Brin

ging C

hann

el To

geth

er

Vol-10 Issue-06, Krishna, January - 2016, Pages-16, `40/-

REACH SOUTH INDIA

Andhra Pradesh l Telangana l Tamilnadu l Pondicherry l Karnataka l Kerala

TECHNOLOGY NEWS MAGAZINE

K7 Computing is restructuring its team and adding fresh talent to complement its exist-

ing team. The com-pany Founder-CEO, Jayaraman Kesa-vardhanan will be driving the sales directly. K7 claims protects more than 15 million users in over 100 countries from digital threats of every type.Commenting on the internal restruc-turing and future plans, Jayaraman

“Keseven” Kesavardhanan said, “Having taken stock of how the company has been making rapid strides both in terms of exploring new markets as well as bringing cutting-edge solu-tions within the cyber security domain, we have decided to restructure our team in such a way that we will be poised to further accelerate growth. A new and experienced team is being brought in to lead the sales process which will work and report to me directly. While I am delighted to see the rapid growth and progress within this industry, the challenges have also doubled.”

K7 RESTRUCTURES ORGANIZATION, FOUNDER KESAVARDHANAN TO DRIVE

SALES DIRECTLY

ADATA PARTNERS WITH COMPUAGE CAPS WINS DELL-SONICWALL AWARD, UPGRADES OWN PRODUCT

Jayaraman Kesavardhanan

Founder-CEO, K7

Entire range of ADATA power banks to be carried by Compuage via its India-wide network of channel partnersADATA® Technology, a leading manufacturer of high performance DRAM modules and NAND Flash

storage application products and acces-sories, announced a new partnership with leading IT distributor Compuage Infocom

Ltd., pertaining to the complete ADATA power bank portfolio. The move extends ADATA distribution range by adding Compuage as a product provider, offering Bureau of Indian Standards (BIS) certified mobile power banks to customers across India. ADATA and Compuage have been successfully coop-erating in the DRAM segment for several years.With the growing demand for power banks and users requiring solutions for smartphones, ADATA has been growing its presence in India with fully-certified power banks and the partnership with Compuage is the latest development in this cam-paign. Compuage brings to the relationship a wide network of contacts and local partners, as well as a highly motivated and proactive sales team. These will help ADATA products reach new customers in more locations, benefitting ADATA, Compuage and consumers. ADATA and Compuage anticipate rapid sales growth in 2016 as the partnership takes hold and product distribution expands to cover more of the massive Indian mobile accessory market.

CAPS, a Dell- Sonicwall partner has been awarded ‘GOLD-SOUTH 2015’ . CAPS is a value added partner for Dell-Sonicwall since 1999,Suresh.G, Director of CAPS he said “We will continue to focus on Sonicwall for the data protection requirement of customers and SIs. The ease of installation and support makes the SIs and Customers to work with Sonic-

wall. In CAPS, we also protect the interest of SIs and clients by locking the account. Son-icwall’s locking mechanism gives confidence to most of the SIs so that positioning becomes easier and profitable. In

this award-winning moment, CAPS

is thanking all its Customers, Staffs, Well-wishers and Partners for their excellent sup-port that they have provided and requesting to continue the same.” CAPS , the company which sells the product in India under the name Netfox claims its strong background in data protection made them design a box that can produce the exact need of an end-user.

TP-LINK, the global leader in consumer and SMB networking products, announced the launch of new brand line Neffos (pronounced “nef ’-os”), and thus making an entry in the mobile devices market to expand the scope of business. The brand name, taken from Greek language, means “clouds” and has an additional meaning that is “very exciting” when understood in the context.The release of Neffos marks TP-LINK’s expansion from fixed equipment (router, smart home system, cloud service) to mobile devices that are part of digital ecosystem for the users. With the current accumulation of technology in the telecommunica-tion industry, TP-LINK thrives to make the best of humanized design. Neffos is a breakthrough for TP-LINK to set up a link with smart devices through standard protocol to create an ideal digital ecosys-tem for users.Mr Jeffrey Chao, President at TP-LINK said, “Our original intention of developing Neffos was about creating a unique digital experience by establishing a seamless connection between people and devices. We are confident that Neffos will provide a sense of joy of technology for users while at the same time offer a simple lifestyle for them in such era of information explosion.” Neffos debut as mobility brand scripts TP-LINK’s ambitious expansion of the customer pie and its centrality to users’ personal digital ecosystem. According to the IDC 2015 rank-ing, TP-LINK is the undisputed number one in global market share in Wi-Fi products at 42.9%, which is 33.42% higher than the second place. Its success is due to TP-LINK’s consistent consideration of “close to life” as the core development philosophy through research and development of high-quality products.

TP-LINK ENTERS MOBILE DEVICES SEGMENT WITH ‘NEFFOS’

Suresh.G Director of CAPS

Google is well known for being different and being first in new initiatives. If we look past, internet was not very big and we use to directly type name

of website to access that website. Google came and changed the game now. I can predict that Google will be the future of E-Commerce game. Here are some data to support my argument.Why Google will be more interested in online Com-

merce business?Market research Bhavesh firm eMarketer projects e-commerce sales will eclipse $3.5 trillion within the next five years. By 2019, eMarketer Inc. projects online purchases will more than double to $3.551 trillion, or 12.4% of total retail sales of $28.550 trillion, as more people come online around the world.It’s Started alreadyGoogle has already started Google my Business page where you can create your own Business page and you can also promote your business with easy to use Google Adwords express account which is for small business owners.Google is eyeing small businesses and emerging market like India where online marketing, e-com-merce and internet usage is growing. Google also knows that Small Business owners are not tech savvy and Small businesses have limited budget. Small businesses can’t invest in their own e-com-merce platform due to heavy initial investment and huge maintenance and marketing expenses.Advantages Google Have :Google is already having Google Wallet and Pay-ment solution. Google already has Google Mer-

chant center which is platform to sell goods online, Google already have search engine, Ads Network and all platform to promote products online.Google also has android users, android pay solu-tion and platform to promote ads and products on mobile platform.Google is also working on platform for Internet of things and OS for such requirements.How Google can change the way online commerce game in Future.Google my business can now allow to sell products directly from google my business, allow small busi-nesses to run promotions using adwords express.Google may buy payment companies like Paypal and integrate for seamless payment via mobile, web and IOT devices.By acquiring Paypal or similar payment solution companies Google will encourage private small and large e-commerce websites like Flipkart and Snap-deal to use Google payment gateway to enhance user experience and increase sales.Wait, things are not yet over. Google is having Google maps and they are also working on driver-less cars. Tomorrow, Google may use such delivery vans. Google has already started experiment with Google Delivery Drons. Google will use Google maps data for accurate and faster delivery of goods.Since, Google is already working on IOT devices, they may also introduce refrigerators, sensors which will maintain inventories, it may also inte-grate stores and malls with IOT devices to monitor your offline buying and help you pay using Google and buy from malls who use accept Google Pay-ment services.Google may launch smart petrol pumps who accept Google payment, Google will also launch partner-ship with food business, they may also partner with travel and hotel industry and this will continue…

Bhavesh Gudhka CEO @ OPTRON

GOOGLE WILL PLAY THE E-COMMERCE GAME IN FUTURE

CELL IT, VOL-10, ISSUE-06 3 KRISHNA, January -2016

NEWS IN FOCUS

Online is a challenge. Unethical e-shopping is a curse. While the retailers across the Indian sub-continent are unable to find a solution, the mem-bers of Tamil Nadu IT associations have found an alternative.

Rather than running across the corners, the members had come up with products that are available exclusive only with them. The association is planning to create a unique distribution model within them and will be fulfilling the products through their thousand odd retailers and small time service providers across the state.

Given this situation, if the distributors and retailers across the state decide to promote and sell the products exclusively, no doubt, there will be a tough fight for the small and medium brands in the state. However, this is not going to be a cake-walk.

The association, as the first step, should not confine the products only with their members.

On a district level, there should be committee to take the products to the non-members. Even though, they are unorganized, the freelancers play a key role in plenty of households and micro and medium sectors. This will make the products reach without much budget spent on marketing.

For a long time, the laptop segment is ruled only by the Taiwanese and American brands. The association should also not confine themselves within accessories and peripherals. Laptop brands manufactured from other countries in the Asian and European continents should be taken into consideration.

Service will also play the fullest role in tak-ing the products to the end-customers. During the product launches, the service engineers of the channel partners should be trained. Also, this initiatives should not get over with current office bearers. Considering the amount of unethical e-sale, to create an equal platform for all the stake-holders in the channel fraternity, the forthcoming association office bearers should continue this ini-tiative forgetting the pretty human conflicts. The associations across the country should try adopt-ing this parallel channel with FAIITA in the fore-front.

Dinesh Shyam SukhaEditor

EDITORIAL

EDITOR: Dinesh Shyam SukhaCO-ORDINATOR : SiddhiPRODUCTION & OPERATION: RamayyaPOSTAGE & PACKING: L N ADVERTISING SALES: PhaniDESIGN : Dikshit CREATIVE DESIGNER: MKVSACCOUNTS: Murthy

MAGAZINE CUSTOMER SERVICE: contact@cellit.co.in, 0866-6525685

NOTE:All products, brands, service names mentioned may be trademarks of their respective owners

EDITED, PRINTED, PUBLISHED AND OWNED BY DINESH SHYAM SUKHA. PRINTED AT PRINT ZONE, 26/20/18, SWAMY STREET, GANDHI NAGAR, VIJAYAWADA - 520 003, KRISHNA, ANDHRA PRADESH. PUBLISHED AT CELL IT DIGITAL MEDIA, 54-20/3-11, PLOT NO. 3, GURUNANAK COLONY, VIJAYAWADA- 520 008, KRISHNA, ANDHRA PRADESH. EDITOR: DINESH SHYAM SUKHA.

CONFED-ITA SHOULD TAKE CCL PRODUCTS TO NON-MEMBERS

CELL IT, VOL-10, ISSUE-06 4 KRISHNA, January -2016

CELL IT, VOL-10, ISSUE-06 6 KRISHNA, January -2016

The D-Link Vigilance Outdoor Vandal-Proof PoE Dome Camera is a high definition professional sur-veillance and security solution suitable for small, medium, and large enterprises. The all-in-one rug-ged design make these cameras ideal for reliable deployment in surveillance applications without the need for additional accessories. Further DCS-4602EV and DCS-4701E are ONVIF compliant for 3rd party NVR and VMS.MRP: DCS-4602EV – Rs. 21000/- & DCS-4701E – Rs. 19950/-DCS-4602EVWarranty: 1 year

IP-COM has launched range of High Power (POE + AT) POE switches best fit for your IP-Camera/IP-Phone/WLAN Deployments. IP-COM offers complete end to end WLAN Networking Solutions & Equip-ment for SMB’s and Commercial Establishments. IP-COM ‘s product are best suited to provide solutions to industries such as Hospitality, Real Estate, Hot Spot zones, Corporations, Educational Institutions, Hospitals and Airport. IP-COM is a channel friendly brand and have full fledge operations in India with local sales team and Radington as National distribu-tor.IP-COM Brings Range of High Power (POE+/AT) POE Switches best fit for your IP-Camera/IP-Phone/WLAN Deployments, don’t get trapped with cheap POE switch where power budget is just less than half of half, and this is where they show you low cost but avoid to tell you that you might need to add another switch if you are planning to put good quality cam-era or WLAN AP, IP-COM brings cost effective, high performance all port high power POE switch.And what is unique is three of our offered switches support cable length of 250 m. This can save a lot of your cost as well as implementation would be easy, now you don’t need to worry about extending power connection as well as adding another switch to carry forward your network.

Portronics has announced its new generation Smart Wrist-band – YOGG, your very own personal fitness and activ-ity tracker that offers a wide range of features to keep you on track with your fitness regime with ease.The Portronics YOGG smart wristband is a 24×7 wear-able device that comes in styl-ish black colour with a wide

OLED display screen of 0.9inches that will show off your daily stats, a watch as well as caller ID for your Smartphone. It is paired with an easy mobile app which is good even for beginners.YOGG is a capable band at an astonishing price that will keep track of your daily activity and exercise levels, moni-tor sleep patterns, give instant motivational feedback and provide alerts to help you make a sustainable shift toward a healthier and more fulfilling lifestyle. YOGG get you closer to your targets of getting into shape, losing weight and moving more by making you mindful of your habits and pat-terns; which is the first step of change.YOGG additionally has an in-built superior Anti-theft/lost fea-ture that gives you an alarm beep if your configured Smart-phone is stolen or you move more that 10m away from it.By monitoring your depth of sleep YOGG also lets you effec-tively manage your rest time. It enables you to wireless sync the data with your Smartphone – Android and iOS through an app called YOGG available on Google Play Store and Apple App Store.

Remember the Google Glass? Well, the proj-ect seems to be alive as a brand new model of it appeared on the US Federal Communications Com-mission (FCC) website. The pictures show a Google Glass unit that looks a lot like the existing Glass design. The biggest change seems to be that the device can now fold up, just like a regular pair of glasses, which will make it much easier to store when you aren’t wearing it, Ars Technica reported.Google has filed patents with the FCC for a new ver-sion of the Glass device with photos, internal pho-tos, test reports, test set-up photos, a user manual and information on radio frequency absorption for the device.

To match the fast-growing popularity of PC gaming in India and the resultant rising demand for top-notch hardware, GIGABYTE Technology (India) Pvt. Ltd. has upped the ante in providing motherboards with innovative technologies that ensure the best gaming experience possible.In addition to providing the best gaming experi-ence, GIGABYTE G1™ Gaming motherboards also ensure that gamers are not inconvenienced with the vagaries of the typical Indian conditions such as power fluctuations and cuts, hot weather and humidity.In terms of networking, GIGABYTE combines the Dual Gigabit Killer E2400 LAN with the Killer 1535 Wi-Fi card which offers the latest 802.11ac+Bluetooth 4.1. Paired with the Killer DoubleShot-X3™ Pro application, automatic prioritization and redirec-tion of the most important traffic is sent over the fastest connection available. This ensures that your game is never affected by a crowded network due to multitasking.

BIOSTAR has introduced the next-level of perfor-mance motherboards: the BIOSTAR RACING Series. Featuring an all-new design, the BIOSTAR RACING series ushers in the future of performance with all new cutting-edge features and a new racing design for a stylish and powerful build.Featuring the latest in gaming hardware from BIOSTAR, the all-new RACING Series is built with powerful hardware design based around the Intel 100-series chipset. Super Durable Ferrite chokes for high-quality power delivery to vital components, Super Durable Solid Caps for longer-lasting perfor-mance, low-latency Intel LAN. Storage via super-fast SATA Express and PCI-e M.2 slot allow rapid access to the latest generation of storage devices. DUAL BIOS guarantees resilient motherboard operation whenever BIOS fails.

D-LINK VIGILANCE OUT-DOOR VANDAL PROOF POE NETWORK CAMERAS – DCS-

4602EV AND DCS-4701E

BIOSTAR INTRODUCES RACING SERIES

MOTHERBOARDS

PORTRONICS LAUNCHES ‘YOGG’ WRISTBAND

GOOGLE GLASS 2.0 COMES IN A FOLDING VERSION

MODERN INDIAN GAM-ERS FIND THE PER-

FECT ALLY IN GIGABYTE MOTHERBOARDS

HARDWARE & TECHNOLOGY

IP-COM Launches Solution For IP- Camera,

WLAN Deployments

Cadyce CA-IP100MW Monitor your Home or Office

Monitor your Home or Office, using Cadyce CA-IP100MW which gives Mega-Pixel resolution with two way audio. Com-plimentary camera management Secu-Guard software monitors 64 cam-eras simultaneously. Camera’s wide angle HD view makes it suitable for moni-

toring larger areas like malls, offices, warehouses etc.Features:• Supports IEEE 802.11n WLAN Standard• Simultaneous multi-profile streaming• High performing video compression (H.264) Up to1280x720 pixels• Supports NAS, FTP, Email, Voice alert, notify to HTTP/TCP servers• Micro SD card slot for local storage• Supports 3GPP mobile surveillance• Advanced Complimentary software supports up to 64 Internet cameras

CELL IT, VOL-10, ISSUE-06 8 KRISHNA, January -2016

INTERVIEWS

In the r e c e n t d a y s , National Distribu-tor Neo-t e r i c Infoma-t i q u e h a d b e e n a m o n g the dis-cuss ion in the channel

arena on what the company is doing. An interest-ing finding is some global vendors which were preferring only e-sale are now selecting the tra-ditional channel partner route. With more portfo-lio on place and change in the game play, Subroto Das, Executive Director, Neoteric Infomatique, in an exclusive chat shares the inside stories of Neoteric Infomatique and the external market sce-nario. What are the recent developments from Neo-teric?On the consumer business front, we became D-Link’s exclusive national distributor for its futur-istic smart home and wireless products for con-sumers and SoHo. We also signed up with Creative for its range of speakers. Further, we added brands like Adam, Moshi and Laut for iPhone and iPad accessories. We are also one of the major distribu-tors for Lenovo consumer PC business with signifi-cant share in the direct-to-retailer business. Our Logitech business is also growing significantly.The components business is growing well. Despite de-growth in the assembled PC market, we have seen good growth of our motherboard, HDD and memory businesses.Our Commercial BU is seeing remarkable growth with our focus on providing solutions and ser-vices to our partners. Over the past 3-4 years we have built strong competencies in infrastructure solutions, physical surveillance, enterprise com-munications, business process automation, open source software solutions and managed services.We added 3D printers to our commercial product portfolio with partnerships with Fracktal Works and 3D Systems. Another significant partnership in 2015 has been with Honeywell for their barcode scanning and printing products.There are plenty of changes happening within your organization in the recent days. Please clar-ify our readers what were they (If there is any)? Over the past few years, Neoteric has acquired several new competencies through strategic part-nerships in infrastructure solutions, physical sur-veillance, enterprise communications, business process automation, professional and corporate training, software services and managed services

MANY VENDORS NOW PREFER CHANNELS:

NEOTERICdomains.New competencies have helped us strengthen our enterprise and SMB business by offering a wide array of solutions and services to partners. Further, this has enabled us to help partners win several large and multi-locational deals, which the partners would have lost because of lack of multi-locational integration and post-sales sup-port capabilities.For instance, in a large government project, we closely worked with a partner to supply 31,000 tablets to Chhattisgarh government. Jointly with the partner, we helped them in commissioning tablets across the government colleges of the state and are providing warranty support at all locations. The project is expected to expand to 1 lakh tablets in 2016.The lines between a vendor and customer are get-ting blurred. Most interactions and transactions are happening between them directly. How, the traditional channel has adopted or should adopt?Over the years, there have been forecasts by mar-ket pundits of dis-intermediation in the IT chan-nel and that the relevance of the channel will diminish. However, this is not going to happen in our view. The relevance of channels has only strengthened over the time not just in IT indus-try but across all distribution-led industry verti-cals. In fact in the past three years, we have seen some very prominent global IT vendors who were earlier following a direct sales model in the past, are today aggressively pursuing the channel-led model. Role of partners will always remain integral to the technology industry.If you can suggest any four solutions or product that most Indian partner should sell in 2016, what are they?With slew of government initiatives like Digital India and Skill India, the smart education solu-tions market in India is also expected to witness high growth.Security and surveillance is expected to emerge as a big opportunity for partners with Smart City initiatives from the government.3D printers is another technology finding adop-tion among the sectors like medical, architecture, automotive, industrial, aerospace and military, jewelry and education.Further, smart home solutions is a big opportunity for partners in urban and semi-urban locations in India.After the e-commerce space has entered, some distributors claim the market is clean while few claim it has created competition. Can you put in a simple form, what the recent e-market place has done in the channel industry?E-commerce is a reality that everyone in the IT industry has to accept including vendors, distribu-tors and resellers. If you look at the developed countries, e-commerce exists alongside brick-and-mortar retail. And India will be no different.Presently, we are in a phase of e-tailing where

online players are trying every possible way to gain market share—including offering deep dis-counting on products. But as e-tailing matures and the hype subsides, online businesses will have to play by the rules.Already, one can see the price differential between online marketplaces and physical retail coming down. Vendors too can’t afford to see e-tailers offer huge discounts as it undervalues the ven-dors’ brand and business. Several vendors in the past few months have taken steps to prevent price under-cutting by online players. Also e-tailers real-ize that they can’t forever offer deep discounts as it’s an unsustainable business model.What are the top feedbacks your field executives give you on the current market scenario?As per our market feedback and estimates, IT mar-ket is growing in lower double digits, both on the consumer and commercial business fronts.The market is awaiting government policy reforms and programs like Digital India, Smart Cities, Make in India to take off. GST is another much awaited reform which we expect to be implemented by the start of next fiscal year. All the policy and program initiatives by central and state governments will result in the investment cycle resuming soon in country.What is the prediction of IT channel industry for 2016 and what is your company roadmap for the same?We expect customer demand to pick-up substan-tially in 2016 as the investment cycle kicks in. At Neoteric, we will continue to strengthen our prod-uct portfolio, expand our market coverage, and build our solutions and value-add competencies.On the consumer side, we plan to add more digi-tal lifestyle products and home safety and security products. On the commercial side of the business, our emphasis is on solutions like mobility, unified communications, smart education, interactive AV, surveillance solutions and 3D printing.Tell us any three things which you are planning, going to thrill your channel partners very soon? (It can be a rebate or business model or training etc)Since our inception, Neoteric’s business philoso-phy has always been to launch latest products and brands, which require value-addition of training and enabling partners on one hand and creating customer demand on the other.We enable and nurture partners through initiatives like ‘Explore & Evolve events’, which are designed for knowledge sharing and learning about best business practices that help partners introspect, develop new strategies and grow their businesses profitably.We are excited to bring 3D printing technology to the market. We have already rolled out several initiatives to train and enable partners and raising customer awareness about 3D printing technology and you will hear us roll out more initiatives going forward.

Subroto Das, Executive Director, Neoteric Infomatique

National Distributor: Supertron Electronics Pvt LtdCorporate Office: ”Supertron House”, 2 Cooper Lane, Kolkata-700001, Ph: 033-40371000

(M) 9891672350, Email: bankim@ supertronindia.com, www.supertronindia.com

Hydrabad Branch :1/8/169-179, 1st Floor, P.G. Road, Behind HDFC BANK , Near Paradise Circle, Opp.Haryana Bhavan,

Secundrabad - 500003, Phone: 040-66382278, 66382279, 66901170 Vijayawada Branch: # 40-15/2-9, Efftronics road, Brundavan Colony, Vijayawada - 520010, Ph.0866-2278227

Prime Distributors# 1 -7-274/5 First Floor, Sree Rama Building (Abhiruchi Hotel), S D Road, Secunderabad - 500003, Tel: 6638 7969, 7970, Cell: 81434 19999

Compage Computers Pvt. Ltd.,1-2-17/23, Shop #101, Karan Center, S.D Road, Secunderabad - 500 003Phone: 040-6638 5777

Shweta Computers & Peripherals# 1 To 4, Chenoy Trade Center, Parklane, Secunderabad - 500003. Phone: 040-66143433

Vishal PeripheralsShop No: 219, A’ block,Parklane, Secunderabad - 500003Telangana StatePhone: 040-66382291, 2314

CELL IT, VOL-10, ISSUE-06 10 KRISHNA, January -2016

INTERVIEWS

The year 2016 can be called as ‘Smart year’ or ‘Digital Year’ considering the most-buzzed words used in the IT fraternity. Govind Rammurthy, CEO-MD, eScan, in an exclusive chat dis-cusses on the compa-

ny’s road map, policies and the trends in the security industry.What is your channel structure and distribution model? (National distributors, channel cycle and number of direct and indirect channel partners in India)?We follow a Regional Distribution Model for faster reach to our customers and ease for local channel partners. We have approximately 7000 channel part-ners (still counting) across India for both direct and indirect reach.In today’s market scenario, there are plenty of anti-virus brands. What are the top 3 reasons any chan-nel partner should stock E-Scan?There are many reasons for eScan channel partners to actively promote eScan Anti-Virus. The major among them are our innovative and futuristic technolo-gies like MWL Technology, DIRC Technology, NILP Technology. The sophisticated Anti-Virus Heuristic Algorithms not only provides protection from cur-

rent threats, but also provides proactive protection against evolving threats. Apart, it has achieved sev-eral certifications and awards from some of the most prestigious testing bodies, notable among them being AVComparatives, Virus Bulletin, AV-Test, ICSA and PCSL labs. This automatically builds up a reliabil-ity factor. Also, our 24×7 online support (in English Language) to all our customers, resellers and distrib-utors – through e-mails, telephone and chat gives us an extra edge. We are one of the few Indian packaged software to go global and establish a strong product quality to compete with global brands. Hence, eScan stands as a unique anti-virus brand in the market.If I am not wrong, security brands are becoming more regional specific these days when it comes to B2C sales. Which are the regions (North, West, South and East), you feel you are strong and the regions you are having more opportunities?Though overall national IT security market is growing steadily, thanks to ‘Digital India’ campaign and rise of ‘Smart City’ concept, we think North, South and West are the strong regions when it comes to B2C and B2B sales due to high concentration of SOHO and Corpo-rate/ Enterprise products. Nevertheless, central and eastern regions are also building up slow but steady demand of eScan products due to adoption of IT security knowledge among users and administrators.Please explain your solutions in the enterprise seg-mentsThe major concern areas in enterprise level are BYOD,

IoT, slow adoption rate of security products in the mobility sector and sometimes lack of awareness. However, this adoption is happening gradually due to fast improvisations of all the processes mentioned earlier. At eScan, we are constantly educating and engaging our administrators and partners to increase the usage of multi-prolonged approach for networks. In fact we are seeing a big opportunity in the upcom-ing concept of ‘Smart City’ and ‘Digital India’ with our wide range of Enterprise products which has MDM (Mobile Device Management) and HNS (Hybrid Net-work Support) technology.What are the top 3 promises you can provide for your channel partners?The main assurances we do give to our channel partners are advanced support in both commercial and technical front, provide service to the partners as and when required and create exciting schemes and offers for them to maintain proper business flow throughout the year.Explain the ways you draft any scheme?The schemes drafted for our partners are based on the combination of past success records, current product demands, present customer response and overall partner benefits. Since brand value and brand reputation are taken into consideration in major ways, thus we try to keep the schemes as descent as possible where the customers will be attracted and at the same time handsome revenue will be gener-ated.

SECURITY INDUSTRY GROWS WITH DIGITAL INDIA, SMART CITIES

Govind Rammurthy, CEO-MD, eScan

Sunil Grewal, Direc-tor, Gigabyte Technol-ogy (India) interacts Cell IT. He explains the company’s chan-nel plans and current scenario of the PC market.What is the position of your company in Indian market?We have attained

leadership position for motherboard sales in the Indian DiY (Do it Yourself) PC market space. We have always been an established name in the bigger cities. But in the last couple of years, we have also made deep inroads into Tier 2, 3 and 4 cities. Even in the high-end and gaming motherboard category, we have amassed exceptional sales volume in 2015.We have managed to reinforce our brand image as a provider of innovatively-featured motherboards which is backed by a state-of-the-art, world-class post-sales service support network.What are the major milestones you achieved in this 2015 calendar year?Reinforced our standing as the motherboard leader in the DiY PC market.Strengthened our post-sales service setup with GIGA-BYTE exclusive services centres, and new Authorized Collection Centers (ACCs), and Special Service Pro-viders (SSPs) spread across the country. Both ACCs and SSPs are our channel partners.Expanded our base in the gaming motherboard mar-ket Emerged as one of the strongest channel players in the PC component market.Explain your channel network in India?Our sales and distribution network presently com-

GIGABYTE MAINTAINS PRICE DURING MARKET FLUCTUATIONS

prises three national distributors, about 150 sub-distributors, termed as GIGABYTE Premier Partners; and over 2,500 GIGABYTE Value Partners.What, according to you is the biggest assets of your channel policies?Well, all our fundamental sales policies and also, business practices, revolve around channel partners, as we are a channel-oriented company.Our channel policies include regular and attractive incentive schemes; ensuring utmost Channel Profit-ability under any circumstances; prompt and efficient after-sales services; regular SI meets to share tech-nology knowledge; loyalty programs for partners that also include special holiday tours. For example, as part of the GIGABYTE Annual Partner Tour / Meet 2015 program, we had taken our partners as our guest, to New Zealand, Australia and Singapore.If there are market price fluctuations, we strive to maintain the price balance and take the risk our-selves, instead of passing it on to our partner.We also ensure that these are available at the best performance / price ratio. We would like our partners to transform themselves from being box-pushers to solutions providers – and offer all the support pos-sible from our side thereof.What are the top 5 reasons a channel partner should sell your product?In a nutshell, the five reasons should be our focus on channel profitability, products with innovative features, world-class post sales service setup spread across India, , the best possible channel sales incen-tives with utmost transparency in their dissemina-tion, and round-the-year sales and marketing sup-port.We had recently enhanced our post-sales service setup across the country, with GIGABYTE exclusive service centre in each major city, including Mumbai,

New Delhi, Chennai, Kochi, Kolkata and Ahmedabad. They centres, which also are regional service hubs for their respective zones, are equipped with the lat-est in repair machines and software solutions to facil-itate sophisticated testing and troubleshooting; and are manned by skilled and experienced engineers.Explain the 3 promises you always assure for your channel partners?We have always been following our three main focus areas for channel partners – ensuring the best pos-sible channel profitability, enhancing product innova-tions, and providing the most efficient, well-spread out and prompt after-sales services.How good is your post-sale service? Please give a detailed note on this?We currently have an enhanced post-sales service setup across the country, with GIGABYTE exclusive service centres in each major city, namely, Mumbai, New Delhi, Chennai, Kochi, Kolkata and Ahmedabad. These centres, which also are regional service hubs for their respective zones, are equipped with the lat-est in repair machines and software solutions to facil-itate sophisticated testing and troubleshooting; and are manned by skilled and experienced engineers.These centers work in tandem with our 40+ Autho-rized Collection Centers (ACCs), and 6 Special Ser-vice Providers (SSPs) spread across the country. Both ACCs and SSPs are our channel partners, with whom him we have long-standing business relationships.Can you tell us any 2 exclusive news that can bring happiness for your channel partners?Continue with our unique schemes, programs that will give the best profitability to partnersContinue with offering desktop PC motherboards with the most innovative and exclusive technologiesStrengthen further our post-sales service network, by covering more centres, partners and regions.

Sunil Grewal, Director, Gigabyte Technology (India)

CELL IT, VOL-10, ISSUE-06 12 KRISHNA, January -2016

INTERVIEWS

Puneet Gupta- SAARC & HEAD INDIA- STK Accesso-ries, in an exclusive chat explains the accessories sector and the company’s roadmap for the same.What is the Indian

road map for your company?We have big plans for India. We have recently partnered with Redington (National Distribu-tor) where STK products are now in cities across India including Mumbai, Delhi, Kolkata, Chennai, Bangalore, Hyderabad, Jaipur, Chan-digarh, Noida, Ghaziabad, Baneshwar, Gujarat, Pune, Ranchi and soon our products will be in the top 100 cities across the country.Please explain the distribution and reseller cli-mate of your company?

STK ACCESSORIES AIMS REACHING 100 INDIAN CITIES

We have a national distributor, Redington India Limited. They have appointed distributors across all regions and are working on making STK products available across MT/LFR as well as online.How many channel partners you work with India?We currently work with 30 channel partners and are targeting 150 by the end of 2016.In what way your products are unique and dif-ferent?The STK range includes products that feature advanced technologies and offer USPs that are currently not available. We have products that are multi-purpose and include many excit-ing features in one product. For example the Neptune Power Bank, not only a power bank that is waterproof, dustproof and has an impact resistant design, it also features a built-in laser pointer, a torch and a SOS signal. The Explorer Camera is a direct Wi-Fi adventure camera

which is waterproof and includes 19 accesso-ries.Suggest us the top 5 reasons any partner should join hands with you?1. We are a global brand founded in the heart of the UK.2. We have over 2 decades of experience in mobile phone accessories3. Our range includes products that feature advanced technologies and are multi-purpose4. Our products are of the latest design and superior quality5. We offer a 12 month replacement warrantyThe biggest challenge in your sector is the post-sale service. How well-defined is your post sale support?We offer a 12 month replacement warranty, so if there is any fault in the product we will replace it immediately. We never let our STK fans suffer the burden.

Puneet Gupta, SAARC & HEAD INDIA, STK Accessories

Pankaj Jain, who was heading ESS Distri-bution, the official distributor of E-Set security products has recently started his own firm- Panzer IT Solutions. In an exclusive chat with Pankaj shares the

views of his own company.Panzer IT provides 360º IT Security Solutions. The company is into endpoint security, backup solu-tions, DRM, DLP, Encryption with best ROI & TCO for Endpoints, Mobile Devices, Servers, Gateways and Complete Network.Pankaj also says Panzer IT is focused to provide best security software and services to Enterprises,

PANZER HAS IN DNA, THE BASIC NEED OF THE PARTNERS

Government, SMB, SOHO through channel part-ners & associates across India. The company is head quartered in Mumbai and has techno-com-mercial professionals at Mumbai, New Delhi, Kol-kata and Bangalore.Some of the solutions include, Endpoint Security, ESET NOD32, Kaspersky, Backup Solution, Disas-ter Recovery Management. Pankaj and his team are building channel network across India to sale and support enduser/enterprises for all security need.Honesty, Consistency and transparency are the key words of his company and the biggest assert according to him. “We deal in only best in class products and hence channel and end-user are sure of products coming from Panzer Bag. We enjoy this reputation. We can assure from our side best chan-nel policy, best price, assistance in negotiation and closing deals, assurance for best products and best

support” Pankaj avers.Asked to offer three promises for channel frater-nity, Pankaj says every channel partner wants best price, margin, product, pre & post sales support. “We have all these as basic policy of our business model. We also believe that business relationship is path to find good friends. So over the period it is not business among vendor and channel, its business between friends.”Asked about post-sale service, Pankaj firmly believes that the product of his basket remains his baby forever. “Taking care of reputation is my responsibility. We are very particular about customer satisfaction. Giving support for soft-ware solution is logistically easier but technically demanding. Its good that data security is in our DNA and we enjoy challenges.”

Pankaj Jain, Director, Panzer IT Solutions

IP-Com, a new baby in Indian market has taken a strong call not to go online as well as retail to ensure the p ro f i t a b i l i t y of the system i n t e g r a t o r s and solu-tion provid-

ers. The company, which is expanding in the Indian market, is betting big in the Indian market. In an exclusive chat with Pinaki Chat-terjee as Director-Sales, India and SAARC, IP-Com explains the channel plans for India.What is your market roadmap for India?

IP-COM NOT TO GO ONLINE, RETAIL ENSURES PROFIT FOR INTEGRATORS

As an experienced OEM and a Brand we are targeting Hospitality, Education and Corpo-rate as we already have success stories in these verticals, going forward we will focus in Govt as well as Real Estate.Please explain your distribution system in India?We as a brand committed to clean business model and strict channel friendly approach, we have one National Distributor and then every region has Value Added Distributors who will directly address to System Inte-grators and Solution Providers, we have no intention to go online as well as in retail to ensure margins for SI/SP.What type of partners you are looking in India?We are looking for solution providers, system integrators, partners who work on surveil-

lance projects and consultants as our busi-ness model is perfect fit for them.While there are plenty of brands in this seg-ment, in what ways you are different?First we are real innovators, our innova-tion and products are not borrowed, they are indigenously developed, we have strong relationship with Broadcom hence we make stable products, end to end we make every-thing in-house and this is the reason we give high quality and stable product at value for money and clean business model to ensure profitability to the stake holders.What are the top 3 promises you provide for your channel partners?Highly ethical business model, channel friendly approach Margins and profitability with high quality and stable products Ease of working with us.

Pinaki Chatterjee, Director-Sales, India and SAARC, IP-COM

SECUNDERABAD REGIONASM: Kishore - 9391778804

P.L. Computers - 09246352400

VISAKHAPATNAM REGIONASM: Trinadh - 7799330770

Visakhapatnam : Microcare Computers Pvt. Ltd. - 9849996682/9849914748, Kakinada: Sravya Technologies - 9848483680, SS Computer Shoppe - 9246645588, VJ Sales Corporation - 9849117614,

Rajahmundry: City Computers - 9949164777/9000405832

Affordable and uniqueCompaq F191

LED Backlit LCD Monitor

Asli Warranty3 year

on site warrantyAll HP / Compaq Standalone monitors

come with 3 years onsite warranty as deafult

Savex Technologies Pvt. Ltd. NATIONAL DISTRIBUTOR:

F191 (18.5”) Resolution : 1366x768 With a

2,000,000:1

Dynamic Contrast Ratio and 5ms response

time, movies and games have never looked

this good.

1920 x1080 @60Hz (Full HD)

16:9

250 nits

1000:1 static

Antiglare Panel

178/178(degrees)

16.7mColors

VGA/DVI-D/HDMI/HDCP

WIDE VIEWING ANGLELED

Backlighting

LED Arsenic-freedisplay glass

5msresponsetime

Backlighting

5ms

33

HP 22vx / 23vxIPS LED Backlit Monitor

VIJAYAWADA REGIONASM: Joshi - 9247800202

Vijayawada : Digital World - 9866312666, Microcare Computers Pvt ltd - 9849914796,

Guntur : Sri Lakshmi Vigneswara Electronics - 9618721111

CELL IT, VOL-10, ISSUE-06 14 KRISHNA, January -2016

INTERVIEWS

Come Febru-ary, Indian chan-nel commuity is likely to witness, ‘GATES’, an event that focus on the emerging trends and issues of the channel commu-nity. Stand-alone

retailers from tier 2 & 3 cities and 72% of the total registrants are stand-alone retailers. The Reseller Channel Summit is an initiative to facilitate a powerful business platform for ICT and consumer electronics brands to launch, build or manage channels across India sub-continent. Vasudevan K S, Execu-tive Director, The Gates, speaks exclusively for ‘Cell IT ’. A brief about your organisation GATES is an industry leader in building chan-nel ecosystems, facilitating rapid go-to-mar-ket for organizations in the ICT industry.With its extensive network of channel part-ners, distribution entities and brand ven-dors cutting, GATES aims to address major markets including India, APAC and beyond. The core team at GATES has decades of rich experience in addressing modern complex challenges facing the ICT industry.‘GATES INDIA ICT CHANNEL SUMMIT 2016’ is one of our flagship event that aims to integrate the ICT channel under one roof to transact business and at the same time to

Confed-ITA, the Tamil Nadu IT asso-ciation has recently announced the first look of their own product-CCL. The product is imported and retailed exclusively by the association members. With the existing team has one more quar-

ter to complete, Ramesh Kumar, secretary of the association interacts with Cell IT on the associa-tion activities and CCL.What according to you, are the challenges and success of your team?Unethical online was the biggest threat for us. We were voicing against the unethical e-sale from the day one. Our current president Senthil,

THIS EVENT TO OPEN THE NEW ‘GATES’ IN TECHNOLOGY

“CONFED-ITA FACED DIRECT PRESSURE FROM

DISTRIBUTORS”

discuss and share the challenges facing the industry.What is the event all about?‘GATES INDIA ICT CHANNEL SUMMIT 2016’ will be a first of its kind senior executive summit focussed on the ICT and CE industry for those who is looking for expanding their channel foot print, improve operational effi-ciencies and grow revenue & profitability.It aims to provide a platform to the indus-try for understanding market trends and insights, launch new and innovative prod-ucts, bring about awareness on business solutions, tool and enablers to achieve greater operational efficiency and learn about new & innovative business models and practices.The event carries targeted and powerful sessions that include pre-scheduled 1-on-1 meetings to transact business deals and plan for the year ahead, smart learning workshops moderated by well-known industry veterans, focussed panel discussion from within the industry as well as from the business eco-system and informal networking sessions.What is the profile of the participants? The event will bring in major brand vendors, national and regional distributors from both ICT and CE industry, major reseller partners, value added resellers, retailers, e –tailers, solution providers, and system integrators. The key here is to involve a good percent-age of channel participation from tier 2 and 3 cities.

during his leadership tenure of Chennai associa-tion, was in the forefront against the unethical e-sale. When our fight did not give the perma-nent solution, we need to change the strategy. The other challenges like relationship between the vendor and association and post-sale service still continues.On the succeeded part, we successes in self-reli-ance and we had resolved all the issues related to the post-sale services of the members.What is your view on e-shopping?I think, instead of spending time on that, the members should start thinking alternative options. We should think it an extension of the current business model rather than an enemy.Explain us about the quality of CCL products?From the day one, our members insisted two things- quality of the products and post-sales should be of A1 quality. We have formed a com-mittee to check the quality of the products before it hits the market. Another committee for

In a survey conducted on 700+ channel part-ners across the country, over 52% of them have reported that they are keen to partici-pate in an event of this kind with most of them expressing that they will be attending such an evet for the first time. This is indeed a strong positive for the event itself.The level of participation has been kept at key owners, CxOs, key decision makers and senior executives from participation organi-zations.What are the 5 reasons one should attend your event?The brand vendors get real business growth opportunity meeting new channel partners from especially tier 2 and 3 cities as a means to expand untapped markets. In addition, both the brands and national distributors get opportunity to launch new products, showcase innovative products and solutions to attract channel partners, and share best practices with the channel.The channel partners get access to new products & suppliers, understand indus-try trends and insights, benefit from smart learning sessions to improve their aware-ness on various smart solution to improve business efficiencies.What would be the top 3 take-aways after the completion of the event? Expand business reach, close business deals and opportunity to access modern and smart solutions to improve business efficiencies.

the post-sale service is also set up for addressing the problems of the members.How confident are you that CCL products will attract the end-customers?In the initial stage any product comes as ‘Push Sale’ scenario. It is our own members, who had sold those products in the market which were unknown then. The channel partners who had given lifeline to those unknown products and made them market leaders will do it for their own brand. We are very confident of the market share in Tamil Nadu.If I am not wrong, you would have faced indirect pressure from certain section of the channel fra-ternity?Why indirectly? I can tell you, some big distribu-tors gave direct pressure. Talks were mooted requesting us to allocate the entire distribution order to them. We consider that as the biggest success.

Vasudevan K S, Executive Director, The Gates

Ramesh Kumar, Secretary, Confed-ITA

CELL IT, VOL-10, ISSUE-06 15 KRISHNA, January -2016

The All Kerala IT Dealers Association (AKITDA) has announced the tentative dates for the election of new state president.The decision was taken after the state Executive Meeting was held at Kochi last

Tuesday. As per the Association by law every district has to complete its district elections before the State Election. Accordingly all dis-tricts must complete their elections before

Tamil Nadu based Confed-ITA association has decided to purchase a new office space in the

Guntur IT association (GITA) concluded their recent cricket event successfully. The series was titled as “QUICK HEAL TROPHY” with total 4 teams participating in the league, SLN Com-puters team lead by TLP Kumar, NIV Info Solu-tions-Tally team lead by Chitti babu, Karthik Infocom team lead by K.Lakshman, Apple-Sri

The National Association of Software and Ser-vices Companies (NASSCOM) submitted its pre-budget recommendations for the Startup and Ecommerce Ecosystem to the finance ministry.As per the suggestions made by NASSCOM, startups be exempted from direct and indirect taxes includ-ing MAT , a move that would reduce compliance burden and reduce cash outflows. Further there

AKITDA ANNOUNCES STATE ELECTION

CONFED-ITA TO HAVE OWN PROPERTY IN TRICHY

GUNTUR IT ASSOCIATION CONCLUDES QUICK-HEAL SPONSORED CRICKET LEAGUE

NASSCOM SUBMITS E-COMMERCE FRIENDLY PRE-BUDGET EXPECTATION

April 2016. Since many of the districts have started functioning of late it is difficult to conduct elections in all the 14 districts. So what we have decided is to conduct elections of districts whose tenure is over or about to be over and to move on to the State Election tentatively by April 2016.Since we have presence in all the 14 districts of Kerala we may have almost 130-230 delegates who will be attending the State Election. Almost 6 to 7 districts are completing their tenure. They will be holding fresh election of new office bearers along with the other office bearers will select the new

name of the association in Trichy, which is the heart of the state.The association had their recent EC meeting in a private resort in Dindigul. It was decided that the association had finalized a place in Trichy-Pudukottai road and will be construct-ing and the association’s fund will be utilized. The Trichy association (ACT-T) has helped the Confed-ITA materialize the dream of own property of the association.The talks about the next office bearers had

Vijaya Technologies team lead by Shaik Baji. After the initial matches the final match was played on 20th Dec at JKC College grounds

Guntur presided by the association president K.Srinivas of National Computers.In the first round six matches were played and in those matches three matches were won by SLN Computers, two matches by

is an urgent need to remove angel tax that serves to tax the capital receipts, when the availability of financing from recognized sources such as Banks and Venture Capital Funds is unavailable and angel funds is the only available source. Similarly, NAS-SOCM strongly recommended that companies may be allowed to carry forward losses even if there is change in ownership structure, if it for capital infu-sion in the entity.Presenting the recommendations to the finance ministry, R Chandrashekhar, President, NASSCOM

state president.Speaking to ‘Cell IT’, Sunil Kumar, State PRO, said, “Our ratio is that for every 20 member, there should be one state executive member. The election dates are not finalized and is tentatively planned in April month. The new president will work for two fiscals 2016 April To 2018 March. “The association will select the new president in a state conventional meet. Asked about the location of the state meeting, Sunil said, “The state meet-ing might be organized in Ernakulam as they have shown interest. However, based on the accessibility of all the members, the association will decide on the venue.”

also been mooted by the EC. According to that, the zones has been identified and the invitations based on the by-laws ware also dis-cussed on who can become an office bearer. The secretary of the Confed-ITA is expected to announce the nominees based on the rec-comendations from the afore-said zones.SPCP, the financial wing of the association, which was taking care of sports, insurance and other activities will be handed over to the executive council.

Apple-Sri Vijaya Technologies and one match by Karthik Infocom. The final match was played in between SLN Computers Vs. Apple-Sri Vijaya Technologies, where the toss was won by SLN Computers and they opted to bat first. SLN Computer scored 126 runs in 20 over’s and took 9 wickets. Whereas, Apple-Sri Vijaya technologies team chasing the target in 19 over’s-9 wickets-127 runs and finally the “QUICK HEAL TROPHY” winner was Apple-Sri Vijaya Technologies Team.The chief guest of the event was Jayanta Pra-haraj, the regional manager of Quick Heal for Andhra Pradesh and Telengana. The other guests were Murali Krishna, the president of Vijayawada IT association (VIJITA), Koteswar Rao from Samsung.

said that, “Policy regulations like ease of compli-ance, reliance on self-certification instead of audits, tax exemptions for startups will allow entrepre-neurs to devote their time, energy and resources to build upon their innovative ideas. With the number of tech start-ups in India growing over 40 percent over the last year , these startups can potentially develop innovative solutions to address the devel-opment needs of the country as startups focus on development solutions for health, infrastructure and energy amongst others”

ASSOCIATION NEWS

RNI NO-APENG/2006/19824

CELL IT, January - 2016

POSTAL REGD. NO.VJ/102/2016-18