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IT Business in 2019-20
The most important trends for the IT channels

Ho

Industry Trends Women In IT Channel Chief
Power of Perseverance In Sync with
IT Sector's Fluctuating Fortunes | p8 the Market

|SHWETA THAKARE p11 |VAIBHAV KSHATRIYA p12

Senior Associate VP Director
(Europe, APAC and SAARC) Channels & Services, Sales
MicroWorld Technologies Avaya

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DQ CHANNELS  May 2020 2 A CyberMedia Publication

www.dqchannels.com CHANNEL PULSE

EDITORIAL Swimming against the Current
Consulting Group Editor: Ibrahim Ahmad ([email protected])
Managing Editor: Thomas George ([email protected]) Greetings Friends!
Editor: Dr. Archana Verma ([email protected]) e IT business of 2019-20 was going through a downward trend, except the
Asst Editor (Special Projects): Ankit Parashar ([email protected])
Consulting Editor (Website): Anusha Ashwin ([email protected]) PC market, though surviving. e last Quarter of FY 19-20 gave a severe blow to
Contributing Columnist: Swaminathan Balasubramanian this trend in the form of Corona Virus outbreak,
disrupted manufacture and imports from China,
DESIGN & LAY-OUT on which the IT hardware almost entirely depends
Manager: Nadeem Anees and finally the lockdown in India and the related
disruption in supply chain in India. We had
ONSITE & DIGITAL COLLABORATION discussed some of these issues in the April issue of
Dr Archana Verma ([email protected]) DQ Channels. In this issue, we take this discussion
forward by studying an overview of the financial
MARKET RESEARCH SERVICES performance of the products most important for
Vice President Research: Anil Chopra ([email protected]) the channels community and also by exploring
the future forecasts from the experts about the
PRODUCT REVIEW oncoming trends. Of invaluable importance is
Manager: Ashok Pandey ([email protected]) the feedback from the channel community itself
EXCLUSIVE SALES & MARKETING PRINT, DIGITAL & EVENTS in this regard.
Manager: Mohammad Shoeb Khan ([email protected]) (North)
MARKETING A related development is that the online market
Assistant Manager: Rajiv Pathak ([email protected]) has completely broken down, leading to hardships faced by the end customers and
also by the SMEs and low-income workers associated with the online businesses. us
PRINT ADVT/COMMERCIAL PUBLICATION far, the traditional offline retailers felt a threat from the growing presence of online
Sr. Vice President: Rachna Garga ([email protected]) platforms. However, gradually this realisation is dawning that they can survive and
Manager: Sudhir Kumar Arora ([email protected]) (North & East) grow in the current scenario by joining the online platforms and a logical roadmap
Manager: Shubhadeep Sen ([email protected]) (South & West) has to be found. FAIITA the national level representative of the channel community
is making efforts in this direction.
WEBSITE-BASED ADVT/COMMERCIAL SOLUTIONS
Associate Vice President: Harminder Singh ([email protected]) As WFH becomes more and more the norm during lockdown, many kinds of
Manager: Sudhir Kumar Arora ([email protected]) (North & East) remote communication solutions emerge in the IT market, thus opening a new
Manager: Shubhadeep Sen ([email protected]) (South & West) venue for the channel community to grow their business. e government has shown
PRINT CIRCULATION support for the IT sector employees by allowing them to continue working from
Head: Rachna Garga ([email protected]) home till July end and by asking their employers to continue supporting them during
Sr Manager: Sarita Shridhar ([email protected]) lockdown.

ACCOUNTS & COMMERCIAL I look forward to receiving your feedback for this issue and continued interaction
General Manager: CP Kalra for the future issues.
Manager: Ashok Kumar
Archana Verma
PRINTING
Sr Press Co-Ordinator : Harak Singh Ramola DQ CHANNELS THIS MONTH DQ CHANNELS THIS MONTH

OUR OFFICE ADDRESSES COVER STORY ................................4-7 WOMEN IN IT........................................11
DELHI/NCR/GURGAON: Cyber House, B-35, Sector 32, IT Business In 2019-20 Power Of Perseverance
Gurgaon - 122001 Ph: 0124-4822222, Fax: 0124-2380694
BENGALURU: 205-207, Sree Complex (Opp. RBANMS Ground) WHAT’S INSIDE SHWETA THAKARE
# 73, St John’s Road, Bangaluru - 560 042 Senior Associate VP
Ph: +91 (80) 4341 2000, Fax: +91 (80) 2350 7971 (Europe, APAC and SAARC)
MUMBAI: 404 Trade Square, Mehra Industries Compound Safed Pool, MicroWorld Technologies
Sakinaka, Andheri East, Mumbai – 400072.
Ph.: 09969424024 CHANNEL CHIEF ...................................12
In Sync With The Market
For editorial queries: [email protected]
For sales queries: [email protected] Server Strategies VAIBHAV KSHATRIYA
Printed and Published by Pradeep Gupta, on behalf of CyberMedia (India) Ltd at D-74, And Challenges Director, Channels & Services, Sales
Panchsheel Enclave New Delhi - 110017 Avaya
Printed at M/s Karan Printers, F20/2, Phase II, Okhla Industrial Area, New Delhi-110020 VISHWANATH RAMASWAMY
Associate Editor: Dr. Archana Verma Director, Systems for Cloud & Cognitive CHANNEL CHIEF ...................................13
All rights reserved. No part of this publication may be reproduced by any means without (India/South Asia), IBM India 5 Lockdown Principles
prior written permission from the publishers. Channel Partners
Cover Design: Nadeem Anees INDUSTRY TRENDS .........................8-9 Should Follow
IT Sector's Fluctuating Fortunes
For Subscription D KABILAN
INDUSTRY TRENDS .......................... 10 Founder-Director
For subscription queries contact our reader service executive at [email protected] IT Sector On A Downslide CETAS Information Technology
or call on 0124-4822222 extn 156
PERSPECTIVE .......................................14
DQ Channels Exclusives WFH The Great Divide
E-COMMERCE CORNER .........................15
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A CyberMedia Publication

COVER STORY For more about Partners Strategies, log on to www.dqchannels.com

IT Business in 2019-20

The FY 2019-20 has ended and the general results of the last FY are out. Here we
present the most important trends for the channels

DR ARCHANA VERMA

[email protected]

The overall trends for the FY2019-20 show that the IT business “India witnessed back to back strong growth
in India wasn’t doing very well even before the Corona Virus rates for the last couple of years, but COVID-
outbreak. IDC survey shows that there were very little growth 19 outbreak would act as a major barrier for
in most verticals important for the Channels. We also present the storage market growth in CY 2020. COVID-
observations from some channel partners about how their business 19 would have a negative impact on verticals
flourished in FY19. such as manufacturing, transportation,
construction, personal and consumer
services, etc. However, we can expect
positive growth from healthcare, insurance
and telecommunications verticals.”

—Dileep Nandipalli, Research Manager,
Enterprise Infrastructure, IDC India

DQ CHANNELS  May 2020 TRADITIONAL PC

e India traditional PC market inclusive of desktops, notebooks,
and workstations finished 2019 with an impressive 18.1% year-over-
year (YoY) growth, shipping 11 million units during the year, according
to IDC. 2019 also turned out to be the biggest year for PC shipments in
the last six years. e growth was largely propelled by the government-
driven education projects and upgrade purchases for Windows 10.

On the processor front, shortage in availability of Intel’s CPU was a
concern point for vendors throughout the year. is provided room for

4 A CyberMedia Publication

COVER STORY

AMD to enter certain segments and helped vendors to fill the gaps to “Two segments weathered the challenging
some extent. However, Intel remains a leading processor brand with a market conditions in 2019. Ink Tank printers
70.8% share in the traditional PC category. grew by 7.0% and now command 73.2% of
the inkjet market. The Ink Tank segment
SERVERS overtook the overall laser printer segment
for the first time in 2H19. The laser copier
segment also noted a growth of 6.9%. In
2018, Government’s strict regulation on the
refurbished Copier (RC) market through tight
monitoring and increased seizing of illegal
units at major ports gave a boost to the
original copier segment, which continued in
2019 as well. However, by 2H19 the market
resumed its normal pace of growth as the
effect of RC market stabilised.”

— Bani Johri, Market Analyst,
IPDS, IDC India

e overall server market in India witnessed a year-over-year (YoY) According to IDC, India’s external storage market witnessed a growth
decline of 2.8% in terms of revenue to reach $299.6 million in 4Q19 of 6.0% Year-over-Year (YoY) by vendor revenue and stood at USD 91.0
versus $308.1 million in 4Q18, according to IDC report. e x86 server million at the end of 4Q19. Banking, professional services, government,
market accounts for 88.1% of the total revenue of the overall server manufacturing, and telecommunications industries contributed 81.2% to
market. e x86 server market in terms of revenue declined YoY by the overall external storage market at the end of 4Q19.
1.2% to reach $264.0 million at the end of 4Q19 from $267.1 million in
4Q18. All-Flash Arrays (AFA) witnessed a growth of 6.1% YoY, which
contributed 28.8% to the overall external storage systems market at
EXTERNAL STORAGE the end of 4Q19, says IDC report. Midrange storage systems grew by
13.5% YoY. e entry storage segment witnessed degrowth of 12.6% YoY
growth, while the high-end storage segment saw marginal growth at the
end of 4Q19 according to IDC report.

ETHERNET SWITCH
e Ethernet Switch market in India stood at USD 142.6 million

(by vendor revenue) at the end of 4Q19. is showed a marginal YoY

“The professional services vertical which “We have registered a growth of 10% YOY.
includes public cloud providers, traditional JFM 2020 was better than the previous
IT/ITES companies, witnessed a drop in quarter. We had huge billings in March
revenues of 24.1% to account for 36.1% of courtesy COVID19. Rentals registered a
the overall market. It is important to note significant jump between 12th March and
that this segment accounted for nearly 24th March. The product most in demand
47.1% of all revenues in 4Q18.” was laptop & 4G dongles.”

—Harshal Udatewar, Market Analyst, — R Sridhar, Proprietor, Triangle
Server, IDC India Technologies, Bangalore

A CyberMedia Publication 5 May 2020  DQ CHANNELS

COVER STORY For more about Partners Strategies, log on to www.dqchannels.com

decline of 3.7% according to IDC. e mild decline was attributed to the “With reference to our IT business during
slow economic conditions in India supplemented by Indian enterprises 2019-20, we would like to state the followings-
pushing their spending budgets to the last quarter of the financial year 1. It was a steady & single digit growth year
(March 2020).
for us
HARD COPY PRINTERS HCP 2. Our sales during all the 4 Quarters were
Indian HCP market shipped 3.5 million units in CY2019 and
more or less similar.
registered a year-over-year (YoY) decline of 4.7% due to weak consumer 3. No sharp rise or steep downfall in the Qtr 4.
4. Looking early at the Corona impact in China
segment demand. In 4Q19 the market shipped 0.79 million units, a YoY
decline of 7.3%, according to IDC. (during Jan-Feb), prospective buyers of
March 2020, dealt with it in Feb only.
e annual decline was primarily from laser printers (excluding 5. Servers, workstations, desktops, laptops,
copiers) declining by 11.8%, as the market continued to be impacted by softwares, printers were more in demand
weak demand as well as migration to Ink Tank printers. e laser copier upto Dec 2019.
market grew by 6.9% with strong corporate demand and continuing 6. Laptops, projectors (Larger LEDs & VC
decline of refurbished copier market. e inkjet market remained equipments), UTMs & online UPS were more
stable with a decline of 0.1%. e year ended with the inkjet market sought after products in the last Quarter.
commanding more than half of the market. Since most of the government purchase
was through GEM portal, there were least
FINAL REMARKS opportunities left for us (last mile IT partners)
e above results show that even before the Corona attack, the IT to compete & supply in this most price
sensitive segment. Despite this, we managed
business in India was either not changing much in most verticals, or to move ahead with our sales due to our
declining. Traditional PC market was an exception to this as it shows great efforts with the local corporate/SME
a growth of more than 18%. is was despite the general pervasive segments, who still give importance to local
perception that people were moving to smartphones from laptops. availability & support.
However, there are many activities which can’t be done on a smartphone — Basant Mehta, Founder, BlueBell Computers
and a laptop is essential for them. A smartphone is handy for several
small tasks, but it can’t replace a laptop. Further, Windows 10 was & Founder President, Jodhpur Computer
instrumental in making laptops surge ahead. Dealers Association (since 2002)

“While large businesses were the volume “We are basically small traders in Jamshedpur,
driver, vendors invested in building new having operations confined to our State only.
teams, exploring new channels, and As per our last FY business it wasn’t bad. I
educating the customers to tap the SMB think for whole Business community Q2 (JAS)
segment. India’s SMB market provides a is best as all the major festivals fall in this
large opportunity for PC vendors in the next period which give a natural leverage to the
few years, as SMBs strive to adopt new business of all verticals and categories. Our
technologies for their digital transformation business was also quite good. Then Q3 was a
journey. However, the vendors need to be bit sluggish but Q4 has just been picking and
more innovative to deal with the aspirations this disaster has hit us badly.”
of this segment and would require a “Naming any single category or type of
cohesive ecosystem focus to improve the product as the bestseller will not justify the
infrastructure and support for small and phenomenon. Everything is in continuous
medium businesses.” demand be it desktop, laptop, printer,
Networking Solution, consumables etc. Of
— Bharath Shenoy, Market Analyst, course, the brand Quick Heal which I sell is big
PC, IDC India enough to be a clear winner with approx 65%
market share in Jharkhand.”
“I am certain that the business people are
great fighters. No doubt we’ll bounce back with
the same vigour and even higher spirit in less
than expected time frame.”

— Amitabh Vidyarthy, Vidas Technologies &
President, Jamshedpur IT Association (JITA)

DQ CHANNELS  May 2020 6 A CyberMedia Publication

COVER STORY

Server Strategies and

Challenges

FY2019-20 witnessed strong growth for IBM Servers in the Indian market.
Vishwanath Ramaswamy, Executive Director, Systems for Cloud & Cognitive
(India/South Asia), IBM India talks about the strategies that have made IBM
the leader in the server market

DR ARCHANA VERMA

[email protected]

WHAT STRATEGIES WORKED FOR IBM IN 201920 FY FOR VISHWANATH RAMASWAMY
Director, Systems for Cloud & Cognitive
BUSINESS GROWTH IN THE INDIAN SERVER MARKET?
(India/South Asia), IBM India
e key strategies that worked for IBM in the FY2019-20 include the
following:- Systems, and Docker containers - all on the same LinuxOne server. Likewise, we
can run IBM AIX partitions and RHEL or SUSE or Open Source Linux partitions
1. Products and Offerings Expansion - IBM Servers have been traditionally on the same POWER9 based server.
associated with AIX, IBMi (erstwhile AS400) and zOS operating systems. For
the last 6 years, IBM servers are constantly bringing Linux (both Enterprise 2. Myths surrounding Linux- “If I have to deploy Linux workload, I need an
distributions as well as Open Source) and many open-source applications on the x86 server” is a myth. IBM encounters this myth in most of the conversations.
IBM hardware platform. Over the years we brought new offerings in the market From a technology point of view, IBM was the first non-x86 vendor to have opened
which are purely dedicated to the needs of businesses to deploy the new-age up the architecture of its Systems to run the same Little Endian Linux that runs on
workloads (e.g. Modernized Line of Business Applications, SAP HANA, SAS VIYA, x86 Systems. Clients do not need any specialized version of Linux to run on IBM
Modern Analytics, AI/ML/DL et al). In addition to the Systems, IBM also brought Cognitive/POWER Systems. We work closely with SAP HANA implementation
out software utilities to accelerate workloads. partners to bust this myth and the ISV ecosystem initiative is another effort to
bring awareness to the market that Linux workloads (whether it is container-based
2. De-commoditisation of Linux for Business Workloads - e modern application modernization workloads, or modern analytics or the AI/ML/DL
workloads are hungry for compute resources. e traditional approach is to throw workloads) can run faster and in a much more secure manner on non-x86 servers.
more commodity hardware to the problems. However, we were able to identify the
areas where just throwing more hardware to the problem does not solve the business 3. Data Privacy Related Barriers to CLOUD- Cloud architecture is proven, so
problem elegantly. is is the area where differentiation around performance, is the necessity of having such architecture both on-premise and off-premise. e
production-grade virtualization and RAS features of the IBM Systems help to bring existence of a hybrid cloud enables a seamless movement of workloads between
value to the clients. On the ground, this meant that when Linux workloads are to be on-premise and off-premise environments. However, one of the biggest challenges
deployed, it is no more on a default x86 hardware. e IBM Cognitive Systems and is around privacy of data. is is different from information and data security,
IBM LinuxOne can create significant value for the clients by reducing the footprint, which again is a concern for the clients but not a new one. Due to these concerns
and thereby the acquisition costs significantly on privacy (and sometimes coupled with security) organisations are reluctant to
embrace hybrid cloud environments for core applications that deal with sensitive
3. ISV (Independent Software Vendors) Ecosystem - In the business application data. We are trying to meet these challenges by addressing such data privacy
landscape, there is a clear shift away from monolithic traditional 3-tier software concerns by creating a framework for A. data movement between multiple cloud
models to cloud-native, fit-for-purpose, container-based, agile applications. is environments without compromising on the privacy (making sure that the privacy
trend also introduces many new software vendors in the application landscape privileges travel with the data) and B. securing the information at the perimeter to
for businesses. IBM ramped up its ISV ecosystem efforts to bring about the best make sure that applications need not have to be re-coded to make them compliant
business results out of these new ISV workloads on IBM server platforms. e AI to the ever-changing security norms.
community program has a simple 3-step approach for ISVs to work with IBM, test
out their applications and get listed on IBM Global Solutions Directory which not
only gives them access to India market but also to the clients across the globe.

4. IBM Systems Labs Services for Clients - e Systems Labs services offerings
is not only on the hardware technologies but also on the databases, middleware
and applications. is has immensely helped when clients are migrating from one
platform to another e.g. migrations from HPUX/Solaris to AIX or from traditional
SAP ECC environments running on Unix to SOH / S4H running on Linux. In
FY2019-20 the SAP ECC to SAP HANA migrations were on top. ese services
offerings have helped IBM Systems garner competitive take-outs and gain immense
client satisfaction as well.

WHICH ARE THE CHALLENGING AREAS THAT HAVE EMERGED

IN 201920 FY FOR IBM IN INDIA AND HOW IS IBM MEETING

THESE CHALLENGES IN THE INDIAN SERVER MARKET?
1. Combining the Old with the New - I mentioned about the new age workloads

and how IBM has brought in new offerings to address the requirements of these
new workloads. One of the biggest challenges which came to the front in FY2019-20
was that while clients are embracing the new age workloads, there is a whole lot of
existing application setup which has to be maintained and the management of this
co-existence of old and new is not easy. e current structure is like a foundation
which cannot be touched and should not be touched unless someone wants to really
rebuild the whole infrastructure. At the same time, the new age workloads need very
high performance, agility and resilient infrastructure. We are meeting this challenge
by ensuring that the old and the new workloads can run simultaneously on a single
machine with complete quality of service as defined by the users. is will make sure
that the resources are available as per the business needs. We can run Oracle DB
on Linux Virtual Machine, and Open Source Databases on Open Source Operating

A CyberMedia Publication 7 May 2020  DQ CHANNELS

INDUSTRY TRENDS For more about Partners Strategies, log on to www.dqchannels.com

IT Sector’s Fluctuating

Fortunes

Channel business may not see revenue growth, if the vendors don’t respond
practically to the Corona crisis

B SWAMINATHAN

The Indian software industry has CHANNELS SPEAK “Make in India Policy adopted by
accelerated the adoption of digital Govt., if succeeds, may create a
technologies in our country. The Here we have some of the Level playing field for channel and
industry has helped in giving digital quotes of the leading channel offer many more opportunities in
identities to billions of people across globe. partners across India sharing coming year. While 5G is yet to take-
Realising the potential and the availability their views: off in India, Data Centres may keep
of talent, some multinational corporations giving good business opportunities
established their own offshore development Vitrag, a channel partner, in Servers and Storages. New
centres in India. Global multinational says, “Overall this year was bit server technologies with much more
companies also realised India’s potential challenging for the channel efficient cooling and space utilisation
in software services and started increasing community in second half are expected to dominate the space.”
their direct presence in India by setting up specially Q4. Overall year
IT, business management process (BPM) fy19-20 ended at single digit —Viren Bavishi, CEO,
and R&D centres. negative growth. Biggest Sapphire Micro Systems
problem for channel was price
According to the National Association disruption on Omni channel. A CyberMedia Publication
of Software and Services Companies But together as a community
(NASSCOM), the IT sector in India only grew and under the leadership
by 5% in 2019. Futhermore, hiring rates have of FAIITA we are now able
decreased by around 40% in the last three to create price parity with
years. But why is this happening? What is top 5 brands. Next financial
dragging down the pace of growth in India’s year Outlook is positive for
IT industry? IT as industry. Technologies
performed well this year are

DQ CHANNELS  May 2020 8

For more about Partners Strategies, log on to www.dqchannels.com INDUSTRY TRENDS

Storage, IP Surveillance, Printers based on in this financial year. When

INK tank. Technologies expected to perform we worked on a flat growth

in next year are 3D printing, product used in market, prediction of demand

AI development, workstations.” for the inventory holding was “Coming financial year right now
Viren Bavishi, CEO, Sapphire Micro tough. is has led to the seems to be difficult in terms of cash
profitably squeeze. is year
Systems, mentions “ e financial year which

started with lots of hope and expectations, 2020-2021 is going to become a flow due to the ongoing Carona crisis.

unfortunately is ending with few regrets if not Corona Virus year. Nobody can New technologies are AI and smart
sadness. While an otherwise Average Financial estimate what’s going to happen devices which will rule the business in
year went haywire by Corona outbreak in if this is contained in this case market starts responding well.
China, resulting in a lockdown in India before quarter. If it extends to next two Right now, after effects of Corona will
year ends. Targets which are the major focus quarters, then this year is going

of Channel business may fail the entire year, if to be disastrous for IT. If China rule out all the expectations for the

brands do not respond practically. Channel in recovers faster than others and next financial year.”
India is always very competitive and aggressive other parts of the world takes —Gurmeet Singh Juneja,
Somehow year after year. Channel is turning little more time to recover,
out to be a team controlled by brands, particularly India, China will Premier Computers, Ludhiana

suffering disturbances due to unhealthy or hold huge inventory and the

biased decisions of OEMs, create hurdles and demand for other nations will

give a ground to the preferred ones. e most come down. is will put huge

unfortunate part is that Channel is being driven pressure on China and prices are expected

by the OEM’s backend Incentives policies and to fall. e new technology happened in two

they are free to turn it down anytime under industries, viz., IT and Surveillance. In IT,

flimsy reasons. Online sales have played havoc nothing much changed in processing or other to contribute 10% of India’s GDP by 2025. I

and cash burning by E-sellers are trying their communicationstechnology.Butlastyearthere think AI & IoT will definitely attracts the huge

best to destroy the Channels. Brick & Mortar was huge shift towards display and graphical market and with that Cyber Security market

stores have nowhere to go. Overall, the brands technology. In display, the latest technology will definitely going to increase.

are becoming bosses, so trade bodies like TAIT like 4k and high resolution, response monitors Sudhakar from Lapis Technologies,

has Major roles to play. Just by taking care of price has dropped and these technologies Hyderabad, states, “Unsatisfied in comparison

the difficulties faced by the Channels during became affordable to the common people. with last year’s performance, due to lack

last year or two, may give a In graphical technology particularly NVIDIA of prospective, delay in getting orders, end

have brought new technologies customers & projects. Online E-Commerce

in graphical interface products. purchases affected their walk-ins. Revenue

“When we worked on a flat growth Most of the companies post growth for the Indian IT industry may get

Corona period will work in impacted. According to global markets such

market, prediction of demand for the a recovery mode rather than as the US, Europe and Japan are already
inventory holding was tough. This has introducing new technologies.” witnessing significant slowdown in economic
led to the profitably squeeze.” growth. at will have significant impact on
COMING YEAR spending. I think next year, the growth for
—Mahesh Kurup, CEO, Amrut A Makedar, Director, Indian IT services industry is going to be a

Ozone Computers Peddletech, Pune states, “It was big challenge. Expect manufacturing activity
a mixed year, as the IT industry to come under further pressure from weak

market has become cost- domestic demand and also supply chain

conscious. Day by day there disruptions and slowdown in government

has been more emphasis on consumption growth. Some new technologies

big boost to the Channels and trade bodies are rental than an outright purchase. E-commerce change businesses and identified, 3D printing,

offering silver lining to it.” market is dominating the consumer market Big Data and analytics, Cybersecurity, Internet

Mahesh Kurup, CEO, Ozone Computers, where their normal IT vendor can’t compete of ings, Robotics, Cloud Computing and

Coimbatore, says, “ is financial year started because of the huge discounting policies which Security Solutions. Among all the constituents

with demand for processor in PC computing they have. IT industry has become more of a within the IT industry, E-commerce grew

industry and the price hike. is led to branded service industry than trading. ere were the highest year-on-year at 26 per cent in

box PC maker to take entry level pc market and price wars from market places like Amazon, 2019-20.

In the assembled segment demand for high Flipkart etc. leading to payment issues from Gurmeet Singh Juneja Premier Computers,

end workstation was in increase. Surveillance the customers’ end. e result of above all is Ludhiana, mentions “ is financial 2019-2020

segment saw a phenomenal growth in this the cash flow issue. was great and as per expectation, although

financial year. Particularly the movement Rakesh Jain, CEO, Parshva enterprises, Corona effect has ruled the March closing and

from HD camera to IP camera was happening Indore, mentions “ e Indian IT sector will we are little short of 2018 -2019 figures. Small

benefit significantly from the and medium businesses are facing more and

government’s schemes like more competition in retail as well as GEM

Digital India, Make in India, business. We are more disturbed by cross

and Start Up India. India is the territory business strategy of bug players in

“It will be a challenging situation leading sourcing destination retails/channel and GEM. Coming financial
across the world, accounting year right now seems to be difficult in terms
post COVID19, since demand will be
for approximately 55% market of cash flow due to the ongoing Carona crisis.

a challenge in the market leading share of the US$ 185-190 New technologies are AI and smart devices
to supply and price volatility in billion global services sourcing which will rule the business in case market
the market. Rental and Cloud business. India’s IT & ITeS starts responding well. Right now, after effects
technology will be the next big industry grew to US$ 181 billion of Corona will rule out all the expectations for
in 2018-19. Exports from the the next financial year.
things in the market remote meeting industry increased to US$ 137
Ashok Poddar, CEO, Everrise Solutions,

and less demand for on premise billion in FY19 while domestic Patna says, “It is not performing well. ere is

infrastructure.” revenues (including hardware) a drop of at least 20% from last year’s profit.
—Amrut A Makedar, advanced to US$ 44 billion. We are facing problem from online partners
Director, Peddletech Export revenue from digital and there is a lot of price fluctuations. Because
segment forms about 20% of this, our margins have decreased. is

of the industry’s total export coming year the situation will be very tough

revenue. India’s IT industry for small IT businesses. ey will suffer for

contributed around 7.7% to the their survival and the business dynamic will

country’s GDP and is expected change.

A CyberMedia Publication 9 May 2020  DQ CHANNELS

INDUSTRY TRENDS For more about Partners Strategies, log on to www.dqchannels.com

IT Sector On a Downslide

The IT sector is likely to slow down with imports completely stopped, revenue
fall and virtually no manufacturing with lockdown

DQC BUREAU

The Indian IT Services industry is (30% of sector revenues), which is already operating environment characterised by
expected to have short term adverse seeing weakness across the US and Europe continued pressure on commoditised IT
impact due to coronavirus outbreak. will be further impacted primarily owing services, wage inflation, higher onsite costs
As per an ICRA note, the sector is expected to to the short term impact of coronavirus on necessitated by visa curbs as well as lower
grow at 3-5% in FY 2021 versus ICRA’s earlier economic growth, lower credit off-take, and discretionary spend by corporate. ICRA expects
expectation of 6-8%. With the slowdown in other banking services. Other key sectors such large size companies with a diversified presence
growth during the first half of FY2021, the as Oil and gas will be impacted because of across sectors to manage such headwinds
margins will also be negatively impacted before record low crude oil prices leading to reduced better compared to mid-size companies which
a likely recovery in FY2022. However, the discretionary spending by such companies. have a moderately high proportion of revenues
credit profile of Indian IT Services companies coming from a few sectors. Nevertheless, the
is expected to remain stable. e manufacturing sector which has been one credit profile of Indian IT Services companies
of the key growth drivers is also expected to be is expected to remain stable underpinned by its
SLOW ACTIVITY adversely hit due to overall lower consumption. ability to sustain free cash flows despite pressure
Explaining this further, Gaurav Jain, Vice Travel and Hospitality followed by Retail will on short term revenue growth and margins.
be impacted as consumers will restrict outdoor
President, ICRA says, “ e global spread of activities to essentials in the foreseeable future. “With aggregate operating margins of
the corona virus is resulting in simultaneously ICRA sample set at 22.0% in FY2020 (FY2019
supply and demand shocks. We expect these SUPPLY at 22.4%) coupled with moderate Capex
shocks to materially slow economic activity. On the supply side, Indian IT services (organic as well as inorganic) and working
capital requirements, the free cash flows
e US and the Eurozone which generates will face issues such as travel restrictions to have remained robust historically. Despite
more than 80% of IT Services export revenues developed countries as well as the closure of growth and margins expected to remain
will see their GDP growth fall from 2.3% and offices/work from home at various offshore under pressure over the medium term, these
1.2% in CY2019 to 1.5% and 0.7% respectively development centers as well as onshore factors are unlikely to impact the free cash
in CY2020 (Source: Moody’s Investor thereby impacting the movement of labor. At flow generation ability of Indian IT Services
Services). e forecast assumes gradual the initial stages of projects, the movement companies though there could be moderation
recovery during the second half of the year, of labor at the client’s site is essential while in the quantum of such cash flows. e
however, the evolution of the virus remains later the same can be managed remotely. New credit profile is also supported by the net
highly uncertain and the full extent of the projects to be commissioned will be delayed cash position with significant liquidity in the
economic costs remains unclear at this point.” by a minimum of 3-6 months while projects in form of surplus investments generated out of
the pipeline will also face delays. past cash flows. Our sample set (13 leading
DEMAND companies) will report surplus liquidity (net of
On the demand side, developed economies MARGINS debt) of approximately Rs. 1,651 billion March
As growth slows down during the first half of 2020e despite maintaining healthy dividend
that contribute to the majority of the revenues pay-out of approximately 35-40% of profits in
will see delayed off-take of scheduled new FY2021, the margins will be adversely impacted addition to share buybacks,” adds Gaurav Jain.
projects, reduced discretionary spending, as through ICRA expect them to gradually
well as overall lower expenditure owing to recover in FY2022. e margins for the Indian Source - ICRA
sluggish economic growth. e BFSI vertical IT Services are already facing a challenging

DQ CHANNELS  May 2020 10 A CyberMedia Publication

To read exciting Women In IT log on to www.dqchannels.com WOMEN IN IT

Power of Perseverance

Shweta Thakare works as Senior Associate VP (Europe, APAC and SAARC),
MicroWorld Technologies, which produces security products under the name
eScan. In a chat with us, Shweta speaks on the challenges women face in the IT
industry, suggestions for fellow women leaders and more

B SWAMINATHAN

HOW WAS YOUR CAREER GRAPH

FROM THE STARTING?

I was born in a close-knit middle-class
progressive nuclear family where I was taught
that life is a journey and every day counts. Being
very studious I opted to Study Engineering in
Electronics and also completed NIIT as was
more inclined towards Computer. First job
was Summer Internship with Distributor
who was distributing Dr. Solomon’s Range of
Security products. Spend 4 years with them
and then moved to eScan where it more than
2 decades now.

I am currently working as Senior
Associate Vice-President responsible for
driving eScan business in Europe, APAC
and SAARC and also the Govt Segment
on PAN INDIA basis. I contribute to the
development of strategy and establish
genuine rapport with Partners and End-
Users. “I utilise comprehensive product
knowledge, familiar with diverse cultures
and personalities and enthusiastic about
quickly mapping out the client needs and
proposing them the appropriate solutions.
I strongly believe in new innovation in
marketing is also a key responsibility, in
addition to driving deep relationship at all
levels so as to maximise on mindshare and
drive strategic objectives.

WHY DO YOU THINK THE IT

CHANNEL INDUSTRY HAS LESSER

WOMEN WORKFORCE COMPARED

TO OTHER INDUSTRIES?

I feel the working hours are erratic and

it’s a male-dominated field and of course very SHWETA THAKARE
challenging and demanding, but it certainly Senior Associate VP (Europe, APAC and SAARC)
is worth the mile. Women climb up the
corporate ladder but unfortunately get vanish MicroWorld Technologies

somewhere due to personal and societal

reasons.

Someone has rightly said, “Every cloud has

a silver lining” hence, it is better to discard all

negative feelings and look at the brighter side of it. Problems are just WHAT YOU THINK ABOUT THE NEED FOR CONSTANT

there to test your mettle so that you break through and emerge as a EDUCATION FOR WOMEN POST ENTERING THE

winner. I don’t think corporate world is Gender Biased. Challenging PROFESSIONAL CAREER?

tasks need to be handled with proper strategic visions and ethical way. Constant education is more than a stepping stone to a career. It’s

I believe Women tend to be great networkers have inherent skills for about learning how to develop a better you. It’s like an Investment

negotiating and have ability to multi-task. for your future. Always be open to embrace new things\Technology

coming your way and be enthuasiastic enough to learn and

IT HARDWARE AND SOFTWARE SELLING INDUSTRY implement it.

REQUIRES ODD TIMINGS. HOW CAN WOMEN MANAGE

BOTH PROFESSIONAL AND PERSONAL LIFE? WHAT ARE THE TOP THINGS ONE SHOULD FOLLOW,

Working women still have to grapple with the multi-roles that ACCORDING TO YOU TO STAY RELEVANT IN THE

they play. My advice to every woman would be to learn the art of time COMPETITIVE MARKET?

management. Always set goals and celebrate your success. Creating Most important is to know the competitive landscape, to find the

balance is not about quantity of time spent in any one place; rather it strengths and weakness and their offerings. In today’s world customer

is about the quality spent in every place. To reach the Pinnacle is very expectations can change drastically so most challenging is to know

hard and also a continual learning process. As a woman’s demographics your customer. Always differentiate- we need to give customers good

(marriage, children, house) are designed in such a way that it’s very reasons to come to us rather than a rival; so we offer customisation in

tough to balance. our products such as eScan. Enhance your marketing.

A CyberMedia Publication 11 May 2020  DQ CHANNELS

CHANNEL CHIEF For more channel strategies, log on to www.dqchannels.com

In Sync with the Market

Avaya is working with the partners to keep pace with the fast evolving market.
Vaibhav Kshatriya, Director, Channels & Services, Sales, Avaya, spoke about
the market landscape for his organisation and its channel play

SATYA MOHANTY

[email protected]

WHAT ARE THE INITIATIVES YOU HAVE TAKEN TO STRENGTHEN YOUR
CHANNEL ECOSYSTEM?

From channel ecosystem perspective, obviously we have strengthened our Avaya
Edge programme that completely goes based on the changing market scenario.
One is to be sustaining and taking our channels forward with the existing channel
partner. So, there has been a new initiative on those lines, being able to work with
our channels to innovate. One of the philosophies that I personally believe in is that
partners are first customers. So, work with the partners with the same feedback
intensity that we work with our customers and that partners are not just the conduit
of business but actually value adding partners.

We’re working with the partners and helping them innovate on Avaya. We
support them on the solutions that they’re developing with Avaya and helping them
to take it to broader customer base. So that one we have done with existing partners.
On the other hand, we have established a good strong relationship with large, mega
system integrators (MSI)and being able to participate in some large projects on
those lines and being effective on those parts. And the third thing that we have
done, is Avaya &Friends ecosystem, which is broadly being alignedwith various ISV
partners and co-develop solutions with them. Effectively, we had broader focus on
three frontiers in the channel.

WHAT HAS BEEN THE MARKET FEEDBACK ON AVAYA & FRIENDS INITIATIVE? VAIBHAV KSHATRIYA
Market feedback has actually been good. Our go-to-market partners have seen Director, Channels & Services, Sales

the real value that they don’t have to go to multiple players to give a solution to the Avaya
customers. And the good part that we’ve done is that we have not gone for sundry
kind of a solution rather we stayed focused with our partners to provide the value whereAvayais making a significant impact on their business.
added solution to their customers. us the Avaya & Friends focuses around the
co-developing and co-innovating and going back to the customer. e responses
have been great, some successes that we have been able to make and future seems
much better.

APART FROM AVAYA& FRIEND, IS THERE ANY OTHER SPECIFIC INITIATIVE YOU WHAT IS THE USP OF YOUR CHANNEL STRATEGY? IN COMPARISON TO YOUR
HAVE TAKEN TO STRENGTHEN YOUR CHANNEL ECO SYSTEM? COMPETITORS, WHAT IS THAT YOUR PARTNERS GAIN WHEN THEY JOIN
AVAYA?
One of the channel-centric initiativesthat we are planning is “Do the new”. is
is the new buzzword that basically encompasses our focus on new solutions, new From my perspective, as they say, the number one thing that we do is we don’t
customers and on new deployment models. As per our philosophy, if we are not look at partners as a partner. We look partner as the customerand the underlying
innovating ourdeployment strategy, then probably we are not matching customers’ criteria is that the partner has to be profitable. ey are not just a conduit, but our
expectations. From last year onwards we are doing that. And this year again, we face to the customer. So that’s the intent that we work with partners. A new partner
are going back to the channel and customers and reengage with them by providing coming in is going to experience this as we work with them.
new solutions. We have to build new products and we have to do better than what
we are already doing. Our key strategy to work with the new partner for any marketplace is obviously
to derivea focused business plan along with them and co share their business plan
FROM GLOBAL PERSPECTIVE HOW DO YOU SEE INDIA AS A MARKET?WHAT from my team perspective and co-execute it for them along with them. So if a new
ARE YOUR SPECIFIC STRATEGIES IN INDIAN MARKET? partner is looking to work with Avaya, they have to realize that it’s a partnership
in true sense. It’s not I do. I say you do things but we decide and we executekind
India is one of the top ten markets for Avaya. So we will continue our investment of philosophy as we go along. Obviously our program is better, our AvayaEdge
in the country. We have 2000 plus people here. Skillsets of them varies from sales, program makes much more sense and the profitability ensures, it’s more attuned to
pre-sales, service delivery, R&D etc. encompassing whole life cycle of employees. the new market feedback in terms of the profitability focus, the new technologies
We have around 300 to 350 channel partners. From the solution set perspective, a solutions focused, the trainings initiative, so there are whole lot of technicalities
lot of R & D is happening in the country. Almost 45% of R &D for Avayainternational around AvayaEdge program, which is very very new age focused and it still keeps
is done in India. Products are being made, the new launchesof products are being on changing very rapidly every year.
done in India. Make in India movement that Govt. is stressing upon, we really abide
by that. LOOKING FORWARD, WHAT WOULD BE YOUR CHANNEL STRATEGY FOR 2020?
Our channel strategy broadly is ‘do the new’ which is focused on newsolutions,
WHILE APPOINTING A NEW PARTNER WHAT ARE THE CRITERIADO YOU
CONSIDER? new customers, new deployment methods with a focus onthe top 20-30cities in
India. We will get the business partners in those cities and work dedicatedly with
While recruiting a new partner, we look at “the value” they bring and it should them and sign up with big ticket organizations focusing intellectual properties, IoT,
not be single transactional based, rather there has to be a continuous relationship AI, cloud solutions sets. One of the things that we are investing in continuously is
over a longer period of time. ere should be meeting of minds, means what we working with the partners to train them innovating for their end customers as well
are trying to do vis a vis what they are trying to do and really some value should and along with us.So that’s one thing that there has to be a value addition on every
come out of the partnership. Other than that, the readiness of the partner, in interaction that we’re having with our customers or partners. So, innovation is the
terms of being ready to invest into the technology, and Avaya making an impact name of the game for us along with them.
as a partnership in their whole ecosystem. Obviously the underlying factor for a
new partnership is what is the new that the partner is bringing on the table and The interviewer is Head, User Research Practice, CMR

DQ CHANNELS  May 2020 12 A CyberMedia Publication

For more channel strategies, log on to www.dqchannels.com CHANNEL CHIEF

5 Lockdown Principles

Channel Partners

Should Follow

Lockdown is continuing and may prolong for quite some time. By the time
when you are reading this piece, many of you would have attended handful of
webinars, read pages and pages of advisory on the global impact our businesses
are going through

D KABILAN

situation so that we don’t

deplete our cash reserves.

We should take all measures

to collect all out standings

faster. Renegotiate our credit

terms with our customers

and vendors so that our cash

reserves are better.

2.Customers– eybeing

the important aspects of the

business, it’s very important

you communicate about

your readiness to support

them during lockdown. Give

them confidence that you are

always for them to achieve

their business continuity.

Reach out to maximum of

them personally if you can to

check their status.

3. Credits – Bank and

other financial institutions

play a important role in

our business so its better to

understand what programmes

of their can support us in

D KABILAN a cost effective way during
lockdown. And if possible we

Founder-Director enroll into those programmes
CETAS Information Technology which can give us more
confidence during this time.

4. Co-Workers – When I

mean co-workers, I mean the

employees, your suppliers,

OEMs, distributors who

make our organisation an

ecosystem. I would suggest be

The COVID-19 pandemic has shattered the businesses across transparent with them about
all walks of life. Rather than only speaking about the issue and the situation and prevailing conditions in lockdown. We should give
impossible business jargons, it is better to apply some practical, them some flexible work timings as they WFH these testing times. Try
to enable colleagues with proper IT infrastructure in case they do not

doable simple methods. I am proposing this not by just reading some have.

books or reading some management gurus. As a channel partner for 5. Communication – We should start or increase our social media

few OEMs and a OEM selling my solutions through channel partners, I presence in platforms like LinkedIn. We should communicate constantly

feel, the following 5-Cs which everyone of you face the hardship easily. through website’s about the organisations progress. Also listen to others

1. Cash Management – We need to take stock of our cash position communication so that we can utilise those for our benefits.

during lockdown. Cash in bank and account receivable in the markets.

We need to re-look at expenditures which can be avoided during this The author is Founder-Director, CETAS Information Technology

A CyberMedia Publication 13 May 2020  DQ CHANNELS

PERSPECTIVE For more about Partners Strategies, log on to www.dqchannels.com

WFH the Great Divide

WFH has evoked multifarious responses from the IT sector. Much depends upon
what aspect of IT the respondent deals with. But the real question is whether
WFH is an ideal work concept for a species that is known as a social animal

WFH for IT employees has been relaxed till 31st of July, Ravi Shankar DR ARCHANA VERMA
Prasad, the Union Minister for Electronics and IT said in a meeting
with State IT Ministers in a video conference. [email protected]

WFH, IT INDUSTRY AND THE GOVERNMENT “If the government develops a digital platform for
It is to be remembered that the IT employees had asked to be given the facility of sharing best practices and innovations of different
states, then others could also learn from that.”
WFH, while many IT organisations preferred the work from office mode, especially
if the employees had to meet the clients. Earlier the government had allowed them —Sushil Kumar Modi, Deputy CM, Bihar
WFH till 30th of April. However, now the WFH for the IT employees has been
relaxed till 31st of July. e difference from the current situation is that at present, “Not just the IT sector, all states should give
WFH is mandatory for all except in essential services. However, after 30th of April importance to developing startups and research.
it won’t be mandatory for all. ose IT employees who want to work from office will Focus will be on providing effective E-governance
be able to do so. But those who ask for WFH will have to be granted the facility by and E-passes. The working of almost all sectors
their employers. after Covid-19 has changed. Nearly 80 per cent
professionals are working from home. Almost all the
Ravi Shankar work is done online. To help this, internet services
Prasad clarified in a will be strengthened through Bharat Net.”
later tweet that this —Ravi Shankar Prasad, Union Minister, Electronics & IT
is not an extension
of mandatory WFH, “The Government’s decision to further extend WFH
but a relaxation in rules for the IT/ITES sector comes as a relief to
the terms for the IT the workforce and is well-lauded by Avaya as the
industry employees. nation moves ahead to fight the pandemic. Avaya
See his tweet. is enabling tens of thousands of remote agents to
work remotely ensuring business continuity and
e NASSCOM economic stabilization in the face of challenges
had asked the brought down by the pandemic especially to the
government to make Indian BPO industry/Other Service Providers
a stable regulation (OSP).Through Avaya’s technologies, workforce
rather than give have adopted to the new-normal facilitating productivity and
extension after every providing customers the experience they expected while maintaining
short periods, as it healthy social distancing protocols, amidst the ongoing crisis”
caused instability in
the IT sector. —Vishal Agrawal, MD, Avaya India & SAARC

e IT ministers’ “The network and data infrastructure in India
meeting was attended is not robust enough to address or support
by the Chief Ministers 100% WFH or remote working during Covid-19
of Haryana and Sikkim. e deputy Chief Ministers of Bihar, Uttar Pradesh and like situations. The companies may have proper
Karnataka were also attending the meeting. State IT Ministers from twelve states, infrastructure to support remote access from
including Andhra Pradesh, Telangana, Gujarat, Kerala and Maharashtra, were also anywhere but general WIFI or phone networks at
present, in addition to the IT secretaries of all states. remote locations are not always up and running
to support continuity in work. During situations
Ravi Shankar Prasad directed his ministry to evolve such a platform to help like this WFH users are also working on their own
innovations of states to be showcased at the national level. devices and multiple remote working apps. On top
of it they are also not fully secure as users lack the understanding
MULTIFARIOUS PERSPECTIVES of secure access. The infrastructure on both data and network
e IT industry is divided in its opinion about whether WFH for an extended traffic has to be further strengthened to support users, companies
and businesses communicate hassle free. The current situation
period is viable or not. ere are some organisations which are involved in long- should give us a lot of learning and investment thoughts to create
distance communications, which support the idea of a prolonged WFH. It is to be better data and network infrastructure.”
noted that this is in line with their business growth. Avaya is one such company.
—Ashok Kumar, Founder & MD, RAH Infotech
On the other hand, there are other IT industry leaders, who feel that India is not
prepared for a prolonged WFH situation and they feel the rules must be relaxed and “India is not geared up for an extended and
industry should gradually go back to its older modes of working. Some of them cite widespread WFH scenario. We have seen instances
security as one of the major concerns with a prolonged WFH. It should be kept in where people do not even have a laptop to work
mind that many in the IT sector had resisted the WFH to begin with. from home since they use a workstation at the
office, added to this WIFI connectivity is yet
In all this, several points have emerged. IT workers would prefer to have a another challenge which has a long way to go for
flexible work format. According to this, they can choose whether to work from a WFH to become the new normal. But what I
home, or from the office or whether to alternate between the two. e IT industry believe is that this 40-day lockdown would have
employers however, seem to be less flexible in their approach to work Eventhough served as a forced pilot for most organisations
they run an industry that is highly flexible and dynamic, many of them prefer the to understand which part of their workforce can
old style of working from the office. ey go for WFH only when it’s profitable for actually work from home in an effective manner!”
their business growth. e time has come when these multifarious perspectives
have to harmonised, if the IT industry has to survive the many challenges it is facing —Prashanth G J, CEO, TechnoBind
in these trying times and to grow.

DQ CHANNELS  May 2020 14 A CyberMedia Publication

To read more topical articles go to www.dqchannels.com ECOMCOMRENRECRE

Need to Restart E-commerce?

E-Commerce sale must be restarted for the economic revival, feels the IAMAI

DR ARCHANA VERMA

[email protected]

In recent weeks, there has been a tussle between
the retailers and the E-commerce platforms about
selling what are termed as non-essential goods, in
which the IT products are included. First the govern-
ment allowed the sale of non-essentials on E-com-
merce platforms. To this, the offline retailers objected
and they sent a representation to the government that
the E-commerce platforms should not be allowed to
sell non-essentials, including IT products, as it gave
an undue advantage to the E-commerce platforms
over the offline sellers, who were not allowed to sell
their products. e government conceded to their
request and restrained the sale of non-essentials
online. Recently, it allowed the sale of non-essentials
in retail shops in residential areas, while still restrain-
ing the E-commerce platforms from selling them.
DQ Channels has been on the forefront to publish
the grievances of various traders’ associations in this
matter.

THE PITFALLS Preservation of consumer demand is
ese rulings have created certain problems. First, of prime importance that will keep the
economy chugging along as the country
the IT retailers are not able to sell hardware anyway, since most of them have shops starts the difficult process of economic
in market places such as Nehru Place. e online platforms could revive the econ- recovery. This demand needs to be
omy while maintaining distance. But a restriction on them has not only impacted met and nurtured towards restoration
the online leaders, but hundreds of thousands of small-scale sellers, warehouse rather than being suppressed to a
workers and delivery personnel, all of whom belong to the low-income category future date. Online commerce is a
and face the prospects of economic hardship unless E-commerce platforms are re- safe and ready choice that is open to
opened. Further, this has forced the consumers to go out of their houses to buy from all sellers, including those who continue to see it
the retail shops, which is against the concept of lockdown. is a threat. Lakhs of small sellers have embraced
online channels and are today equipped to serve the
e government should help the offline shopkeepers to open parallel online country. Allowing full operations of e-commerce is the
store and sell online till the situation normalises. is can sort out many conflict first step towards economic revival – one that helps
points between retailers and E-commerce sellers. buyers, but more importantly helps small businesses
stay alive and start building towards a recovery.
LOWINCOME GROUPS ON ECOMMERCE —Nilotpal Chakravarti, Associate VP, IAMAI
Nilotpal Chakravarti, Associate VP, IAMAI says that there are lakhs of sellers

from the physical markets across India who also sell online. In fact, it is these
medium & small offline enterprises that are powering the online E-commerce in a
significant way.

Resumption of one part of their business will help them with liquidity and will
lead to larger restoration of demand. Besides, thousands of Kiranas (provision shops)
are now leveraging E-commerce and its proven and safe supply chain for delivery
to consumers. Today the only priority is to emphasise on ‘Social Distancing’ and
E-commerce can support India’s fight against COVID19, Chakravarti further says.

ESSENTIALS AND NONESSENTIALS thought that only staple food grains, grocery and medicines are essentials.
About the issue of non-essentials, what should be kept in mind is that in today’s Nilotpal Chakravarti says in this context that after more than a month of lock-

times when everyone is working from home, laptop, mobiles and accessory elec- down, the debate is not necessarily between what is ‘essential’ and what is ‘non-es-
tric, electornic and IT equipment fall in the essential category. Similarly, as sum- sential’. e real debate is how not to choke demand completely when the country
mer intensifies, refrigerator would be an essential product. Hence, it should not be is going through a health crisis. e key to “returning to normal” is the fulfilment of
consumer demand which under the present public health crisis can be effectively
IT as well non-IT both need to be done through e-commerce. IAMAI, therefore, strongly suggests that whatever can
opened up in a controlled manner, so be delivered to the customer safely keeping in mind the health crisis, should be
as to minimise the economic damage allowed immediately.
that is being seen right now – for the
potential damage on the economic e government has itself allowed a certain category of manufacturing, includ-
front even in short term can be more ing electronics, which is ‘non-essential’ as per current definitions erefore, for the
concerning. manufacturing to start, it is also important that all these manufactured items are
delivered to the customers, and ECommerce is the safer way of ensuring delivery
—Prashanth G J, CEO, TechnoBind to customers under the present health crisis.

In the light of the above, it is essential to reopen the E-commerce platforms
in the interest of the economy, of the small-scale sellers and also the low-income
workers who work in the E-commerce platform companies.

A CyberMedia Publication 15 May 2020  DQ CHANNELS

GUEST ARENA For more about Partners Strategies, log on to www.dqchannels.com

Overcoming the Challenges Faced
by Global Systems Integrators

To ensure coordination and interoperability between the client’s legacy systems
and the vendor’s new systems, the GSIs need to keep working on the capability
enhancement of their workforce

MANOJIT MAJUMDAR

Digital transformation and customer experience are on the priority list of So, the ground rule is to be thorough with all the terms and conditions from
enterprises globally. For this, enterprises are either looking to start afresh the very beginning.
or are in the process of replacing their legacy IT systems. Also, there is a
steady increase in the focus on outsourced services, managed services, application/ t Expansion: From a territory development perspective, one must hold on
solution deployment, consulting and advisory services. All this translates into a huge to their captive accounts while trying to penetrate into new accounts. It is
opportunity for the global system integrators (GSIs) who don the hat of enabling easier to sell to an existing account, than creating a new account.
digital transformation and customers’ journeys for their clients and prospects.
A consultative cross-selling consultative approach is the key here.
e opportunities are immense, which means that the GSIs being the knowledge- t Consolidation and Scalability: From a technology standpoint, one must
based consultants need to keep pace with the rapidly evolving technology
landscape. consolidate all applications to provide a solution that not only suffices the
clients’ needs but is also scalable to cater to their future requirements.
To ensure coordination and interoperability between the client’s legacy systems A BPM platform that provides a unified framework should be preferred
and the vendor’s new systems, the GSIs need to keep working on the capability over individual solutions that automate only one process at a time. is
enhancement of their workforce and empower them with specialised skill sets. Let’s solves the purpose of simplifying the execution of process automation.
go through some of the common challenges that GSIs face – e need of the hour is a low code solution that can be replicated on multiple
client sides without much deviation.
Choosing the right vendor – GSIs constantly keep working towards fulfilling t Prototypes: Another way in which GSIs can stay ahead of the curve is to
their clients’ technology requirements and choosing the right vendor tops their create prototypes that can help the customers understand how the solution
to-do lists. It is a monumental task as it is not just about the right product or will help resolve complex business problems. Customers manytimes find
solution but also the fact that the synergy and business strategies of the vendor and it difficult to visualise a given solution. e problem becomes complex
the client should coincide. when almost every vendor competing in the marketplace claims to have a
solution, which in most cases exist only in business presentations.
Maintenance – ere is a substantial cost that is associated with training and A technology partner who can show some glimpse of this solution in the form
maintaining a team of individuals with the right product and domain knowledge. of a prototype or proof of technology has a better probability of emerging as a
Without a regular inflow of business, there is a fear of the team getting dismantled. winner.
In such a case, attrition poses a big problem as it hampers the process of knowledge t Continuous Innovation: To stay relevant, the GSIs need to keep
transfer and training. exploring new markets and align with vendors that are at the forefront of
innovation.
Agility – Technology, generally, does not have a long shelf life. Hyperconverged A large system integrator, if involved in a turnkey project, should delegate the
systems and artificial intelligence have not achieved the kind of success that was requisite services to the smaller players and focus on their core competencies.
anticipated. On the other hand, robotics, business process management (BPM), and
cloud-based solutions have been in the limelight. RECAPITULATION
GSIs utilise proven methodologies to configure systems, deploy business
is means that in the era of digital, every technology has a certain lifecycle.
Enterprises must be agile enough to foresee and counter this trend. processes, and manage large-scale programs. To get a larger share of the market,
GSIs should focus on their core competencies, and have various checks and
Here are 5 tips for GSIs that can help them counter these challenges and maintain balances in place while creating a business strategy that can be replicated in various
their reputation as a trusted advisor for their clients – geographies.

t Terms and Conditions: e commercials while stitching a deal is possibly The author is VP, Channels, Newgen Software Technologies
the most important facet of a successfully executed project. Cost of finance,
delivery milestones, payment terms, liquidated damages terms are few of
the parameters against which a prospective project should be evaluated.

DQ CHANNELS  May 2020 16 A CyberMedia Publication

ESDS Offers DaaS FAIITA Plans Online EStore

ESDS has managed to smoothly carry out their can store and backup their data which they are for Its Member Channel
day-today business by implementing some working on whilst seamlessly sharing their work
technologies which may seem basic, but have with their respective team leaders. With ESDS Community
definitely worked in ESDS’ favour. Desktop as eNlight WebVPN, clients are able to securely
a Service (DaaS) and in house developed ESDS login in their respective product dashboards In a circular issued by FAIITA (Federation of All India IT
eNlight WebVPN, a tool to securely access and portals to carry out their business as usual Associations) has disclosed its plans to help the offline sellers of
privately hosted resources on large scale for without any disruption. ese activities are IT hardware products to go online and open online E-stores.
remote workforce, is assisting ESDS’ employees safeguarding businesses while ensuring highest
to efficiently work from home and is also helping possible employee safety. Besides this all their “FAIITA is negotiating with various E-commerce builders
ESDS’ customers to login securely in portals for remote offices are now communicating with HO and finding the best deal for the members to create B2C
business management. DaaS is providing ESDS and customers which are efficiently carried out platforms. e first criteria are to find a reliable E-commerce
employees with a virtual desktop where they on Video calls. builder where the data is safe and also the service is proper.
Once we get the best quote, we will try to give the proposal
Locus Launches Automated Supply to the members so that they understand things clearly and in
Chain Tool QuickStart for SMEs and case of doubts it can be cleared.
Startups
Interested members will have to connect with the FAIITA
Locus has launched a free tool ‘QuickStart,’ a self- regional team by submitting the basic information. After
serve lite version of the product suite startups and completing the formalities, e-commerce store will be opened
Small and Medium Enterprises (SMEs) to address and training for the same can be given to the partner by the
these very problems. Logistics planning is not a vendor directly. We also have a future plan to migrate these
task that can be optimized manually due to a lot of stores to FAIITA B2C platform once things go well,” said
real-world constraints, and the current pandemic Kaushik Pandya, President, FAIITA.
adds to the complexity.
72 Networks Is
“Supply chain management is an old problem. Reaching Out to the
It has only become more dynamic and complex Remote Areas
with time. While changing on-ground scenarios
and pandemics like COVID-19, may impact your tools. is offering will continue even after the
operations, Locus QuickStart can provide you situation on the ground eases up,” Nishith Rastogi,
with tools to improve and analyse the situation. CEO, and Co-founder of Locus.

We wanted to reach out to startups and SMEs
at this time so as to support them with relevant

Veeam Announces General
Availability of New Veeam Backup
for Microsoft Azure
72 N etworks announced their new initiative in which they
Veeam Software has announced said Danny Allan, CTO will be reaching out to rural areas across 8 states, covering 207
districts and servicing about 12000 pin codes with deliveries
the general availability of new at Veeam. “Whether of COVID-19 protection products & kits.

Veeam Backup for Microsoft it is due to an error, ey will be delivering items like PPE Coverall, PPE –
Gloves, Goggles & Masks, PPE Kit, IR ermometer, Sanitizer
Azure, an enterprise-ready cloud accidental deletion, Spray, Anti-fog Face Shield, Biofresh Hand Sanitizer (Bulk 5
Ltr & Retail – 500 ML and 200 ML) and Microtouch Nitrile
backup and recovery solution. security threats such Gloves.

is new offering will enable as ransomware and Speaking on the initiative, Srinivas Lingamuthu, CEO &
Co-Founder of 72 Networks stated; “72 Networks has always
customers and service providers to malware, or retention been dedicated to connecting rural lives with mainstream
India and with this initiative as well we are trying that there
move more applications and data gaps, customers is no dearth of medical kits in rural areas where mobility is a
problem for many.”
to Azure and to cost-effectively, are responsible for
“Government is also hinting towards relaxation in
securely, and easily protect cloud protecting their data lockdown especially in rural areas post 3rd May’20 and for
the proper implementation of it, heath & protection kits need
applications and data in Azure. regardless of location – to be provided to the health and factory workers in these
areas” he further added.
In addition, Veeam’s portable on-premises or in the

backup format enables complete cloud. Our solutions

Cloud Mobility including backup, eliminatethechallenges

recovery, and migration across a and complexities IT

multi-cloud environment. professionals face by

“According to the Veeam improving reliability,

Cloud Data Management Report, reducing costs, and

cloud data loss is something all Danny Allan, CTO, Veeam shortening recovery
organizations are experiencing,”
windows.”

A CyberMedia Publication 17 May 2020  DQ CHANNELS

NEWS

Ingram Micro Offers 90- Nutanix to Support Partners with
Days Same as Cash to
Channel Partners Special Financial Assistance

Continuing its Programme
efforts to solve for
the industry cash Nutanix announced the Nutanix
crunch caused by Special Financial Assistance
the COVID-19 Program (NSFAP) to demonstrate
crisis, Ingram its commitment to support
Micro announced partners worldwide as they work to
two new financial sustain business operations amidst
services offerings rapidly changing macroeconomic
90-Days Same conditions.
as Cash and the
Bakers Dozen for e NSFAP program will
channel partners provide participating partners with
in the U.S. and extended payment terms to give them increased financial flexibility for their businesses.
Canada. Additionally, Nutanix enables enhanced financing options for customers through
Nutanix Financial Solutions (NFS).
Available immediately, Ingram Micro’s 90-Day Same as Cash makes it
easy for channel partners to offer customers the flexibility to lease or pay “We recognise the immense pressure businesses face today and we are happy to be
cash for new technology purchasing after 90 days. Ingram Micro is also able to offer immediate support to our partners by alleviating cash flow concerns and
adding more time to terms with its Bakers Dozen, which extends a typical increasing financing flexibility,” said, Chris Kaddaras, Executive Vice
12-month financing deal to 13 payments at no additional charge.
President, Worldwide Sales, Nutanix. “Our commitment to our partners has never
“Without the help of distribution, the cash crunch within the IT been stronger. We will continue to evaluate the needs of our community to ensure our
channel could soon become a cash crisis,” notes Larry Walsh, CEO, partners and customers have the resources they need to be successful in the current
environment,” he continued.
e 2112 Group. “Of the solution providers we’ve surveyed, 59 percent
are looking for extended payment terms and 40 percent are looking for iValue Partners with SUSE to
extended lines of credit. Distribution is the most accessible point of entry offer Open Source Solutions
for this type of credit and financing.” for Enterprise

LogMeIn Reimagines iValue InfoSolutions announced it is partnering with Suse to offer leading enterprise-
Customer Engagement grade, open-source solutions for Linux, software-defined infrastructure, and application
with Virtual CXNext 2020 delivery that give enterprises greater control, flexibility and cost efficiency while businesses
undergo digital transformation.

Entering its 13th year of operation, iValue has continued to stay ahead of the curve by
consistently partnering with the right mix of popular and niche technology providers thus
helping customers in their digital transformation journey.

“iValue is excited to partner with Suse for its leadership through continuous innovation
in enabling optimal use of traditional infrastructure along with newer technologies like
multi-cloud and software-defined models in this ever-evolving digital era,” said Harsh
Marwah, Chief Growth Officer at iValue InfoSolutions.”

“We at iValue believe in delivering enterprise-grade flexible solutions to our customers
in collaboration with our channel partners and partnering with SUSE only reinforces our
commitment with their simple to manage, agile infrastructure with an increased speed
of delivery, durability, and reliability,” said Saurabh Gupta, Business Manager at iValue
InfoSolutions.”

LogMeIn announced that CXNext: Engagement Redefined has been Tata Tele Business Services
transformed into a live, global virtual event taking place on May 12, 2020. offer Work from Home
CXNext will bring together industry leaders and experts across customer solutions to Enterprises
experience (CX), IT and digital experience to share inspiration, strategy
frameworks, and real-time insights to reimagine the customer experience e outbreak of the COVID-19 pandemic has triggered both demand and supply-side
from start to finish. challenges for enterprises across India. With most of the businesses moving their operations
to a work from home mode, Tata Tele Business Services (TTBS) is offering Work from
Businesses across every industry have had to transform what Home solutions that empower these enterprises with robust, end-to-end connectivity
engagement and support mean for their customers and employees in the solutions with secure access, collaboration, and back-office operations.
face of disruption, said Ryan Lester, Senior Director, Customer Experience
Technologies at LogMeIn. CXNext will offer interactive components with Elaborating on these solutions, Sai Pratyush, Group Product Head, IoT, Cloud and
live and on-demand content, collaborative engagement through surveys SaaS, Tata Teleservices said, “ e outbreak of COVID-19 pandemic has triggered a need
and polling as well as one-on-one networking opportunities and small for business continuity and we are committed to not only providing our customers with
group discussions. Attendees will come away with valuable insights from uninterrupted telecom services but also support them with innovative solutions that help
experts on the frontlines of CX to build their own playbook to drive their them deal effectively with this unprecedented crisis. As working from home becomes the
CX strategy. e event agenda features a dynamic line-up of speakers from new normal, our customers want solutions that enable employees to connect securely
LogMeIn, customers, and industry thought leaders. from their homes and collaborate effectively with their colleagues who are also working
remotely. We will continue to focus on bringing to market, innovative solutions that would
help our customers address this new normal.”

DQ CHANNELS  May 2020 18 A CyberMedia Publication

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A CyberMedia Publication 29 February 2018  DQ CHANNELS

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DQ CHANNELS  February 2018 28 A CyberMedia Publication