TMT Issue one

Secrets of a top technology CEO 14-15

Last emerging market 12-13

China’s technical hub 18-19

Innovative hospitality solutions

10-11

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EDITORS NOTE Welcome to the December Issue of TMT News. This month we profile all the latest news and insight from the Technology, Media and Telecoms sectors, including a fascinating exploration into H&Q Asia Pacific’s move into Silicon Valley and the implications this has, both for the Asian Private Equity firm itself and the technology market.

Asia is a hot topic this issue and we also explore China’s latest technological hub, Suzhou Industrial Park, and why the Chinese Government is determined to support innovation and development in the country through projects such as this.

H.Stevenson

In addition, leading technology firm Control Risks talks us through Iran’s technological market and how firm’s such as theirs are changing the way the industry operates.

The Middle East’s telecoms sector is expanding as TCS announces that it is expanding into the region, working with top mobile providers to offer greater coverage and expand its service offering.

F-Secure plan to dominate the smart home security sector through product innovation.

We take a look at how this new development could change the sector for the better.

Finally Clavister has announced a new software offering designed to support telecoms providers boost performance using 4G/LTE networks.

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CONTENTS TMT News Booz Allen Addresses Data Science Talent Shortage with Sailfish Platform

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Cadwalader Launches Redesigned and Expanded “Cadwalader Cabinet”

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Citrix Acquires Comtrade’s SCOM Management Packs IP

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Clavister’s Latest Software Version for Telecom Providers Boost Performance for 4G/LTE Networks by 500%

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John Harris Promoted to Chief Technology Officer at SIGNiX

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Smart Rural Signs Contract with Avanti Communications for Rural Spain and Portugal

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ARTICLES Innovative Hospitality Solutions

10-11

Last Emerging Market

12-13

Secrets of a Top Technology CEO

14-15

F-Secure set to dominate smart home security

16-17

Suzhou Industrial Park: China’s Technological Hub

18-19

TeleCommunication Systems Expands Location Based Services in the Middle East

20-21

Leading Asian Private Equity Firm Moves into Silicon Valley

22-23

Taking a Digital Approach to Recruitment

24-25

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BOOZ ALLEN ADDRESSES DATA SCIENCE TALENT SHORTAGE WITH SAILFISH PLATFORM Family of Solutions Empowers Analysts of All Levels to Contribute to Business Intelligence, Democratizing Data for Public and Private Sector Clients The data science workforce shortage means there’s simply not enough talent to handle the immense amount of raw data coming through an organization’s doors each day. To empower those lacking formal training in analytics and data science to play central roles in data curation and exploration, Booz Allen’s Sailfish, the first end-to-end data science solution, has effectively lowered the barrier to entry for data science through an easy-to-use analytics system.

Sailfish consists of three distinct solutions: Sailfish Exchange, Sailfish Explore and Answers on Demand. Each product serves its own unique purpose: •

With Sailfish Exchange, a highly visual data library, users can easily upload, search and share key data sets, ranging from complicated information to news articles or images, with team members in just a few clicks.

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Sailfish Explore allows users to analyze the data sets found in Exchange using simple language or an easy-to-follow, drag-and-drop system. Bucking conventional industry parameters, users do not need a background in mathematics to evaluate, manipulate and visualize data in the Explore environment.

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Sailfish users also have access to Answers on Demand, a support platform that connects clients directly to Booz Allen’s 600+ member data science team to address specific questions, troubleshoot algorithms or provide management advice, as organizations expand their data science capabilities.

“In 2016, we expect to see increased pressure from organizations to draw valuable, executable insights from their data, and yet, the size of the data science workforce severely lags behind its market demand,” said Booz Allen Hamilton Senior Vice President Josh Sullivan, a leader of the firm’s data science team. “The strengths of Sailfish are its ability to break down silos between analytics, management or business users, and its usability, meaning those without formal training in data science can join the analytics discussion in full force.”

Sailfish marks Booz Allen’s latest effort to support the growth and democratization of the data science discipline.

In 2014, the firm launched Explore Data Science, an online training program geared toward a wide range of data science students. The team also recently released a new iteration of The Field Guide to Data Science, an industry resource of data science best practices and use cases. The new Sailfish solution takes the teachings of each a step further by leaning on Booz Allen’s strengths; legacy knowledge of data science stemming from work in the highest levels of the federal government and military, comprehensive domain expertise and a century of management consulting acumen.

“Booz Allen has been a pioneer in developing the disciplines of management consulting and data science, and we believe we are uniquely positioned to bring to market the first all-encompassing solution, able to integrate data science into the fabric of a company’s culture,” said Eric Druker, a chief technologist within the firm’s Strategic Innovation Group. “While the need for data scientists continues to grow, this family of solutions will allow analysts of all skill levels to amplify their work, increase collaboration with one another and ultimately improve the business intelligence capabilities of their organizations.”

CADWALADER LAUNCHES REDESIGNED AND EXPANDED “CADWALADER CABINET” New Cabinet features and scope expanded to allow subscribers to work even more efficiently and independently, while keeping current on critical regulatory developments Cadwalader, Wickersham & Taft LLP, a leading law firm to global corporations and financial institutions, today announced the launch of a new version of its legal technology platform, the Cadwalader Cabinet, at www. findknowdo.com.

The Cadwalader Cabinet is a technologically advanced system that allows subscribers to work more efficiently with powerful tools and access to extensive information and guidance. The Cabinet, already recognized as a premier source of information and analysis on U.S. securities and commodities regulation, now has three times more content, a new user interface, dynamic search capabilities and powerful expert systems.

Cadwalader, Wickersham & Taft LLP, established in 1792, serves a diverse client base, including many of the world’s leading financial institutions and corporations in more than 50 countries. With offices in New York, London, Charlotte, Washington, Houston, Beijing, Hong Kong and Brussels, Cadwalader offers legal expertise in antitrust, banking, corporate finance, corporate governance, energy, environmental, executive compensation, financial restructuring, health care, intellectual property, litigation, mergers and acquisitions, private equity, private wealth, real estate, regulation, securitization, structured finance, tax and white collar defense.

Cadwalader Cabinet At-A-Glance • A daily digest of news, original analysis and alerts focused on U.S. financial regulation.

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Easy access to a curated selection of more than 55,000 documents, including statutes, rules, no-action letters, releases and regulatory guidance.

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Dynamic search capabilities with multi-faceted filters producing search results spanning regulatory agencies.

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Related material on a single topic all linked on a single page; e.g. rules with related releases, no-action letters and guidance.

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Regulatory trackers to sync regulatory compliance deadlines and other regulatory requirements to personal calendars.

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A suite of online tools to help users streamline compliance processes by automating the creation of legal documents and analyzing regulatory questions.

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Lofchie’s Guides and other Cabinet books providing plain English context to a complex regulatory environment.

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A web-based platform with a user-friendly experience on smartphones and tablets.

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A network of more than 11,000 subscribers to the Cabinet newsletter, including industry leaders, compliance officers, lawmakers, regulators, academics, trade groups and media.

leaders, compliance officers, lawmakers, regulators, academics, trade groups and media.

“The original Cadwalader Cabinet was ahead of its time, and we believe that this new site is an even greater leap forward,” said Steve Lofchie, co-chair of the Financial Services Group and founder of the Cabinet.

“No other platform offers such a highly curated set of materials that can empower professionals with a faster way to query issues and find guidance.”

“Cadwalader is proud to launch a completely new version of the Cadwalader Cabinet, the intersection of our marketleading regulatory expertise and our continued efforts to apply technology to the legal industry,” said Pat Quinn, Managing Partner. “The Cabinet is a truly unique offering for our clients who need to stay up-to-the-minute on regulatory developments in the financial services industry, with access to the resources and information they need in one convenient place.”

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CITRIX ACQUIRES COMTRADE’S SCOM MANAGEMENT PACKS IP Largest European management pack provider spins off monitoring tools for Citrix, signs ongoing product development and support agreement

Comtrade System Software & Tools (Comtrade), a leading provider of IT infrastructure and application management and monitoring solutions, today announced that its Citrix management packs were acquired by Citrix, a strategic, longterm partner of Comtrade.

The acquisition of Comtrade’s management packs for Microsoft System Center Operations Manager (SCOM) provides Citrix users with comprehensive, end-to-end monitoring, delivering single pane of glass visibility into the entire Citrix desktop virtualization, network and mobility environment. Customers can proactively monitor the quality of the Citrix end user experience and infrastructure health performance across market-leading products, such as XenDesktop, XenApp, XenMobile and NetScaler, all while leveraging the existing monitoring platform. This functionality enhances the IT department’s ability to deliver 24/7, high availability service with proactive alerting and rapid root cause identification across all Citrix components and dependent infrastructures, ensuring a high-quality mobility experience for end users.

“Comtrade has created valuable native integration of monitoring services for XenApp, XenDesktop and Citrix Workspace Suite with Microsoft SCOM, giving enterprises true end-to-end management of the Citrix environment from one console,” said Calvin Hsu, vice president of product marketing, Windows App Delivery at Citrix. “By bringing Comtrade management packs in-house, we will be able to provide our customers with greater control over their infrastructure and end user performance.”

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The announcement came during the Citrix Summit 2016 in Las Vegas. Hundreds of customers worldwide are already deploying Comtrade management packs for Citrix, and those customers will continue to receive Comtrade support. New customers who purchase Citrix XenApp and XenDesktop Platinum editions will receive the Comtrade management packs and support services as a standard offering.

“For more than 20 years, Citrix has been the clear leader in secure application delivery, along with delivering marketleading desktop virtualization and mobility technology worldwide. At Comtrade, we’ve invested a great deal of resources and manpower to ensure that every Citrix product has a management solution that connects to Microsoft SCOM,” said Simon Taylor, general manager and senior vice president, Comtrade.

“Our management packs are the world’s finest, because they not only collect, but also analyze and present data in a compelling way that allows IT teams to troubleshoot underlying infrastructure issues and deliver an unparalleled experience to end users over any device, any network, anywhere.”

Comtrade will continue to push further advancements and innovate in the enterprise infrastructure and application performance management space, developing new products and integrating more business critical systems with leading management platforms, such as Microsoft System Center, and public cloud.

CLAVISTER’S LATEST SOFTWARE VERSION FOR TELECOM PROVIDERS BOOST PERFORMANCE FOR 4G/LTE NETWORKS BY 500% New version of Clavister cOS Stream boosts VPN performance by 500% for both physical and virtual appliances using Intel Quick Assist technology Clavister, a leader in high-performance network security, has released the latest version of its cOS Stream, its multi-core security operating system designed for telecom providers, enhancing performance by 500% compared to previous releases.

Incorporating Intel’s Quick Assist acceleration technology, cOS Stream achieves market leading VPN performance on both physical and virtual appliances, achieving up to 40 Gbps IPSec performance. cOS Stream now outperforms competitors’ offerings in some cases by as much as 1000%[i], with key features including: •

Market leading VPN Performance – 40 Gbps IPSec performance on a single virtual appliance running on low-cost and COTS hardware.

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NFV/SDN Capabilities – fully virtualized software with support for the latest innovations from Intel, including SR-IOV, Quick Assist and more.

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Multi-platform ready – cOS Stream runs on both purpose-built hardware and leading hypervisor platforms such as KVM and VMWare.

“Achieving 40 Gbps of IPSec throughput on a virtual appliance running on top of relatively low-cost hardware is a major milestone and will give us and our partners a unique position in the Telecom/LTE market,” said John Vestberg, CTO at Clavister,

“We’ve made great strides forward in serving the telecom sector over the course of 2015 and this new version of our operating system provides us with an enhanced offering for the telco market, putting us in a strong position to successively grab a solid market-share.”

make it easier for cloud providers and telcos to build, secure and manage Software Defined Networking (SDN) and Network Function Virtualization (NFV) infrastructures, with lower capital and operating costs.

Earlier this year Clavister signed a software license agreement with a leading Telco Equipment Vendor to deliver software-based security solutions. Agreements have also been signed with the Military (Telecom) Industry and Blue-light systems based on the same platform. The company also recently announced a collaboration with its partner Artesyn Embedded Technologies launching the Centellis® Security Edition platform (https://www.artesyn. com/computing/products/product/centellis-securityedition). The platform utilises Clavister solutions to enable carriers to dramatically lower the cost of developing, deploying and running virtual and cloud-based security gateways on telecom networks.

Since 2013 the company has been a member of the Intel Network Builders program, a cross-industry initiative to

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JOHN HARRIS PROMOTED TO CHIEF TECHNOLOGY OFFICER AT SIGNIX SIGNiX announces new Chief Technology Officer.

SIGNiX has announced that John B. Harris has been promoted to Chief Technology Officer. John Harris joined the SIGNiX team as Director of Product Management in 2012 and was promoted to Senior Vice President of Product Management in the summer of 2014. His promotion to Chief Technology Officer is effective immediately.

The firm, which counts itself as the most trusted name in Independent E-Signatures™, makes signing documents online safe and secure with comprehensive legal evidence permanently embedded in each document to eliminate any dependence upon SIGNiX. The company’s cloud-based service uses patented technology to give businesses and organizations the most secure and legally defensible e-signatures available at a fraction of the cost of wet ink signatures. SIGNiX’s products help the world’s leading companies become more efficient, secure, profitable and – by reducing the use of paper – environmentally friendly.

“John has been an innovator in the e-signature market and a valuable part of our team for many years, so we’re thrilled to see him move into this position,” said SIGNiX CEO, Jay Jumper. “We believe his strategic direction will 8

drive our innovative and unique solution to new levels of success.”

Harris is responsible for SIGNiX’s technology mission and drives business goals by developing strategic direction, managing IT assets and motivating his team towards unique solutions. He also focuses on rigorously tying customer needs, industry trends, and technology innovations to specific product requirements, while contributing to SIGNiX’s marketing efforts and increasing profitability by driving a product strategy that enhances SIGNiX’s leadership position.

Before joining the SIGNiX team, Harris managed Adobe Systems’ broad electronic signature and approval capabilities across a range of client and server-side products, from clickthru approvals to complex digital and certification signatures.

He broadened Adobe’s digital certificate trust programs in Adobe® Acrobat® and Reader® to include commercial and government certificates from around the world. Harris also directed efforts to bring Adobe’s enterprise power to bear on smartphones and tablets – technologies that have made a profound impact on user experiences in the past few years.

Prior to Adobe, he spent 10 years managing biometric, encryption, and strong authentication products at Sony Electronics and Thomson-CSF.

SMART RURAL SIGNS CONTRACT WITH AVANTI COMMUNICATIONS FOR RURAL SPAIN AND PORTUGAL New contract to deploy connectivity to rural farms in Spain and Portugal

Smart Rural, a specialist agricultural ICT company, has signed a contract with Avanti Communications, a leading provider of satellite data communications services in Europe, the Middle East and Africa.

Smart Rural has developed a number of proprietary connected devices to control farm systems including irrigation, feeding and CCTV. These products can turn any farm into a smart farm that benefits from increased efficiency and security.

Deployed via Avanti’s HYLAS 1 Ka-band satellite, with 100% coverage of Spain and Portugal, Smart Rural will deliver high speed satellite broadband to even the most remote farms.

Sergio Rodriguez, Chief Executive Officer of Smart Rural commented: “Our partnership with Avanti enables us to deliver quality high speed satellite services to even the most rural farms which have previously struggled to access connectivity due to lack of terrestrial infrastructure. Now all farms across Spain and Portugal can benefit from a fully connected Smart Farm.”

HYLAS satellite fleet and more than 160 partners in 118 countries, the network provides ubiquitous internet service to a quarter of the world’s population. Avanti delivers the level of quality and flexibility that the most demanding telecoms customers in the world seek.

The firm is the first mover in high throughput satellite data communications in EMEA. It has rights to orbital slots and Ka band spectrum in perpetuity that covers an end market of over 1.7bn people.

The Group has invested $1.2bn in a network that incorporates satellites, gateway earth stations, datacentres and a fibre ring. It also boasts a unique Cloud based customer interface that is protected by patented technology.

Currently the Group has three satellites in orbit and a further two fully funded satellites under construction.

In the UK the firm’s service is supplied using Avanti’s HYLAS 1, 2 and 4 Ka-band satellites, which have 100% coverage of the British Isles. Users will then be able to choose from packages offering up to 30Mbps.

Matthew O’Connor, Chief Operating Officer of Avanti said: “Avanti’s leading Ka-band technology has built in flexibility which enables companies – such as Smart Rural – to deliver important applications such as remote monitoring and CCTV to the agricultural sector.”

Avanti connects people wherever they are – in their homes, businesses, in government and on mobiles. Through the

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INNOVATIVE HOSPITALITY SOLUTIONS Agilysys is a leading technology company that provides innovative point-of-sale, property management, inventory and procurement, workforce management, analytics, document management and mobile and wireless solutions and services to the hospitality industry. The company’s next-generation solutions and services allow property managers to better connect, interact and transact with their customers by streamlining operations, improving efficiency, increasing guest recruitment and wallet share, and enhancing the guest experience.

The firm serves four major market sectors: Gaming, both corporate and tribal; Hotels, Resorts and Cruise; Foodservice Management; and Restaurants, Universities, Stadia and Healthcare. A significant portion of the company’s consolidated revenue is derived from contract support, maintenance and subscription services. Agilysys operates throughout North America, Europe and Asia, with corporate services located in Alpharetta, GA, and offices in Singapore, Hong Kong and Malaysia. For more information, visit www.agilysys.com.

Case study Chetola Resort at Blowing Rock, in Blowing Rock, NC, recently selected a comprehensive solution suite from Agilysys ─ including Visual One™ PMS, InfoGenesis® POS and InfoGenesis® Flex ─ to streamline efficiency and enhance guest service at the luxury mountain property.

Chetola Resort features a mix of hotel rooms, timeshare units, and rental and ownership condominiums as well as

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a restaurant, sporting club and full-service spa. Faced with a wide range of hospitality management and guest service requirements, the resort’s executive team conducted an extensive evaluation to identify the best solutions to optimize the guest lifecycle across the property.

Chetola Resort will use the following Agilysys solutions •

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Visual One PMS ─ a comprehensive and fully integrated property management system that offers a wide range of best-in-class features and functionality, including front office operations, guest history, housekeeping, reservations management and more.

Its user-friendly screens are laid out in a logical and understandable format, with quick-feature icons and drag-and-drop capabilities. The system offers optional modules for accounting, activities, club management, comp accounting, condo accounting, guest marketing, sales and catering, and spa management.

InfoGenesis POS ─ a comprehensive point-of-sale system that combines an easy-to-use terminal and tablet touchscreen application with industry-leading offline capabilities. Designed for multi-unit and complex operations, InfoGenesis POS features realtime reporting, support for packages and prix fixe menus, and multi-language capabilities that drive service flexibility and increase operational efficiency.

The system easily manages any combination of food, beverage and retail services and integrates with both other Agilysys next-generation solutions and a wide

variety of third-party providers.

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InfoGenesis Flex ─ Agilysys’ mobility solution that offers full point-of-sale functionality delivered on a convenient tablet device. InfoGenesis Flex provides signature capture, adaptable kitchen and receipt printing for large service areas, and a feature-rich mobile experience for foodservice operations. The solution is designed to keep revenue flowing and guests satisfied in the most demanding high-volume environments, and its powerful offline capabilities ensure uninterrupted performance, even when Wi-Fi connectivity is inconsistent.

Additionally, Drury Hotels Company, the recipient of the highest score in its class in the J.D. Power North American Hotel Guest Satisfaction study for the 10th consecutive year, is conducting a pilot evaluation of Agilysys’ rGuest™ Stay solution at select Drury properties. rGuest Stay is a next-generation property management system (‘PMS’) that helps hotel operators streamline guest service, ensure payment security and boost efficiency.

Drury Hotels, which operates hotels in 21 states, needed a flexible property management system that combined ease of use with exceptional functionality to drive a superior customer experience and improve overall hotel operations. Pending the completion of the pilot, the company additionally plans to integrate rGuest Stay with Agilysys rGuest Pay to deploy a

seamless PMS and payment gateway solution that will offer secure EMV and P2PE PCI-validated payments with predictable costs.

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rGuest Stay is a ground breaking property management system built on the company’s new rGuest hospitality technology platform, which supports cloud, on-premises and hybrid delivery of the platform-based solutions. The guest-centric, standards-based PMS relies on an open platform that enables rich integration with applications delivered from Agilysys, its partners and customers. The platform offers business-driven outcomes, helping customers increase revenue, reduce operating costs and strengthen the guest connection.

When asked about their plans for the future,

“Agilysys plans to continue to innovate and deliver exceptional solutions to the hospitality industry. Our products will continue to change the way our customers engage their guests, enabling the delivery of high quality customer experiences and efficient business operations” Walker responds.

“Agilysys’ next generation platform, rGuest, provides operators with a comprehensive solution that helps them win the competitive guest recruitment and wallet share battles. Built on rGuest’s advanced architecture, rGuest Seat, rGuest Pay, rGuest Analyze and rGuest Stay solutions each bring new levels of flexibility and business process optimization across the organization” he concludes.

Company: Agilysys Name: Robert Shecterle Email: Robert.shecterle@agilysys.com Web Address: www.agilysys.com Address: 1000 Windward Concourse, suite 250, Alpharetta, GA 30005 Telephone: 770-810-6046

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LAST EMERGING MARKET Control Risks is a global risk consultancy specialising in political, security and integrity risk. We enable our clients to understand and manage the risks of operating in complex or hostile environments. Through a unique combination of services, wide geographical reach and by adopting the role of trusted advisor with our clients, we help organisations realise and effectively solve problems new opportunities across the world.

Over these years, Control Risks has supported our clients who have continued conducting sanctions-compliant business in Iran in recent years. This has allowed us to build a good understanding of the local business environment, as well as of the broader challenges which companies need to address in order to be successful in what is a particularly complex and nuanced market. As the risks of sanctions appear set to decrease in 2016, we are now seeing an increasing interest from companies around the world to shape their strategies for market entry (or re-entry) in Iran.

Iran is perhaps the world’s largest untapped market with an urbanised population of around 80 million, a well-educated and sizeable middle class, large amounts of natural resources in a diversified economy, and the expected lifting of many of the trade sanctions on Iran, the opportunities for companies to be successful in this market are clear and evident.

Companies can currently work on the assumption that the Joint Comprehensive Plan of Action (JCPOA), agreed in July 2015 between Iran and the five permanent members of the UN Security Council plus Germany (P5+1), will be

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implemented at some point in 2016. Now that all of the key respective political hurdles in Iran and the United States have been cleared, all that remains is for the International Atomic Energy Agency (IAEA) to be satisfied that Iran has met its commitments under the terms of the JCPOA.

will continue to present significant legal limitations for US companies and US persons.

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Second, map the different scenarios for the implementation of the nuclear agreement to understand what different events and outcomes will likely mean for your company’s sector and business model in the event of any delay or derailing of the nuclear implementation agreement. It is also good practice to think proactively about how to structure contracts to seek some assurance in case of sanctions being reinforced post Implementation Day (the socalled ‘snapback’ scenario).

Your companies – and compliance and public relations departments in particular – should also be ready for the increased attention that will be paid to the company’s proposed activities by a wide range of stakeholders, who may have ethical, legal, political, financial and reputational concerns, and will want confidence that the company has a thorough and robust strategy for entering Iran.

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Third, understand the local business environment in which you will be operating. It is important to understand and plan ahead for the various challenges you are likely to face, depending on the nature of your operations and the sector you will operate in. These can range from availability of labour and infrastructure to political interference or exposure to corruption.

At Control Risks, we help companies to build such strategies through seven key recommendations:

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Fourth, conduct independent due diligence on clients and partners in Iran, to know your partners and customers and understand your supply chain exposure. Understanding the beneficial owners of your local partners and clients is particularly important in Iran, given existing sanctions targeted at specially designed individuals or organisations (SDNs).

This being the case, due diligence will not only help you preserve the company’s integrity to potential

Companies interested in entering – or re-entering – the Iranian market in anticipation of the lifting of sanctions should consider their market entry strategy carefully: • • •

1.

When will your company enter Iran?

How will you enter the market?

With whom will you do business there?

First and foremost, obtain independent legal advice that your company’s proposed activities are legal and compliant with all applicable sanctions that may be in place currently or after the implementation of nuclear-related sanctions relief. Important US sanctions will remain in-place after this point, which

corruption or fraud schemes but will allow you to avoid unwittingly exposing the company to existing sanctions legislation.

5.

Fifth, identify the reputational risks of engaging with Iran. Whilst sanctions are the most obvious risk, with part of them remaining in place following the implementation of the JCPOA, there is potential reputational harm, particularly in the United States and parts of the Middle East, where doing business in or with Iran will continue to be a highly-politicised and sensitive issue.

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Sixth, seek to strongly embed corporate governance standards when setting up a business on the ground. Iran has been an isolated market which has felt considerable stress and strain from the implementation of comprehensive sanctions since 2006. Patience and persistence will be required as you communicate and enforce anti-corruption and sanctions compliance standards among employees and third parties.

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Last but not least, monitor key developments in Iran which are likely to influence the trajectory and success of your local business. These can range from the influence that US presidential elections could have on a potential snapback of sanctions to upcoming national elections in Iran and any ensuing regulatory changes affecting the business environment in the near future.

Monitoring such factors will allow your organisation to review its posture and adapt its market entry strategy and compliance procedures accordingly.

Following these seven steps as part of your market entry strategy will give your organisation and stakeholders the confidence that you have conducted proactive risk management in what is likely to remain a complex market for the foreseeable future; the CPOA is after all a ten-year political agreement, so long-term planning will be a key factor of success for any company considering this opportunity.

Company: Control Risks Email: iran@controlrisks.com Web Address: www.controlrisks.com Telephone: +97143723000

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SECRETS OF A TOP TECHNOLOGY CEO CTRL is a team of Information Technology experts dedicated to the optimization of their client’s business processes. CEO Daniel Girard provides us with a unique insight into the firm and how it has come to flourish under his expert leadership.

At CTRL, it is our vision is that any organization can stimulate growth by optimizing and innovating its business processes through efficient operational technologies.

In order to achieve this ambitious goal we implement a number of strategies to ensure client satisfaction.

These include using an analysis process and “fast-track” prototyping to quickly assess the match between the client’s ways of doing things and the functional capabilities of our ERP solution.

In addition we have given annual customer satisfaction surveys for over 20 years. Our results show an average of more than 95% satisfaction, with an average response rate of 30% over the past five years. The results that we obtain from these survey are always carefully analysed, as each suggestion about how to improve software or after-sales service can lead to a direct exchange in order to understand and document the client’s wishes.

These surveys ensure that the firm develops in line with our client’s needs. My primary role within the company is to ensure this development and the overall growth of CTRL. In addition to establishing the strategic vision of the company, I address the implementation of the annual action plan, which derives in part from the results of our surveys, with the directors.

Alongside this I also have to ensure a constant strategic alignment in the deployment of this action plan with that established by the department at the beginning. As such my job leads me to involvement in interdepartmental

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operational issues.

In order to limit such issues, particularly in the operational areas of our business, all of our professionals receive continuous training on emerging standards and the best business practices in our specialty areas, which is ultimately the key to the firm’s overall success.

Alongside this, continued investment in R & D also remains a cornerstone in maintaining our competitive advantage.

This advantage is particularly important as our market continues to grow, as we are up against an increasing number of competitors. CTRL currently operates primarily in Canada, where local competition is often well established, an ERP solution for export strategy must be expertly constructed.

An additional challenge in our industry is that for several years, the IT sector in North America has been facing a profound shortage of specialized workers. This shortage has basically forced our industry to open itself to international recruitment.

Significantly better ‘offshore’ hourly rates led to the effective solution of outsourcing IT services (complete or partial product development, customer support).

However, the pros and cons of offshore outsourcing have now been demonstrated, and the need for a minimum local pool of skilled labourers to support the growth of IT companies has again become a major challenge.

We are lucky to have hired a number of skilled staff, and

despite the skills shortage we are highly selective in order to ensure we only hire the best staff the industry has to offer. With regards to selecting staff, we work on different levels with educational institutions that train the specialized resource personnel we need, with the view to creating a marketing presence as a potential employer among successive generations of college and university students.

In terms of the hiring process itself, we refer to standards and internal HR policies covering, among other things, a thorough description of the tasks and responsibilities of the position to be filled. The psychometric personality profile is also used as part of our hiring process. We normally conduct two interviews, one pre-screening and one final to ensure that we defiantly have the right candidate for the job.

Within our industry there have been a number of trends besides the skills shortage which we have had to adapt around.

The ERP solutions industry is often a victim of bad publicity related to cost overruns and significant delays in expected deliverables. Unfortunately, this image has not come about accidentally.

The key to successfully deploying an ERP solution essentially lies in how well the project is managed in terms of methodology and customer orientation. As such we offer specialized and standardized ERP management solutions that deliver an outstanding price/performance ratio. In addition, we use our flexible approach and strong industry experience

to ensure we stand out from our competitors and retain our good reputation in the industry.

Additionally, over the past decade, the software solutions industry has been forced to profoundly revise its business models.

In terms of hardware deployment and, on the software side, the SaaS (Software as a Service) approach, the Cloud has completely changed the situation.

CTRL has already taken account of these trends. Over the next three years, we plan to accelerate our development in this direction. The potential of these new business models will allow us to expand and gain a concrete presence in international markets.

Company: CTRL Name: Daniel Girard MBA Email: ctrl@ctrl.com Web Address: www.ctrl.com Phone: (877) 971-9324

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F-SECURE SET TO DOMINATE SMART HOME SECURITY F-Secure poised to seize control of the consumer security market after announcing a next generation security product designed to protect smart homes.

F-Secure recently announced its latest security solution during a keynote address at the Slush 2015 startup conference in Helsinki. The new product, called F-Secure SENSE, combines unique hardware and software to provide people with a single source of protection for all of the devices in their homes – including PCs, tablets and smartphones, as well as newer Internet of Things (IoT) products.

“People are starting to buy all kinds of new smart devices to use in their homes and we know that these devices are already being hacked,” said Samu Konttinen, F-Secure’s executive vice president, consumer security. “We’ve seen footage from nanny cams streamed online without people’s knowledge or consent, and it’s been proven that intruders can use something as simple as a connected light bulb to get access to people’s homes. Criminals are constantly developing new ways of turning people’s technology against them and security solutions need to evolve to meet this challenge.”

Founded in 1988, F-Secure is listed on NASDAQ OMX Helsinki Ltd and has been defending tens of millions of people around the globe from digital threats for over 25 years. The firm’s award-winning products protect people and companies against everything from crime ware to corporate cyberattacks, and are available from over 6000 resellers and 200 operators in more than 40 countries. The firm are on a mission to help people connect safely with the world around them, so join the movement and switch on freedom.

F-Secure SENSE is a security product that protects people by securing the internet-connected devices in their living

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space – including IoT devices that are unable to run traditional security apps. Its standout component is a piece of smart hardware that creates a private, secure network by connecting with the other devices in people’s homes, providing SENSE users with a single security solution for all of their devices. It uses F-Secure’s Security Cloud to secure internet traffic going in and out of homes, and lets people manage the security of their network and devices with a simple mobile app.

According to Konttinen, SENSE uses unique machine-based learning technology to proactively “sense” threats hidden within internet traffic. “SENSE is the first product we’ve built that brings the full security benefits of the cloud to consumers,” said Konttinen. “It goes beyond traditional device scanning by using artificial intelligence baked into our Security Cloud to anticipate problems before they hit you, because you’re already too late if you wait for criminals to get into your home. So SENSE is an entirely new, more holistic way for us to provide security – it protects your living space, not just your devices.”

SENSE was also designed to enhance the convenience of smart homes by making it simple for people to manage the security of their home network and connected devices.

SENSE’s app makes everything connected to SENSE visible to users, and provides information about the security status of their network and devices – including instant notifications if SENSE finds a potential threat. The app also provides protection for devices that leave home, such as smartphones, laptops and tablets.

Konttinen added that these security and convenience capabilities will become more valuable as people upgrade their homes to include more smart devices – a trend that’s becoming more common. Gartner projects that people will have over 500 internet-connected devices in their homes by 2022*, and a recent research survey by F-Secure found that people are purchasing smart TVs at the same rate as traditional desktops**.

F-Secure SENSE will be available for preordering in European countries for 99 EUR from F-Secure’s website, and includes the hardware and software, as well as a 12-month subscription to the service. Monthly subscriptions can be renewed for 8 EUR/USD per month.

The product will launch in North America and Europe in spring 2016 for 199 EUR/USD.

*Source: http://www.gartner.com/newsroom/id/2839717 **Source: https://www.f-secure.com/en/ web/press_global/news/news-archive/-/ journal_content/56/1075444/1395713?p_p_

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SUZHOU INDUSTRIAL PARK: CHINA’S TECHNOLOGICAL HUB At an executive meeting of the State Council Sept. 29, Chinese Premier Le Keqiang said that the country “must rely on innovation and entrepreneurship to further develop Chinese economy and society — they are the new driving force for China’s development.”

Nowhere is that philosophy more clearly at work than in the Suzhou Industrial Park (SIP), a 25-minute bullet train ride due west from Shanghai, where for the last fifteen years, domestic and foreign companies alike have strived to innovate in a Silicon Valley-like environment in which business, academia and R&D cross-pollinate.

In more recent years, SIP has shifted focus from an investment site for foreign and domestic manufacturing toward higher tech innovation and entrepreneurship, and has built a services sector that is made up mostly of companies providing shared services centers for multinational corporations, R&D in the information and knowledge management industries, and financial-tech services, or FinTech.

Today the services sector makes up about 41.3% of the industrial park’s total GDP, according to Liu Hua, head of SIP’s Bureau of Services, and out of the total incremental investment in the park each year, more than 75% comes from the services sector.

There are already more than 2,000 service outsourcing companies in the park and they, too, are moving up the value chain, Liu says in an interview. “More and more companies are now turning to areas like big data, cloud computing, mobile internet, and the Internet of things, and they are staying away from low value-adding activities such as labor-intensive outsourcing work.”

“It’s fair to say,” Liu adds, “that with more and more

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companies becoming solution providers in their subjectmatter domains, they are actually KPO companies, which already account for about 51% of the park’s total outsourcing companies.”

Since SIP was created two decades ago as a joint-venture project between the Chinese and Singapore governments, the park has attracted world-class universities that have opened campuses and research facilities that are conducting basic research and creating cutting edge R&D, often in joint ventures with local companies.

SIP has also developed hubs for high-tech and highvalue industries in fields such as cloud computing, nanotechnology, bio-pharmaceuticals and the life sciences; and lured domestic and foreign incubators delivering services for start-ups and introductions to venture capital.

In addition, of the 3,000 industrial parks in China, SIP is home to the highest number of returnees (118) under the country’s Thousand Talent Program, which was designed to attract China’s smartest scholars and scientists to return to China after pursuing graduate degrees and careers outside of their homeland.

The park also offers tenants a lifestyle and environment that is hard to find in many other parts of China, with attractive and relatively inexpensive housing, as well as good schools, hospitals, restaurants, public transportation systems and leisure areas such as around the man-made Jinji Lake. This year SIP is hosting the 53rd Ping Pong World Championships, as well as the Jinji Lake Marathon and Dragon Boat races.

The park supports the growth of small and medium-size companies in all sectors by providing a one-stop shop for legal, financial, accounting, human resources and intellectual property rights protection. It has even set up a Patent Exchange Navigation Centre, where tenants can search for existing patents as well as buy and sell them.

“It’s a trading system for patents -- you can exchange patents through the system and you can value how much a patent is worth, and you can buy them legally,” says SIP Chairman Barry Yang, adding that SIP has been “active and effective in areas such as IP enforcement and protection.”

One way SIP has climbed the value-added chain so quickly is by creating a dynamic environment that can foster what Yang likes to describe as “chemical reactions” between companies.

“It’s interesting to see these chemical reactions taking place among the diverse members of the whole ecosystem,” he says in a recent interview, pointing as an example to a US$100 million deal in April last year in which a U.S. based company and the world’s second-largest medical diagnostics company, Beckman Coulter Life Sciences, acquired SIP start-up Xitogen Technologies.

Beckman Coulter specializes in cytometers, which are used to measure and observe the characteristics of biological cells, and Xitogen Technologies develops flow cytometers.

Xitogen has fully staffed facilities in Suzhou and will function as a research and development and manufacturing centre

for Beckman Coulter. In addition to providing an operational base in the China market, Xitogen offers Beckman Coulter a research instrument to round out its cytometer offerings, as the Chinese company developed the XTG-1600, a small footprint cytometer that can detect objects in the 100 nanometer range—viruses, bacteria, microparticles and cell organelles — for basic research investigations.

“We believe that, viewed from a capital, innovation, talent and mindset perspective, such big-&-small reactions can create a very interesting and healthy environment,” says Yang.

“We hope the big and small companies in SIP will have better connections in future and believe there will be good results.”

One of the achievements that most excites Yang about SIP is that it is the first park in China to implement the Marketing Authorization Holder System, also known by its acronym MAH, which allows pharmaceutical companies to focus on what they do best — finding and developing new drugs and treatments -- rather than spending billions of renminbi investing downstream in sales and marketing and distribution networks.

“This was something that was never implemented before in China,”

management, sterilization process, regulatory affairs and R&D functions. Although the Greater China headquarters is nearby in Shanghai, the Suzhou operation is the key bridge to the local market, where multinational business meets homegrown enterprises.

“In terms of operations, we put all our eggs in one basket because of the confidence we have in the park,” says Ng, adding that from the start the park’s administrators in its Human Capital Bureau helped the company recruit employees, about 30% of whom continue to work for the company.

As BD moved towards greater automation at its plants, it approached a government-backed technical institute for help. After explaining the types of technical capabilities it required, the institute customized a course for BD employees. “Not only did they customize training courses for us but the government paid 50% of the training fees, so we only had to pay half the cost.”

Ng has seen first-hand how the park has changed over the years. “In the past, people coming here were looking for operation and technician jobs but now we see engineers

coming from other parts of China like Wuxi, Hangzhou and Shanghai,” he says.

“The park’s success has started to attract higher caliber talent. And that suits us well because we are moving up the value chain as well.”

Most excitingly, the newly setup R&D unit at BD is eyeing collaborative opportunities with local firms - or in other words, exactly the type of cross-pollination that Suzhou was built to facilitate.

“Because land is limited SIP wants to attract the right mix of industries here,” Ng adds. “I think they realize that highend electronics, medical and health care, clean energy, and sustainable industries are the manufacturing operations they want to keep.”

Yang says. “But we at SIP felt it was imperative to change.

There is often a great advantage in having separate types of organization doing invention, manufacturing and sales, and not least in the speed with which an innovation can be brought to market.”

Arthur Zhang, East Coast director for California incubator PlugAndPlay notes that in terms of core technologies and core strengths, Suzhou is no doubt the best place.

“Advanced manufacturing including nanotechnology and fabrication is pretty much the guiding core strength and I don’t see anywhere that can compete with Suzhou throughout China,” he says. “And as an extension, because you have that, manufacturing, the cloud computing, then you can talk about technology, media and telecommunications, so companies that are established in Shanghai like Tencent and Microsoft are moving their R&D centers over here because of that.”

Ken Ng, a plant manager at BD would agree. The company -- among the world’s leading suppliers of medical devices and a key innovator in injection- and infusion-based drug delivery — set up its manufacturing site in SIP in 1994, becoming one of the park’s earliest employers.

Last year the company completed its third manufacturing facility in Suzhou, and now has more than 130,000 square meters of combined space in the park, hiring in total more than 1,500 people in quality, manufacturing, supply chain

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TELECOMMUNICATION SYSTEMS EXPANDS LOCATION BASED SERVICES IN THE MIDDLE EAST TCS Launches $3mn of LBS Deployments with Two Leading Regional Mobile Network Operators TeleCommunication Systems, Inc. (TCS), a world leader in secure and highly reliable wireless communication technology, today announced that the company has expanded its presence in the Middle East by adding two of the largest mobile network operators in the region to its customer portfolio. With more than 22 million mobile subscribers combined, the two mobile network operators are utilizing TCS’ Location Based Services (LBS) solutions to meet the rapidly growing demand for mobile internet offerings in one of the strongest markets for smartphone growth worldwide. The combined value of the two contracts is approximately $3mn.

Facts on the region: •

•

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Middle East and Africa smartphone shipments are set to total 155 million units in 2015 after increasing 66% year on year during the first quarter, according to the latest figures announced in July 2015 by global technology consulting firm International Data Corporation (IDC).

GSMA Intelligence, the research division of the GSMA (Groupe Speciale Mobile Association) international mobile operator trade organization, predicts in its 2014 report that Middle East and North Africa will become the fastest growing market in the world for mobile data traffic with an anticipated 70 percent compound annual growth rate from 2013 to 2018. TCS, which is recognized

by Frost & Sullivan as the only true end-to-end LBS provider globally, provides a time-tested, comprehensive and flexible solution that includes applications, infrastructure, mapping and content. ABI Research

and Informa Telecoms & Media rank TCS as the second largest global provider of location infrastructure.

Both operators are deploying TCS’ Xypoint® Gateway Mobile Location Center (GMLC), Xypoint Serving Mobile Location Center (SMLC) and Standalone SMLC for their 2G, 3G and 4G networks. They are using the LBS platforms for value added services such as mobile advertising, workforce management and safety & security. Advantages of these platforms include: •

TCS’ GMLC is a control plane system that interfaces with emergency and commercial LBS clients (via the Location Services Gateway) and the operator’s network to provide a mobile station’s location.

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TCS’ SMLC uses cell-ID and Timing Advance (TA) location technologies for more accurate networkbased positioning for 2G GSM networks.

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The company’s Standalone SMLC uses Enhanced cell-ID and Round Trip Time (RTT) to determine the position of a device on the network. When deployed with the Satellite Reference Network, the Standalone SMLC also supports UE-based Assisted GPS (A-GPS) for more precise positioning.

•

With one of the two mobile operators, TCS has also deployed its Location Gateway product with Middleware functions, as well as its Operations Support System (OSS).

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With the second mobile operator, TCS has partnered to deploy a Passive Location Based Services system, and Enhanced Cell ID (eCID), A-GPS, and Observed Time Difference of Arrival (OTDOA) position engines.

TCS Commercial Software Group President Jay Whitehurst said: “Remarkable advances in Middle East broadband and mobile location technologies are fueling increased demand for services that use them from enterprises and subscribers.

TCS’ twenty-plus years of LBS experience and end-to-end LBS portfolio have led to deployment of our products by two of the largest Middle East mobile network operators. We are pleased to partner with these leading operators to help shape the future of location technology in this dynamic region.”

TeleCommunication Systems, Inc. (TCS), headquartered in Annapolis, Maryland, is a world leader in secure and highly reliable wireless communications. Its patented solutions, global presence, operational support and engineering talent enable 9-1-1, commercial location-based services and deployable wireless infrastructure; cybersecurity; defence and aerospace components; and applications for mobile locationbased services and messaging. The firm’s principal customers are wireless network operators, defence and public safety government agencies, and Fortune 150 enterprises requiring high reliability and security.

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LEADING ASIAN PRIVATE EQUITY FIRM MOVES INTO SILICON VALLEY H&Q Asia Pacific acquires 260,000 Square feet class A office complex in Silicon Valleyfrom Hudson Pacific Properties for its Global Innovation Centre.

H&Q Asia Pacific, an international private equity firm, has announced the successful launch of its Global Innovation Centre initiative, simultaneously with an investment of US$100 million including $90m to acquire Bay Park Plaza in Burlingame (which has been renamed GIC Burlingame Bay), and $10m to develop and operate the GIC. GIC Burlingame Bay is a 260,000 square foot grade-A commercial real estate complex in the city of Burlingame, approximately ten minutes from San Francisco International Airport.

The GIC Burlingame Bay site will be a hub for technology companies from around the world and will offer its members and tenants the opportunity to benefit from the disruptive technology innovation, entrepreneurial experience, and human capital of the Silicon Valley through a platform of advisory services, programs, and commercial and strategic partnership opportunities. The acquisition of GIC Burlingame Bay from Hudson Pacific Properties follows an acquisition earlier this year of another commercial property in Burlingame as part of the GIC platform.

Dr. Ta-lin Hsu, chairman and founder of H&Q Asia Pacific, commented on the new project and what it will mean for the firm.

“I am very pleased to announce the next step in the development of the Global Innovation Center.

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This project represents the culmination of 30 years of crossborder technology investments

by H&QAP and our portfolio of relationships with governments, technology parks, leading technology companies, financial and academic institutions and technology service providers.

Our goal is to create a unique ecosystem to foster innovation and provide growing technology companies with access to crucial relationships and valueadded services. H&QAP plans to continue exploring opportunities to develop Global Innovation Centers in other technology centers around the world.”

Robert Shen, Managing Director of H&QAP, added his comment on the new site and how the project would affect development for the business.

“The Global Innovation Center will be a platform for global technology companies, both big and small. We believe that this Class A commercial complex in Burlingame near San Francisco International Airport offers the best of the Silicon Valley with its history of innovation and San Francisco, which has become a new hub for technology, social media, biotech and mobile commerce. GIC will offer both superior returns as a multi-faceted, disruptive technology park as well as create technology investment opportunities for H&QAP’s various funds. I believe this is a significant development in the evolution of H&QAP and Dr. Hsu’s vision for technology migration and innovation.”

H&Q Asia Pacific, which was founded by Dr. Hsu in 1986, currently operates six offices around the Asia Pacific region and has 30 years of experience in venture capital and private equity investment in both the Silicon Valley and throughout Asia. The firm is credited with bringing US-style venture capital investing to Asia and played a significant role in developing various technology parks in Asia, including Taiwan’s Hsinchu Park and a large commercial complex in the Shenzhen Science Park. Since inception, H&QAP has invested in more than 700 companies through 26 funds with a total AUM of US$3.5bn.

The company, which also operates offices in Shanghai, Hong Kong, Shenzhen, Silicon Valley, Seoul and Taipei, invests across a variety of sectors, including technology,

manufacturing, branded consumer products, financial services, media, healthcare and real estate.

It is the company’s unique approach to the Asian market which has led to their vast success, which they aim to replicate in their new location. The firm uses investment professionals who are either local to the region or deeply entrenched in the culture and business landscape of their respective markets. As a result, H&QAP is often regarded as a local partner in the Asia Pacific region as evidenced by its long-standing presence in Japan, Korea, and North Asia.

With over two decades of investment under this ingrained philosophy, H&QAP has earned itself a sterling reputation as a preferred partner in providing exceptional access to key decision-makers of global Asian corporations seeking to enter and establish operations in China; and conversely, help Chinese entrepreneurs and companies with their globalization plans beyond the China market. The company has found that this competitive advantage translates into

an extremely well-positioned ability to identify and capture unique cross-border opportunities presented in Greater China and the Asia Pacific region.

“The Global Innovation Center will be a platform for global technology companies, both big and small. We believe that this Class A commercial complex in Burlingame near San Francisco International Airport offers the best of the Silicon Valley with its history of innovation and San Francisco, which has become a

new hub for technology, social media, biotech and mobile commerce.

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TAKING A DIGITAL APPROACH TO RECRUITMENT TemPositions’ 53 year history is not the only thing that sets it apart from its competitors in the temporary staffing industry. Another is its innovative technology and cutting edge software, which is why they were selected for the “Best Human Capital Solutions Provider USA” award.

Wbile the typical business operations of most staffing firms are characterized by a heavy reliance on manual processes to acquire talent, fill orders from clients, and then bill for services, TemPositions’ entire business model focuses on a highly automated approach to staffing, where many humancentric tasks are handled by computerized systems. Thanks to this level of automation, a high percentage of the orders received by the company are filled in seconds without any human intervention whatsoever! This allows the firm’s staffing professionals to more fully concentrate on tasks that add value to their customers; namely, building the very best talent pool and nurturing candidate and client relations. Not only does this make TemPositions’ employees more productive, but it also provides their clients with electronic tools they can’t find elsewhere, which in turns drives revenue and cements customers to them for years. As President and CEO, James Essey, explains,

“A temporary staffing firm retains clients by making the very best talent available quickly and easily. In order to keep improving the customer experience, we are constantly upgrading our systems to allow us to not only

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find the best candidates among the thousands of applicants that are returned fromjob board searches, but assign them to jobs, track their time worked, and accurately pay for their services and bill our clients, while making online reporting available 24-7.”

Imagine this scenario: you are responsible for covering several departmental absences that were called in early in the morning before the office was open. With the TemPositions system, you would log into their system from home and enter a work order, showing the number of people needed, skills required, work hours, etc. You can even use a prior work order as a model and just make relevant edits.

Once you enter the details, you will be presented with a list of candidates who performed work for you before. You can select any of them to fill the spot or request new candidates.

Wben you make your selection, the system automatically reaches out to the selected candidate(s)-or locates candidates on its own who match your specifications-and offers them the job via text message, email and interactive voice response.

Once the candidate(s) accept, you get a confirming email that the job is filled. All of this could have taken place before a

TemPositions office even opened! Once on the assignment, time is tracked electronically to avoid calculation errors, and a GPS phone application even insures the work location. You approve the hours worked via email and receive your invoice electronically as well. And all spending can be tracked 24-7 through a web portal offering reports on demand.

The use of a system like this revolutionizes the way staffing services are ordered and fulfilled. TemPositions finds new customers each week to add to its satisfied user base because of this strong competitive advantage.

Name: James Essey, CEO Email: info@tempositions.com Web Address: TemPositions.com Address: 420 Lexington Ave. 21st Floor New York, NY10170

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