E magazine july 2017

1www.varindia.com July 2017
VOLUME XVIII ISSUE 11 JULY 2017 PRICE Rs. 50
FDS to provide SI services to Dassault Systemes Fortinet selected by MITC to serve Mumbai citizens

Nasscom forecasts $25-
billion potential from
India-Israel startups
The cumulative cross-border
investment in Indian and Israeli
startupshasa$25billionof revenuepotential
by 2025, said a recent report “Collaborative
Innovation: The vehicle driving Indo-Israel
prosperity” of Accenture and NASSCOM.
The report identifies IINSPIRE (Israel-
India Startup Platform for Innovative
Research and Entrepreneurship) framework
to release innovation potential of the
two startup nations. It concludes by
recommending the creation of a program
called IINSPIRE which aims to unleash
the combined power of these two nations
to deliver on Vision 25/25, by combining
their strengths across three areas: talent,
technology and temperament.
HPE and Microsoft to
provide opportunities
to partners through
Cloud28+
Hewlett Packard Enterprise has
formed a go-to-market alliance
with Microsoft through Cloud28+, the
world’s largest, open community dedicated
to increasing enterprise cloud adoption.
Microsoft joins
Cloud28+, an
initiative led and
sponsored by
HPE, as a premier
Microsoft Azure
Stack technology
partner.Bybecoming
a Cloud28+
member, Microsoft will join forces with
HPE to provide partners with new business
opportunities and tools, while accelerating
customer business outcomes powered by a
rich hybrid IT ecosystem.
Trend Micro invests $100 MillionVenture Fund Canon India strengthens its PIXMA Series
SUBSCRIPTION COPY NOT FOR SALEVOLUME XVIII ISSUE 11 JULY 2017 PRICE Rs. 50
36pg
The age of offering next-gen customer experience is here!
16th STAR NITE AWARDS 2017
3rd Nov. 2017
Hotel The Lalit, New Delhi

6 July 2017 www.varindia.com
Transforming the workforce for the digital era
…. Future is eyeing for cognitive computing
HELLO INDIA
When you think about major cloud hyperscales, prominent internet brands like Amazon, Microsoft, Google
and IBM tend to come into our mind. But is this a closed club or is there room for more? Now Alibaba Group
is globally scaling its cloud and digital services platforms to earn its seat. The company that started out as a B2B
portal now touches almost every aspect of the internet and e-commerce sectors.
In the recently-held VARINDIA Infotech Forum, majority of the CIOs talked about increasing digitization,
where every part of our society and economy is being fundamentally transformed because of digital technology
they want to use to develop stronger customer relationships and reshape the sales approach, with executives
spending maximum hours in front of a screen than in the field. Sales engagement on digital channels – like email,
chat, messaging, video conferencing and voice-over-IP – is boosting sales productivity. The digitization efforts by
the government will continue to have a positive impact on the networking market too. The various private and
government players are contributing towards increasing the digital footprint.
Technological change is the overall process of innovation and the technology shift happens with the need
of automated IT systems that can solve problems without requiring human assistance by using machine learning
algorithms. The answer could be cognitive computing. It is the simulation of human thought processes in a
computerized model and it involves self-learning systems that use data mining, pattern recognition and natural
language processing to mimic the way the human brain works.
As India increases its investment in technology, the country’s data center and network infrastructure will undergo a massive
transformation. With this, the digital journey is marching ahead with the introduction of GST. It is not just tax reform, but it is
economic reform. GST is a way forward in the ease of doing business. Now the opportunity is to empower SMEs.
The government hopes there will be a jump of 14 per cent in revenue growth under the new levy as more taxpayers come
into the fold of the formal economy and move on to digital modes of payment. It will bring about an unprecedented
transparency and create data for almost every monetary transaction in the economy. The government hopes, and this, in
turn, will help expand the tax base and secondly, the incentive for cash transactions would reduce. Now they will be able
to take credit for the taxes paid and evasion of taxes will be difficult as transactions have to be reported on the GSTN
portal. So the level of compliance will increase. At the same time, concern about the new reporting requirements could also
mean chaos in the nation where about one-fourth of the population can’t read or write and many offices do not have the
technology needed to file digital returns. It will bring an opportunity for various IT vendors.
Lastly, GST is expected to make India richer, but the transition is going to be time-consuming. So till then let us wait and watch.

Website: www.varindia.com
CONTENTS
Publisher: Deepak Kumar Sahu
Editor: S Mohini Ratna
Executive Editor: Dr. Vijay Anand
Copy Editor: C. M. Dutta
Consulting Editor: Pravin Prashant
Deputy Editor: Samrita Baruah
Sub - Editor: Aparna Mullick
Art Director: Rakesh Kumar
Network Administrator: Ashok Kumar Singh
Manager-IT: Subhash Mohanta
Manager-SEO: Bidyadhar Behera
BUSINESS:
Commercial Manager: Amit Kumar Jha
Sr. Marketing Manager: Ashok Ranjan Dash
Circulation Executive: Manish Kumar
Marketing Manager: Dipendra Kumar
CORPORATE OFFICE:
VAR House, A-84A/3 Rose Apartment, Paryavaran
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Marketing Manager: S. Kamala kar
Correspondent: L. G. Swami
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Regional Manager (West): Anil Kumar
Sr. Correspondent: Mamta S.
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46pg
INDUSTRY EVENT
30| MICROSOFT INSPIRE – an
amalgamation of new ideas
45| MSMEs foresee a mix of
opportunities and challenges
under GST regime
LEAD STORY
36| The age of offering next-gen
customer experience is here!
42| Open Source holds immense
significance for Digital India
COVER STORY
46| ICT Industry gives Thumps-Up
for GST
EVENT
30| Fortinet unveils new business
opportunities at its annual
SAARC Partner Conference
38| 15th INFOTECH FORUM 2017 –
Making a Digital-ready Future
possible
FACE TO FACE
27| ESDS to be a catalyst in helping
customers go digital
32| DeskeraisCreatingCloudPartner
Network in India
33| VMware sees NSX adoption as
critical to private cloud strategy
40| Lenovo wants to be the
differentiator in after sales
service
REGULARS
Channel Guru 10
Channel Chief 12
Round About 14
Hot Bytes 16, 18
On the Ramp 20, 22
Voice N Data 24
Channel Buzz 26
Movers & Shakers 58
41| AXILSPOT counts channel friendly
business policy as key to success
54| CP PLUS The Security Brand of the
Nation
55| Barco – a hi-tech MNC with a
significant local footprint
VAR SECURITY
52| “Risk assessment of relevant
threats is necessary”
53| CP PLUS: The Security Brand of the
Nation
VAR MOBILITY
56| Ziox focuses on delivering
consumer-centric products
VAR ANALYSIS
34| Petya - the new ransomware
taking the cyber world by storm

Avaya aspires to provide ultimate
customer experience
In a chat with VARINDIA,
Vishal Agarwal, Managing
Director, India & SAARC
and Chiradeep Rao Channel
Head, India & SAARC,
the two eminent leaders at
Avaya vividly discussed about
the company’s strategy, its
investment plans for the
India market and the present
channels ecosystem besides
talking about the rapid
digitization of technology -
manufacturing. “In terms of our strategy, it
is more around the customers, to see how we
can give a differentiated experience to them
and help them to consume the technology
that they believe in. We believe customers will
define the way technology will be consumed.
We need to provide open architecture and
platform and help our customers to deliver
the solution and customise it the way the
customer needs. That’s our differentiating
aspect and the focus on the technology,”
asserted Vishal.
To survive in this market with a good
strategy a company also needs focus. Vishal
said that his focus is on three main areas –
the first is the large enterprises in terms of
helping them to evolve through the customer
engagement journey; the second is focusing
on digital India by identifying the ways of
how it can contribute to the govt. vision and
the third is the rapid expansion in the current
market and the commercial space.
As part of the its investment plans
with regard to Channel expansion, sales &
marketing and market expansion Vishal said
that Avaya is hiring new people and training &
developing its partners. “We are helping our
partners to evolve through their technology
and growing with their end customers is again
a part of our investment,” he said.
Channel eco-system...
Channel holds a substantive position
for Avaya. They represent the company to
customers while helping it in new customer
acquisition and generating sales. Avaya
counts its channel partners as very crucial.
Avaya has differentiated its partners broadly
in the five categories - classical partners who
cater to enterprise; global SIs & SPs; partners
who cater to the mid market including SMBs;
the cloud partners and finally the distributors.
“As Avaya cannot individually cater to every
single partner, we have the distributors who
cater to the smaller and tier 2 partners,”
pointed out Chiradeep Rao.
He continued, “We have this partner
program called ‘Avaya Edge’ where we tie,
certify and provide skill our partners. This
is typical of any program across OEM, but
what we done is we have made it simple.”
Avaya also spends money every quarter
in the areas of certification and skilling, and
the company chooses it according to what it
thinks the partners need to skill up on. “It’s a
sort of mutual process,” said Chiradeep. “We
identify the gaps for them and then together
decide how to address these gaps.”
Avaya has a presence in three different
areas including, networking, voice
collaboration, contact centres and video. It
has made its programs simple to the extent
that if a partner wants to excel in just one
technology, Avaya tries to enable him in that
technology and gets him certified in it. “You
don’t have to learn all the products that we
have,” summed up Chiradeep. n
Digitisation no doubt harnesses
productivity for organisations.
As a result of digitisation of technologies,
conventional methods and operating systems
have gradually metamorphosed into the
digital system. This new wave of digitisation
is helping every sector and industry to evolve
and aiding companies to increase mobility,
efficiency of the workforce and enhancing
the flexibility of an organisation.
Avaya has carved out a niche with its tech
advanced devices and is beefing up its position
in the Indian market. It has been delivering a
wide range of products and software services
for enhanced user experience to its customers
and plans to make lives better in India by
contributing to the Government’s dream
project of making India Digitised.
Talking on the current market and Avaya’s
position in the Indian market, Vishal Agarwal
said, “India is a very critical market and one
of the top 10 markets across the globe, and
we are making a lot of investments in this
market. We have a very strong R&D team,
global services and a consulting team based
out of India and quite a few of our back
office work also happens out of India. So,
India is a very strategically placed market for
Avaya”.
Strategy & Investment plans...
Avaya serves in all the verticals, whether
it is the service provider, the finance sector,
the govt organisations, healthcare, or

11www.varindia.com July 2017 23www.varindia.com July 2017
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Jinesh Shah: 9821391155

Veeam ensures Availability to enable
Always-On business for its customers
Veeam is a 10 year old start-up with
headquarters in Switzerland and
having presence in more than 67 countries. It
has more than 2, 45, 000 customers worldwide
with a strong presence in India. In India it
has about 750+ customers with 100+ active
partners in its channel eco-system.
“We are the fastest growing company in
the world with revenues of 720 million dollars
worldwide, which will be reaching 2K million
dollars by 2019,” asserts Ashok.
Veeam does not sell directly and it is
always through the channel ecosystem. It
works very closely hand-on-hand with ISV or
alliance partners. Partners like HP Enterprise,
Cisco, Microsoft and NetApp form part of
this partnership.
The Veeam channel eco-system is also
segregated into tier 1, tier2 and tier3 types
that serve customers across all verticals. In
tier 1 category, Veeam has global SI’s like
IBM, Accenture and in tier2 partner category,
the company has partnership with Indian SI’s
with global presence like Wipro, TCS, Tech
Mahindra and HCL.
Veeam also works with the reseller
community that is the tier 3 partners. The
reseller is typically regional specific and they
don’t have a national presence, but they are
strong in each region and so Veeam works
very closely with these regional partners.
“As part of the go – to - market strategy,
whenever there is a datacenter opportunity,
our ISV partners incorporate Veeam and
send it to the customers. Just to give you an
example- HP Enterprise has got Veeam price
list. When a HPE sales person sells Veeam,
he gets rewarded too. Likewise, we also work
very closely with the CiscoUCS team; so
whenever Cisco uses our opportunity, then by
default the back-up is always from Veeam,”
explains Ashok.
Veeam also categorises its business as
SMB, commercial and enterprise; any deal
value less than $10k is categorised as SMB,
which is primarily run by the channel. Then
there are deals worth $10k to less than $50k
that is categorises undercommercial business.
“To run the commercial business we have
two territory managers (TM) in each regionto
cater to specific verticals.So One TM would
be taking care for Banking, finance and
IT and the other one will be taking care of
manufacturing and services verticals in India.
These territory managers will work with
the tier 1 partners and the global SIs and
approach the customers for opportunities,”
explains Ashok.
Veeam works with two distributors in
Gone are the days where the
brick and mortar companies
used to just write on paper
about the sales they have
done, comeback and give it
to the accounts team, who on
its part will create an invoice
and give it back. Today’s
digital environment demands
organizations to make data
and applications available
24.7.365. This leaves
enterprise with no room for
any downtime or loss of critical
data. Thus setting this context,
Ashok Acharya, Regional
Director, India and SAARC
- Veeam gives an exclusive
interview to VARINDIA while
also speaking about the
company’s roadmap for the
India market -
India –Tech Data and Redington.
Opportunities in India...
With 750 customers, Veeam has just
covered 5% of the market in India, so there
is huge growth opportunity for the company.
“We have not gone deeper into large
enterprise customers and so hiring enterprise
account managersin India to focus on such
deals,” says Ashok. “We will identify the top
20 accounts in each vertical and as a strategy
these enterprise account managers will have
a dedicated sales engineer, who will go in the
accounts sales directly.”
The key focussed verticals for Veeam
is IT & ITeS, manufacturing, banking and
Defence. “With digital transformation, Indian
organizations have no scope for an IT outage,
unavailability of data or web downtime. Since
everyone wants to secure their back-up, they
would require Veeam to enable Always-On
business. Again data needs to bebacked-
upsecurely, so that it is readily available
whenever you want it. That is where Veeam
comes into play,” explains Ashok.
Roadmap for Veeam India...
Ashok wants to see Veeam growing as
the no.1 vendor in the data availability space.
“We always ensure the SLAs that we cover
with customers are the best. Veeam has got
the maximum support ratings worldwide;
we get 72% rating on support and we have a
success rate of 85 % ofour customer renew
license. This is because our engagement with
customer has to be of very high experience,”
says Ashok.
In India Veeam keeps getting repeat
business from its top enterprise customers.
The business of Veeam from Q1, 2016 to
Q1,2017 grew by 34% and in Q2 it grew by 43
%. But Ashok’s vision is to make this growth
100% by next year. n
In India Veeam keeps
getting repeat business
from its top enterprise
customers. The business
of Veeam from Q1, 2016
to Q1, 2017 grew by 34%
and in Q2 it grew by 43
%. But Ashok’s vision
is to make this growth
100% by next year
CHANNEL CHIEF

ROUND ABOUT
GST: Is it the time for
excitement or prudence?
Finally, it is out – to be precise on 30th June, 2017 at midnight, when
the whole nation was seemingly glued to the TV or mobile screens.
GST is said to give us economic freedom and help us to treat the entire
country as a single economic contiguity. There can be differing views and
perceptions. I do not want to stoke a debate, except by telling that, as an
entrepreneur, GST will influence how I do business, how I plan it, how I
calculate the indirect tax that I pay to the government and how I earn credit
for the taxes that I have paid to the government.
Undeniably, the launch of GST, to me, signifies a new thing. That has
nothing to do with the slogan one India one tax or one India one market.
Presumably, when GST becomes fully matured and is accepted by the people
to whom it is meant, there may be a marked shift in the business operations.
It seeks to subsume all indirect taxes that we pay at central, state and local
levels into a single rate or two. That will have a great positive spinoff since we
are sure of our tax burden, how it is collected and how it is appropriated.
What is GST?
If you ask me how many in India have heard about GST, I would say
hardly there is anyone who has not heard about it. If you ask me how many
would know about how it operates, I would say hardly there is anyone who
knows how it will get rolled out, initial hitches, how these would be resolved,
etc. Nobody should be blamed for that. In a country where more than 1.3
billion live, where taxes particularly indirect taxes are to be paid from birth
to death, several times in a day, how can we predict what challenges the
tax structure pose. Everyone knows – government, tax experts, traders,
industrialists and man on the street – that at the implementation stage there
will be problems. Should that be a limiting factor for introduction of GST
or should it be delayed for quite some time?
Is it a simple tax structure? Again, my take is that it was conceived as
a simple one and many optimistically thought, to begin with, it will have
only two or maximum three slabs of moderate rates. What was originally
conceived as ideal one, had to be considerably watered down due to political
pressure from the states. The Centre had taken three categories of goods
from the purview of GST, viz. alcohol, petroleum products and tobacco.
These goods are generally referred to as non-merit goods and the state
revenue flows mainly from these heads. To that extent, the present GST is
truncated and nobody should be blamed for that. Had the Centre insisted on
the original plan, GST would have been a non-starter.
After a lot of deliberations and consultations with stakeholders, India
has chosen the Canadian model of GST – of course, with some adaptations.
It has three components – CGST (Central Goods and Services Tax), which
will be collected by the Central Government on sales of goods and services.
The other one is SGST (State Goods and Services Tax), which will be
collected by the respective state governments on sales of goods and services
and the third one is IGST (Inter-state Goods and Services Tax), which will
be collected by the Central Government on the inter-state transaction of
goods and services. The collected IGST revenue will be distributed between
the states, as per the view of the proposed GST Council. To compound
further, there are five different rates pegged at 0%, 5%, 12%, 18% and 28%,
besides exempting three items like alcohol, tobacco and petroleum products,
which will continue to remain with the state governments. They are the
major sources of income for the state governments. If you feel that the
GST on the ground is a compressed and compromised one, you are not far
off the truth. Yet, one has to reconcile the political pressure that the Central
Government has undergone to cobble together differing views.
We have to rough up the initial glitches of the GST. The base of the
taxpayers is larger than what it has been earlier. Also, the GSTN (Goods
and Services Network) has to be tested and validated. The digital network
has to support registrations, return filing, tax payments, reconciliation, IGST
settlements,etc.ForaneffectiveGSTtooperate,taxexemptionsandpresence
of multiplicity of rates should be subsumed into bare minimum. Indeed,
there is a lot of spadework still to be done. Granting time to the authorities
to streamline things and iron out glitches is one thing. Equally significant is
compliance. We should develop faith in the system. The human ingenuity
may force people to find newer ways to dodge the taxes. If anybody does
so, it should attract severe penalty. At the same time, authorities should be
considerate and minor aberrations should be condoned and resurgence of
inspector raj as it has been feared in some quarters should be shunned since
business cannot grow in a situation where there is mistrust and vilification.
It is instructive to learn things from the experience of others. More than
140 countries have implemented GST in one form or the other. Barring the
United States, most of the developed world has a form of indirect taxation
similar to that of GST. Some of these countries have faced stiff problems
in the initial stages. We have to learn what those glitches were to preempt
occurrences of such things in our system.
Undoubtedly, the introduction of GST has pitched up the expectations
of the general public. They expect that the prices will come down, tax rates
will be lower, life will be much easier, etc. Bereft of occasional sound and
noise aired from different sources, particularly from the small- and mid-
sized companies taking up job works, industry in general has welcomed the
introduction of GST. They feel that the cascading effect of taxes, which
has played havoc on the growth of the economy, will be a thing of the past,
since the industry will be allowed to take credit on input tax paid so that
nothing is added to the basic tax.
Yet, there are many incongruities to be addressed. Let us take a few
examples how such anomalies will get manifested. In the case of an airline
ticket, if I have to travel from New Delhi to New York, a direct flight will
cost me dear since the GST will be on the entire ticket. On the other hand,
if I take a hoping flight from New Delhi to Dubai and onwards to New
York, I save tax since in the second leg of my travel, I need not have to pay
any GST. Does it mean that the government is inducing the travellers to opt
for hoping flights to save money? Still, the clarity has to emerge how the
exporters have to be insulated from paying tax since the general principle
is not to export tax. The suggestion made by various authorities is that let
the exporter first pay the input tax and later he can claim the refund. This is
going to be a cumbersome procedure since money will be locked up and the
exporter will be subjected to some harrowing experiences.
In summation, I might say that the government, after a long wait, has
shown the political will at last to roll out GST. It was not at all an easy task
and a lot of political tightrope walking had to be resorted to achieve that
feat. That does not mean that the journey from now onwards will be easy,
particularly when the expectations are high amongst all stakeholders. There
is a long way to traverse before we can pat our back. n

HOT BYTES
Logitech to buy ASTRO
Gaming for $85 million
InflowTechnologiestodistribute
PaloAltoNetworks’SecurityPlatform
LG #KarSalaam campaign wins
laurel at the CMO Asia Awards
Oracle Digital Hub to help SMBs
power digital transformation
FDS to provide SI services
to Dassault Systemes
Fujitsu and SAP SE
expand partnership to aid
Lo g i t e c h
International has
agreed to acquire ASTRO
Gaming for $85 million in
cash, and the acquisition is
expected to close in early
August. With the addition
of ASTRO, the company
is investing in an adjacent
gaming market - the
console gaming market - to
help accelerate the long-
term growth of its gaming
business.
Both the companies
togetherarethenumberone
maker of headsets, mice,
keyboards and streaming
webcams for PC and
console gamers. ASTRO is
best known for its iconic
A40 and A50 headsets
designedforprogamersand
core enthusiasts. ASTRO’s
recently introduced A10
expands the company’s
reach in the console
headset market, offering
the essence of what makes
their headsets premium, but
at a more broadly accessible
price point.
Inflow Technologies
has signed a
distribution agreement
covering India and the
SAARC region with Palo
Alto Networks to deliver its
Next-Generation Security
Platform.
ThePaloAltoNetworks
Next-Generation Security
Platform was built from
the ground up for breach
prevention with threat
information shared across
security functions system-
wide, and is designed to
operate in increasingly
mobile, modern networks.
Inflow’s unique base of
resellers will open up
numerous opportunities
for Palo Alto Networks,
bringing new value to
bolster the vendor’s partner
network. Aggressively
focused on new growth
markets and selling
through awareness, training
and support, Inflow is
committed to providing
technical expertise to
uphold their reputation as a
trusted VAD.
The #KarSalaam
campaign of LG,
which was launched prior
to Republic day this year
(2017) has won the best
social and digital integrated
campaign of the year award
at the recently concluded
CMO Asia Awards.
The#KarSalaaminitiave
is dedicated to the Indian
soldiers. The campaign,
also marking LG’s 20th
year anniversary in the
country invited the whole
nation to come forward
and send their wishes to
the Indian Armed Forces.
It is a manifestation of
LG’s corporate philosophy,
‘Life’s Good’ and a gesture
of the nation’s support and
solidarity to the soldiers
for playing a great role in
assuring that we all lead a
fearless and good life in this
country.
Small and midsize
businesses (SMBs)
will get access to the cloud
solutions and resources
they need to power digital
transformation with the
opening of Oracle’s first
Digital Hub in Asia-
Pacific, which will be
based in Bangalore. The
new facility, one of five
Digital Hubs set to open
in Asia- Pacific, highlights
Oracle’s commitment to
better serving the midsize
market in the new cloud
economy. The Digital Hub
will help SMBs leverage
Oracle Cloud solutions
to streamline operations,
boost innovation and gain
a platform for growth. The
hub will house Oracle’s new
digital sales team and focus
on helping more midsize
organizations transition to
the cloud quickly and easily.
Theteamwillprovidetimely,
personalized and effective
support to customers, using
the latest collaboration
tools, techniques and
technologies to transform
the buying experience.
Fourth Dimension
Solutions (FDS)
has partnered with Dassault
Systèmes to provide
System Integration (SI)
services for the latter’s
portfolio of applications
and industry solution
experiences based on
the 3DEXPERIENCE
platform in the Indian
Subcontinent market.
The agreement covers
both SI services
and product/licence
sale as FDS plans to
increase its revenue from
implementation services.
Amalendu Mukherjee,
Managing Director,
FDS Ltd, said, “This is
a significant landmark
for FDS both locally and
globally as our presence
and capabilities in an
evolving DPMS industry
will be enhanced by
the 3DEXPERIENCE
platform from Dassault
Systèmes. FDS’ holistic
approach offers
organizations with future-
ready solutions that provide
competitive advantage and
market differentiation.”
Fujitsu Limited
and SAP SE have
announced expansion of
their global partnership
to offer advanced ERP
solutions that
use artificial
intelligence (AI)
and the Internet
of Things (IoT).
Based on this
agreement, the
companies aim to
develop solutions
that will accelerate the
digital transformations of
their customers, combining
each company's AI and IoT
technologies based on the
SAP ERP solution, SAP
S/4HANA and the SAP
Leonardo IoT platform.
The companies aim to
accelerate customers'
digital transformation and
plans to jointly develop
industry-vertical-oriented
cloud services, With Fujitsu
offering a one-stop solution
covering all areas, from
service-platform builds to
application development
and operations.
CYIENT inks
agreement with
Kii Corporation
Cyient has
a n n o u n c e d
that it has signed a non-
exclusive business alliance
agreement with Kii
Corporation to explore,
bid and address business
opportunities around smart
city deployments. Through
this agreement, Cyient and
Kii have Corporation have
decided to jointly pursue
business opportunities
globally, by leveraging their
complementing skills and
strengths.
The partnership will
combine Cyient’s domain
expertise and geospatial
capabilities with Kii’s
IoT platform to develop
connected solutions
through smart devices and
applications. Under the
terms of the agreement,
Cyient will also provide Kii
with project delivery and
implementation services.
Telangana
Government
unveils Hy-
Fi Project
Telangana State
Government has
launched the “Hyderabad
City Wi-Fi Project”, also
known as Hy-Fi, with
over 1,000 hotspots across
the state capital which
was inaugurated by the
Hon’ble Mayor of Greater
Hyderabad Municipal
Corporation, Shri Bonthu
Rammohan. The project
will cover 3,000 hotspot
locations within the city.
In June 2015, under the
“Digital Telangana”, the
Government of Telangana
had launched the pilot
version of Hyderabad
City Wi-Fi Project (Hy-Fi)
which saw the government
partner with ISPs to provide
free Wi-Fi for 30 minutes at
approximately 100 public
category locations across
Hyderabad. Over the last
two years, the number has
more than doubled to cover
about 250 locations.

19www.varindia.com June 2017
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Microsoft and Windows are registered trademarks of Microsoft Corporation in the U.S. and other countries or both.
- LAPTOP

HOT BYTES
Tech Data now a Microsoft CSP Videocon forays into Security
& Surveillance space
Trend Micro invests $100 Million
Venture Fund
Fortinet selected by MITC to
serve Mumbai citizens
Karnataka Government launches
“Program ELEVATE 100”
Wipro ties up with Red Hat for
Cloud Application Factory
Tech Data
C o r p o r a t i o n
has announced that its
Technology Solutions
business, formerly a
division of Avnet, can now
deliver Microsoft’s entire
Cloud portfolio, inclusive
of Azure, SaaS and PaaS,
to their valued channel
partners across India
via the Microsoft Cloud
Solution Provider (CSP)
program. This builds upon
the successful relationship
between Microsoft and
Technology Solutions in
Australia and recent signing
in Vietnam, and will enable
partners in India to build
profitable businesses in
the cloud and create more
recurring revenue.
“This is the next step in
turning our vision to be the
leader in next-generation
technology distribution into
reality,” said Naresh Desai,
VP, Specialist Business,
Asia-Pacific, Tech Data.
“Poweredby Microsoft,our
portfolio of cloud solutions
will enable our partners to
embrace new consumption
models, transform IT and
drive business growth.”
Marking its entry
into the fast-
growing Security and
Surveillance market in
the country, Videocon
Telecom has announced the
launch of its new brand of
“Videocon WallCam”. With
its prime focus on Video
Surveillance products, the
brand while bringing in a
wide range of security and
surveillance products will
cater to the Enterprise,
Government, institutional
and retail (residential and
small commercial set-ups)
segments.
Arvind Bali, CEO,
Videocon Telecom, said,
“The current Video
surveillance market of
approx Rs.3,650 crore
is 55% of the overall
Rs.6,600 crore security &
surveillance market. The
growth will be driven by
households, including small
commercial establishment
(shops & offices) segments
and the key success factor
for market expansion will
be affordability, ease-of-use
(plug-n-play), and quality."
Trend Micro
I n c o r p o r a t e d
has unveiled a corporate
venture fund to explore
emerging technology
markets. With an initial
investment of $100 million,
this venture fund will allow
Trend Micro to nurture a
portfolio of start-ups that
are incubating ideas and
living at the epicenter of
hyper growth markets, such
as the Internet of Things
(IoT). Trend Micro’s
venturewilloffercompanies
financial backing, access
to its world-class global
threat intelligence,
strategic alliances, as well
as its channel of more
than 28,000 partners. In
return, working with these
investments will uncover
insights into emerging
ecosystem opportunities,
disruptive business models,
market gaps and skillset
shortages. These learnings
will influence Trend Micro’s
cybersecurity solution
planning.
Eva Chen, Founder and
CEO, Trend Micro, noted,
“Trend Micro’s vision has
always been to make the
world safe for exchanging
digital information."
Fortinet has
announced that the
Maharashtra Information
Technology Corporation
(MITC)hasselectedFortinet
to provide wireless Internet
access to the citizens of
Mumbai, India. Fortinet’s
access points provide Wi-
Fi internet access for the
public in Mumbai and are
deployed in more than 500
locations across the city for
the Mumbai Wi-Fi project.
Vijay Kumar
Gautam, Principal
Secretary, Information
Technology, Government
of Maharashtra, said,
"Mumbai Wi-Fi project
plays a crucial role in
empowering our citizens
digitally. Our goal was to
cover all major areas in the
city with public Wi-Fi in
order to make important
government services
available online. An
ambitious project like this
required technology that
could scale and be flexibile
to enable more users,
devices, and applications
over time.”
Government of
Karnataka has
introduced the ELEVATE
100 program which aims
to identify and support
100 of the
most innovative
startups in
K a r n a t a k a .
Registrations for
ELEVATE have
already started
from 4th July
and will be open
till 18th July for
all participants
from across Karnataka.
For the first time, the
State Government will
be holding open houses
to identify startups in
Mangalore, Kalaburgi,
Mysuru and Hubli. Startups
from these cities will get an
opportunity to pitch their
ideas to the ELEVATE
team.
ELEVATE is the
brainchild of the Start-
up Cell, Karnataka
Biotechnology and
Information Technology
Services (KBITS).
Wipro has
collaboratedwith
Red Hat to set up a cloud
applicationfactorydesigned
to offer developers and IT
teams a repeatable
and rapid
m e t h o d o l o g y
for application
modernization
across public,
private, and hybrid
clouds. Wipro’s
cloud application factory
will have a dedicated
services team that can help
drive the strategy, design,
and delivery of next-
generation applications
using Red Hat OpenShift
Container Platform.
The duo will provide
dedicated IT consulting
and services teams to help
customers with application
life cycle
management, via
specific roadmaps,
frameworks, and
best practices.
From the initial
discovery phase,
to the strategy and
design phase, and ultimately
when customers are ready
to build a production
environment, the teams will
provide a scalable factory
approachtodevelopingnext
generation applications.
SterliteTech
partners with
Kakinada Smart
City Corporation
Sterlite Tech has
announced that it
has been selected for the
implementation of Smart
City solutions in Kakinada,
Andhra Pradesh, India.
Kakinada Smart City
Corporation selected
Sterlite Tech as its
implementation partner
to deliver various Smart
City-related ICT solutions.
These include Command
Control Centre, CCTV
surveillance, Wi-Fi,
automatic number-plate
recognition, face detection,
waste and disaster
management, among other
platforms, bringing many
technology firsts to India
in terms of horizontal
IoT platform, LoRa-based
city-wide wireless sensor
network and disaster
management systems.
Sophos secures
Workplace
Hub of Konica
Minolta
Sophoshaspartnered
with Konica
MinoltatointegrateSophos
XG Firewall and Sophos
Wireless into Workplace
Hub. Konica Minolta
recently announced
Workplace Hub that
integrates everything from
basic office automation
functions to security, IoT
device management and
data storage in a single
platform designed for
SMEs.
“Due to its easy
management and deep
visibility into network
activity, the XG Firewall
is perfect for Konica
Minolta’s vision for the
workplace We both share
the same philosophy
of providing simple yet
comprehensive technology
for businesses of all sizes,”
said Francois Depayras, VP
for Global OEM Alliances,
Sophos.

ON THE RAMP
Onymos and Risan bring mobile
apps development technologies
Dell EMC, SAP help MSMEs
become GST-ready
NetRack unveils iRack Block for
Data Center Infra Capsule
Canon India strengthens
its PIXMA Series
Lava enters into notebook
segment with Helium 14
Ricoh India rolls out next
version of RicohDocs 3.0
Onymos has
signed up with
Singapore-headquartered
Risan Asia Business
Partners. With this
partnership, Risan would
provide a holistic market
expansion strategy and
means for taking the
revolutionary mobile apps
development platform
to software developers,
numbering in thousands,
operating throughout the
APAC region.
“With more than half
the world’s mobile users
in Asia Pacific market, it
is natural that the next
generation of leading
mobile apps will be built
in that part of the world.”,
said Shiva Nathan, Founder
& CEO of Onymos Inc.
“Onymos wants to enable
this next generation of
mobile app developers in
Asia Pacific region realize
their vision in the fastest
and most cost-effective
way possible with our
suite of Onymos offerings
including the Onymos
Fabric”, added Nathan.
Dell EMC
will deliver
comprehensive on-premise
digital Enterprise Resource
Planning (ERP) solutions
to enable Micro, Small
& Medium Enterprises
(MSMEs) across India
to become Goods and
Services Tax (GST) ready.
SAP’s pre-packaged “GST-
in-a- Box’” solution will
be available to MSMEs
through joint go-to-market
initiatives across 30 SAP
GST solution centres
across 15 cities in India.
Through the new solutions,
customers can make their
businesses GST-ready in
100 days, thereby ensuring
minimal disruption when
it comes to transitioning to
the new tax model.
The “GST-in-a-Box”
solution from SAP India,
running on infrastructure
solutions provided by Dell
EMC, is aimed at helping
MSMEs digitally transform
their businesses while also
ensuring a smoother and
faster transition to a digital
ERP system.
NetRack has
introduced iRack
Block specially designed
for in-house data center
requirements and infra
capsules. iRack
Block series
is designed to
eliminate large
DC infrastructure
requirementsandto
overcome facility challenges
related to scalability,
efficiency, compliance and
other security issues.
The Racks are IP 50
rated and configured
with a load bearing capacity
of 1,500 kgs in order to
cater the high-density
requirements. These racks
are equipped with multiple
“intelligent” features and
configured with self-
cooled, self-contained and
self-powered features.
"There is a lack of
infrastructure in the small
markets. Hence, we can see
a favourable 'need and the
supply' dynamics in this
space," said Ravi Raj, Brand
Head, Director Sales &
Support, NetRack.
Canon India has
a n n o u n c e d
expansion of its PIXMA
series with the launch of
two new models – PIXMA
TS3170 and PIXMA
E3170.
The PIXMA printers
comes equipped with a
segment – LCD display
with intuitive icons that
guide the user through all
operations from wireless
setup, to making multiple
copies using different
document sizes. Both the
printers come with a class
apart, fingerprint and
scratch resistant glossy grid
pattern on their top surfaces
which makes them easy to
maintain. The enhanced
operation panel features
one-touch switching to
direct wireless connection
and back to standard
network infrastructure
mode.TS3170 is best suited
foroccasionalprintingandis
compatible with affordable
cartridge Canon PG-745s
and CL-746S. E3170 is
best suited for everyday
printing and is compatible
with ink efficient cartridges
PG-47 and Cl-57s which
provides low cost printing
of up to 400 monochrome
documents and 180 colour
documents.
Lava International
announced its entry
into the notebook segment
with the launch of Helium
14.
The Notebook, for
which the company has
collaborated with Microsoft
and Intel, is designed
to offer productive,
simplified and user-friendly
experience. Created to meet
the needs of small business,
Gen-Y, Lava Helium 14
has been launched online
exclusively on Flipkart and
will soon be available at
select retail stores and other
multi-brand outlets across
Delhi NCR, Coimbatore,
Hyderabad and Bangalore
from the first week of July
in its first phase of launch.
Lava Helium 14 is priced at
Rs 14,999.
Gaurav Nigam, Product
Head, Lava International,
said, “The launch of
Helium 14 is an important
milestone in the journey
of Lava as a major Indian
smartphone brand. It
reiterates our commitment
to continued innovation
and is a testimony to the
fact that we understand
consumer needs.”
Ricoh India has
unveiled the next
version of RicohDocs – 3.0
thatenablesuserstomanage
all unstructured content
and automate all business
processes with absolute
ease. This advanced office
productivity platform helps
organize the process of
documentation and record
creation, thus minimizing
the involvement of
professionals in the tedious
regular tasks.
RicohDocs 3.0 is
equipped with various new
modules and advanced
features such as file version
comparison, sharing &
preview of media files and
bulk upload of files, etc.
Significant enhancements
have also been made in
user interface and user
experience in the latest
version of the platform.
RicohDocs is a critical
asset for every organization
to lower risk, reduce
operational cost.
Juniper
launches
Cloud-Grade
Networking
Juniper Networks has
announced Cloud-
Grade Networking that
will give service providers
and enterprises a radically
simplified way to build
cloud networks capable
of deploying services
faster. It introduces a
new set of principles for
the way applications and
services are architected,
delivered and secured. This
approach merges telemetry,
automation and machine
learning capabilities to ease
the IT challenges of cloud
transformation.
Juniper’s Cloud-Grade
Networking comprises four
principles: a platform-first
approach, disaggregation, a
Self-Driving Network, and
pervasive software-defined
security.
RepublicTV
embarks on its
digital presence
Republic TV
has launched
their mobile first digital
destination–Republicworld.
com. Complete with
user-centric features and
cool technology, the
destination aims to provide
personalized and immersive
content experience to its
audiences.
Jay Chauhan, COO,
Republicworld.com, said,
“Inthedigitalcontentspace,
there is no single dominant
global player operating out
of the South Asia and that’s
a big opportunity for us.
Republicworld.com is at
the intersection of Content
and Tech, so we will keep
pushing the boundaries of
what’spossibletoconstantly
engage and improve upon
the user’s experience for
our audiences.”
Republicworld.com
besides having its extremely
popular Live debates will
also build communities
around user habits such
as Entertainment, Music,
Gadgets, Travel, etc.

ON THE RAMP
HP presents its Pavilion
and Spectre Notebooks
Riverbed unveils“SteelCentral”
Digital Experience
Management Solution
BlackBerry powers Enterprise of
Things with Enhanced Platform
Intel India brings Xeon
Scalable Processors
Cisco launches intent-based
networking solutions
MobiKwik integrated with Samsung
Pay on select Samsung devices
Targeted to meet
needs of students
and professionals, HP
has introduced a range of
powerful notebooks – HP
Pavillion x360 and HP
Spectrex360thatfeaturethe
Windows Ink capabilities.
The notebooks come
packed with latest 7th-
gen processors, IPS FHD
touchscreen display, up
to 4GB Nvidia dedicated
graphics card and hybrid
storage, providing an
unbeatable combination
of power and functionality.
These notebooks come in
sophisticated designs and
features to inspire today’s
students and tomorrow’s
reinventors. The addition
of the HP Active Pen to
its portfolio, aids users to
intuitively turn thoughts
into action, using the
Windows Ink capabilities.
This opens new dimensions
of creativity by allowing
users to draw, highlight
and write directly on the
screen.
Ri v e r b e d
T e c h n o l o g y
has launched the most
complete and integrated
Digital Experience
Management solution in
the market with the latest
release of SteelCentral
which now empowers
customers to measure
and troubleshoot all parts
of the digital experience,
from the user’s experience
on the device to the
back-end network,
infrastructure, cloud and
application.
This new release
features the integration
between SteelCentral
Portal, SteelCentral
Aternity, and SteelCentral
AppInternals. In
addition, the integrated
workflow between
SteelCentral Aternity and
AppInternals provides
an integrated monitoring
system for the entire
end user service and
allows IT to rapidly
troubleshoot business-
criticalapplicationsacross
devices and applications.
BlackBerry has
a n n o u n c e d
productivity and security
enhancements to its
enterprise software
platform designed to power
the Enterprise of Things.
“The explosion of
devices and consumer
applications is making
it increasingly difficult
for enterprises to
balance information
security and compliance
with productivity and
connectivity,” said Billy Ho,
EVPof enterprisesoftware,
BlackBerry. “MDM and
EMM are simply not
enough, which is why we
offer a Unified Endpoint
Management platform that
lets companies secure and
manage these devices. We
are removing one of the
biggest IT challenges –
getting employees to use
corporate applications.”
Intel India has
launcheditsnewIntel
Xeon Scalable processors,
providing businesses with
unparalleled performance
to handle compute-hungry
tasks, including real-
time analytics, virtualized
infrastructure and high-
performance computing.
This marks the greatest set
of data center and network
processor advancements in
a decade.
“As India Inc.
increases its investment in
technology, the country’s
data center and network
infrastructure will undergo
a massive transformation.
Emerging use-cases in the
financial, ITeS, healthcare,
and academic sectors will
necessitate agile networks
that can interpret and
implement decisions based
on artificial intelligence,
HPC, and in the near future,
5G,” said Prakash Mallya,
MD – Sales & Marketing
Group, Intel India. “Intel
processors will address the
increasingly complex and
varied needs of the data
center, enabling customers
to deliver next-generation
business and consumer
experiences."
Cisco has launched
i n t e n t - b a s e d
networking solutions
that represent one of
the most significant
breakthroughs in enterprise
networking which will help
businesses to unlock new
opportunities and solve
previously unsolvable
challenges in an era of
increasing connectivity and
distributed technology.
Cisco's approach creates
an intuitive system that
constantly learns, adapts,
automates and protects,
to optimize network
operations and defend
against today's evolving
threat landscape.
"The network has
never been more critical
to business success, but
it's also never been under
more pressure," said Chuck
Robbins, Chief Executive
Officer for Cisco. "By
building a more intuitive
network, we are creating
an intelligent platform with
unmatched security for
today and for the future
that propels businesses
forward and creates
new opportunities for
people and organizations
everywhere."
Mobikwik has
announced its
association with Samsung
Pay. Under the tie-up,
MobiKwik wallet is now
integrated with Samsung
Pay Mini to enable one-tap
payments at more than 1.4
million MobiKwik powered
merchants pan-India.
MobiKwik will also be
available soon to Samsung
Pay users.
SanjayRazdan,Director,
Samsung Pay Business,
Samsung India said, “We are
enthused by the tremendous
response Samsung Pay has
received since its launch,
both from our consumers
as well as partners. Moving
into the next phase of new
and innovative services
for Samsung Pay, we are
delighted to have MobiKwik
on board as a partner.
As India's biggest, most-
trusted brand of mobile
phones, Samsung remains
committed to a digitally-
empowered economy and
will continue to create
meaningful innovations that
will transform lives.”
Edimax presents
its OAP900
Edimax Technology
has introduced OAP900
which is designed especially
for SMBs which demand
high-network performance.
OAP900 features the latest
2 x 2 IEEE 802.11ac
technology for 5GHz
wireless speeds up to 900
Mbps.
Edimax OAP900
speeds up to 900 Mbps
on the 5GHz band and
can handle intensive tasks,
perfect for audio, video
and voice applications and
significantly faster than
traditional 802.11n Wi-Fi.
OAP900 provides wide,
accessible Wi-Fi coverage
with strong security to
protect sensitive company
information and supervise
access to internal networks.
Edimax Pro OAP900
supports the latest 802.11ac
5 GHz Wi-Fi along with
high-density capacity to
support up to a 50 users
simultaneously.
Linksys unveils
WRT1900ACS
Linksys has launched
the powerful Dual-Band
Gigabit WRT1900ACS
Router that features an
impressive 1.6 GHz dual-
core processor and double
the memory capacity
(512MB DDR3 RAM) to
deliver improved wired,
wireless, and storage device
performance.
The Linksys Router is
made for both home users
and business professionals
operating out of small
offices and start-ups. It is
equipped to meet the needs
of the most demanding
home Wi-Fi networks to
facilitate seamless surfing,
video streaming, gaming
as well as data transfer.
Cutting-edge software
includes Linksys Smart
Wi-Fi Application with
Network Map allowing
users to remotely
monitor and control
their network anywhere,
anytime. Advanced users
can also customize the
WRT1900ACS via open-
source software from third-
party websites.

VOICE-N-DATA
Nokia andWorldLink to help Nepal
get superfast broadband services
Huawei now a part
of Commonwealth
Telecommunications Organization
Telecom vertical drives India's
external storage market in Q1, 2017
Airtel announces Rs.
2,000 Cr Project
Zyxel rolls out PMG2006-
T20AWireless Router
*astTECSintroducesIPPBXforSMBs
Nokia and
WorldLink are
upgrading 650-km-long
backbone network with
Nokia’s 1830 PSS (Photonic
Service Switch) DWDM
(DenseWavelengthDivision
Multiplexing) technology
to support bandwidth-
hungry entertainment and
enterprise services across
the country. The intercity
network stretches from
Kathmandu to Bhairahawa
and Birgunj, and provides
international connectivity
between Nepal and other
countries, including India.
WorldLink, the largest
fixed broadband operator
in the Himalayan country,
has 120,000 residential
broadband subscribers and
5,000 enterprise broadband
circuits.Itisnowconnecting
10,000 residential Fiber-to-
the-Home (FTTH) service
subscribers every month,
requiring the operator
to meet ever-increasing
demand for network
capacity.
Huawei has
joined the
C o m m o n w e a l t h
Te l e c o m mu n i c a t i o n s
Organization (CTO)
organization as ICT
Sector Member. This is
membership category of
the CTO that is open to the
private sector.
“It gives me great
pleasuretowelcomeHuawei
Technologies as one of our
members. Members of the
CTO greatly benefit from
knowledge and experience
sharing. Huawei’s
membership will help
strengthen our organization
and its contribution
to the use of ICTs for
development across the
Commonwealth,” said
Shola Taylor, the CTO’s
Secretary-General.
The global network
equipment and solution
provider also contributes
to global policy efforts
in areas such as universal
access, infrastructure and
cybersecurity – issues
that the CTO regularly
addresses through forums
and consultations on these
important policy issues.
India'sexternalstorage
market witnessed a
growth of 13.8 percent year
on year (in vendor revenue)
and stood at $74.6 million
in Q1 2017.
Multimillion-dollar
deal in telecommunication
vertical drove this growth
in the external storage
market. Banking, telecom,
professional services,
manufacturing and
government continued to
be the key contributors
in Q1 2017. In addition
to the major verticals,
significant growth is
witnessed in verticals such
as securities, transportation
and insurance during this
period.
Dileep Nadimpalli,
Associate Research
Manager, Enterprise
Infrastructure said,
"External Storage is getting
very dynamic to address
new age demands from
emerging technologies
such as real-time business
analytics,Internetof Things,
augmented reality, robotics,
etc. Flash storage, Hyper-
converged infrastructure
and Software-defined
storage technologies are
getting more relevant
across organizations like
never before."
Bharti Airtel has
announced the
launch of Project Next - its
digital innovation program
aimed at transforming
customer experience across
all of its services and touch
points.
The company plans
to invest up to Rs. 2,000
crores over the next 3
years under Project Next
to launch several exciting
digital innovations to step
change the simplicity and
interactivity of the Airtel
customer experience.
Project Next complements
Airtel’s massive investments
towards building a future
ready network under
Project Leap.
Airtel is redesigning
over 2,500 Airtel stores
across India. The Next-
Gen Airtel Stores have
been conceptualized by the
UK based 8 Inc. The new
stores are wrapped in digital
technologies to make the
customer experience highly
interactive through the
concept of Share, Create
and Experience.
Zyxel has unleashed
PMG2006-T20A
GPON HGU embedded
with a 4-port GbE Switch
enabling it to connect to
peripherals such as IP
cameras, Network Data
Storages, computer servers
and Wi-Fi access points to
share data in high speeds.
The Zyxel PMG2006-
T20A can be connected to
the GPON OLT to offer
network operators with
management and provision
features that support ONT
Management and Control
Interface (OMCI) and TR-
069 management functions
as well. As a result,
operation and maintenance
of the PMG2006-T20A
can be extremely easy and
efficient.
As higher bandwidth
and greater efficiency of
Ethernet cannot guarantee
delivery of high-quality
voice, data and video across
a GPON network, service
providers can freely design
their Advanced Quality of
Service (QoS) policies and
prioritize mission-critical
services such as IPTV and
VoIP based on their service
plan offerings.
*astTECS has launched
*astLite – an IP PBX
solution for SMBs, which is
ideal for offices with 20 – 80
extensions.Itisanintegrated
solution and provides
smaller organizations with
benefits and functionality
of modern IP PBX
and delivers complete
communication and
collaboration capabilities.
It will enable SMBs
to increase efficiency and
productivity by simplifying
the management of
enterprise communication
system. *astLite offers both
classical PBX functionality
and advanced features
and interoperates with
traditional standards-based
telephony systems and
Voice over IP systems. The
compact solution manifests
open standards with no
licence fee, seamless
scalability & easy-to-use
management features, full
unified communication
solution with advanced
mobility, built-in recording,
centralized administration,
enhanced security and
24X7 support.
BSNL empanels
Plintron for
VNO services
Plintron has
empanelled itself
with BSNL and has
become the first Virtual
Network Enabler (VNE)
for enabling the launch of
Virtual Network Operators
in India. Through this
association,Plintronaimsto
help BSNL better monetize
their network assets. Under
this alliance, Plintron will
leverage BSNL’s national
network and provide
services to their customers
efficiently, leading to
increased revenues and
profits.
Plintron, with this
association, will offer
end-to-end services to
Virtual Network Operator
Licence Holders in India.
The services will include
connectivity through
BSNL’s network, Plintron’s
robustMVNEPlatformand
a host of other services.
Ruckus H320
offersWi-Fi
to Hospitality
Market
Ruckus has announced
its fourth-generation wall-
mounted access point (AP)
designed to provide hotel
guests with fast, reliable Wi-
Fi. The Ruckus H320 all-in-
one AP and switch features
the latest 802.11ac Wave 2
technology, enabling guests
to simultaneously connect
multipledevicestohotelWi-
Fi networks. The AP also
allows property managers
to connect wired devices
such as VoIP telephones
and IP-ready televisions
without dedicated per-
device cabling.
The H320 AP and
switch is based on the
802.11acWave2technology
to satisfy steadily increasing
in-room bandwidth
requirements. It includes
two fast Ethernet ports to
enable connectivity for any
wired in-room IP device,
including IPTV, VoIP
phones and IP cameras.

CHANNEL BUZZ
TAIT organizes GST Awareness
Workshop for Members
DISTREE APAC comes up with annual Asia-Pacific ConsumerTech Channel Survey
Barco showcases its projection
solutions at its partner meet
Trade Association of
Information Technology
(TAIT) has organized awareness
workshop on GST educating
membersonthenewtaxregime.The
sessions were addressed by Sukhjit
Kumar, Additional Commissioner
of Service Tax, Mumbai, and Alok
Pansari, Partner, ASL & Co. Sukhjit
Kumar, Additional Commissioner
of Service Tax, Mumbai, addressed
theTAIT members by giving his
valuable insights into the GST tax
regime. He talked upon various
crucial components of GST
clearing the misconceptions of
the members in terms of stock
clearance, service tax, input credit
and tax computation.
"TAIT members were gearing
up for getting the registration and
Barco has recently
organized a partner meet
in Bangalore. Held on June 22,
2017 at Hotel Taj Vivanta, the
event saw Barco showcasing its
leading-edge projection solutions
to AV System Integrators, AV
consultants and distributors in
the region. Over 100 AV partners
attended the meet and shared
experience in the sessions. A wide
range of interesting, informative
and interactive sessions were also
organized by the team at Barco to
discuss the future of projection
technology and how it will play a
major role in impacting business
productivity.
Enabling superior image
quality, exceptional input and
output density, great expandability
and durability, E2 is currently the
only system available that will drive
HSNcodesdoneinGST,rightsizing
their stocks and preparing their
software on the complaint side and
on the business side. Therefore,
this workshop is a part of our
efforts to educate our members
and prepare them for GST," says
Rushabh Shah, President, TAIT.
Alok Kumar S. Pansari, CA
of ASL & Co., said, "It is a
great opportunity for IT traders
to explore different prospects
such as software and application
development. IT hardware business
will get huge benefits from GST
if they explore different business
avenues. They have huge scope
in the software and application
development but they should
explore opportunities to sustain in
the business."
beyond 80 megapixels of video
content and manage 4K projector
blend with refresh rates up to
60Hz.Barco has also showcased its
innovative collaboration solution,
ClickShare, and how it could
enhancemeetingroomproductivity
for multiple users to transfer and
share content simultaneously on
the display device of their choice.
Major attractions at the event
included Barco’s ProAV and virtual
reality solutions, such as, the most
compact 4K laser phosphor large
venue projector, UDX4K32. Barco
illustrated how its rugged design
and modular components allow
users to reduce shipping and labour
costs as well as servicing hassles,
and benefit from the increased
utilization that the projector offers
with its flexible brightness and
resolution.
DISTREE Asia Pacific
(APAC) has started
collecting responses for its
2017 regional consumer tech
channel survey. Reaching out to
thousands of senior executives
from consumer tech distributors,
retailers and e-tailers across
the region, the survey explores
sales performance, business
confidence, financial trends
and attitudes towards product
categories.
Liam McSherry, Marketing
Director for DISTREE Events,
said, “The APAC Consumer Tech
Channel Survey was established
last year and provided deep
insight on regional market trends.
By repeating the exercise in 2017,
we can compare data points
year-on-year. This research also
identifies key trends that form
the backbone of the content
programme at DISTREE APAC
2017, and provides more visibility
on the consumer tech brands that
channel delegates want to meet.”
The fifth annual DISTREE
APAC will take place at the
Grand Copthorne Waterfront
Hotel in Singapore on 8th
to 10th November 2017.
The regional channel event
gives consumer technology
vendors and brand owners
the opportunity to hold pre-
scheduled one-on-one meetings
with APAC’s leading distributors,
plus senior executives from some
of the region’s top retailers and
e-tailers.
DISTREE APAC covers
a diverse array of consumer
electronics categories including
gaming, lifestyle tech, mobile
devices, mobile accessories, smart
tech, smart home, consumer IT
and related accessories. This
year’s survey runs until 31st July
2017. Consumer tech distributors
and retailers operating in APAC
are invited to participate in this
year’s survey using the following
link:
Five respondents to this year’s
survey (selected at random) will
also receive a complimentary
room upgrade for their stay at
the event hotel in Singapore for
DISTREE APAC 2017. All survey
respondents are cross-checked
against DISTREE’s extensive
APAC channel database and
verified to maintain the quality
of the findings.
With an increased focus on
distribution this year, more than
150 executives representing more
than 130 distributors are set to
attend DISTREE APAC 2017.
In addition, VIP retail and e-tail
executives from across the region
are invited, providing an extra
value-add for exhibitors, creating
more business opportunities for
all attendees.
DISTREE APAC will invite
delegates from the following
markets in South East Asia:
Cambodia, Indonesia, Laos,
Malaysia, Myanmar, Philippines,
Singapore, Thailand and
Vietnam. SAARC countries
of Bangladesh, India, Nepal,
Pakistan and Sri Lanka will also
form part of the delegate base.
Oceania-based channel partners
from Australia and New Zealand
will also receive invites, as will
distributors and key retailers
from Hong Kong, Taiwan, Japan,
Korea and China in North-Asia.
The 2016 Asia-Pacific
Consumer Tech Channel Survey,
which included responses
from distributors and retailers,
revealed that 88% of respondents
expected to increase their vendor
portfolio in the next six months.

FACE TO FACE
ESDS to be a catalyst in helping
Dr. Rajeev Papneja – COO, EVP, ESDS in
a chat with VARINDIA explains the role the
company has been playing in the datacenter
space through its software defined storage
offering, besides recounting its plans for the IoT
& managed service platforms and the projects it
has bagged in the smart city space -
With the surge in data volumes, current datacenter space available
in India would have got occupied at an unexpected rate with servers,
if it would not have been for the acceptance of Cloud Technology.
Traditionally, increase in data simply transformed into buying more
enterprise storage and manipulating the combination of SATA &
SSD drives and having some form of database clustering in place.
The model doesn’t work in today’s world because it is not about the
storage capacity and cache data anymore, but it is about the IOPS
requirements.
“ESDS for instance saw an unexpected move of critical systems
to the Cloud, especially SAP HANA/S4, by large enterprises. Out
of the many challenges, the decision of architecture and selections
at storage layer play a very crucial role. Having traditional dedicated
SAN storage became a bottleneck, when customers on public cloud
started demanding heavy IOPS. At the same time, it does not provide
the flexibility of borrowing resources from other SAN. With the move
of mission critical systems such as SAP HANA and online businesses
to public cloud, the architecture has to be redefined at the storage
layer for providing the required performance with High Availability
and all this at a cost which is affordable and competitive,” explains Dr.
Rajeev Papneja – COO, EVP, ESDS.
ESDS deploys Software Defined Storage cluster solutions
supporting scale-out SAN that helped the company to deliver
extreme performance coupled with great flexibility, scalability and
enterprise grade data protection and a business module to pay only
for the consumed services. It has connected its Nashik and Mumbai
Datacenters with the connectivity required to move virtual machines
between the two datacenters in near real-time and deployed Software
Defined Networking to facilitate it.
Digitization plans for 2017…
ESDS is presently working on IoT platform that will be powered
by eNlight Cloud. The platform in currently in Beta stage. “We are
coming up with a platform that will not only be device agnostic
but also data format agnostic. IoT is an integral component of the
whole digital disruption. We are working to understand various
customer expectations and are in regular discussions with the CIOs
in the industry to come up with that last piece besides Cloud and
IoT that completes the picture. We see people still confused between
Digitization and Digital Transformation. Similar to the efforts we
had put in starting from year 2011 to facilitate adoption of public
cloud, we will be doing the same to facilitate digital transformation.
Enterprises will also need to change their mindset of working with
any one giant service provider as digital transformation would require
involvement of many vendors as part of the eco-system. Choosing
right partners will decide the fate of the digitization projects taken
up,” says Dr Rajeev.
ESDS has also bagged the Cloud Service Provider contract for
Pune Smart City. The company will continue to focus on working
in majority of the Smart City initiatives this year. “With the “Make
in India” initiative, we are the cloud provider in the nation that has
its own cloud indigenously developed by its CMMI level 3 appraised
dedicated R&D team. We are able to provide the most optimal use of
resources combined with better pricing. We have introduced a unique
concept of vertical auto-scaling that is patented by the US Patent
& Trademark Office and have introduced the concept of pay-per-
consumption in contrast to the pay-per-use billing which is a common
practice in the industry,” cites Dr Rajeev.
Managed services will also remain one of its key differentiators in
the industry with the experience of serving more than 35, 000 clients
from all over the globe for over a decade. It is already looking at
Artificial Intelligence platforms that can provide a seamless experience
to its customers for first level of communication. This will help the
company to utilize more technical people to become experts in real
technology issues thereby providing better support to its customers.
“We anticipate a huge demand in managed services due to the skill
gap between the pace at which technology is getting adapted and the
speed at which the skilled talent is getting ready,” sums up Dr Rajeev.
Top Technologies for ESDS in 2017
Use of dockers: With the enterprises moving to cloud and
running hundreds of Virtual Machines, use of dockers have
started to make lot of sense. There is no point in putting in
dollars on guest operating system for hundreds of VM’s and
also wasting compute resources to run these guest operating
systems. There are some challenges related to security but
similar to adoption of cloud, the concept of containers would
be accepted very soon.
Driving AI: Being in the field of providing managed
services, ESDS is starting to look at Artificial Intelligence
platforms that can provide a seamless experience to its
customers for first level of communication. This will help the
company to utilize more technical people to become experts
in real technology issues thereby providing better support to
customers.
IoT: ESDS is also working on its own IoT platform that
wouldassistwithautomationofmanyactivitiesinDatacenter
and would reduce monitoring efforts.

Corporates while receiving the recognisation at
Annual Infotech Forum 2017
25th May 2017, Hotel Shangri-La, New Delhi
TOP 25 BRANDS IN INDIAN
ICT INDUSTRY 2017
This year’s Brand Book speaks about how technology companies have performed in comparison to
the previous year. In the recently held Infotech Forum 2017 in New Delhi, the Top 25 brands in Indian
ICT industry were awarded, which provides a thorough understanding on how the leading brands have
performed with their cutting-edge technologies, their innovative ways to reach out to and connect
with the consumers/ organizations and how they have enhanced their operational performance
and increased their competitive advantage over competitors. These are the Most Trusted Brands
that reached to consumer’s doorstep and enhanced their performance by the best use of IT.
1 2 3 4 5
21 22 23 24 25
6 7 8 9 10
16 17 18 19 20
11 12 13 14 15

Awards are being honourd by: Shri P. P. Choudhury, Minister of State of Law, Justice
and Electronics & IT, Government of India, Mr. Anil Swarup, Secretary, Department of
SchoolEducation&Literacy,GoI,Mr.RamanRoy,CMD,QuatrroandChairman,NASSCOM,
Mr. S. N. Tripathy, IAS, Additional Secretary & Development Commissioner, MSME, GoI,
Mr. Rajesh Aggarwal, IAS, Joint Secretary, Ministry of Tribal Affairs, GoI and Dr. B. K.
Murthy, Senior Director (Scientist-G), Department of Electronics & IT, GoI

MICROSOFT INSPIRE – an
amalgamation of new ideas
The Microsoft Inspire, organized by
Microsoft took place from 9th to 13th
July 2017 in Washington D.C. at the Walter
E. Washington Convention Center. Among
the keynote speakers at the event were CEO
Satya Nadella; Microsoft President Brad Smith;
Gavriella Schuster, Microsoft corporate vice
president of the Worldwide Partner Group
and Judson Althoff, Microsoft executive vice
president, Worldwide Commercial Business.
Addressing 17,000 partners from 140 countries,
the INSPIRE event was an ideal conference for
business and channel leaders in SMB, Corporate
Accounts and Enterprise markets and more.
The big idea that came out of this
year’s conference was the crystallization of
Microsoft’s overall strategy. It’s been a huge year
of change for Microsoft as they have realigned
their product stack and strategy for moving
to cloud-based business solutions. Microsoft
remains a partner-focused company, with an
unprecedented opportunity and a mission to
empower every person and machine on this
planet.
In a brief speech, Ron Huddleston,
Microsoft corporate vice president and head
of the company's One Commercial Partner
organization, talked about Microsoft's efforts
to create a single point of contact for partners
through his operation. He also cited the
company's plans to spend $250 million on go-
to-market efforts for partners and to hire new
channel managers to work with partners in
their sales efforts.
“Digital transformation represents a
massive opportunity and Microsoft has always
been a partner-led company,
and this ecosystem drives
local economies and creates
massive growth. Together
we have unprecedented
opportunity, as technology
impacts every aspect of
our global society and
economy,” explained Satya
Nadella, CEO – Microsoft.
“Don’t celebrate technology
for technology’s sake. Our
success is in our customers’
success.”
He further added,
“Microsoft Inspire is where the world meets to
transform business. Companies and businesses
are transforming in the digital era. Our mission
and our commitment to partners is steadfast,
technology and technology paradigms come
and go. One such evolution is the move from
a mobile-first, cloud-first world, to one that is
rooted in the intelligent edge and intelligent
cloud. This shift will bring about more digital
technology in more mainstream ways into every
life and every organization.
64,000 partners are leading
with the cloud solutions. It
is high time for shifting IT
Priorities and Growing Channel
Opportunities. While the world
is getting into a digitised mode,
business leaders are looking
at how they can apply digital
technology and build systems of
intelligence to rethink on how
to empower employees, engage
customers, optimise operations
and transform products.
The need for digital transformation is to “Empower employees, engage customers,
optimise operations and transform products”. Microsoft wants to democratise this
notion of digital transformation so that every business can truly harness the power of
this digital era. It is also trying to change how Microsoft goes to the market and serve
customers better with core solution areas to enable digital transformation....
“Microsoftpartnersemploy17millionpeoplearoundtheworldandwehave
64,000 partners working in cloud services and adding 6,000 new partners each
month. These new partners are coming from other ecosystems. That ability
for us as a partner-led company and a partner ecosystem to continuously
welcome new partners and help them thrive as part of this community can
together help us build the future. Microsoft is not only building IT solutions
solely to support conspicuous consumption, it is also working to make a
positive impact in the world.”
Satya Nadella
CEO – Microsoft
INDUSTRY EVENT

Muti-device, Multi-sense: The first is
how our digital experience is distributed across
and spans devices, big screens, small screens,
sensors in a room. The user experience is no
longer bound to a device, it travels with you
and it’s multi-sense. The experience may start
with touch on one device, and end with speech
in another device, or ink. Multi-sense is what
developers are building for. The experience
itself is getting richer and distributed.
AI: Artificial intelligence is getting built
into every experience, and we need to take data
and compute to where it’s generated. Whether
in an autonomous car, on a factory floor, or in a
hospital, every one of these experience is going
to be powered by AI.
Serverless: Finally, you need a backend
that facilitates this rich fabric. We are taking
a single user experience and making it span
multiple devices using emerging technology
such as containers and serverless compute.
We’re taking this intelligence and distributing
it to the edge.
Leaders are hungry to empower their
employees, transform and shape culture in this
rapidly changing work environment. We aspire
to build the experiences and tools that make it
possible for every professional in any business
or functional role to be much more productive
in getting things done.
After empowering people within an
organisation, we have to take it a step further, to
ensure we are transforming the processes and
functions people work within it. Remember,
every business process is being digitised. We
want to take these systems of intelligence, these
feedback loops, and connect them together, so
they can provide predictive information.”
Nadella said that while the trend is moving
towards Mobile first/cloud first paradigm
generating $2.5 trillion in IT spending, that
number will surge to $4.5 trillion with the
Intelligent Cloud/Intelligent Edge paradigm.
This brings an increased opportunity with
Digitisation and the opportunity is greater
than before as there is no longer a debate
about whether to host data in a public or
private cloud. “It is clear that what we need is
a distributed hybrid cloud infrastructure. The
richness of your data should be represented in
how it is stored. Finally, we are moving beyond
big data and even machine learning capabilities
to be able to infuse cognitive capabilities, like
computer vision and understanding natural
language, into the applications you build. That's
because Intelligent Cloud/Intelligent Edge will
expand what is generally considered to be "IT
systems" today. With increasing digitization,
where every part of our society and economy
is being fundamentally transformed because of
digital technology, the opportunity is greater
than ever before," Nadella said.
Gavriella Schuster, Microsoft corporate
vice president of the Worldwide Partner
Group spoke about how partners can turn
Your great idea is just the beginning. From there you need to define a
sustainable, profitable business model and build a go-to-market plan that
gives you customer reach and relevance. Great ideas need great execution
to be more than just an academic exercise. I know for a fact that no single
approach will work for every partner. Some partners will focus on building a
services practice, some will develop a channel, while others will take a more
traditional ISV approach.
Gavriella Schuster
Corporate vice president, the Worldwide Partner Group
Microsoft
one’s great idea into a thriving business to
drive digital transformation around the world
and across industries. “Your great idea is just
the beginning. From there you need to define
a sustainable, profitable business model and
build a go-to-market plan that gives you
customer reach and relevance. Great ideas
need great execution to be more than just an
academic exercise. I know for a fact that no
single approach will work for every partner.
Some partners will focus on building a
services practice, some will develop a channel,
while others will take a more traditional ISV
approach. However, regardless of which
business model works for you, I think there
are a few common threads to keep in mind.
Here’s what I recommend.
@ Know your customer & your market
@ Grow your technical skills
@ Build repeatable, scalable solutions
@ Innovate”
The Microsoft Inspire event was attended
by VARs and partners from across the globe,
including 176 from India. From asserting
that cloud is foundational to enabling digital
transformation to moving beyond big data
and even machine learning capabilities, the
event proved to be a powerhouse for all the
participating partners. n
Moving Azure To Hybrid
Cloud Environments
Microsoft has had huge success with
Azure (cloud computing platform). Now
Microsoft is taking steps to move Azure
into hybrid cloud environments with the
announcement of the general availability of
Azure Stack, an extension of Azure.
Microsoft'shardwarepartners,including
Hewlett Packard Enterprise, Dell EMC and
Lenovo, will ship Azure Stack with their
hardware systems. Microsoft is pricing
Azure Stack using pay-as-you-go use and
capacity-based models. It is also making
available an Azure Stack Development Kit
for building and deploying applications for
Azurehybridcloudenvironments.Microsoft
is offering a free single-server deployment
option of the SDK for trial purposes.
Lastly, when you think about who
you partner with long term, you have to
partner with those who invest, and change,
and lead—and Microsoft has once again
proven that this is them and working with a
goal of increasing partner profitability and
accelerating business growth.

FACE TO FACE
Deskera is Creating Cloud
Partner Network in India
With an experience of 15 years in sales,
Dhananjay Kumar Singh is the sales
Head for North region at Deskera India. He is
also a Business Performance Expert in helping
organizations by Partner farmingand bridging
the gap between the sellers and customers.
He has spearheaded the creation of Partner
network and CA enablement. An advertising
and sales management graduate as well as a
post graduate in Marketing Management, he
has worked with around 4000 IT partners and
8000 CAs in various cities of India. In a chat
with VARINDIA, he reveals about the need of
Partner network, definition of Channel cloud
partners, how Deskera is going to help such
partners and much more:
Deskera is known for its cloud-based
solutions for small and mid-sized businesses.
Incepted in the year 2008, the company
provides sophisticated and simple solutions
that help different companies manage resources
efficiently across departments, from operations
to accounting to sales to HR, on one platform.
The company is headquartered in San Francisco,
California with offices in Singapore, Malaysia
and Indonesia. It has a pan India presence
across eight major cities including Mumbai,
Delhi, Bangalore, Ahmedabad and Pune. A
market leader in integrated cloud-based GST
ERP software, Deskera is among the first few
companies who are GST ready to cater to India’s
biggest tax reform and help companies move
to GST.Today, more than 3,000 businesses,
with approximately 80,000 users, manage their
companies using Deskera products. Deskera’s
mission has always been to provide world-class
technology to mid-sized companies so they can
succeed by running more efficiently.
Channel Partners play a crucial role in
a company’s growth story. They are the
representatives of the company in front of the
customersDeskerahas always recognized the
importance of its channel partners and have
been taking various measures to strengthen
the relationship. One of the many steps in
this direction is creating its own Cloud Partner
network in India –a first-of- its kind initiative.
Those partners who are keen on selling only
Cloud technology products have opportunity
to be a part of this network. The program will
help SME partners to enhance their competency
for better understanding of Cloud and work on
latest technologies.
What is Channel Cloud Partners?
A channel partner is anOrganization or
Platform that provides services or sells products
on behalf of a software/hardware Parent
Company. Value-Added Resellers (VARs),
Managed Service Provider(MSPss), Consultants,
Systems Integrators (SIs), Original Equipment
Manufacturers (OEMs) and Distributors can
be called Channel Partners. Deskera is going to
bring these partners under one umbrella -Cloud
Partners Network in India who will specifically
sell only Cloud-based technology products.
Why is it required?
• Currently, there are no companies with
structured partner network in India focusing
only on cloud technology
• Most of the of hardware vendors are
looking for alternative business options due to
heavy reduction in IT Hardware business
• No company except Tally has ever
worked to create its own partner network by
Partner Farming
• Cloud is now widely acceptable and
most of the customers want to shift their data
on the cloud to enable 24*7 access from any
where
• 67% of India’s population is below 35
years of age and they are eyeing latest services
and solutions. They don’t want to remain
dependent on system based solutions
• The second generations of the
traditional partners have entered the family
business and they understand the importance
of Cloud. They want to become cloud solution
partners instead of being Box Sellers
• Cloud systems are more secure
• Most of the Partners feel we don’t have
the bench strength to do the work at locations
where they don’t have geographical reach. Cloud
can solve this concern as it requires browser and
an internet connection only.
How Deskera is going to
help such partners?
Deskera wants to create a mutually beneficial
ecosystem along with its channel partners.
We are working towards building this Cloud
Partners network. We hopethis initiative will
contribute towards the Indian economy and aid
in the government’s Digital India Campaign.
Deskera products are not limited to accounting
solutions. We have an integratedsuite of
business software that can help organisations
of every size streamline their processes. Our
GST Ready solution has–ERP(Accounting,
Inventory, Taxations-GST ready), MRP,HRMS,
CRM andPROJECT MANAGEMENT.
Who can approach Deskera
for becoming our Partner?
• Anyone who wants to understand
about Cloud and latest technology
• Thosewhowanttolearnforcontinuous
earning by providing Deskera Applications
• IT/Hardware software vendors
• CAs as Cloud software consultant
GDPR legislation to influence IT security market to grow in Europe by 16%
Businesses of all sizes
weather large or small
all are scrambling to assess
their General Data Protection
Regulation (GDPR) readiness,
with less than a year to go until its
implementation on 25 May 2018.
The new framework demands a reassessment of
the everyday operational structure for businesses
that handle personal data in the EU. Canalys
forecasts that this will spur the IT security
market in Western and Central Eastern Europe
to grow 16% to US$11.5 billion in 2018.
However, there are significant differences in
preparedness between companies of varied sizes.
“Ourresearchshowsthatlargebusinessesarewell
informed on information security regulations,
with resources in place to ensure compliance.
With ransomware threats such as WannaCry
causing havoc, shareholders will be more willing
to accept increased data security and compliance
budgets to protect their long-term investment,”
said Canalys Senior Analyst Nushin Vaiani.
“SMBs naturally have fewer resources,
putting constraints on implementation. But
there are potentially massive fines for non-
compliance with GDPR, putting SMBs
under threat of bankruptcy. Businesses
must take action now to safeguard from this
danger”, added Vaiani.
Overall, the net effect on SMBs will be
significant and many are turning to their existing
relationships with channel partners for help.
Canalys expects this trend to accelerate, as SMBs
realize they have little time left to implement
changes if they are to meet the deadline.

VMware sees NSX adoption as
critical to private cloud strategy
Organizations worldwide are realizing
the urgency of transforming their
IT infrastructure to meet challenges of
working across public and private clouds,
improving security, and meeting new
regulatory requirements. The networking
world is undergoing a seismic shift from
hardware to software-defined models. Just as
virtualization transformed physical servers
in a previous generation, it is now driving
network transformation and enabling the
emergence of cloud-based business models.
VMware NSX (network virtualization
and security platform) is a non-disruptive
solution that is deployed on any IP network,
including existing data center network designs
or next generation fabric architectures from
any networking vendor. The NSX network
virtualization platform for VMware is the
central product in the network virtualization
domain that provides the critical third pillar
to its Software Defined Data Center (SDDC)
architecture. Last year VMware exceeded 600
million dollar bookings.
“NSX network virtualization delivers
for networking what VMware has already
delivered for compute and storage. It enables
virtual networks to be created, saved, deleted
and restored on demand without requiring any
reconfiguration of the physical network. This
provides the ability to tie security policies on
a per app basis. Whether the app is running
on a vSphere VM, natively in Amazon or
Azure or one of the cloud datacenters or even
if the app is in a container and tied to the
container or applications – the whole point
is that regardless of where the application is
running or in what kind of framework, NSX
incorporates built-in security to be able to
apply very fine grained policies to protect
those applications,” says Anand Patil, India
Lead - SDDC Sales – VMware.
Opportunities galore in NSX...
Being a new technology, NSX has pretty
high level of services attached with typical
sale as customers need professional services
to help them deploy it right the first time
around. “This is a clear opportunity for
our partners to get the services business.
If a partner is already selling VMware’s
virtualization technology, it gives them access
to additional spends. If they are an existing
networking partner, NSX gives them access
to the customer’s security budget, which is
the fastest growing budget in IT today,” says
Anand.
For VMware’s solution provider partners,
there are pull-through opportunitiesto help
customers integrate NSX into their private
clouds and to make it even easier for customers
to take advantage of hybrid and public cloud
environments– while maintaining the same
security and networking policies across
multiple clouds. By virtualising the network
with NSX, it smoothens the transfer of
workloads from one environment to another,
and paves way to unlock the full potential of
the SDDC. NSX provides inherent security so
when an application moves – security moves
with it – across any cloud.
“We are seeing broad adoption of NSX,
and it is our partners that are driving this
adoption. Adoption of SDDC by our vCloud
Air Network service provider partners
continues to accelerate given the success
our partners have with core products like
vSphere,” cites Anand.
In the last 12 months, NSX adoption
has become an integral part of the private
cloud build-out in large banks, conglomerates
and telecoms within the ITeS segment to
implement security with digital workspaces.
VMware expects this trend to extend to
smaller organizations in these segments as
well. Given the heightened awareness around
cyber-security, VMware is also starting to see
Government and PSUs take a keen interest in
the micro-segmentation capabilities of NSX,
which provides a way to mitigate malware from
spreading within virtualized data centers. n
Anand Patil
India Lead - SDDC Sales
VMware India
FACE TO FACE
Challenges addressed by NSX
• Security – NSX enables organizations to divide the data center into distinct security
segments logically, down to the level of the individual workload—irrespective of the
workload’s network subnet or VLAN. IT teams can then define security policies and
controls for each workload based on dynamic security groups, which ensures immediate
responses to threats inside the data center and enforcement down to the individual
virtual machine. Unlike in traditional networks, if an attacker gets through data center
perimeter defenses, threats cannot move laterally within the data center. This can help
mitigate the propagation of malware within the data center.
• Automation – NSX addresses the challenge of lengthy network provisioning,
configuration errors, and costly processes by automating labor intensive, error-prone
tasks. NSX creates networks in software, eliminating bottlenecks associated with
hardware based networks
• Application Continuity – Since NSX abstracts networking from the underlying
hardware, networking and security policies are attached to their associated workloads.
Organizations can easily replicate entire application environments to remote data
centers for disaster recovery, move them from one corporate data center to another,
or deploy them into a hybrid cloud environment—all in minutes, all without disrupting
the applications, and all without touching the physical network
From a business perspective, NSX is a fast-growing technology for
VMware. It initially built its company on server virtualization, but now
it is a cloud infrastructure and business mobility company. Anand Patil,
India Lead - SDDC Sales - VMware India feels that network virtualization
is a bigger opportunity than server virtualization and it will continue to
be in the world of cross cloud, where customers will run their workloads
and applications across multiple clouds and at the same time manage,
connect and secure them all -

E magazine july 2017

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