Digital India and Smart Cities Driving Server Market Growth

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HPE Announces
Universal IoT Platform
Simplifying Connectivity
At IoT World 2016, Hewlett
Packard Enterprise (HPE)
has announced the availability of the
HPE Universal IoT Platform.The HPE
Universal IoT Platform is aligned with the
oneM2Mindustrystandardand
is designed to be industry
and vendor-agnostic,
enabling IoT operators to
simultaneously manage
heterogeneous sets of
sensors, operate vertical
applications on machine-
to-machine (M2M) devices, as well as
process, analyze and monetize collected
data in a single secure cloud platform.
“The value of the IoT lies in enriching
data collected from devices with analytics
and exposing it to applications that enable
organizations to derive business value,”
said Som Satsangi, VP, Sales, Enterprise
Group, HPE India.
Microsoft enhances
public cloud adoption
with 3 datacenters
With three datacenters located at
Mumbai, Pune and Chennai,
Microsoft is offering public cloud
services from local datacenters in India.
The company announced the availability
of its three
datacenters
in September
2015. Since
then, Microsoft continues to witness a
high rate of adoption of its cloud services
across sectors like BFSI, healthcare,
media & entertainment, telecom and
government customers.
The company has invested heavily
in four key areas to strengthen its cloud
services through the local datacenters
– Security, Privacy, Compliance and
Transparency.
Innovation –The driving force for Intex
Dell Launches SonicWALL Secure Mobile Access 100 Series Fujitsu launches PRIMERGY CX600 M1 Server
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50pg
7th Eastern India Information Technology Fair 2016
Friday, 22nd July 2016
Hotel The Park,
Kolkata, India

8 July 2016 www.varindia.com
Digital India creates Growth Opportunities
in Smart IoT
HELLO INDIA
Brexit could undoubtedly be one of the most significant geopolitical events in recent years. Some
apprehend that it could even signal a short-term reversal of globalization and the start of an era of “inward-
looking” political and economic realignments among the major countries. In spite of such global crisis,
India still remains one of the most favoured destinations for global capital investment.
So how will Internet penetration help the economy for the much-needed fillip by adding $17 billion
to the gross domestic product (GDP) annually which will have a bigger impact on economic growth?
According to a report – India: The Impact of Internet, a 10-per cent increase in Internet penetration can
increase the GDP by 1.08 per cent. It is an absolute fact that mobile is the main growth engine for the
Internet industry and mass adoption of smartphones is driving adoption of various new services. The
growth story of mobile Internet in India is thus in the centre stage.
The report further says that India is the third-largest economy in the world in terms of Internet
consumption, out of which more than 50 per cent are mobile-only Internet users. However, Internet
penetration in India is only 19 per cent, which is quite low compared to other developing and developed
economies and is growing at the rate of 30% Y-O-Y. Under the Digital India programme, there will be
delivery of e-governance related multiple services – single-point model for providing facilities for multiple
transactions at a single geographical location, which is expected to drive economic growth and Internet becoming a day-to-day reality.
Secondly, to address the challenge of Internet penetration, could the solution of installation of public hotspots and Wi-Fi improve the
quality of mobile services? The answer could be yes. Calculation shows that the cost per MB of data usage on Wi-Fi is estimated to be 2
Paise, which is much lower compared to 23 Paise on 2G/3G/4G mobile network. It can become a more affordable
service, which is yet to pick up in India. If this module gets enforced, 8 lakh additional hotspots will have to be
installed. To make it a success, cities will have to have Smart Grids (without power cuts) before aiming to become
smart cities.
Lastly, it is also true that the Smart City concept brings various global corporate attention to look into the
opportunity of investment into IoT and smart IoT devices to explore, which is possible with the Internet of Things.
Connected homes, wearables, street light automation, solid waste management, Smartcab, industrial and smart
metering (water/gas/electricity) are some of the opportunities. The most important however are the Intelligent
Sensors. Altogether, these could bring US$100-billion opportunity. Sensors are becoming our eyes and ears into
the world around us, and a centrepiece of IoT designs.
Thus with the right components, anything is possible.

Website: www.varindia.com
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The Myth: Is Cloud
really Secured? 32pg
FACE TO FACE
27| QNAP spreading the word on
what NAS is
27| ZyXEL Targeting Customers with
Focused Partners
36| Deskera driving the SME market
with Partner support
44| Live and On-Demand Streaming
picking up in India amidst
Challenges
VAR SPECIAL
31| Sales Enablement Strategies to
Drive Revenue
EVENT
37| PHDChamberwithDeitYOrganizes
‘Cyberix 2016 – Securing Digital
India’
VAR MOBILITY
50| Innovation – The driving force for
Intex
VAR SPEAK
47| Red Hat committed to the Open
Source movement
VAR CORPORATE
48| Lenovo hosts ‘One Day Lenovo
Technology Symposium’ across
six cities
MARKET WATCH
42| InkTank Printer market getting
competitive
ISODA CORNER
45| “Dell-EMC merger is a game-
changer for partners”
INDUSTRY WATCH
38| DigitalIndia&SmartCityinitiatives
fuelling Server market in India
VAR SECURITY
46| DIGISOL aims for leadership
position in Surveillance Industry
REGULARS
Round About 16
Hot Bytes 18, 20
On the Ramp 22, 24
Voice N Data 26
Channel Buzz 30
Product of the Month 41
ISODA CORNER 45

IBM steers forward its Channel
towards newer Growth areas
With IBM continuing to align itself to grow along with the market and position for higher-
value growth, the company has redesigned its PartnerWorld Program to help Business
Partners deliver higher value to businesses and organizations in the cloud and cognitive
era. Mukul Mathur, Vice-President, Global Business Partners and CSI, IBM India/South
Asia, speaks to VARINDIA and throws more light on how the program is designed –
IBM PartnerWorld program is a program by IBM redesigned to
enable Business Partners build skills, increase growth and engage
more deeply in higher-value solutions that solve client challenges in
new markets focused on cloud, analytics and cognitive business.
Considering IBM’s large business partner presence in India, the
new program will bring in significant shifts to the actual functioning
and scope of the channel network. “The main objective of the IBM
PartnerWorld Program is to provide better support and incentives to
our partners to engage with IBM in the new era with a new set of
solutions and capabilities to eventually enhance customer outcomes.
Many of these programs and incentives support the transformational
journey that Business Partners in the ecosystem are currently
undergoing. It is a great leverage to expand and transform the channel
ecosystem,” explains Mukul Mathur, Vice-President, Global Business
Partners and CSI, IBM India/South Asia.
The new design is aimed at supporting and motivating all segments
of IBM’s Business Partners. All of them will have opportunities
to demonstrate their capability through competencies and move
up through the different program levels. The competency skills
requirement will recognize certified sales and technical skills required
to deliver client solutions. IBM Business Partners will be able to
demonstrate deeper skills and market success in high-growth areas as
defined by the new competencies. New and enhanced sales, marketing,
advocacy, technical and training benefits are being introduced to help
Business Partners market, sell, and implement higher-value solutions
that are among the fastest-growing segments in the industry.
IBM Business Partners who earn a competency will earn specific
high-value benefits, including marketing, education and certification
support, as well as unique achievement marks related to that
competency. “A Business Partner’s investment in certifications
and related skills initiatives (for example, Specialties, Software
Accreditations) will count towards new competency achievements.
The skills requirements for competencies and program levels are based
on certified skills and solutions. The roadmaps for new competencies
will be provided throughout 2016 and current skills will count toward
those requirements,” says Mukul.
PartnerWorld University
For transition to higher value through education and certifications,
IBM has crafted PartnerWorld University (PWU) – a web-based
learning management system delivering web lectures to IBM Business
Partners worldwide. The PartnerWorld University (PWU) is a one-
stop shop for skill development for IBM Business for solution areas,
including Cloud, Analytics, Cognitive Solutions, Mobile, Social,
Security, Commerce, Watson, Think Academy, IT Infrastructure
– Systems, Services, Financing, Watson Health, Watson Internet of
Things (IoT), etc. IBM Business Partners have access to web lectures,
videos, audios, reading materials and more to build or enhance
their skills by taking appropriate courses segregated by work areas
(technical, sales or marketing), skill level (foundational, intermediate
or advanced), etc. The courses are tailored to address the needs of
different job roles – Marketing, Sales, Technical and Administrative,
and partners can also filter the courses depending on the level of
learning required – Foundational, Intermediate and Advanced – to
enhance their learning in a structured way. The key features of the new
PartnerWorld University (PWU) include 1,400+ courses available,
IBM Think Academy courses which include all IBM Business units /
solution areas as well as courses segregated by different Job Roles and
Skill levels. n
Mukul Mathur
Vice-President, Global Business Partners and CSI
IBM India/South Asia

After B2C
and SMB,
Kaspersky Eyes
the Enterprise
Business
Altaf Halde
Managing Director -
South Asia, Kaspersky Lab
Security is an ever-evolving field that needs constant discussion
to address new threats. Altaf Halde, Managing Director - South
Asia, Kaspersky Lab in a chat with VARINDIA while discussing
the current security landscape also shares the focus areas of the
company and the channel that is helping it to increase its base in
these growth segments -
Kaspersky in India has established itself in the B2C and the
SMB space. As a focus area, Kaspersky is now looking at increasing
its base in the Enterprise segment for its solutions and services.
Its partners, whom Kaspersky considers as one of the pillars, are
helping it grow the business in the enterprise segment. For this,
it has identified partners from its existing eco-system who have
the technical capability to upscale their operations to address the
enterprise segment. In parallel, Kaspersky has also started work
with partners who were not dealing with it historically. It is making
them work closely with their teams so that they are trained and
certified on its solutions. This is to ensure that a new set of partners
is created, which will add to the existing base of partners it has got.
“We have been successful in our business in the country due to
the trust shown and given to us by our channels. Kaspersky has a
very limited team in India. It is due to the efforts of our channel
that we have been able to establish our solutions in major cities, tier
1, 2 & 3 cities. We believe that if we continue to get support from
our channels, we will be able to scale new heights in the IT Security
industry in the country,” says Altaf Halde, Managing Director -
South Asia, Kaspersky Lab.
After being given a responsible position by the
company to be part of the Kaspersky team, Altaf
has ensured to play a very important role in the
entire ecosystem including its internal team,
resellers, distributors and customers. “My main
contribution is to ensure that the ecosystem
works in a well-oiled manner. And whenever
any area needs special attention or needs to be
addressed, I have to ensure that not only is the
activity completed but also completed in the best
possible time frame and mutually beneficial manner
for all the parties involved,” he says.
Once the partner starts seeing value in the propositions and
increases in his bottom line by providing Kaspersky solutions, it
becomes a win-win for all the parties involved.
Besides enterprise business, Kaspersky also has a big focus on
the Government vertical. Government initiative such as Digital
India presents a tremendous opportunity for growth, sustainability,
and social improvement. With Digital India initiative, a lot of data
will be collected by different bodies and this needs to be protected.
“Kaspersky Lab deals in critical infrastructure where data gets
protected and we intend to provide complete security solution
which will deal with all kind of cyber threats to government bodies,
industries and organizations. We want to work with Government
planners and builders to raise awareness about cyber threats and
share information on how to mitigate those threats before they can
impact the public. As an organization, we do look at the government
vertical as a big contributor to our business. We have alliances with
specific partners who have a focus in the government vertical. This
coupled with our expertise in the IT security landscape, makes us
the preferred choice for many government departments,” explains
Altaf.
Generally Kaspersky keeps three important factors while choosing
the right mix of partners -
• Partners who have specialized domain in IT Security
• Partners who have technical skill set to deliver its solutions
• And have a strong reach in the market
And so...
For Kaspersky, Security is an evolving space where every day
new threats have to be addressed. Every day Kaspersky
Lab’s Anti-Malware Research team processes 310,000
new malicious files. Hence in order to better avoid
such types of attacks and exposure, Kaspersky
has developed and deployed several new defense
mechanisms for its users for a safe and a better
world to live in.
Kaspersky has also started focus on its Threat
Intelligence Services including Cyber Security
training, Threat Intelligence Reports, Incident
Investigation etc. It has also seen big installations
of its targeted solutions 'Systems Management'
& 'Mobile Device Management' that delivers
centralized access to a wide range of systems management
functionality. It helps to ease the burden of identifying and
eliminating vulnerabilities within operating systems and applications
– so patches can be applied more rapidly.
Kaspersky
strongly believes
that ‘Security is not
a destination, but it is a
journey'. More importantly, it
believes that security education
across the board is the need of
the hour because, humans are
the weakest link when it
comes to IT security.
CHANNEL CHIEF

ROUND ABOUT
Brexit:What it portends?
What was the most sensational news that broke
last month? I can safely say that it was Brexit – a
euphemistic coinage referring to Britain’s exit from
the European Union. Was it hyped up? Or, is it a real
threat?
Before getting into the brass-tacks, it is obvious that people
can have differing perceptions on the unpredictable and uncertain
eventualities.
In the case of Brexit, the decision was very clear. The majority
wanted the Great Britain to come out of the EU and build an
independent identity for the country. They might have thought that
the past glory of the great country can get easily diluted with the slow
process of integration that the larger EU identity might have effected.
Yes, there are economists, pundits and political commentators who
are trying to discern the real reasons for the breakup of EU. They may
have differing perceptions and used various hues of methodologies to
gauge the views of the people. But one that stands apart as a critical
reason for the breakup is the failure of the neoliberal economic agenda,
which is alleged to have more focused on the capitalist class than the
ordinary population of old, poor and working class. Both the US and
the Euro zone had faced the pangs of financial meltdown believed to
have caused by the greediness of certain segments of the population.
When the issue was at its height sending nerve-wrecking vibes to people
all over the world, particularly in the developed nations, governments
have come forward to the rescue of the rich, mighty and the banks
which have perpetrated the crisis, extending them doles and easy credit
to salvage them from the certainty of extinct. One segment which
was easily overlooked was the worst victims of the crisis and that is
the common man. They were left to fend for themselves, even while
the employment dipped, incomes were slashed and the quality of life
deteriorated. At their expense, they believe that the perpetrators of
the crisis were insulated under the garb that the employment indices
can look up only when the industry, banks and the rich class are in
the pink of health. That could be a rational thinking and economically
right. But it proved to be a wrong political move. It did not cut any
ice with the herd thinking of the oppressed and disadvantaged. That
eroded their faith in the neoliberal economic thinking which ruled the
roost for almost 40 years.
Much before Brexit happened, many known and unknown
persons had written about the flip side of the neoliberal thought
process. Then, those who believe that EU disintegration was a shock is
underplaying the writings on the wall, rendered visible through some
of the happenings across the country. Many in the US, particularly
the political analysts, believe that what skyrocketed the chances of the
Republican nominee to the Presidential election – Donald Trump – is
this process.
Trump’s campaign has a distinct tilt towards marginalized and
oppressed and galvanized their issues to the benefit of his electoral
advantage. He could ride rough shod over his primary level opponents
and could emerge as a dark horse from his obscure identity of a
politically unknown person, though he made his fortunes from
businesses in billions. Will there be any unexpected result in the
final round also? It is very difficult to predict now, since the opinion
poll forecasts have shown Hillary Clinton way ahead of Trump.
Yet, the final election is four months from now. Even Brexit also
people predicted the outcome of the referendum as a thumbs-up for
continuation. What followed was just the opposite of that and that too
with a difference of four percentage points, a decisive margin.
Many consider this as a heralding of a new system of governance
– an inclusive society where the forces of the market determinants are
bridled through proactive interventions by the elected government.
Another area that is being widely discussed among businessmen is
about the impact of Breixt on information technology, particularly as
to how the services are going to be traded henceforth. My gut feeling
is that it will have only minimal impact on the services sector, though
the same cannot be the case in manufacturing. First, the services trade
may not necessarily lead to any large-scale labour migration since most
of the works can be done offshore. Also, information technology needs
high-end professionals to man the system and equipment. You cannot
embark on a large-scale robotization or automation in the sector since
there is a limit to what machines can do in this sector.
In the immediate future, I foresee some spurt in demand for services
on account of two reasons. One, EU has to redefine the scope of its
services and new systems and digital platforms have to be created as
a follow-up of the drastic changes in the labour movement, changes
in tax administration, governance structure, etc which can generate
a lot of demand for digital services both in the short and medium
term. Second, governance structures across the world henceforth
would follow more welfare-oriented policies to reach out to the
maximum number of people to ensure the utilitarian dictum that the
governments should distribute maximum benefits to the maximum
number of people. This will ensure creation of more digital platforms
to cater to social sectors like education, health, hygiene, old-age care,
child and maternity care and the like. Collation of data, analytics,
implementation of social welfare programs, etc are the main planks of
such a policy framework.
Finally, whether Brexit is a continuing trend? I might narrate the
conversation between a journalist and a businessman that I overheard.
Upon asking the impact of the Brexit, the businessman quipped
that much is being hyped on the subject. One should compare this
with mergers and de-mergers in the corporate world. When it was
convenient, the countries in the group decided to merge together
keeping their national identity on the back burner. When the going
got tough, they wanted de-merger. What is true for corporations is also
relevant for nations. Yes, it is a plausible explanation if one tries to see
everything from the commercial perspective. Is the idea nation-state
similar to corporate manoeuvers: I do not know since my experience
is only in the corporations and not in the political realm? n

• ADSL Router
• Wireless Router
• 3G Life style

HOT BYTES
BMC enhances Big Data Strategy NEC and NTI announce new
OSSTechnology Centre
Epicor to be acquired by KKR
GoDaddy to offer services in
Three Indian Languages
India’s First IoT- focused CoE
launched by NASSCOM DOEL International enters
Indian Market
Epicor Software
Corporation has
entered into a definitive
agreement to be acquired
by the global investment
firm KKR from funds
advised by Apax Partners.
Financial terms of the
transaction were not
disclosed. With customers
in more than 150
countries, Epicor provides
solutions localized for
specific markets so that
as a company expands
geographically, Epicor
can help facilitate that
growth.
“Our top priority
GoDaddy has
announced its
availability in Hindi,
Marathi and Tamil
to enable more small
businesses (SMB)
across India to build
strong online presence.
GoDaddy SMB products,
its website, marketing,
and award-winning
customer support will
be available in the three
new languages, helping to
empower the 88 percent
of India’s population
which is not conversant
with English.
BMC has
announced an
expanded Big Data
strategy to automate,
accelerate and secure
enterprise-class Hadoop
environments, enabling
operational excellence
and a competitive edge
in the digital age. Adding
to its Big Data strategy,
BMC has also announced
Control-M Automation
API, designed to improve
Hadoop application
deployment agility.
"As part of their
digital transformation
strategy, companies are
eager to deploy Big Data
projects to open avenues
for new business models,
propel growth and
reduce costs. However,
it is important to
understandthechallenges
involved in integrating
Big Data solutions
with the existing
enterprise applications
while keeping
costs of underlying
infrastructure under
control. BMC offers
the right set of tools
under its Big Data
solutions portfolio which
makes creating Hadoop
environments successful
for enterprises," said
Suhas Kelkar, VP & CTO,
APAC, BMC Software.
NEC Corporation
and NEC
Technologies India
(NTI) have established
the “OSS Technology
Centre”. The Centre is an
organization specializing
in technical support
related to the use of open-
source software (OSS).
The new organization
begins operations on July
1 with approximately 50
staff based out of NTI,
consisting of experienced
OSS engineers who
are well-versed in OSS
solution architecture,
as well as essential
software development
and support capabilities.
The OSS Centre
aims to strengthen the
organizational structure
for supporting global
enterprises in building
systems based on OSS, to
reinforce collaboration
with international OSS
vendors and to provide
rapid technical support
to users who construct
systems operated globally
using OSS.
continues to be delivering
cloud-ready, market-
leading solutions paired
with a world-class
customer experience,”
said Joe Cowan, President
& CEO, Epicor. “KKR
shares our vision of
providing innovative
technology with a
clear focus on helping
customers grow business,
not software. This is an
exciting time for Epicor,
and I am extremely
appreciative of Apax’s
support during the last
five years.”
The strategy of
GoDaddy is led by a
vision to develop and
rollout localized language
offerings which mirror
India’s Internet growth, a
bulk of which is coming
from regional locations
that are also hotbeds of
SMB and entrepreneurial
activity in the country.
Research from Target
Group Index (TGI)
suggests that as much as 61
percent of India’s prolific
internet growth is now
coming from its regional
belts.
NASSCOM has
launched India’s
first Centre of Excellence
–InternetofThings(CoE-
IoT) at the NASSCOM
Start-ups Warehouse in
Bengaluru. The centre
was inaugurated by Shri
Ravi Shankar Prasad,
Union Minister for Law,
Government of India, in
the presence of industry
dignitaries.
The CoE is a joint
initiative between the
DepartmentofElectronics
and Information
Technology (DEITY),
Education and Research
Network (ERNET)
and NASSCOM. The
CoE is also supported
by Accenture, CISCO,
Cyient, EMC, Intel,
HCL Technologies,
Qualcomm, Tata
Consultancy Services,
L&T Technology
Services, Robert Bosch
and VMware as strategic
partners. Amazon Web
Services, Digital Ocean,
IBM, Microsoft have
signed up as infrastructure
partners to the initiative.
DO E L
International, a
transnational company
for ICT, Mobility
& CE products
and services
provider with
manufacturing
and R&D in
Taiwan, has made
its entry into
India. DOEL
brand offers
products that
meet the latest
and the changing
industry demands. DOEL
has recently launched
its DOEL DI060 –
13,000mAh and DOEL
DI037 – 7,800mAh
Portable Power.
Sudip De, Director,
D o e l
International
Pvt. Ltd, said,
"We are offering
s y n e r g i z e d
combination of
qualityproducts,
sales, marketing,
logistics,channel
and service
support. DOEL
'Brings Future
T e c h n o l o g y
to You Today' with
the main focus on
Quality, Reliability and
Affordability."
Hikvision rolls
out RMA Service
Hikvision has
launched its
RMA (Returned Material
Authorization) Service
that will benefit its
numerous clients and
customers spread across
India. It is for the first
time that such an essential
service is available to
customers free of cost in
this country.
Ashish Dhakan, MD
& CEO, Pramahikvision
(India) Private Limited,
said, “Hikvision always
believes in giving top
priority to its customers’
concerns at all levels.
To reiterate this, we
have launched our
RMA Service that
facilitates faster hardware
replacement delivery or
assistance in exchanging
the replacement part.
This RMA Services is
designed to ensure our
customers’ peace of mind
by increasing their uptime
through expedited free
pickup and dropback
delivery of security device
or its accessories."
Cisco accelerates
Start-up
Ecosystem
Cisco has
a n n o u n c e d
LaunchPad, an open
innovation initiative
Cisco LaunchPad. It has
been designed to help
start-ups, its authorized
channel partners and
developers scale their
solutions, address new
markets and build digital
businesses. Cisco’s finest
teams will mentor start-
ups and developers
on how to help create
digital solutions to enable
enterprise customers,
service providers and
other enablers in the
public and private sphere
to connect the next three
billion people and 50
billion devices through
digitization, matching
appealing ideas with
business expertise and
connecting engineering
talent with investors.

Copyright © 2016 Red Hat, Inc. Red Hat and the Shadowman logoare
trademarks of Red Hat, Inc., registered in the U.S. and other countries.
* Red Hat client data and Fortune 500 list, 2014
BY FORTUNE GLOBAL 500 COMPANIES*

HOT BYTES
Schneider Electric launches
"mySchneider" app
Ingram Micro and
Commvault join hands
Honeywell helps
MP Police
Honeywell has
s u c c e s s f u l l y
completed a city-wide
installation of surveillance
and emergency
response technology in
Ujjain to support the
Madhya Pradesh Police
Department’s work
in crime prevention,
and traffic and crowd
management during the
SimhasthaKumbh.
“This project is
an example of our
longstandingcommitment
to making cities smarter,
safer, and more secure,
inline with India’s 100
Smart Cities vision. We
have already carried
out successful city
surveillance projects,
including in Bhubaneswar
in Odisha, Aurangabad in
Maharashtra, an 11-city
project in a large central
state, and will continue
to focus on this area,” said
Priyanshu Singh, General
Manager of Honeywell
Building Solutions in
India.
emQube enters
Indian IT
Services Market
emQube has entered
the Indian IT services
market with its new
operations center in
Mumbai. The center
will provide specialized
expertise in developing
web-based applications,
mobile applications,
and packaged solutions
for Indian and global
clients. Mohammed
Sutarwala, MD - emQube,
says, "emQube helps
companies deploy modern
management practices
through effective use of
information technology
services and tools. We
have been doing this in
the Middle East for over
a decade, and realize that
Indian firms, like global
customers,areincreasingly
looking at technology as
a key business enabler,
a means to improve
productivity and enrich
customer engagement."
SAP supports start-ups
with IIT – Bombay
Worldwide security software
market grew 3.7%
Quick Heal to impart security
consultion and education
Tech Mahindra makes Digital
Transformations easy
Schneider Electric
has launched its
“Free Customer Care”
tool for smart devices,
mySchneider app, with
a goal of increasing
productivity for its
customers and partners,
viz.PanelBuilders,OEMs,
Electricians, Distributors
and more. Available as
a free download for iOS
and Android devices,
mySchneider app offers
productivity-improving
tools in three areas:
Tailored Services, 24/7
Self-service, and Connect
to Schneider Electric.
Ingram Micro
has signed up as
a distribution partner
for Commvault to
expand their offerings to
customers and meet the
growingdatamanagement
needs of organizations in
India. With their joint
expertise, Commvault
and Ingram Micro will
address a burgeoning
opportunity to scale up
their presence in the
Government, Defence
and Smart City sectors.
"Commvault has
experienced strong
growth in India and
SAARC markets. This
SAP has launched
a Startup
Accelerator Programme
in partnership with the
Society for Innovation
and Entrepreneurship
(SINE), a technology
Wo r l d w i d e
s e c u r i t y
software revenue totaled
$22.1 billion in 2015, a 3.7
percent increase in from
2014,accordingtoGartner.
Security information
and event management
(SIEM) remained the
fastest-growing segment
in 2015, with 15.8 percent
growth, while consumer
security software showed
the sharpest decline at 5.9
percent year on year.
In 2015, the top
five vendors together
accounted for 37.6 percent
of the security software
revenue market share,
Quick Heal
Technologies
Limited has introduced
“Seqrite Services” to
offer Cyber Security
Consulting and “Quick
Heal Academy” to impart
cyber security education
programmes, globally.
“Seqrite Services” will
offer a wide range
of Managed Security
Services including
Cyber Audit and Cyber
Forensic, Security
Consulting and Security
Operations Centre
(SoC) to Enterprises
and Government
Tech Mahindra
and Dell Boomi
have forged an alliance
to help organizations
easily implement digital
strategies and drive
business transformation.
Asa“DellBoomiCertified
System Integrator”, Tech
Mahindra is now able
to offer its customers a
platform that integrates
any combination of
cloud and on-premises
applications without
software, appliances or
coding.
“Tech Mahindra
specializes in enabling
digital transformations
According to Bhupesh
Shangari, Director – Sales
Excellence and Digital
Customer Experience,
"Our goal is to give our
customers a powerful and
completely customizable
tool that will help them in
every aspect of their daily
jobs."
partnership will allow
us to continue to build
on this momentum and
open up new market
opportunities through
Ingram Micro," said
Ramesh Mamgain,
Area Vice-President for
Commvault India and
SAARC. "We have made
some positive changes in
how we engage with our
channel, and this new
focus and investment
in our channel and
distribution partners
will help Ingram Micro
and Commvault jointly
achieve strong results in
the market."
and business incubator
at the IIT –Bombay
(IITB) campus. The
company has inaugurated
a SAP Innovation Centre,
housed within the IIT-B
campus.
down 3.1 percentage
points from 2014. These
vendors also displayed a
collective decline of 4.2
percent in 2015, while the
rest of the market (others)
grew strongly at 9.2
percent year on year.
"The below-market
growth seen by these
large vendors with
complex product
portfolios is in contrast
to the market growth
and disruption being
introduced by smaller,
more specialized security
software vendors," said
Sid Deshpande, principal
research analyst, Gartner.
organizations. “Seqrite
Services” will be an arm of
“Seqrite”, the Enterprise
Security brand by Quick
Heal that was launched in
2015 and has over 25,000
customers and securing
more than a million
endpoints.
“Quick Heal
Academy” will also work
closely with universities,
law-enforcement agencies,
and education institutions
to engage with students
and design programmes
that will help in building a
strongtalentpoolofCyber
Security Professionals.
for customers across
industries that include
manufacturing, telecom,
healthcare and retail,”
said Pritam Parvatkar,
Global Head of Alliances
& Partnerships, Tech
Mahindra.“OurCustomer
Experience group’s large
portfolio of integration
solutions plays a vital role
in connecting on-premises
and cloud applications
to offer a seamless
process experience for all
stakeholders.”

21www.varindia.com March 2016
A price tag that will get you
new customers.
Introducing the ThinkServer TS140
for small businesses with big demands.
The following are trademarks or registered trademarks of Lenovo: Lenovo, the Lenovo logo and
ThinkServer. Intel, the Intel logo, Xeon and Xeon Inside are trademarks or registered trademarks of Intel
Corporation in the U.S. and/or other countries. Microsoft and Windows are registered trademarks of
Microsoft Corporation. ©2016 Lenovo. All rights reserved. †
Terms and Conditions apply. The test(s)
above are performed on statistical samples.
Contact: 1800 3000 9990 / corpsales@lenovo.com
At Lenovo™
we develop technology to meet the ever-growing demands of small
businesses. With that in mind, we have launched the ThinkServer®
TS140 in India.
It is powered to take on tough challenges, yet priced attractively.
So go on, add this server to your portfolio and keep adding to your customer base.
· Supports enterprise-grade HDDs (Built-in RAID 5)
· Whisper-quiet at 26 decibels
· Intel®
Xeon®
E3 series processor
· Windows Server®
2012 R2 platform
Intel®
Xeon®
E3
series processor.

ON THE RAMP
Axis introduces AXIS Q3615-
VE and AXIS Q3617-VE
NetRack launches Ultra Rigid Racks
Eaton Introduces Rack
Power Distribution Units
Dell Launches SonicWALL Secure
Mobile Access 100 Series
Kyocera launches Color MFP
Oracle adds new features
to SPARC Platform
NETRACK has
launched the
NRSs Series – Ultra Rigid
Racks, specially designed
for seismic zones. The
NRSs Series rack is an
ideal solution for secure,
high-density server and
networking applications
in IT environments that
are earthquake-prone
ZONE or subject to
regular vibration. These
racks comply with the
highest quality standards
under stringent ISO 9001-
2008 Manufacturing &
Quality Management
System.
Ravi Raj, Brand
Head, Director Sales
& Support, NetRack,
Eaton has
introduced rack
power distribution
units (PDUs), ePDU
G3. Featuring Eaton’s
third-generation (G3)
technology, the ePDU
G3 platform combines
b e s t - i n - c l a s s
efficiency and
reliability
w i t h
innovative technologies
such as the new Eaton
patented grip feature
for International
E l e c t r o t e c h n i c a l
Commission (IEC)
connectors that make
Dell Security
has announced
the Dell SonicWALL
Secure Mobile Access
(SMA) 100 Series OS 8.5,
which provides mobile
and remote workers
at small- and medium-
sized businesses with
policy-enforced SSL
VPN access to mission-
critical applications, data
and resources without
compromising security.
“Mobility has proven
itself in bringing benefits
to both employees and
organizations. However,
as the scope for mobility
Kyocera has
introduced a new
Multifunction Printer
(MFP) with integrated
technology of print, copy,
scan and fax to help reduce
business operations cost
while increasing efficiency
and productivity. This
new "TASKalfa 3051ci
Color MFP" is equipped
with an inbuilt password
protection feature to
maintain confidentiality
of documents post
printing. It also supports
flexible ecoprint settings
for lesser consumption of
energy and toner, hence
helping the user to reduce
carbon footprints.
Ax i s
Communications has
introduced AXIS Q3615-
VE and AXIS Q3617-
VE, featuring 1/2-inch
sensors, Axis’ Lightfinder
and Wide Dynamic
Range (WDR) – Forensic
Capture technologies
which together offer
extraordinary image
quality also in challenging
lighting conditions. The
cameras’ PTRZ function
also addresses the need
for efficient and reliable
installation.
“With the new
AXIS Q36 Series, we
are introducing a unique
remote pan/tilt/roll/
zoom (PTRZ) capability
that significantly reduces
the time needed for
installation. And when
surrounding conditions
have changed and the
camera needs to be
redirected, this can be
done over the network,
meaning a physical onsite
reinstallation may not
be necessary,” says Petra
Bennermark, Global
Product Manager, Axis
Communications. “We
have made the installation
process as quick, easy and
reliable as possible.”
said, "We are pleased to
introduce NRSs Series
– Ultra Rigid Racks.
Natural disasters such as
earthquakes can lead to
loss of critical data. These
racks are manufactured
under stringent
considerations of quality
and safety. The product
is tested for seismic zone
3/4 requirements, and
complies with the highest
international standards."
operations safer. Offering
capabilities to fulfill IT
requirements, the range of
ePDU G3 models support
a wide-array of
applications
ranging from
small/medium
businesses to
enterprise data centers.
“Rack power
distribution units are
at the core of effective
power management in
today’s data centers,”
said Shailendra Shukla,
Director, Sales and Service
– India, Electrical Sector,
Eaton.
increases within an
organization, so too
do the risks associated
with it. A Dell Global
Technology Adoption
Survey finds that over
44% of IT decision-makers
still consider security
the biggest barrier for
expanding mobility,”
said Amit Singh,
Country Manager, Dell
SonicWALL. “Customers
can protect their mission-
critical data by enabling
their employees with
secure mobile access to
critical apps and data
without."
K. Swetharanyan,
MD, Kyocera Document
Solutions India, said,
“TASKalfa 3051ci Color
MFP is perfect to match
today’s customers’
requirements to improve
efficiency, engagement
and productivity with
enhanced security in the
workplace."
Oracle has
a n n o u n c e d
major new additions to
the SPARC platform
that for the first time
bring advanced security,
efficiency and simplicity
of SPARC to the cloud.
Built on the new SPARC
S7 microprocessor, the
latest additions to the
SPARC platform include
new cloud services,
engineered systems and
servers.
“We are still in the
early phases of cloud
computing adoption and
as the market matures,
organizations will
increasingly move critical
enterprise workloads
to the cloud,” said John
Fowler, Executive Vice-
President, Systems,
Oracle.“Eachyear,Oracle
Academy reaches more
than 2.6 million students
in 106 countries."
HyperX CloudX
Gaming Headset
launched
HyperX has
entered into
partnershipwithMicrosoft
last January to create an
official licensed headset
for Xbox One. In line
with this, the company
has now announced the
launch of its CloudX Pro
Gaming Headset in India,
expanding the company’s
console product offerings
with its design specifically
for Xbox convenience
and style. With an MRP
of Rs.9,999, the HyperX
CloudX will be available
in both online and retails
stores. It comes with
interchangeable velour ear
cups, a 2M PC extension
cable and a hard-shell
carrying case.
“The HyperX
Cloud family has gained
notoriety for its comfort,
quality and value add,”
said Ann Bai, Sales
Director, APAC Region,
HyperX.
Fujitsu launches
PRIMERGY
CX600 M1 Server
Fujitsu has
introduced the
PRIMERGY CX600 M1
system, purpose-built to
meet the exacting demand
for massive parallel
computing power from
today’s high-performance
computing applications
in fields such as scientific
research, product
development and business
intelligence. The new
system comprises the
PRIMERGY CX600 M1
chassis and PRIMERGY
CX1640 M1 server
nodes, which deliver
ultra-dense clusters and a
highly competitive price/
performance ratio. It
delivers extremely high
density processing, with
eight independent servers
in a 2U chassis, and
nine times the compute
performance of a standard
1U dual-socket rack
server.

ON THE RAMP
Quantum announces
Xcellis Application
AMD Launches Radeon Rebellion
Red Hat makes JBoss
EAP 7 available
Juniper Networks enhances
On-Demand Cloud Services
GIGABYTE rolls out X99-Ultra
Gaming Motherboard
Bose announcesWireless QC
noise cancelling headphones
Quantum has
a n n o u n c e d
Xcellis Application
Director, a new addition
to its surveillance and
security solution family
which enables customers
to run video management
systems (VMS) or analytic
applications with directly
attached storage. With
the new server, these
applications can connect
directly to Quantum’s
QXS Series disk storage
or as clients in an Xcellis
environment powered
by Quantum’s industry-
leading StorNext data
AMD has launched
Radeon RX 480
graphics card designed to
deliver enthusiast-level
gaming performance and
features, an advanced
graphics technology
and an extraordinary
value proposition to
fans and gamers around
the world. The Radeon
RX 480 introduces
premium technology
engineered to deliver
the best performance
in its class, democratize
VR and deliver a wide
range of future-proof
technologies supporting
current and forthcoming
game and video standards.
Red Hat has
a n n o u n c e d
general availability of
Red Hat JBoss Enterprise
Application Platform
7 (JBoss EAP) and
introduced JBoss Core
Services Collection. With
JBossEAP7,RedHataims
to help enterprises use
and extend their existing
application investments
as they begin to transition
to emerging architectures
and programming
paradigms that will
require a lightweight,
highly modular, cloud-
native platform.
JBoss EAP 7 combines
JuniperNetworkshas
announced Juniper
Networks Cloud-Enabled
Branch, a transformative
solution that will allow
enterprises and managed
service providers alike
to seamlessly create and
automate delivery of
branch office networking
services on-demand. As
part of Juniper Networks
Unite, an agile enterprise
cloud architecture,
the new solution
suite helps companies
accelerate deployment
of real-time services and
applications, including
SD-WAN functionality,
GI G A B Y T E
Technology has
launched GA-X99-Ultra
Gaming which brings in
Intel’s X99 chipset that
is capable of powering
the most demanding
games of today. The
Intel X99 Chipset has
been designed to create
the ultimate desktop PC
platform for extreme
gamers, enthusiasts and
also content creators.The
motherboard features the
Intel USB 3.1 controller
that utilizes four PCIe
Gen. 2 Lanes. This
ensures up to 20 Gb/s
Bose has announced
the QuietComfort
35 around-ear headphones
and the QuietControl 30
in-ear headphones, both
shattering the limitations
of existing wireless
noise cancelling
headphones with
an entirely new
experience for
t r a v e l l i n g ,
c o m m u t i n g ,
c r e a t i n g ,
studying, or
relaxing. The
QC35 lets you tune
out completely with
the same remarkable
management platform.
“Xcellis Application
Director extends the
benefits of Quantum
solutions to a broader
range of customers
and eliminates the gap
between appliance-based
surveillance storage
solutions and large
scalable models that
haven’t historically been a
good fit for small camera
count environments,” says
Wayne Arvidson, Vice-
President, Surveillance
and Security Solutions,
Quantum.
“Our message to gamers
everywhere is that the
Radeon RX 480 is every
bit as much your card as it
is ours,” said Raja Koduri,
Senior Vice-President &
Chief Architect, Radeon
Technologies Group,
AMD. “We designed this
technology by listening
intently to you, the
gamers who have bought
andplayedonourgraphics
technology for years. We
have worked tirelessly
to produce something
that satisfies the most
discerning gamer, and
delivers the ideal product
at an impeccable price.”
the widely deployed Java
EE 7 APIs with the latest
technologies supporting
DevOps development
practices,suchasRedHat’s
integrated development
environment (IDE),
JBoss Developer Studio
– which can be used at
no cost by members of
the JBoss or Red Hat
Developer communities
to build, test, and deploy
applications on-premise
or in the cloud – as well
as Jenkins, Arquillian,
Maven, and support for
a number of popular
Web and JavaScript
frameworks.
across branch locations
incorporating network
automation, zero-touch
provisioning and an open
platform.
Juniper’s Cloud-
Enabled Branch
solution suite allows
organizations to grow
with business demands
through the following
products like Contrail
Service Orchestration;
NFX Series Network
Services Platforms;
third-party services;
SD-WAN functionality
with Contrail Service
Orchestration and NFX
using vSRX and SRX.
total bandwidth, for
uncompromised transfer
speeds of up to 10 Gb/s per
USB 3.1. With twice the
bandwidthcomparedtoits
previous generation, and
backwards compatibility
with USB 2.0 and 3.0, the
much enhanced USB 3.1
protocol is available over
the new reversible USB
Type-Candthetraditional
USB Type-A connector.
silence of Bose’s
wired QuietComfort
headphones. And the
QC30addssomethingnew
– a breakthrough feature
that puts noise control in
your hands, letting
you adjust how
much surrounding
sound you block
out or let in.
The headphones
reproduce music
with stunning
clarity at any
volume. The QC35
is available for Rs.29,363,
the QC30 will be available
for Rs.26,438.
HDS brings new
solutions for
Virtualization
Hitachi Data
Systems has
announced Hitachi
Unified Compute
Platform 2000 (UCP
2000) converged system
and UCP HC V240. Both
systems are flexible,
agile and scalable for
enterprises on their
digital transformation
journey. Designed
and tested to support
multiple virtualization
e n v i r o n m e n t s ,
including VMware as
certified hardware in
the VMware Virtual
SAN Ready Node
program, Microsoft and
OpenStack, UCP 2000
provides a flexible, low-
risk path to converged
infrastructure and is
idealforgeneral-purpose
applications, virtual
desktop infrastructure
(VDI), databases, and
test and development
environments.
Zebra Launches
3600 Series
and DS4308-
XD Scanners
Ze b r a
T e c h n o l o g i e s
has launched two new
two-dimensional (2D)
scanners in India. The
3600 Series is Zebra’s
new line of 12 ultra-
rugged scanners,
offering prolonged
durability, enhanced
scan performance,
and unparalleled
manageability in
demanding industrial
environments. The
DS4308-XD, purpose
built for electronics
m a n u f a c t u r i n g ,
captures a variety of
barcodes and marks
emblazoned on circuit
boards and other
electronic components,
delivering advanced
scanning technology to
track every component
on the production
line.

VOICE-N-DATA
Eurotech launches
Compact PoE Switches
DIGISOL rolls out 300MbpsWireless
Broadband Home Router
BlackBerry teams up with Emtek
Linksys India launches
Wireless Range Extenders
NETGEAR launches EX2700
Range Extender
Elitecore brings enhanced
features inWi-Fi SMP
Eu r o t e c h
Technologies has
launched BestNet PoE
Switches. These switches
are designed to
enhance network
p e r f o r m a n c e
in a compact
f o r m - f a c t o r .
The BestNet
PoE switches support
10/100Mbps fast Ethernet
andarestandardcompliant
with IEEE 802.3af. The
BN-PoE-5008P-V2 offers
8 fast Ethernet PoE ports
and BN-PoE-1005P offers
4 fast Ethernet PoE ports.
“With a very
DIGISOL has
i n t r o d u c e d
its 300Mbps Wireless
Broadband Home Router
with three antennae.
The DG-HR3300TA is
IEEE802.11n wireless
router which provides
a better wireless signal
for the network than
previous-generation
IEEE802.11g technology.
Upgrading the home
network to IEEE802.11n
wireless router provides
an excellent solution
for sharing an Internet
resource and files
such as video, music
BlackBerry has
joined with PT
Elang Mahkota Teknologi
Tbk that will provide
cross-platform BBM users
with access to enriched
content and services. This
landmark partnership
accelerates BlackBerry’s
vision to advance BBM
for the consumer market
through a licensing
agreement with the Emtek
Group that enables the
company to develop new
BBM applications and
services for Android, iOS
and Windows Phones.
“Emtek’s impressive
background and pedigree
in entertainment,
The newly-
l a u n c h e d
NETGEAR Wi-Fi range
extenders will help to keep
mobile devices, media
players and computers
connected to Wi-Fi with
a reliable connection and
expanded coverage in
every corner of the home.
Subhodeep Bhattacharya,
Regional Director – India
andSAARC,NETGEAR,
said, “Range Extenders go
a long way in extending
and improving your
network coverage so that
your smartphones, tablets
and computers stay online
St e r l i t e
T e c h n o l o g i e s '
Telecom software division
– Elitecore has showcased
advanced features in its
Service Management
Platform (SMP) modules,
including Captive
Portal, Analytics and
Monetization Framework
at Wireless Global
Congress 2016, Liverpool.
These functionalities will
help service providers to
deploy customer-centric
personalized services and
accelerate time-to-market
innovative plans.
Akshat Joshi, Vice-
compelling price-to-
performance ratio for
growing small and
medium businesses, the
BestNet PoE solution is
ideal for entry-to-middle
levelapplications,enabling
users to deliver fast data
speeds to devices on the
network,” said Anuj
Jain, Managing Director,
Eurotech Technologies
Pvt Ltd.
and documents. DG-
HR3300TA uses
intelligent antenna
technology to transmit
multiple streams of data
which enables to receive
wireless signals faster at
home. It also works with
the previous-generation
IEEE802.11b/g wireless
devices.
content and technology
makes them the perfect
partner to maximize the
potential of BlackBerry’s
messaging platform while
meeting our financial and
operational goals. Our
BBM users are passionate
people that truly value
BBM as the best way to
share and connect with
each other. We wanted
to continue to offer our
users even more with the
most content-rich media
and new services such
as e-commerce, video,
music and games,” said
John Chen, Executive
Chairman & CEO,
BlackBerry.
Linksys has
launched its
RE4100W N600 Dual-
Band Wireless Range
Extender in the Indian
market. The
u p d a t e d
version of the
very popular
RE3000W N300
Wireless Range
Extender is also
now available
in India. The
p o w e r f u l
RE4100W from
the Linksys portfolio
helps eliminate dead
spots in your home
by extending Wi-Fi
coverage up to 7,500 sq.
ft. Using the Cross-Band
Technology, it maximizes
the simultaneous use of
both bands for high-speed
data transfer and
uninterrupted
s t r e a m i n g
and gaming.
A d d i t i o n a l
features like the
Simultaneous
Dual Band (2.4
+ 5 GHZ) and
a faster Ethernet
port help deliver
a stronger connection and
also extend Wi-Fi range
to connect an additional
wired device.
without interference from
other appliances. And
NETGEAR’s Essentials
Edition Wi-Fi Range
Extenders are the perfect
home network solution to
turnyour‘deadzones’into
‘fun zones’ efficiently.”
President – Wi-Fi
Business, Sterlite Tech –
Elitecore, says, “Now is
the era for personalization
and customization. The
launch of advanced
features in SMP will bring
critical differentiation
in its solutions portfolio
and will enable service
providers to roll out next-
gen digitized business
offerings with tailored
approach. This will ensure
newrevenueopportunities
and transform the
customer engagement and
delivery.”
Idea’s“Internet
For All”
initiative to
hasten Internet
adoption
Idea Cellular has
announced an
“Internet For All”
programme. This
programme empowers all
theIdeaprepaidconsumers
and retailers to give one
month of free Internet
access to Internet non-
users just by logging on to
Idea Cellular website from
their smartphones. They
can gift free 100MB data
for a month by entering
the Idea mobile number
of non-internet users.
Sashi Shankar, Chief
Marketing Officer, Idea
Cellular, said, “Internet
adoption today is being
shaped predominantly
through the use of mobile
telephony. Accelerating
mobile internet adoption
is a huge task and requires
larger participation."
Ericsson Acquires
Abentel
In a bid to beef up
its comprehensive end-
to-end fiber services
offering, Ericsson and
Spain's Abentel, an
Abengoa subsidiary has
entered into an activities
transfer agreement.
Under the agreement,
the latter's assets, projects
and employees will be
transferred to Ericsson.
The acquisition of Abentel
will bring together the
competence, tools and
process of both companies
and will allow Ericsson to
createaglobalhubforfiber
services. "By acquiring
Abentel's capabilities
and coupling them with
Ericsson's world-class
service offering, Ericsson
can deliver unmatched
scalability for its
customers' fiber projects,"
said Richard Hoepner,
Head of Network Roll-
Out and Customer
Support, Ericsson.

FACE TO FACE
ZyXELTargeting Customers
with Focused Partners
Gopal Joshi, Vice President Sales, India & SAARC – ZyXEL gives out more details of where the
company is heading and what is its focus with regards to channel expansion in the country -
QNAP spreading the word on what NAS is
Giving a picture of how NAS is doing in the country, Sanjay Biswal, Country Head, QNAP Systems, shares with
VARINDIA about its channel strategy, with the help of which it is eyeing for a bigger market share in the country –
ZyXEL is an established and a leading
player in the Mid-market segment with
products like UTM, Switching, Wireless,
DSLAM, ADSL, VDSL GePon. In the field
of Telco ZyXEL is serving all leading players
like BSNL & MTNL and private telco
players like Tata, Vodafone, Airtel etc. At
the same time, it also serves regional players
like Fastway, Deldsl, Kings BB etc. Wireless,
DSLAM, Switches, GPON, ADSL, VDSL
and Multi services products (MSAN) are few
of its best selling products.
“Today’s world is very competitive
be at customer side or partner side. All
the customers are well aware, focused and
updated about what actually they require.
We are working on a focused approach of
targeting customer with the focused partners,
for which we are arranging engagement
and training programs for partners on ZY
products and solutions,” says Gopal Joshi,
Vice President Sales, India & SAARC at
ZyXEL.
The company is currently focusing
Government and Telco as verticals under
large infrastructure projects, safe city and
smart city projects.
The current focus is however to retain
and grow in the Channel and SI market with
a solution approach. The company has big
plans for channel expansion. “That’s why
we have appointed manpower in all major
locations like Hyderabad, Chandigarh,
Mumbai, Lucknow, Kolkata, Jaipur, Patna,
etc.,” cites Gopal.
In its first phase, ZyXEL has aligned the
manpower and regional distributors. It has
appointed approximately 12 new regional
distributors in all major business locations
and at the same time it is in the process to
realign and retain existing ZY RDs.
“We want to work as extended arm with
the channel, be it a RD of a small reseller
and for that we are following the traditional
channel ecosystem i.e., Distributor - dealer
– reseller. We understand that everyone is
having their own strength in the market to
serve the customer. Directly or via RDs,
more than 2500 partners are associated with
us and focus will be to increase up to 3500 by
end of this year,” concludes Gopal.
ZyXEL is also focusing tier 2, 3, 4 & 5
cities under its Geo expansion plan via its
partners.
According to Sanjay Biswal, Country
Head, QNAP Systems, NAS (Network-
attached Storage) is still a nascent concept
in India. “India is still in the starting stage
for adopting NAS. We want to educate our
customers as to what NAS is and what it can
do for them. We understand that data is very
critical and people should know more about
their storage products where their data is
stored. We try to help customers who reel
under the confusion of whether they should
go for a SAN box that entails so much of
investment and maintenance costs or a NAS
box that can be remotely managed from one
location,” he explains.
Nevertheless, NAS is slowly becoming
popular in data center environments where
IT Managers are taking to adopting NAS
storage boxes. “NAS products are going
to continue for another 15–20 years. NAS
has features of both SAN and NAS unified
storage features and this will add more value
to the customers,” Sanjay says.
QNAP has been growing 16%–17%
every year globally. In 2014, the company
has shipped around 1,800-2,000 boxes; in
2015 the number went up to 3,000 boxes and
this year it has already imported some 1,000
units in a period of just four months. “So
there is a high possibility that we will close
nearly 6,000–7,000 boxes by the end of this
year,” he says.
As an advantage over its competitors,
QNAP has apparently got about 100+ SKUs
and has a product to cater to every type of
customer. “Adding to that, our products are
very unique in terms of features, hardware
and look. We have products for the home
segment, SOHO, for enterprises to cater
to their high-end computing storage needs,
besides having products for virtualized
environment like Ready VM storage that
helps customers help integrate the VMs with
our storage boxes,” asserts Sanjay.
As a marketing strategy, QNAP is keener
towards focusing on online marketing. As a
part of its channel strategy, QNAP has Iris
Computers as its ND and its role is confined
to bringing products from Taiwan to India.
Its RDs whom QNAP has appointed across
geographies in India get the products from
the ND and further sell them to resellers,
dealers and System Integrators. “We have
around ten RDs, as of now. Our business size
is growing, but we do not want to grow the
number of RDs at this time. We are rather
adding more resellers and SIs under RD,”
cites Sanjay.
QNAP’sSystemIntegratorscatertoevery
vertical. Surveillance vertical is its big focus
area. It also has hospitality, data centers as
verticals and together with surveillance, these
are its three focussed areas. “We educate our
SI partners about our product features and
how they can be integrated with the servers
and so on,” he says.
Besides storage, QNAP also has its
surveillance product line. Hero Motors,
Amadeus, Honda Trading and Mira
EXIM are some of the customers using its
NVR (Network Video Recorder) boxes.
Interestingly, QNAP has a very considerable
number of home users for these products. For
this, it has already tied up with some home
decor companies which help the company in
selling its products.

CHANNEL BUZZ
TP-LINK enhances its channel
engagement with“Interface”
WinMagic organizes multi-city road shows
WD reinforces its commitment
towards its channel in Jaipur
Kaspersky Lab organizes
Partner Pitstop Event
TP-LINK has concluded
its 7-city event Interface
for their valued partners. The key
objectives of this event were to
help partners gain insight about
TP-LINK SOHO, SMB and
ISP segment products, address
various challenges they face and
maximize business opportunities.
With channel engagement at
the core of TP-LINK's business
strategy Interface 2016 event
successfully reached out SIs,
channel partners in over seven
cities in phase one. This event
provided a platform for partners
to share their ideas, discuss
strategies and explore new growth
opportunities with TP-LINK.
Demo sessions for products in
Switches, Auranet and Pharos
series given to partners, helped
them understand how well
TP-LINK products have been
Western Digital has
concluded its recently
held Jaipur Partner meet
with the promise to enhance
the company's network and
facilitate better quality products
and services to its customers
throughout the region. The meet
successfully enhanced the product
knowledgeandcommunicatedthe
marketing strategies of Western
Digital with all its dealers who
attended this event in Jaipur.
Senior Sales Manager of Western
Digital India Pankaj Nagpal and
Marketing Manager, South Asia,
Western Digital played hosts and
represented the organization at
the event. The event witnessed
participation of more than 45
partners from the region.
Senior Sales Manager of
Western Digital India Pankaj
Nagpal presented the roadmap for
WD Purple surveillance storage
solution (8TB), highlighting how
every WD drive has a purpose
by giving the attendees a detailed
session on the difference between
WD Blue and Purple HDD.
designed to meet different
market requirements and future
businesses. These hands-on
products, Feet on Street model
roadshow approach to intensify
channel engagement and educate
them were well appreciated by
partners. During this event,
T P - L I N K
u n v e i l e d
its channel
strategies and
SMB schemes
planned for
partners in the
Indian market.
TP-LINK SMB products are
well accepted and appreciated by
B2B customers across the globe.
Our products include switches,
professional routers, ceiling
mount access points, outdoor
access points, desktop access
points, antennas, IP cameras and
print servers. SIs and partners
who attended the event have
shown acceptance to our range of
products, with the extension of
our reach to regional ISPs, we are
sure that soon we will be having
business coming from them.
WinMagic has conducted
road shows across
the cities of Delhi, Mumbai and
Bengaluru to spread awareness
aboutitsnewlylaunchedproduct–
SecureDoc CloudVM encryption
solution. Over 50 customers
took part in each region. These
road shows consisted of product
demos, hands-on training sessions
and technology tracks to provide
customers a comprehensive
overview of the software.
Rahul Kumar, Country
Manager & Director, WinMagic
India, said, "The objective of
these sessions was to educate
our customers about increasing
vulnerabilities in a cloud
environment, and how they
must approach security. The
participants got some valuable
insights about the best practices
in security management. They
gained from the experience of
some of the most well-known
companies in the country. Our
team also provided them with
a deeper understanding of how
WinMagic'sSecureDocCloudVM
can enable compliance and
adherence to security regulations
by protecting sensitive data
residing in laptops, desktops,
servers and on removable
media."
WinMagic has introduced the
SecureDoc CloudVM encryption
solution in India in April.
Addressing the growing concerns
of protecting critical assets stored
within virtual environments,
SecureDoc CloudVM is an
enterprise encryption solution
that offers support for platforms
running in public, private and
hybrid cloud environments
through application aware
intelligent key management.
The application aware,
intelligent key management
capability embedded within
SecureDoc CloudVM offers a
single pane of glass view into
where and how encryption is
being deployed.
He also emphasized on how
Purple HDD has been designed
to give optimum performance
in surveillance environment
compared to desktop HDDs.
Rishi Prasad, Marketing
Manager, South Asia, Western
Digital, assured the partners of
world-class products who will
continue to receive the best
after-sales service from the house
of Western Digital. He also
highlighted how WD Purple WD
and AV-25 surveillance storage
solution perfectly fit the security
and surveillance needs of the
digital Indian market as it has been
designed to deliver performance,
capacity and enhanced reliability.
Kaspersky Lab has
successfully concluded
its two-day Enterprise Partner-
Pitstop event on 9th &10th July,
2016 at Le Meridian, Bangalore
with a focus to develop market
in emerging geographies, for its
rich and wide suite of Endpoint
and Non-Endpoint enterprise
security solutions.
The Partner Pitstop was
attended by over 20 partners. The
key content of the programme
focussed on technical overview
of the latest offerings and services
fromKasperskySecuritySolutions
for Enterprise which includes
Security for Virtualization,
Security for Storage, Security
Intelligence Services, Anti-APT,
DDoS Protection and Security
for Data Centers.
Altaf Halde, Managing
Director, Kaspersky Lab, South
Asia, said, “Kaspersky Lab has
always been in the forefront of
detecting new threats across the
globe. In our past experience,
we have seen that with each
passing threat, the complexity is
increasing day by day. This makes
it more important for us to be on
our toes at all times and ensure
that we continue to protect our
users."

VAR SPECIAL
Sales Enablement Strategies
to Drive Revenue
Asound implementation strategy leads
to impeccable execution on the
ground. While sales enablement is on the mind
of seasoned sales leaders, many have doubts
regarding the successful implementation of
sales enablement strategies. Questions such as
“How do we empower our sales reps?”, “How
can we measure sales success?”, “What does
sales enablement mean for us?”, “How do we
communicate value with sales enablement?”
etc. often crop up. The most critical question
– “What sales enablement strategy should
we adopt to drive revenue?” often remains
partially answered. It is therefore imperative
that enterprises understand and therefore
implement robust strategies for seamless sales
enablement. While each strategy has certain
restrictions, they are proven to transform
sales. In order to accelerate an enterprise’s
profitability and implement an effective sales
enablement process, it is vital to understand
each of the sales enablement strategies listed
below.
Whitespace Database: This is about
increasing the size of the pie and providing
access to untapped potential customer
database. Sales enablement strategies have a
high dependency on the right set of database
and the impact that whitespace discovery can
bring in towards revenue maximisation is
undoubtedly immense. What it can eventually
lead to higher sales force productivity, greater
average sales price and of course higher
incremental revenue output. The future of
sales enablement will witness enterprises
leveraging technology to generate white space
database and address untapped white spaces
for increasing sales conversion and delivering
greater sales impact.
Marketing Automation: Digital marketing
is a great and powerful tool for communicating
messages to people. It is an interesting and
an engaging means to connect to the overall
process. With the right set of target database,
marketingautomationallowscookingsuspects
into becoming high propensity prospects. It
allows initiating a dialogue as well as adding
more character to the entire sales enablement
methodology, by ensuring targeted as well as
relevant campaign identification. Right from
identifying the stakeholders, to evaluating
the situation, to building a customised plan
to finally putting it into action –marketing
automation fuels the sales enablement process
with quicker and optimal returns.
Sales Execution Methods: Certain sales
enablement strategies require an extended
team of sales force to achieve the desired
results. That’s where implementation
methodologies like feet-on-street or telesales
come into play.
• Feet-on-Street (FOS): Also known as the
traditionalmethodofselling,thisapproach
deploys sales people on the ground to
implement the sales plan. In a traditional
sales environment, the sales representative
is in total control of the communication
with a potential customer – sharing all the
benefits of the product and convincing
the customer to make a purchase. A
successful FOS strategy is dependent on
profile fitment, effective deployment
plan, territory mapping and coverage
plan and a well thought out monitoring
and reporting plan. Many industries
depend on this methodology for revenue
generation and it hugely complements the
other prevalent strategies.
• Telesales: This strategy is implemented
by enterprises who want to convert
their traditional, feet-on-street sales
representatives to consultative managers,
using the medium of teleoperations.
Using the consultative approach, a sales
representative assumes the role of a
mentor, and gathers information from the
prospect, weighs all options and chooses
the most appropriate solution. Telesales
also delivers benefits such as quick
turnaround time, greater geographical
reach, and optimum ROI, provided
this strategy is aligned with the overall
objective of the enterprise.
• Marketing Activations: These primarily
are focused on activating sales and driving
foot falls at the point of sales.Through BTL
activities such as store promotions, road
shows, visual merchandising, sampling
activities, events etc, marketing activations
are focused on driving inbound sales.
Considering the nature of the activity
to drive on-the-spot sales, customer
experience via instant gratification is of
prime importance.
Training: Sales training is a vital
component of sales enablement since one of
the prime objectives of sales enablement is to
empower the sales force to perform their job
better. As a powerful means of developing
the sales force and sales managers, it builds
critical skills and knowledge for long-term
success. The objective of training is to impart
a simple message, ensure its consistency, and
track the impact. Training can be deployed
through various methodologies - classroom
training, remote training, on-the-job training,
e-learning, self-running modules etc. – and
each method equips the sales force to perform
better. Well-thought-out training content and
its effective implementation have the power
to transform the sales force of an enterprise,
as well as provide customers with a consistent
and standardised experience across the
organisation, across geographies, eventually
creating opportunities for larger returns.
Technology: Given this day and age, the
use of technology is part and parcel of business
operations. Technology in fact has the power
to drive the future of sales enablement.
Technology empowers sales enablement
in multiple ways including sales force
automation, workforce automation, customer
relationship management, knowledge
management and so on. It impacts revenue
acceleration through sales process automation
with GPS/ GPRS activation to impact real-
time action on market information. Sales
Force Automation enables successful sales
by automating some of the common tasks
within the sales processes, thus facilitating
prioritisation of responsibilities, meeting of
all sales opportunities, better forecasting and
intelligence, higher accountability, easier
collaboration and data sharing, and seamless
access to information for all stakeholders at
all times.Implementing technologies such
as mobility, analytics, cloud, content-rich
systems, etc. provides an explosion of data,
transforms sales and enables buyers and sellers
to engage in more productive ways.
Analytics: Data gathering is done by one
and all. Prime importance needs to be given
to extracting intelligence out of that data and
applying that to make informed decisions.
Eventually sales enablement strategy relies
heavily on the market behaviour. Sales
enablement uses analytics to optimise the
sales cycle, customise content, gauge the
effectiveness of content usage and sales rep
performances, measure customer engagement,
amplify best practices, etc. Analytics has made
rapid strides from predictive analytics to
data modelling to big data management, and
combined with smarter implementation, can
bring tremendous benefits to an enterprise
and its sales team.
By Snehashish Bhattacharjee
Global CEO & Co-Founder
Denave
Snehashish Bhattacharjee
Global CEO & Co-Founder
Denave

It will be an understatement to simply
state that the Cloud has seen a
remarkable growth in the last few years. If
one follows the growth path of cloud in the
country, the adoption of cloud services has
seen a rise, irrespective of the type of industry
and size of business. Given its huge potential
for different industries, verticals such as retail,
railways, manufacturing, banking, education
and healthcare are increasingly seen switching
to cloud services for optimized reach and
performance, as well as for elasticity and
scalability.
Talking about its used cases in Cloud,
Srikanth Karnakota, Director – Server and
Cloud Business, Microsoft India says that
large, as well as small and medium enterprises
(SMEs) and even startups are now accessing
advanced, enterprise IT via Microsoft Cloud
solutions. “They are able to focus on their
business priorities in a better way while
Microsoft takes care of their ecosystem
over cloud to build, test and run critical
applications, and scale up infrastructure as
and when needed.” He further says, “We
have already seen tremendous momentum
in adoption of our local cloud from across
segments since our services went live from our
Indiandatacenters.Ourcustomersarefocused
on digital transformation and are choosing
the local cloud for the flexibility (hybrid/
public cloud), security and innovation that is
powered by our partner eco-system.”
Organizations today are adopting
different cloud models to meet the increasing
demands and to support their businesses
effectively. In a private cloud scenario, the
organization controls the physical servers and
has access to it and the physical ownership
of the infrastructure does create a sense of
greater control. But in case of public cloud,
the organization does not have control over
the machines or access to them and it is also
unlikely to ever touch one physically.
According to Gartner, public cloud
services in India are expected to grow to
30.4% to reach $1.26 billion this year. A
recent study by Zinnov estimates the total
Sai Pratyush
Product Head, Managed Services, Enterprise
Business –
Tata Teleservices
Vikram K
Director, Servers,
Hewlett Packard Enterprise
The Myth: Is Cloud really Secured?
Indian businesses are gearing up to adopt a digital business strategy where they are seen shifting from legacy IT
services to cloud-based services. There has been an ongoing debate among business customers of which cloud delivery
model (private and public) to go for, given that each has its own implications, advantages and disadvantages. But
beyond that it is the security implications of using either of the clouds that happen to confuse the user even more -
Srikanth Karnakota
Director – Server and Cloud Business,
Microsoft India
COVER STORY

cloud market to grow at 45% CAGR to USD
14.8 Billion in 2020, while further stating
that private cloud will increase to USD 7.4-
7.6 Billion in 2020. According to the 2015
Economist Study conducted by Hitachi,
about 70 percent of the organizations use
private clouds for file storage, archive, big data
repository, collaboration and productivity.
Srinivas Tadigadapa, Director – Intel
South Asia points out that while for most
small-to-medium businesses, public cloud is
going to be the superior choice for the cost
efficiency it offers, large companies are still
likely to choose private clouds, particularly
for private IT information. “Public cloud
provides the best economies of scale, given
that it is inexpensive to set-up as hardware,
application and bandwidth costs are covered
by the provider, and it follows a pay-per-usage
model. The private cloud on the other hand
is going to be in that mid- to low-single-digit
growth,” he reiterates. He further continues,
“Intel is specifically making investments in
the cloud software ecosystem to accelerate
does not come without security risks. For
businesses concerned about where exactly
their data is being secured, most large
organizations equipped with dependable
IT expertise are now opting for a private
cloud.”
Murali Urs, Country Manager, Barracuda
Networks, India however expects Public
cloud adoption to continue to grow. “Due
to data confidentiality concerns customers
always preferred to have private data centers/
clouds until recently. With most of the
commercial public cloud service providers
setting up their data centers in India, data
confidentiality is a much lesser concern and
organizations are quickly opening up to this
possibility,“ he says.
Similar are views of Tarun Wig, Co-
Founder, Innefu Labs who believes that public
cloud has more takers. “In India, on a practical
level small and medium enterprises seeking IT
outsourcing services are increasingly turning
to public cloud services as the public cloud
Raghuram Krishnan
Director for Partner/ Alliances,
Hitachi Data Systems India
Andy Stevenson
Head of Middle East and India, Managing
Director for India,
Fujitsu
Srinivas Tadigadapa
Director –
Intel South Asia
In a chat with Sridhar Pinnapureddy, Founder & CEO, CtrlS Datacenters Ltd., he shares with
us his views on both the cloud models and the security implications associated with it -
Which Cloud model - Private or Public Cloud looks more promising and
has more takers in the Indian market context?
Both Private as well as Public Cloud is being leveraged by the Indian businesses based on the
complexity and business needs. Cloud offers the advantages of scalability, low TCO (Total cost of
ownership), reduces capital expenditure, provides elasticity/scalability to suit the business needs
while optimizing IT resources (both people and infrastructure) and lastly lowers software costs.
The public cloud services which are currently estimated at $1.2 trillion are likely to surpass $3
million by 2020.
What is the security implication associated with both public and private
Cloud?
A private cloud is recommended when a regulatory compliance is mandated with a stringent service level agreement
(SLA) and requires very tight controls. Both private as well as public cloud is equally secured; It is just that regulatory compliance and internal
governance needs compel several organizations to adopt private cloud. However one may not be able to move a legacy application to cloud
as the same may not be able to work in a virtualized environment. As far as security is concerned, most of the public cloud providers address
the same by enforcing effective governance, risk and compliance processes, frequent audits, role based access, privacy policies, access controls,
network security, security controls (physical infrastructure/facilities) etc. With above parameters address a public cloud is equally robust and
equipped to address the business needs of enterprises.
What are the key considerations that should be kept in mind while choosing the right Cloud service
provider?
The key considerations in selecting a cloud service provider would be agility (faster provisioning of workloads), rapid scalability/
elasticity (ability to scale on demand without delay), local pop (presence of cloud pop in the respective country/region to address regulatory/
compliance needs) and lastly TCO (Cost reduction). This apart, it is important to uncover the hidden billing costs, lock-in period (if any),
Uptime SLAs etc.
industry development of technology
supporting Software Defined Infrastructure
(SDI) stacks and standards. Intel’s ‘Cloud
for All’ initiative intends to accelerate cloud
adoption by making public, private and
hybrid cloud solutions easier to deploy. In
this way clouds of all sizes and types will
benefit.”
Archana Sharma- Director, Xavient
Information Systems also harps at the same
fact that in the near future, start-ups are
believed to go the public cloud way because
of low capital expenditure and a low barrier
to entry, and established large enterprises
will go the private cloud way considering
they already have physical hardware and
expertise. “Gartner predicts that by 2020, a
corporate 'no-cloud' policy will be as rare
as a 'no-internet' policy is today. The public
cloud is generally the most well-known and
straightforward type of cloud computing,
mostly because of its convenience and
scalability, that’s the reason we witness a
high usage in India. However, public cloud

Rajendra Bhandari
Director - Systems Engineering,
NetApp Marketing & Services Pvt. Ltd. India.
Archana Sharma
Director,
Xavient Information Systems
Tarun Wig
Co-Founder,
Innefu Labs
is less expensive and more convenient than
setting up a private one. But I would not even
say that private Cloud is not picking up. Some
organizations, especially larger ones, set up
private cloud-like infrastructure in their own
data centre to secure data. The Indian market
is unique in that demand is consistently high
for all types of cloud services.”
Says Andy Stevenson, Head of Middle
East and India, Managing Director for India,
Fujitsu, “While all three models share a
certain degree of similarity and differences,
it is the understanding of these aspects that
helps an organisation in choosing the right
cloud deployment model. A recent study by
EY highlights that three out of four Indian
companies prefer private cloud solutions
over public cloud.”
However, more and more enterprises
are seen moving towards private cloud,
and subsequently hybrid cloud solution as
it is not only cost effective but also offers
an integrated solution
featuring the benefits of
both cloud and traditional
IT delivery models. “We
believe that enterprises
exhibit a greater interest
towards adopting private
and hybrid cloud solutions
as public cloud solution
come with its own set
of security concerns.
Moreover, with time it
often becomes essential
for an organization to
go beyond public cloud
and add private cloud to
its portfolio,” observes
Andy.
Hybrid IT is the new reality for
organizations today, and one of the many
reasons of its adoption is its combination
of legacy IT along with public, private and
managed cloud services. The proper Hybrid
IT approach allows organizations to get the
most from their existing IT while being ready
to expand into new areas.
“Businesses are looking to capitalize on
speed and agility that Cloud enables, but want
the reliability and security of running business
critical applications in their own datacenters.
Hybrid cloud is the optimum solution,
given their specific security and data issues,
evolving regulatory environment, unique
application and infrastructure requirements,
and an overriding need for standardization,
automation and virtualization. So it is not
surprising that market trends clearly shows
that a hybrid Cloud (which is a combination
traditional IT and private Cloud) will
dominate the market over the next five
years,” supports Vikram K, Director, Servers,
Hewlett Packard Enterprise.
Agrees Rajendra Bhandari, Director -
Systems Engineering, NetApp Marketing
& Services Pvt. Ltd. India, “We see that
organizations are moving their data to hybrid
Cloud environments, which will help them
retain control of their data, while exploiting
the economic and management benefits of
public and private Cloud environments.
With the hybrid Cloud model, organizations
have the ability to choose between different
costs and deployment models for backup
and archive, between on premise, hosted and
public Cloud models. The hybrid Cloud is
designed to maximize the responsiveness and
efficiency of the infrastructure.”
Raghuram Krishnan, Director for
Partner/ Alliances, Hitachi Data Systems
India puts an analytical view to it and says
that making the best use of the cloud can
sometimes mean taking advantage of cloud
options that have different cost and delivery
model characteristics, which literally mean
using a private cloud for some data and
content and a public cloud for the rest. “For
instance for data that is not accessed often,
or is old but must be retained for regulatory
purposes, inexpensive public cloud storage
would make sense. For mission-critical and
more frequently access data private cloud is a
suggested approach.”
Cloud stands to offer many advantages
but ultimately the adoption of the cloud
computing solution should be decided
considering the business needs of the
organization and not the deployment model.
Organizations need to assess their business
need, the risk involved, security needs and
application requirements before adopting
the cloud model. Cost however definitely
comes into play when enterprises review
their Cloud needs. “Given the rapid changes
sweeping across the technology landscape,
CIOs must constantly re-evaluate the unique
mix of on-premises, private cloud and public
cloud infrastructure to meet new business
goals. Each deployment however has its
own advantages and disadvantages. Before a
company decides to move its
processes, applications and
data into the cloud, it has to
first determine the hosting
solution that will help them
reap maximum rewards with
minimum risks,” suggests Sai
Pratyush – Product Head,
Managed Services, Enterprise
Business – Tata Teleservices.
The Security Considerations
on the Cloud…
Security in the cloud,
irrespective of the model is
an essential necessity. There
are a number of security risks
associated with cloud; it is thus imperative for
the organization to enforce robust security
measures for control and security reasons
before implementing a public or private
cloud. Today, cloud security and control
issues are becoming vitally essential, given
the rapid pace of business data growth.
Cloud Security encompasses a wide range
of considerations—from protecting hardware
and platform technologies in the data center
to enabling regulatory compliance and
controlling cloud access through different
endpoint devices. It also plays a major role for
secured mobilization of data and content on
COVER STORY

Murali Urs
Country Manager,
Barracuda Networks, India
experienced by the IT professionals, which
includes access controls and making sure
access to corporate data and services is
provided only to authorized users. Lack of
visibility, lack of control over resources and
lastly adequate firewalling are some of the
other concerns associated with private cloud.
“The disadvantages with the private cloud
are that you are on your own when defending
attacks; you are subject to the whims of your
local power grid and security is entirely
your responsibility. Adopting a public cloud
computing solution means being dependent
the Cloud. “For cloud computing to reach its
potential, we have to address security issues
holistically and collectively rather than in
fragments and industry silos. Industry-wide
securitystandards—andcommonframeworks
that enable IT professionals to control and
measure their cloud environments—will help
ensure that cloud computing does not become
an exception but a rule,” asserts Srinivas.
“Private clouds being single tenant
solutions offer more control on the security
policies as per the organization need. They
can offer enhanced and more predictable
service availability for users. However, in
a public cloud deployment, elements of
security are usually provided by a third
party service provider. They deploy security
measures like encryption, firewalls etc for all
customers alike. Another aspect is Regulatory
and public cloud may fulfill the regulatory
requirements for most customers but not
all,” cautions Pratyush.
Andy points out that while in the case of
public cloud customers may have a choice
in terms of data center location, the storage
continues to remain opaque to end users
which raise security and regulatory concerns.
Apart from that, enterprises using public
cloud are also highly dependent on the vendor
for the quality of services. According to him,
hackers pose one of the biggest threats to
public cloud. “However, in the private cloud,
the data remains within a secure
environment, and this gives more
confidence to organizations.
The fact that access to private
cloud is restricted to authorized
personnel and administrator
gives it an edge over public
cloud.”
While supporting private
cloud security over public cloud,
Archana observes that public
cloud is feared for multitenancy,
bugs in hypervisors and leakages
as everything is connected to
internet. “Generally speaking,
Private cloud is considered to be
safer than public cloud in the sense that the
control is secured to an extent. Everything
can be addressed using a single tenant non
shared hardware. Also, the skills, tools and
processes are in place and implemented
diligently.”
Under such a circumstance in a public
cloud scenario, a mutual agreement between
the vendor and client for regular cloud checks
in order to enforce a secure environment
is a mandate step. No wonder that most
reputed public cloud service providers do
have exhaustive security measures in place
to ensure security of information and data.
“Cloud security providers do offer advanced
encryption methods and latest regulations to
achieve the highest level of security to ensure
that data on clouds remain secure,” agrees
Tarun.
As Srinivas suggests, the security of a
private cloud is completely the responsibility
of the owner. But the biggest concern in
private cloud is mostly the lack of control
on third party responsiveness to security
needs,” says Pratyush.
Murali presents a hybrid scenario, where
many companies are planning to migrate only
some of their assets to the cloud and leverage
the benefits while keeping some resources on-
site as needed. “In this type of hybrid scenario,
Technology Managers will be looking to
deploy the same security in the cloud as is on-
premises, and to be able to securely connect
the on-premises and cloud components.
These companies may also need networking
and segregation capabilities in the public
cloud.” However drawing a comparative
analysis between both the models, he says
that from a purely security perspective, the
tide is tilted in the favour of private clouds as
customer need not be worried about shared
resources or maintenance windows that they
cannot control. But from the perspective
operations cost control, public cloud gains
a lot of traction and the security problems
have been negotiated by vendors providing
solutions specifically meant for public cloud.
“Over the past couple of years, the whole
securityaspectpertainingtocloudhaschanged.
Whether you are on the cloud or store data
on-premise, there is always a minimal risk
involved. However security issue has been
addressed to a fairly large extent now. Cloud
providers have the resources that ensure
minimal security risk as against
individual organizations that
will have to invest additionally
on resources or employees.
Nevertheless, there are a host of
new laws requiring businesses
to protect personal information
of customers and assurances are
given by the cloud provider to
help protect that data,” opines
Rajendra.
Despite this ongoing debate,
and given that both the services
have their pros and cons, the
security of data is subject to the
existence of up-to-date software
upgrades,antivirusandsecuritypolices,secure
log-in, encryption methodologies, enterprise
grade intrusion prevention systems, and
hardware based firewalls.
And so…
It’s been many years since Cloud started
sweeping onto enterprise businesses globally,
while in India it has been only a few years
that Cloud actually has seen its adoption.
While for many it has been an experience
worth trying, the same word is brought up
now just as regularly as it did all those years
ago: security. Security will likely remain one
of the key concerns when a company decides
to move its data to the cloud, but IT leaders
understand now that the level of risk mostly
relates to the behavior and culture of their
employees. Ultimately, companies that don’t
have strict policies in place and lack data
access controls will struggle to keep their data
secure in the cloud. n
The main difference
between private
and public cloud
infrastructures is that
a private system is
used only to house and
distribute data for one
single organization,
whereas a public
model is used to serve
the requirements for
multiple organizations.

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