We need not worry about the slowdown in the US economy. It is all a temporary phase and very soon, the US dollar will reach a stable position, said Ganesh Natarajan, chairman of Nasscom.
India's IT industry does not need to worry about the current economic downturn as 'we have a strong knowledge base' and the established market players here would not be affected, a top industry body official said. "We need not worry about the slowdown in the US economy. It is all a temporary phase and very soon, the US dollar will reach a stable position," said Ganesh Natarajan, chairman of the National Association of Software and Services Companies (Nasscom).
Addressing a chief executives' meeting here, he said despite the global meltdown, the Indian software business is growing at the rate of 21-24 percent every year. He, however, urged the IT industry leaders to look beyond the US market. "Plenty of opportunities are available in Latin America, Japan, China, Europe and also in some African nations," Natarajan said.
"By 2020, India can alone fulfil the need of technical talent of the whole world. By that time the whole world would need 43 billion technocrats while India will have 47 billion surplus technocrats," he said.
He added that huge investments have to be made to train the available talent. According to Natarajan, the estate and retail business would feel the heat of the economic downturn. "But our IT sector is safe and would continue to grow," he said.
Tuesday, November 11, 2008
Ten tips for resellers
Some top tips for resellers in managing their business, particularly in difficult macroeconomic conditions from Arrow ECS Arrow - Enterprise Computing Solutions, a business segment of Arrow Electronics Inc. recently offered the following tips to resellers in managing their business, particularly in difficult macroeconomic conditions.
Additional guidance for resellers in managing their business, and comprehensive resources to help them grow faster than the market and faster than the competition is available at www.ArrowECS.com!
1. Do not depend on product reselling as your only source of profit. Have other sources of profit generation that supports your businesses. Successful value–added resellers must add additional value to supplier offerings to ensure a predictable and profitable revenue flow. "If I create my own service offering outside of the products, then I'm in a situation that I'm having a solutions discussion with customers, focusing on a particular methodology or service offering that I've designed," said Mike Strohl, president of Concord, Calif.–based Entisys Solutions Inc. and Agile 360, a division of Entisys. "It's a lot easier to sell products and services that way."
2. Know your customers' total information technology spend and be aware of how the solution fits into the end–user's environment with a view to fully "clothing" the sale. For example, is there opportunity for additional software, accessories, printers or personal computers? Ask questions to ensure that you are maximizing your selling opportunity. "Knowing the total IT spend is important, but you should also know and understand your customer's budget cycle and get into that process," said Strohl. "There is extreme power in being a part of that process. You know all their projects, what they can spend and where their money comes from."
3. Focus on solving business problems for your customer, not just selling them product. Anyone can do that, and solutions automatically sell more product, and are less price sensitive. "Compliance regulations such as HIPAA (the Health Insurance Portability and Accountability Act), the Sarbanes–Oxley Act and others are driving purchases around security solutions," said Jim Steinlage, president of Kansas City–based Choice Solutions LLC. "I'm also seeing increased interest in solutions that offer opportunities to work remotely."
4. Leverage the resources of your value–added distributor. You are simply increasing your cost structure and making yourself less competitive if you don't take advantage of your distributor's resources and hire your own team. "Nettitude has worked with the DNS group of Arrow ECS for a number of years. We are able to tap into the specific product knowledge of Arrow ECS' technical team and partner with their sales and marketing resources to deliver targeted campaigns and drive sales," said Martin Watts, sales manager for Nettitude, a security reseller based in the United Kingdom. "This close relationship has contributed to a 25 percent revenue growth year–over–year in security products delivered by Nettitude."
5. "Focus on solutions that have a short-term return on investment," offered Steinlage. "IT decision-makers aren't into solutions with a two-year ROI right now. They are much more into the solutions with ROI of a year or less."
6. Add as much service as possible. If a project requires skills you don't have, partner with your distributor or even another value–added reseller if necessary, but don't just leave the customer looking for someone to address their needs. It invites competition into your accounts. "The smart VARs are the ones that know their own skill set, that can identify what they're experts in – and find other partners with other products and solution lines that complement their offerings," said Strohl. "There is more in that than what just seems obvious."
7. Identify new customers. VARs must engage in marketing activities to find new customers. Without new customers, VARs cannot grow, and without growth they will fail. "New customers are indeed the lifeblood of a business," said Dan Lowery, president of St. Louis-based Lowery Systems Inc. "Each year, we try to leverage the resources of Arrow ECS, such as its MPower program for the midmarket, or new service areas from IBM to identify new customers. The intent is to get new names, and grow with them. By using resources that are available to us through Arrow ECS and IBM, the cost to us is greatly reduced."
8. Leverage supplier programs that protect margins. Supplier deal registration programs are critical tools for VARs to demonstrate and protect their value. "I pay a dividend to train one person to track all certifications, rebates and sales promotion incentive fees," said Lowery. "By utilizing market development funds from various sources, we are often able to put on a first-class event at minimal cost."
9. FOCUS! You can't be all things to all people. Know your value proposition, be able to articulate it and make sure your business is organized around it. It's never been more critical for VARs to have a value proposition and be able to deliver it. Communicate your value to suppliers and ensure your distributors are supporting that effort.
10. "Know thy pipeline," said Andy Bryant, president of Arrow ECS. "You really have to get underneath the pipeline and ask, 'is this project going to go or not?'"
Additional guidance for resellers in managing their business, and comprehensive resources to help them grow faster than the market and faster than the competition is available at www.ArrowECS.com!
1. Do not depend on product reselling as your only source of profit. Have other sources of profit generation that supports your businesses. Successful value–added resellers must add additional value to supplier offerings to ensure a predictable and profitable revenue flow. "If I create my own service offering outside of the products, then I'm in a situation that I'm having a solutions discussion with customers, focusing on a particular methodology or service offering that I've designed," said Mike Strohl, president of Concord, Calif.–based Entisys Solutions Inc. and Agile 360, a division of Entisys. "It's a lot easier to sell products and services that way."
2. Know your customers' total information technology spend and be aware of how the solution fits into the end–user's environment with a view to fully "clothing" the sale. For example, is there opportunity for additional software, accessories, printers or personal computers? Ask questions to ensure that you are maximizing your selling opportunity. "Knowing the total IT spend is important, but you should also know and understand your customer's budget cycle and get into that process," said Strohl. "There is extreme power in being a part of that process. You know all their projects, what they can spend and where their money comes from."
3. Focus on solving business problems for your customer, not just selling them product. Anyone can do that, and solutions automatically sell more product, and are less price sensitive. "Compliance regulations such as HIPAA (the Health Insurance Portability and Accountability Act), the Sarbanes–Oxley Act and others are driving purchases around security solutions," said Jim Steinlage, president of Kansas City–based Choice Solutions LLC. "I'm also seeing increased interest in solutions that offer opportunities to work remotely."
4. Leverage the resources of your value–added distributor. You are simply increasing your cost structure and making yourself less competitive if you don't take advantage of your distributor's resources and hire your own team. "Nettitude has worked with the DNS group of Arrow ECS for a number of years. We are able to tap into the specific product knowledge of Arrow ECS' technical team and partner with their sales and marketing resources to deliver targeted campaigns and drive sales," said Martin Watts, sales manager for Nettitude, a security reseller based in the United Kingdom. "This close relationship has contributed to a 25 percent revenue growth year–over–year in security products delivered by Nettitude."
5. "Focus on solutions that have a short-term return on investment," offered Steinlage. "IT decision-makers aren't into solutions with a two-year ROI right now. They are much more into the solutions with ROI of a year or less."
6. Add as much service as possible. If a project requires skills you don't have, partner with your distributor or even another value–added reseller if necessary, but don't just leave the customer looking for someone to address their needs. It invites competition into your accounts. "The smart VARs are the ones that know their own skill set, that can identify what they're experts in – and find other partners with other products and solution lines that complement their offerings," said Strohl. "There is more in that than what just seems obvious."
7. Identify new customers. VARs must engage in marketing activities to find new customers. Without new customers, VARs cannot grow, and without growth they will fail. "New customers are indeed the lifeblood of a business," said Dan Lowery, president of St. Louis-based Lowery Systems Inc. "Each year, we try to leverage the resources of Arrow ECS, such as its MPower program for the midmarket, or new service areas from IBM to identify new customers. The intent is to get new names, and grow with them. By using resources that are available to us through Arrow ECS and IBM, the cost to us is greatly reduced."
8. Leverage supplier programs that protect margins. Supplier deal registration programs are critical tools for VARs to demonstrate and protect their value. "I pay a dividend to train one person to track all certifications, rebates and sales promotion incentive fees," said Lowery. "By utilizing market development funds from various sources, we are often able to put on a first-class event at minimal cost."
9. FOCUS! You can't be all things to all people. Know your value proposition, be able to articulate it and make sure your business is organized around it. It's never been more critical for VARs to have a value proposition and be able to deliver it. Communicate your value to suppliers and ensure your distributors are supporting that effort.
10. "Know thy pipeline," said Andy Bryant, president of Arrow ECS. "You really have to get underneath the pipeline and ask, 'is this project going to go or not?'"
Monday, November 10, 2008
Obama talk steals the show
While the race to the US presidency has ended with Barack Obama winning by a landslide, the race for new Web threats related to his victory has now begun. Trend Micro Research Manager Ivan Macalintal reported of spam messages that started circulating to spread malware, within hours after Obama delivered his acceptance speech.
Says Amit Nath, Country Manager, India & SAARC, Trend Micro: "The spam which has so far affected computers in China, US and Japan, may come with a subject line like, 'Election Night Results' or 'Priorities for the New President' or 'Fear of a Black President'. The modus operandi of infecting is quite stealthy, which may lead several gullible users infected, the email invites readers to click on a link to watch Obama's speech, this link leads them to a make-believe website, 'America.gov'.
The video pane reads, 'Loading Player', and prompts to download Adobe Flash Player. To further make it look genuine, the site also provides the estimated time for downloading as 4-6 seconds! This tricks users into clicking the link that serves the malicious file adobe_flash9.exe."
Trend Micro detects the downloaded Trojan file as TROJ_DLOADER.ISZ of 3,261 bytes size. Trend Micro researcher Macalintal further points out that this spam run is from the same group that sends fake bank certificate spam (targeting Wachovia, Bank of America, Merrill Lynch, and a German bank's account holders). The properties of this attack still suggest cybercriminals using a fast-flux network of compromised computers. This spam run is currently still underway as of this writing, using different subjects and fast-changing domains.
Warns Nath: "Trend Micro analysis reveals that TROJ_DLOADER.ISZ downloads an infostealer, TSPY_PAPRAS.AM, which in turn drops a rootkit component which hides its routines. This infostealer dives into network packets to scour for passwords using Carnivore by searching strings like ftp, icq, imap, and pop3. It sends stolen information to a server in Ukraine. The Trojan is known to infect Windows 98, ME, NT, 2000, XP and Server 2003."
The malicious URL where this Trojan is downloaded is already blocked by the Trend Micro Smart Protection Network.
Says Amit Nath, Country Manager, India & SAARC, Trend Micro: "The spam which has so far affected computers in China, US and Japan, may come with a subject line like, 'Election Night Results' or 'Priorities for the New President' or 'Fear of a Black President'. The modus operandi of infecting is quite stealthy, which may lead several gullible users infected, the email invites readers to click on a link to watch Obama's speech, this link leads them to a make-believe website, 'America.gov'.
The video pane reads, 'Loading Player', and prompts to download Adobe Flash Player. To further make it look genuine, the site also provides the estimated time for downloading as 4-6 seconds! This tricks users into clicking the link that serves the malicious file adobe_flash9.exe."
Trend Micro detects the downloaded Trojan file as TROJ_DLOADER.ISZ of 3,261 bytes size. Trend Micro researcher Macalintal further points out that this spam run is from the same group that sends fake bank certificate spam (targeting Wachovia, Bank of America, Merrill Lynch, and a German bank's account holders). The properties of this attack still suggest cybercriminals using a fast-flux network of compromised computers. This spam run is currently still underway as of this writing, using different subjects and fast-changing domains.
Warns Nath: "Trend Micro analysis reveals that TROJ_DLOADER.ISZ downloads an infostealer, TSPY_PAPRAS.AM, which in turn drops a rootkit component which hides its routines. This infostealer dives into network packets to scour for passwords using Carnivore by searching strings like ftp, icq, imap, and pop3. It sends stolen information to a server in Ukraine. The Trojan is known to infect Windows 98, ME, NT, 2000, XP and Server 2003."
The malicious URL where this Trojan is downloaded is already blocked by the Trend Micro Smart Protection Network.
Why is Obama the best man to lead USA?
What makes Barack Obama the best man for the post of US President? Apart from being first Black to adorn the White House, what are the other attributes that make him fit for the prestigious post?
A latest survey conducted by InspireOne, a people, organization and leadership development firm based in India points to some interesting aspects of the man called Obama.
According to the survey done by InspireOne in association with Centre for High Performance Development (www.chpd.com), it is the critical thinking skills in Obama that makes him different.
The analysis participated in the survey predicts that Obama will be able to perform to a higher level at times of high 'VUCAD' (volatility, uncertainty, complexity, ambiguity and delayed feedback), said a press release.
The analysis conducted a week before the Presidential Elections, reveals the instinctive characteristics and decision making skills that Obama possessed as a leader in the making.
The three primary levels of thought and action assessed are related to the skills of Differentiation, Integration and Crisis, the survey points out.
A latest survey conducted by InspireOne, a people, organization and leadership development firm based in India points to some interesting aspects of the man called Obama.
According to the survey done by InspireOne in association with Centre for High Performance Development (www.chpd.com), it is the critical thinking skills in Obama that makes him different.
The analysis participated in the survey predicts that Obama will be able to perform to a higher level at times of high 'VUCAD' (volatility, uncertainty, complexity, ambiguity and delayed feedback), said a press release.
The analysis conducted a week before the Presidential Elections, reveals the instinctive characteristics and decision making skills that Obama possessed as a leader in the making.
The three primary levels of thought and action assessed are related to the skills of Differentiation, Integration and Crisis, the survey points out.
White House network hacked
Chinese hackers have penetrated the White House computer network on multiple occasions, and obtained e-mails between government officials, the Financial Times reported on Thursday, quoting a senior US official.
The cyber attackers managed to penetrate the White House system for brief periods that allowed them to steal information before US government experts each time patched the system, the newspaper reported the official as saying.
The official told the newspaper that US was getting very targeted Chinese attacks so its stretches credulity that these are not directed by government-related organizations.
The US has increased efforts to tackle cyber security in the past year, especially since Chinese hackers penetrated the Pentagon last year, Financial Times said.
In that attack the hackers had obtained e-mails from the system serving Robert Gates, the defence secretary.
While the US has raised concerns about cyber attacks, many foreign governments believe the US is also engaged in electronic spying, the newspaper said. Bob Woodward, the Washington Post reporter had revealed that the US had been spying on the Iraqi government.
The cyber attackers managed to penetrate the White House system for brief periods that allowed them to steal information before US government experts each time patched the system, the newspaper reported the official as saying.
The official told the newspaper that US was getting very targeted Chinese attacks so its stretches credulity that these are not directed by government-related organizations.
The US has increased efforts to tackle cyber security in the past year, especially since Chinese hackers penetrated the Pentagon last year, Financial Times said.
In that attack the hackers had obtained e-mails from the system serving Robert Gates, the defence secretary.
While the US has raised concerns about cyber attacks, many foreign governments believe the US is also engaged in electronic spying, the newspaper said. Bob Woodward, the Washington Post reporter had revealed that the US had been spying on the Iraqi government.
iPod inventor Fadell bids goodbye to Apple
Tony Fadell, the man who invented the hugely popular iPod and iTunes for Apple Inc, has stepped down after eight years.
Apple said it had appointed Mark Papermaster, an IBM chip expert, to replace him as head of hardware engineering for its iPod and iPhone devices division.
Fadell has now chosen to spend more time with his family. Apple has announced that the iPod division vice president Tony Fadell and his wife, Danielle Lambert, who is vice president of the company's human resources department, are leaving to spend more with their family.
Fadell, will however remain as an adviser to CEO Steve Jobs.
Fadell had been a senior consumer electronics executive at Philips before he came up with the idea for linking a digital player and an online store to create a simpler way to access and play music. His idea was eventually backed by Apple, where he went on to become a senior vice-president and one of the company's top executives.
Chandrayaan dips lower in moon orbit
India's first unmanned lunar spacecraft Chandrayaan-1 was pushed further towards the moon's surface in the first orbit-lowering manoeuvre late Sunday, a top space agency official said.
India's first unmanned lunar spacecraft Chandrayaan-1 was pushed further towards the moon's surface in the first orbit-lowering manoeuvre late Sunday, a top space agency official said.
'The first orbit lowering operation was carried out successfully at 20.03 hrs IST by firing the liquid engine onboard the spacecraft for 57 seconds. All systems are functioning satisfactorily,' Indian Space Research Organisation (ISRO) Director S. Sathis told IANS here.
In this elliptical orbit, Chandrayaan will be circling the moon over its polar regions at 200 km periselene (nearest point from moon) and 7,500 km aposelene (farthest point from moon).
'Further orbital manoeuvres are planned over the coming days to lower the spacecraft gradually to its designated slot of 100x100 km from the lunar surface for conducting various experiments, including high resolution remote sensing of the moon,' Satish said.
The operation was carried from the spacecraft control centre of the space agency's telemetry, tracking and command network (Istrac) here along with its deep space network (DSN) at Byalalu, about 40 km from this tech hub.
Chandrayaan was successfully put into the lunar orbit Saturday after an 18-day voyage, making it the first ever Indian-built spacecraft to break away from the earth's gravitational field and get captured by the moon's equally powerful gravity.
Chandrayaan carries 11 scientific instruments, including six foreign payloads - two from the US, three from the European Space Agency (ESA) and one from Bulgaria. The remaining five are indigenously designed and developed by various centres of the state-run ISRO.
The spacecraft was blasted off Oct 22 onboard the 316-tonne polar satellite launch vehicle (PSLV-C11) from the Satish Dhawan space centre at Sriharikota spaceport, about 80km north of Chennai.
India's first unmanned lunar spacecraft Chandrayaan-1 was pushed further towards the moon's surface in the first orbit-lowering manoeuvre late Sunday, a top space agency official said.
'The first orbit lowering operation was carried out successfully at 20.03 hrs IST by firing the liquid engine onboard the spacecraft for 57 seconds. All systems are functioning satisfactorily,' Indian Space Research Organisation (ISRO) Director S. Sathis told IANS here.
In this elliptical orbit, Chandrayaan will be circling the moon over its polar regions at 200 km periselene (nearest point from moon) and 7,500 km aposelene (farthest point from moon).
'Further orbital manoeuvres are planned over the coming days to lower the spacecraft gradually to its designated slot of 100x100 km from the lunar surface for conducting various experiments, including high resolution remote sensing of the moon,' Satish said.
The operation was carried from the spacecraft control centre of the space agency's telemetry, tracking and command network (Istrac) here along with its deep space network (DSN) at Byalalu, about 40 km from this tech hub.
Chandrayaan was successfully put into the lunar orbit Saturday after an 18-day voyage, making it the first ever Indian-built spacecraft to break away from the earth's gravitational field and get captured by the moon's equally powerful gravity.
Chandrayaan carries 11 scientific instruments, including six foreign payloads - two from the US, three from the European Space Agency (ESA) and one from Bulgaria. The remaining five are indigenously designed and developed by various centres of the state-run ISRO.
The spacecraft was blasted off Oct 22 onboard the 316-tonne polar satellite launch vehicle (PSLV-C11) from the Satish Dhawan space centre at Sriharikota spaceport, about 80km north of Chennai.
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