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7/28/2019 Valueplus May2013 AB v3
1/24
vpsh
quarterly
The future of ecurity
HP Cloud Map
EMC: Velocity channel program update
NG Firewall for WAN OptimiationVMware eyeing new market opportunitie
Cico: Bringing buine olution to life
03
06
09
1114
17
May 2013presents
A speciAl publicAtion from red ington gulf VAlue diVision
With best-in-class technology and strategic alliances, Redington Value offersunique value proposition and growth opportunities to channel partners
Turning The Tide
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For more information or to place an order on EMC,
please write to sales.value@redingtongulf.com
7/28/2019 Valueplus May2013 AB v3
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in building stronger bonds with
partners such as Credit, Sales,
Product and most importantly
Marketing. I hope you would also
work on institutionalizing
customer engagement within
your organization and if you have
any thoughts, please feel free to
write to me at valueplus@
redingtongulf.com.
Yours sincerely,
Raj Shankar
Managing Director, Redington Gulf
02 Bright outlook
03 The future of security06 HP Cloud Maps09 Partnering for success11 Using an NG Firewall for
WAN Optimisation
14 Eyeing new marketopportunities
17 Bringing business solutionsto life
CONTENTs06 09
11
Dear Partner
A
s we enter the summer
months in the Middle East
and Africa region, we could
expect certain businesses
to face some heat. There has been
a consistent declining trend in
traditional computing hardware
but at the same time a consistent
incremental trend in certain
mobile categories for both
consumers and enterprise. While
some partners are focused on
upgrading themselves to the newtrends, I would also urge partners
to focus more on building stronger
from the director:
bonds with the new age device
categories and remain updated on
the latest trends.
Stronger customer engagement will
enable partners to become
consultants to their customers with
higher level of trust which
ultimately leads to easier adoption
of newer technologies by end
customers. These bonds are built
over time through institutionalizing
partner engagement within the
organization.
For example, at Redington
different functions are involved
HP Cloud MapsPartneringfor success
Using an NG Firewallfor WAN Optimisation
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Dear Partner:
Redington Value division closed its financial
year on 31st March 2013. The year in terms
of revenues was very encouraging across
Middle East and Africa where we managed
to grow topline by an impressive double
digit growth year on year. While our growth
has been encouraging, we noticed a few
interesting trends in terms of channel buying
behavior, which I would like to share in the
next couple of paragraphs.
There has been an increased interest in
Application Security and delivery solutions
as compared to pure end point security
solutions. Channel is looking for solutions
that secure their applications on servers
(physical or virtual) and also for load
balancing solutions to optimize usage. In
addition, the demand for Intrusion detection
and prevention systems is also on the rise
after some of the recent security threats to IT
infrastructure in the region.
Converged infrastructure solutions are
also witnessing an increase in demand
with some leading vendors coming up
with complementary solutions with other
vendors and selling as a stack. In addition,the demand for video based solutions for
communicating within the enterprise is also
on the rise.
Redington Value will continue to engage
with the channel on the new and upcoming
technologies and solutions through its
partner engagement programs. These
programs include weekly webcasts,which are conducted every Tuesday and
Wednesday at 1530 hrs GST, Redington
Value Video Channel on You Tube (www.
youtube.com/redingtonvaluetv), Redington
Value Partner Program- Partner Connect
(www.redingtonvalue.com). To know more
about these programs or to join our mailing
list to receive updates on a regular basis,
please write to valueplus@redingtongulf.com.
Regards
Ramkumar B.
Senior Vice-president, Redington Gulf, Value
Division
ViewpoinT by ramkumar
Bright outlookRedington Value
YouTube channelclocks up 700 views
Redington Values new YouTube channel,
launched just two months ago, has already
racked up more than 700 video views.
The YouTube community has shown a
genuine interest in the informative sessions
posted up on the RedingtonValueTV channel
on YouTube, which went live in February. The
videos, ranging from around five minutes
long to 20 minutes long, focus on providing
real product insight from Redington Values
best pre-sales consultants.
The biggest hit so far has been the informative
session on EMC Cisco VSPEX, which has
clocked up more than 190 views since it was
uploaded a couple of months ago.
Red Hat storage, which has garnered 188
views, is the second most popular video on
the channel. Meanwhile, sessions on the
modes of deployment of a Barracuda Load
Balancer, wireless architectures using HP
networking, and Red Hat Satellite have also
proven very popular with viewers.
Other talks include informative sessions
on TrendMicro Smart Protection, Dell
SonicWalls Next-Generation Firewall
and Neverfail Continuous Availability,
among others.
www.youtube.com/redingtonvaluetv
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HP EsP| inTerView
HP has recently bolstered its security portfolio with an aim to create a
proactive mindset among its customers and protect what matters most. Wespoke to Stephen Walsh, Channel Director- EMEA, at HP Enterprise SecurityProducts, to find out the value-proposition the company offers to partnersand customers.
The future of ecurity
h
P Etepse Secty
Pdct gp s made p f
HP AcSght, HP Ftfy ad
HP TppgPt. Ca y tehy has HP decded t ceate ths
bsess t?
Last year at HP Protect 2011,
we announced the combination
of ArcSight, Fortify and
TippingPoint into one single
entity called HP Enterprise
Security Products. Part of the HP
Software division.
TippingPoint originally joined
HP as part of an acquisition.
ArcSight and Fortify were
separate acquisitions in their own
right. At that point, TippingPoint
was part of the HP Networking
group. ArcSight and Fortify were
part of the HP Software group.
So strategically, we looked and
thought, Hang on, this doesnt
make any sense. We want to be a
major player in security.
Enterprise Security Products
is a completely security-focused
business unit that has bought
together the award-winning
offerings of ArcSight, Fortify
and TippingPoint and our
unparalleled security research
capabilities into a unified
platform, the Security Intelligence
& Risk Management Platform.
Therefore, bringing them
together and focusing our
security research and security
investment in that area made alot of sense.
Y dt have the Appcat
Secty Cete team ayme ts
jst pat f ths?
There are different parts of
security services and offerings
capability across HP. HP is such
a large organisation, youll find
HP Labs has a security focus ,
Technical Services has a security
focus , but in terms of a product
sales motion, HP Enterprise
Security Products is really where
the HP brand products are centred.
H d y see the secty
spedg ths pat f the d
? D y see t gg p?
Yes, and that makes a big change
for us, as well. Ive been in the
security space for nearly 20 years.
And way back then, security was
always thought of as an after-
thought. And also, going back the
next year to budget for security,
the CTO at that point would say,
Well nothing happened. Why
am I spending more money?
Nowadays, an interesting
thing for me is the number of
CSOs reporting to the board not
reporting to the CTO. So security
is now actually a board-level
agenda item. And when its gotto that point, then people start to
actually budget for security.
Secty has aays bee eactve
ate. D y see pepe mvg
t a pactve e? D y actay
psh y cstmes t at
pactve sts?
The software industry has,
since its inception and up until
very recently, only considered
security as an afterthought
something bolted on after the
fact, on a per layer basis. From
an application perspective,
deploy, then fix, has been
the habit of developers.
Development has in the past
focused on getting a functional
product to the market as soon
as possible As we have come
to realise, this model is no
longer viable in todays highly
interconnected world with the
explosion of mobile devices and
cloud services and with threats
and attacks keen to exploit
vulnerabilities quickly and
quietly.
Whilst there are security
considerations incumbent on
STEPHEn wAlSH, CHAnnElDirECTor, EMEA, HPEnTErPriSE SECuriTY
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us all as IT users, its true that
software vendors do have lots of
tools to help make their products
more secure than ever before.
You can use the metaphor of
application security as a house.
As homeowners we need to lockour doors, not leave the keys out
in plain sight, and check every
so often that our locks, windows
and doors are in good shape.
i th HP has ecety cme t
th a Cst f Cybecme ept
that sad thee ae sgfcat
gaps the s stateges f thecstmes. what ae these gaps
that y see the stateges f
cstmes, cetay the EMEA
eg?
Organisations are concerned
with costs, risk, and especially
the risks associates from IT
security, for obvious reasons
that make headlines constantly
these days. Application security
has increasingly become part of
businesss IT security concerns.
Application security is intimately
tied to risk and budgets now
just ask any business that has
been hacked in this way!
CEOs and CIOs are
increasingly determined to do all
they can to protect their digital
assets. This might be customer or
patient data, f inancial records,
bank account details, or just the
intellectual property that lets the
business carry on with its day-to-
day operations.
The bad guys would like
to steal the ideas (intellectual
property), the data, or to control
or damage the systems that run
the business processes.
For the past two decades
organisations have been
spending something like $280
billion to deal with the cyber
security challenge. This has
historically been met with end-
point, perimeter defences like
network firewalls and malware/spyware filters or antivirus.
However, these systems now
work so well that software
application vulnerabilities are
the new choice of entry point for
many attackers.
The recent annual HP/
Ponemon Cost of Cyber Crime
report even identified overall
cost savings that could be gainedfrom the effective deployment
of such tools. The costs of hacks
or data loss are more than the
costs of deploying and running
the incident detection and
management tools!
SiEM s bvsy a bg fcs aea
f HP s that hat HP Acsghtdes?
The HP ArcSight Security
Intelligence platform helps
safeguard businesses by giving
complete visibility into activity
across the IT infrastructure-
including external threats such
as malware and hackers, internal
threats such as data breaches
and fraud, risks from application
flaws and configuration changes,
and compliance pressures from
failed audits.
As Gartner suggests for the
last seven years, this industry-
leading security information
and event management (SIEM)
solution has been positioned at
the top right corner of the magic
quadrant. But HP ArcSight itself
can be much more than a SIEM
product, in terms of the ability
to correlate other information
as well. Some people in fact
use HP ArcSight when theyve
already got another SIEM
product. In some areas, were
using HP ArcSight to managean RSA environment and other
information and correlate and
deliver that more valuable
information into the SOC.
what des ths mege eay mea
f y pates d y have a
fed pate pgamme?
Yes we do and that is HP Partner
One, which is a global pan-
HP partner programme. By
becoming a member of this
programme, it provides our
Partners with even greater
alignment into HP, a wealth of
resources and the ease of doing
business. There are similarities
across all the business units
but clearly the way we segment
this is, if youre just interested
in reselling our IPS solutions
then you just need to look at the
HP TippingPoint specialisations
and requirements. If youre
just interested in Application
Security then with HP Fortify
specialisations, the same.
But clearly, a partner can be
authorised to sell across all of
those security specialisations if
they meet the requirements of
the programme and receive the
benefits of the programme in
its entirety. The structure of the
programme is broadly similar
across all of the HP portfolio.
why HP?
I think there are a couple of
different reasons for why HP.
One is that HPs been around
a long time. Weve continued
to help our partners, help our
customers derive business value
in our product for a long time.
Part of this is stability you
know who we are. Were looking
much more at a customer being
able to take an holistic approach,
and actually saying, Look, HP
has best-of-breed products, not
just in security but in servers,
storage, networking, software,
security management. In all these
areas, they are the best-of-breed
provider. And they have this
heritage.
When our CEO, Meg Whitman
goes and talks to customers, she
asks, How do you enjoy doing
business with HP? And people
actually always say to her, We
want to do more business with
HP. Its a good company to do
business with.
inTerView | HP EsP
The cot of hack or data lo aremore than the cot of deploying andrunning the incident detection andmanagement tool
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Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. The only warranties for HP products and services are set forth in the express warrantystatements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. HP shall not be liable for technical or editorial errors or omissions contained herein.
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focus| HP
Deploy cloud-based apps faster and realize cloud benefits sooner
o
gazats bdg cd
environments, whether
for internal use or to
provide services to others,face challenges in delivering
application services. Preparing to
deliver a catalog of cloud services
requires many steps. Designing
and configuring server, storage,
and network infrastructure is
just the start. They must also
define the application service
end-to-end, ready for use, so that
it consistently meets business
needs. This means characterizing
workloads, specifying an
optimized application
environment, optimizing
reliability and scalability, and
automating workflows.
All of this takes time, trial and
error, and a good measure of
specialized know-howwhich
adds up to higher costs,
complexity, and risk. Because of
HP Cloud Mapthe sheer volume of applications
that todays enterprise has to deal
with, it is impractical for any
customer to have a deepunderstanding of them all. One
organization might lack the
cloud-specific expertise necessary
to successfully deploy an
application. Another may
struggle to ensure the
performance levels users expect.
Even then, when applications are
deployed, they often lack the
performance and reliability end
users require and expect.
Some organizations attempt to
take shortcuts with techniques
such as cloning and snapshots,
common in traditional
virtualization methods. While
this aids in deployment, it does
nothing to accelerate the design
process, and it cannot address
applications that require both
physical and virtual resources.
In short, while all cloud
platforms accelerate the
provisioning of cloud services,
most are unable to similarlyaccelerate the process of
developing the application
service catalogespecially one
that includes mainstream
business applications.
The solution to speedier, more
robust application delivery lies in
better toolstools that move IT
departments from providing
server cycles, to delivering
services that transform their
offerings from
infrastructure-based services to
application-focused services, and
that speed the design and
lifecycle management of cloud
services and applications. If
youre using HP CloudSystemor
its related software, HP Cloud
Service Automationthose tools
are available now. Theyre called
HP Cloud Maps.
Appcats the cdde
ght th HP Cd Maps
HP Cloud Maps are prepackaged,optimized, and tested templates
for use with HP CloudSystem and
related software to automate the
deployment of applications in the
cloud. Leveraging the deep
partnerships HP has with key
independent software vendors
(ISVs), its expertise in cloud
infrastructure and software, and
the knowledge and intellectual
property developed in the course
of realworld HP customer
deployments, HP Cloud Maps
enable:
Repeatable, proven deployment
that reduces risk and assures
improved service levels
Optimized performance, with
built-in disaster tolerance,
capacity planning, compliance,
and life cycle management
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HP| focus
HP Cloud Maps are unique. Based
on best practices and policies
developed in partnerships with key
independent ISVs, SIs, and
thousands of customers, they
leverage industry-leading
intellectual property in application
performance, availability,deployment, and lifecycle
management. And they add
practical, real-world cloud expertise
gained from engagements all over
the world. HP Cloud Maps bring
together everything needed to
streamline and fast-track the
development and rollout of cloud-
Savings of up to 200 staff-hours
in design, development, and
deployment for each application
environment
Fast assembly of application
service catalogs, with a portfolio
of CloudMaps for over 100
leading business applications Push-button simple delivery of
new applications, often in less
than an hour
what Cd Maps ca d f y
bsess
HP Cloud Maps provide a ready-
made suite of applications for
your service catalog. Through the
HP CloudSystem environment,HP Cloud Maps automate the
provisioning and maintenance of
physical and virtual
infrastructure, operating
systems, and applications,
enabling greater flexibility,
compliance, and reliability.
impve agty, e csts
HP Cloud Maps provide the
fastest way to design new servicesfor deployment in the cloud.
They offer you:
Qucker clud servce prvsg
ad devey With Cloud Maps
you increase business agility by
developing cloud services quickly,
often in less than an hour. You
can deploy an application on HP
CloudSystem and HP Cloud
Service Automation software in
minutes, with push-button ease.
Faster, smpler servce catalg
ceat Wizard-based designs
or templates speed and simplify
the creation of a full catalog of
cloud services for import into HP
CloudSystem. You can save days
or weeks of time architecting
infrastructure for applications
and services.
Dramatcally lwer csts
Employing Cloud Maps can save
costs by carving as many as 200
staff hours2 from the process of
designing, developing, and
deploying a new service. Youll
find that the high-quality
applications deployed using
Cloud Maps demonstrate lowermaintenance costs, too.
optmze pefmace ad
avaabty
HP Cloud Maps let you optimize
the performance and availability
of applications delivered by HP
CloudSystem. With HP Cloud
Maps, you gain:
Qualty assurace thrughpateshps We developed HP
Cloud Maps based on proven best
practices and policies, the result
of decades of close partnerships
between HP, our key ISVs and
systems integrators (SIs), and our
customers. Youre assured of the
optimized performance and
service levels that come from
leveraging thousands of hours ofindustry-leading intellectual
property developed by HP
engineers.
Greater avalablty ad lwer rsk
HP Cloud Maps deliver proven,
reliable, and repeatable
application deployments, helping
eliminate design and ongoing
application maintenance errors,
and increasing security and
availability through proactive,
built-in compliance policies. And
only HP Cloud Maps support
rapid updates for the most
reliable, consistent cloud services
with on the-fly patch
management, version
management, and upgrades.
Prve desgs HP Cloud Maps
integrate best practices and
policies, improving the overall
design of your cloud-based
infrastructure and applications
and contributing to a more
robust set of offerings.
respd t bsess demads
HP Cloud Maps let you provide a
cloud that meets your businessdemands with a comprehensive
catalog of application and
business services for cloud
environments. With HP Cloud
Maps you can take
advantage of:
A cmplete slut HP meets
all your cloud service design
Employing Cloud Map can avecot by carving a many a 200taff hour2 from the proce ofdeigning, developing, and deployinga new ervice
needs, providing everything from
infrastructure and application
design all the way through to
automated lifecycle management
and compliance in complex,
heterogeneous environments.
Pfessa sevces HP enables
customization for unique
customer environments, helping
customers to deliver customized
applications and business
services in the cloud in less than
30 days.
Leadg applcats With HP
Cloud Maps for leading
applications from partners such
as Apache, JBoss, Microsoft,
Oracle, SAP, and more, HP helps
you deliver on your business
needs.
based servicesespecially services
based on popular enterprise
applications.
whats sde HP Cd Maps
HP Cloud Maps consists of
intellectual property and tested
engineering components, such as:
Templates for infrastructure,
OS, middleware, database, and
application configurations that
can be imported directly into HP
CloudSystem or related software,
saving days or weeks of
architecture design time
Sizers to help guide capacity
and performance planning
Wizard-driven workflows and
scripts that automate and speed
installation and provisioning,
and simplify repeatability
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Abt HP
CdPatfmsHP CdSystem
HP CloudSystem is a
complete, integrated platform
for building and managing
cloud services. It allows you to
build and manage services
across your choice of clouds,whether they are public,
hybrid, or entirely within
your premises.
Based on HP Converged
Infrastructure and HP Cloud
Service Automation software,
HP CloudSystem combines
servers, storage, and networking
together, using an integrated
approach to automate theapplication to infrastructure
lifecycle. The result is a
complete cloud solution that
can deliver services in minutes
and reduce total cost of
ownership up to 56%.3
HP Cd Sevce Atmat
Available as part of HP
CloudSystem or as astandalone software
solution, HP Cloud Service
Automation is a
comprehensive, unified
management solution that
offers application and
infrastructure
provisioning for private
cloud, public cloud, and
hybrid IT services.
wat me fmat?
To learn more about HP
Cloud Maps, visit:hp.cm/g/cdmaps
And for more information
about HP CloudSystem, see:hp.cm/g/cdsystem
For details of HP Cloud
Service Automation, go to:
hp.cm/g/CSA
Reference white papers to help
customize the Cloud Maps foryour specific implementation
The Cd Maps cect
Thanks in part to an unparalleled
array of ISV and SI partners, HP
Cloud Maps provide a broad
portfolio of predefined cloud
application templates. They
comprise a comprehensive and
continually growing set ofsolutionsmore than 100 HP
Cloud Mapsfrom infrastructure
and application design to
automated lifecycle management.
With HP Cloud Maps, you can
quickly and confidently build
cloud service catalogs and
respond to business demands by
deploying applications with
push-button ease.
Many types of HP Cloud Maps
stand ready to meet your specific
requirements:
HP Cloud Maps for
infrastructure provisioning
Detail the design of the server,
storage, and networking
infrastructure for running
applications. Many include basic
application deployment,
as well.
HP Cloud Maps for application
deployment Spell out the
automated deployment of
enterprise applications.
HP Cloud Maps for lifecycle
management Specify
infrastructure provisioning,
application deployment, and
lifecycle management, including
patching, code release, andcompliance.
HP Cloud Maps are available for
HP CloudSystem and HP Cloud
Service Automation solutions.
Youll find a large number of do-
it yourself HP Cloud Maps as well
as a wide range of packaged and
wizard-driven ones.
HP Cd Maps speed y jeyt the cd
At HP, weve found that our
customers view the transition to
the cloud as a journey, a process
of maturation from physical
infrastructure to virtualized
assets, from servers to services,
and from skepticism about the
benefits of cloud to fully
embracing its use. Wherever you
are in this journey, HP Cloud
focus |HP
Maps can help.
The accelerated applicationdeployment afforded by HP Cloud
Maps moves you into the clouds
fast lane, helping you reach your
destination sooner. And because
they help you offer the industrys
leading business applications to
your employees and customers,
HP Cloud Maps smooth out the
rough spots in the road. HP Cloud
Maps are yet another reason thatHP CloudSystem is simply the
best choice for your journey to
the cloud.
Smmg p
HP Cloud Maps deliver optimized
performance and service levels
for HP CloudSystem and HP
Cloud Service Automation
software, providing the industrys
only prepackaged and customizable
application and infrastructure
designs for the cloud. They reduce
development cost for new services,
reduce risk, and improve quality.
And they get you to the cloud
faster and more easily. Ask
yourself: Can your cloud
deployment afford to be without
HP Cloud Maps?
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EMC| feaTure
EMC Velocity Solution Provider partner program is constantly evolving to drive bigger growth, provide.greater choice and differentiation for partners
Partneringfor ucce
this year, EMC transformed
the Velocity Channel
Partner Program by
creating a simpler, more
predictable, and more profitable
experience for EMC channel
partners globally.
The Velocity Channel program
significant enhancements will make
EMCs industry-leading cloud
computing and Big Data
technologies and solutions
available to more customers
particularly in the rapidly growing
mid-market segment. With a
continued emphasis on ensuring
that Velocity Partners are
exceptionally well prepared to sell
and/or service EMC products and
solutions, customers can be
confident they are working with the
industrys most competent solution
providers to support their business
requirements.
The enhancements are
summarized as the following points:
New Target Products Rebate for
Premier and Signature Partners:
Provides top Velocity partners with
a predictable income stream via
rebates paid on sales of targeted
EMC technologies that align to the
companys key mid-market
initiatives. Eligible products include
EMC VNX and VNXe unified storage,
EMC Avamar and EMC Data Domain
backup and recovery solutions, and
server Flash caching solution EMC
VFCache. This rebate is paid from
the first sale and is in addition to
and can be combined with EMCs
existing performance-based
Specialty2 rebate.
Changes to Velocity Specialty
Requirements Focus on Fortifying
Selling Capabilities: The program
no longer requires partners to earn
an implementation certification to
achieve a Specialty2. While EMC
encourages partners to become
services-enabled, removing this
requirement from the reseller
program now allows pure-play
resellers a more direct path to
achieving Velocity Specialties,
where benefit opportunities
accelerate.
For partners who include services
in their business model, EMC has
strengthened its Velocity Services
offerings (details below).
- There is no longer a revenue
requirement for partners to achieve
a Specialty.
- Three Specialties are now required
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feaTure | EMC
for Signature (top tier) partners
worldwide, reflecting the most
advanced level of competency
required of the top tier partners in
positioning and selling a broad
range of EMCs technologies.
EMC Isilon Partner ProgramIntegrated into Velocity Program:
Former Isilon partners can now
become eligible for Velocity
benefits on other EMC products,
and existing EMC resellers can
become eligible to earn benefits
from selling Isilon all within the
integrated Velocity program.
More Products Eligible forFinancial Benefits in Velocity
Specialities : To help partners align
their portfolio with the growing
demand for cloud and Big Data
solutions, the following products
are now eligible for financial
benefits within the Backup and
Recovery Specialty: EMC Mozy
cloud backup, EMC Atmos object-
based cloud storage platform, andEMC Centera content addressable
storage. EMC Isilon scale-out
network attached storage platform
is also now eligible for benefits
within the Consolidate Specialty.
Amplified Demand Generation:
More Market Development Funds
(MDF), More Qualified Leads: EMC is
doubling its investment in demand
generation funds, programs, and
resources to develop highly
qualified opportunities for partners
and accelerate revenue growth.
Velocity Services Invests in
Enhanced Tools, Offerings, and
Resources to Accelerate Services
Enablement with Partners:
- Expanded library of online and
video-instructor-led services
training provides a more convenient
and efficient way for partners to
access EMCs industry-recognized
EMC Proven Professional technical
training.
- New online labs allow partners to
more efficiently and effectively
hone practical implementation skillson EMC technology in a proctored
virtual environment.
- New offering in the EMC
Cooperative Services portfolio
provides partners EMC guidance on
their solution design, as well as
post-implementation review. As
with all EMC Cooperative Service
offerings, the partner maintains full
control of the customer relationship,and has the depth of EMC expertise
in the background to ensure quality
implementations
Also, in 2012 EMC introduced
several new channel initiatives to
make the partners channel
experience simpler, more and
profitable. These include:
EMC VSPEX Proven Infrastructure:
Equipping its Velocity partners with
the industrys most flexible reference
architecture, VSPEX is based on best
of breed components designed in
conjunction with Brocade, Cisco,
Citrix, Intel, Microsoft, and VMware.
Partners can fully leverage the EMC
brand and industrial design in their
VSPEX offerings, demonstratingEMCs understanding of the
importance of the solution provider
brand as the trusted adviser. After
just two quarters since launching in
April 2012, partners sold more than
1,300 VSPEX systems, making it by
far the fastest-growing reference
architecture in the market.
The partner benefits are:
1. Increased Market Opportunity
With VSPEX, channel partners
can now sell complete, highly-
flexible solutions to theircustomers, resulting in a higher
attach rate of components, and a
bigger sale. VSPEX allows
partners the option to mix and
match server and network
components based on customers
specific infrastructure and
application requirements to
improve profitability while
optimizing the value delivered tothe customer.
2. Faster Time to Market VSPEX
offers channel partners complete
configuration and sizing guidelines
for the most common workloads
that can reduce the requirements
collection phase of the sales cycle.
VSPEX adds significant value to the
partners sales process by reducingintegration and validation costs
while still getting all the benefits of
delivering complete solutions. EMC
is enabling its channel partners with
training and technical and sales
collateral to help the partner quickly
bring VSPEX to market. The broad
awareness, integration into EMC
campaigns and demand generation
tools helps partners to generate
leads for their VSPEX solutions.
3. Partner Branded and
Customizable Solution VSPEX
allows partners to brand theirVSPEX solution and increase their
mindshare in the customers
environment.
4. VSPEX Labs Partners can
leverage EMCs investment in the
new VSPEX Labs to test additional
infrastructures in collaboration with
EMC and other VSPEX partners.
New Channel-only Solutions: Inaddition to VSPEX and building
upon the success of the channel-only
EMC VNXe family of products first
announced in 2011 in 2012 EMC
introduced EMC VNXe3150, which is
optimized for organizations
building virtualized, private cloud
environments. EMC also announced
the EMC Avamar Business Edition,
which gives more customers accessto the power and simplicity of an
industry-leading EMC purpose-built
backup appliance.
EMC Global Partner Summit:
The first annual inaugural partner-
exclusive event was held at EMC
World 2012 and is designed to help
partners gain valuable insight to
the future direction of the
companys products, solutions and
partner programs.
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As the reach of technology
increases across the world
and malicious activity
grows with it, security
vendors have equipped themselves
to deliver the sophisticated end-to-
end solutions required to combat
todays cyber criminals. The
Middle East is one of the worldsbright spots for economic growth,
and technology plays a huge part
in this. To achieve its vision of
further expansion and prosperity,
installing the right IT
infrastructure with the
appropriate security layer is an
absolute must. Organisations in
the Middle East are experiencing
exceptional demand for
improving and overhauling their
IT security and data protection
systems. In particular, the
offering of cloud-based security
platforms is proving key to
resellers that are continually
looking to ease internal processes
and open up new revenue
streams for the Channel.
WAN bandwidth forconnections to external sites is
also fast becoming an important
topic for many companies in the
Middle East. There are two
reasons for this: The transition to
cloud-based applications and IP-
based Unified Communications
(UC) concepts. MPLS lines are the
ideal solution for data when it
comes to high availability and
capacity. However, these are
often expensive or not available
outside metropolitan areas. So, IT
managers look for ways to
optimise their networks and use
alternative links such as DSL, by
using a Link Balancer, for example.
But, just like every element that is
added to the IT infrastructure, this
also has to be installed and set up,managed and maintained. IT teams
in mid-sized companies often reach
the limits of their capacities here,
both in terms of personnel and in
terms of the required specialist
knowledge. One way out of this
dilemma is to choose Next
Generation (NG) Firewalls, which, in
addition to their classic security
role, also take over Traffic
Intelligence functions too. They do
far more there than just simple link
balancing and content blocking.
Thanks to the enhanced diagnosis
features in an NG Firewall, it is
possible not only to make much
more intelligent priority selection
choices, but also to determine the
optimum route for a data
connection. If the choice of route iscomplemented by information
about the routes availability or
quality, then they can also use the
available bandwidth with the
highest fail-safe levels and much
more effectively, making
investments in additional
bandwidth unnecessary. IT staff also
save time in operations because they
can manage their diverse functions
in a consistent manner, too.
Intelligent data analysis,combining inexpensive linksand rule-based data stream
assignment at the applicationlevel all help save connection
charges, writes Klaus Gheri,VP of Product Management,
Barracuda Networks
Uing an NGFirewall for WAN
Optimiation
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highlighT | BARRACUDA
The WAN optimisation issue is
not just one that affects large
companies. Each company with
several sites has to incorporate
these into the company network.
Bandwidth and availability demands
remain low as long as the offices
only need email and internet access.However, in todays world critical
company applications should be
accessible at all times and from any
location. If the data line fails, then
work in the branch office comes to a
standstill. This danger increases with
the use of cloud applications, IP
telephony and Unified
Communications (UC).
Connection charges, particularly
in international business
operations, are reduced
considerably compared to
conventional telephone
connection costs thanks to
internet-based channels.
However, at the same time theystrain the data line and their data
packages should be transmitted
with a minimum latency period.
Email data are more patient
when compared with telephony
functions. A delay of one minute for
the transmission is usually of no
consequence. So, when an IT
administrator gives transmission
priority to the Voice-over-IP-
Application, this traffic shaping
is a first step towards WAN
optimisation.
METHOD NO. 1: The security
guard at the gates keeps the
alleyways clear
The cloud is an additional way ofoptimising company networks. IT
security in particular benefits from
cloud services, because the
mechanisms for protecting against
attacks precede the company
network. The firewall, IDS/IPS
(Intrusion Detection and Intrusion
Prevention Systems), filtering and
spam detection function is like
guards standing in front of thecompanys data gates. All of the
data traffic from and into the
company is thus guided through
the cloud security. This has several
advantages: The cloud solution
relieves the company network, is
absolutely scalable, flexible and
optimises the WAN, because the
data traffic from the various
locations is not checked at the head
office, but by an external cloud
security specialist.
Method No. 2: Marching
separately, communicating as one
Not all types of data are of
equal importance, as the example
of telephony vs. email trafficshows. With their varying
priority levels, costs can be saved
when the important data are
transmitted via an expensive
MPLS line, and the less urgent via
an inexpensive transmission
route such as DSL, T1, cable, G3
or G4 for example.
Instead of connecting the
branch offices with a powerfulMPSL line, a less expensive
alternative often suffices too. This
can be complemented by
alternative, inexpensive links or by
combining several of these less
reliable links to form a VPN
(Virtual Private Network). This
variation can definitely achieve
availability rates in the 99.999
percent range. This corresponds toan approximate downtime of five
minutes per annum.
An IT administrator can also
fall back on corresponding stand-
alone solutions to combine
several links to form a VPN.
However, this generates more
work for installation,
management and maintenance,
which is why the combination withan NG Firewall also saves costs here
too. But the main argument in favor
of this connection is a different
issue: namely the synergy of the
analysis functions.
Method No. 3: The firewall, to
serve and protect
NG Firewalls ensure security by
analysing the incoming and
outgoing data traffic, filtering
out malicious links and blocking
NG Firewall enure ecurity byanalying the incoming and outgoingdata traffic, filtering out maliciou linkand blocking upiciou data package
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BARRACUDA| highlighT
suspicious data packages. Their
performance is directly related totheir analysis ability. The layer 7
application control in an NG
Firewall is capable of assigning
data packages to individual
applications, of determining
their authors and the content, as
well as either blocking them or
granting them passage
depending on the rules defined
by the administrator. Individualfunctions within an application
can even be controlled using the
SSL interception and content
breakdown as well as the Deep-
Application-Content detection.
For example, allowing general
access to a social network like
Facebook, but only allowing
employees from the marketing
department to post there. Thefirewall works like a toll keeper,
controlling the incoming and
outgoing data.
WAN optimisation can also be
achieved using traffic intelligence
when combined with traffic shaping
functions. The firewall analyses the
data traffic, identifies which
applications want to transmit
data across the WAN via which
protocol and from which user. It
then not only decides whether or
not this is allowed or should beblocked, but also determines how
much bandwidth should be made
available on which of the various
data lines. This decision is based
on rules that have been defined
by the IT administrator. If one of
the lines fails or has performance
problems, then a fail-over
mechanism ensures that the
remaining connections step intoplace to take over smoothly. In
order for this to work, the firewall
devices at the various connected
locations should test the lines status
at regular intervals.
Method No. 4: Saving data means
accelerating data
The classic techniques applied for
WAN optimisation can also be
integrated into the range offunctions offered by a firewall. These
include:
- Deduplication and compression
- Caching/Encryption
- The optimisation and bundling
of queries for specific protocols (e.g.
file sharing)
- Forward error correction
These methods reduce the data
volume, optimise the data traffic
and as such, improve the overall
WAN performance. These can also
be performed by separate solutions
or integrated into the firewall. The
benefit of integration is that the
analytical functions make the
firewall better suited to optimising
the WAN. In addition the consistent
management in one device andwith the same interface saves the IT
team both time and effort.
The evolution of the firewall to a
guarantor for connections
Today, an NG Firewall is far
more than a gatekeeper with just
a security role. It manages and
guarantees the communication
within the WAN: It analyses,
coordinates and optimises thevarious connections in favor of
performance and the IT budget. It
contributes to WAN optimisation
by outsourcing its classic security
element to the cloud. But the
tasks that an NG Firewall can
assume dont end here by any
means it can also take over
archiving functions.
The growing popularity ofsocial media platforms in the
Middle East has added to the
security and fraud risks facing
both consumers and businesses
alike. Recent figures show that
there are now more than 18
million Facebook users and
nearly seven million Twitter users in
the region, all of whom are potential
rich pickings for a growing numberof cyber criminals active in these
channels. At the same time, social
networks are becoming more
business-oriented and thus of
increasing legal relevance and their
contents can now be stored virtually
parallel to the analysis. Therefore,
the firewalls career from guard to
toll keeper could be complemented
by a further job description: that of
the archivist.
Baacdanets theMdde EastThe Middle East has become a
major focus for Barracuda
Networks, with more than1,000 customers in the region
currently using its solutions.
The companys growing
commitment to the region
includes actively hiring
additional sales and technical
staff to drive activities in the
region. This will allow the
business to enhance further
the high level of support thatits partners and customers
have come to expect.
Toni El Inati, Regional Sales
Manager, MEA, heads up the
Middle East sales team from the
new Dubai office in Dubai
Internet City. He works
alongside Rafaat Kastoun,
who has recently been
appointed Sales Engineer,
MEA.
Toni EL inATi, REGionALSALES MAnAGER, MEA,BArrACuDA nETworkS
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Eyeing new marketopportunitie
What d f
ppttes d y
see the Afca
maet f
vtazat ad cd sts?
Africa is already progressing
steadily towards virtualizationand the technology is a core
requirement in any datacentre/
server room where companies
are looking to drive maximum
efficiency from their existing
hardware. Virtualization also
allows them to deliver more
services off of their existing
platforms. It enables them to
address critical disaster recovery
and business continuity issues
and progress on their journey to
cloud.
The premise of cloud is based on
connectivity, and as that is often
a challenge, I believe it will be a
little while before the African
subcontinent is globalised in
respect of cloud computing. Inthe meantime it is a feasible
solution where bandwidth is
available and private cloud is
still a contender for customer
consideration.
what ee the eass f
chsg redgt as a
dstbt pate Afca?
The process we run in selecting
our distributors is fairly rigorous
and detailed. We review many
factors, and look at the
distributors ability to support
the channel in all aspects of
distribution, as well as manage
lines of credit on their behalf.
We also consider factors such ascomplimentary solution
components and business
development capability, as well
as presence in the major markets
we want to address. Out of all
the distributors that responded
we assessed Redington and came
to the conclusion that it was the
closest fit to our requirements
for the region. They put forward
a fantastic proposal and their
presentation was well supported
and concise.
H d y pa t mpve the
speed ad pdct edge f
ey esees the maet ad
VMae techges?
We have already begun the on
boarding process to help skill up
Redington to be able to
effectively support the channel
in the regions that the company
operates in. We are also
reviewing the training process
for West and Eastern Africa and
looking at programmes to
support partner and customer
training on our technologies.
inTerView | VMWARE
Redington Value peak to Chri Norton, senior Regional Director, southern Africa at VMware, aboutcloud computing and virtualization opportunitie in emerging market uch a Africa, a well a itnewly etablihed ditribution partnerhip with the leader in cloud and virtualization technologie.
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In addition we will host partner
updates in the coming months
to support the resellers and
ensure that they can support
their customers, as well as we
will be launching awareness
campaigns on some of the key
solutions as well as someinteresting ones, such as
technology where we have to
support zero touch windows 7
migrations for customers.
I think it is important to note
that VMware is committed to
being visible in the markets we
have chosen to drive into in
2013.
what pecetage f bsess s
de thgh the chae the
MEA eg?
100% of the business in the
region is channel based, with
particular emphasis on the
regions we are responsible for.
Ca y pease te s abt the
pas t bette sppt the chae
ad cease the evees?
There are many programmes
available in the VMware partner
programme that the channel can
get involved in, and there are
lots of ways that partners can
qualify for additional margin, inorder to make them more
profitable.
It is key to VMware Southern
Africa that partners who
differentiate themselves are
rewarded for their investments
and remain profitable. To this
end, training programmes will
be aligned with our tier-1
focussed countries, and our
VMWARE| inTerView
distributors will align with
VMware Authorised TrainingCentres to ensure global
standards are adhered to.
D y th the chae eeds a
e appach t captase the
cd ea?
Yes Cloud requires the reseller
channel to review their long-
term strategy from selling tin to
brokering services. Some
partners have already done this
and others are behind the curve.
H the eatshp th
redgt Vae ag th VMae
bjectves East & west Afca?
VMwares objective is to provide an
increased and stable set of skills in
the region in order to make our
software and services viable to
partners and customers alike. This
will increase the visibility and
awareness of the intricate and
critical solutions that VMware canprovide to customers.
We believe that Redington will
expand our partner reach and
also drive additional support
and financial options to the
partners in the Western and
Eastern African region as well as
Central Africa. We are excited
about the possibilities that this
partnership represents.
VMware has unveiled the VMware Horizon
Suite, a comprehensive platform for workforce
mobility that will connect end users to theirdata, applications and desktops on any device
without sacrificing IT security and control.
With updates to VMware Horizon View and
VMware Horizon Mirage, as well as a new
product, VMware Horizon Workspace, the
VMware Horizon Suite will enable IT
organizations in the Middle East to empower
users with a secure, easy-to-manage virtual
workspace that delivers a consistent,
compelling experience across devices.Customers in the Middle East are looking for
a comprehensive, enterprise-class solution to
empower workers in a world where the
proliferation of devices and consumer cloud
services have changed user expectations, while
putting IT security and governance at risk, said
Sam Tayan, Regional Director, VMware MENA.
VMware virtualization has helped thousands of
customers in the Middle East change what is
possible in the datacenter, and we believe it canhave the same transformative impact in end-
user computing. The VMware Horizon Suite will
help our customers accelerate their journeys
from the PC Era to the Multi-Device Era.
A report by Forrester Research Inc. finds the
use of personal devices outside of IT control
alarming with 67 percent of employees using
personally selected smartphones and 46 percent
using personally selected laptops none ofwhich were approved or issued by the company .
And, a recent survey by VMware found that 83
percent of IT administrators wanted to prevent
the use of consumer online storage and
collaboration applications . The VMware
Horizon Suite is designed to solve the security
and governance challenges these consumer-
ready applications and devices bring to
enterprises, enabling IT to meet the demands of
their users with a virtual workspace that issecure, compliant and easy to manage.
The VMware Horizon Suite will bring
together VMwares industry-leading desktop
virtualization solution and technologies VMware
has built from the ground up to support a
mobile, collaborative workforce, including
Project Octopus, Project AppBlast, Project
AppShift, VMware ThinApp, VMware Horizon
Application Manager and VMware Horizon
Mobile into a single, unified solution. Anintegrated platform to support the mobile
workforce, the VMware Horizon Suite is
designed to transform technology silos of data,
applications and desktops into centralized IT
services that can be easily provisioned, managed
and delivered to end-users.
VMae ves VMae Hz Ste the Mdde East
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.
A PLATFORM WHEREOBSTACLES DISAPPEAR AS
POSSIBILITIES EMERGE
Move beyond.In todays business environment theresno room
for compromise. With VMware, IT departments canuntangle complexity and enable a more agile
enterprise without sacrificing service levels for
solutions, were revolutionizing the way IT serves
the businessand providing a clear, pragmatic
path to cloud computing.
Go to The Source. vmware.com/movebeyond
2010 VMware, Inc. All rights reserved.
CIsCO | in depTh
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CIsCO| in depTh
Bringing buine olution to life
Whats it going to take to become the worlds #1 ITcompany? Difficult to say, specifically. But its safe toassume simply selling customers a hardware/
software networking solution and moving on wontget us there.
Me ad me,
cstmes at Cisco
to help them get the
most out of their
network investments through
solutions that address CEO care-
abouts and CIO and CTO priorities.And as software accelerates the
capabilities of networked
environments, the network is fast-
becoming the center of
intelligence that can be leveraged
to create business solutions. In a
nutshell, customers want trusted
business IT partners, not just ITvendors.
Thats where Ciscos Services
comes in. Services play a crucial
role in pulling together holistic,customized solutions that drive
business outcomes across
industries and customer
segments. Advanced Services plays
a key role here. Called a growing,
strategic asset by John Chambers,
our AS teams help customers
identify, plan and solve their
toughest business challenges.
There is huge potential valuein tying together our products,
software and services, as many
customers are looking for ways to
unleash all the business potential
the cloud, mobility, video, and
other trends are driving, says
Parvesh Sethi, SVP, Advanced
Services. Our job is to bring to
life solutions that help customers
get the full value of their Ciscoand infrastructure investments.
Sethi believes that today, more
than ever, maintaining close
relationships with customers and
knowing what keeps their leaders
up at night is critical to our
success. And our AS team is
uniquely positioned to help
Services do that.
key ivestmets f Bette
Bsess otcmes
Comprised of more than 5,500
professionals, with deep ties to
Cisco partners, AS is well
positioned globally to flex its
broad architectural and delivery
expertise, wherever our
customers need us.
Among the groups highestpriorities are overall customer
satisfaction, with a strong focus
on security, mobility, video, and
cloud, and managed services.Traditionally, our bread and
butter has been in planning,
designing and building, and
offering managed services
around Cisco architecturesfrom
service provider mobility to
collaboration and data center,
says AS Vice President Hans
Hwang. However, over the past
few years, we have greatlyexpanded the way in which we
help customers solve their
business challenges.
Hwang points to strategic
investments in:
Business engagement
Solutions
New, cloud-based models for
consuming IT
We are looking at vehiclessuch as automating things that
used to be done manually as a
means of delivering services, he
says. Customers are increasingly
looking to Cisco AS to help them
transform their infrastructures
across the entire life cycle.
Mmetm Mvg Fad
Sethi sums up his organizationscompetitive advantage in two
words: Expertise and relevance.
We have the largest and
deepest breadth of knowledge
around key architectures, he
says. Our expertise and skills
with the products we support,
when combined with our
Consulting Services and
Technical Services capabilities,give us the ability to take a
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holistic view of our customers
network environments andbusiness needsone that is
simply superior to any similar
organization out there.
Proof that customers recognize
this value: AS has been one of
the fastest growing businesses
within Services. In fact, AS total
revenue nearly doubled in the
past five years, with Services
revenue representing about 11percent of total company
revenue then compared with
about 22 percent today.
Services will be a key growth
area for Cisco, Sethi says. And
our customers are starting to
realize that AS is one of the tools
they can use to address complex,
top-of-mind IT and business
concerns of CIOs and CEOs.The new, flexible Services
portfolio, constructed around
customer outcomes, is one
testament to Services efforts to
extend Cisco ties with customers
as trusted business advisors.
Bgg Capabtes t lfe
To better understand how AS is
helping customers use thenetwork to solve many of their
business challenges, here are a
few recent examples from high-
profile customers:
America MovilThe worlds
second largest telecom turned to
AS when it needed a long-term
technology partner to reach its
goals of achieving 70 percent
Internet penetration in LatinAmerica, introducing enhanced
video capabilities in the Mexican
market, and consolidating its datacenters to enable more Cloud
services. The result was a Cloud
Command Center in Mexico (run
by Cisco Services employees) and
the installation of identical Cisco
infrastructure in each of the four
hubs where it operates (Argentina,
Brazil, Colombia and Mexico). AS
was chosen because it offered
integrated solutions to meetAmerica Movils challenges,
enabling it to roll out more
complete IaaS services while
adopting a number of Cisco
solutions, including Hosted
Collaboration Solution and WebEx.
ToyotaAS conducted a two-
day workshop to assess the
security ramifications of
creating a BYOD (bring your owndevices) strategy for the
automotive giant. The goal was
to allow employees to utilize the
wireless devices of their choice
safely and securely on the
companys network. AS team
members drew from their
expertise in device and network
management, coming up with a
secure, holistic approach thatwas cost effective. In the process,
AS created significant future
services opportunity for a
Unified Workspace Assessment
and pilot, showing we could take
the plan to the next level.
MicrosoftAS entered into a
service agreement three years
ago with the software giant to
design, build, and manage theMicrosoft Retail stores. Recently,
a new concept emerged to build
kiosks in malls around the
United States and Canada to
expand Microsofts footprint,
and again they turned to Cisco.Over the years, AS has continued
to grow the business, with
awards from Microsoft for the
quality of service. But last
October, as Microsoft was about
to launch Windows 8 and its
Surface tablet, that service
agreement proved invaluable.
After receiving an urgent call
less than 48 hours before launchthat numerous issues (all
unrelated to Cisco equipment or
designs) were detected at 35 new
mall kiosk stores in the United
States and Canada, AS quickly
identified engineers throughoutboth countries and dispatched
them to the respective malls to
help the remote engineering
teams test and turn up various
broadband options. AS
demonstrated the true value of a
services-led relationship by
implementing a unique solution
that enabled Microsoft to
successfully leverage its productsand brand in the marketplace.
in depTh | CIsCO
We have the larget and deepet breadthof knowledge around key architecture.
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Start Preparing Your Network Today
Networking trends are aecting IT efciency. Over seven billion enterprise mobile
devices are expected by 2015, and video and other rich-media tools are expected to
consume more than 90 percent o bandwidth by 2014. IT is being asked to improveefciency and save money, while still ully supporting these new trends.
Cisco Borderless Networks built with Cisco Catalyst switches can help you reduce
implementation and deployment costs, network downtime, and operational expenses.Enable IT to increase operational efciency and lower total cost o ownership, solving
the challenges your sta ace in supporting todays networking trends.
Contact us to discuss potential areas or network improvement, review Ciscos latest
oers, and look at our joint proessional and technical services that help you takeadvantage o new investments more quickly and easily.
For more inormation please write to
sales.value@redingtongulf.com
Get Your Network Readyor Operational Efciency
redingTon Value channel eVenTs
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Redington Value is a value-added distributor for the following brands in parts of Middle East and Africa:
Redington Value is an end-to-end value-added distributor in Middle East and Africa. It assists value-added resellers with most optimal
IT solutions across technology domains such as Unified Communications, Virtualization and Cloud Computing, Converged Infrastructure,
End-to-end security, Mobility Solutions, Power Solutions, Cabling Solutions, Storage, Back-up and Recovery. They are also supported with
in-house pre-sales expertise and regular sales/technical training and programs.
For more information, contact sales.value@redingtongulf.com
Breathe easy. Partner with Redington Value.
Some recent recognitions:
Dell SonicWallDistributor of the Year 2012
Trend MicroDistributor of the Year 2012
Red HatValue Added Distributor of the Year 2012
AvayaDistributor of the Year 2012
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For more information or to place an order on Barracuda Networks,
please write to sales.value@redingtongulf.com
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