cook
Sr. V.P. and Global Channel marketing-DELL EMC
Through the Dell EMC partner program, partners are seeing exponential growth and unprecedented profit that is fuelling their business and
encouraging them to invest in the future.
It's not just technology. It's not just business. It is the intersection of business and the industry's best technology and remarkable partners focused
on helping customers realise the extraordinary.
Dell Technologies is now the largest IT company in the industry, with strategically aligned businesses from Dell core client technologies - with edge
capabilities and edge computing, Dell EMC with its core data centre capabilities and infrastructure, virtue stream for mission-critical workloads and
applications, with VMware as the industry's largest capability from a software perspective, and with RSA or even Secure Works which offers a cloud-
based monitoring capability. And these capabilities in the company have really created an unbelievable strong financial position for the company.
We are investing over $4.5 billion in R&D annually to ensure driving and marching to deliver the next set of technologies and invasions to help the
growth where the customers are looking to modernize their infrastructure and their data centres. We are the number 1 in the world in storage, and then
certainly here in this market, with over 19 %, we are number 1 in storage in APJ as well. We are number 1 in the server business. With our new leadership
announcement, John Burn has now been asked to lead North America sales, and as a result, Joyce Mullen has been our new president of global sales.
This announcement was made last week.
Lastly, a year ago, we told you that our channel business was $35 billion. As I stand here today, our channel business is $43 billion, growing four
times the market at an unbelievable scale. So we thank you and we ask you to continue to work with us because we think the opportunity is amazing for
you as well.

INDUSTRY EVENT
Richard Bailey
President, Asia Pacific & Japan HP Inc.
Digitisation or digital transformation, or servitization where everything is a service to drive

our future are creating new opportunities for all of us. This is how we will drive mutually profitable
growth together. As the world becomes digital and we become increasingly interconnected, security
threats will grow and take on new forms. A little software update will allow me to create a back door
directly into someone elses network.
The launch of 3D printing is going to become mainstream for manufacturing, a world within
which goods no longer will only move by air, sea, rail and road, but would move as a digital file and
that is an enormous opportunity for everybody in this room.
With the acquisition of Samsung, it took HP into the A3 or copier business. Copiers have always
lived as a service model or a cost-per-copy or a click model. So the benefit for all of you is we have
opened up an addressable market of $54 billion globally, exactly equal to the size of our A4 printer
market that you all participate in today. But, of course, we must continue to pride in best-in-class
devices and security. So across PC and print, we are focused on three things - Protecting the device;
identity and data. HP is soon becoming the leader in end-point security as per IDC.
Lastly, let's continue to partner together to create shared value, enable our customers to digitally
transform and move to more flexible service models. So this is a journey for HP, both here in the
region and globally, and it will continue to add value to your businesses. My team and I are committed
to working with your business every day.
Amar Babu
Vice President & COO (Asia Pacific)- Lenovo
It's different now for Lenovo. Different for being able to make a difference in terms of improving
what can work, how our customers use technology, and we hope that we can work with you so that
you can provide an end-to-end solution to your customers. The company is built by an engineering
and design team doing the impossible for the last 25 years. The second wave is that we would like to
challenge new businesses, the data centre business and mobile business we acquired from Motorola.
Today, in fact we sell more phones than we sell PCs. We have been doing that now for a couple
of years. We have a strong investment coming up into new devices like AR/VR, artificial intelligence,
and we are being able to build that not just from a device standpoint but also able to put that into
the cloud and build a solution around these new technologies. We sense that a lot of IoT devices
are moving to the computer, laptops and desktops & other new form factors and to the datacenter,
driving the right level of analytics and artificial intelligence. The ability to leverage cloud technologies
and the ability to bring this whole gamut of digital solutions to you, for you to be able to integrate in
your eco-system is what we are counted for.
I think the key is you are going to be the partner, the provider who is going to bring these
solutions to our customers. Translate the technology, translate the host of opportunities available for
you and build it into a solution and that's where we come in. For Lenovo, it's been a channel strategy
for us always. For us, channel is our partners. We have the responsibility to build and deliver those
innovative products to you consistently. It's been a long journey that we have made together, and you
have heard that we are different.
Lastly, we don't look at you just as a road to market; you are an extension of Lenovo. 95 % of our
business in Asia Pacific goes to business partners.
Phil Davis
Global sales officer for Hewlett Packard Enterprise
As digital transformation continues to disrupt every industry, customers have turned to HPE as
a trusted partner to help them navigate to this new world. Partnering with HPE, you are partnering
literally with a company that was founded with the strategy - Partner first and it runs through our
DNA, and we are very proud of that and committed to continuing.
Our strategy, is very simple and it's been very consistent -
# One, we make hybrid IT simple.
# Two, we power the intelligent edge.
# and three, we drive that through our services expertise.
As I talk to customers, a lot of them have moved very aggressively into the public cloud, and that
will continue.
Moving a bunch of data into the cloud and pulling it out can be very expensive, as there's a
lot of lock-in with different cloud vendors once you get all of your data into that cloud. We need
partnerships from various angles, not just with the partnerships in this room - the distributors, but
it also includes SIs, software partners like SAP and Microsoft, and investing heavily to bring that
entire ecosystem to bear. The recent announcement at Discover stated that we will move beyond
infrastructure as a service to outcome as a service. We are now making HANA as a service, we are
now making available, back-up as a service, and as we go forward, we see the opportunity to extend
beyond our leadership and flexible capacity all the way to business outcome as a service. In all of
these, investments continue to be aligned with our three core values.
HPE is acquiring a lot of new technologies to enable the Channel to sell these technologies. So I
think there are opportunities where HPE will continue to partner closely and innovate around how
we work together.

INDUSTRY EVENT
Growth opportunities immense for PC

partners who are moving into print
Richard Bailey, President, Asia Pacific & Japan HP Inc. talks about the different
growth opportunities and what partners can gain out of it -
I personally am so proud of what we at

HP and what our partners have achieved over
the past couple of years. We want to continue
growing, and we want to continue to innovate.
For that we have to listen to you and have to
earn your business and the business of our
customers every day.
Digitisation or digital transformation, or
servitization, is where everything is a service
to drive our future. They are creating new
opportunities for all of us, and this is how we
will drive mutually profitable growth together.
As the world becomes more digital and we
become increasingly interconnected, security
threats will grow and take on new forms. A
little software update allows me to create a back
door directly into someone elses network.
With 3D printing becoming mainstream
for manufacturing, a world within which goods
no longer only move by air, sea, rail and road,
but move as a digital file, that is an enormous
opportunity for everybody in this room.
We know, as a service, it's a phenomenon. In India, where high school drop-out rate is 68 %, HP offers
Customers want to live in a consumption-
based, flexible model. Search shows if you help. Through our program, we have launched 48 mobile
take 15-20 computational growth rates, it's the
range of 38 %. learning labs across rural India. Technology brought inside
With the acquisition of Samsung, it took
HP into the A3 or copier business. Copiers the villages opens opportunities beyond. In the next six
have always lived as a service model or a cost-
per-copy or a click model. So the benefit for
all of you is we have opened up an addressable
years, HP will serve up to 6400 villages and impact 15 million
market of $ 54 billion globally, exactly equal
to the size of our A4 printer market that you
people. Every point of contact with technology becomes
all participate in today. But of course, we must
continue to pride best-in-class devices and
a path to a better life for them, for us, for humanity.
security.
Across PC and print, we are focused on
three things - protecting the device, identity In the coming years, not in size, but growth We have recruited a specific channel for 3D
and data. We want to make HP the leader in will be the highest in both China and India. In printing. It's also true when I speak to a customer
end-point security as per IDC. Today, HP fact they are going to be drivers. Japan is very or a government, they want to talk about 3D
leads in end-point device security, and that is strong whose economy is great and then in printing because it's truly transformational and
a significant differentiator and competitive South-East Asia and mature markets, Australia the opportunities are promising.
advantage for our partners. is doing well. There are growth opportunities for partners
who just do PC or infrastructure today but
would eventually move into print. Secondly,
there is an existing demand for partners to
serve A3 business. There is also a strong
momentum into managed print services or
partner-managed print services and the third is
back to digital transformation.
Let's continue to partner together to create
shared value, enable our customers to digitally
transform and move to more flexible service
models. So this is a journey for HP, both here
in the region and globally, to continue to add
value to your businesses and my team and I are
committed to working with your business every
day.

INDUSTRY EVENT
MAIT organizes national

conference on IT Procurement
MAIT has recently organized National Government IT procurement. enable us by what we understand as a tender
Conference on Government Procurement Shri Ajay Prakash Sawhney, Secretary, system. But today we find the same tender
in Information Age in New Delhi. The MeitY said, RFP 2.0 is a great initiative and system in governments e market places with
conference highlighted the importance of this is just a beginning. As we move forward technology embedded with the same spirit and
IT procurement practices, Model RFPs 2.0, the terms of engagement will become clearer. we no more need not go through the tender
e-Marketplace for government and semi- We are in the listening mode and are open processes in files and saves our time.
government organizations. to suggestions. The idea is to be able to get Shri Sanjay Jaju, Director of Finance
The sessions addressed the needs of Public the best of goods and services at competitive and Administration, National Highways &
Sector Heads, Government Relation Heads and rates. Infrastructure Development Corporation
CFOs of companies working in Government Neeta Verma, Director General, NIC said, Limited said, Along with the other various
IT business. It provided participants an Lot of Government program and schemes sectors, Information Technology also plays
opportunity to be on the same platform as key depend on the efficiency and effectiveness an important role in the development of
Government decision-makers in procurement of this procurement process. Information the infrastructure sector. Information
practices in the country. Technology in the public procurement is Technology helps tremendously in ease of
The event was inaugurated by Shri not something new as we have seen that AP doing infrastructure and business by removing
Ajay Prakash Sawhney, various road blocks that we
Secretary, MeitY. Neeta found in traditional way of
Verma, Director General, doing businesses.
NIC, and Radha Chauhan, Commenting on the
CEO, GeM, were the guests same, Shri Sanjay Aggarwal,
of honour. The event Director, Department of
saw a number of panel Expenditure, Ministry
discussions on a wide variety of Finance, said, In the
of issues pertaining to IT procurement system,
Procurement & Innovation capacity building is the
in Procurement. The main issue that includes
speakers emphasized on documentations and
the need to overhaul legacy training of the officials. I
ICT procurement practices, still do not feel adequate
identify susceptibilities and procurement training
review processes to make is happening for the
them more impactful and government officials as
efficient. well as the private officials
Welcoming the and that initiative should
delegates, Harish Krishnan, come from government
Vice-President, MAIT, said, side as well as industry
Government procurement players.
accounts for 10% to 15% of GDP of most Government started the e-procurement in 2000 A panel discussion deep-dived into the
countries and this is specifically true for India. and in 2007, under the guidance of Ministry of contours of the important procurement
MAIT has been working on IT procurement Finance Dept. of Expenditure, we built central initiatives where industry and government
since 2012 and we have been involved with over public procurement platform. It provides the came together to share ideas to make
14 state governments. MAIT and its members comprehensive domain for procurement. the ongoing transition in government
have contributed in preparation of both Model Radha Chauhan, Additional Secretary, IT procurement truly transformational
RFP 1.0 and Model RFP 2.0. Complementing DGS&D and CEO, GeM said, The weeding out delays, inefficiencies, and making
the government on GeM, he added, The GeM transparency, openness, fairness, equity all available the best technology solutions to the
will bring efficiency in procurement and most are those of the spirit which was embedded at government departments and agencies at the
importantly transparency and predictability to the point in time when the technology did not most competitive price. n

FACE TO FACE
SIP helps in bridging multiple technologies

O racle Communications is focussed on three areas,
digitization & monetization, networks and core and
enterprise business. Oracle is addressing the problem of connecting
multiple technologies in an organization through transforming
networks from TDM (Time-Divison Multiplexing) to SIP (Session
Initiation Protocol). SIP is an open and standards-based protocol
that empowers organizations to avoid vendor lock-in and choose
from a broad selection of communications solutions and suppliers.
Oracle Communications as an organization is split into
three areas digitization & monetization, networks and the core
for service providers and Enterprise business where we talk
about transforming networks from TDM to SIP environment
and the technology that goes behind that. The problem that we
are addressing is around connecting multiple technologies in an
organization. You bought multiple PBXs, multiple communication
systems and are struggling around the fact that how to top one on
the other. There is a huge amount of investment involved if you
reap and replace a technology, says Amit Bishnoii, Senior Director
APAC, Communications Global Business Unit Oracle.
Explaining about the technology Amit adds, So we have
technologies which enable you to actually get a legacy PBX
interacts to another PBX. It is actually protecting your investment,
infrastructure and gives you the ability to scale the network. This
is possible because of SIP technology, session border controllers,
communication brokers, etc.
By replacing legacy TDM-based telephony infrastructure with
SIP-based solutions and converging real-time voice, video, and In a chat with VARINDIA, Amit Bishnoii,
unified communications (UC) onto a common Internet Protocol Senior Director APAC, Communications
(IP) backbone, enterprises can consolidate equipment and trunks,
streamline operations, and improve collaboration and worker Global Business Unit Oracle, discusses
productivity. about its SIP technology, how it helps
Further discussing the technology, he mentions, If you look at
technology, it changes from TDM to SIP. It is a protocol like you organizations to connect multiple
have voice over IP which you are using on the right side of the PBX. technologies, the scope in the Indian
On the telco side, most of the organizations are working on the
TDM circuit. Worldwide, this TDM is shifting to SIP which means market and the targeted verticals
all IP environment. The moment you introduce an IP network, there
is a need for security, ensuring that you are able to transcode.
The biggest problem that we are solving for a customer is how at a much faster pace because the return on investment globally is
to leverage the existing infrastructure. Leveraging our technology very high. The second thing that we are observing is around the
we enable new technology work on the existing one. So just imagine contact center space. These are the two big markets that we are
the amount of infrastructure that you are able to correlate and seeing from an overall enterprise perspective. But as SIP opens
use together and transform your network from multivendor to a up domestically in India as it is in the process of being opened
unified environment where though you are using multi equipments up, there is a huge demand from enterprise perspective as well as
or multi-vendor equipments but still you are still able to cohesively from a service provider to get this going. Once this opens up, most
talk to each other or communicate better within your network. enterprises will be transitioning their TDM networks to SIP. We
have started seeing this happen across the Asia-Pacific region,
Indian Market as an Opportunity views Amit.
Oracle is in talks with large contact centers, banking and financial He also adds, Depending on the network, environment and
institutions and educating them about SIP technology. Contact infrastructure, we have seen the customers to reach a significant
centers are fast adopting this technology and over time banking and RoI which ranges between 50% and 90%. But there is definitely a
financial institutions will also start using this technology. transformational RoI which all customers achieve around this.
We are talking to large contact center players, banking and
financial institutions, educating them about SIP technology. We SIP Beneficial to Contact Center
have already started seeing a significant amount of adoption by the Highlighting the benefits of SIP for Contact Center, Amit
contact centers. As the domestic market opens up, we would start explains, The key for the contact center is, first they want an
seeing banking and finance domestic industry picking up on the SIP environment which makes the network simpler, to scale up and
technology, foresees Amit. down, the flexibility to route the call across their network whichever
way they want to, a device which will interoperate between multiple
Focused Verticals technologies which they have either bought or acquired and leverage
It is noticeable that banking and finance organizations are the their existing infrastructure. So a combination of technologies
fast adopters of SIP technology. The reason behind this adoption is which are SIP, the Session Border Controller, the Communications
high return on investment at a global level. It is also expected that Broker and the Operation Monitor which monitor the MOS of the
as SIP will open up domestically with this enterprises will be also voice on their network will enable them to deliver faster to their
transitioning from TDM network to SIP. end-customer. n
As organizations transform from TDI to SIP, we are observing Aparna Mullick
the banking and finance institutions are getting into these technology aparna@varindia.com

FACE TO FACE
For Orange, India offers myriad

growth opportunities
India is at the cusp of a major digital
revolution and provides an interesting scope
for companies to invest in the country through
its different growth initiatives. Leveraging
these opportunities, Orange Business Services
has set a roadmap of continued investment in
the market and support to different enterprises.
Thierry Bonhomme, CEO - Orange Business
Services in an interview throws more light on
this -
Please tell us about

Orange Business Services
operations in India?
Orange Business Services, the B2B branch of
the Orange Group is an infrastructure operator,
technology integrator and a value-added service
provider. Focused on supporting the digital
transformation of multinational enterprises
and French SMEs across five continents, our
ambition is to offer companies digital solutions
that help foster collaboration, better serve their management, remote infrastructure monitoring for the Himachal Pradesh government has been
end-customers and support their projects. and application management, and we provide designed using green data center concepts,
In India, we support more than 600 customers our customers with managed integration services minimizing power requirements and increasing
who rely on our domestic experience and robust through Global Services India. power utilization efficiency. We also installed
network. Orange counts over 2,300 staff in India solutions like surveillance systems and vehicle
across 32 sites and has 14 self-owned Points-of- How is India benefitting tracking fleet management in the country. For
Presence (PoPs) in the country. from your global expertise smart city projects, we are focusing on areas
The key priorities for us in India for 2017 in various solutions? such as smart parking, smart lights, public Wi-Fi
include supporting our customers with their and digital signage.
Orange works closely with various State
digital transformation, focusing on cybersecurity,
governments, such as the State of Gujarat, Bihar, What are the hurdles you face
connectivity and smart cities solutions.
Himachal Pradesh, Goa and Jharkhand, to help
in India? How do you plan
What has been your experience them on various IT projects. This includes State
Data Centers and network connectivity through to overcome this barrier?
so far in the Indian market?
which we also contribute to the Governments The journey to digital transformation is
Orange has been providing data Digital India initiative. extremely fast paced. It is not merely about
communications services in India for close to 50 The State Data Center that Orange deployed deploying cloud services or other IT technologies
years. It has been a progressive and interesting available today, but using digital technologies to
market to be in, especially with the Digital India change the way you operate, innovate and interact
and Smart Cities initiatives that the government India is one of the fastest
with your stakeholders. We see organizations
of India has introduced. The country is quickly growing economies and is struggling with the changeor the readiness to
adopting innovative technologies, and we are
well established as a high move away from legacy systems.
happy to be associated with the government and On the Government side, theDigital India
multiple enterprises to support them in their growth market not just
initiative is a step in the right direction. But it
vision of digital transformation. for Orange but for various involves vast roll-out with multiple stakeholders,
What distinguishes Orange multinational corporations which can end up with delays in processes. We
from any other brand in across the world. India is at hope that the government identifies the right
partners to deploy the right solutions to meet
the same industry? an exciting growth phase with the projects goals.
Orange Business Services is a global IT and the Government encouraging
communications services provider, with services Any future strategy and growth
the use of technology for
in 220 countries. As businesses worldwide are plans for the Indian network?
experiencing a greater urgency to undergo digital
overall development through
Orange plans to continue to support
transformation, Orange has a unique position. the Digital India and Smart enterprises and government in the region. We will
We are the only provider in India with a full range Cities initiatives. These two continue to focus on the digital transformation
of network and integration services in key cities.
We have one of our five global Major Service
programs are the foundation journey of enterprises, rolling out innovative
and flexible solutions for them to keep pace with
Centers located in India. In addition, we have of the current thrust to change. We will also keep working closely with
a CyberSOC in Gurgaon, a dedicated security drive India toward decades the Government of India, contributing in the
operations centre for cyber security, a Center
of superior growth that its Digital India & SmartCities initiative through
of Excellence in Mumbai with highly skilled our offerings. n
specialists focused on private branch exchange population needs.

PRODUCT OF THE MONTH
COMIO C2 - a feature-rich phone

designed to deliver
Launched in October, the new COMIO C2 wish without the worry of space
handset comes loaded with a powerful battery, constraints whereas the Clone
security features, scratch free back cover and app makes sure that all that
exceptional music quality. With special focus data from your device is backed
given to design, the C2 comes in a 12.7 cm (5) up at all times. The Clone app
HD IPS Display and is available in Royal Blue also allows for ease of transfer
and Royal Black. It comes with a scratch free of data from one handset to
back cover. The side keys and power button another.
come in golden decorative colour. It has an
Auto-focus 8MP Rear Camera with flash and Another beauty of the
an 8 MP selfie camera with flash. Some of the Comio C2 is that it comes with
features of the phone that can lure a customer the valuable anti-theft feature. In
are the cameras beauty function and the high- case of any suspicious activity,
quality music player, COMIO UI based on Stock SIM based alerts are shared with
Android and Android 7.0 Nougat. the registered mobile number.
One of the interesting features of
Priced at INR 7,199 /-, the smartphone Anti-theft is the image click seek,
runs on a Quad-core 64 bit Mediatek chipset, wherein when someone tries to
with 32GB internal memory and is 4G VoLTE unlock the device by trying to
enabled. Designed to deliver, our COMIO break the pattern or PIN, the
smartphones is a perfect balance of powerful device will automatically take
performance, fast connectivity and better battery the image of the unauthorized
life. person. Other options include
The device is also embedded with the the lock and unlock feature,
Freezer and Clone Application. The Freezer app shutdown blocker, data back up,
allows you to have as many applications as you and SIM related functions.
ShopClues Reach Allure Secure a pocket-

friendly device supporting multitasking
Keeping the value-conscious customers
in mind, ShopClues has launched the Reach
Allure Secure smartphone on its platform. Reach Allure Secure
The new pocket-friendly device is available
at just INR 4,499. key features
The Reach Allure Secure smartphone
comes with the latest fingerprint sensor Fingerprint Sensor
technology which enables only its user to
access its data. The 4G VoLTE smartphone
4G VoLTE
has a 5 display, and supports Android 7.0. 1GB RAM, 16 GB internal
With a 1GB RAM and a 16 GB internal
storage, the device has a Quad-Core storage
Processor that supports hi-end games and
multitasking. 2500 mAh battery
Quad-Core Processor
The Reach Allure Secure produces high-
quality pictures through its 8 MP primary Android 7.0
and 8MP secondary camera. It is also the
most affordable 5 4G smartphone, which 5 display
supports a finger-print sensor.
8 MP Primary & Secondary
This smartphone provides an cameras
uninterrupted dose of entertainment with its
2500mAh battery and has a significantly high FM
stand-by time and Talktime.
Price: Rs. 4,499/-

COVER STORY
After-sales service = A brand

building strategy
In the current scenario, positive word of mouth plays an important role in promoting brands and products. And this is where a
good and effective after-sales service strategy will come into play that will eventually lead to either the brand building a good
rapport with the customer or the brands fall-out with the customer -
Around the mid to late 80's, after-sales Officer, at Pi DATACENTERS, The success satisfied customer refers your business to other
service or customer service was a little-known of any organization is highly dependent on the individuals and eventually leads to more loyal
concept and was still at a nascent stage. After services it provides to its customers after the base and sales. Our proactive initiatives to
sales service was still insignificant three decades sale is done. In fact, I would go a step ahead engage more intensely with customers, gaining
ago, given customer expectations were not and say that getting more revenue from an better customer insights, and leveraging service
as varied and evolved as they are today. But existing customer is much more in our control propositions is helping us grow. After sales
evolving customer expectations and preferences than winning a new customer. Traditionally services are as important as product quality
have catapulted vendors to actively formulate if you look at the data, many successful since, both equally helps to meet customers
strategic ways to offer after-sales services. enterprises claim that their repeat business is expectations.
more than 90%. And adding new customers Customer retention is key for Lenovos
So why is it so necessary? is predominantly in single digits. Its not easy business. At Lenovo, it is dedicated to the
After sales service plays an important role in to sell given the tough competition in every satisfaction and success of every customer.
customer satisfaction and customer retention. domain and usually cycles are long. We believe that customer retention is achieved
It generates loyal customers. Good after-sales He also puts forth some statistics from the through meeting set expectations and this can be
service means that customers will return to the industry research that reveals interesting facts - achieved through the flawless process of timely
brand while making fresh purchases, as they 7 per cent of Indian consumers assert communication ultimately resulting in customer
start believing in the brand and get associated that they will not make a repeat purchase or satisfaction as well as retention. We have a
with the organization for a longer duration. A continue with a company's services in case of a thorough structure of checks and balances at
satisfied and happy customer will also bring bad experience. Lenovo wherein we ensure constant monitoring
more individuals and eventually more revenues 76 per cent of Indian consumers are and address grievances even through social
for the organization. It thus plays a pivotal ready to shell out 11 per cent more for excellent media platforms. Through this we also ensure
role in strengthening the bond between the customer service. that we are connected to our customers at every
organization and customers. Moreover, 86 per cent of the level, says Sudipto Ghosh- Executive Director,
Customer engagement is a long term consumers are ready to give a second chance to AP Services Lenovo.
commitment and after sales plays a crucial companies with a good track record even after a He further says, Additionally, through
role in building a brands credibility, reiterates poor experience. timely customer satisfaction surveys we measure
Balgond Chougula, VP Customer support Amrish Mahajan, Director Customer customer experiences to comprehend their
& RMA at D-Link (India). With increasing Support, Acer India also subscribes to the feedback and ensure Lenovo has a top of mind
demand for our networking products & idea that services are playing a significant role recall with each of its customer. In any high
growing market penetration, ensuring complete in customer satisfaction and retention. It is transaction business, the first interaction with a
customer satisfaction is the key. helping brands to generate loyal customers customer is a key determinant of whether the
Agrees Bhaskar Vadlamani, Chief Customer and strengthening the bond with them. A customer will be a repeat customer so we dont

Amrish Mahajan Anurag Gupta Balgond Chougula
Director Customer Support Director - Customer Service VP Customer support &
Acer India Operations, Xerox India RMA, D-Link (India)
"Our customer service initiatives "The fact that more than 50% of our "D-Link has made huge investments
includes - 24/7 support through online customers are repeat customer further in developing a state-of-the art service
technical portal, diagnostic call centers, validates our strong customer service support infrastructure in India. It has
providing standby unit to customers in case operations. Customer loyalty has always set-up a company owned Direct Service
of delay, on-site PAN India support, Priority been the strongest pillar of growth for Centers (DSC) across the country, which
channel Queue for Key customers at Call Xerox." are supported by D-Link Service Partners
Center for quick access and resolution." (DSP), and Partner Courier Pickup
(PCP)."
underestimate the importance of timeliness and network infrastructure, for uninterrupted & customers are repeat customer further validates
thoroughness. smooth functioning of business. At the same our strong customer service operations.
time they are looking for solution that minimizes Customer loyalty has always been the strongest
Brand strategy around support... their operational expenditure. With D-Link pillar of growth for Xerox, says Anurag.
D-Link has always laid high prominence being the leader in networking segment, we As a part of its constant endeavor to deliver
on customer engagement & service support. understand our customer need and are always service excellence, Xerox always strives to be
As a result it continues to invest in developing working towards developing solutions that ahead of the market and hence ensures that it
infrastructure & support system that enhances effectively meets customer requirements. AR- is always equipped with solutions to address the
customer experience with D-Link. D-Link has NBD by D-Link is a step in that direction. need of evolving services space. We believe
made huge investments in developing a state-of- Advance Replacement Next Business Day that any job requires pre-press, processing,
the art service support infrastructure in India. Warranty (AR-NBD) by D-Link is a premium printing, addition of finishing elements
It has set-up a company owned Direct Service support program designed exclusively for and higher uptime through superior service
Centers (DSC) across the country, which are enterprise customers, wherein it offers hassle support. Hence, it is essential for the underlying
supported by D-Link Service Partners (DSP), free quick resolution through a dedicated tech technology to function error-free, with robust
and Partner Courier Pickup (PCP). With this support team, along with advance replacement ripping systems for better color handling and
D-Link now reaches out to its customers facility to customer location at zero additional option availability of inline finishing. This has
in 140+ cities with 261+ service points. So cost. With AR-NBD, D-Link aims to offer to be supported by experienced and trained on
customers can now interact with the technical prompt assistance & support to enterprise field service support, supports Anurag.
experts present at the centers & have hands-on customers in the event of any technical failure, In the Technology & Channels business,
product experience with live demos, explains and boosts business efficiency by helping them Xerox GTM is primarily through partners.
Balgond. keep their network up & running. With a strong 150+ partner network, it ensures
The D-Link Service Centre (DSC) is an With an aim to further enhance the overall that its partners are well equipped and strongly
attempt at readily supporting its customers service value proposition, Xerox Service supported to win deals in the marketplace.
and ensuring total customer satisfaction. With Operations has always been a benchmark for Xerox has two types of partners the Sales-
D-Link Service Partners (DSP) & Partner the industry and continues to evolve with the only partners and the Sales & Service Partners
Courier Pickup (PCP), D-Link attempts to changing customer requirements. In the process (SSPs). All these partners are managed by
reach-out to its customers present in tier 2 & of ensuring best-in-class service, Xerox keeps Xerox Partner Business Managers who help
tier 3 cities as well. Further D-Link also offers raising the bar for itself through continuous partners expand their business through
unique service premium program that is Service innovation, technology prowess and operational business planning, sales planning, sales support
at your door-step for Broadband, Wireless excellence. For office automation in India, and partner training. Our 12 Channel Levers
and 3G Lifestyle products with D-Link Direct Xerox has been the pioneer in launching the provide massive support for Xerox partners
Service (DDS) which is also available through After Sale Service Concept, asserts Anurag to realize and deliver their true potential. It
WhatsApp. Gupta, Director - Customer Service Operations, not only offers better and faster returns to our
It is our most expensive service support Xerox India. channel partners but also helps them maximize
model that has enabled us to sustain our In its endeavour to deliver better value to effort and increases their productivity. Overall,
customer base & also retain our leadership its customers, Xerox has a unique EUREKA Xerox is a very partner friendly organization
position in networking technology domain, Knowledge base, which has multiple solutions and we constantly engage with our partners to
says Balgond. For our recently launched for the same problem faced by engineers across alleviate their challenges, says Anurag.
CCTV product range we shall soon be rolling the globe. It also has a platform called Service As a brand, OPPO has received a lot
out D-Link CCTV Express Service. Express Modernization which connects the customers of appreciation from the Indian consumer,
Service is aimed to support all CCTV machine to the Xerox server, allowing it to especially when it comes to its product and
Partners with dedicated technical support, be monitored remotely. This revolutionary customer experience. While it always strives to
free pickup and delivery of faulty cameras and innovation brings in a conceptual change in build better and stronger customer relations,
advance replacement for critical projects. the services space, making service management perfecting its product is the centre of its focus
He further continues, Enterprises today are proactive from reactive. to meet the changing consumer demand. We
making huge investments in setting-up a reliable The fact that more than 50% of our pay constant attention to both online and offline

COVER STORY
Will Yang Bhaskar Vadlamani Sudipto Ghosh

Brand Director, OPPO India Chief Customer Officer, at Pi DATACENTERS Executive Director, AP Services, Lenovo
"OPPOs strategy and guidelines for the "The success of any organization is "We believe that customer retention is
brand is Focus and Simplicity, investing highly dependent on the services it provides achieved through meeting set expectations
in constructing premium products and to its customers after the sale is done. In and this can be achieved through the
focusing company resources on creating fact, I would go a step ahead and say that flawless process of timely communication
the best experience for our consumers." getting more revenue from an existing ultimately resulting in customer satisfaction
customer is much more in our control than as well as retention."
winning a new customer."
platforms which translates in to positive user One of such initiative is E-support, which team of engineers regularly visit stores to audit
experience and after service to local customers, allows key customers with multi-location and periodically refresher trainings are done.
says Will Yang, Brand Director, OPPO India. branch offices, to centrally log, track & view the Close to 17000 + pin codes are serviced across
He further continues, OPPOs strategy progress of incidence and can spool periodic India by giving customer service of pickup
and guidelines for the brand is Focus and performance reports on call TAT, AFR etc. and delivery at customer door steps in case of
Simplicity, investing in constructing premium As social media has become a modern service issue.
products and focusing company resources on day business tool, Acer is using it to address
creating the best experience for our consumers. service queries and grievances. A brand like Use of Technology in After-
Currently we will pursue to focus on both offline Acer which has millions of customers not only sales...
and online market and further strengthen and has over 1400+ locations support across India The brands operating today understand
build our connect with consumers all over India. but also introduced a dedicated service app to that as a responsible organization they cannot
Now we have more than 500 after sales service log complaints, track and interact. Technology ignore the various touch points to connect
centers across the nation for better services for and connectivity is helping business evolve and with consumers and understand their needs
markets across India. We will continue build our service support is a key segment of business, and demands. And so they continue focus to
services quality and expand service centers for which decides how the brand is perceived, reach out to the users through both offline and
better interaction with local users. observes Amrish. online channel services and by using different
Acer is using after-sales service strategies Lenovo on its part has 29000 pin codes technological prowess.
to consolidate sales and build customer mapped across India for onsite service delivery Xerox firmly believes that technological
relationships. It has undertaken multiple from Monday through Saturday (except public upgradation is one major step to ensure
initiatives in order to provide best services to holidays). It extends carry-in services through customer satisfaction. It has unique platforms
customers. Our customer service initiatives 150 centers from 9AM to 6PM. Its 24x7 such as EUREKA Knowledge base, Remote
includes - 24/7 support through online technical availability on social media ensures that it has an Diagnostic Tools, Service Modernization and
portal, diagnostic call centers, providing standby engaged communication with all its customers Xerox WE CARE, which helps it to further
unit to customers in case of delay, on-site PAN and also provides premium care value added enhance its overall value proposition and
India support, Priority channel Queue for services to its premier customers. customer services. The technology prowess
Key customers at Call Center for quick access The Customer is at the center of our and operational excellence of Xerox gives the
and resolution. For easy access to services, overall product & service strategy. Customer brand with a great advantage to deliver better
Acer brought in Acer Care Centre (ACC) App experience and service is the key differentiator support, service and eventually better value for
through Google Play, which offers quicker and between market leader and challenger. At its customers.
efficient service to the customers, points out Phonup, Customer will have the better price Xerox has an in-house application Log me
Amrish. and service benefit. In our concept customer in that allows it to remotely and securely connect
Acer India has also incorporated the SMS service is pivotal and we are addressing this to a customers system and provided solutions.
concept which triggers at every level of status by ensuring assuring 12 months warranty on Xerox Service Manager is another in-house
change for the case logged by the customer. Phonup Phones, 3 months warranty on Phonup application that monitors the customer device
SMS also provide a url, which once clicked will accessories and one month warranty on repair. remotely, manages the supplies replenishment
take the customer directly to the page giving the As an added advantage, devices will be repaired and proactively fixes breaks. This is particularly
detailed status. Acer also provides customized in front of customer to ensure credibility, popular when dealing with large fleets.
service support to enterprise clients, where they reliability and device repair shall be conducted Xerox has also come up with an application -
can avail support at a time convenient to them thru trained technicians certified by Phonup Fleet Management Portal, which not only gives
and their business model. This practice has Academy only, says Amit, COO - Phonup. the customer the flexibility to log the call directly
helped Acer amongst their ITES clients who In case of Phonup, the Area Franchise using FMP but also allows them to monitor the
work on different time zones. Apart from this, will service regions and will also have L3 set status of any device out of the entire fleet w.r.t
Acer has many another initiatives in line which up and supply products to Retail Unit, Kiosk functioning of device, consumable status, meter
will further enhance Acers strong customer- & Star. Each Retail Store has Phonup Trained reading etc.
service philosophy and will lead a step closer to technician who are experts in repairs and world Today Technology is used more than ever to
improve the quality of services for customers. class equipment is required for repairs. An Audit enhance the customer experience and the brand.

At Pi, it is no different. We are an organization They are key performance factors that give you
driven by technology and powered by intellect, a clear idea of the contribution your services
says Bhaskar. As a Cloud and Datacenter department is making to the overall progress of
company, we want to ensure that we give a your company, points out Anurag.
very simple and seamless experience for our Quick response time is however an integral
customers while they handle their infrastructure part of delivering good customer services
at our DC either directly or through Cloud. In something that adds great value for the
this regard, following are some of the examples customer. However there are instances when
of initiatives that are in place intended to a brand is unable to reach the customer for
enhance customer experience - assistance due to several reasons. It may be
1. Harbour1 - Pis enterprise cloud because the customer has included the number
platform that is developed keeping three things of the service center in the Do Not Disturb
in mind -1. Simplicity 2. Flexibility and 3. Self- list. Also with the ever changing government
service. Through Harbour1, one can easily regulation like road permits (inter-state), GST
manage the compute, Storage and Network Amit
documentation, etc. the delivery of spares can
by themselves and in desired configurations COO, Phonup
get delayed.
without any restrictions or limitations on certain In many a case, response time is in minutes
groupings. "The Customer is at the center of or hours or days based on the priority of the
2. Mobile App (Pi Store) - This is one our overall product & service strategy. request as agreed through SLA Framework.
of the unique offerings we have leveraging Customer experience and service is the key Resolution time will be in hours, days or weeks,
mobile technology to address the continuously differentiator between market leader and depending on the complexity. Well thought
growing Mobile segment. Through this, our challenger." through and designed SLA framework is our
customers can place the order and spin off a guide for the support system, says Bhaskar.
VM in our Harbour1 on their fingertips. However, he too observes that despite an
3. Ticketing Tools - Our advanced and it has a lot of potentials going forward, I
believe that this route will be a boon to many agreed SLA framework, certain challenges are
ticketing tool is very easy to connect and encountered at times -
operate. This has a nuanced level of detail, for businesses, Amrish puts it.
1. Replication of the issue in non-
our customers to choose the issue, they want to production environment
be addressed. And so...
For modern day businesses, customer 2. Communication issues where the issue
4. By leveraging the different is not understood properly
technologies and tools available in the market, service is no longer looked at as a support
function, but it has a direct impact on several 3. Multiple stakeholders involvement
Pi is able to automate the monitoring at Server where the brand may not have full control in
level, Networking level and operations level. key organizational KPIs and is often the
difference between an average company and an complete resolution
Many tools and frameworks are implemented at Nevertheless, it is now clear that depending
both Network and Cloud layer level to ensure industry leader. But how do you really know if
your service standards are up to your customers on the quality of after sales service, the image
security concerns and virus threats that are of a brand can either get tarnished or enhanced.
shaking the enterprises that are predominantly expectations? Almost 80% of companies believe
they provide exceptional service to their A good customer service from a brand will leave
on-premise and not leveraging the advanced a customer with the following perspectives -
practices available with DC and Cloud players. customers. Unfortunately, only 3% of customer
reciprocates that feeling. trust which will lead to future opportunities;
5. Besides these, we are also considering credibility of the brand and lastly the customer
Omnichannel customer support, Big Data, AI The only dependable way of knowing
your actual service standard, and making any can focus on innovation as his other things are
etc technologies in future as these are some of taken care of smoothly.
them. informed decisions about it, is by calculating the
Samrita Baruah
Lenovo has the Lencare App that offers host right customer service metrics. Customer service samrita@varindia.com
of functions to all customers. Lenovo services metrics are not just some fancy numbers that
believe in making a difference in everyones life fill up your monthly performance dashboards.
through innovation. We use App based services
like Lencare/Resolve/Speed of Light, Big Data
voice analytics through NICE IA, Gamification After Sales Service Techniques
tool for contact center agent training simulation, Sales Professionals need to stay in touch with the customers even after the deal and
QR code for real time service assistance, says not ignore their calls. They are even expected to call them once in a while to exchange
Sudipto. pleasantries, though this rarely happens.
Technology is evolving day by day, thus Give customers necessary support. Help them install, maintain or operate a particular
is the customers expectations and demands. product. Sales professionals selling laptops must ensure windows are configured in the
Today every customer is expecting faster system and customers are able to use net without any difficulty. Similarly organizations
response, unlike traditional services. Here, selling mobile sim cards must ensure the number is activated immediately once the
Chatbots assist and apps are playing a key role. customer submits his necessary documents.
Bots can be leveraged as a mean to enhance Any product found broken or in a damaged condition must be exchanged immediately by
the customer experience and this could help the sales professional. Listen to their grievances and make them feel comfortable.
to manage customer expectations and ensure Create a section in your organizations website where the customers can register their
stronger customer relationships. complaints. Every organization should have a toll free number where the customers can
However, I believe this bots cannot solve call and discuss their queries.
complex customer problems; therefore, there Take feedback of the products and services sold from the customers. Feedback helps the
is a need for customer service representatives organization to know the customers better.
too. Chatbots and apps work brilliantly when Ask the customers to sign Annual Maintenance Contract (AMC) with your organization.
it comes to solving simple queries, quick- AMC is an agreement signed between the organization and the customer where the
response needs but at the same time companies organization promises to provide after sales services to the second party for a certain
also need customer service representatives to duration at nominal costs.
focus on complex customer demands and high- The exchange policies must be transparent and in favour of the customer. The customer
touch interactions. The idea of bot technology who comes for an exchange should be given the same treatment as was given to him
is undoubtedly a step in the right direction when he came for the first time.

LEAD STORY
FEATURE PHONE SMARTPHONE
Budget
Multiple App
Friendly
Access
Easy to use Entertainment

for Everyone
Low
Repair Cost
E Wallets
Good
battery life
Feature phones competing neck

to neck with Smartphones
There is a whole conversation going on the Indian Market. persons and people who prefer easy to use
about who aces the competition - the old Before talking about the two in detail device, as they couldnt understand the
feature mobiles devices that comes with lets have a brief about the two. Talking complexities of smartphones. Hence, less
durability and a good battery life or the new about the definition in simple laymans terms complexity and easier to use features make
advanced feature packed smartphones. But - Smartphones are mobile devices that carry these type of devices popular among the
while the two have a lot in common, they variety of features like specification and users. Also unlike smartphones they do not
also lead users to different experiences. comes with multiple app features, while on need regular software updates.
While the feature phone is famous other hand feature phone devices come with
among the users who prefer durability basic limited features and specifications. In Feature phone vs Smartphone
and convenience more over the style and comparison to the minimal specifications of
complexity, on other hand smartphones are feature phone, the smartphone often carries
most acclaimed among the users who prefer more advance tech specifications. Also, while
style, looks, apps, specification and more. the smartphones run on third party operating
Thereby, the two masters well in their field. system, the feature phones do not support
When we talk about the usage, many any third party software. However, with the
people still opt to use devices which they constant evolution in technology, the arena
can easily afford and fulfill their basic of feature phone is also expanding.
requirements such as internet, call and other Though it lacks the advanced and
uses. However, since their introduction, innovative functionality like in smartphones,
the smartphones have garnered all the there are multiple characteristics of feature
mainstream attention where it appeared like phones which will never end its craze among On the contrary, though smartphone
the feature phone is losing its impression. the users. The easier to use characteristic is not user-friendly like Feature phone but
But one cannot deny the fact that Feature of Feature phone makes it popular among it serves as a mini computer. It gives the
phones have continued to make its impact in a certain segment of people like elderly pleasure equivalent to working on a computer.

LEAD STORY
Smartphone users can easily download, view, While talking about internet connection, Feature phone users will contribute to make
edit word document, excel sheets, .pdfs etc. another feature that requires attention is India a cashless economy.
Whereas, though Feature phone cannot be a battery life as people face some major issues
mini computer but it serves the purpose to around it. A good battery keeps the phone
some extent. alive throughout a busy day with a single
charge. The Smart phone users have always
been complaining about the inefficient
battery which needs to be charged often.
Though the Smartphone companies have
introduced features like fast charging to
get the batteries charged within no time
but still the users are not satisfied with the
battery performance. In turn they needs to
always carry a batter backup for emergency.
Whereas, it is a very satisfying experience for It is a feel good factor when a user uses a
Feature phone users as these handsets offers high-end Smartphone as the user experience
In todays world, people are connected a robust battery life and with a single charge of these devices is very satisfying. But the
to each other for almost every day, every can remain alive for a day or more depending smarter the device is, the more it burns
minute and every second through various on the usage. the pocket of its owners when it comes to
means like social media, chatting apps, voice servicing of a smart device. Users feel the
calls, messages, video calls and even mails. It heat when these smartphones need to get
has become imperative for an individual to repaired at the service stations. Whereas,
remain connected 24/7. Communication is feature phones are not expensive in terms
now the biggest tool for people to be ahead of servicing, it can be easily afforded by the
in lifes race. A Smartphone offers its users users.
all the bliss when it comes to communication.
This device satiates the users appetite of
connecting with the rest of the world. In
this regard Feature phones are no less than
Smart phones but the quality and the user
experience of these applications might
differ. Today, data is important for every
individual. It can be of any kind, be it
document, pictures, video etc. Humongous
amount of data is being generated everyday
and people always want their data to be
at fingertip. And for this a good storage Last but not the least and the major
memory is required. Here, the Smartphones differentiator among the Smartphone and
have an upper hand on Feature phones as
Feature phone is the price. It is the game
many handset companies are focusing on
of price and features. The more money one
huge storage space to meet the customer
can spend the advanced and cutting-edge
demand. But Feature phone are not lagging
technology features one will get while buying
As life is moving ahead on a fast pace, behind much. Though it does not offer huge
a handset. This does not mean Feature
people are also looking for faster devices, internal memory but the option of extending
phones do not offer better specifications, it
handsets, cars etc. for their daily requirements. the storage space is always there with the
too offers updated features. Feature phones
To run various applications on a handset all it help of external memory card.
are value for money devices. It provides
requires is a high-speed internet connection. latest features at pocket-friendly price.
The new age smartphones are equipped It is true that Smartphones are
with latest technology that supports 3G and technologically superior and provides good
4G network for better internet experience. user experience but Feature phones are no
On the other hand Feature phones are
less than these smart handsets. It may not
unable to provide lightening speed internet
be as smart as a Smartphone but it fulfills
connectivity but few telecom players has
the requirements of the users.
taken up the initiative to upgrade the feature
As per Cyber Media Research, in 2015-
phones keeping the demand in mind that
16, till November, the sales of Feature
still exists in the market. The companies are
phones were higher than smartphones with
providing Feature phones with 4G VoLTE
25 million as against 19 million respectively.
to keep this segment of phone users at par
With the wave of digitization and Furthermore, the roll out of feature phones
with the latest range of smartphones at a
fraction of cost. also triggered by demonetization, India by telecom players like Reliance Jio with
has rapidly started using E wallets and 4G capability and mobile banking proves
transforming the country into a cashless that the era of feature phones still exist.
economy. In this regard Smartphones users Features phones have not lost their grounds
are the fast adopters of this technology with in front of Smartphones.
the use of different E- Wallet applications. Apart from this, the other reasons
It will not take much time when the Feature behind the strong presence of Feature
phone users will be empowered with it as phones in the market being demand of
many telecom players and handset makers low cost handsets that are easy to operate
together are coming up with low cost and the trend of keeping a second handset,
handsets where E wallet are embedded in generally a Feature phone is encouraging the
it. So then not only the Smartphone but also Feature phone market to remain floating.

FACE TO FACE
Lenovo sees an
overwhelming success
in consumer business
with help of channel
The biggest strength for Lenovo today
is its channel and this differentiates it
from the rest of the brand. In an interview
with VARINDIA,Rajesh Thadani-
Executive Director- Consumer
Business & E-commerce, Lenovo
India attributes the great show that
Lenovo has put up in the consumer space
in the last 2 quarters to the channel -
The business that Lenovo does today whether it is commercial or We also ensure that the partners make more money from this. We are
consumer is completely channel oriented. Guided by a channel first the only brand that has helped them with the GST impact, since partner
philosophy, Lenovo wants to grow with its channel and continue to build profitability has been impacted. We did not want to wait and see how other
on its core channel philosophy. brands react to such a challenge and so decided to invest in it and support
Enterprise is the only space in which we involve our direct sales people, them from a profitability perspective, says Rajesh.
but if I look overall as an organization our business is completely done He further continues, When we talk about the distribution partners,
through channel. As compared to some of the other brands, we look at we have enabled them from a sell-out perspective. We have a huge field
channel a little more differently. For us we have this core channel philosophy, force - Area Sales officers who work with our RD partners, to help them
where we work with a few partners but work in a much deeper way. Today drive sell-out and work with many more partners. We deal with more than
if I do business for the consumer division, I have a sub-distribution channel 6000+ partners under the distribution partners, he says.
network in which around 50-59 partners work with Lenovo. Similarly, for
exclusive stores of Lenovo, we do business with close to 600+ of them. Opportunities for Lenovo...
And we also have a large number of multi-brand stores that we work with, Lenovo is seeing a couple of things that stand as an opportunity for the
explains Rajesh Thadani- Executive Director- Consumer Business brand. If we see the overall market, we know that the PC market
& E-commerce Lenovo India. has flattened, but if we see the trend the traditional clamshell
The idea of the core channel philosophy is that both laptops are going down but new emerging technologies
Lenovo and the partners invest together. So that ways like gaming laptops, convertibles and thin & light laptops
each of them have equal stake on the ground, and the are on the rise. We see this segment growing at more
commitment level becomes higher. For instance, than 100%. If you look at the current investment,
Gujarat is a state where we are doing extremely well in terms of product and channel we make sure that
and are the #1 brand there. We have a partner who we have the great products right now and keep on
handles the entire Gujarat state and if you look at the refreshing the complete product line from entry to
volumes that we do with him, we do almost 10,000 mainstream, Rajesh assures.
12,000 boxes per quarter. If I go back in time, 4-5 There is a huge trader community who would need
years back the volume was far low. So we have grown an infrastructure if they get into the GST regime. They
eventually and at the same time our partners have grown will need a PC, printer, and Lenovo clearly sees that as an
in that market, explains Rajesh. opportunity growing. My desktop business, my AiO business
Under distribution, Lenovo has created the Express Channel in which Lenovo leads is clearly seeing a growth of 15-20% post
(the exclusive stores). The idea is to create more profitability for the brand GST. So these are the 2 trends that we see emerging technologies on the
and the distribution partner. Out of the 600 stores, 400 are exclusive. While form factor and GST driving the next level of growth, he reiterates.
170 of the stores do business with Lenovo directly by buying through its The recent IDC report states that Lenovo has hit an all time high on
tier 1 partners, Express Channel is driving around 30-35% of business for the consumer market segment. If both the quarters are combined together,
its distribution channel. Lenovo has also invested in these stores in terms Lenovo has emerged as the #2 brand. So clearly we have grown around
of branding, putting people on the floor and in-store promotions that have 30% YoY. This business is all about doing the basics right; we made sure
eventually helped Lenovo grow its business. that the basic 4P elements are in place. We make sure the products that are
At the same time, Lenovo also tries to empower its channel in the best the heart of the 4P are in the best possible range across price bands. This
possible way. For instance, in exclusive stores, Lenovo has invested in close
has helped us to get consumer acceptance, sums up Rajesh. n
to 500+ in-shop demonstrators inside the stores, and has invested in people, Samrita Baruah
training, and consumer experience tools like Planogram. samrita@varindia.com

FACE TO FACE
Netmagic emphasises on importance

of digital and marketing analytics
In a chat with VARINDIA, Prasenjit customers, and increasing revenue through next-
Roy, Senior Vice President & Chief generation connected data monetizationall of
Marketing Officer Netmagic (An NTT which CMOs are well positioned to do.
Communications Company) discusses about
Digital transformation is
the success mantra on major achievements,
transformation of organizations by gaining a complicated process for
market share and acquisition of new many enterprises. What
geographies - is your take on it?
Please share the success mantra India is at the cusp of a huge transition
on the major achievements enabled by digitization, and we have been
quick to spot the opportunity. We have been
in the year 2016-17. growing at a CAGR of over 35 percent for the
With the growing number of tools available last 5 years. We are confident to sustain this
to aid marketers in understanding consumer momentum going forward. We embarked on
behaviour at a faster rate and a deeper granularity, digital transformation of its business with an
the digital space is constantly evolving. Due to this aim to remove / reduce multiple manual data
evolution, marketers across multiple industries are entry efforts, ensure a seamless interaction
still not in the same wavelength when it comes to between multiple business tools and give users
understanding the potency of digital technology customers and internal employees - a self-
and the changes it can engender. service functionality, which is unmatched by
Marketings immersive understanding of your organisation, by gaining our competitors. This has boosted our internal
these changing dynamics has led the marketing market share and sustaining productivity and enhanced customer experience
function to be the primary driver for aligning by few notches.
the organizations thinking, policies, strategy and
the leadership in the market?
Keeping these objective in mind Sugar
efforts. With technology becoming so pervasive We are at the tipping point of leveraging the CRM was introduced as the front end Customer
and with customers becoming more globally mobility and disruptive technologies to enable Management system, a whole new instance
connected, marketers today wear multiple hats: clients to implement truly Digital IT. And the of ERP was deployed, this time albeit using
supporting employee engagement, advocating for industry witnesses the upsurge of adaptive, PeopleSoft instead of SAP to bring the systems
the customer experience and driving the growth. scalable and responsive IT infrastructure at par with the NTT Communications ERP
We place significant emphasis on the solutions leading to the steady demand of data worldwide and a full functional ITSM tool was
importance of digital and marketing analytics centers along with the Cloud technology. And, developed from the grounds up which also
that will help us to shape, execute and support the in this competitive market, there is the need of included a fulfilment tool.
growth agenda while delivering on our customer creating your unique space in a market cluttered From an Enterprise Architects point
promise. Our digital marketing strategy drives a by hyperscalers and Indian players. of view a seamless integration of processes
successful lead-generation tactic that is targeted We have our unique identity, position play and and data was the given objective and applied
to meet several criteria. Our actionable leads specialization in Hybrid IT the management of to the Digital Transformation project. The
are primarily generated through search engine complex IT environments including multi-cloud overall transformation included the upgrade
marketing (SEM), Social media advertising, email scenarios by a single solution provider. Through / introduction of the following applications /
marketing, direct email, events or trade shows, our Hybrid IT offering, businesses can tools
and so on. Few of the key ones are Protect their legacy IT investment a fully self-service enabled portal for
Reaching a specific audience of our in captive data centers and core applications customers
target customers; through Colocation Centralized view of all the customers,
Generating and tracking a large numbers Run business applications on our their contacts, services availed, assets, tickets for
of marketing qualified leads for the company; Simplicloud or 3rd party Public Cloud the operations team
Creating funnel of sales qualified leads Maintain compliance and reduce Centralized view of customers
Measuring the costs and ROI. CAPEX spend through our Private Cloud based services and contacts to the Account Managers,
Moreover, companies are increasingly on customer specifications Solutions Engineers, Order management Team,
deepening their customer relationship by Monitor workloads across multiple Customer Relationship Teams
leveraging what they know about a given cloud service providers through a single window HRMS Systems for all employees at all
customer to personalize offerings. We engage pane locations
them vide customer round tables, surveys, and Migrate workloads across System for seamless control over
promotion through media and analyst reports. infrastructures assets during its lifecycle within Netmagic
We organize our customized customer forums Outsource the management of their Visitor Management System for
or events to learn more about their requirement entire IT infrastructure through our Managed controlled entry and access of visitors into
and accordingly feedback to our Sales and the Services offering Netmagics various offices
Product Development team. They consistently We are the only end-to-end infrastructure Ensuring all authentication of
refine and modify their efforts to increase their Solution Provider who can act as a one-stop shop employees for login to various systems is
capabilities and improve the overall customer for needs pertaining to Multi- Clouds, Dedicated centralized thru AD server, which in turn is
experience. Also, we believe that it is critical to Hosting and Managed Services. updated thru a seamless connect with the HRMS
align with business partners across the company CMOs take a greater role by actively driving system, thus avoiding security / stale ID issues.
to better understand their product and service the disruptive growth agenda and generating new Integration of Netmagics Sugar CRM
strategies and evolve marketing efforts to support value for the business. Such initiatives include with Sales Force of (parent company-NTT
changing business needs. developing ecosystems with non-traditional Communications) for single point reference of
players, launching platforms that elevate current customers, leads and opportunities.
How have you transformed products into expanded service models for

FACE TO FACE
Xerox changing workstyle in a new way

Xerox is helping organizations work in Xerox ConnectKey MFPs are protected
an effective way and enabling its employees with an innovative whitelisting defence
against viruses. ePolicy Orchestrator is
to be more productive though its offerings. It integrated for an enterprise wide security
is encouraging organizations to stay relevant point of view.
in terms of technology and revolutionizing Xerox system software is Digitally Signed
Any attempts to install infected, non-
the workplace ecosystem. In a chat with signed versions result in the file being
VARINDIA, Ritesh Gandotra, Director, GDO automatically rejected. Print files also get
Sales, Xerox India, explains the transition in deleted if any part is not recognized as
legitimate.
the workplace ecosystem, security concerns Xerox document security solutions such as
and how Xerox is empowering organizations Xerox Glossmark, Check 21-, MicroText,
to navigate from physical to digital world. Correlation, Fluorescent and Infrared are
built to meet the document security needs
of any business easily and simply
How do see the workplace for experiences from their personal lives to What are the areas Xerox is
ecosystem transitioning cross over in the workplace.
For this reason, organizations must move considering to strengthen
in India? What kind of
beyond the digital transformation buzzword next-generation services?
future of workplace you
and explore transformational experiences, Xerox is currently investing in new
are looking up to? reimagining how companies and people business solutions and applications that help
In order to be relevant and true to your connect and work. improve productivity and simplify the work
employees and customers in todays day and age, We see our customers navigating the process for a number of sectors, focussing
digital strategy is the key to an organizations intersection of physical and digital worlds, and mainly on the banking, health, hospitality,
success. Internally, from a productivity and they are looking to us for solutions that are telecommunications, and government sectors.
employee well-being perspective, and externally, simple, secure and mobile. We responded with Managed Document Services (MDS) continues
from a customer-engagement point of view, our industry- leading and innovative Managed to be one of our main offerings. With the help
the transformation is shepherded by adoption Document Services (MDS) and ConnectKey of next-generation services, we aim to increase
of technologies like Cloud, Mobility, Analytics technology. Our solutions help customers save maximum effectiveness, security and mobility
and Collaboration tools -- to stay relevant. money, automate steps, boost productivity, and as well as achieve overall cost reduction.
Research by a renowned global analyst firm improve document security and environmental
to understand CIOs top priorities highlighted sustainability. What are Xerox's future plans
that adoption of digital technologies, security and focus in this segment?
and mobility invariably made it to the top ten Xerox is helping change the way the world
priorities. works. By applying its expertise in imaging,
Over the course of time, Indian business process, analytics, automation and
organizations have evolved from siloed user-centric insights, we are the leaders in
workforce to a globally connected workforce. engineering the flow of work to provide greater
Today, people want to work and contribute productivity, efficiency and personalization.
as part of the growing mobile workforce. In Given the recent cyber-attacks,
Moreover, we create meaningful innovations
the coming years, workplaces will evolve with how secure are these modern and provide business process services, printing
greater magnitude and more technologically Automation WorkFlows? equipment, software and solutions that make
driven. With the help of digital workplaces, an How far Xerox's offerings a real difference for our clientele in 180
organization will be able to utilize new tools countries.
are secured in this regard?
that help deliver goals by implementing a
stronger sense of culture and community. At Xerox, product security issues are front
In the coming year, Xerox will:
Our goal is to make sure we provide and centre. As a leader in the development of
technology both hardware and software digital technology, Xerox has demonstrated a
Accelerate and scale MPS revenue from the
and the way they both can work together to commitment to keeping digital information
SMB segment by strengthening our MPS
enable employees to work from anywhere, safe and secure by identifying potential
Solutions portfolio to support expansion
anytime. vulnerabilities and proactively addressing
of our channels network
them to limit risk. Customers have responded
What are the challenges that Recruit channel partners by touting the
by looking to Xerox as a trusted provider of
broadest portfolio and most robust tools
the organizations face while secure printing solutions with many standard
in the industry
transitioning? How Xerox is and optional product security features.
Expand our share of managing non-Xerox
enabling the modern workplace? (NX) devices and increasing Same Account
Xerox Security Partnerships:
In 2017, many businesses shifted their Revenue Growth in Enterprise accounts
focus to adopting new digital technologies to We also see a further shift from traditional
Xerox and McAfee teamed up to design a
not only to serve customers better but also to digital, with our investments also moving
security system to help companies protect
to streamline internal processes. While most to the latter due to an effective and selective
against threats to this confidential data.
businesses recognize the need, few know how targeting and measurement system.
Cisco TrustSec integration provides
and what is required to get the initiative started We also aim to drive our customers into
comprehensive visibility of all ConnectKey-
and made it a reality. If a business wants to stay the modern business landscape through
enabled multifunction printers' endpoints
relevant and grow, it is no longer enough to innovations in workflow automation that
to enforce IT-centric security policies and
just deliver great products. People are looking brings value to multiple areas of their
compliance.
business n

FACE TO FACE
Cloud Integrated Video-IOT and Video

surveillance in a unified framework
By Tuhin Bose, CTO & VP, Videonetics Technology
I n a stride to enhance the security of

residential or commercial premises, IP
Camera based video surveillance has garnered
Record the stream in cloud storage and
replay if and as required.
Configure video analytics app for the
much attention over the past few years. Right camera. One can receive instant alerts on web
from home and small premises (clubbed as or portable devices as the cloud-hosted system
SOHO - Small Office/Home Office) to big generate and store them.
enterprises, everyone is trying to include it as a The entire process is quite simple. The
safety parameter. camera generates events and they are sent to
The true potential of Video Surveillance, the Videonetics Cloud Agent to be further
however lies with Video Analytics applications. transferred to Videonetics Cloud hosted
With such an application at hand, one can further (datacenter hosted) server in an Event
use the video footage grabbed by IP cameras container. It is stored there and indexed in the
to extract useful and actionable information. database. One may opt to add sensors to the
Intrusion detection, facial recognition, crowd camera in/out ports and receive the sensor-
formation detection, traffic congestion and triggered events as well. Remember that the
vehicle over-speeding detection have been Event container in that case will also contain
made easier using this technology. It is perfectly The framework has many other merits pictures or video fetched from the camera.
feasible to host both video surveillance systems as well. Fore mostly, it empowers you with Cloud Gateway: This software component,
and video analytics applications in private data camera-to-cloud services either using VN- when installed in any standard hardware
centers, private or public cloud under different enabled Cameras or embedding the Software in (Router, STB or dedicated hardware meant
architectures like IaaS, PaaS and giving away any edge devices like a router, STB, or in the for this purpose only), allows an ordinary IP
several myriad services to users like standalone absence of that, in a dedicated small foot-print camera to be cloud enabled and receive video
VMS plus VA services or providing Video as a hardware box for any standard IP cameras. The feed. If one has the computing power, they
Service (VaaS). hardware box may be small, but if ample of can connect any number of IP cameras with
With new advancements, you can now computing power and memory is available, the the hardware.
stream live videos, store the data in a cloud same box is also proficient enough to generate One can use the system to -
hosted storage and even replay the recorded video analytics events after analyzing the video. Stream the camera view live through the
videos from any given timestamp. In a All the video data is fed into the Media web
nutshell, all the cameras that may be installed Handler while the sensor trigger receives data Record the stream in cloud storage and
in geographically sparse locations feed the data from the IoT devices to send that further to replay if and as required.
into the cloud hosted servers through LAN or Event Composer. The Media Handler makes Configure video analytics app for the
firmware-upgraded cameras. the data available for streaming (video and camera to run in the hardware itself. The
Internet of Things (acronymed as IoT) is the audio) while also sending it to Video analytics events thus generated by the system will be
new rage due to the possibilities it offers in the Apps. Media Handler generates a video clip transferred to the cloud.
domain of security, surveillance and situational along with the time stamp. Configure video analytics app for the
awareness. Such devices are paired with several This data is sent to V-Iot box that can be camera. One can receive instant alerts on web
types of sensors (temperature, humidity, air remotely accessed by a user for streaming live or portable devices as the cloud-hosted system
pollution etc.) to detect and feed the relevant video or watching archived videos. It should generate and store them.
data. IoT has shown excellent operation in be noted that the archived video stream can be Video Management System: Any
waste management, energy management, etc. as configured to be sent to cloud hosted storage enterprise may be spread to multiple
well. Notably, they also prove to be better and automatically. establishments located at geographically diverse
cost effective compared to their counterparts in All the data received in Sensor Trigger locations. The Videonetics Video Management
the video analytics domain in certain scenarios, Handler and Video Analytics Apps is consumed System can be installed at all the establishments
especially if situational awareness is the primary by the Event Composer that correlate and to offer the services on a local level. It is pre-
objective. aggregate the data, and send that to a cloud integrated with Video analytics framework
One should, however keep in mind that hosted or data center hosted server for indexing enabling a user to receive alerts on detection
any event triggered by a sensor reflects just and storing. From there, it is then available to of events locally. Now, the Cloud Framework
the textual data, which is why; people tend to users as a combined data (unified events) in the by Videonetics allows a user to integrate all
store and manage the sensor-triggered events E-IoT box. those locally installed VMS systems and view
separately along with the video feed of the SDK: With the help of a web service based the systems over the web.
surveillance systems. API, the existing IoT boxes can be integrated It can be fairly concluded that the
V-IoT Box: Videonetics made a with Videonetics V-IoT solution in both Linux Videonetics Cloud Framework is deep rooted
breakthrough when they successfully coupled and Windows OS. VN-enabled Cameras: For a as far as security and surveillance is concerned.
IoT devices with video management systems Videonetics software component to work in a Right from a single camera application to
along with video analytics applications under the streamlined fashion, one needs an IP camera connecting thousands and providing for small
same framework. Talking in a simpler language, that supports it. The process henceforth is home to corporate giants, the Cloud Framework
Videonetics enabled users to deploy standalone simple. A user just need to install the software is the one stop solution with a higher degree
VMS, VMS over Cloud, Camera edge analytics, and the camera becomes cloud enabled. This of flexibility and cost-effectiveness, all thanks
on-premise server based Video analytics, cloud combined system can then be used to: to the several combination possibilities of
hosted VMS and Video analytics offerings in a View live feed of the camera through the Videonetics VMS, V-IoT, Gateway box and
single framework. web VN-enabled cameras. n

Security concerns are taking
surveillance a step ahead in India
In a chat with VARINDIA, CM Menon, Regional Sales Director - Analog
Devices India (ADI) highlights the growth of video analytics in the surveillance
industry in India and how is ADI placed to serve its customers with the latest
surveillance technologies -
T he market for security and surveillance

equipment has been a growing market
in India from over two decades. CCTVs and
schools, colleges, commercial establishments
and homes. Additionally we are also seeing
opportunities in traffic management and asset
cameras have been in use in offices, banks and management in India, says Menon.
other establishments that need surveillance.
With crime rates in India on the rise, security
and surveillance needs have also been increasing Demand for Digital Technology
in an effort to counter theft and crime. The latest developments in digital technology
Smart city requirements necessitate the use cameras with sensors and chips that perform
use of cameras and sensors to monitor traffic video analytics on the edge, where analyzing the
conditions across the city and take appropriate video is done in the camera itself with the use
measures like controlling traffic signals of sensors and intelligent embedded software
accordingly. Smart houses, shopping malls and running on a MCU or a DSP.
commercial establishments deploy surveillance The change from analog to digital has had
CM Menon
cameras to not only safeguard against theft an impact on critical parameters in terms of
Regional Sales Director -
and crime but also for applications like people storage of video feeds, bandwidth requirements,
Analog Devices India (ADI)
counting, motion and occupancy sensing, vehicle video analytics and overall system cost. Wireless
parking assistance and HVAC/lighting control. IP cameras that communicate wirelessly either
When it comes to the security of students through Wi-Fi or short range RF without the
need for any sort of wiring lower overall system
Many times,
and common people for schools, colleges and
ATMs, security and surveillance cameras are very cost by a fair degree. Wireless communication crimes are
useful as they aid security personnel monitor over IP networks also has fewer problems with
areas within a complex and take action when interference and encryption security is built into committed after
suspicious activities are detected or observed.
Observes C M Menon, Regional Sales
the technology.
Concepts like Artificial Intelligence (AI)
working hours or
Director - Analog Devices India, Nowadays and Deep Learning are applied in video analytic at odd hours when
people are requesting for more features to algorithms making the camera smart. This
ensure the security of the loved once like higher reduces down the need to transmit a lot of video security personnel
to the Cloud or to Network Video recorders
resolution video, video analytics and smart
cameras. At ADI, we have an innovative solution thus making the system much more efficient are not available a
called the BLIP (Blackfin Low Power Imaging through lowering bandwidth requirements and
cost, says Menon.
smart surveillance
Platform), which is an effective low cost, low
power embedded computer vision platform camera that can
targeting a vast array of real-time sensing
applications. Future opportunities for ADI analyze video using
Speaking on the future opportunities,
The BLIP leverages the latest entry within the
industry-leading, low power Blackfin processor Menon believes that if the industry wants to video analytic
family as well as Analog Devices optimized grow together the channel needs to work closely
with end equipment manufacturers or system
algorithms would
software library deliverables.
ADI is a technology provider where Systems integration companies by sourcing components be capable of
required for the overall systems.
are developed, deployed and serviced by end
equipment manufacturers, OEMs or system We have 3 channel partners in India who raising an alarm
integration companies who deploy complete would be able to provide ADI products and
reference designs like the BLIP to system
or alerting security
systems and offer service support. ADI provides
technology globally, Indian customers will also integrators and other customers in the security personnel during
have access to all technologies that ADI develops and surveillance domain. We believe that we
in future to serve the security and surveillance need to work in conjunction with our channel such situations.
market. As a leading security company, ADI sees partners in order to grow the security industry,
he sums up. n Megha
opportunities in surveillance of ATMs, banks, megha@varindia.com

www.varindia.com September 2017 89
VAR SECURITY
BlackBerry treading the Partner

Route to tap the cyber security
and application space
BlackBerry had recently announced
the addition of six new partners in
India, furthering their commitment to
establishing and growing their global
ecosystem of enterprise software partners
and developers. Richard McLeod, Vice
President of Global Channels BlackBerry
speaking more on this tells VARINDIA
of why he sees in a complete channel
strategy for BlackBerry -
In its recent Q2 results a couple of weeks

ago, BlackBerry made a bold statement of its
transformation and of its aims to become a
100% software and services company. It is also
keenly focused on the cyber security market.
We are keenly focused on Asia Pacific and
India in particular as high growth markets. As
BlackBerry is very much a partner centric capabilities, get themselves online, and practise
we leverage our over 30 years of experience
company; though it does have a sales team that training capability. After that BlackBerry gets
in secure mobile application delivery, we are
is directly working with customers and partners to augment those capabilities with the ability
truly finding the market moving towards us.
to drive a BlackBerry platform. In Asia Pacific, for them to take advantage of its software
As companies are aggressively moving towards
it does 90 % of the volume through partners. development in its APIs for doing advance
mobile first applications, there is a massive shift
Its goal in the marketplace is Partner First and integrations with work flow applications.
towards software as a service. We are seeing an
it only goes direct when there are absolute BlackBerry has a global presence with
explosion of connections to the wireless network
customer requirement in some cases, like in about 1800 partners covering the globe. In
at the rate of nearly 10 million per day. This is
government requirements. Asia Pacific, it has about 250 partners. We
a massive growth that we are seeing and it is
We see the growth scale for BlackBerry ensure that we engage our partners in monthly
playing to our strength, says Richard McLeod,
is with the partners. Especially in enterprise meetings and reviews, where we share best
Vice President - Global Channels BlackBerry.
software space, that market is driven by the practises and success stories. There is an active
The Asia Pacific and the global market in
channel. The channel also provides the local network of partners, in terms of facilitating
general and India in particular represent one
deployment and support, which is completely deployments and encouraging to one another,
of the largest mobile aware marketplaces and
a channel model. We are growing our channel says Richard.
one of the strongest growth areas for mobile
around the world and India. We are still in early BlackBerry has an extensive online training
applications. And so, it is a big focus area for
days but we look for more announcements capability through BlackBerry universe that its
BlackBerry. BlackBerry is equally focused on
which will be completely channel oriented, partners are authorised for. It has a series of
the cyber security space that is in itself a huge
says Richard. courses relative to sales and technical solution
growth market and is expected to be a 137.85
BlackBerry has specifically built a while and consultation. Then it has its classroom
Billion in 2017 and a USD 231.94 Billion
new channel program globally and has signed training around systematic integration and
market by 2022. In India, it is expected to be
six partners in India. The program is three tiers deployment. Likewise, there are a number
about $350 billion market by 2025.
in nature that comprises of an Authorized Tier, of specialisation capabilities beyond its
BlackBerry has invested very heavily in the
Gold Tier and Platinum Tier. The program Authorised, Gold and Platinum, the work
marketplace. We made a number of acquisitions
was launched almost a year ago in India and spaces specialisation which is around enterprise
over the last several years, to the tune of about
has almost 50 partners. Six of them are and content collaboration solution.
$1.3 billion for software company acquisitions
already reaching the Gold status level. They We have an in depth specialisation training
to become what analysts across the board rate
are achieving the capabilities and are not only program around that. We recently announced a
as the strongest platform for mobile native
architecting, designing and selling the solution specialisation program to enable the capability
cyber security applications. As we look at the
but likewise deploying and supporting the for our partners that want to privately host
Indian market, we see it as one of the top
solution and going through very rigorous our solution. We also have a very expensive
growth market. Clearly, India represents one
training from BlackBerry, he says. market place for our ISP solution. We have
of the largest concentrations for high tech in
The channel program has been designed over 100 ISP solutions that are specifically
terms of the cyber security capabilities and
to re-enable the partners to capitalize in designed around BlackBerry unified endpoint
so we are currently investing in India, asserts
this market place. The authorized partners management platform. The solutions take
Richard.
are provided the basics of how to sell the advantage of BlackBerrys secure capabilities
portfolio and a partner moves to the gold level and integrate with them and add to the portfolio
A pre-dominantly channel
only when we have partners that complete for our partners in driving secure solution for
company.... BlackBerrys advance technical selling skills our customers, sums up Richard. n

VAR SECURITY
CP PLUS shines at SECUTECH, bags

Asias Prestigious Brand Award 2017
CP PLUS pulled off a successful vibration resistant
SECUTECH show this year with its elaborate and come with GPS
display of state-of-the-art security products Tracking, Wi-Fi to
and solution. SECUTECH 2017 was hosted at transfer Data, and
BITEC, Thailand from the 16-18th November Super Capacitor for
2017. power protection.
It was a great show. Months of hard work CP PLUS also
have gone into making this show a success, and recently bagged
to see the footfall volume gives us immense the coveted Asias
content and pleasure. We had some of our Prestigious Brand
best solutions on display, such as our Edge 2017. The award
analytics, advanced WDR solutions, mobile was aimed at
DVR solutions, HD solutions, among others, recognizing the
mentioned Aditya Khemka, MD - CP PLUS. most prestigious
Up on showcase at the show were some of brands in Asia.
the best products and technologies from CP Hosted in Thailand,
PLUS - Edge analytics that offer capabilities such Bangkok, at the
as facial recognition, people counting, missing/ Arnoma Grand
abandoned object detection, area protect, on the 23rd of list of security & surveillance brands. A customer
and more; HD and Ultra HD surveillance November, 2017, the event was graced by oriented brand at its core, today CP PLUS
that offers unmatched clarity and details; CP some of the most coveted names -leaders from products and solutions are monitoring numerous
PLUS EzyKam, which offers the convenience brands that have established their mettle in their locations globally across diverse geographies,
of viewing your home on your phone from respective industries and have impacted and ranging from government buildings, highly
anywhere in the world; advanced WDR offering transformed the Asian economy with their state- sensitive defense locations, transportation, vital
incredible visibility in varying light conditions; of-the-art products and services. infrastructures, educational institutes, hotels to
and cutting-edge mobile DVR solutions that are CP PLUS stands as the youngest and fastest homes with one of the largest satisfied customer
100% Tamper Proof, 100% shock resistant, 100% to enter the global Top 4 and Asia Top 2 players base.
CP PLUS launches new campaign

featuring Salman Khan
CP PLUS has unveiled its new campaign our moral compass to decide our conduct
to reaffirm its indubitable position in the and behaviour. The TVCs created by Ogilvy
security domain. The TVCs feature Salman India brings this fact to the forefront by
Khan as the CCTV ambassador of the brand. establishing that if a problem is detected in its
Taking ahead the tagline of UparWala Sab infancy, then it can be prevented from turning
Dekh Raha Hai, the ad throws focus on into something disastrous. The wide range of
the importance of intelligent security and security solutions that the brand offers in the
surveillance. It also showcases the intelligent realm of video surveillance suits versatile
range of cameras offered by CP PLUS which purposes and various environments.
are built smart with features such as - night Aditya Khemka, Managing Director,
vision, cloud monitoring, face recognition, CP PLUS said, There has been a lot of
mobile surveillance, remote monitoring, consciousness and awareness generated on the
auto tracking etc. to outsmart the potential effective deployment of surveillance solutions.
offender. The TVCs establish the intelligence Being the market leader, we have realized the
of the brands security solutions, and having urgent need for intelligent security systems.
Salman talk about the key features in his We aim to amplify the intelligence of our
typical witty manner helps people across security solutions through the optimum use
categories understand it better and makes it of a host of intelligent features available.
more relatable. Yogesh Dutta, COO, CP PLUS, remarked,
Today, we are living in a hyper-connected Our range of products can seamlessly
world, yet the society is more anxious about integrate with businesses and can offer
untoward incidents than ever before. In these great value with intelligence when deployed
uncertain times, CP PLUS offers products in defense locations, government projects,
and solutions that allow you to monitor Aditya Khemka corporate undertakings, and in some cases,
and act on situations, thereby securing and Managing Director even in homes. CP PLUS intelligent solutions
reducing the anxiety. CP PLUS believes that will go a long way in taking preventive steps
CP PLUS
the world would be a better place if we use towards a safe and secure world.

VAR MOBILITY
Transsion Holdings focuses on multi

brand strategy to tap on India market
In chat with VARINDIA, Sudhir Kumar, Chief Executive Officer, itel & Spice Devices speaks about the present Smartphone
market landscape, its different strategies, its position in the market, strategy around service support, retail and much
more.
Transsion Holdings has entered the India market with a long-term
vision to contribute towards the growing mobile phone ecosystem in
the country. With Smartphone users growing rapidly in India market, a
lot of reports second this growth. For instance, as per the latest Canalys
report, India has surpassed USA to become the world's second-largest
Smartphone market after China, with over 40 million units shipped in the
third quarter of 2017.
In fact, there is a new brand of smartphone launched every single
day which clearly showcases the opportunity bundled with challenge of
serving new things to the customers to attract them and also to grab
market share, says Sudhir Kumar, Chief Executive Officer, itel & Spice
Devices.
Consumer behaviour helping expansion...

Observing the consumer behaviour and their requirements, Sudhir
says that in line with the brands Go-To-Market strategy, the company has
launched Spice Devices in a phased manner. The initial response from
phase 1 markets has been overwhelming and has further given us impetus
to launch the brand pan India, he says.
In the first quarter of its operation itself, Spice Devices has garnered
remarkable traction from the phase 1 markets, with major contribution
to sales volume coming in from UP, Rajasthan, MP, Bihar, Gujarat and
Sudhir Kumar
Kerala. Our aim is to give our consumers a captivating experience of
Chief Executive Officer
their first Smartphone something that is stylish with vibrant colours, super itel & Spice Devices
battery, great music experience and easy to use features that help the youth
to stand out, he asserts. We have planned our Go-To-Market in a phased manner and have
Talking about the new innovations to attract the customers Sudhir says successfully concluded our first phase where we launched the product
that they have included some innovative features to their new portfolio portfolio across 10 states. So far, we have launched the Spice Devices
such as, 3D immersive sound (proprietary audio codec) which provides product portfolio comprising of 9 mobile devices including 5 feature
better gaming & entertainment experience which can be delivered via dual phones and 4 Smartphones, Sudhir explains.
speakers or headsets as well, innovative camera features such as age/gender
detection that helps the users to take better selfies and added to that the Opportunities and challenges
new intelligent fingerprint sensor which supports multiple features allows In the current scenario, the Indian smartphone market is cluttered
the users to be more creative. with handset manufacturers, both home grown and global players. In line
Also, its unique service proposition of 1-year replacement warranty with this, the brand has planned a phased approach to launch its product
across its product portfolio including both feature phones and portfolio in India as it wants to provide its consumers with the wide range
Smartphones has seen huge traction from Tier II/III market and helped of products and cater to them with best-in-class after sales services. The
the brand build momentum. recently launched Carlcare store in India is the first after sale service brand
from Transsion Holdings in India. The store services all brands under
Strategy for growth... Transsion Holdings including TECNO, Infinix, itel, Spice Devices and
Speaking about the market strategy, Sudhir shares with VARINDIA Oraimo. Carlcare store caters to consumers needs and requirements by
that to understand the market and needs of the consumers they have a team resolving the queries and problems on a real time basis. It offers another
that is exclusively dedicated to research and analyze the consumer trends unique service proposition of 72-hour turn-around time across its brand
in the Indian market. Our product portfolio creates a new segment in the portfolios thus, bringing in faster and superlative repair efficiencies.
Indian market with the robust range of products and services catering and Going forward, Transsion wants to ensure that all sections of society
fulfilling the requirements of the Indian Youth, he says. can contribute and benefit from the digital revolution. With its unique
He also mentions that with its multi-brand strategy targeted at different offerings, it is confident that it will be able to help people live their dreams
consumer segment, Transsion is creating an end-to-end experience for its and enable them digital lives. n
customers. The group has four mobile brands - TECNO, itel, Spice and Megha
Infinix catering to different target markets. Megha@varindia.com

VAR MOBILITY
Micromax launches Bharat 5 Gionee Intex unveils a range of affordable

bundled with Vodafone free data introduces 4G smartphones with Airtel
M i c r o m a x
Informatics
Micromax has also
partnered with Vodafone
an array of C ontinuing
build on
success of its Mera Pehla
to
the
is expandable up to 128GB
along with a host of other
exciting features.
has launched Bharat 5 to provide its Bharat
Smartphones Smartphone initiative,
G
smartphone. The new 5 consumers with 50
ionee has unveiled Bharti Airtel has partnered
Bharat 5 packs a 5,000 mAh GB of free data. The
its eight exciting with Intex Technologies
battery, 5MP front and rear announcement comes
new smartphones for to launch a range of
cameras, 5.2-inch HD IPS on the back of success
China and global markets, affordable 4G smartphones
display, Android Nougat of the Bharat series with
each featuring a dazzling with advanced features.
at a competitive Micromax aiming to sell
FullView display, making The Intex Aqua LIONS
price more than 6 million Bharat
Gionee the first mobile N1, a brand-new 4G
series smartphones by
phone manufacturer to smartphone from the Intex
March 2018. Bharat 5 will
offer this breakthrough stable, will be available
also succeed with Bharat
technology on every to Airtel customers at an
5 Plus and Bharat
product in its portfolio. effective price of just Rs.1,
5 Pro in the
New models are S11S, S11, 649 (compared to market
next two
S11 lite, M7 Plus, M7, M7 price of Rs.3,799). The
months.
Power, M7 mini, and F205. all-new Dual-SIM 4G
point. T h e
During the event, smartphone is powered In addition to the Intex
The new company
Chairman Liu shared by MTK chipset with a 4 Aqua LIONS N1, two more
launch is set to has recently
his insights about the full touch WVGA screen, affordable 4G smartphones
accelerate the next launched a power-
smartphone industry, and 2MP Rear & Front VGA have been introduced
phase of smartphone packed phone for the
affirmed that Gionees camera, 1GB RAM and under the Mera Pehla
adoption in the country first-time internet users
strategic use of FullView 8GB internal storage which Smartphone initiative.
and helping consumers Bharat1 a 4G feature
display on all of its models,
upgrade to quality entry- phone that helps bridge the
level smartphones. digital divide and provides
not just its high-end
models, puts the brand
OPPO unveils F5 Youth
The device comes with users with unlimited calling
a 1.3 GHz Quad-core and data offer from BSNL
at the forefront of the
technological breakthrough
Smartphone priced at Rs.16, 990
Processor with 1GB DDR3
RAM and a 16GB ROM.
at an affordable cost of
Rs.97 every month.
driving market growth.
Gionees strategy O PPO has unveiled
the OPPO
F5 Youth smartphone,
is also sponsoring the most
famous music festival,
Sunburn.
of producing a complete
OnePlus launches OnePlus 5T line of FullView display especially targeted towards Our focus has always
smartphones is also the next generation, the been on bringing the best
Star Wars Limited Edition a strategy of product youth. photography and Selfie
O nePlus has innovation and product The F5 Youth experience to the Indian
announced the differentiation, said Gionee smartphone sports the consumers, especially the
OnePlus 5T Star Wars Chairman Liu Lirong during FHD+ full screen display youth. We believe that the
Limited Edition, a special his speech. In addition to
edition premium flagship features like long battery
device ahead of release life, security, and quad-
of the new chapter of the new AMOLED immersive camera photography,
popular space saga, Star screen and a special Kylo we will also be carrying
Wars: The Last Jedi. Ren phone case along with forward other hallmarks
The Star Wars editions a special surprise for Star of Gionee products.
phone design has been Wars fans packed in an These include innovative
inspired by the planet exquisitely designed gift box functions, materials, and
Crait from Star Wars: The as a part of the complete interactive experiences.
Last Jedi. The metal back offering. Gionee will continue to
of the device is painted in Kyle Kiang, Head of make breakthroughs. This is
Crait white with a precise Global marketing, OnePlus, how our products embody
Star Wars logo in Red said, Our community has Gionees brand philosophy model and features the youth demands a device that
printed on the back. Crait inspired us in more ways of technology for a better groundbreaking A.I. Beauty represents them and syncs
is a mineral planet with red than one. Their passion and life. technology a technology well with their youthful and
sediment under the surface, involvement in the brand To equip its latest models designed to personalize fashionable personality,
which is the inspiration and the products since the with FullView display, beautification for subjects said Sky Li, Global VP,
behind the red alert slider very beginning has inspired Gionee leveraged its vast on a selfie image, has OPPO & President, OPPO
on the device. Red is, after us to come up with product R&D and manufacturing been designed to meet the India.
all, the color of Star Wars that is superior in every resources, extensive sales demands of the youth of The device sports
traditionally, similar to the way, from design to the network, and strong supply India. a 16MP Selfie camera
alert slider, which has been overall experience. We are chain integration. This OPPO F5 Youth (f/2.0), a 13MB rear
the long standing feature excited to join the force required close cooperation edition was launched in the camera and a 6-inch full-
of OnePlus devices. On and dedicate the exquisitely with Samsung to implement presence of Sonakshi Sinha, screen of 2160x1080
the software front, there designed Star Wars Limited its AMOLED screen at a specially designed Selfie resolution (FHD+), it has
is a customized red, white Edition to the OnePlus technology, which has Experience Zone OPPO also upgraded the built-in
and black theme with a set and Star Wars fans in India become the benchmark for Selfie Cafe in Mumbai. As Beautification technology
of 10 exclusive Star Wars as a part of the 3-year smartphone screens in the per the company, keeping with the smart AI and
wallpapers adapted to the anniversary celebration. industry. the youth in mind, OPPO optimizations.

Movers & Shakers
Infosys ropes in ex- IDC ropes in Amit Malhotra

Capgemini executive Salil as Managing Director
S Parekh as its CEO for South Asia region
Infosys has roped in Salil S Parekh as its chief International Data Corporation (IDC)
executive officer thus picking an outsider for the has appointed Amit Malhotra as Managing
job for a second time and handing him the twin Director for IDC India and South Asia, effective
challenges of reviving growth and forging peace immediately. He will be based out of the IDC
between its founders and board following a public spat. India HQ at New Delhi with full responsibility for leading and developing
Parekh, who was earlier with Capgemini where he was a member of its IDC India and South Asia's growth journey.
group executive team, has been given a 5-year term effective Jan. 2. Amit brings with him, over 20 years of rich experience and knowledge
"He (Parekh) has nearly three decades of global experience in the IT of the ICT industry and has held various senior leadership roles over
services industry," said Infosys Chairman Nandan Nilekani. "He has a the course of his career across Asia-Pacific, Japan and the Middle East
strong track record of executing business turnarounds and managing very markets. Amit was responsible for establishing and expanding the nascent
successful acquisitions." EDRM market for India and Middle East.
Meg Whitman quits Hitachi Vantara strengthens

HPE as its CEO its Global Leadership Team
Meg Whitman the Chief Executive Officer Hitachi Vantara has strengthened its global
of Hewlett Packard Enterprise has quit the leadership team with Mark Ablett named as
company after serving it for close to six years. She Senior Vice-President of Global go-to-market
is succeeded by the company president Antonio (GTM) Strategy. He will report to the companys
Neri who will take over from her from February Chief Revenue Officer Hans-Peter Klaey.
1 next year. Ablett previously served as Hitachi Vantaras
Under the leadership of Whitman, the company saw itself restructuring Senior Vice-President (SVP) of APAC, where he helped Hitachi Vantaras
into HP Enterprise unit and HP Inc. APAC theatre to achieve record growth. In his new role, Ablett will be
Whitman had taken charge as the CEO of the company in 2011. Prior responsible for developing the companys global GTM strategy, partnering
to this, she was the CEO of eBay. She is also an investor Uber. Speculations with Hitachi Vantaras customers to help them successfully navigate and
were rife that after the resignation of Ubers CEO, Whitman would take execute complex digital transformation journeys. Prior to joining Hitachi,
over as the CEO. She has however not discussed about what and where Ablett held executive positions with Juniper Networks and SpectraLink,
her next stint would be. among others.
Adobe appoints Scott Belsky Tata Communications

as Chief Product Officer announces new chief to
and EVP, Creative Cloud oversee Asia region growth
Adobe has announced the appointment Tata Communications has appointed Andrew
of Scott Belsky as Chief Product Officer & Yeong as its head of sales for the Asia region. In
Executive Vice-President, Creative Cloud. his new role, Andrew will be responsible for the
In this new role, Belsky will lead product growth of Tata Communications business across
management and engineering for Adobe Creative Cloud products and all industry verticals, focussing on providing transformation services
services, Adobe Spark and Behance. In addition, he will oversee the Adobe to large corporations in the region. He will also support the companys
Design team which focusses on experience design across Adobe products. strategic efforts in growing and maintaining its leadership position in the
Belskys responsibilities will include driving product delivery and long- network infrastructure market, as well as build deeper penetration with its
term innovation strategy across Adobes key design, photography and cloud enablement and cybersecurity solutions.
video segments. He will report to Adobe President and CEO Shantanu He has over 20 years of experience of working with blue-chip
Narayen and partner closely with Bryan Lamkin, Executive Vice-President technology companies, including Lexmark, IBM and Oracle.
and General Manager, Digital Media.
Gary Lee takes over as new Cloud4C names Steven Granat

CFO and VP at Canon India as its new Senior VP, Americas
Canon India has appointed Gary Lee as Chief Cloud4C has appointed Steven Granat
Financial Officer and Vice-President. Under his as Senior Vice-President, Americas. Steven is
new role, Lee would be overseeing the Finance & responsible for operations, delivery, sales and
Taxation, Legal and Corporate Communication partnerships for the Americas region. He brings
divisions at Canon India. He takes over the roles over two and half decades of sales and marketing
and responsibilities from Anuj Aggarwal who has experience including sixteen years in information
been elevated to Canon Marketing Philippines as a Vice-President. technology and deep information technology knowledge and a wealth of
This transition is a significant move by the organisation to elevate experience in sales and marketing experience, including global alliance
its leadership across geographies and cultivate globally competent human management, business development, and partnerships.
resources. The objective is to build a global management system, targeting Steven joins Cloud4C from Commvault a publicly traded data
optimal use of human resources in operations worldwide. The criteria protection and information management Software Company headquartered
involve examining and identifying professionals for senior management in Tinton Falls, New Jersey. Earlier, Steven spent fourteen years at EMC
positions and develop the skills of these future leaders by rotating them in varied roles encompassing business development, channel and global
through key positions overseas. alliance management.

RNI - NO 72399/1999 Date of Posting 20 & 21
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Lenovo 2017. All rights reserved. Lenovo, the Lenovo logo are trademarks or registered trademarks of Lenovo.
Microsoft and Windows are registered trademarks of Microsoft Corporation in the U.S. and other countries or both.
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Zyxel announces 802.11ac Wave access points

Good news for VARs &

VOLUME XIX ISSUE 04 DECEMBER 2017 PRICE Rs. 50

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4 December 2017 www.varindia.com

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Cisco India Product Pre Sales

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Sub - Editor: Aparna Mullick

Manager-IT: Subhash Mohanta

Feature phones competing neck

to neck with Smartphones

* All disputes are subject to the exclusive jurisdiction of

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Through the Dell EMC partner program, partners are seeing

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Digital Festival Next-Generation

My thoughts wandered to seek an answer

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launched its new Enterprise

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astTECS introduces Cloud-based Parallel Wireless Telecom tower industry expected

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PNY Technologies hosts Be the Sound Solution organizes Sound

D IGISOL has recently

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Good news for VARs & Resellers,

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Growth opportunities immense for PC

I personally am so proud of what we at

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