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Connecting with Solution Provider in
Emerging Market
February 2022 | Pages 32
¡ Northern ¡ Eastern ¡ Maharashtra ¡ Gujarat ¡ MP & Chattisgarh ¡ North East ¡ Southern ¡ UP & Uttarakhand ¡ Bihar & Jharkhand
A TRULY
DIGITAL BUDGET
FEBRUARY 2022 1
227 FEBRUARY 2022
̅̓ډɑɣͲǷʥˑ͡ډɅ̅˵ͲǷɅͲպ
FEBRUARY 2022 3
Content
COVER STORY 6 Market Changes have Blurred Lines between
Brand, Partner, and Customer
20
A Truly
Digital Budget
Krithiwas Neelakantan,
Channel & Alliances Head, Palo Alto Networks
CHANNEL NEWS 24-29
n
Ransomware Continues to be Relentless,
Destructive: Fortiguard Labs
IN CONVERSATION
India to become World’s 3rd Largest Coming out of the pandemic, 2021 was about
Construction Market, 66% Prioritizing Digital rebuilding, recovery, strengthening our product
Transformation: Autodesk and value proposition n
Salesforce Establishes Sustainability as Core
Company Value; Launches Net Zero Cloud 2.0
16
n
Google Chat to Replace Hangouts from
March
n
Global AI Spending Expected to Reach $434
18
Billion in 2022
n
Kaspersky Promotes Sandra Lee as Managing
Director, APAC
Alok Sharma, Shayak Mazumder, n
India IT Industry to Adopt As-a-Service
Director – Channels (India & SAARC), Autodesk CEO, Co-Founder, Eunimart Delivery & Operating Models
427 FEBRUARY 2022
FEBRUARY 2022 5
COVER STORY
BUDGET
2022-23
A Truly Digital Budget
Under the cloud of the Omicron wave, finance minister
NirmalaSitharaman presented the Budget for 2022-23, which
has brought several initiatives and proposals to capitalize on the
MSME and startup momentum. The Budget’s key aspects included
a projected growth rate of 9.2 percent, the highest among all global
countries, the creation of 60 lakh employment across 14 sectors, and
great push towards digitization across the sectors. So, let’s look at
how the Budget is poised to serve the MSME and Startup sectors?
Amit Singh
627 FEBRUARY 2022
COVER STORY
T
he recent Union Budget times. She proposed several of a truly digital India. cannot emphasize enough
2022 has magnified initiatives, with technology The adoption of emerging on the importance of skilling
the ‘Digital India’ as the pivot, to boost a technologies like blockchain to lead the digital disruption.
vision and importance of wide swathe of sectors and artificial intelligence Initiatives to drive skilling,
technology in all focus areas such as skilling, agriculture, in the RBI-backed Digital reskilling and up-skilling,
like infrastructure, inclusive education, mental health, Rupee, E-Passports, digitally, will ensure we
development, sustainability, logistics or bolstering small Geospatial Systems, etc. are ready for the digital
sunrise industries, and and medium enterprises. will be a game-changer future much ahead of the
skilling. Indeed, technology The fresh digital push in terms of strengthening curve,” secondsArundhati
firms and startups focused and the reliance on green the country’s economy,” Bhattacharya, Chairperson
on new-age platforms will energy and mobility are shares Dharmender Kapoor, and CEO, Salesforce India.
likely be at the vanguard of seen as building blocks of Chief Executive Officer and The Union Budget
the list of beneficiaries as the the government’s strategy Managing Director, Birlasoft. focuses on three pillars of
Budget seeks to democratize to prepare the economy for “As we continue to inclusive welfare, digital
technology in a concerted future challenges. digitally transform, the transformation and
push toward digitization. “The Union Budget 2022 focus on bolstering digital sustainability and leveraging
In her Budget is technology-focused and payments with a consumer- private investments. All
speech, Finance Minister will be a catalyst for growth. friendly lens, will continue aimed at pivoting the
NirmalaSitharaman used the It is apparent from this to augment digital adoption country from the pandemic
word ‘digital’ 35 times while Budget that we are on track across regional India. As towards ‘India @100.’
‘tech’ was mentioned 26 to achieve our objective a knowledge economy, I Aptly referred to by many
FEBRUARY 2022 7
COVER STORY
as the ‘Budget for Digital industry believes that the
India’, the announcements government has recognized
come as a welcome step technology as the key to
for the tech and start-up India’s growth that will
ecosystem in India. Given pave way for a tech-enabled
the government’s focus on digital economy.
technology across sectors, “The Budget reiterates
India’s IT sector welcomed the government’s focus
Union Budget 2022-23. The on new-age technologies,
As we continue to digitally
transform, the focus on bolstering
digital payments with a consumer-
friendly lens, will continue to augment
digital adoption across regional India.
Arundhati Bhattacharya,
The adoption of emerging Chairperson and CEO, Salesforce India
technologies like blockchain and
infrastructure, and the start-up ecosystem will
artificial intelligence in the RBI-backed comprehensive development, be the bedrock of innovation
Digital Rupee, E-Passports, Geospatial which will help India and growth drivers for
maintain sustainable growth the Indian economy,”
Systems, etc. will be a game-changer momentum. The proposed commentsJagdishMitra,
in terms of strengthening the country’s initiatives around 5G, deep Chief Strategy Officer
tech, digital rupee, and and Head-Growth, Tech
economy. skilling will prove to be a Mahindra.
game-changer, thereby As expected, thanks
Dharmender Kapoor, furthering the digital India to digital tech’s incredible
Chief Executive Officer and Managing Director, Birlasoft dream. Incentives boosting support in helping India
827 FEBRUARY 2022
COVER STORY
Inc. brave the pandemic, adoption of technology
this year’s Budget takes across industries,” highlights
a ‘digital first’ stance. A DayapatraNevatia, COO and
significant focus on new President, Infogain.
initiatives and progressive He further adds, “I believe
policy interventions, such digital literacy will be the key
as opening defense R&D, to realizing India’s 5 trillion-
promoting drone start- dollar economy dream. To
ups, digital university, create a digital ecosystem for
giving datacenters infra skilling and focus on digital
status will propel further inclusion through 5G and
A significant focus on new
initiatives and progressive policy
interventions, such as opening defense
R&D, promoting drone start-ups, digital
university, giving datacenters infra
status will propel further adoption of
technology across industries.
The Budget reiterates the Dayapatra Nevatia,
government’s focus on new-age COO and President, Infogain
technologies, infrastructure, and
comprehensive development, which investment in technologies
such as Artificial Intelligence
talent in the country, thereby
scaling the adoption of
will help India maintain sustainable and infrastructure, new-age technologies across
growth momentum. the government will
continue strengthening
industries.”
“The announcement of
the development of data centers being awarded
Jagdish Mitra, entrepreneurship, an infrastructure status is
Chief Strategy Officer and Head-Growth, Tech Mahindra productivity, and quality of IT truly commendable as this
FEBRUARY 2022 9
COVER STORY
move will be a major thrust global data center hub,”
to data localization. The says Paresh Shah, CEO, Allied
new status will enable the Digital.
data center sector to get Rajesh Maurya, Regional
credit at competitive rates Vice President, India and
and on a long-term basis SAARC, Fortinet underlines
with enhanced limits. This that the Government has
move will also be a catalyst made a strong economic
in realizing India’s vision of statement with its focus
attaining the position of a on public investments to
Forward looking and catering to
an aspirational Digital India the Budget
lays its emphasis on technology with
the launch of Digital Currency using
blockchain, Digital University for
education in different Indian languages,
The announcement of data centers roll out of 5G and boost to Start-ups.
being awarded an infrastructure status Rajesh Maurya,
is truly commendable as this move will Regional Vice President, India and SAARC, Fortinet
be a major thrust to data localization.
spur growth. “Forward Digital University for
It will be a catalyst in realizing India’s looking and catering to an education in different Indian
vision of becoming a global data center aspirational Digital India languages, roll out of 5G
hub. the Budget once again lays
its emphasis on technology
and boost to Start-ups,” he
explains.
with the launch of Digital Further, the government’s
Paresh Shah, Currency using blockchain, proposal of setting up 75
CEO, Allied Digital
27
10 FEBRUARY 2022COVER STORY
Digital Banking units in rural empowerment. The
75 districts of the country government’s continuous
and providing online fund focus on the digital
transfer between post payments ecosystem has
office accounts and bank paved the way for digital
accounts will help in adding adoption amongst the
further tailwinds to expand unbanked and under-banked
necessary banking services population of the country
to the last mile. “This especially post the outbreak
enables us to take a step of the pandemic,” details
further towards our goal of DilipModi, Founder, Spice
financial inclusion through Money.
Budget offers a fantastic boost to
the MSME segment, which will help
this sector increase its contribution
closer on 40 percent of India’s GDP.
Rajarshi Bhattacharyya,
Co-Founder, Chairman and MD, ProcessIT Global
Big Boost for MSMEs the revival of MSMEs but
also giving the sector a
The extension of the ECLGS With India coming
out gradually from the much-needed boost. As a
scheme will be of immense help for reeling impact of Covid-19 sector that is responsible
for around 45 percent
MSMEs as it will give the much-needed pandemic, the MSME sector
of the country’s total
welcomed the Union Budget
impetus for new businesses to come wholeheartedly. In fact, manufacturing output, 40
percent exports, and almost
to the fore. the worst-hit MSME sector
30 percent of the national
stands to benefit most from
the Budget announcements. GDP, there’s no doubt the
Joginder Rana, The Union Budget seems MSME sector deserves to be
a top priority.
intent on not just prioritizing
Vice Chairman and MD, CASHe
FEBRUARY 2022 11COVER STORY
Over the next five years, extended up to March 2023.
the government intends Additionally, the guaranteed
to roll out Rs 6,000-crore- cover amount will be
worth program to rate expanded by Rs 50,000 crore
MSMEs. As part of this right up to a total cover of
rollout, the Emergency Rs 5 lakh crore. Aside from
Credit Line Guarantee facilitating faster recovery
Scheme, or ECLGS, will be of the sector, these moves
The capping of surcharge at
15 percent on Long-Term Capital
Gains (LTCG) tax for all listed and
unlisted corporations responds to a
long-standing demand for new-age
businesses.
The Indian tech startup space
continues to witness steady growth, Kavitha Subramanian,
accounting for 70 unicorns with most Co-Founder, Upstox
of them in the IT/knowledge-based will be instrumental to to come to the fore,”
ensure MSMEs are provided statesJoginder Rana, Vice
sectors. The provisions outlined in this with the time and funding Chairman and MD, CASHe.
year’s Budget will provide them a game- they need to establish their The Union Budget has
ground. also taken into consideration
changing economic transformation “The extension of the the need for an infusion of
opportunity. ECLGS scheme will be of funds into the sector. Credit
immense help for MSMEs as guarantee trust for MSMEs
Suman Reddy, it will give the much-needed
impetus for new businesses
are set to see a revamp and
will ensure the allocation
Managing Director and Country Head, Pegasystems India
27
12 FEBRUARY 2022FEBRUARY 2022 13
COVER STORY
of Rs 2 lakh crore more to provide additional credit of digital initiatives within in today’s time. The Union
the growth of the sector. Rs 2 lakh crore. the inter-department and Budget has offered a
This would also help MSME- “We are looking at encouraging a complete booster to the start-ups in
dedicated lenders to have a fantastic boost to the transformation in the the form of an extension
confidence to expand credit MSME segment, which will financial sector,” elaborates of the tax incentives by
to MSME sector basis the help MSME increase its Rajarshi Bhattacharyya, Co- another year i.e. through
credit guarantee of trust. contribution closer on 40 Founder, Chairman and MD, 2023.
On similar lines, revamping percent of India’s GDP. Most ProcessIT Global. “Extending the tax
of the Credit Guarantee importantly, the government Further, Raising and holiday for another year
Trust for Micro and Small is actually spending a Accelerating MSME till March 2023 will help
Enterprises (CGTMSE) will lot of money in terms of Performance (RAMP), an businesses endure the
initiative to resuscitate the economic slowdown
MSME sector and help it inflicted by the Covid-19
recover from the impact outbreak. This will also
of the pandemic has also mean more significant
been announced as part activity in the investment
of the Union Budget. landscape, enabling robust
In continuation of their early-stage venture funding
attempts to help the MSME possible for start-ups,”
sector revive and come up shares delighted Rana of
to speed, the government CASHe.
has decided to extend “The Indian tech
custom duty exemption on startup space continues
the import of steel scrap by to witness steady growth,
a year. accounting for 70 unicorns
These announcements with most of them in
within the Union Budget the IT/knowledge-based
are very much in tandem sectors. The provisions
with the government’s outlined in this year’s
Atmanirbhar Bharat Budget will provide
imperative and will help them a game-changing
the sector recover from the economic transformation
blow it has been dealt by opportunity,” highlights
the pandemic. The Rs 6,000 Suman Reddy, Managing
crore allocation goes out Director and Country Head,
to show massive support Pegasystems India.
Finance Minister’s announcement on for the sector and will help The focus on start-ups
support future programs for and Fintech in this year’s
the allotment of funds through NABARD to the acceleration of MSME Budget is a fantastic step
performance. that will help this segment
finance start-ups for agriculture and rural grow further, says Kavitha
enterprises is a great move towards the Multi-Faceted Support Subramanian, Co-Founder,
Upstox. She further adds,
development of the agriculture sector as for Startups “The introduction of 5G and
The government has
well as for supporting nanopreneurs. time and again recognized
the spread of optical fiber
to villages would provide
and acknowledged that
Dilip Modi, the start-ups are drivers for
a boost to the Fintech
industry. It encourages
Founder, Spice Money growth and the economy
27
14 FEBRUARY 2022COVER STORY
digital investment platforms plans to launch delivery of
like ours to expand their hi-tech services for farmers
services, resulting in an including the use of Kisan
increase in retail activity Drones is a great move
in Tier 2-Tier 3 cities and towards the development
towns. The Central Bank of the agriculture sector
Digital Money (CBDC) as well as for supporting
will help to enhance the nanopreneurs,” says Modi
digital economy by making of Spice Money.
currency management more Interestingly, it has also
efficient and less expensive. been proposed that R&D for
The capping of surcharge the defense sector will also
at 15 percent on Long-Term be opened up for industry,
Capital Gains (LTCG) tax start-ups and academia with
for all listed and unlisted 25 percent of the defense
corporations responds to a R&D Budget earmarked for
long-standing demand for this.
new-age businesses.” Further, the Government
In addition, the finance recognizes that the growth
minister proposed to of the start-up ecosystem
boost the start-ups for is dependent upon the
agriculture and rural venture capital and private Among the many incentives
enterprise which are equity investments, with
relevant for farm produce approximately Rs 5.5 lakh proposed in the Budget is the reduction
value chain. For such start- crore being invested last of voluntary exit, where the government
ups, a fund with blended year. In view to scale up
capital (raised under the the investments, it has has allowed the closure of a private
co-investment model) is been proposed that an limited company in 6 months of non-
proposed to be facilitated expert committee will be
through the National set up in order to examine functioning.
Bank for Agriculture and the regulatory challenges
Rural Development (which being faced by the investor Amit Singal,
has invested in AIFs that community, and to suggest General Partner, Fluid Ventures
contribute to the capital of appropriate steps to
the enterprises working for overcome such challenges.
the benefit of agriculture “Startups have got a
but encourage them to Bottomline
experiment. Earlier they had Overall, this Budget is
and rural development). boost in this year’s Union
to run the company for 18 forward-thinking and well-
Further, it is proposed Budget. Among the many
months, even after closure, balanced. The emphasis on
to promote start-ups to incentives proposed in the
to avail of the benefit of the growth, digitization, and
facilitate ‘Drone Shakti’ Budget is the reduction of
Fast Exit facility. In addition, technology outlines the
through varied applications voluntary exit, where the
the surcharge on Long Term government’s commitment
and for Drone-As-A-Service. government has allowed the
Capital Gain (LTCG) has to cohesive development
“Finance Minister’s closure of a private limited
been capped to 15 percent, and long-term growth.
announcement on the company in 6 months of
which is again a good move Hence, Budget 2022
allotment of funds through non-functioning. This will
to bring more HNIs into will play a crucial role in
NABARD to finance start- not only help accelerate and
startup Angel investment,” bolstering India’s growth
ups for agriculture and rural provide relief to startups
says Amit Singal, General story.
enterprises along with the wanting to shut a business
Partner, Fluid Ventures.
FEBRUARY 2022 15IN CONVERSATION
India to become World’s 3rd Largest
Construction Market, 66% Prioritizing
Digital Transformation: Autodesk
Alok Sharma, Director – Channels (India & SAARC), Autodesk, in
a conversation with itVARnews, shares his thoughts on growth,
achievements and new business model of Autodesk,amidst the ongoing
pandemic
and generative design
platform vendor
Spacemaker.
Upchain: The
addition of Upchain to
the Autodesk portfolio
accelerates our mission
to deliver the next-
generation software
platform for design
and manufacturing and
creates more value for
customers by removing
collaboration barriers
and increasing efficiency
and resiliency.
Innovyze: Our
acquisition of Innovyze
positions Autodesk
Alok Sharma, as a leading global
provider of end-to-end
Director – Channels digital solutions from
(India & SAARC), design to operations
Autodesk of water infrastructure,
accelerates Autodesk’s
digital twin strategy,
and creates a clearer
path to a more
sustainable and
digitized water industry.
Spacemaker:
The acquisition of
Spacemaker provides
Please talk about to embrace and prioritize As part of our overall
Autodesk with a
digital transformation to business strategy, over the
the highlights of your drive growth, efficiency, and past two years Autodesk powerful platform to
achievements in terms sustainability, generating has acquired cloud-based drive modern, user-
of business growth, strong demand for Autodesk’s product lifecycle management centric automation and
customer acquisitions platform. This is demonstrated and product management accelerate outcome-
and new innovations in in the financial results of the solutions provider Upchain; based design capabilities
for architects, urban
2021. first three quarters of the water infrastructure design
designers and planners.
Our customers continue current fiscal year. company Innovyze and AI
27
16 FEBRUARY 2022IN CONVERSATION
Please talk pandemic, what are leveraging these. But now machines replacing humans.
with changing scenario, over This is the arrival of
about few major the changes you see in 85 percent of our ecosystem augmented intelligence, in
developments in your the relations between has a digital presence. We which cognitive computing
business processes/ brands, channels, and have seen some focused capabilities help humans
model which enabled customers? digital campaigns come from make better decisions,
improvement in The pandemic has some of our India partners faster. European sporting
business in 2021. demonstrated that we need during the pandemic. Two goods retailer Decathlon, for
We’ve built a robust and to be flexible, agile, and great examples of this example, is now using AI to
resilient subscription business be able to adapt quickly include: One partner focusing design and manufacture its
which has provided flexibility as things unfold. The most on solution selling with a performance bicycles more
and have now focused on important thing has been customer focus, utilizing their efficiently, making them
our Cloud offerings, therefore to stay connected with customer’s story to build lighter, more durable, and
enabling work-from-home our channel eco system out a campaign, as well as faster while slashing design-
with ease. This has allowed and retain those strong another partner who created phase emissions.
our customers to not be relationships we were able to an industry competition that In construction, India
impacted by us working build prior to the pandemic. created social awareness and is expected to become
remotely. Leveraging technologies created enormous impact in the world’s 3rd largest
Completely unique to during this period, moving the market. construction market, with
Autodesk, we are building construction output to grow
a platform to enable data on average by 7.1 percent
to flow. We will extend our each year. There is more
cloud services to connect We’ve built a robust and resilient government spending with
multiple projects such as
data experiences across
solutions, igniting a new
subscription business which has PMAY, Bharatmala, Bharat-net
developer ecosystem. As this provided flexibility and have now Project, Jal Jeevan Mission
ecosystem grows, the data and Affordable Housing
in the platform will become focused on our Cloud offerings, Projectin various sectors
including airports, urban and
more valuable, driving more
insights and users, more
therefore enabling work-from-home rural infrastructure, railways,
usage, and workflows which with ease. This has allowed our power and renewable energy,
in turn will drive more apps irrigation, water treatment
and extensions – what we call customers to not be impacted by us plants and waterways.
With 66 percent of
a flywheel of growth.
Undeniably, now more
working remotely. construction companies
than ever, our largest in India prioritizing digital
opportunity to create transformation, the
positive impact at scale construction sector has seen
is by supporting our to cloud offerings enabling What is your an increased acceptance
customers in automating a smooth remote working outlook for the of digital construction
transition, as well as the solutions. Research has
complex processes with
benefits of a common
technology industry found that 20 percent of
the technology they need over the next 2-3
to unlock insights, make data environment are all construction firms in the
better decisions, and achieve things that have driven new years? country have implemented
relationships. Government initiatives, BIM in large residential,
superior outcomes to improve
Assisting our partners in such as Atmanirbhar commercial and industrial
the impact of everything
the move to predominately Bharat, will harness the projects.As the Internet of
they design, make, own, and
a digital focus and how to power of connected data Things (IoT), AI and cloud-
operate. Cloud solutions and
better reach their customers and artificial intelligence computing technologies
connected data environments
has also been vital, from (AI) to help companies drive the industry’s digital
fuel innovation—across
a marketing and sales automate their engineering transformation, digital
technology, processes, supply
perspective. Prior to the and manufacturing twins are gaining traction.
chains, and industries. And
pandemic, our partners processes, driving push- According to McKinsey in
this opportunity is growing
didn’t see the value of button automation. The 2016, large projects are, on
exponentially.
digital and social platforms, rapid adoption of digital average, up to 80 percent
with less than 10 percent technologies has generated over budget.
With the ongoing a lot of speculation about
FEBRUARY 2022 17IN CONVERSATION
Coming out of the pandemic, 2021 was
about rebuilding, recovery, strengthening
our product and value proposition
Speaking about his views and outlook around technology trends and
business challenges, Shayak Mazumder, CEO, Co-Founder, Eunimart
elaborates on artificial intelligence, augmented reality, live streaming,
omnichannel sales, and chatbots that will be dominating e-commerce in the
coming 2-3 years.
Please talk about
the highlights of your
achievements in terms
of business growth,
customer acquisitions,
and new innovations in
2021.
2021 has been a
monumental year for us
as we unlocked a few
milestones. First, we
raised a Pre-series A round
funding from LetsVenture,
9Unicorns, Loyal VC,
and Supply Chain Labs.
We successfully met the
commitments of 3M$
funding in the past year.
Second, we set up an
office in The United States
of America and onboarded
Mr. Levi Reed as our
Co-Founder along with
several industry leaders as
our mentors. We further
launched in Saudi Arabia
and UAE with success in
acquiring customers in
these countries.
Third, Eunimart was
also a part of TechStars
Los Angeles, one of the
country’s leading and
thriving tech incubators
with programs that focus
Shayak Mazumder, CEO, Co-Founder, Eunimart on innovations that make
27
18 FEBRUARY 2022IN CONVERSATION
the world better. We were We have improved our AI is testament enough smartphones for online
also a part of The Alchemist imaging tools. We will be that most companies shopping. The number
Incubator Program, one launching and improving will use a large chunk of of smartphone users
of the most renowned on the first of its kind AI their resources towards for online shopping has
accelerators for startups for cataloging module digitization. This will crossed more than half of
that monetize from that will be able to create further result in an the world population. The
enterprises. Lastly, we were automated catalog creation increased rush in the SMEs desktop still is the primary
also able to turn around for multiple geographies to turn to digital ways method for customers
the recovery of 15M$. and channels of sales of conducting business for their e-commerce
Improved our revenue GMV activities. This massive shopping. However, it
Please talk and are on track for Series technology uptake will won’t last long, as global
about a few major A raise in the last quarter of further create more likely trends in the e-commerce
developments in your this year. situations for the SMEs to sector disclose that mobile
business processes/ adopt digital methods or devices will be the primary
technology utilized to find
model which enabled
out, conduct research, and
improvement in buy goods/services. Virtual
business in 2021. We have designed, developed, assistants are another thing
Coming out of the
pandemic, 2021 was and launched an exciting new of today. Today’s average
smart gadgets user knows
about rebuilding, recovery, warehousing and shipping solution for or uses from the many
strengthening our product
and value proposition. We SMEs and enterprise customers; that known virtual assistants
like Google Voice Search,
have had several releases makes cross-country warehousing Amazon Alexa, Cortana,
that have enhanced Viv, Google Home, and
product offerings. We accessible to brands of all sizes. Data Siri. Over the next few
have increased the science and AI will be our key focus years, virtual assistants
number of marketplaces or voice commands will
(Sales channels), logistics areas in 2022. shape up to become a
partnerships, and strategic usual norm and form to
partnerships. We opened be a significant factor in
up new marketplace even completely switch the tech innovations for
partnerships globally – What are the
to technology-oriented eCommerce. Metaverse,
Shoppee in the Philippines top trends that will models. artificial intelligence,
and India, Daraaz in Nepal shape the technology augmented reality, live
and India, and Amazon industry in 2022? What is your streaming, omnichannel
Saudi Arabia. We are in the In an increasingly
final stages of partnering connected world,
outlook for the sales, and chatbots are
technology industry some of the top trends
with shipping and technology has the expected to dominate
warehousing partnerships potential to revolutionize over the next 2-3
e-commerce in the
in the US, UK, and EU and re-invent how we years?
coming 2-3 years. A larger
– to provide FBA-like do business. As we look Smartphones are not
percentage of businesses
fulfillment services. We forward and prepare for just the future but also the
walking parallel with
have designed, developed, a post-pandemic future, present of the Ecommerce
technology will also give a
and launched an exciting we’re optimistic that world. As smartphone
huge rise to omnichannel
new warehousing and the latest tech trends use and internet
implementation. With
shipping solution for SMEs can help address some penetration increase
more businesses adopting
and enterprise customers; of our most pressing with each passing day,
the digital methods,
that makes cross-country business challenges and the role of smartphones
they will also begin
warehousing accessible to build a more equitable, in e-commerce traffic
to see the impressive
brands of all sizes. Data resilient society. In 2022, is getting crucial, as
results that omnichannel
science and AI will be our Ecommerce will jump customers in a large
implementation can bring.
key focus areas in 2022. from 11% to 52%, which number are using
FEBRUARY 2022 19IN CONVERSATION
Market Changes have Blurred Lines
between Brand, Partner, and Customer
Krithiwas Neelakantan, Channel & Alliances Head, Palo Alto Networks,
spoke to Amit Singh on the company’s recent achievements, cybersecurity
trends and how market trends and dynamics are changing the chemistry
between brands, partners and the customers
Please talk about you
recent achievements.
2021 has been a solid
year for our business. As
enterprises, globally, focused
on digital transformation and
rapid cloud adoption, our
business adapted to deliver
prevention-based, end-to-end
security via a single integrated
platform. In tandem with
this, we worked to ensure
continuous innovation across
network, cloud, and devices.
Our total revenue for the
fiscal fourth quarter 2021
grew 28 percentYoY to $1.2
billion, compared with total
revenue of $950.4 million for
the fiscal fourth quarter 2020.
Our Strata, Prisma and Cortex
platforms saw consistent and
sizable customer transactions
worldwide.
We also joined the Nasdaq-
100 Index, home to the top
100 largest domestic and
international non-financial
companies with a substantial
market capitalization. This
inclusion affirmed our
position as the preferred
cybersecurity partner for
organizations globally. These
outcomes can be attributed
to our product innovation,
platform integration, business
model transformation and
Krithiwas Neelakantan, investments in our go-to
Channel & Alliances Head, Palo Alto Networks market organization.
27
20 FEBRUARY 2022IN CONVERSATION
On the partner front, of Palo Alto Networks Cloud 3.0, the industry’s reams of digital data that
we launched the current ongoing commitment to first integrated platform now double up in existing
iteration of our partner deliver the most complete to shift security left — physical spaces. This hyper-
program, NextWave 3.0, set of security services improving organizations’ connectedness will further
with a focus on providing locally for India and for our entire cloud security blur the lines between our
incentives and value regional customers. These posture by reducing online and offline worlds
for our partners. With services will enable our security risk at runtime. 3.0 and in turn could create
NextWave 3.0, we added customers to balance data offers cloud code security far-reaching consequences
specialization benefit plans privacy with the ability to to embed protections on our security in the real-
that gave our partners detect emerging threats, in the development world.
graded benefits based on providing a seamless, process. In line with the Moreover, IoT
the resources invested, streamlined security evolving business reality technologies will emerge as
business growth, and solution operated and of hybrid workforce, we a critical business enabler.
competencies acquired. The delivered within India. also introduced PRISMA In fact, according to a
program is tuned to market SASE, an integrated recent global IoT study
needs and helps partners we undertook with global
address a customer’s IT decision-makers, 84
evolving cybersecurity percent of respondents
frameworks. Our partners On the partner front, we launched in India have reported an
are now well-positioned to
leverage our investments
the current iteration of our partner increase in non-business
devices connecting to
in building pipelines, program, NextWave 3.0, with a focus corporate networks
acquiring new customers, by remote workers. A
and delivering the portfolio.
on providing incentives and value for whopping majority (97
our partners. percent) believed that their
When it comes to India, organization’s approach
the country continues to to IoT, therefore, needs
drive our success story a complete overhaul.
globally. With over 2,500 Please talk cloud-delivered service Smart light bulbs, diabetes
customers in India and about a few major with industry-leading monitors, heart rate
acquiring an average of developments in your network security and next- monitors, kettles, game
100 net new customers business processes/ generation SD-WAN to consoles, and even pet
every quarter, the country ensure that organizations feeders balance the list of
model which enabled
remains a priority market stay secure and productive strangest devices identified
for us, both in terms of
improvement in while working fluidly on such networks.
innovation and business business in 2021. between branch offices and As we move into 2022,
opportunities and as such Recognizing that home offices. we expect this trend to
we continue to invest the move to cloud will continue. Organizations
dominate in the coming
in the market. Earlier
years, we focused on
What are the will therefore look to draw
this year, we unveiled
growing and innovating
top trends that will up a strategic approach
our new multi cloud shape the technology that will provide complete
location that will enable rapidly by delivering a visibility into the security
comprehensive, native, industry in 2022?
India-based and other The pandemic has infrastructure. A Zero Trust
regional organizations to and fully integrated architecture combined
platform with best- brought about decades of
benefit from direct, high- technology advancements with Artificial Intelligence
performance access to of-breed capabilities, (AI) capabilities can enable
alongside cloud-native and digital transformations
our integrated platform within a span of two enterprises to profile,
solutions while allowing offerings to our customers. correlate and contextualize
Following our acquisition years. Remote and hybrid
storage of their logs workspaces have made and apply threat prevention
within Indian borders. The of developer-first cloud tools to each connected
security company our interactions with
availability of the regionally smart, intuitive devices device, thus eliminating
hosted services is a part Bridgecrew, in November implicit trust and validating
2021 we announced Prisma all pervasive, generating
FEBRUARY 2022 21IN CONVERSATION
every stage of digital across categories. This is involved. partners work with vendors
interaction. applicable to the channel to prioritize on a platform
As cybersecurity sphere as well where The current approach that delivers
challenges evolve, we will adaptability has become pandemic has changed end-to-end security across
also see a cultural mindset a key business enabler. the expectations and the entire expanse of a
shift that will help build a Partners are broadening purchasing behavior digital ecosystem - which
certain shared responsibility their horizons and are will be crucial for efficiently
of customers, which is
between employees and servicing customers with securing hybrid and remote
employers to stay secure. varied products instead of
forcing many channel workers around the world.
Businesses will work one specialized offering. firms to reconsider
towards educating their In essence, they have their business model. What is your
workforces on evolving moved up from being According to you, what outlook for the
threats and bad actors value-added resellers can channels do to technology industry
while enterprises will look to full-fledged business reinvent themselves? over the next 2-3
at integrated platform consultants that provide In a threat landscape
where attack vectors
years?
capabilities to monitor security for the long-
Cybersecurity is fast
threats and access to term. On the customer are multiplying daily, it
becoming a boardroom
networks. Additionally, front, demands are on an is essential for channel
issue for organizations
enterprises will also uptick and not exclusive partners to pinpoint
across industries, pushing
have to look at creating to security. Adopters are areas where they can add
executives to look at it
levels of segmentation to looking to secure their real value for customers.
not as a cost but as an
safeguard employees and
investment. Additionally,
the organization’s most
considering how attack
valuable assets. We are also seeing great potential surfaces have expanded
We will also see
in the hybrid work
an accelerated pace in the technology and business era, this mindset of
of automation across
enterprises, along with
opportunities in Secure access being proactive about
cybersecurity is gradually
the emergence of tech- service edge (SASE), Cloud, and taking form within the
first companies that
are security-conscious, Machine Learning (ML)/Artificial general consumer as well.
Therefore, we at Palo
revitalizing the Intelligence (AI). Alto Networks believe
cybersecurity space in India.
that in the coming years,
We are also seeing great
it will be crucial for
potential in the technology
both organizations and
and business opportunities systems and networks, In addition, building
individuals to remain
in Secure access service and maintain respectable a diverse and current
cognizant of emerging
edge (SASE), Cloud, and levels of convenience and portfolio of offerings
trends.
Machine Learning (ML)/ automation to deal with a instead of working with
Artificial Intelligence (AI). digitally transformed world. a handful of specialized
Here are the 5 key
These market changes products can provide a
trends we see emerging
With the ongoing have blurred the lines competitive edge. But the
from a cybersecurity
pandemic, what are between brand, partner, buck cannot stop at just
standpoint over the next
the changes you see in and customer, giving rise delivering these products;
few years:
the relations between to stronger partnerships partners must look at
across the board. The integrating them within
brands, channels, and their own operations. This
The meteoric rise
shared responsibility notion
customers? of cybersecurity has now can aid in the maturing
of bitcoin will create a
The pandemic has well-funded adversary:
gained more popularity of their infrastructures,
forced enterprises to relook Cryptocurrency will fuel
and has opened new lines scaling new markets,
at their operations on a the rise and evolution of
of communication between and delivering optimal
global scale which has the ransomware industry,
vendor and end-user, customer experiences. It is
pushed brands to innovate with larger attacks on
greatly benefiting all parties also important that channel
and deliver new offerings important infrastructure,
27
22 FEBRUARY 2022IN CONVERSATION
while calls for its regulation Attackers will set their have switched their focus differentiator for financial
gain traction. Because of eyes on countries’ critical from targeting corporate institutions. With the rise
its decentralized character, digital infrastructure: offices to attacking of open-banking and hyper
it will be difficult for Cyberattacks on essential individuals. To contend growth of Fintech, poor
regulators to track down infrastructure, with with this new reality, programming or security
the perpetrators. As a confidential and lucrative enterprises will have misconfigurations at
result, businesses must data, worldwide, are on to evolve beyond their the application interface
concentrate on enhancing the rise. These attacks corporate networks, deploy levels (API) could provide
their cybersecurity posture have revealed that the remote work solutions cybercriminals with
and determining their implementation of and bring unified security greater opportunities to
level of preparedness cybersecurity protocols is policy management carry out identity theft,
for an attack, as well significantly slower than to remote employees. fraud, and unauthorized
as conducting tabletop the rate of digitalization This will take form in data collection. Public-
exercises to identify any across countries. With the deployment of new private participation
security weaknesses hackers aiming to dent integrated solutions like through awareness and
that must be fixed. the critical infrastructure, Secure Access Service Edge educational programs
Collaboration between there is a need to fast- (SASE). Combining security, would be central to every
cybersecurity providers, track improved global networking, and digital security strategy. Special
cloud providers, and policies and regulatory experience management, focus would have to be
telecommunications collaboration. Governments SASE solutions will given to groups like the
providers will help disrupt and businesses must be critical in bringing elderly, who may be more
successful attacks and susceptible to fraud as new
impose real costs on users of digital banking
attackers. platforms. Simultaneously,
Cryptocurrency will fuel the rise enterprises will need
As physical and to adopt DevSecOps,
digital lines blur, who
and evolution of the ransomware which will ensure their
or what we trust will industry, with larger attacks on infrastructure is tested for
impact our security security problems before it
even more: Increased important infrastructure, while calls for goes public, allowing their
interactions with smart, its regulation gain traction. IT teams to plan for any
intuitive devices with security issues that might
sensory triggers will create appear after deployment.
reams of digital data that In addition, organizations
will double up in existing should implement API
physical spaces. Given this encourage the creation of about both security and security to their inventory
hyper-connectedness of safeguards against complex operational efficiency. and assess the security
networks, organizations threats, particularly We can also expect a lot of external-facing APIs.
need to draw up a strategic those that target critical more harmonization, or Monitoring and addressing
approach that will provide infrastructure through application rationalization, any anomalous activities
complete visibility into the supply chain gaps. Time- around the all-remote- within API interactions is
security infrastructure. A strapped security teams will access technologies that also vital.
Zero Trust architecture benefit from technologies people use, such as VPNs, Mitigating
combined with Artificial like behavioral analytics which can be complex to tomorrow’s threats
Intelligence (AI) capabilities and SOAR. work out. will require a greater
can enable enterprises leadership commitment,
to profile, correlate and A borderless The API economy collaboration, and
contextualize and apply workforce will need will usher in a new era effective communication
threat prevention tools to borderless solutions: of digital fraud and to drive a mindset shift
each connected device, With remote work gaining exploits: In an emerging to view cybersecurity as
thus eliminating implicit long-term acceptance web 3.0 scenario, a team sport between
trust and validating every and homes evolving into digital experience and governments, enterprises,
stage of digital interaction. workplaces, cybercriminals banking will be a primary and individuals.
FEBRUARY 2022 23CHANNEL NEWS
Ransomware Continues to be Relentless,
Destructive: Fortiguard Labs
F
ortinet, a broad, showing an evolution to a of December, exploitation systems, often in the form of
integrated, and more advanced persistent activity escalated quickly executable and linkable format
automated cybersecurity cybercrime strategy that enough, in less than a month, (ELF) binaries. Linux runs the
solution provider, has is more destructive and to make it the most prevalent back-end systems of many
announced the latest unpredictable. To protect IPS detection of the entire networks and container-based
semiannual FortiGuard Labs against this broad scope of second half of 2021. In solutions for IoT devices and
Global Threat Landscape threats, organizations need addition, Log4j had nearly mission-critical applications,
Report. Threat intelligence to implement AI-powered 50x the activity volume in and it is becoming a more
from the second half of prevention, detection, and comparison to the well-known popular target for attackers.
2021 reveals an increase in response strategies based outbreak, ProxyLogon, that In fact, the rate of new Linux
the automation and speed on a cybersecurity mesh happened earlier in 2021. The malware signatures in Q4
of attacks demonstrating architecture allowing for reality is that organizations quadrupled that of Q1 2021
more advanced persistent much tighter integration, have very little time to react or with ELF variant Muhstik,
cybercrime strategies that increased automation, as well patch today given the speeds RedXOR malware, and even
are more destructive and as a more rapid, coordinated, that cyber adversaries are Log4j being examples of
unpredictable. In addition, and effective response to employing to maximize fresh threats targeting Linux. The
the expanding attack surface threats across the extended opportunities. Organizations prevalence of ELF and other
of hybrid workers and hybrid network.” need AI and ML-powered Linux malware detections
IT is a focal point that cyber intrusion prevention systems doubled during 2021. This
adversaries are attempting to For a detailed view of (IPS), aggressive patch growth in variants and
exploit. the report, as well as some management strategies, and volume suggests that Linux
Michael Joseph, Director important takeaways, read the threat intelligence visibility malware is increasingly
System Engineering, India the blog. Highlights of the 2H to prioritize those threats part of adversaries’ arsenal.
& SAARC, Fortinet, said, 2021 report follow: propagating most quickly in Linux needs to be secured,
“Cybersecurity is a fast- Log4j Demonstrates the wild to reduce overall risk. monitored and managed
moving and dynamic Dramatic Speed of Exploit Adversaries Rapidly as any other endpoint in
industry, but recent threat Organizations Face: Targeting New Vectors the network with advanced
events show unparalleled The Log4j vulnerabilities Across the Attack Surface: and automated endpoint
speeds at which cyber that occurred in late 2021 Some lesser or low-lying protection, detection and
adversaries are developing demonstrate the rapidly threats have the potential response. In addition, security
and executing attacks today. increasing speed of exploit to cause bigger problems in hygiene should be prioritized
New and evolving attack that cybercriminals are the future and are worthy to provide active threat
techniques span the entire attempting to leverage to of watching. An example protection for systems that
kill chain but especially in their advantage. Despite is newly crafted malware may be affected by low-lying
the weaponization phase, emerging in the second week designed to exploit Linux threats.
27
24 FEBRUARY 2022CHANNEL NEWS
Botnet Trends Show subsided from peak levels the year. The result was a
a More Sophisticated over the last year and list of the individual tactics,
Evolution of Attack instead, the sophistication, techniques and procedures
Methods: Threat trends aggressiveness, and impact (TTPs) the malware would
demonstrate that botnets are of ransomware is increasing. have accomplished if the
evolving to adopt newer and Threat actors continue to attack payloads had been
more evolved cybercriminal attack organizations with executed. This high-resolution
attack techniques. Instead of a variety of new as well as intelligence shows that
being primarily monolithic previously seen ransomware stopping an adversary earlier
and focused mostly on strains, often leaving a trail of is more critical than ever,
DDoS attacks, botnets are destruction. Old ransomware and that by focusing on a
now multipurpose attack is being actively updated and handful of those identified
vehicles leveraging a variety enhanced, sometimes with techniques, in some situations
of more sophisticated wiper malware included, while an organization could
attack techniques, including Michael Joseph, other ransomware is evolving effectively shut down a
ransomware. For example, Director System Engineering, to adopt Ransomware-as- malware’s methods for attack.
threat actors, including as-Service (RaaS) business For example, the top three
India & SAARC, Fortinet
operators of botnets like models. RaaS enables more techniques for the ‘execution’
Mirai, integrated exploits for vary across global regions, threat actors to leverage phase account for 82 percent
the Log4j vulnerability into but can be largely grouped and distribute the malware of the activity. The top two
their attack kits. Also, botnet into leveraging three broad without having to create techniques for obtaining a
activity was tracked associated distribution mechanisms: the ransomware themselves. foothold in the ‘persistence’
with a new variant of the Microsoft Office executables FortiGuard Labs observed a phase represent nearly 95
RedXOR malware, which (MSExcel/, MSOffice/), PDF consistent level of malicious percent of the observed
targets Linux systems for files, and browser scripts activity involving multiple functionality. Leveraging this
data exfiltration. Detections (HTML/, JS/). Such techniques ransomware strains, including analysis can have a dramatic
of botnets delivering a continue to be a popular way new versions of Phobos, effect in how organizations
variant of RedLine Stealer for cybercriminals to exploit Yanluowang and BlackMatter. prioritize their security
malware also surged in early people’s desire for the latest The operators of BlackMatter strategies to maximize their
October morphing to find news about the pandemic, professed they would not defense.
new targets using a COVID- politics, sports, or other attack target organizations
themed file. To protect headlines, and to then find in the healthcare sector and Protecting Against Fast-
networks and applications, entryways back to corporate other critical infrastructure moving and Sophisticated
organizations must implement networks. With hybrid work sectors but did so anyway. Cyber Adversaries
zero trust access solutions and learning remaining Ransomware attacks remain As attacks continue to
to provide least access a reality, there are fewer a reality for all organizations develop in sophistication
privileges especially to secure layers of protection between regardless of industry or size. and span the entire attack
IoT endpoints and devices malware and would-be Organizations need to take surface at increased speeds,
entering the network as victims. Organizations must a proactive approach with organizations need solutions
well as automated detection take a “work-from-anywhere” real-time visibility, analysis, designed to interoperate
and response capabilities to approach to their security by protection and remediation rather than function in
monitor anomalous behavior. deploying solutions capable coupled with zero trust access isolation. Securing against
Malware Trends Show of following, enabling, and solutions, segmentation, and evolving attack techniques
Cybercriminals Maximizing protecting users no matter regular backing up of data. will require smarter solutions
“Remote Everything:” where they are located. Deeper Understanding that know how to ingest
Evaluating the prevalence They need advanced security of Attack Techniques Can real-time threat intelligence,
of malware variants by region on the endpoint (EDR) Help Stop Criminals Faster: detect threat patterns and
reveals a sustained interest combined with zero trust Analyzing the attack goals of fingerprints, correlate massive
by cyber adversaries in access solutions, including adversaries is important to be amounts of data to detect
maximizing the remote work ZTNA. Secure SD-WAN is also able to better align defenses anomalies, and automatically
and learning attack vector. In critical to ensure secure WAN against the speed of changing initiate a coordinated
particular, various forms of connectivity for the extended attack techniques. To observe response. Point products
browser-based malware were network. the malicious outcomes of need to be replaced with a
prevalent. This often takes Ransomware Activity various attacks, FortiGuard cybersecurity mesh platform
the form of phishing lures Still High and Continues Labs analyzed the functionality that provides centralized
or scripts that inject code or to Get More Destructive: of detected malware by management, automation
redirect users to malicious FortiGuard Labs data reveals detonating the malware and integrated solutions that
sites. Specific detections that ransomware has not samples collected throughout work in concert.
FEBRUARY 2022 25CHANNEL NEWS
Salesforce Establishes Sustainability as Core
Company Value; Launches Net Zero Cloud 2.0
S Salesforce
alesforce has announced accelerate towards a collective accountability, organizations’
sustainability as a net zero goal. And just last carbon data will need to be
core company value,
further integrates week, Salesforce announced as trusted as their financial
joining its values of trust, sustainability that it is tying executive pay data. Organizations will also
customer success, innovation, throughout company to environmental, social, need to know how to reduce
and equality. And, to help At Salesforce, values drive and governance (ESG) emissions in a credible and
organizations accelerate the company’s decision- performance, including two meaningful way.
their own journeys to net making. Every employee and sustainability metrics. Net Zero Cloud 2.0 has
zero emissions, Salesforce is team knows Salesforce’s been completely rebuilt
also making Net Zero Cloud values and strives to live by Mandatory climate to offer trusted reporting,
2.0 — a solution that tracks them every day. deeper insights, and supplier
greenhouse gas emissions — With sustainability as
reporting is coming management so that
Regulatory change may
available globally. a core value, Salesforce is organizations can go net
soon require organizations to
Suzanne DiBianca, leveraging its full power zero now. With Net Zero
report on ESG matters, and
Chief Impact Officer, EVP to drive climate action Cloud 2.0, organizations can
many countries are already
of Corporate Relations, and further operationalize get sustainability insights
disclosing their climate-
Salesforce, said, “I’m sustainability across its with powerful Tableau CRM
related financial risks and
extremely proud that we entire business. This means dashboards to achieve their
opportunities.
will now officially count every internal organization climate goals and take action
Legislatures and regulatory
sustainability as a core value, incorporates sustainability into with:
agencies in the United States
making it part of everyone’s its V2MOM — a Salesforce • C arbon Footprint Forecast:
are also considering disclosure
job at Salesforce. When we alignment process that drives Organizations can find the
rules. A bill that would require
add a value we operationalize the company’s success. fastest path to net zero
companies to disclose all
it in every area of the business. Salesforce has net zero with ‘what-if’ analysis
greenhouse gas emissions is
In this climate emergency, emissions and has been to visualize progress and
moving through the California
we need every organization voluntarily reporting on its alignment to their climate
legislature; and the U.S. SEC
to get to net zero as fast as greenhouse gas emissions action commitments.
has solicited public input on
possible. Now that Salesforce since fiscal year 2012. Since • S cience-Based Targets:
voluntary climate change
has reached net zero that time, the company has Setting goals in line with
disclosures.
emissions, we want to use our continued to increase the science-based targets and
technology and best practices scope of its climate action measuring progress.
to help organizations reach strategy by actively engaging The next generation of • S upplier Management:
their climate goals, too.” policymakers, peers, partners, Net Zero Cloud Track scope 3 emissions
suppliers, and customers to In this new era of climate across the entire value
27
26 FEBRUARY 2022You can also read
