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Contents

R. NarayanManaging Editor

Disclaimer: While the publishers have made every attempt possible to get accurate information on published content in this handbook they cannot be held liable for any errors herein.

Published by: JNS Media International MFZEP.O. Box: 121075, Montana Building 404, Zabeel Road, Near GPO, Karama, Dubai-UAETel: 04-3705022 Fax: 04-3706639

Editorial

Founder & CEO: Vivek Sharma Managing Editor: R. NarayanEditor: David NdichuArt Director: Faiz Ahmed Sr. Sales Manager: R. Subramanyan Sales Coordinator: Smitha Jithesh

The industry is unequivocally sprinting towards a new

era where almost every technology is being redefined.

Unsurprisingly, the industry of today looks radically different

from what it was a decade ago, when clients PCs and laptops

ruled the roost. It boils down to terminologies like the 3rd

platform of IT that aims to capture the essence of the major

changes that are becoming more pervasive in the industry

(Cloud Computing, Big Data analytics, Mobility, Social Media).

New ICT investments according to IDC are happing more

in and around the domains that comprise the 3rd platform

of IT. On the other hand, it is largely status quo in the legacy

IT infrastructure which will see a crawl in terms of growth.

In rising number of instances, the new IT is supplanting the

legacy IT. That will be an indisputable trend ahead as the new

becomes the conventional in a matter of time.

Reskilling of employees is a key point of interest as they

need to be relevant to the companies they work with during

this transformative era. Roles of The IT workforce inside

organizations are changing and will see more disruption on the

road ahead. Some of the current roles will see a diminishing

importance while new ones like a Big Data analyst for obvious

reasons may gain significance.

While sales and technical staff may have associated

expertise from their long years of industry work, the skills

required with the new Technologies require a new orientation

and perhaps a lot of relearning.Inside companies, sales and

technical people may look to shift towards Technologies that

have a brighter outlook ahead. Sales people who may be

getting additional responsibilities for some of these newly

emerged solutions will need to reengage with customers, in

trying to understand how these can positively impact their

Business growth and what part of their legacy IT will get

replaced.

Radical transformation

Cover Feature - 18

Staying on course with BYODOrganizations have to choose wisely from a plethora of MDM solutions available to embrace the BYOD era

News in DetailHuawei offers extends in class or e-training program - 12

Feature - 22

Guarded OptimismWith major vendors working hard to snuff out cyber threats, we can rest a little easier

Point2Point

Stepping it up - 14Dharmendra Parmar, GM Marketing at FVC speaks about the range of solutions from Barco that FVC focuses on

Expanded horizons - 16Ranjit Narayan, Head-Enterprise Business, Comguard spells out highlights of the company’s plan to strengthen its profile in the enterprise distribution space

A Security Expert - 25 Sanjeev Walia, Director and CEO of winner Spire Solutions discusses how a clear focus is helping the company stay ahead of the competition

Staying relevant - 26The value add division of FDC is cementing its place as a VAD that has an impressive array of products from strong brands to meet changing needs of its partners

Insight

Today’s Network: Why it matters more than ever - 28Omar Alsaied, GM and Middle East carriers sales director at Ciena discusses how the networks of the future will need to be programmable and dynamic

Intelligent Management of a Data Centre - 30Venkatapathi Boyalla, Technical Manager with Tripp Lite discusses how Data centres are at the heart of the Middle East’s $3.5-billion IT infrastructure spending

Regulars

News BytesEyetechStats & Trends

4  |  August 2014 

News Bytes

Apple and IBM have announced an exclusive partnership that teams the market-leading strengths of each company to transform enterprise mobility through a new class of business apps—bringing IBM’s big data and analytics capabilities to iPhone and iPad.

The landmark partnership aims to redefine the way work will get done, address key industry mobility challenges and spark true mobile-led business change—grounded in four core capabilities:

These include more than 100 industry-specific solutions including native apps, developed exclusively from the ground up, for iPhone and iPad and unique IBM cloud services optimized for iOS, including device management, security, analytics and mobile integration. Further, there would be the new AppleCare service and support offering tailored to the needs of the enterprise as well as new packaged offerings from IBM for device activation, supply and management.

As part of the exclusive IBM MobileFirst for iOS agreement, IBM will also sell iPhones and iPads with the industry-specific solutions.

“iPhone and iPad are the best mobile devices in the world and have transformed the way people work with over 98 percent of the Fortune 500 and over 92 percent of the Global 500 using iOS devices in their business today,” said Tim Cook, Apple’s CEO. “For the first time ever we’re putting IBM’s renowned big data analytics at iOS users’ fingertips, which opens up a large market opportunity for Apple. This is a radical step for enterprise and something that only Apple and IBM can deliver.”

Apple and IBM Forge Partnership Sophos has appointed ComGuard as its new Value Added

Distributor for the Middle East. According to the terms of

the agreement, ComGuard will promote and distribute

Sophos’ complete range of security solutions including its

network, endpoint and server security solutions through

its strong reseller network across the region.

Thomas Thoelke, Sales Director Sophos NEEMEA said,

“Over the last few years, Sophos has established itself

as a vendor of choice for endpoint security solutions in

the Middle East. In order to strengthen our position, we

were looking for a distribution partner with strong market

knowledge, resources and expertise to grow our business and market share further.

ComGuard, being a reputed and trusted security specialist Value Added Distributor in

the Middle East, was the perfect partner for Sophos. Their in-depth understanding of the

market dynamics, skilled technical team and timely channel enablement programs will

play a big role in our success in the Middle East.”

With its sign-up with Sophos, ComGuard will be able to offer its customers a wider

range of products and tailored solutions in line with its suite of complementary offerings.

In addition, Sophos will benefit from ComGuard’s local presence and market expertise,

allowing the security vendor to increase its market reach and growth opportunities in the

region.

Spectrami has moved to a bigger and better office in Dubai, UAE. The new office, which is located at Mazaya Business Avenue in Jumeirah Lake Towers, measures 4,500 sq. ft. and can seat a workforce of 45 employees.

Currently a team of approximately 20 employees

will be stationed at the new facility, and the company

expects to grow its headcount to about 45 soon. The

new office will cover UAE, KSA and South Africa, with

dedicated resources allotted to each of these markets.

Speaking about the achievement, Anand Choudha,

Managing Director, Spectrami, said, "We are very excited

about shifting our headquarters into a bigger and better office. This is in line with our

commitment to our entire channel community in this region. Among other facilities, the

new office houses an improved Customer Experience Center (CEC), which will showcase

all the products and solutions we offer through our partnerships with leading technology

vendors."

The office is also equipped with a world class training lab, which can offer all kinds of

training and certification programs to its customers and channel partners.

Sophos signs ComGuard as VAD

Spectrami expands into a new office to manage growing business

6  |  August 2014 

News Bytes

F5 Networks has announced new Sales and Technical Sales Accreditation programs. This introduction is the latest in an ongoing series of projects to provide F5 partners with the tools and skills needed to offer differentiated application delivery solutions and services to customers.

“With the launch of F5’s Synthesis architectural vision—and as F5’s relevance across security, cloud, and mobility topics rapidly grows—partner enablement becomes even more crucial,” said Nasser El Abdouli, Middle East Channel Manager, F5.

Dedicated F5 Sales Accreditation and F5 Technical Sales Accreditation materials are now available online to partners at F5 University and accessible via the company’s Partner Resource Center (PRC).

The new programs will enable channel partners to deliver the full benefits of the F5 platform to joint customers, with F5 technologies providing strategic points of control throughout the application delivery infrastructure.

F5 boots channel investment

Fortinet announced the appointment of Maya Zakhour as its Middle East Channel Director. Zakhour will assume responsibility of the regional channel organisation and will be tasked with implementing and executing channel strategy across the Middle East region. Based out of Dubai, she will report to Alain Penel, Fortinet’s regional vice president for the Middle East.

Zakhour’s appointment support Fortinet’splans for significant business growth across the GCC and Levant regions including Qatar, Kuwait, Bahrain, Oman, Lebanon and Jordan. This is driven through the strengthening of its channel network with abetter engagement towards the existing partners, adding new partners and growth of its

internal channel management team. Recently, the company has appointed a dedicated channel manager for Saudi Arabia in addition to some other channel managers in the Middle East region.

"We see potential for business growth across the region, so we want to get even closer to our channels and ensure that they fully understand the positioning of our solutions. Furthermore, we want to involve our partner community in the decision-making process, right from day zero. This will be one of my key focus areas this year," explained Zakhour.

ComGuard, a Kaspersky Lab Distributor in the Gulf region, is actively focusing on providing leading products and services to help prevent and mitigate the rise of cyber threats. Comguard has teamed up with Kaspersky Lab to fight online fraud using Kaspersky Fraud Prevention platform and the Threat Intelligence Services within it.

Kaspersky Fraud Prevention delivers rigorous, multi-layered security for online and mobile banking. Its unique combination of security technologies and threat intelligence services provides a sophisticated approach to detecting and preventing online fraud. That includes protection of the financial organization's own infrastructure perimeter, the endpoints of clients of the organization, all threats in the mobile banking channel. Kaspersky Fraud Prevention also offers analysis and reporting about transactions and threats, and special Threat Intelligence Services to help constantly improve security for financial organizations.

“In recent years, we saw a strong increase in cyber-fraud activities targeting the Gulf region and this resulted in financial and reputational damage for well-known financial organizations. Financial organizations need a proactive approach to detect and prevent online fraud. The Kaspersky Fraud Prevention platform addresses such threats. In addition, its Threat Intelligence Services help organizations to build an early warning system that can report on attacks in progress or in planning that might target the organization’s online systems and services”, said Ashraf Abdelazim, Director of Kaspersky Fraud Prevention Sales and Business Development for Middle East and Africa.

“ComGuard’s excellent technical skill set and the strong channel network will extend the support that we provide to the financial sector to fight online-fraud”, he added.

Fortinet appoints Maya Zakhour as Channel Director

ComGuard fights Online Fraud with Kaspersky Fraud Prevention

Wave Tech Computers LLCP.O. Box: 3421, Sharjah, Toll Free 800WAVE-8009283aten@wavetechgroup.com, www.wavetechgroup.com

8  |  August 2014 

News Bytes

In recognition of the deep commitment and tangible results in the distribution channel, Microsoft awarded Ingram Micro Inc. (NYSE: IM) with the Original Equipment Manufacturer Distributor of the Year Award and the Distribution Revenue Growth Award for fiscal year 2014 at the Microsoft Worldwide Partner Conference in Washington, D.C. The awards are for the North America region and the Middle East and Africa region respectively.

The Distribution Growth Award was presented to Aptec, an Ingram Micro company for highest revenue growth in the Middle East and Africa region. Peter Davidson, Microsoft’s senior director of Worldwide Distribution presented the award to Ali Baghdadi, senior vice president and president, Middle East, Turkey and Africa, Ingram Micro Technology Solutions.

“It’s a great honor to be recognized by Microsoft for the work and dedication of the Aptec team,” said Baghdadi. “Aptec’s outstanding performance in driving growth in their core business to include cloud as well as their focus on delivering growth and value for our SMBs, shows dedication and collaboration. I’m proud to represent such a great team and receive this award on their behalf.”

The World Partner Conference is an annual event where Microsoft shares their “core and focus” and helps partners identify capabilities that deliver unique, differentiated and un-paralleled value to customers.

Ingram gets Microsoft awards Tagetik Middle East, the exclusive distributor of Tagetik, a global provider of enterprise

software solutions for performance management, disclosure management, financial governance and business intelligence, has appointed Finesse (www.finessedirect.com) as its Preferred Reseller in the Middle East region.

"Tagetik is the world’s fastest growing Corporate Performance Management System, which is also positioned in the visionaries quadrant of ‘Gartner Magic Quadrant for CPM Suites 2014’. Finesse is excited to introduce Tagetik into the region. Tagetik can bring in immediate value & deeper insights for the CFO’s and CXO’s of our clients, said Sunil Paul, Co-Founder & Chief Operating Officer of Finesse.

“We are pleased to have Finesse as a Preferred Reseller,” adds Marc Gillis, Managing Director at Tagetik Middle East. “Tagetik Middle East has been looking for a trusted and focused reseller who has sufficient skills and resources to manage the frontline sales process and found Finesse a perfect fit for this role."

Alpha Data has attained 30 per cent year-on-year growth for the first half of 2014 driven by major accomplishments such as the completion of a data center development contract for ‘Ankabut,’ the UAE’s Advanced National Research and Education Network (NREN). The highly productive period also saw the company being named ‘Outstanding Citrix Solution Advisor - 2013’ for the Middle East, winning a number of large projects collectively worth more than AED 200 million, and launching a new company called Alpha Data Recruitment.

The recent launching of Alpha Data Recruitment will further expand the company’s role to include the connecting of enterprises and job candidates across the MENA market. The new recruiting firm is guided by the principles of Totality of Solutions, Best Fit, and Hands-on Real Life Approach. Alpha Data Recruitment’s services include Recruitment and Outsourcing.

“We started off 2014 strong with the winning of a number of landmark deals and capped off the first half with strong growth from in H1. All the right people, resources and plans are in place for us to achieve a record year and further cement our industry leadership,” said Zakaria Ibbini, Director at Alpha Data.

Finesse is preferred reseller for Tagetik

Alpha Data posts 30 per cent YoY growth

Few of the key benefits we provide:

Authorized Distributor MENA

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10  |  August 2014 

News Bytes

Sage Middle East, a leading provider of business management software to small and medium sized companies, has announced that it will launch the new Sage ERP X3 version 7 during its participation at the GITEX Technology Week on October 12-16, 2014, at the Dubai World Trade Centre. The latest release of the global business management solution for midsized companies, Sage ERP X3 version 7 delivers flexibility and an entirely redesigned web and mobile experience, providing easy access to all the required information and empowering businesses to address key challenges of winning new customers, reducing operating costs and growing revenue.

“Sage ERP X3 version 7 unlocks new possibilities for businesses to focus on accelerating growth by automating complex business processes and providing more efficient solutions to access, share and use business-critical information even on mobile devices. The GCC and the rest of the Middle East are important growth destinations for Sage and GITEX Technology Week is an key platform to reinforce strategic partnerships and business relations in the region," said Keith Fenner, Senior Vice President Sales – Sage ERP Africa and Head of Sage Middle East

Sage ERP version 7 to unveil at Gitex

Meta Byte Technologies, the execution-oriented management and technology consulting firm has announced the launch of Fusion-io'sioControl hybrid storage solutions, designed to help organizations provision, prioritize and control storage performance. The company is offering ioControl with server-side flash cards in order to optimize storage performance from both ends of the network.

Fusion-io'sioControl hybrid storage platform is based on optimized architecture that combine Fusion-io'shig performance PCI Express (PCIe) flash cards and SAS HDD’s to deliver the performance of flash with the storage capacity of high speed HDD’s. Speaking about the new products, SalilDighe, the CEO of Meta Byte Technologies,

said, "The new Fusion-ioioControl devices which we have launched in the Middle East region are the only hybrid storage that use PCIe flash cards. This literally translates to high performance and lower costs, thus providing enterprises the best use of flash technologies without impacting scale and performance. The ioControl will also allow customers to provide Quality of Service and SLA’s for applications which are defined as Mission critical, Business Critical and Non critical "

According to Dighe, the new ioControl hybrid storage solutions offer shared storage performance for data-intensive application clusters such as VMware and Microsoft SQL Server, in an integrated, turnkey solution.

Oxygen, a leading Secure Mobility Value-Added-Distributor (VAD), has appointed Rohan Daniel Nair as the new Strategic Marketing Director for MEA region. In his new role, Rohan will be responsible for further strengthening Oxygen’s brand in the region and will manage public relation & marketing strategies including channel development and partner enablement across the Middle East.

Rohan has over eight years of experience as a marketing professional. He served as the PR & Communications Manager for StarLink, PR & Marketing Officer for ComGuard. Prior to his tenure at ComGuard, Rohan was working with EDF Energy and London South Bank University, United Kingdom in marketing roles. His educational background includes an M.S. in Forensics, from London South Bank University.

Rohan Daniel Nair, Director –Strategic Marketing said, "I am very excited to be working with the Oxygen team and am eagerly looking forward to connecting with business partners and enterprise customers in the region. Oxygen is recognized as a Secure Mobility expert in the region, who consistently aims towards creating value added opportunities for its channel, especially as mobility is rapidly sweeping across the governments and enterprises in the Middle East.”

Meta Byte launches Fusion-io's hybrid storage solutions

Oxygen appoints New Strategic Marketing Director for MEA

12  |  August 2014 

Huawei offers extended e-training program

In partnership with Stage 2 Learning Solutions, one

of the Middle East’s largest independent education centers, Huawei, a global leader in ICT solutions, announced the extension of its Authorized Learning Partner (HALP) program, which offers in-depth training on its entire range of its products and solutions for channel partners and students.

The company’s decision to offer an extended education program followed many years of success from its initial training for students that wanted to develop their knowledge and understanding of Huawei’s ICT networking

technology. As a result of the

extension, Huawei’s HALP program will extend to certifying partners across the breadth of its technologies including unified communications and video, cloud, data centers, virtualized storage and networking technology.

Eric Dai, Training and Services Director, Huawei, Enterprise Business, Middle East said: “The extension of our training program gives our partners and students a solid understanding of our full range of solutions and also help them to understand how the technology can help

deliver business results to their organizations.

“Getting certified will allow for students to be formerly recognized in its proficiency and understanding of our full technology portfolio, giving them professional qualifications that can help to support their career. We have developed an e-training program so that students can learn via an extensive variety of e-books, research reports and papers so that students can freely access and learn outside of the classroom.”

This education initiative is part of Huawei’s commitment to enable its partners to provide greater levels of

consultancy to its end-users when deploying technology implementations. It also supports the company’s vision to provide greater knowledge sharing opportunities to young professionals in the Middle East looking to develop their ICT skills and expertise. Computer Science and ICT Higher Education students from the region can be certified as part of their extra-curricular qualifications.

“It is encouraging that a large organization like Huawei is extending its training programs Middle East, offering more budding ICT professionals the opportunity to improve their technology skills making more valuable and employable individuals,” said Alwaleed Aldryaan, Al Khaleej Groups and Stage 2 Learning Solutions.

“At stage 2 we believe that education is the key to economic development and prosperity in the region and we are proud to be part of such a successful growing training program. Networking, IP and data communication is going to play a key role in the future development of the region and our alliance with Huawei is directly helping the ICT leaders of tomorrow.”

Stage 2 Learning Solutions will develop the training into seven main areas of study, ranging from product knowledge to network design and how to oversee ICT project implementations. There are three levels of certification, depending on partner and student’s levels of expertise: HCNA (Associate level), HCNP (Professional level) and HCIE (Expert level).

News In Detail

14  |  August 2014 

Discuss solutions from Barco that FVC offers?Barco is a company that is well regarded for manufacturing display solutions for large installations like video walls, cinemas etc. Barco moved into the corporate solutions space with ClickShare which helps people to share what they have on their computer or a tablet quite easily using a wireless setup. FVC associated with Barco for the ClickShare wireless presentation and collaboration systems last year and when earlier this year they extended their corporate AV range with corporate projectors, we decided to include them in our distribution portfolio as well to enhance end to end offerings to our partners. These are projectors for corporate meetings rooms, conference rooms, training rooms, universities, classrooms etc.

Barco has reimagined visual collaboration to provide Business customers with an easy means to enhancing communication in meetings. Its extensive range of single-chip and three-chip DLP business projectors can be combined with ClickShare that projects content on-screen from any computing form factor, laptop, tablet or smartphone,with a single click.

Elaborate on the ClickShare solutions from Barco?ClickShare allows people to share content from a device whether a tablet, smartphone or laptop to a display. The two solutions are ClickShare classic and ClickShare Mini. They use wifi protocols. There is a receiver that transmits the

presentation to the display in the case of laptops. For the Tablets, there is an app that does the same.

ClickShare classic is a solution that can be used by four users. The full-version allows the same screen to be shared by multiple presenters. It has more processing power and can support even two displays. ClickShare Mini is a version for smaller meeting rooms with two buttons and limited functionalities. This allows you to share one screen.

Discuss the projector range from Barco?The range of projectors from Barco is extensive and include single-chip and three-chip DLP business projectors – with brightness levels from 5,000 up to 10,000 lumens, and a broad range of resolutions from XGA to WQXGA. In Projectors, essentially, there are three series- Present, Collaborate and Impress. The Present series features single-chip DLP projectors spanning brightness levels of 5,000 to 10,000 lumens.The Collaborate series is meant for meeting rooms and the Collaborate range as well features a large pixel space for enhanced collaboration. Multiple participants will be able to present their content simultaneously without sacrificing image quality.The Impress series is suited for larger environments. Impress range is powered by three-chip DLP technology.They are all DLP projectors. Barco projectors are unique in design and when installed in the ceiling, the wires aren’t visible at all. They look smart and blend well into

FVC is Barco’s authorised value added distributor (VAD) in the Middle East & North Africa (MENA), and has expanded its distribution agreement to include its range of state-of-the art business projectors for presentations, meetings and training in the workplace. Dharmendra Parmar, GM Marketing at FVC speaks about the range of solutions from Barco that FVC focuses on and how they add value to what they offer in the UC space

Steppingit up

Dharmendra ParmarGM, Marketing

FVC

Point2Point | FVC

  August 2014  |  15

the typical white gypsum ceiling. The controls are easy to use and Integrates with clickshare seamlessly. So the whole setup is quite user friendly. For a ceiling projector with a power cable- the whole implementation is easy with lesser cables required.

Barco’s panorama projector is a unique product and is perfect for wide screen projection in business, educational or governmental applications that require multi-windowing features. The projector is the ideal alternative for blended projection, enabling meeting participants to easily share multiple windows in one single, crisp image and allows them to collaborate locally or remotely on large data sets.

Discuss the launch event you did for the Barco projectors?We had the launch event for partners and had invited our AV and UC partners. The event focused on the unique solutions from Barco. These solutions can be used in any conferencing room. They also get integrated very well with existing video conferencing setups.They offer reduced cabling, are easy to use, offer competitive pricing and are smart looking.

These are solutions complementing the rest of our UC portfolio that we offer partners. In turn, they also complement what our partners do in helping stand apart by adding further value propositions to their customers.

We also launched the

partner program. We are recruiting more partners for our Barco range, especially the projectors which we have recently launched in this market.

What are the partner types you could be looking at?The potential partners that we would be keen to recruit could be from different vertical backgrounds. They could be from the AV or UC space or presently working with installation of set-ups for meeting rooms, class rooms, conference rooms etc.This channel recruitment would be for the Middle East, East,

West and North Africa markets where FVC operates.

What are the UC solutions your offer?We offer UC solutions from Polycom which includes endpoints and end to end offerings. Polycom solutions integrated with Microsoft Lync is an important part. We have specialized cameras and cameras control systems for UC environments from Vaddio. We have wireless microphones from Revolabs for training environments, large conference rooms. We have vbrick for specialized video streaming solutions that enable

"UC is now being seen as a standard Business tool.They are being used in personal lives. Today’s

generation is growing up with access to tools likeSkype and expect such ease of communication

when they step into their work lives."

wider distribution of UC though the VC Gateway feature of its Distributed Media Engine (DME) in a videoconference.The Barco range rounds it up.

Do you see a growing market for UC and collaboration solutions?The UC market is growing. UC is now being seen as a standard Business tool. They are being used in personal lives. Today’s generation is growing up with access to tools like Skype and expect such ease of communication when they step into their work lives. They prefer enhanced corporate visual communication tools that meet requirements like high reliability, high performance, enhanced security and are scalable and be easily integrated.

16  |  August 2014 

ComGuard has been among the region’s

leading IT security value added distributors

for the past several years. It has gradually

embarked on achieving a diversified enterprise

portfolio. Ranjit Narayan, Head-Enterprise

Business, Comguard spells out highlights of the

company’s plan to strengthen its profile in the

enterprise distribution space

Please elaborate on your Enterprise

Business roadmap?

We have been known in the market for

our security portfolio of solutions for a

long time now and it has been our forte.

We are now in the process of diversifying

while holding our position of strength in

the security domain. We had entered into

enterprise networking about four years

ago and have a sizeable portfolio. We are

getting into enterprise storage and we

will be looking to add Cloud, Big Data and

Virtualisation solutions on the road ahead.

Storage and Virtualisation will be

immediate areas we will focus on and

Big Data and cloud will be focus areas

thereafter. We are keen to have a

complete end to end enterprise computing

portfolio of solutions and are looking to

achieve this at the earliest.

At GITEX what will be the likely focus for

ComGuard?

Enterprise security has been moving towards

the endpoint focus over the past couple of

years more emphatically. We are in that

space already with solutions. Within that, we

are getting into the endpoint analytics, which

is an area of growing concern for enterprises

who want to analyse user behavior. So

solutions around this would be among the

focus areas for us at GITEX this year. By GITEX,

we may also have some announcements

on storage solutions possibly but I am not

too certain about any announcments on the

Virtualisation front by then.

What is among the latest focuses in the

networking domain?

On the networking front, we have now

partnered with Ixia for enterprise network

visibility solutions. The product portfolio

includes network access solutions, network

packet brokers, application and session

visibility solutions, and an integrated

management platform. The network

testing is a very strong part as well.

We have scaled up the Business in that

segment. While they are a global leader

in testing and is a direct Business for the

manufacturer, we are associated with

them to distribute the network visibility

devices- the Ixia Net Optics family of

taps provides 100 percent visibility and

permanent passive access points into

Expanded horizons Ranjit Narayan

Head-Enterprise BusinessComguard

Point2Point | Comguard

  August 2014  |  17

the customer’s

network. It is a

straight fit into a lot

of the enterprise

networking projects

and we are seeing

many opportunities

in the Data Center

projects which are

the key in enterprise networking.

How have you tackled the challenge

of taking to market so many disparate

point security solutions?

It was an ideal step for us to launch

the partner program at our partner

conference in April. We had over 300

partners attending and we could work

out a collective approach to these niche

Technologies. For instance, we offer

HP ArcSight ESM software solution, an

enterprise security management system for

event correlation, compliance monitoring

and compliance.So the message we have

for our partners who are looking to offer

SIEM solutions is to offer SIEM (Security

Information Event management) plus

FIM (File Integrity Monitoring) plus PIM

(privileged identity management). In the

true sense of the term VAD, we enable

the partners to give the right messaging to

our customers as we know from our direct

interactions with end users that many

among them are looking for such solutions

together. When they think of security

incidents, they think of file integrity

monitoring. When you have SIEM, you

add FIM on top of it so that it gives more

information to enable the SIEM to generate

a better report for you. And then add PIM

on top. Partners are happy with this kind of

useful messaging because this helps them

to triple a sales opportunity. We have seen

several success on this front in recent cases

and especially in Qatar. Many of the RFPs

that are coming now are for such solutions

together. The opportunity is then protected

for both us as a distributor as well as for

the partners. To therefore answer your

question, it is challenging to take so many

solutions to market but if done the right

way, it is as easy as it comes.

What is the enterprise team size now?

We have a strength of 22 people as of

now and this includes both pre-sales and

sales. Our pre-sales team is a little more

dominant than the sales. We have 13 pre-

sales and 9 in the sales.

Sales people have Technology

backgrounds and therefore they understand

the products. The pre-sales resources come

from hardcore Technology backgrounds

but having been with us for some time,

they have understood the Business side of

it as well. That is quite important because

ultimately the Business is paramount.

The pre-sales team runs partner

sessions on almost a daily basis, for some

product or the other and some region or

the other. So there is a great emphasis on

pre-sales support for our channel partners.

Will you expand your team of experts

when you extend into other domains?

We will bring in specialists when we add

storage or virtualization portfolios. They

are like separate lines of Business and

will need a serious focus which will come

with having dedicated resources. The

success of the Business depends on that.

For instance, for any new product we add,

the first step we undertake is to get in two

pre-sales before even bringing in sales.

That is because the product may already

have an existing

channel and the

first step as a VAD

would be to offer

the channel support

which would come

from the pre-sales.

That is the kind

of philosophy we

believed in at ComGuard.

How has the Business grown in terms of

revenues?

We have doubled our revenues year on

year, largely from security perspective. HP

ESP for instance has been a strong Brand

for us and has seen sales double in the first

quarter of this year.

Discuss the growth seen with HP ESP

(Enterprise Security Products) suite of

solutions?

The HP ESSP portolio includes HP

Arcsight, Tipping Point, Fortify and Atalla

(cryptography solutions). HP Arcsight

for SIME and Tipping Point for IPS have

been lead solutions for us in security.

However, we also seeing now that Fortify

for instance is picking up because of the

growing interest in Application security

which was never a focus area earlier.

Application vulnerability is a serious concern

for enterprises as the stakes are high when

it comes to applications like an ERP for

instance that may be the backbone of the

organisation’s operations. In addition to HP

ESP, we are also distributor of HP software.

What is the approach to security

solutions among enterprise customers?

Security is not a one size fits all proposition

and Enterprises are more knowledgeable

about this. They are now looking at their

requirements carefully and know what

exactly they want. They know they have

to secure everything from the perimeter to

the endpoint, the datacenter and so on.

"When you have SIEM, you add FIM on top ofit so that it gives more information to enablethe SIEM to generate a better report for you.

And then add PIM on top. Partners are happy withthis kind of useful messaging because this helps

them to triple a sales opportunity."

18  |  August 2014 

Cover Feature | BYOD

Stayingon course

withBYODOrganizations have to choose

wisely from a plethora of MDM solutions available but

choose they must to embrace the BYOD era

  August 2014  |  19

BYOD continues to gain traction in enterprises globally as well as in

the region. In response, there is greater deployment of BYOD policies to manage the spurt of personal devices entering the precincts of the corporate networks on site or remotely accessing the data. This is driving the growth demand for MDM (Mobile Device Management) enterprise software.

Anand A. Kekre, Co-founder and CEO of Vaultize, a company that offers integrated Enterprise Mobility Management (EMM) capabilities like data containerization, encryption and remote wiping help enterprises embrace BYOD culture believes that the threat scenario centers around three key risks which are security, dataloss and compliance.

He explains, “The security concerns created by BYOD arise because of employees' ability to access and store sensitive, confidential, orlegally protected data on personally owned devices, which are outside of corporate control. Additionally, employees' ability to connect multiple devices, with which IT may be unfamiliar,to corporate networks increases the risks further.When employees are provided with the ability to access and share corporate data on their personal device, data loss becomes a major challenge.People can inadvertently or intentionally leak to any outside party or even to third-party consumer services like Dropbox. Further the theft or disclosure of sensitive, proprietary, or protected information can be disastrous, and many types of data are vulnerable to compliance breaches.”

With an impressive smartphone penetration, the Middle East is poised well for faster BYOD adoption. Ahmed Youssef, Network Sales Development, MEA, Alcatel-Lucent Enterprise says that Enterprises must find a way to not only embrace BYOD to serve the mobility and communications needs of employees and guests but also seek to leverage the paradigm shift to improve employee productivity while securing their networks

from unwanted access.He adds, “With the

proliferation of Apple and Android compatible smart devices and their continued advancements in enterprise-grade features, BYOD growth in the Middle East has “caught up” or even surpassed other markets in the world. This is placing very acute pressure on IT Management in the region today.”

A rising number of Businesses are having mobile workforces and while the productivity is bound to rise, the security challenges need to be resolutely mapped and addressed. BYOD policies need to be well thought out and anticipate several user scenarios.

“The data and applications employees access, via a variety of endpoint devices, are arguably more important than the devices themselves – and security tools and policies should mirror this. These policies should anticipate a range of mobility scenarios, including but not limited to BYOD, offline app usage and employees connecting a device to an unsecured public network. Therefore, the introduction of an enterprise mobility management solution is advisable,” says Noman Qadir, director, Channels at Middle East and Africa, Citrix.

Ram Narayanan, Channel Manager - GCC, Check Point Software Technologies Ltd concurs with the view that the amount of personal and corporate data stored on the dual purpose devices makes securing the information a priority. He elaborates that the threats associated with mobile devices can come in many forms, including different Mobile operating systems that come with their own set of security

challenges. Threats can originate from mobile apps, the mobile browser, as well as insecure Bluetooth and Wi-Fi hotspot usage.

“Many employees simply aren’t aware of the mobile security risks and corporate policies associated with mobile devices, such as storing corporate data, customer information or access to business applications. On the other hand while companies begin to accept the “BYOD” (Bring Your Own Device) trend, there are significant concerns about the privacy of sensitive data stored on the devices that IT must handle,” he says.

Organizations may also look for alternatives to BYOD adoption such as allocating and managing corporate owned device as they may find it less risky as well as cost effective to do so. They will need to address the challenge sooner than

Anand A. KekreCo-Founder & CEO

Vaultize

20  |  August 2014 

later. Noman

adds, “Today, organizations have a range of mobility options available to them that include CYOD (choose your own device), COPE (corporate owned, personally enabled) and BYOD. Many businesses may have already opted for an alternative enterprise mobility solution such as CYOD to provide employees a consumer-like experience.”

Organisations need to find a holistic approach rather than a heavy handed approach contends Anand of Vaultize. A draconian BYOD poilcy may only end up denting the user experience, fundamental to mobility.

Anand says, “MDM solutions gained popularity with the rise in enterprise mobility and the BYOD trend. Enterprises rushed to implement MDM but it solved the problem only partially, and in many cases, left end-users as well as IT administrators frustrated. The approach in many cases turned heavy-handed, resulting in securing

and managing the entire device or whole sets of apps instead of just the corporate data. Those who took a holistic approach of managing the corporate data, without trying to manage and control the devices or apps, are a happy lot.”

The first step businesses should consider when safeguarding against these security challenges is developing and enforce best practices and corporate policies for the mobile enterprise.

Check Point’s Ram says, “ This should include a list of approved devices that can access corporate data, the types of data that can be stored on mobile devices, which types of mobile apps can be downloaded onto devices, procedure for theft or loss of a device, a routine for updating operating systems patches,

requiring mobile passwords, as well as having the capability to wipe a lost or stolen device. By taking a fresh approach to remote access solution,

enterprises can enforce a more efficient and cost-effective way to accommodate the needs of the growing mobile workforce without compromising network security.”

Various ApproachesThere are several solutions and approaches from different vendors which doesn’t make it too easy for the user to choose. However since the Bring Your Own Device (BYOD) trend is inevitable, organizations must find a way to study best options and adapt as well overcome their BYOD concerns to take advantage of the new reality.

Ahmed comments, “I believe that organizations for the most part are still confused with the several solutions and

Ahmed YoussefNetwork Sales Development, MEAAlcatel-Lucent Enterprise

Noman QadirChannel Director, MEA

Citrix

Cover Feature | BYOD

“I believe that organizations for the most part arestill confused with the several solutions and approaches

offered by various vendors. However, we’re seeingthat organizations are starting to trust

vendors that have strong BYOD experience."

  August 2014  |  21

approaches offered by various vendors. However, we’re seeing that organizations are starting to trust vendors that have strong BYOD experience, especially in demanding verticals such as Higher Education. I believe that if vendors can prove themselves in the ultimate BYOD battleground of Universities, where it is challenging to bring harmony to the chaos of applications, constant mobility of devices (several per student and faculty), and “wannabe” hackers, then they can prove themselves anywhere!”

Alcatel-Lucent offers a fully integrated BYOD solution, which is built with the same user network profile (uNP) concept that intelligently connects users to device types, to app usage and location, to policies that extend across the network for devices and applications. The Alcatel-Lucent Enterprise implementation of BYOD provides the flexibility IT managers need to implement a BYOD strategy immediately and evolve it over time as requirements change.Vaultize’s BYOD solution is built on an enterprise platform thatprovides VPN-free secure access to corporate data (from file serverand NAS) on mobile devices and the ability to share the files formobile collaboration.

“With Vaultize’s built-in Enterprise Mobility Management (EMM) capabilities, our customers can reduce the total cost of ownership (TCO) by getting everything they need in one homogenous solution, without having the overheads of managing multiple or loosely integrated products, or managing employee-owned devices, or be seen as intruding user privacy,” says Anand.

Vaultize includes MDM features such as remote wipe, data containerization, storage and network encryption, PIN protectionand white-listing of apps for mitigation of security and protection concerns with BYOD. Its end-to-end data security andData Loss Protection (DLP) capabilities allow security and protectionof corporate data right from its source to any destination. Vaultize offers its customers the option of working in conjunction with

their MDM solution or using Vaultize’s built-in MCM/MDM capabilities. These EFSS and anywhere access solutions can also work in conjunction with MDM offerings from other vendors (like AirWatch, MobileIron and Good) in scenarios where the scope of device, appand content management is wider than just secure access and EFSS.

Citrix offers its Mobile Workspace Suite which is a single, flexible solution that supports multiple corporate or personal devices per user, providing instant access to app, data and services, simplifying how organizations manage and secure their end user computing environment. It is comprised of technologies for Windows including XenApp that mobilizes and secures Windows apps on any device and XenDesktop which securely delivers virtual Windows desktops and apps on any device. In addition, it offers XenMobile which manages and secures mobile, web and SaaS apps on mobile devices, ShareFile that shares and syncs corporate data securely from any location, NetScaler that optimizes and secures app delivery on any network, CloudBridge which accelerates app delivery to remote workers on any network as well as the CloudPlatform that orchestrates and provisions apps, desktops and IT services from any cloud

Check Point’s approach is to simplify mobile security for both businesses and end-users. Employees who want mobile access to their company’s intranet, corporate email and business applications, can easily visit the Apple App store, download the Check Point Mobile app, enter a login and password, and gain immediate access to their corporate resources.

“It’s fast, easy, and provides one-touch access to the business applications they need. Thanks to integrated SSL VPN and encryption technologies, IT administrators can allow personal devices to connect to the network with confidence knowing they are protecting against security threats – from the gateway to the endpoint,” adds Ram.

However, MDM is no silver bullet to fix all issues of threats emerging in the BYOD era as several experts point out. User education still remains a key aspect and user experience is paramount in the BYOD era. Therefore BYOD policies should be well defined.

Anand says, “For a successful BYOD strategy, it is foremost important that IT first defines what end-user expectations are and what they expect themselves. And, the next thing is to look for a solution that meets both IT as well as end-user expectations.”

In sum, it is imperative that all stakeholder groups in an organization including the IT, C-Level executives and HR agree on the key criterion for a successful BYOD policy.

Ram NarayananChannel Manager, GCC

Check Point Software Technologies Ltd.

22  |  August 2014 

Next Generation Firewall, a consistent and widespread appliance in many a customers’ data centre. However, Antoine observes, Fortinet has moved to other technologies in the last few years and now has a product portfolio that includes FortiSandBox for advanced threat Protection detection, FortiDDoS, FortiADC (Application Delivery Control), FortiMail and FortiWeb.

“Over 50 percent of our employees at Fortinet are engineers and we place a lot of emphasis on R&D,” Antoine says, adding, “This shows that Fortinet is really focused on investing in security technology and making sure that we are leading in terms of protecting against zero-day attacks.”

Sourcefire, now part of Cisco, imagines a 360 degree solution to rising online insecurity, in what Anthony Perridge, EMEA Channel Director, Cisco Security, says entails addressing the entire threat continuum-Before, During and After “A lot

of vendors talk about the silver bullet; at Cisco, we don’t see security as a point in time. It’s really about continued analysis and addressing the before, during and after.”

“A lot of the challenges for customers is when they buy these point products and believe they think found their salvation, they still have gaps. Because each vendor provides a point product that needs to be integrated, unless you go to a company that sees the big picture, you end up with gaps in your security because it’s harder to integrate all these technologies,” Perridge adds.

The “Before” phase in Sourcefire’s continuum model, Perridge says,is about users discovering and knowing their respective environment. It’s when then know what they are protecting that they start locking things down and prioritizing especially mission critical installations. The“During” phase is about detecting and preventing akin to having a surveillance camera on your network. “We do intrusion prevention; we monitor the network and if there’s a problem detected on the network, we can take action and in an extreme case shut down the network,” Perridge explains.

According to Perridge, in the “After” phase, action moves to containment and if it’s post-event, then remedial action is done by going back in time to discover how the bad guys got in and clean out the malware they may have left. “This is how we learn from the experience. After that you go back to the beginning and lock down the network,” Perridge adds.

For FireEye, the starting point for any effective solution strategy is Network Hygiene. When companies talk about building their network, they are usually thinking about protecting against every threat actor from day one, says Sherif El Nabawi, Director, FireEye Labs for the META region. Consequently, they start by putting in a list of technologies, tick all the boxes believing that this is a technology problem solved, which is not.

“Many work on the premise that you protect the network through putting up a strong perimeter where you let the good

We are all resigned to the realization that networks will always be susceptible to cyber threats and crime. However, with major vendors working hard to snuff out these menaces, we can rest a little easier.

Threats against companies’ IT assets have never been this stark. To protect

these assets requires an increasing number of security layers from different vendors all somehow integrating together.

Traditionally, the first defence against malware and other cyber-attacks has been a strong firewall;up to a few years back courtesy of UTM but today, increasingly via Next Generation Firewalls (NGFW).

Fortinet has been a leading innovator and vendor in the Firewall space and now brings its pedigree to the era of cloud and virtualized networks. Antoine Hakim, Regional Vice President - Middle East for Fortinet says that the company still maintains its leading position in the security market; only confirmed by its consistent upper right hand corner placement in the Gartner Magic Quadrant year after year.

FortiGate is Fortinet’s UTM and

Guarded Optimism

Feature | Cyber Crime

  August 2014  |  23

people in and keep the bad people out- this just does not work,” Sherif says. ‘With network hygiene, we classify the attacks. The first kind of attacks are what we consider as the commodity attacks. These include the nuisances, the scans, the known vulnerabilities and so on. With Network Hygiene, we tell customers to keep these basic building blocks clean that so that they can focus on the advanced attacks,” Sherif explains.

A relatively late comer to the security scene is Secunia, launched with the explicit objective of eliminating vulnerability threats. Most of the malware out there will only work if your network in the first place has any vulnerabilities," says John

Spoor Regional Director Emerging

Markets and APAC at Secunia, hence the need to patch these

vulnerabilities

beforehand. There are several ways how Secunia

learns about vulnerabilities, Spoor says. “Majority of the times we are trying to monitor the internet and pick up information in blogs or forums where hackers themselves discuss vulnerabilities. If we pick up something, we can quickly confirm this through our research and then are able to deliver to our customers a solution in a form that makes sense and give them a pre-qualified idea on how critical it might be for them.”

Secunia offers two major solutions, the Vulnerability Intelligence Manager (VIM) which is geared more towards analysing vulnerabilities in IT infrastructure, track them and eliminate them; and the CSI (Corporate Software Inspector), geared towards the operations side.

With an eye on the bottom-line, IT-as-a-service is increasingly looking attractive to many corporates in the region. MSSP (Managed Secure Service Provider) model has shown traction of late following trends in the developed world.

Fortinet works on a MSSP model with telcos and ISPs. A telco such as

Du, Antoine explains, is an end user itself but at the same time has its

own numerous customers. “In this case, we are in partnership with Du where we are providing our solutions and in turn Du is providing the benefit of secure

and safe online access to their own mobile customers,”

Antoine adds. Different customers

have different consumption models, Perridge says. “Some want the Cisco

security appliance product and the company provides that. Others prefer cloud-based services and we can sell them through cloud-based services; some companies

want to outsource it all and have a managed service and we use managed service providers (MSSP) as well. Some will even opt for a hybrid model with in-site security solutions coupled with outsourced services and we are able to satisfy all these customer demands.”

In a region where cloud adoption is still at relatively low levels, traditional models cannot be readily dismissed however.

Secunia offers both its VIM and CSI solutions as Cloud editions, as MSSP versions or on-site driver editions as well. “In the Middle East, cloud has not been fully adopted as widely as we see in other regions but it’s very important that we are able to offer fully on-site solutions as well. A lot of our competitors do not have that flexibility to do this. So as Secunia we can make sure that no information leaves the end user’s organization whatsoever and we push all the information into the solution,” Spoor said.

To catch hackers you have to watch over them like a virtual hawk. At any given time, security vendors have thousands of people in teams monitoring the internet for any imminent threat.

FireEye operates an investigation in-bound line through email, phone and web and through this channel, clients can reach out to the experts at FireEye with the company guaranteeing a response within 30 minutes of the breach. FireEye also uses technology which enables it to see attacks on the perimeter or call-backs between internal and external threats. “We help our customers not just by selling technology but by completing the cycle and by closing the containment of an attack,” Sherif adds.

The best attack is the one that never happened in the first place, and the

"With an eye on the bottom-line, IT-as-a-service is increasingly looking attractive to many corporates

in the region. MSSP (Managed Secure Service Provider) model has shown traction of late following

trends in the developed world."

Antoine HakimRegional Vice President MEFortinet

24  |  August 2014 

adage that prevention is better than cure rings true in online security as it does in healthcare. Many companies now demand solutions that are proactive enough to detect threats even before they happened.

Safeguarding networks is a mixture of technology and people, FireEye’sSherif observes. “Granted, technology is the major part of the equation but the technology will not allow you to detect all the attacks because the source of the attacks is humans. Humans understand the technology and they always try to change their procedures and tactics,” says Sherif

FireEye has built purpose-built appliances that discoverzero day attacks. These runthe malware in a virtual execution engine before it gets to the network and enables users to detect the attack before it goes to the network. This approach Sherif explains runs counter to traditional-based products and methods that are based on prior knowledge of an attack and attempting to build a protection against this known behaviour.

“At FireEye, we have worked on the top 500 incidents-caused breaches globally. The objective is that when you work on those attacks, you build an understanding and then you build a database understanding the attacker and their indicators.” After that, it’s easy to detect those indicators, even if it’s another organized group, once one realizes the type of tools they are using, the sophistication of the tools and whether

they are purpose-built or not, or the language they use in the shell coat.

For those unfortunate enough to suffer a cyber-attack-and the numbers keep growing-an effective security vendor response is the only thing standing between them and the abyss.

There have been well-publicised cases of major corporate breaches in the Middle East and many organizations in the region have taken notice. Security companies inevitably have to rely on monitoring installed versions of their own software to monitor threats and issue reports on current and future threats.Secunia for instance offers consumer software called PSI with over seven million installations of this worldwide.

The channel remains key for many of the vendors’ go-to market strategy, taking advantage of Middle East’s renowned partner strength and depth.

According to Perridge, the vast portion of Sourcefire’s business is channel-based and although Cisco is a very large corporation, the company still uses the channel to scale the business and to provide services they cannot provide ourselves. “A lot of our time is dedicated to empowerment of the channel so they can be the trusted advisor to the customer, and we maintain various types of programs depending on the partner.

Recently, the company launched the Cisco Security Express which is a new program for the smaller niche security

expert partners so as to include the smaller SI’s. .

Fortinet’s partner global System Integrators have an installed base here in the region such as GBM, Dimension Data and Securetech. These partners are already familiar with Fortinet’s technology, so selling and supporting customers is a much smoother and effective experience, Antoine says.

Fortinet earlier this year also launched a free three weeks training offering all the partners an opportunity to log on to the channel online portal for live web sessions live or take review sessions later on.

Secunia has been working through a direct sales organization with very little regional presence. However in order to scale the business and to fulfil rising demand, the company has now put a team of people on the ground. In the last one year, Secunia has recruited about 25 partners in the region, Spoor said.

The reality is that there are hundreds of organized groups that are highly motivated either through strategic financial motives or through some political objective to cause mayhem. These individuals will have an advantage over a target whose core business is not to defend itself against attacks. This means that no one can eliminate threats entirely and the best anyone can do is minimize the gap between the capabilities of the attackers and clients abilities to protect their assets.

Anthony PerridgeEMEA Channel DirectorCisco Security

John SpoorRegional DirectorEmerging Markets & APAC, Secunia

Sherif El NabawiDirector

FireEye Labs, META Region

Feature | Cyber Crime

  August 2014  |  25

Point2Point | Spire Solutions

125. We have SIs in our reseller channel that are focused on information security as well as other system integrators involved in networking and hardware and licensing. We also have MSSPs(Managed Security Service Providers) as partners in addition to other smaller resellers.”

He adds that while the MSSP segment is admittedly small at the moment, there’s a huge potential for these services. However there’s a challenge in more widespread adoption of MSSPs in the lack of trained resources.

“There are organizations investing in very good point solutions but there’s no means to maintain and operationalize it; security is not a solution that you implement and then just walk away-you need to be engaged long after that and also work to improve it,” he adds.

The company has focused on satisfying all segments from the customer to the

partner as well as the vendor. It does so by staying committed to focus on key brands it is associated with.

Sanjeev says, “We need to add value not just to our customers but also to the technology partners. There are distributors who pride themselves as value-add distributors but then they have 70-80 products in their portfolio. Undoubtedly, they are not able to do justice with any of them and they are reduced to a box-moving operation. We are focused on maximum 6-8 solutions an optimum level with which we can add value to the customer to help our stakeholders as well as our technology partners. One of the things we have been successful at, and much appreciated by customers, has been our closeness to the customerwho is aware that there’s somebody who actually knows the product and is close to them.”

Sanjeev Walia,

Director and CEO of

winner Spire Solutions

discusses how a clear

focus is helping the

company stay ahead

of the competition.

A Security Expert

Spire Solutions has handpicked Brands in its distribution kitty and is quite focused

in the Information security domain. The company focuses on providing holistic security solutions to the customer and remains quite committed to the domain. The company has been steadily consolidating its presence in the region and recently it also moved into a new expansive swanky office at the Jumeirah Lake Towers in Dubai to accommodate its growth objectives.

Sanjeev Walia, Director and CEO of winner Spire Solutions says,“Our focus is to perform as a consultant and partner to our customers and resellers. As an exclusive security solutions company, our unique strength is that we understand what the customer's problems are and we’ve been able to position our framework to assist customers in meeting their challenges and requirements around the whole gamut of PoC, pre-sales support and bring it to a level where the customer is ready to buy from the reseller.”

The company provides several value services to its partners and this extends to even helping persuade end users about the solution proposition. This ensures that the customer gets excellent service while the partner is ably assisted in making the sales happen.

Sanjeev adds, “At certain times, we engage with the customer to help them understand the value proposition and what else we can do for them although we do not do direct business with the end customer. So we will ensure complete support of the customer so that the reselling partners do not really have to invest in their skill sets. However, we do conduct regular training sessions on our product portfolio for our partners to raise the level of their own technical capabilities.”

The distributor is steadily ramping up its channel network on a regular basis. It is in fact adding a partner almost every 15days as of now and these range from SIs to MSSPs.

Sanjeev comments, “Partners who we have done business with number over

Sanjeev WaliaDirector & CEOSpire Solutions

26  |  August 2014 

FDC ProValue is the value distribution arm of FDC, one of the leading distribution

houses in the Middle East. The company has been making impressive progress in terms of snapping up significant vendor partnerships and looks poised for further growth. While the division is only about a year old in its current avatar, FDC had a value focus even earlier but the renewed focus has enabled the company to approach value distribution more emphatically.

Ram Praveen, Business Unit Manager, ProValue Division at FDC says, “FDC ProValue has been a strategic step ahead for FDC which has been traditionally a strong Broadline distributor. A year back the Management wanted to bring in a new focus in the value distribution Business from an industry perspective and which is when I came on board. We came upon the conclusion that as a VAD, we need to focus on staying relevant to our channel and vendor partners..”

The distributor started out on the new journey by brining in new Technologies and by consciously staying away from adding to the clutter in some of the domains where there are many VADs already present. The objective was to bring in unique solutions propositions. The initial start was with storage solutions. The company then introduced networking followed by security products.

Ram says, “There have been dramatic changes in the industry in the past two years. With ProValue, we bring a fresh outlook to value add distribution as we have focused on bringing in as many new vendors to the Middle East. If you look at our portfolio today, most are new entrants to the market here. With the brands that we bring in, we are focused on enabling their success and plus also making sure they are complementing the products offerings from some of the other vendors we are associated with. QNAP is an example which along with Synology will be catering to SMB and mid-enterprise segments and we have brought in Overland storage to address requirements of mid to higher end storage. We will look to

The value add division of FDC is cementing its place as a

VAD that has an impressive array of products from strong

brands to meet changing needs of its partners.

Stayingrelevant

Point2Point | FDC

Ram PraveenBusiness Unit Manager, ProValue DivistionFDC

  August 2014  |  27

consolidate our storage offerings from a server, cloud perspective.”

The distributor has registered success with the partnerships that it has finalized in the past year including Synology, ZTE, Seagate for its Business range solutions etc. The focus in adding them was on how relevant the solutions are for FDC’s partners and how they complement each other in taking solutions to market.

Ram adds, “For instance we did a channel event where we had presentations from both Synology and Seagate about the solutions that can be built around the products from both vendors- the NAS boxes from Synology and the hard drives from Seagate. This helps our partners position different solutions aptly to their customers. We will do similarly with WD and Synology and even with QNAP.”

Networking has been an extended area of focus for the distributor. Since there are NAS solutions for the consumer segment as well, alongside, there are requirements for routers and other wireless networking products which the distributor addresses through products from TP-Link, ZTE, Netgear etc. Networking is now a large area of focus for FDC ProValue through associations with these major vendors for different territories.

Ram says, “With TP-Link, we are focusing on Kuwait, Iraq and some of the CIS countries with Kuwait as a primary focus market which was the vendor’s requirement. The focus is on markets which are relatively not addressed by other distributors. With Netgear, we cover the entire range products, addressing the Saudi market. We are looking to expand Netgear’s distribution rights to other markets. We are focusing on long terms association and growth with the Brands we associate with.”

ZTE is a lead brand in its portfolio and Ram claims says ZTE is fast growing.

After all, he quips that it is the second largest networking vendor in China after Huawei. In fact, ZTE is one of the foremost companies worldwide when it comes to R&D and has a large number of patents granted as well as is among the top two in patent applications globally, he adds.

Ram further elaborates, “They were ranked among the top three worldwide last year for sales of video conferencing equipment During the ZTE event that was held a couple of months ago at the Armani hotel in the BurjKhalifa, we did a live demo of some of their equipment and the attendees were amazed by the clarity of the presentation as well as the ease of integration using wireless set-up. Our partnership with ZTE covers most markets we focus upon and they have a huge portfolio which extends into telecom.”

The distributor’s primary focus in its partnership with ZTE is currently on networking and video conferencing at the moment. This has broadened the scope for its team to address the needs of the market for innovative and intelligent solutions.

“Even a regular switch from ZTE offers more features and all products are industry standard, making it easy for systems integration. I am certain, these value propositions from the vendor would be appreciated, “adds Ram.

On the security front, the company holds distribution right of Array Networks and ESET for the AV and smart security solutions. It is looking to accelerate growth initiatives on this front soon.

With the channel as a primary focus, the company wants to enhance the ease of doing Business with it for its partners. The positive outcomes have been in the form of enthusiastic responses from them

in their participation at events hosted by FDC. There is weekly training for partners every week at FDC’s office. The distributor is in the process of launching its own

structured partner program under the name Relevance to strengthen its channel relationships further.

“It has been a consistent effort from different departments of the company including Logistics, Operations, IT etc to facilitate our partners. We had shifted to SAP recently and have been able to support partners with better reporting, better analysis etc. The company’s vast geographical coverage across different markets of the region has been a great plus for our partners,” says Ram.

Ram claims that the forums they have held in the past year have been quite successful based on feedback they received from c-level executives of partners and vendors who attended. The distributor also utilized the forums to drive the awareness to partners that they need to move along the learning curve as the industry changes.

“In fact, all of us, whether the distributor or the partner, have to embrace the changing trends understanding how the key segments like the government sector, the telecom etc are responding in terms of making ICT investments. We try and ensure that our partners are prepared to embrace the future,” says Ram.

While building up an impressive portfolio of brands inside a year, the company has also clocked rising sales. Ram claims that there has been rapid sales growth in the value Business and they have achieved ambitious results including 150% growth over a previous quarter.

“Today, FDC ProValue is a familiar name in the channel and is fast rising in its clout with the channel. We look to keep strengthening our channel relationships as we seek to grow our Business,” quips Ram.

"There have been dramatic changes in theindustry in the past two years. With ProValue,

we bring a fresh outlook to value adddistribution as we have focused on bringing in

as many new vendors to the Middle East."

28  |  August 2014 

Insight | Ciena

What would society be without telecom

networks? Imagine a world without basic Internet connectivity, email and cell phone access. If email goes down or connection to the server is severed, productivity is immediately impacted. Due to the nature of our 24/7 connected world, uninterrupted connectivity has become a given, a way of life. Should this come under any threat of disruption, we go into panic mode and ‘unchartered’ territory, where we have to find new ways to communicate and conduct our daily business.

Looking back to the end of the 1990s, one could say networking sat at the “head table” by providing the infrastructure that would connect us with each other, sustain online commerce, and bridge the haves and have-nots with both connectivity and content. But the truth was, even at the peak of the dot-com boom, many regarded network technology as just “dumb pipes” that simply served the function of moving bits from one destination to another. The hope of many in the world of technology was that the network “would not get in my way.” At its simplest, the network was viewed as the “ugly” — or at least less-intelligent — stepsister of key parallel functions of computing and storage.

When the downturn of the early 2000s hit with its unforgiving force, even that fairly simplistic (and really unfair) perception of the value of the network was undermined. Since the

promise of the networks — new services and significant ROI — was never realized, the network and carrier-network investment took a “time-out” of sorts, and perception of its role and importance regressed.

But once again we are realizing the increasingly important role of the network as it supports a growing number of applications that support a company’s business needs. The network is experiencing more pressure from growing traffic fueled by the popularity of smartphones, other mobile devices and end-users adopting new, more bandwidth-hungry services and technologies.

Over the years the network has evolved and increased its relevance in terms of user experience. A number of changes have pushed the network forward, including increasing acceptance of cloud computing; maturing carrier business models that drive greater profitability and service creation; the advancement of Ethernet as a reliable and ubiquitous technology; and perhaps as important as any, the emergence of software-defined networking (SDN) to support a growing app-crazy culture that has changed the nature of consumer-demand and expectations around the online (network) experience (thanks Apple).

With this rise of applications and the network’s role as an enabler of them, one can see how far the network has come and the potential that still lies ahead for continued innovation and development. The network has

Omar Alsaied, general manager and Middle East carriers sales director at Ciena discusses how the networks of the future will need to be programmable and dynamic to handle changing user demands

Today’s Network: Why it matters more than ever

emerged as a performance-on-demand platform for applications, rather than just “pipes”, spawning and fueling companies like NetFlix and DropBox. The role of the network in these instances has been to ensure the customer experience is seamless, and it does so by managing the quality of the connection to

guarantee the integrity of the application. This makes the network more important than ever before — it had to become smarter, and now it is.

The demands of our highly connected world will require even greater intelligence from the network than ever before as traffic continues

Omar AlsaiedGeneral Manager & ME Carriers Sales Director

Ciena

Continued on pg 28...

30  |  August 2014 

Insight | Tripp Lite

protected and accessible 24/7.In the Middle East and

Africa, IT infrastructure spending – comprising storage, server and enterprise networking equipment – is expected to reach $3.5 billion in 2014, largely driven by data centre modernisation efforts and new data centre construction by local

and international companies, according to Gartner.

In order to run a data centre efficiently and maximise its full potential, an effective infrastructure management policy and ecosystem must be put in place. For companies seeking to set up their own data centre or existing data centres looking to evaluate their operations, a few guidelines must be considered.

Each data centre has its own technical requirements and contacting a reliable ICT service provider to analyse the scope of the data centre’s needs would be a good first step.It is also crucial to assess the infrastructure that will be installed in the data centre. Make a detailed list of the equipment and technology

centre. To determine this, check the BTU Ratings (heat emission) on the datasheet of each piece of equipment as this will provide the capacity of cooling needed in the data centre. A small facility, for example, may require a contained cooling system or a wall mounted cooling unit, depending on the dimensions of the data centre or the amount of cooling required. When a contained cooling system is built, blanking panels can assist with the blocking of the air, whether it is cold or hot. Other options may include in-row cooling units, which provide localised, more focused cooling for the rows of server cabinets that fill the data centre. Additionally, premium rack enclosures,advanced cooling, cable management and power distribution/monitoring features can also be used to keep critical servers as well as network and telecom equipment running seamlessly and continuously.

Power Backup RequirementsCalculate the total power consumption of all of the equipment to be installed in the data centre by referring to the devices’datasheets. This will give you an idea of the ideal UPS for your data centre in the event of a power glitch. Ensure, however, that the UPS has at least 20% extra power to accommodate a growing data centre’s future capacity needs.

Redundancy or Fail-Safe Mechanism – There is a need for redundancy for purposes of backing up power, particularly in the case of mission-critical servers which must not shut down. In larger data centre

Venkatapathi Boyalla, Technical Manager with Tripp Lite discusses how Data centres are at the heart of the Middle East’s $3.5-billion IT infrastructure spending.

Data centres remain an integral part of many

industries' success stories in today’s digitally on-demand world. Not only do they help organisations reduce IT infrastructure and operational costs, they also add business value to companies by ensuring that mission critical data is

Venkatapathi BoyallaTechnical Manager

Tripp Lite

Intelligent Management of a Data Centre

that will be acquired and cross reference that against those of the ICT service provider. The following concerns must also be considered when designing a data centre:

Cooling RequirementsThis will largely depend on the equipment supplied for the data

  August 2014  |  31

environments,however, cooling might also need to have redundant systems for heat-sensitive servers.

Scalability – When planning a data centre, always allow for future growth. This involves flexible allocation for power backups, cooling systems and failover hosting.

Power DistributionDetermine how many power outlets are required per server rackand install the PDU most suitable for the application. Ensure that the PDU is manageable and accessibleremotely. More advanced PDUs can shut down per portand if you know which server is connected to which port, a remote shutdown can be performed and rebooted off-site. For multi-user data centres, the most advanced

PDUs can monitor power consumption per portand billing is determined by the power consumption of specific ports.

Multiple ServersUsing a KVM (Keyboard Video Mouse) switch will allow data centre managers to control multiple servers with a single console, minimising clutter on server racks. Most of the latest KVM switches have built-in KVM over IP technologywhich allows for secure, remote access to servers from outside the data centre.

Not all data centres are created equally, which is why it is important for data centre managers to assess their facilities’ unique requirements and capabilities so that efficiency and reliability can be guaranteed at all times.

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to be more dynamic and unpredictable. For example, with Dubai winning the bid to host Expo2020, the city can expect to cope with rising demand for bandwidth and various network services around the event. Many organizations have already started investing more in storage technologies, server-based computing capabilities, and network virtualisation. As they invest in these technologies, organizations know that the network of the future will have to operate at a lower cost and while offering great scalability features; it’s fully programmable, offers rapid service turn-up, and is software defined and controlled; and it’s less about traditional geographic domains (like edge, metro and core) and more about functional domains (such as content servers and virtualized network resources). This network seamlessly integrates connect, compute and storage capabilities.

The network matters more than ever. With the demands of this highly connected world we live in, operators recognize the need to deploy the network of the future today. A programmable and dynamic network that is capable of handling users changing demands. So at the end of the day, users can enjoy seamless connectivity --- eliminating the need to answer the question: “What do we do without the network?”

...Continued from pg 28

32  |  August 2014 

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Multi-View Management Solution for Control Room

Tripp Lite’s APS X Series Inverters/Chargers

Overview:Tripp Lite's APSX750 DC-to-AC inverter with automatic line-to-battery transfer and integrated charging system serves as an extended run UPS, a standalone power source or an automotive inverter. OverPower inverter output feature temporarily provides up to 150% of the continuous output for 1-60 minutes and DoubleBoost inverter output feature delivers up to 200% of the continuous output for up to 10 seconds, providing the extra power needed to cold start heavy-duty tools and motorized equipment.

Key features:• Supports 230V AC output from a 230V AC line power source or 12V DC battery source• 10 millisecond automatic transfer between line and battery power supports UPS protection during blackouts and voltage fluctuations for equipment compatible with a 1/2 cycle transfer time• 750W continuous AC output in inverter mode• Double Boost inverter output supports momentary startup loads up to 200% of the continuous rating for up to 10 seconds (see specification chart)• OverPower inverter output supports longer duration overloads to 150% for 1-60 minutes under ideal battery and temperature conditions• 3 stage, selectable 5/20 amp battery charger with adjustable settings for wet/gel battery types• Dual C13 output receptacles pass 120V line power or inverter output through to connected equipment• 3 position operating mode switch supports "AUTO" mode to enable automatic transfer between DC and AC modes, CHARGE-ONLY to maintain a full battery charge when AC is present without auto transfer and SYSTEM OFF settings• Set of 6 front panel LEDs display continuous status

Overview:

The CM1164 4–port USB DVI–D KVMP Control Center is

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The multi–view console provides various display

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expandability requirements of control centers.

Key features:

• CM1164 can manage a number of systems,

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displayed. Featuring Flexible Display Modes: Quad

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size they want in real time.

• CM1164 provides many different ways to access

the computers and switch between video channels

and display modes, such as front panel pushbutton,

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mouse

• 1920 x 1200 video resolution provides you

clear views of your systems. Real-time switch

without lagging lets you miss nothing when

switching systems. Moreover, exclusive

ATEN Video DynaSyncTM technology can eliminate

boot-up display problems and optimizes resolution

when switching between ports.

• The expandability of the CM1164 provides flexibility

and allows the controller to daisy chain up to 4

units, which means you can monitor and control up

to 16 computers or video sources with one console

keyboard and mouse.

  August 2014  |  33

Overview:Multifunctional and affordable Aruba 200 series wireless APs maximize mobile device performance in medium density Wi-Fi environments.These compact and cost-effective dual-radio APs deliver wireless data rates of up to 867 Mbps to 5-GHz devices with 802.11ac technology leveraging two spatial MIMO streams while simultaneously supporting 2.4-GHz 802.11n clients with data rates of up to 300 Mbps.The AP-205 and IAP-205 models feature four integrated omni-directional downtilt antennas, while the AP-204 and IAP-204 support external detachable dual-band antennas using two RP-SMA antenna connectors.

Key features:

• To eliminate sticky client behavior while users roam, 200 series APs feature patented ClientMatchtechnology, which continuously gathers session performance metrics from mobile devices.

• If a mobile device moves away from an AP or if RF interference impedes performance, ClientMatch automatically steers the device to a better AP.

• ADVANCED CELLULAR COEXISTENCE (ACC) lets WLANs perform at peak efficiency by minimizing interference from 3G/4G LTE networks, distributed antenna systems and commercial small cell/femtocell equipment.

• The 200 series APs support priority handling and policy enforcement for unified communication apps, including Microsoft Lync with encrypted videoconferencing, voice, chat and desktop sharing.

• When managed by Aruba Mobility Controllers, 200 series APs offer centralized configuration, data encryption, policy enforcement and network services, as well as distributed and centralized traffic forwarding.

• In Aruba Instant mode, a single AP automatically distributes the network configuration to other Instant APs in the WLAN.

ThunderSPE appliances

Overview: A10 Networks announced the Thunder SPE appliance family, a new line of high-speed, high-capacity application networking appliances. The new appliances leverage specialized hardware to perform security and policy enforcement at ultra high speeds. In addition, the new appliances deliver up to a 40 percent processing performance boost relative to current systems, creating a very powerful and secure application networking solution for large service provider and enterprise customers.These solutions have robust security and processing hardware functionality that allow them to continue to provide full system functionality, even while simultaneously under volumetric attacks, without impacting system performance. Thunder SPE appliances are capable of performing any policy-based networking actions in hardware, including those involving security and quality of service. Key features:• The new Thunder SPE appliances are particularly powerful in preventing the rising occurrence of DDoS (distributed denial of service) attacks from debilitating a customer’s network and server infrastructure.• The Thunder SPE appliances deliver ultra high- speed Security and Policy Enforcement and high-performance up to 155 Gbps for your most demanding application networking and security requirements. • Thunder SPE appliances leverage A10's innovative Security and Policy Engine (SPE) to implement security and policy enforcement functions at higher speed, harnessing the power of advanced Flexible Traffic Acceleration (FTA) technology and high speed lookup capabilities.• In addition, Thunder SPE is a future-proof design capable of enabling an expanded set of security and policy enforcements. All models are dual power supply-capable, feature solid-state drives (SSDs) and utilize no inaccessible moving parts for high availability.

Aruba 200 series wireless APs

34  |  August 2014 

As technologies and business dynamics continue to evolve, network

virtualization strategies are reshaping the telecommunications ecosystem. The shift to the 3rd Platform, built on cloud, mobile, social, and big data and analytics technologies, is driving communication service providers (CSPs) and their suppliers to accelerate their efficiencies and agility. IT industry approaches and technologies such as virtualization, balanced with telecom industry business considerations are coming to the forefront of telecom industry dynamics. According to new research from International Data Corporation (IDC), network virtualization is set to revolutionize the telecom industry as it transforms the culture and operational infrastructure, as well as the fabric of legacy proprietary infrastructures that have, until now, dominated the space.

Stats & Trends

Network Virtualization to revolutionize telecom industry

Communication service providers and their suppliers are embracing the promise and opportunities related to network virtualization approaches, such as software-defined networks (SDNs) and network functions virtualization (NFV). And, while not everyone will reap the benefits of this profound sea change (e.g., entrenched telecom equipment manufacturers), IDC sees an evolution of infrastructure that is already underway.

During the first half of 2014, a series of CSP and supplier announcements were made that provide concrete evidence of the maturity of CSP network virtualization. Because ongoing discussions emphasize the long-term visions for network

Cognizant computing — the next phase of the personal cloud movement — will

become one of the strongest forces in consumer-focused IT, says Gartner. It will have an immense impact across a range of industries, including mobile devices, mobile apps, wearables, networking, services and cloud providers, causing major shifts in revenue and profit flows.

"Cognizant computing is transforming personal clouds into highly intelligent collections of mobile apps and services," said Jessica Ekholm, research director at Gartner. "Business-to-consumer providers must adapt their strategies to exploit this change to generate new revenue, find new ways to differentiate themselves and foster loyalty via mobile apps."

Cognizant computing is a consumer experience, in which data associated with individuals is used to develop services and activities according to simple rules. These

functions virtualization, software-defined network, cloud, related IT technologies, and larger concepts of network virtualization, a clear picture of the status of CSP activities and potential activities can be challenging to discern. IDC's research in network virtualization will continue to examine and analyze progress towards network virtualization throughout the IT and communications ecosystem.

Mobilecore

network

2013 - 2018

Telecom Infrastructure Virtualization Outlook

Isolated Unified Integrated

2016 - 2020 After - 2020

Businessservicesnetwork

Datacenters Network

Data-centers Cloud

Source: IDC, 2014

services include alarms, bill payments, managing and monitoring health and fitness, and context-specific ads. Cognizant systems will deliver their services across multiple devices.

The practical application of cognizant computing helps business-to-consumer (B2C) companies to acquire deep insights into consumers' preferences and daily lives, which will therefore assist in creating better, more-personalized tailor-made services and offers, as well as ameliorate customer services. This, in turn, should help providers strengthen their competitiveness (and responsiveness) in a market where consumers are becoming increasingly aware of new services and offers, pricing structures, and the reputation of a brand.

Gartner predicts that cognizant computing will put the importance of apps, services and cloud to the forefront —

making it one of the three most important components for any customer retention strategies for B2C companies over the coming five years.

"Cognizant computing is already beginning to take shape via many mobile apps, smartphones and wearable devices that collect and sync information about users, their whereabouts and their social graph," said Ms. Ekholm. "Over the next two to five years, the Internet of Things and big data will converge with analytics. Hence, more data will make systems smarter."

Any company in the business of providing a service, using apps or selling devices will be affected by cognizant computing in some way. Cognizant computing will allow companies to better connect with customers and to create more valuable products, services and offers.

Cognizant Computing to transform Mobile App strategies

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