Enterprise Channels November 2013

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SAP AND SAS TO LEVERAGE EACH OTHER’S CAPABILITIES... /07

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“ACCELERATING THE GROWTH ENGINE” /30

Disruptive trends like mobility and cloud computing are forcing organizations to change their approach to protecting assets, data, and privacy /16

SAFEGUARDING THE OPEN ENTERPRISE

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EDITORIAL

03NOVEMBER 2013

Security to be everywhere

Security is the biggest concern in the Enterprise market today. Why won’t it be? Today, cloud is everywhere and BYOD is taken seriously by CIOs and CTOs. When these convenience and comfortable factors are coming to the enterprise space meant to improve the productiv-ity of the employee, it is giving an opportunity to the crooks to poke into network and steal or disturb the momentum- at times cause severe damage to the reputation and finance of the

people and organization. Therefore, security is becoming the centrifugal force to reckon with.

Today, enterprises are being attacked in various unexpected ways. APT, Ransomware, DDoS, etc. are the new things coming in the networks which are actually taking control of the networks of the enterprises giving no alternative but to surrender to the attackers.

These attackers are eying at most of the large sectors including Education, BFSI, government, telecommunication, manufacturing, and IT/ITeS, as these are fastest growing verticals in India. Of course these verticals are using strict guidelines and practices as far as security is concerned but at times the crooks are winning the battle.

As per Gartner, the Indian security market has been growing rapidly at double digit Annual Growth Rate (AGR) and at a CAGR of 16.4% for the Indian security market from 2008-2013. Its estimates also suggest that the India Security Software revenue in 2012 was $240.9 million as against $222.7 million in 2011, which indicates that there was 8.2 percent rise in the growth of this market. The research firm also predicts that by the end of 2014, 70 percent of large enterprises will permit access to external social media compared with 50 percent in 2010 and by 2015, 10 percent of overall IT security enterprise product capabilities will be delivered in the cloud.

In this issue, we have tried to bring out a major portion of security analysis as far as Indian Enterprise market is concerned. It will surely give an insight to what exactly is happening in this space. Plus, this issue also carries perspective of Meg Whitman, President and Chief Executive Officer of HP on the growing importance of channel ecosystem in the global market. ë

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MY VIEWS /24

“Micro-vertical focused approach”

SOMA SOMASUNDARAMEXECUTIVE VICE PRESIDENT

– GLOBAL PRODUCT DEVELOPMENT, INFOR

CORPORATE STORY /30

HP: Accelerating the Growth Engine

CORPORATE STORY /32

Hitachi: In the Process of Transformation

INNOVATION /34HGST 6TB

ULTRASTAR HE6 HDD

It is a HGST’s cutting-edge HelioSeal

platform that provides a path for higher

capacity storage for decades to come while significantly

lowering customer total cost of ownership

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CHANNELSTREET ::::::::::::::::::::::::::::::::::::: 06

EVENT REPORT ::::::::::::::::::::::::::::::::::::::::: 12

INNOVATION::::::::::::::::::::::::::::::::::::::::::::::::: 34

COVER STORY

Disruptive trends like mobility and cloud computing are forcing organizations to change their approach to protecting assets, data, and privacy /16

FEATURE

The Change Agent /24The BFSI sector has embraced IT rapidly but the risk factor in security looms large over the technological advancements.



CONTENTS

04 NOVEMBER 2013

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HP Unveils HAVEn, a Big Data Analytics Platform

HP has released HAVEn, a set of core tech-nologies that form a Big Data analytics platform, enabling organizations to create next-generation applications and solutions to accelerate the adop-tion and monetization of Big Data.

The growing volume, variety, velocity and vulnerability of information—aka Big Data—pres-ent challenges and opportunities for organizations. Organizations need secure solutions that can scale while sourcing data at high speed.

HAVEn combines the proven technologies from HP Autonomy, HP Vertica, HP ArcSight and HP Operations Management, as well as key industry initiatives such as Hadoop, to create next-generation, Big Data-ready analytics applications and solutions announced the press release.

“The value of Big Data comes from the ability to analyze all information in real time, so decisions that accelerate growth or improve services to customers and citizens, can be made quickly,” said Amit Chatterjee, Country Director, HP Software

India. “Only HP has the intellectual property in technology, services and partnerships to truly make data matter.”

HAVEn enables HP clients and partners to:• Avoid vendor lock-in with open architecture

that supports a broad range of analytics tools, including major Hadoop distributions, program-ming languages, and an ecosystem of business intel-ligence (BI); visualization; and extract, transform and load (ETL) solutions.

• Protect investments with support for multiple virtualization technologies, such as VMware, Amazon and OpenStack.

• Speed time to value with highly optimized hardware solutions, such as HP AppSystem for Vertica, HP AppSystem for Apache Hadoop and offerings from HP partners.

• Gain value from 100 percent of informa-tion, including structured, semistructured and unstructured data via HP’s portfolio of more than 700 connectors into HAVEn.

AKAMAI ACQUIRES VELOCIUSAkamai has acquired Velocius Net-works, a provider of quality of service (QoS) technology for optimizing application traffic across enterprise networks, in a cash transaction.

The acquisition is expected to complement Akamai’s hybrid cloud optimization strategy for optimizing IP application traffic across the Inter-net for remote and branch end-users announced the press release.

As organizations expand globally, their employees, partners, and customers are using the Internet to access critical IP-enabled applica-tions anywhere, anytime, and over a wide range of devices. These include, but are not limited to, core applications accessed over SSL VPN (Secure Sockets Layer Virtual Private Network), real-time interactive Web conferencing, virtualized applica-tions and desktops, secure large file transfers and Web applications.

SIEMENS ENTER-PRISE COMMUNI-CATIONS IS NOW UNIFYSiemens Enterprise Communications is now being rebranded globally as Unify, one of the world’s leading com-munications software and services firms. Unify has set out to change the way companies communicate and collaborate, helping them spend less time orchestrating work and more time doing it announced the press release. Unify said significant forces were reshaping the communications and IT industries like the consumer-ization of IT, bring your own device (BYOD), the role of millennials and the impact of “anywhere workers,” essentially defining a new way to work.

AMIT CHATARJEE, COUNTRY DIRECTOR, HP SOFTWARE INDIA

06 NOVEMBER 2013

CHANNEL

STREET

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FUJITSU UNVEILED CLOUD INTEGRATION PLATFORMFujitsu has showcased new products and solutions at Fujitsu Forum in Munich, Germany. The theme for this year’s Fujitsu Forum event was Reshaping ICT, Reshaping Business and Society.

As per the release, Fujitsu expected 10,000 visitors from 83 countries to attend Fujitsu Forum 2013, which included four keynotes, more than 50 breakout sessions and a 3,500 square meter exhibition area highlighting both the full Fujitsu product and solutions portfolio, as well as scenarios of how Fujitsu is supporting individuals and organizations at home, work, and in society.

At the event, Fujitsu introduced the global Fujitsu Cloud Integration Platform which represents the next generation of ‘market-making’ cloud platform service, which enables CIOs to harness the broad potential of cloud with the complete business agility and innovation that cloud delivers.

TCS Bags ITSMA’s Diamond Award

SAP and SAS Enter Strategic Partnership

Tata Consultancy Services has been recognized with the Diamond Award for Marketing Excel-lence from Information Technology Services Marketing Association (ITSMA).

TCS was recognized in the category of “Enabling Sales Channels” as part of the 16th Annual Marketing Excellence Awards program run by the B2B marketing association.

The Marketing Excellence Awards program honors the marketing programs, campaigns, and new initiatives that have achieved excellence worldwide. The awards put special emphasis on the four most critical aspects of marketing success: planning, execution, inno-vation, and measurable business impact. The award was presented during ITSMA’s Annual Marketing Conference on November 5, 2013, recognizing TCS’ use of marketing channels

and market intelligence to drive superior growth and profitability.

“The competition in the enabling sales category was pretty stiff again this year,” said Dave Munn, President and Chief Executive Officer, ITSMA. “TCS’ entry around the innovative role the North American Market-ing organization played in bringing greater market intelligence and insight to sales was outstanding.”

“This win is a reflection of our focus on marketing as a way to empower our sales team. At TCS, we strive to align our marketing and research efforts to strike a chord with customers and demonstrate that we under-stand their needs,” said Surya Kant, President of TCS North American, UK and European operations.

SAP AG and SAS have unveiled a strategic partnership that is expected to advance in-memory data analysis capabilities for busi-nesses across industries.

SAP and SAS will partner closely to create a joint technology and product roadmap designed to leverage the SAP HANA platform and SAS analytics capabilities. By incorporating the in-memory SAP HANA platform into SAS applications and enabling SAS’ industry-proven advanced analytics algorithms to run on SAP HANA, decision makers will have the opportunity to leverage the value

of real-time data analysis within their existing SAS and SAP HANA environments. The announcement was made at SAP® TechEd, being

held October 21-25 in Las Vegas. SAS and SAP plan to execute a co-sell pilot program to engage select joint customers to validate SAS applications running on SAP HANA. The goal of this program is to build and prioritize the two firms’ joint technology through-out 2014, in particular for industries such as financial services, telecommunica-

tions, retail, consumer products and manufacturing.

“Combining the power of SAP HANA platform with SAS

advanced analytics applications is the first wave of innovation we plan to deliver to our joint customers,” said Bill McDermott, Co-CEO and member of the Executive Board of SAP AG. “With the powerful capa-bilities that the two companies plan to deliver jointly, the opportunities are endless.”

Jim Goodnight, CEO, SAS, said, “Between our two companies, we have the expertise and the products to help ensure that our customers can see and act on the power of performing advanced data analysis within their database and not outside of it.”

COMSTOR IS NOW INFLOW TECHNOLOGIES Further to Inflow’s promoters complet-ing the buyback of all shares owned by Westcon Group in the company, Inflow’s subsidiary Westcon India will be merged with Inflow. With immediate effect the Comstor India operations will be renamed as Cisco BU, a division of Inflow Technologies. Pvt. Ltd.

“Accordingly we are pleased to announce the Cisco partnership with Inflow and are excited to be back in the market as a Value Added Cisco Distributor. It is important to note that the core team remains the same and will continue to drive the business,” stated the press release.

Founded in 2005, Inflow Group is a niche player in IT Infrastructure Distribution & Services providing Value Added Distribution in Networking, Security, Storage and AIDC products & services in South Asia with Rs.470 crores in revenue. Inflow has a direct relation-ship with 41 Global Technology vendors (including Cisco) & is headquartered in Bangalore with presence in 16 loca-tions and is a leading player in Security distribution.

BILL McDERMOTT,CO-CEO AND MEMBER OF THE EXECUTIVE BOARD OF SAP AG

CHANNEL STREET

07NOVEMBER 2013


NEC Technologies Gets SAP Ace AwardNEC Technologies India Limited, a global IT company and fully owned subsidiary of NEC Corporation, has been awarded at the 7th edition of the SAP ACE Award 2013in the category of “Special Recognition for Leveraging Cloud Solutions” for implementing SAP ByD Cloud Enterprise Resource Planning (ERP) system for managing its entire ERP.

This implementation has proved extremely beneficial for the organization announced the press release. Interdepartmental collaboration such as sales, projects and finance has become seamless through a single integrated solution. The control and compliance practices have been streamlined, leading to increased transparency

across the organization.The award was received by Piyush Sinha, Gen-

eral Manager, Corporate Planning and Business Management, NEC Technologies India.

SAP Ace Awards are an industry benchmark to recognize the best of the best-run businesses in the Indian subcontinent. The Awards honor busi-ness excellence achieved through the implemen-tation of SAP solutions. This prestigious award showcases NEC Technologies India’s investment in the cloud-based SAP ByD platform to run its entire ERP over the cloud.

“We are honored to be chosen for the ACE Award,” said Anil Gupta, CEO and MD of NEC Technologies India.

FORTINET INKS MULTIPLE PARTNERSHIPS

Fortinet has expanded its firewall and risk management network security ecosystem by officially announcing partnerships with AlgoSec, FireMon, ManageEngine, Skybox Security and Tufin. This ecosystem gives Fortinet customers and resellers a broad choice of solutions providers when it comes to risk mitigation and security management process optimization announced the press release. Fortinet’s firewall and risk management security ecosystem is designed for service pro-viders, MSSPs and enterprises with multiple firewalls to manage, and it provides the tools and capabilities that facilitate the management and risk mitigation of disparate security devices. The following ecosystem partners expand upon and complement Fortinet’s existing hardware and software portfolio, which includes its award winning FortiGate network security platform and central management, logging, analysis and reporting appliances, FortiManager and FortiAnalyzer.

RIVERBED SOLE “VISIONARY” IN ADC MARKETRiverbed’s Stingray product family has been positioned by Gartner as the only vendor in the Visionar-ies quadrant of the 2013 “Magic Quadrant for Application Delivery Controllers (ADC)” report. Riverbed’s Stingray family of products is designed to provide visibility and control of traffic to and from applications stated the

press release. With a comprehensive set of application delivery technolo-gies, Stingray allows customers to create, manage and deliver Layer 7 services faster, cheaper, with greater control and the best possible user experience. Typically, ADCs are deployed in a model of “one application per ADC box” or as part of a shared

ADC infrastructure supporting the demands of multiple applica-tions. Riverbed’s unique approach automates the deployment, licens-ing and metering of application delivery services, making possible an “ADC per application” delivery model in which costs for ADC-as-a-Service can be allocated to each client application. This unique

approach reduces costs and time to production while enabling rapid change and scale for data center applications.“Riverbed is proud to be recognized again as a visionary in the ADC market,” said Jeff Pancottine, SVP and GM (Stingray application deliv-ery business unit), Riverbed.

IGATE SECURES UBS CONTRACT

iGATE Corporation has secured a major contract with global financial services firm UBS AG (UBSN: SIX Swiss Ex).

Under the terms of the contract, UBS will migrate towards a globally managed service for instrument refer-ence data mastering across all asset classes, operated by iGATE.

iGATE will consolidate multiple technology systems onto the Markit Enterprise Data Management platform and transform the opera-tions using its iTOPS framework. This strategic initiative has significant benefits for UBS including improved standardisation, reduced risk, operational complexity and cost.

iGATE has partnered with Markit to drive standardization in the indus-try by providing a similar managed service to other institutions.

Adrian Boyd, MD, UBS, said, “Moving towards a managed service model for the supply of financial instrument data is a good example of Industrialization in action at UBS. Following a robust selection process, we decided that iGATE was the best partner with which to deliver the instrument data services that our businesses will need for the future.”

Derek Kemp, Executive VP and Head (EMEA region), iGATE, said, “We are proud to be selected to sup-port UBS in this area of business and are already seeing strong interest from other leading financial institutions in our combined proposition with Markit Enterprise Data Management.”

INDIAN PSU BANK BRANCHES AT RISKMicrosoft has revealed the results of a study of the banking sector in India. Conducted by Ascentius Consulting, the study revealed that some 34,115 Indian PSU bank branches are at risk, thanks to their reliance on Windows XP. Windows XP will no longer be supported by Microsoft beginning April 08, 2014, but the study shows that the penetration of Windows XP is still high at 40-70% in the BFSI sector.

Amongst the greatest risks facing banks that maintain their Windows XP installations, despite the end of support, are their ability to respond to customers and manage waiting times. More specifically:

A large number of branches that rely on XP, especially in the rural and semi-urban areas may go down and therefore deny service to customers completely

CHANNEL STREET

08 NOVEMBER 2013


SECONDS6

NetApp Upgrades OpenStackNetApp has announced new contri-butions to OpenStack, and deeper integration with its storage and data management systems.

NetApp’s latest contribu-tions include new solutions for OpenStack Havana, incubation of a new core service for OpenStack Icehouse, and an expansion of support for partners and custom-ers, including options that provide lower cost, faster innovation, no vendor lock-in and flexibility.

“As an active contributor to the OpenStack Community, NetApp leads in its commitment to open source solutions and customer choice in the cloud,” said Jeff O’Neal, senior director,

Cloud Solutions Group, NetApp. “Our latest integrations and contributions help speed and simplify the deployment of differentiated cloud services provid-ing enterprise cloud customers the resources they need. We will continue to provide tools to expand the capabili-ties of public, private, and hybrid clouds built with OpenStack.”

OpenStack solutions are powerful and reach their full potential when

implemented on robust, intelligent storage solutions announced the press release.

It further announced that Cloud services with strongly differentiated storage SLAs are necessary to address the full gamut of modern application deployment requirements.

HGST SHIPS 6TB ULTRASTAR HE6 HDD

HGST, a Western Digital company, is shipping

the 6TB Ultrastar He6 hard disk drive (HDD).

Key OEM, cloud and research leaders working

closely with HGST to qualify the drive include HP,

Netflix, Huawei Unified Storage, CERN, Green

Revolution Cooling and Code42, as well as some

of the world’s largest social media and search

companies announced the press release.

HP UNVEILS WORLD’S FIRST WORKSTA-

TION ULTRABOOK

HP has expanded its Z portfolio of professional

workstation and display products, including the

world’s first workstation Ultrabook—the HP

ZBook 14—and the industry’s first line of worksta-

tions to offer Intel’s Thunderbolt technology for

high-speed data transfer. The announcement was

made at HP Workstation Solutions World in India.

The new portfolio includes three new HP ZBook

Mobile Workstations, processor and graphics

enhancements to the award-winning line of HP

Z Desktop Workstations, and two new HP Z

Displays.

GEN Y VIOLATE CORPORATE POLICIES

Fortinet has published global research revealing

the growing appetite of Generation Y employees

to contravene corporate policies governing use

of own devices, personal cloud storage accounts

and new technologies such as smart watches,

Google Glass and connected cars.

Based on findings from an independent

20-country survey of 3,200 employees (150 of

them in India) aged 21-32 conducted during Octo-

ber 2013, the research showed a similar tendency

(58% this year compared with 66% last year) in

the willingness to break usage rules compared to

a similar Fortinet survey conducted last year.

VIDEO CONFERENCING GAINS

POPULARITY

Polycom has announced that 96% business

decision makers believe that video conferenc-

ing removes distance barriers and improves

productivity between teams in different cities and

countries.

Jim Kruger, EVP and CMO, Polycom, said, “The

growing popularity of video conferencing at home,

especially by millennials entering the workforce, is

a big driver of increased preference for and adop-

tion of video collaboration in the workplace. We’re

seeing businesses around the world defy distance

every day using video collaboration, including

increasing productivity, enhancing employee

engagement, etc.”

“Internal trends, market trends and societal trends are rapidly converging, and many will have dramatic effects

on infrastructure and operations planning.”MILIND GOVEKAR, MANAGING VP, GARTNER

IN PUBLIC

MOBILITY A TOP ENTERPRISE PRIORITYAccording to a global survey commissioned by Citrix, 71 percent of enterprises believe mobility is a top priority for their business and 63 percent believe it to be the greatest factor in helping their organization gain a competitive advantage.

Of the organizations surveyed, approximately half have implemented technologies to support mobile devices, with 48 percent using mobile device management (MDM) and 47 percent using mobile application management (MAM). Organizations are also recognizing the need to provide Windows apps and desktop to mobile workers, with 41 percent of businesses using or planning to use application virtualization and 40 percent leveraging desktop virtualization. In addition, file sharing, sync and storage have been or will be implemented by 40 percent of companies to support mobile users.

Commissioned by Citrix to produce insight into mobility strategies of businesses around the globe, The Citrix Mobility in Business Report polled a total of 1,700 senior IT decision-makers across 17 countries. Respondents were asked about the advantages and challenges of implement-ing mobile initiatives, their current policies toward mobile devices and the impact that the consumerization of IT is having on their businesses.

CLOUD RELEVANT TO INDIAN BUSINESSESVMware has announced the findings of its 4th annual VMware Cloud Index, a study that was conducted by Forrester Research across 12 Asia Pacific countries.

The study reveals that nearly 9 of every 10 (89 percent) respondents in India believe that Cloud Com-puting, or ‘as-a-service’ approach, is relevant to their organization and nearly 8 of every 10 (79 percent) respondents in India say they currently have a cloud-related initiative in place within the organization, or are planning to implement cloud, or ‘as-a-service’ approach, in the next 12 months.

An interesting trend according to the VMware Cloud Index 2013 is that Indian organizations are turning to IT to help them grow the business in the current economic environment.

JEFF O’NEAL, SENIOR DIRECTOR, CLOUD SOLUTIONS GROUP,

CHANNEL STREET

09NOVEMBER 2013


DATAMATICS EXCELS IN DATA AND CONTENT MANAGEMENT

Datamatics Global Services Ltd. (DGSL) has been cited in the Octo-ber, 2013 Forrester Research, Inc. report titled “Mid-Size Offshore vendor Snapshots, Part 3”.

According to Forrester report, “Datamatics excels in Enterprise Data and Content Management systems. Clients can take advantage

of Datamatics suite of proprietary solutions and smart automation tools as well as its extensive partner-ships with leading software vendors in the data and content manage-ment space”.

Rahul Kanodia, Vice Chairman and CEO, DGSL, said, “Datamatics specializes in providing enterprise

data and information management solutions to its global clients and help them transform data to busi-ness insights. I am delighted that the expert analysts at Forrester have also, in our opinion, recognized us as an expert in this niche space.”

“We have been successfully help-ing our clients address enterprise

requirements for optimizing busi-ness processes that deal with large volumes of data. Datamatics’ smart platforms address complexities in processing of information; provide auto-routing, aggregation, and consolidation of data via built-in artificial intelligence that mimics human thinking.” added Rahul.

JUNIPER NETWORKS UPGRADES ITS MX SERIESAJuniper Networks has announced enhancements to the SDN-ready Juni-per Networks MX Series 3D Universal Edge Router portfolio that significantly expands system capacity, subscriber bandwidth and service performance for the world’s broadest family of edge routers. Service providers and cable opera-tors are under pressure to increase profitability amid rising network costs. Juniper’s line-card enhancements to its MX Series pack more power in the same chassis, making it an ideal platform for investment-protecting scale. This is critical, given the relentless pace of subscriber and traffic growth announced the press release. To put its tremendous throughput in perspective, the MX2020, Juniper’s highest capacity MX router, can simultaneously stream high-definition video to nearly every one of California’s 11.5 million households. “The MX 3D family serves the entire spectrum of needs from the smallest access aggregation needs with the MX104, up through the very high-end aggregation and core applications with the MX2020, which is the highest capacity single chassis router in the industry at 10.4Tbps. This gives network operators a single family of best-in-class products that can be lever-aged in mobile and fixed businesses, and for residential and business applications,” said Paul Obsitnik, VP (product marketing, Platform Systems Division), Juniper Networks.

SUSE says its Linux Enterprise Ideal OS

SUSE declared that SUSE Linux Enterprise continues to be the preferred Linux operating system for retailers, running on a variety of hard-ware platforms. For retailers of all types, SUSE Linux Enterprise offers reliability, lower costs and greater security, from Point of Service (POS) to data center announced the press release.

Meike Chabowski, Product Marketing Manager, SUSE, said, “Today’s IT departments are saddled with an outdated hodgepodge of systems, licensing fees, maintenance and multi-year rollouts. So it is important, now more than ever,

that retail systems from data center to point of sale are built on a solid, secure, flexible and cost-efficient platform, which is why SUSE is ideal for retail success today and in the future. SUSE Linux Enterprise Point of Service allows retailers to focus on what matters most – their customers.”

The release further announced that with SUSE Linux Enterprise Point of Service, SUSE delivers the only enterprise-class Linux solution tailored specifically to the unique needs of the retail industry.

ZIONS BANCORPORATION OPTS FOR TCS BANCSZions Bancorporation, one of America’s premier financial services companies, has chosen TCS BaNCS for its core banking transformation program to achieve standardization, centralization and straight through processing across the enterprise.

In addition to the cost saving benefits, the ability to have a single, 360 degree view of its end-user customers is a key focus of the core replacement program announced the press release.

The depth of TCS BaNCS’ capabilities, its implementation track record and overall quality of banking and technology experts were among the major factors that influenced this selection by Zions Bancorporation, which consists of a collection of great banks in select Western U.S. markets with combined total assets exceeding $50 billion further announced the release.

HONEYWELL UNVEILS HUMIDICON COMBINATION Honeywell has launched new 6000, 7000, 8000, and 9000 Series of the HumidIcon combination digital output relative humidity and thermal sensor solutions. Primarily targeted for medical, HVAC, and industrial applications, these new sensors offer industry-leading long-term accuracy, stability, and reliability plus true, temperature compensated digital I2C or SPI output announced the release.

The company informed that the Honeywell HumidIco sensor’s proven accuracy eliminates the need for individual test and calibration as there is no part-to-part variation in accuracy, which shortens manufacturing time. Competitive humidity sensors require a 12 hour at 75 %RH rehydration process (which requires special equipment chambers) to correct reflow temperature offset.

CHANNEL STREET

10 NOVEMBER 2013


WEB CLIPS

NComputing Leads in Desktop Virtuali-

sation in India

NComputing has been recognised as the fastest

growing vendor in the worldwide enterprise client

device market in the second quarter of 2013.

According to the IDC Worldwide Enterprise Client

Device Tracker Q2 2013, published September

25, 2013, NComputing showed 70% QoQ growth,

as well as 65% YoY growth, far stronger than

Dell Wyse or HP. The impressive showing closed

the market share gap between NComputing and

the two traditional market leaders to just a few

percentage points announced the press release.

PACNET TO SUPPORT SUNDARAM

BUSINESS’ AUSTRALIA GROWTH

Sundaram Business Services LTD. (“SBS”), a

global business process outsourcing (“BPO”)

services provider in India, has chosen Pacnet to

support its growth in Australia.

SBS is integrating Pacnet services as part of a

solution offering to provide back-office support

systems to the financial services industry and

enterprises in Australia.

ARRAY NETWORKS BROADENS ITS

PRODUCT PORTFOLIO

Array Networks has expanded its offerings to

meet the increasing demand for more compre-

hensive Application Delivery Networking (ADN)

architectures and solutions.

Array’s broad product portfolio comprises

application delivery controllers, WAN optimization

controllers, secure application gateways and

Web application firewall (WAF). Together, these

products make Array much more than just an

application delivery controller vendor announced

the press release. With its suite of products

and solutions, Array is able to address all needs

relating to delivering applications: availability,

scalability, performance, security, network

bandwidth optimization, latency and control.

AVAYA RELEASES NEW SOFTWARE

AND CLOUD-BASED SERVICES

Avaya has unveiled a set of new software and

cloud-based services designed to transform the

way enterprises and organizations work.

Avaya’s simple, intuitive solutions help employ-

ees to work more effectively, engage more easily,

and make decisions faster so organizations can

experience the advantages of a new age of

collaboration..

Cloud to Dominate Data CentersIn the third annual Cisco Global Cloud Index (2012 – 2017), Cisco forecasts that global cloud traffic, the fastest growing component of data center traffic, is expected to grow 4.5-fold – a 35 percent combined annual growth rate (CAGR) – from 1.2 zettabytes of annual traffic in 2012 to 5.3 zettabytes by 2017. Approxi-mately 17 percent of data center traffic will be fueled by end users accessing clouds for web surfing, video streaming, collaboration and connected

devices, all of which contribute to the Internet of Everything, which is the networked con-nection of people, data, process and things.

“People all over the world continue to demand the ability to access personal, business and entertainment content anywhere on any device, and each transaction in a virtual-ized, cloud environment can cause cascading effects on the network,” said Doug Merritt, Senior Vice President, Product and Solutions Marketing,

Cisco. “Because of this continu-ing trend, we are seeing huge increases in the amount of cloud traffic within, between and beyond data centers over the next four years.”

From a regional perspective, the Cisco Global Cloud Index predicts that through 2017, the Middle East and Africa will have the highest cloud traffic growth rate (57 percent CAGR), followed by Asia Pacific (43 percent CAGR) and Central and Eastern Europe (36 percent CAGR).

MOVEMENTSNUMBER GAME

Huawei Names SURESH REDDY as VP Enterprise Group

RAJEEV CHOPRA named Global Head of the Philips Consumer Luminaire Busi-

ness Group

Juniper Networks has appointed GREG YODER as vice president, customer ser-vice and support, for the Asia Pacific region

ROCKY PIMENTEL has been named President, Global Markets and Customers, Seagate

Dell has named ANAND SANKARAN as president and global head of Dell Services’ Infrastructure and Cloud Computing line of business.

80%growthAndroid Pushes Past Market Share: Source: IDC”.

BROCADE STRENGTHENS COLLABORATION WITH EMCBrocade has announced that end-to-end Brocade Gen 5 Fibre Channel storage area network (SAN) solutions are now supported with the EMC VMAX product family.

The release said that the combined EMC and Brocade Gen 5 Fibre Channel solution enables best-in-class networking and storage to support highly virtualized cloud infrastructures.

Isabelle Guis, VP (Marketing, Enterprise Storage Division), EMC Corporation, said, “EMC and Brocade continue to collaborate to deliver customers best-in-class storage and SAN products to support the ever-increasing demands for performance and mission criticality in virtualized cloud environments. VMAX now offers 16 Gbps Fibre Channel to leverage Brocade’s Gen 5 Fibre SAN connectivity solution on Connectrix, allowing enterprises to future-proof their data centers while adding our newest technology.”

CHANNEL STREET

11NOVEMBER 2013


NEWS ANALYSIS

Canalys, an independent analyst firm that strives to guide clients on the future of the technology industry and to think beyond the business models of the past,

recently organized the Canalys Channels Forum APAC 2013. The event was held from October 22 - 24 at Shangri-La hotel in Bangkok, Thailand and was well supported by the leading vendors like HP, Microsoft, Cisco, EMC, and Schneider Electric amongst others. This is the second edi-tion of the APAC event and the previous forum was held at Singapore last year.

The forum is believed to be the only indepen-dent event that unites senior managers from lead-ing technology vendors, distributors and channel partners to discuss industry trends, forge new business relationships and create sales oppor-tunities. In addition to vendor keynotes and theatre presentations, the event featured several senior one-to-one meetings and prestigious gala dinners, among other networking activities. This forum was attended by close to 1,000 channel partners, primarily system integrators.

Talking about the forum, Sandy Fitzpatrick, Canalys Co-founder and VP, Channels, said, “We are very proud to organize such a large ever

“Tackling Industry Transitions”

n W O R D S : N I V E D A N P R A K A S H < N I V E D A N @ A C C E N T I N F O M E D I A . C O M >

The largest ever congregation of technology vendors as well as channel partners in the Asia Pacific region, Canalys Channels Forum APAC 2013, provided an opportunity to all the attendees to hone leadership and refine business models.

PANEL DISCUSSION AT CANALYS CHANNELS

FORUM

consumed. This shift demands what I call a new style of IT, which is really a new style of business that is powered by IT. This kind of shift happens once every 10 or 15 year, like the shift from main-frames to the client server environment. When these types of shifts happen, everything changes and IT becomes even more important. This new style of IT promises major opportunities, such as lower costs, greater agility, simplicity and speed,” adds Whitman.

According to Whitman, HP is getting into the 3D printer market and will have their first product out sometime near the middle of next year. The company’s focus will be on printing faster and at a lower cost. Manufacturing of such printers is a natural progression for HP, given its history of making printers.

The HP CEO added that they expect it to be about another three years before the technology really takes off. The 3D printing industry is in its infancy.

The second Canalys Channels Forum APAC saw channel partners, distributors, vendors, media representatives and analysts contemplate the scale of IT industry change and assess new opportunities. Reflecting on a broad spectrum of changes that spans accessories, 3D printing, machine-to-machine IP-based communications, open source, ‘spiky’ employees and the Chief Digital Officer, the conference earned the highest satisfaction rates in its history. Six keynote sessions, 10 theaters, three analyst tracks, four workshops, 12 roundtables and more than 1,500

event and the largest independent IT channel conference the APAC region has ever seen. We chose the theme ‘leading through transitions’ for this year’s event to embrace the breadth of change channel partners are facing. It has clearly struck a chord, as sponsors, distributors and channel partners have expressed approval in joining the event.”

In her keynote presentation, Meg Whitman, President and Chief Executive Officer of HP, highlighted, “Now more than ever, customers need partners that help them bridge the gap between the promise of the benefits to business and the reality of adoption in areas such as cloud, security, big data and mobility. HP’s solutions for the new style of IT, combined with a refreshed partner program, help customers realize the full benefits of next-generation technologies, and partners gain a competitive advantage and increase profitability.

“A new style of business driven by IT is forcing companies to be more agile and accelerate the development and delivery of new services. IT stands at a major inflection point which is being driven by the latest technological trends like cloud, security, mobility, and big data. This shift also changes the way technology is bought and

EVENT REPORT

12 NOVEMBER 2013

Bangkok Channel Event Report.indd 12 19/11/13 10:48 pm

MEG WHITMAN, PRESIDENT AND CEO, HP,

GIVING KEYNOTE PRESENTATION

AVID AUDIENCE LISTENING TO

PRESENTATIONS

At the event, there was a lot of talk about cloud computing and how it is the next generation great opportunity. It has been estimated that the market is going to be over $200 billion in one or two years. It is a foregone conclusion that more and more people will not buy servers, but will just use their computers, tablets or smartphones in conjunction with servers that are hosted elsewhere. There will be a myriad of opportuni-ties for companies who host games, emails, communications, applications and everything else on the web.

“EMC is focused on the three most important priorities in information technology that are transforming the way customers do business: cloud computing, big data and trusted IT. Through the investments in R&D and acquisi-tions that keep EMC’s market-leading edge, and our unmatched dedication to keeping our Business Partner Program simple, predict-able and profitable, our partners are uniquely positioned to help our joint customers on their IT transformation journey,” asserted Bill Scannell, President, Global Sales and Customer Operations for EMC.

Escalating IT intensity and volume is not without resource challenges. “We are currently living in an increasingly dynamic environment where energy pressures are growing, big data is booming, and both large and small organiza-tions are feeling the strain. At this year’s Canalys Channels Forum, Schneider Electric looks forward to discussing the current state of the IT

industry, while specifically addressing how SMBs can maximize their small IT spaces intelligently,” added Philippe Arsonneau, Senior Vice President for Schneider Electric’s IT Business in Asia Pacific and Japan.

Highlighting the significance of the Channels Forum, Pradeep Jhawar, Managing Director, Kolkata-based Bard Roy Infotech, said, “This is my second time at the event and it has delivered as per the expectations. The information sharing has been on top quality and fruitful in nature. This forum provides us a good platform to interact with CEOs from various companies hail-ing from different countries in the APAC region. It also provides us with technological insights and emerging trends which enable us to chart our future roadmap.”

Echoing his views on the same, Pawan Khurana, CEO, Gurgaon-based QuantM Net Technologies, added, “This type of forum is a boon for system integrators like us. It not only provides us with an opportunity to interact with peers from the industry as well as vendor com-munity but also gives us a deep understanding of the technology and business trends. The key note presentations from the vendors, Canalys analysts, and panel discussions help us in tweaking out go to market strategies. This certainly help us in defining our growth strategy and follow the path to success. It’s a great platform for knowledge sharing and networking opportunity. The best part is that you get a chance to interact with vendors on a one-to-one basis.” ë

one-to-one meetings confirmed delegates’ com-mitment to learn and engage at the event.

While taking the message forward, César Cernuda, President, Microsoft Asia-Pacific , stated, “Transition in the software space is picking up pace. Microsoft sees four ‘mega-trends’ that are driving the transition in the IT industry, and this is happening at an accelerated pace in the APAC region. From modern consumers demanding mobile and social experiences, we have created the modern employee who wants to empower interaction. The result is the modern business that designs success on data-driven decision-making, all enabled by the modern data centre that is cost-efficient and productive.”

The challenges associated with an increasingly connected world are also driving transitions. “The world as we know it is mobile, virtual, social and secure, and the ability to connect the unconnected continues to be a game-changer for the IT industry. The demands for cloud adoption as we move toward the Internet of Everything (IoE) have resulted in our ecosystem of channels and partners transforming their businesses to offer services and analytics. This will increase their relevance to customers and open up a whole new revenue source,” opined Sabrina Lin, VP, Commercial Business, APAC, Japan and Greater China at Cisco. “Cisco’s focus at the Canalys Channels Forum in Bangkok in 2013 is to showcase how we are developing our partners into industry leaders as we, together, welcome what tomorrow brings,” she added.

EVENT REPORT

13NOVEMBER 2013

Bangkok Channel Event Report.indd 13 19/11/13 10:48 pm


COVER STORY

16 NOVEMBER 2013

Cover Story-Security Software.indd 16 19/11/13 11:41 pm

Amidst the increasingly complexity of today’s computing threat landscape and the growing sophistication of criminal attacks, enterprise organizations are more focused than ever on protecting

their environment. With information technology also increasingly becoming an integral part of businesses, cyber threats targeted towards these business networks continue to increase.

As per Gartner, the Indian security market has been growing rapidly at double digit Annual Growth Rate (AGR) and at a CAGR of 16.4% for the Indian security market from

2008-2013. The potential of the security market in India is huge as most organizations still do not have a complete understanding of various risks of fraud faced by them nor they have an efficient strategy in place to manage these risks.

The Gartner estimates also suggest that the India Security Software revenue in 2012 was $240.9 million as against $222.7 million in 2011, which indicates that there was 8.2 percent rise in the growth of this market. The research firm also predicts that by the end of 2014, 70 percent of large enterprises will permit access to external social media compared with 50 percent in 2010 and by 2015, 10 percent of overall IT security enterprise product capabilities will be delivered in the cloud.

Earlier this year, Symantec’s Internet Security Threat Report identified that India accounted for nearly 15 percent of global botnet spam, responsible for disseminating an estimated 280 million spam messages per day worldwide. More recently, India reported the third-highest infection rate of ZeroAccess botnets after the US and Japan. Zero Access is a sophisticated and resilient botnet, which has been active since 2011.

There has been a steady switch in demand from just anti-virus to complete security solutions, which implies that the enterprise security segment projects a promising growth trajectory. The major factors that have been pushing enterprises to take a serious look at their security posture include the growth in number of enterprise getting hit by cyber attacks and the recent general as well as sector specific legal and regulatory pronouncements that are spelling out

enterprises to take responsibility and be accountable for security incidents impacting privacy and security.

Education, BFSI, government, telecommunication, manufacturing, and IT/ITeS are the fastest growing vertical markets that are adopting the enterprise security solutions. These sectors own extensive classified or confidential data and are more prone to security threats. They are also guided by strong regulatory compliances that mandate the enterprises to put in place a defense in depth, multi-layered, security model that includes preventive, detective, and administrative controls that are aligned with the sensitivity of the data, its location, its environment, applicable regula-

tions and business impact should the data be lost, stolen, or used for unauthorized purposes.

SCENARIO OF VULNERABILI-TIES & THREATSWith a lot of sophisticated attacks including Ransomware, Distributed Denial of Service (DDoS), and Advanced Persis-tent Threats (APTs) happening globally, the India market is certainly on the radar of the cyber criminals, as this market has seen a rising profile when it comes to targeted attacks.

Sid Deshpande, Senior Research Analyst, Gartner, says, “India is certainly quite high on the list of IT security attackers primarily due to the immaturity of security infrastructure overall and lack of granular security policies in the majority of the enterprise market. From the consumer end point perspective, the rampant piracy and lack of desire to spend money on security software (that is sometimes a cultural factor as well) is leaving open vulnerabilities in consumer endpoints.”

“Furthermore, the rapid penetration of Internet in India has opened up a whole new avenue for malware to spread at a rapid rate. We have seen web-based malware infections emerging as a major threat for websites and internet users. Further, while portable computing and storage devices like mobiles, tablets, e-books and smartphones have been a rela-tive non-target until recently, the rapid growth and distribu-tion of these devices have opened up a new playground for malware authors,” adds Tarun Kaura, Director – Technology Sales, India & SAARC, Symantec.

The need to protect networks and all related digital devices in it from evolving cyber security threats has led to an increase in the demand of IT security software. Disruptive trends like mobility and cloud computing are forcing organizations to change their approach to protecting assets, data, and privacy.

n W O R D S : N I V E D A N P R A K A S H < N I V E D A N @ A C C E N T I N F O M E D I A . C O M > n P H O T O : I S T O C K P H O T O . C O M

ENTERPRISE SOLUTIONS

17NOVEMBER 2013


SUNDAR RAMVP – TECHNOLOGY SALES

CONSULTING, ORACLE ASIA PACIFIC

“Oracle Advanced Security and Database

Vault provide encryption and access

controls to prevent account misuse from outside or inside the

Oracle database.”

SUNIL KRIPALANISENIOR VP – GLOBAL SALES

AND MARKETING, ESCAN

“eScan, being a channel centric brand, has designed a special

partner program for its partners with sales, marketing and technical support.”

In a recent sophisticated case of spear-phish-ing, the attacker sent an email and then followed up with a phone call directly to the target, such as the ‘Francophoned’ attack. In this case the attacker impersonated a high ranking employee, and requested that the target open an attachment which infected the system with the Remote Access Trojan, capable of retrieving identifying information, including disaster recovery plans, of the organization’s bank and telecom providers. India stood at the sixth position among the top ten countries infected by this particular RAT along with US, UK, Germany, Netherlands, Canada, Australia, Mexico, France and Brazil.

On the other hand, if we look at APTs then we will find that they are stealthier and more sophisticated than the typical threats, using insidious social engineering techniques to quietly penetrate an organization to deploy customized malware that can live undetected for months. When you are least expecting it, cybercriminals can remotely and covertly steal your valuable information.

Dhanya Thakkar, Managing Director – India & SAARC, Trend Micro, highlights, “Trend

Micro noted that advanced persistent threats were most prevalent in India and Taiwan, and were finding new methods to avoid detection in their recent reports. Depending on the motive, APT campaigns may attack various industries, organizations or communities from different regions and countries. For instance, the Luckycat campaign that was reported targeted the aero-space, energy, engineering, shipping, and military research industries in India and Japan. The IXESHE campaign, on the other hand, targeted East Asian governments, and a telecommunica-tions company.”

“In the recent Atlantic Council meet, India was highlighted as the second-largest victim of cyber attacks. There are a lot of factors in play when it comes to IT security. The attacks are not necessarily limited to external hackers. Risk can originate from insider-attacks, BYOD threats and so on. User ignorance about cyber security, probably, could be the reason for significant rise in the number of threats and cases like hacking. Threats like Stuxnet and Flame have time and again proved that anti-virus software alone is not enough to protect the systems. These threats are

nation sponsored threats with huge budgets and resources,” opines Kailash Katkar, MD and CEO, Quick Heal Technologies.

Given the threat scenario in the country, it is very clear that India is one of the leading victims of cyber-crime and the cyber security, as per the industry report the cyber crime is estimated at around US$ 218 million. And since India is also a soft target for the attackers, with one of the biggest number of internet users worldwide, the probability of getting success increases.

Pankaj Jain, Director, ESET India, further adds, “The highest rates of cybercrimes are found in areas with uninterrupted internet connectivity in India. A steep rise in the number of cyber attacks on Indian computer networks in the last three years has forced the government to adopt a multi-pronged strategy to secure its strategic datacenters, and deal with emergency situations. The government has identified a list of critical computer infrastructure which needs special protection against cyber attacks this includes national security, defense, healthcare, banks, stock markets, power grids, railways and airlines, weather and many others.”

Vic Mankotia, VP – Solution Strategy, Asia Pacific and Japan, CA Technologies, “Security landscape is evolving very fast. Unless organiza-tions evolve with the changing time, they will be left behind in the competitive world. Even the threat vectors have changed dramatically. Today, the business environment demands new approaches to security in order to leverage trends like cloud computing, mobility, and big data. The network perimeter has been replaced by an open enterprise where users, applications, and data can exist almost anywhere. Hence, enabling and protecting the open enterprise is the new way to go.”

CLOUD & BYOD – TO BE BLAMED In the recent times, there has been an increased and notable rate of adoption of concepts like cloud computing and BYOD in the country, which is certainly adding to the vulnerability of the enterprise. The evolution of these new tech-nological advancements and working practices is, no doubt, driving spending on security.

“BYOD, if implemented without proper gover-nance and application policies, can take control out of the hands of the IT department when it comes to security sensitive corporate data. At the same time, cloud computing, particularly public cloud, has the dual dimension of privacy (data stored outside the enterprise) and security (IT security and physical security mechanisms deployed by the cloud provider) that increase the

COVER STORY

18 NOVEMBER 2013


Advts.indd 19 21/03/13 8:04 AM

SID DESHPANDESENIOR RESEARCH ANALYST,

GARTNER

“From the consumer end point perspective,

the rampant piracy and lack of desire

to spend money on security software is leaving open

vulnerabilities in consumer endpoints.”

TARUN KAURADIRECTOR – TECHNOLOGY

SALES, INDIA & SAARC, SYMANTEC

“The Mobility Solution

Specialization covers the full Symantec

Mobile Management Suite and provides

partners with access to opportunity registration.”

DHANYA THAKKARMANAGING DIRECTOR – INDIA

& SAARC, TREND MICRO

“Trend Micro Deep Discovery 3.2

uniquely detects and identifies evasive

threats in real-time, and then provides the in-depth analysis and

relevant actionable intelligence.”

technologies is greater than ever. If businesses are to benefit from the potential productivity gains offered by increased mobile access – and employees are able to enjoy the convenience of BYOD – security and IT departments are faced with having to ensure their business is protected against all new mobile security threats,” says Altaf Halde, MD, Kaspersky Lab South Asia.

Similarly, cloud computing can be either bene-ficial or debilitating to vulnerability management depending on the cloud provider. As enterprises increasingly rely on cloud service providers and other vendors, to provide fundamental services, the related risks become more significant. The critical threats related to cloud security include data breaches, data loss or leakage, cloud-related malware, account or service hijacking, insecure interfaces and APIs, denial of service, abuse of cloud services, malicious insiders, and shared technology issues.

Besides, public and private clouds can be affected by malware attacks and infrastructure

overall risk profile of an enterprise organization. The lack of clear regulatory guidelines around public cloud usage, in addition to the increased risk profile has slowed adoption of cloud computing among Indian enterprises,” points out Deshpande.

BYOD provides a new attack vector for the threats we face. If patching and vulnerability man-agement is a serious problem in the enterprise, it is a disaster in the personal computing arena. BYOD essentially introduces these same personal computing challenges into the enterprise. And with BYOD gaining prominence, the market is witnessing an increase in mobile malware.

In this scenario, there is a need to develop, manage, and enforce a BYOD policy that protects enterprise data, while also meeting the require-ments of evolving regulatory compliance and privacy rules. As organizations and individuals embrace mobility for its diverse business benefits, they must take great care in its use to ensure that the privacy, security, and integrity of their

valuable information assets are preserved. Vittal Raj, International Vice President of

the global IT association, ISACA, states, “It is certainly a strange yet forced shift in mindset that organizations are grappling with. BYOD and cloud are radically challenging the traditionally riveted security mindset of physically fortifying all business sensitive systems and end points. With most enterprise with small budget security investments have been investing heavily in strengthening perimeters while the internals to such networks have not seen the required invest-ment in security technologies and processes.”

“The threats are increasing very rapidly. In 2012, Kaspersky Lab discovered over 25 times more mobile malware than was identified in the entire six-year period between 2004 and 2010. Furthermore, with businesses and employees embracing BYOD initiatives – whereby employ-ees use their own mobile devices to perform work tasks – the security risks have increased signifi-cantly and the need for effective mobile security

COVER STORY

20 NOVEMBER 2013


KAILASH KATKARMD AND CEO, QUICK HEAL

TECHNOLOGIES

“User ignorance about cyber security,

probably, could be the reason for significant rise in the number of threats and cases like

hacking.”

PANKAJ JAINDIRECTOR, ESET INDIA

“A steep rise in the number of cyber

attacks on Indian computer networks

in the last three years has forced the

government to adopt a multi-pronged

strategy.”

failures like power outages. And cloud resources can also be used to initiate attacks against the network and the computing infrastructure.

“A lot of real-time applications use the cloud. Similarly Software as a Service (SaaS) model also has access to a lot of private information. These services are vulnerable to DoS attacks and mali-cious insiders. Data in storage is most vulnerable to attack. And in case, if the organization follows an Infrastructure as a Service (IaaS) model, it becomes more prone to security outages because here the user has much more freedom than the other cloud delivery models,” states Katkar.

Explaining further, Sundar Ram, VP – Technology Sales Consulting, Oracle Asia Pacific, says, “The adoption of cloud, mobile, and BYOD has expanded the IT infrastructure and asset of an enterprise. A company’s IT assets no more reside just within the four walls of an enterprise. The composite network has become large – it even encompasses multiple countries across the globe, outsourced data centres and private and

public clouds. Mobility and the proliferation of BYOD at workplace brings in additional chal-lenge to protect sensitive company information. IT heads need to put in place security measures and company policies that ensure data privacy, authorized use of corporate applications and storage of corporate data on a personal device. They also need to ensure critical information is wiped clean remotely in case the device is stolen or the employee leaves the organization.”

“Security as a service is also picking up momentum for web/email security through private/public cloud. Demands are high around audit and assessment services due to compliance needs. Remote management of SOC is another area in demand. VPN as a service is in demand across Retail, FMCG vertical with large branches with low head counts,” states Sunil Pillai, Co-Founder and MD, iValue InfoSolutions.

But if we keep aside all the considerations then we will realize that BYOD and cloud computing are technology trends that hold tremendous

benefits for organizations so long as they are implemented in a secure and efficient manner.

NEED FOR PROACTIVE SOLUTIONSGiven the fact that the market scenario of vulnerability and threats in India are increasing main-fold, the enterprises certainly need next-gen security solutions that are well-equipped to handle sophisticated attacks of today. Apparently, the security vendors are constantly bringing innovation in their offerings so that they meet the needs of next generation enterprises looking to securely embrace cloud, mobility, and social infrastructures.

While formulating effective security policies enterprises should focus on development of local and external threat intelligence, testing and educating employees against social engineering attacks, formulate mitigation and cleanup strate-gies in case of an attack, deploy custom defense solutions like Trend Micro Deep Discovery to protect against APTs and protect company data through data protection and management solutions.

“Trend Micro Deep Discovery 3.2 provides with the network-wide visibility, insight, and controls your need to combat APTs and targeted attacks. Deep Discovery uniquely detects and identifies evasive threats in real-time, and then provides the in-depth analysis and relevant actionable intelligence that will equip you to assess, remediate, and defend against targeted attacks in your organization. Deep Discovery specialized inspection engines and custom sandbox simulation identify zero-day malware, malicious communications, and attacker activities that are invisible to standard security defenses,” adds Thakkar.

While most organizations have deployed perimeter firewalls, intrusion detection, and anti-spam technologies, they lack an in-depth and inside-out data protection security strategy, which leads to data breach. This is where next-gen solutions come handy in such scenario.

Like for example, eScan is a comprehensive security solution suite that is tailor-made to fulfill all the IT security needs of businesses. eScan comprises of advanced technologies such as eScan Security Network, Advanced Virus Con-trol, MicroWorld Winsock Layer Technology, Domain and IP Reputation Checker Technology, Non-Intrusive Learning Pattern Technology, eScan Security Network, Advanced Virus Control and sophisticated Heuristics Algorithms, to ensure safe computing environment to the IT users across all verticals and segments.

Sunil Kripalani, Senior VP – Global Sales and


21NOVEMBER 2013


Toeing the same lines, CA Technologies provide security solutions that can help enterprises enable and protect their business in a world of cloud, mobility, and social media. CA security solutions provide a comprehensive identity and access management platform that enables your organization to securely deliver new online services quickly; enable secure collabora-tion among employees and partners; reduce the cost of security and compliance management; and protect key assets from insider threats and external attacks. The company recently acquired Layer 7 Technologies, a leading provider of Appli-cation Programming Interface (API) security and management. This acquisition complements its IAM suite and will help customers better secure and manage APIs.

Following the similar path, ESET solutions provide maximum level of protection for endpoints and servers across multiple platforms. Some of the unique features of ESET solutions include Exploit Blocker that is designed to fortify often exploited application types on users’ systems such as web browsers, PDF readers, email client or MS office components; Advanced Memory

Scanner that is also designed to strengthen the protection against modern malware; Vulner-ability Shield which is an extension of firewall and improves detection of Common Vulnerabilities and Exposures (CVE’s) on the network level; and ESET LiveGrid that utilizes data that ESET users have submitted worldwide and sends it to ESET’s Virus Lab.

VENDOR – PARTNER COLLABORATION Symantec continues to focus on improving its partners’ experience, their ability to be successful and differentiating their business with specialized solutions. The company lays a lot of emphasis on high-quality enablement that involves transfer of skills and knowledge to partners. The enablement programmes are delivered across the country, throughout the year and cover all relevant technologies.

“Symantec has a dedicated mobility chan-nel specialization that allows partners to offer Symantec’s enterprise mobility products to their customers. The Mobility Solution Specialization covers the full Symantec Mobile Management

VITTAL RAJINTERNATIONAL VICE

PRESIDENT, ISACA

“BYOD and cloud are radically challenging

the traditionally riveted security

mindset of physically fortifying all business sensitive systems and

end points.

ALTAF HALDEMD, KASPERSKY LAB SOUTH

ASIA

“With businesses and employees embracing BYOD, the security risks have increased

significantly and the need for mobile

security technologies is greater than ever.”

VIC MANKOTIAVP – SOLUTION STRATEGY,

ASIA PACIFIC AND JAPAN, CA TECHNOLOGIES

“Security landscape is evolving very fast. Unless organizations

evolve with the changing time, they will be left behind in the competitive

world.”

Marketing, eScan, says, “Its enhanced two-way Firewall with predefined rule sets at the client monitors and logs all incoming and outgoing traffic, according to the policy defined for the client. In addition, it also includes an advanced Application Control feature that allows users to block or permit applications on the local computer, thus safeguarding you from critical threats.”

“Oracle Advanced Security and Oracle Database Vault provide encryption and access controls to prevent account misuse from outside or inside the Oracle database. Oracle Audit Vault and Oracle Database Firewall provide detailed audit and monitoring capabilities, including the ability to monitor both Oracle and non-Oracle databases and prevent SQL injection attacks from reaching the database. Meanwhile, Oracle’s Identity Management 11 g R2 is a complete and integrated, next-generation identity management platform specifically designed to meet the chal-lenges faced by the next generation enterprises who are looking to securely embrace cloud, mobile and social infrastructures,” comments Ram.

COVER STORY

22 NOVEMBER 2013


Suite and provides partners with access to oppor-tunity registration, expert resources, enablement programs, and accreditations in a multi-tier model. Partners participating in Symantec’s Mobility Specialization are able to establish compelling practices around enabling mobility with an end-to-end solution,” adds Kaura.

“We introduced Trend Channel Empower-ment program to enable our channel partners to sell our solutions more easily and profitably. We have also introduced channel training program to train the sales and technical team of all our partners to be ready for the next generation antivirus solutions based on cloud technology,” says Thakkar.

ESET believes continuous training is the most important process to educate the partners on regular basis. Training helps the partners to get the updates on the recent threats. Data generation activity is an integral and continual activity for partners to keep on generating leads to them. This will help enterprise partners to nurture further leads. By providing better training, by involving them in relevant events and we can make sure that they offer better security solutions.

“eScan, being a channel centric brand, has

designed a special partner program for its partners with sales, marketing and technical support, as well as periodic channel incentive schemes to enhance their profit margins. We now also facilitate Electronic Software Distribution (ESD) license keys to our partners. This will help them to deliver eScan products to their customers 24x7, thus enhancing reach of eScan as well as margin for our channel partners,” states Kripalani.

Pillai adds, “BFSI vertical is the largest for iValue followed by the government sector. We have done multiple DC deployments for large Private Banks and PSU Banks in the DNA management areas. We have deployed multiple solutions to eGovernance initiatives such as SWAN, APDRP, SDC, Treasury, SCADA, CCTNS across multiple states mainly through national system integrators.”

FUTURE OUTLOOK Gartner predicts that through 2016, 99 percent of endpoint malware attacks will target operating systems not enforcing a default-deny application control security model. Also, by 2016, enterprise security leaders will rank OT security among the top-three most critical security issues facing IT.

And by 2017, over 50 percent of end-user devices will run only inspected apps from secure app stores, up from 20 percent today.

As per Gartner estimates, tools designed to protect, manage and improve asset utilization are areas targeted for investment initiatives in 2013: virtualization, security and IT operations management (ITOM). Security software topped infrastructure software investment priorities, driven by the evolution of new threats, as well as by changes in working practices. Spending on security is influenced by the evolution of new threats, as well as by changes in working practices.

FINALLY...As business needs have evolved, enterprises seek-ing greater flexibility and agility are embracing mobility, virtualization and cloud computing. This has led to a new conduit for cyber threats that are more sophisticated that are also taking advantage of more open networks with targeted and persistent attacks. Hence, it is imperative for the security companies to respond with flexible, adaptable data and threat protection that follows the data wherever it goes. ë

TM

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23NOVEMBER 2013


CHANGEFEATURE

24 NOVEMBER 2013

Feature-BFSI.indd 24 19/11/13 10:43 pm

IT has transformed the entire picture of Indian BFSI sector both in terms of infrastructure and services. The days of physically going to the bank for every transaction is a fading memory replaced

by ATMs, Internet banking, m-commerce, ECS, NEFT, RTGS etc. making it a real time process. The BFSI sector and IT complement each other. IT solutions have helped the industry which was heavily reliant on paper transform into a digitised framework. Technology has been the key driver in enhancing the performance of the banking industry. Due to technological innovations, the sector has to constantly update to optimise costs and IT helps BFSI sector to become adept for the better.

CURRENT SCENARIOA recent report by Gartner reveals that Indian banking and securities companies are expected to witness an increase of over 13% from 2012. The total spends on IT products and services in 2013 are estimated about INR 41,700 crore. The motive is to have a cost-effective operative

model complemented with speedy process and better customer experience. “In the current scenario, most of the requests/services are fulfilled on internet or via other channels within the comfort of customers’ own homes, and they hardly need to visit the branch. BFSI sector in its continuous efforts to leverage technology platform for launching new services has very well imbibed technology as DNA of their growth and hence have successfully launched various initiatives like Two Factor Authentica-tion (TFA), superior Customer Care Service, financial inclusion services like Remittances and et al,” comments Surendra Shetty, Senior President & Chief Information Officer, YES Bank.

EVOLUTIONThe privatisation of banks in India and the internet revolution coincided during the 1990s. Within no time, the BFSI sector embraced the innovations and technological advancements. From the very basic process of digitising the records, the sector has transited

to mobile platform. The financial institutions are using social media to generate leads, register complaints and garner feedback from the customers. “With banks in India having invested in core systems, shifting gear towards delivery channels, electronic networks, busi-ness intelligence and data management, some of the private banks in India have become global players in offering electronic platforms for transaction and payment services. Today, the mobile platform of some of our players is comparable only to the best in the world,” remarks P Venkatesh, Director-Innovation, Maveric Systems.

THE BIG 3The BFSI sector is not left untouched by the three concepts revolutionising IT - Cloud, Virtualization and Big Data. Shetty informs that YES Bank has installed more than 60% of serv-ers in virtual environment (Virtual Machines). The sector has a sea of data and which is mounting day by day. “We have in our desire to collate all the data present in various corners

The BFSI sector has embraced IT rapidly but the risk factor in security looms large over the technological advancements.

n W O R D S : M A N A L I M I S R A < M A N A L I @ A C C E N T I N F O M E D I A . C O M > n P H O T O : I S T O C K P H O T O . C O M

THE

AGENTCHANGE

BFSI

25NOVEMBER 2013


of the bank created under a central application Kaleidoscope which gives the Bank one snapshot of complete relationship with the customers. The Big data and analytics which go as an input in this tool helps us provide better services to our internal as well external stakeholders on account of reduced TAT and increased convenience,” maintains Shetty.

IT SOLUTIONSBoth in terms of infrastructural changes and innovation in applications, IT has gained hold in the BFSI sector. It leverages the offerings of various IT vendors in terms of infrastructure, services, software and applications. HCL Infosystems serves the sector for IT enablement beginning with the Data Centre and the roll out of Core Applications, Document Management, Agency Management, accounting system, Asset Management, Business Intelligence, HRMS, CRM, Networking, Project management and financial management. Core Banking Solutions have transformed the very basic functioning and back-end systems of a bank. “We offer complete

AMITABH JACOBCHANNEL DIRECTOR, INDIA &

SAARC, SYMANTEC

“IT governance needs to take center stage at financial services

enterprises in India, owing to CIOs concerns about the security of information and

related losses”

ARINDAM MUKHERJEE

MANAGER FOR REGIONAL SALES (BFSI) FOR CISCO INDIA

AND SAARC

“Understandably, banks are turning towards

technology to tackle the security issues and deploy

a secure yet flexible IT framework”

DHANYA THAKKARMANAGING DIRECTOR, INDIA &

SAARC, TREND MICRO

“We have specific solutions built around virtualized

environment which deliver comprehensive,

adaptive, highly efficient agentless and agent-based

protection”

PAPER VS ELECTRONICSNon-cash payments turnoverw (volume in millions)

3 , 0 0 0

2 , 5 0 0

2 , 0 0 0

1 , 5 0 0

1 , 0 0 0

5 0 0

0

S O U R C E : R B I

2003

-04

2004

-05

2005

-06

2006

-07

2007

-08

2008

-09

2009

-10

2010

-11

2011

-12

SHARE OF CHEQUE SHARE OF ELECTRONIC

FEATURE

26 NOVEMBER 2013


Management (CRM) is critical to banks, insur-ance and other financial institutions to manage and optimise their customer-centric approach. “CRM tools can be used by banks to improve customer loyalty by using data collected through customer sign-ups, transactions and feedback processes. As an alternate channel, Customer Care centers of Banks use CRM extensively for tracking customer complaints, call transactions and troubleshooting techniques in order to fine-tune the service resolution process,” informs Shetty.

THE CATCH The risk of security mars the perfect picture of technological advancements in the banking industry. With increased adoption of mobile and internet for banking, the threat for cybercrimes lurks. Spyware, malware, DDoS attacks, phishing, key logging, internet fraud are to name a few. Data privacy remains of paramount importance. This results in high investment on security man-agement. “The segment is adopting technology solutions so they can serve their customers better.

While this increases the levels of engagement with customers, it also augments threats on the network like hacking, intrusion and phishing (online fraud). To counter this, enterprises need to implement an effective and efficient security system that can safely handle the complexities of their operations,” tells Arindam Mukherjee- Manager for Regional Sales (BFSI) for Cisco India and SAARC

Amitabh Jacob, Channel Director, India & SAARC, Symantec informs that according to Internet Security Threat Report 2013 (Volume 18), out of the total spam attacks seen through 2012, the BFSI industry ranks 3rd among the top 10 industries targeted in India. “With the expansive growth in the demand for cloud, mobility and bring-your-own device (BYOD) technologies, organizations must be equipped to handle the challenges and risks that come with the evolving workplace environment. This “new style of IT” demands deeper integration of IT solutions to defend against potential security threats at the user interaction level,” says Susanta Bhattacharya, director, Infrastructure Technology Outsourcing (ITO) Portfolio, Enterprise Services, HP India

MITIGATIONStrategy to reduce security risks remains on a high priority for banks and other financial institutions. There are various solutions available for different kind of security breaches at different levels. “Most banking frauds take place because people unwittingly giving out their personal banking information to criminals via phishing scams and copycat sites, or their computers being infected with malware,” says Rajeev Sreedhar, Regional Head – India West, McAfee.

Cisco believes that risk management is not only a critical operational parameter but also a core value proposition for a financial organiza-tion. Cyberoam has a Layer-8 user identity based network security. “This provides in-depth and next-generation defense against likely security risks facing BFSI business networks. Cyberoam equips IT security managers in BFSI organizations to gain granular analysis into user and network activities while also allowing controlling user actions and internet usage with abundant features and capabilities,” says Sunil Sharma, VP Sales and Operations, India & SAARC, Cyberoam. Cisco employs an architectural approach towards deploying advanced solutions for the BFSI vertical. Cisco has solutions based on technology architectures like Enterprise Networks, Virtualization and Collaboration empower the BFSI segment to address opportunities and counter challenges,

P VENKATESHDIRECTOR-INNOVATION,

MAVERIC SYSTEMS

“Some of the private banks in India have become

global players in offering electronic platforms for

transaction and payment services.”

RAVI PRATAP SINGHPRESIDENT & HEAD, GLOBAL

PRODUCT MANAGEMENT, NUCLEUS SOFTWARE EXPORTS

“As financial inclusion becomes a priority for the banking sector, technology will prove to be an enabler

of banking services in the under-banked and

unbanked areas”

solutions for BFSI from helping them to setup IT infrastructure, managing it, enabling their field force with mobility, providing core applications and enterprise search features for searching unstructured data and at the last layer we provide Big Data & Analytics solutions to help them make decisions faster and smarter,” explains Shikher Gupta, Team Computers.

Various applications have made e-transactions easier and faster. There are software applications like FinnOne and Axia for Lending and the Cash Management businesses of a Financial Institu-tion. “FinnOne is aimed at delivering operational efficiency and enhance end-customer experience by using workflow, rule engine, mobility and analytics related technologies. Axia enables banks to offer custom solutions to their corporate customers and enables competitive on-boarding and servicing experience,” says Ravi Pratap Singh, President & Head, Global Product Management, Nucleus Software Exports Ltd.

The financial institutions train their internal and external processes on the most important asset i.e. the customer. Customer Relationship

BFSI

27NOVEMBER 2013


SAJAN PAULDIRECTOR - SYSTEMS

ENGINEERING, JUNIPER NETWORKS

“Protecting against these next generation data center security threats requires a

new way of thinking about network defenses.”

SUDHIR VARADARAJAN

HEAD - BFSI STRATEGY & INNOVATION, TECH MAHINDRA

“..public sector banks in India to use these to drive inter-operability between

applications and potentially shift towards better

operating models for digital banking,”

in a more holistic and efficient manner with improved security and compliance. “This also enables them to securely and reliably integrate these offerings with traditional systems. Cisco also offers the Physical Security Solution for Retail Banking - a comprehensive security solu-tion that boosts protection of assets and cus-tomers, lowers operational costs, and improves return on investment (ROI) in physical security systems,” elaborates Mukherjee.

Trend Micro offers next-generation Protection from Advanced Persistent Threats. Advanced threat detection, real-time intelligence, adaptive protection, and rapid response are facilitated to combat targeted network attacks and Advanced Persistent Threats (APTs). “We have specific solutions built around virtualized environment which deliver comprehensive, adaptive, highly efficient agentless and agent-based protection, including anti-malware, intrusion detection and prevention, firewall, web application protection, integrity monitoring, and log inspection. Trend Micro also solves the problem of data breaches by providing Integrated Data Loss Prevention

module as part of the entire security suite. Our solution includes Deep Discovery, Deep Security and Integrated Data Loss Prevention,” tells Dhanya Thakkar, Managing Director, India & SAARC, Trend Micro.

Sajan Paul, Director - Systems Engineering, Juniper Networks, India feels that the problem is today’s security relies on incomplete intelligence and focuses on yesterday’s attacks. “Protecting against these next generation data center security threats requires a new way of thinking about network defenses. We must focus on detecting and profiling attackers and attacks early on, versus at the point of intervention and ensuring better integration of intelligence across security

architectures, versus point-based approaches. Another major deficiently facing the industry is there is no easy way to share information about attackers to stop them for attacking multiple companies. More must be done to share intelli-gence so companies can identify attackers earlier in the attack process,” says Paul.

CHALLENGESThe BFSI sector has scope of numerous technolo-gies but is mired with numerous challenges as well. With increasing competition and the pressure to meet customer’s expectation, banks are burdened with new regulatory compliances and risk management. “We see these manifesting

THE EMERGENCE OF TECHNOLOGIES LIKECLOUD COMPUTING, MOBILITY, BIG DATAANALYTICS, AND SOCIAL ENGAGEMENTS ISGIVING RISE TO NEW MARKET DEMANDS FORSMART AND SIMPLE PLUG AND PLAY SOLUTIONS

RAJEEV SREEDHAR,

REGIONAL HEAD-INDIA WEST, MCAFEE

“Most banking frauds take place beacuse

people unwittinngly giving out their

personal banking information to

criminals.”

FEATURE

28 NOVEMBER 2013


SUNIL SHARMAVP SALES AND OPERATIONS, INDIA & SAARC, CYBEROAM

“Cyberoam equips IT security managers in BFSI

organizations to gain granular analysis into user

and network activities”

SURENDRA SHETTYSENIOR PRESIDENT & CHIEF INFORMATION OFFICER, YES

BANK

“YES Bank has installed more than 60% of servers

in virtual environment (Virtual Machines”

SUSANTA BHATTACHARYA

DIRECTOR, INFRASTRUCTURE TECHNOLOGY OUTSOURCING (ITO) PORTFOLIO, ENTERPRISE

SERVICES, HP INDIA

“This “new style of IT” demands deeper

integration of IT solutions to defend against potential security threats at the user

interaction level”

in three challenges: (a) standardize business & IT to improve compliance and reduce costs, (b) drive growth through greater focus on customer centricity, and (c) evolve new business models,” adds Sudhir Varadarajan, Head - BFSI Strategy & Innovation, Tech Mahindra.

Because of the large population, even after technological advancements, India still faces a problem of financial inclusion. However, Singh asserts “As financial inclusion becomes a priority for the banking sector, technology will prove to be an enabler of banking services in the under-banked and unbanked areas.”

Varadarajan informs that Tech Mahindra assists its customers address these challenges through offerings such as integrated models for managed services, optimized multi-channel sales & service, and financial inclusion platform. “We believe that there is strong case for public sector banks in India to use these to drive inter-operability between applications and potentially shift towards better operating models for digital banking,” he adds.

Online and mobile banking leads to the

emergence of secutirty risk but IT has the solu-tion as well. “Understandably, banks are turning towards technology to tackle the security issues and deploy a secure yet flexible IT framework that allows fraud protection, encryption and multi-factor authentication for customers,” com-ments Mukherjee.

Singh feels that there lies the biggest challenge of introducing a centralized product design rather than customized products that cater to specific sub-segments. “To meet the growing demand for technology-driven models, industry players are aggressively harnessing technology as a key differentiator while optimizing on cloud computing and analytics based on big data. Moreover, as financial inclusion becomes a priority for the banking sector, technology will prove to be an enabler of banking services in the under-banked and unbanked areas. With a significant year-on-year increase of alternative banking channels, mobile banking will enable financial institutions to improve their operating models and further help in lowering cost-income ratio,” he adds.

THE ROAD AHEADIT has permeated in the processes of BFSI but there still needs to be done more. Reports show that most mobile banking applications are designed for smart phones which limits the customer base. “IT governance needs to take center stage at financial services enterprises in India, owing to CIOs concerns about the security of information and related losses. RBI guidelines, Basel III compliance and the IT (Amendment) Act 2008 regulations are also compelling the financial sector to take a close look at how they secure and manage their information,” says Jacob.

FINALLY…The general agreement definitely favours that IT has revolutionised the functioning of BFSI sector. However, the technology adoption level in India still has to rise and the security risk management procedures have to be more comprehensive. A KPMG report reveals that banks need to drive Straight Through Processing through the adop-tion of technology enablers such as imaging and workflow systems and reconfiguring processes.ë

BFSI

29NOVEMBER 2013


HP

Nearly 70 percent of HP’s Enterprise Group revenue comes through the channel and it is imperative that this team has a strong leadership. In a bid to strengthen the position

of enterprise group and create a strong channel ecosystem in the Asia Pacific and Japan region, the company handed over the reign to Neeraj Sharma in May last year. As Vice President of Indirect Sales at the Enterprise Group, he is responsible for overall performance, market share, and capacity achievement across the enterprise group portfolio through channel, alli-ance partners and OEM customers. In addition, he is also responsible for driving SMB business across the region. Working across HP’s network of channel partners, distributors, and resellers, his team is focused on providing both fulfillment and partner led sales for enterprise group, as well as developing partner capability in selling and growing enterprise group’s share of business with partners in the APJ region.

Sharma adds, “As the indirect sales leader, I am accountable for the channel ecosystem and responsible for the channel business in Asia Pacific and Japan that will include the alliances business, OEM business, and the business that we do through channel in the enterprise services domain. I also hold the portfolio of driving SME business in the market. Externally, we are now one group representing the channel ecosystem that includes small resellers, distributors, system integrators, and alliance partners.”

MAKING CHANNEL ENGAGEMENTS SIMPLERIn last one and half years, the major focus has been towards channel engagement for the enter-prise group in terms of elevating the excellence in the channel and the way HP works with them in multiple fashions as well as multiple forms. The first step in this endeavor has been taking feedback from the channel; wherein the company listens to the channel. Some of the feedback that the group has received suggests that HP is a very complex company to work with; it’s difficult for the partners to make out the rebates; but at the same time, it is not very complicated in terms of whole ecosystem of partner program rebate. This is when the company started this exercise and then moved towards the theme of being simple, predictable, and profitable.

“In May this year, we rolled out ‘dollar one’ rebates, which is first of its kind move in the industry. We are compensating our partners from dollar one, creating goals, and when partners extend beyond goals, they get accelerators. Start-ing 1st of November this year, we have a global, consistent, and intuitive membership structure as well. Under this, we will have Business Partners, and then Silver, Gold, and Platinum levels. As partners work and invest with us, they will earn more. So, the PartnerOne program for the enterprise group is based on both volume level of achievement in terms of revenue they do and also the certification. This is an area where we want to co-invest with partners to make sure

that they have strong competency to drive in the marketplace. Our focus has been to make sure that we build the strength of our partner across the portfolio,” points out Sharma.

Additionally, the second focus is on making channel engagement simpler. The company is in process of improving multiple dimension of its business with the partners – be it the turnaround time which the company is looking at really speeding up across Asia Pacific and Japan or Partner Lead Management wherein it is going to have improved portals.

Sharma highlights, “I would compartmental-ize this into three parts – simplification of PartnerOne program in order to make sure that we compensate and recognize the work that partners do with us and also they understand the objectives that we lay for them; set of tools that we are putting in to improve efficiency, and the third piece that we are doing is driving the growth. If you look at some of the areas that we are focused upon, then you will see that we are nimble around bundles in SMB, wherein we are spending in this segment to drive that as an opportunity area. And in the PartnerOne programs, you can clearly see that we have accentuated focus on driving growth in the SMB sector.”

KEEPING A TAB ON TECHNOLOGICAL ADVANCEMENTS According to Sharma, different countries are at different stages of adoption of infrastructure

Accelerating the Growth EngineThe key to a technology company’ success today depends upon how it adapts to the changing environment of computing of demand and data that is coming in from consumers, enterprise, and big data.

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HP Enterprise Corporate Story.indd 30 19/11/13 10:29 pm

today. The key here is that the compute demand is rising astronomically across the region and the adoption of that infrastructure into the cloud is at various stages. Partners are now building and developing their skills to address these market requirements.

HP has two types of cloud program – cloud agile program and cloud build up program. The company either builds cloud on customer’s premise with the help of its partners who then develop the skills to engage into their services or partners build their own cloud and host it as a public cloud or managed cloud for the customers.

“In both the cases, we continue to strongly engage with partners across the region. We have partners in India and Australia who have this cloud agile program and we very much work with them on the services. Here, I would like to mention that infrastructure adoption is across the region and it’s just that the adoption is at various stages. Even the partner profiling that you see, some of them are cloud agile partners or some would be just utilizing the services and act as brokers across the region. As far as cloud agile partners in India is concerned, in India, we have Just Right IT that is a consortium of 15-20 com-panies put together and they are addressing the cloud adoption at the enterprise and mid-market space,” asserts Sharma.

He further states, “For us, mobility is a key play. From the networking perspective, we have announced our focus around software-defined networks, which is where we have taken the

NEERAJ SHARMA, VICE PRESIDENT – INDIRECT SALES, ENTERPRISE GROUP, HP ASIA PACIFIC AND JAPAN

“The key for our success is hear what the channel has been saying”

important piece in HP’s channel infrastructure and there are multiple initiatives that it has undertaken. Firstly, the company is streamlining the enablement processes.

“We have sales as well as technical certifica-tions. There is a structured approach as partners’ graduate and sales competencies that they have to go through. They also have to go through ExpertOne Technical Certification. Based on the feedback from one of the partners that we have to make our certifications simpler, we moved and reduced certifications from 44 to 22 in this fiscal year. We have also reduced the entry level exami-nations. This is one aspect of making content and curriculum focused towards partners,” explains Sharma.

The second thing is linking the certifications to PartnerOne, wherein the compensation of a partner is increased based on the specialization.

KEY MANTRA BEHIND THE SUCCESS There is a rapid change happening at the infra-structure level and there is compute sitting at the top of it. For HP, it has the right products across the portfolio to scale. For example, the company is leading in server market globally for a very long time as it constantly innovates. Even its storage offerings are very successful with the channel. As far as networking is concerned, the company has SDN to offer to the market. HP is amongst the few to have wired as well as wireless LAN switch to offer the campus network.

Sharma says, “This is where our strength lies and around these products, we have technology services that are tuned around the data center to drive premium and proactive services to prevent failures. We have a very strong product innova-tion along with being a very channel friendly company. Most importantly, we are making the right changes in the channel to work together to drive the upliftment of HP.”

Across the region, HP works with top partners, alliance partners, and distributors. Most of the regional distributors work with the company. It also believes that the opportunity in the SMB segment is huge and hence working with resellers in that space is extremely important.

“The key for our success is ‘hear what the channel has been saying’. From hearing to our channel and developing our skills in order to react and execute quickly has been our core focus area. Channel has given us very important as well as significant feedback. We really want our partners to focus on the strengths of HP, which is the converged infrastructure and as they build it, their compensation increases manifold,” concludes Sharma. ë

lead and very recently, we have announced the ecosystem across control applications and infra-structure. We are a product engineering company which is heavily focused on innovation. Secondly, we enjoy the breadth of the portfolio that none of the other technology company has in the industry today. If you start looking at the devices, infrastructure, software, and services, and our focus around cloud, big data, mobility, and security, we have all the elements put together. We give a very strong statement to our partners as they become loyal and invest with us that we are a company that you can work together on end-to-end as a platform and drive the business with the customers.”

FOCUS ON PARTNER ENABLEMENTIn its journey towards new style of IT, HP is concentrating its efforts on the enablement of partners so that the ride is smooth as well as profitable for everyone. Enablement is a very

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31NOVEMBER 2013

HP Enterprise Corporate Story.indd 31 19/11/13 10:29 pm

HITACHI

While the whole world is reeling under the pressure of economic volatility, Hitachi Data Systems (HDS) seems to have hit

the right chord in terms of identifying the growth areas and chalking out right go to market strate-gies. It is evident with the fact that the company registered a very healthy growth close to 76 percent year-on-year. Though the world economy is in shackles, the company met its numbers. This spells the growth which is very substantial in the Indian market.

In fact, HDS is still riding the wave which it created in the second quarter of last year. From the India perspective, the company has been breaking records in terms of acquiring new customers as well as foraying into new sectors.

“We have been acquiring new customers, which show that we are in a kind of situation where we are ‘eating someone else’s lunch’. There is a myth in the market that storage is all about hardware but 50 percent of our revenue comes from software and services. This indicates that there is a lot of intelligence in the software that customers are buying. This has been our journey so far,” points out Yogesh Sawant, Director – Partner Sales and Field Alliance Organization, India, Hitachi Data Systems.

Till yesterday, HDS was known as storage solutions company but today, it is known as information infrastructure solutions company. And this evolution from storage to informa-

tion infrastructure solutions is because of the introduction of a unique product, called compute. Unlike the general belief, that compute is very new to HDS, the company has been into server business for the last 40 years. The genesis of the servers comes from the mainframes and it seems that HDS still has the mainframe hangover, as it has taken some of the mainframe technologies and brought it into x-86 architecture. Hence, its x-86 offering in the market has uniqueness and similarity to the technology that mainframes had in the past.

Sawant adds, “Server along with storage forms the converged infrastructure and that is what we offer to the market. But again, just having converged infrastructure is slightly incomplete. Here, we have associations with global alliance partners. We have converged infrastructure solutions with Microsoft, VMware, Citrix, and SAP. Besides, we also have converged infrastruc-ture solutions for Oracle. We along with these partners go to the market and there are two types of solutions that we sell – one is called integrated solutions like UCP Pro for VMware VSphere. The other one is called non-integrated solutions or reference architectures that we have for all the partners. The way ahead for us is the converged solutions that are going to drive our growth in the market.”

Meanwhile, the company is pretty dominant in the BFSI sector and IT/ITeS segment. And one piece that was missing from its plate was the gov-ernment sector. But last year, HDS forayed into

government space as well by bagging a contract from NIC in partnership with HCL Technologies. “We are poised for unprecedented growth because earlier government sector was missing from our portfolio and most of the other vendors already had forayed into this segment . We missed the bus for sure but now, we are riding high on this opportunity. We are not only dominant where we need to be but also customers are reiterating their beliefs in our technology and making invest-ments. We are seeing emergence of manufactur-ing sector as well. We have painted infrastructure landscape for this sector, wherein we have some of the new customers,” asserts Sawant.

GROWTH PROPELLERS As stated above, even in these tough times, HDS managed to register a healthy growth. The first and foremost factor responsible for this is that it is truly a vertically integrated company which means that it not only innovates on the technol-ogy front but also manufactures and delivers its own products. From end-to-end perspective, it’s all HDS. The company likes to be seen as a verti-cally integrated storage or infrastructure solutions company.

“The second factor is that we follow a practice called storage economics that we have been fol-lowing for the last two decades now. This practice is all about economics and less about technology, which is helping us in positioning ourselves dif-ferently from the rest of the pack. We are probably the only storage company that has economists in

In the Process of TransformationWith the continued growth of business and unstructured data, there is a need for a robust storage infrastructure that could provide unsurpassed reliability, performance and scalability.

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32 NOVEMBER 2013

Hitachi Data Systems Story.indd 32 19/11/13 10:29 pm

the panel whose job is to figure out technology and provide economies of scale. We try to educate customers that price is not equal to cost because we have identified that there are 34 different costs associated with an installation. Adding all these will give you the total cost of ownership,” explains Sawant.

The other cornerstone of HDS’s offering is vir-tualization. The company believes that while it is at virtualization 7.0 level, the rest of the industry is probably at the level of 1.0. This means that it is far ahead in terms of virtualization, where it can virtualize any of other storage beyond its boxes or controllers. This shows that the customers not only get a chance to consolidate the entire storage but also HDS can remove the stale/duplicate data and offer it to the customers. The customers don’t need to buy the company’s capacities but just the controllers that carry all the intelligence.

RIGHT STRATEGIES IN PLACEHDS always had right strategies put in the right place. Like, for example, it has a unique offering called managed storage solutions (MSS). This is a services led, SLA based model and consumption driven offering to the customer. It is not a finan-cial jugglery. When customers have requirement and buy storage, they need not buy the complete storage but only what they need or consume. And the company will charge for what they consume. This can be as granular as per gigabyte or per transaction also.

YOGESH SAWANT, DIRECTOR – PARTNER SALES AND FIELD ALLIANCE ORGANIZATION, INDIA, HITACHI DATA SYSTEMS

“As we are a technology company, enablement of partners is in our DNA.”

Flash strategy in place. “Our first flash product, Hitachi Accelerated Flash storage, is the industry’s first solid state storage device built from the ground up for enterprise-class workloads. Hita-chi Accelerated Flash storage answers customer demands for higher capacity and performance at the lowest cost per bit by being able to increase the performance of multi-level cell (MLC) flash to levels that exceed those of more costly single-level cell (SLC) flash, and extending MLC flash endurance to enterprise levels. We will introduce additional products based on the Hitachi flash memory controller later this year,” highlights Sawant.

Additionally, HDS’ new cloud strategy will enable it support enterprise customers across sectors in their cloud adoption as they move from the infrastructure to the content cloud with the Hitachi Content Platform and HCP Anywhere. The Hitachi Cloud Services Connection program will also be a strong focus which will enable the partner community to re-brand and sell managed cloud services to address the needs of their customers.

CHANNEL ECOSYSTEM HDS’s 100 percent of the business is done through channels. The company has five SIs, four VADs, and huge army of Silver partners (tier II partners) in the country. And it is always in the look-out for emerging SIs who believes in the company’s vision and mission.

Sawant points out, “System Integrators help us address the opportunities in the government space because this space requires a lot of system integration skills. VADs help us distribute in the wider market of the country and tier II partners take our technology and solutions deeper into the market and help us spread our reach. There is no single invoice that HDS gives directly to the customers.”

He explains, “We don’t believe in spoon-feeding our partners. We rather teach them the tricks of the trade as it will help them sustain for the longer period. We discourage the fulfillment business. Besides, enablement is in our DNA. As we are a technology company, we have to ensure that not only our employees talk technology but also the partners are at the same intellect level. Otherwise, we will not be able to articulate the HDS story.”

FINALLY..“I don’t think any partner would do business with us if they don’t see value to his customers. We want partners to unearth new opportunities for us and not just worry about bottomline,” concludes Sawant. ë

“The only thing that has not been hit by recession is data and that is where our play comes into the picture. Data will keep on growing and customers need to manage it and convert it into valuable information. And that’s when they come to HDS because we have the right solutions,” opines Sawant.

Also, as the unstructured data is exploding at a much faster pace than structured data and organizations are looking at capturing and man-aging these unstructured data to create valuable information. For this, HDS has a solution called Hitachi Content Platform (HCP), which is a huge content depot. Here, content lives longer than the application that created it.

HCP is the company’s award-winning object store and highly scalable, reliable foundation for Hitachi cloud solutions. The company also has

CORPORATE STORY

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HGST 6TB Ultrastar He6 hard disk drive (HDD) is a HGST’s cutting-edge HelioSeal platform that provides a path for higher capacity storage for decades to come while significantly lowering customer total cost of ownership (TCO).

Revealed in September 2012, it leverages the inherent benefits of helium, which is one-seventh the density of air, the new Ultrastar He6 drive features HGST’s innovative 7Stac disk design with 6TB, making it the world’s highest capacity HDD with the

best TCO for cloud storage, massive scale-out environ-ments, disk-to-disk backup, and replicated or RAID environments.

Through HGST’s innovative and patented HelioSeal process, the Ultrastar He6 drive is the

KEY CAPABILITIESn Highest Capacity HDD on

the Market; 6TB, Seven-disk Design, Providing the Best TCO

n Lowest Power Consump-tion with Best Watts-per-TB

n 23 percent lower idle power per drive

n 49 percent better watts-per-TB

n Best Density Footprint in a Standard 3.5-inch Form Factor

n 50 percent higher capacity n Lighter Weight than a

Standard Five-disk 3.5-inch Drive

n 50g lighter even with two more disks, offering 50 percent more capacity

n 38 percent lower weight-per-TB

HGST 6TB Ultrastar HE6 HDD

Brocade’s addition to the company’s campus networking portfolio with the Brocade ICX 6450-C Switch delivers enterprise-class features in a compact form, and supports the simplification and automation provided by the Brocade HyperEdge Architecture. Executing on the company’s strategy to deliver innovation for specific customer segments, the Brocade ICX 6450-C is designed for the unique and stringent requirements of government and public sector organizations.

The Brocade ICX 6450-C further expands the company’s comprehensive core-to-edge switch portfolio, a key factor in the recent announcement with Aruba to deliver secure integrated wired and wireless mobility solutions for enterprise and public sector customers based on open standards and Software-Defined Networking (SDN) principles. This integrated solution enables Federal agencies to deploy a secure, modern, enterprise network that is simple to maintain and responsive to the evolving needs of warfighter and civilian missions through operational efficiency and optimal total cost of ownership (TCO). List pricing of the Brocade ICX 6450-C Switch is $1595 with the first customer shipment on October 11, 2013 and general availability on October 31, 2013. Brocade networking solutions are available direct, through Brocade channel partners and via Brocade Network Subscription.

PLEASE SEND YOUR FEEDBACK AT [email protected]

BROCADE COMPACT POE SWITCH

industry’s first hermetically sealed helium-filled HDD that can be cost-effectively manufactured in high volume. The breakthrough development of the hermetically sealed process is arriving just in time as key market requirements are colliding with HDD areal density constraints. Moving forward, HGST’s helium platform will serve as the main platform for new technologies.

KEY CAPABILITIESn Enterprise-class networking switch in a compact form factorn Small, fan-less and completely silent.n Can be deployed outside the wiring closet without

interfering with work activity in areas.n Runs the same software as the rest of the

Brocade ICX and Brocade FCX switch families.n Enterprise-class CLI and management features

for full functionality, enabling advanced manage-ment through Brocade Network Advisor.

n With Layer 3 and GRE tunnel support, a fan-less design and Power over Ethernet (PoE), the switch can be easy deployed in work environ-ments or remote locations.

INNOVATIONS

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RNI NO: DEL ENG/2013/49006 Postal Reg. No.: DL-SW-1/4169/13-15 Date of Publication: 18 of Every MonthDate of Posting: 20 & 21 of Every Month

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